Level up, level up, sky's the limit. Number's up, number's up. We're going to talk about payment closing, OK? Here's what I would like everybody to do. So first of all, everybody switch to writing on this, OK? And the reason why, you know, you can use that smaller piece of paper, but what I'd like you to do, this is like about the size of a piece of paper that you guys use when you negotiate, right? OK, this is like, who in here doesn't have a worksheet that's blank on the back?  Whether you do four square, they pencil on it. I really don't care what you get, but on the backside, it may have like arbitration or something like that. Does everybody have a blank piece of paper on the back of their deal? Yeah? Beautiful, OK. So let's take this piece of paper. And here's what I want to do.  Because remember how I said I want you to make a video? The video that I want you to make, this is where you're going to raise your gross. This is where it's all going to come in. This piece of paper is magic, OK? In a seated position, everything is written. I want to tell you this, OK? If I could do this real fast, and this is going to be cool, but this is kind of where we're going to go at the end, is that if I pulled up, let's just say, Frankie, and I put Frankie on this board over here, and I was over here, and I said, all right, so here's what we're going to do. I'm going to do a payment close, OK? And you're going to do one. And let's say we had a divider where you couldn't hear him or hear me, OK? But at the end of it, you got an opportunity to walk up.  You should be able to read the map what I did. That's all that I ask. If when you're done negotiating, if your piece of paper looks like this, if this is what your paper looks like, that ain't going to work. Who can follow that? Nobody. And you may say, hey, Andy, is this real? No, this is real real.  They close. This is their tool. Can I ask you this? When I'm writing, do you guys follow whenever I use this? OK? This is your magic wand, OK? When I'm talking, it used to amuse me when I was sitting there talking to customers, and I'd literally be doing this, right? And I'm knee to knee with them. I run right around, but I would do this. And they would not be looking here anymore. They would watch my pen. They would follow my pen in everything that I did with it. I start realizing, man, they love seeing what you write down. And here's the deal. Just like I tell you that 90% of what you write down you'll retain. If you don't write anything down, you'll retain 30% of it. You have to write this whole thing down. But you have to understand that you're not writing it down for you. You're writing it down for them. So if I ask a customer, and I say, hey, how much do you roughly spend a week in gas? Just answer any question. How much do you roughly spend a week in gas? Cool. Look, what does that say? You can follow me. Was that hard? Did it take very long? And you'd agree there's four weeks in a month, right? Cool. Can you follow me? And now watch this. So roughly you're saying that you roughly spend, does that make sense? You see how that is there? This is the one thing that's lacking with guys. You hear me? Like you hear me physically? Maybe you're getting crazy back there. You hear me physically, right? Like what I'm saying, but your customer can't follow you. Now when I tell you this, listen. If you underestimate this writing point, you will never max out your full potential. I mean, I'm just going to tell you. You're going to get to the end of this close. You're going to try to close a customer. And what's going to happen is your customer is going to say, no thanks. You know why? They're not where you are. If you were following me to Dallas, right? And I just raced off and left you, what would happen? I would end up in Dallas, and you wouldn't be there behind me. That's kind of what happens and what I see with sales people.  But the fact is they don't buy cars. They're honestly never been in a dealership with a guy who even negotiates this way. They have salesmen that make points. They tell them what they should do, but they don't write anything down. So everything that we'll do, starting from now until the end of the day, so like I said, the last part of today is going to go like this. I'll team everybody into groups of three or four. However we do it. And we'll line everybody up on the board, and I'm going to say, all right, check this out. We're going to role play, right? And I'm going to say, all right, this is the car we're trading. This is the one we're buying, right? I want you to work it out and go. And you will be my guys, right? So I'll say, all right, come on, check this out. All right, so listen, here's the deal. And I'm going to close you, and I'm going to write it down. And when you're done, I want the two people to be honest and say, hey, that was great. I want to see progress. I want to see how fast you can learn. Is that fair?  Remember I said we'd get a little bit uncomfortable? We're going to get that way at the end, OK? But I want you to write everything down. That's number one, OK? This is very easy, but it's also very complicated because some reason salesmen want to shortcut everything, OK? So with that being said, I'm going to come over here. I'm going to erase that real quick. Let's start. So everybody start. I don't care what it is. I don't care what the car is. I always use, listen, and when I say this, this may be the oldest thing that you've heard me use forever, but this is what makes me more money than anything in the world. Watch this. Do trucks get better gas mileage?   Don't leave a dollar on the table, not $1, OK? At the end of this close, you may need $40. And do you know what? You had $40. You could have picked up because you didn't use it. So I'll give you an example. If a guy's trading in a 2012 Dodge Ram, just write this. And this is just going to be a gas example. And I'm not going to go like a Honda Civic to a truck. Everybody knows they could kill that one. Let's just talk about how the most minimal amount of money, and we can go through a bunches of piece of paper here, and we can keep rolling through it. A guy's trading in a 12 Dodge Ram, and let's just say that it's got 85,000 miles. And here's the kicker. He's buying an 18 Ram that's got 15,000 miles. When that guy's trading that truck and he's going to that truck, here's the kicker. Let's say he's at 400 a month now. This is what he's paying. What's your customer paying? 400 bucks a month. What is he buying? 12 Ram? Or what does he own? A 12 Ram with 85,000 miles. He's buying a 2018 Ram, right? And let's say the payment's going to be 600 a month. What does this customer always say? I want to keep the same payment. Who says that? Everybody? So I'm going to go with the simplicity of, like, this is what everybody's telling us. So I want to keep the same payment. That doesn't happen. Well, so I want to show you what would be the first thing that I would attack on this deal. Well, listen, I'm going to ask, does this truck, and you may say, Andy, that truck doesn't get a lot better gas mileage than a newer one. But would you agree with new, I would say, what do you call it, redesigned body style, new technology? I mean, does it get any better gas mileage at all? If it does, I mean, I'm going to ask, who in here is familiar Dodge? Frankie, you're familiar Dodge? You're familiar Dodge? OK, let me ask you this. Is the gas mileage maybe, I don't know, five miles to the gallon better, or like three or four? What is it? Cool. If this truck gets five miles to the better down on gas, right? Listen, when I'm negotiating, OK, and I'm just going to kind of, I want you to think about this. You might look at that and say, that's not a gas close. That is. That is. If it gets five miles down better, who's the expert? You are. If you're the expert, it's your job to call it out. So listen, Mr. and Mrs. Customer. And look, let's just do this. 400 a month, or sorry, 600 a month, sign here. Let me get your new car cleaned up for you. And remember, I'm just going to say it's presenting the pencil part, so you guys will know this. You guys may think this sounds silly, but any time I present something, I always do it like this. OK, guys, I got great news. Right here, 600 a month, just sign here. I'll get your new car cleaned up. Hey, and I apologize if I forgot to ask you. When would you like to set your first payment due? So you want to set it towards the beginning of the month, the middle of the month? What's going to work best for you and your family? My bad, I didn't even ask you guys that. The middle of the month. Cool, like the 10th of the 15th. 10th. Cool, the 10th. Awesome. My bad, Mr. Gussamer, sign right here. Just so my manager know you want your payment due around the 10th. I appreciate your business so much. That is my goal. I want to move him through that. I want to not let him even get it. Did I even let the bell come out to negotiate with me? No. Watch this. This could be the difference. Which one do you think would look better? Let's just talk about this since we're about to get into negotiating. Watch. Which one? I'm just asking you, which one do you like better? Hey, guys, I got great news. 600 a month, did you just sign there? I'll get your new car cleaned up. Do you like that? Or do you like this? Hey, guys, I got great news. 600 a month, did you just sign here? I'll get your new car cleaned up. Hey, and I apologize if I forgot to ask you. When were you guys wanting to set your first payment due? Towards the beginning of the month, the middle of the month? What's going to work best for you and your family? And I'm sorry about not asking you that. When would be best? Stop. That right there allows them what? To answer a question that has nothing to do with what I just presented. Why? Because what I'm hoping to do, my goal is, guys, stuff's more expensive. Do you think that guy thought he was going to get a $400 payment on an 18-truck traded in a 12? No. No, he knew he was going to pay more. You know what he's hoping? He's hoping for you to play it wrong, and you ask him, are you OK with this? And of course he's going to tell you no, he's not. And then he's going to tell you want to be at 400. Yes. Yeah, of course. If there's a down payment, I would disclose that at the same time. Well, if your guy needs $1,500 down, it would be like, guys, they've got great news, $1,500 down, $499, and then you would have just moved into that. You know what I'm saying? But I want to tell you, this is just all about presentation. So if there's a price on the piece of paper, a matter of fact, I don't ever say the word price. So if there's a price on the piece of paper, when I bring it in to you, I'll say, guys, great news. And I know it says $18,900, right? I know it says $600 a month. I know it says $1,500 down. What I know is that I need to be at $1,500 down and $600 a month. Does that make sense? I'm not worried about the price. I don't really care about the price, OK? And these are for payment customers. If a guy's coming in, he says, hey, I'm writing a check for the car, right? You're not really presenting this guy on payments. But remember what I said? I said 7, 8, 9 out of 10 customers are worried about payments. So you guys are going to be disclosing this nonstop, OK? So what's that? So a women's pencil, it has, like, two terms. So like, 67, 2 months, and then it has 0 down, 1,000 down, 2,000 down, 3,000 down, and then I'm sure a different one to payment. I would start with the lowest payment, OK? With the most amount down.  Does that make sense?  Most managers, like, just like, they just, like, doing stuff to do it, because they're dumb. And I'm not saying that's bad. No, no, no, it's not better. But it's just, you know your customers, right? Look, you can work a four square, you can do whatever. Here's the deal, matter of fact, and this isn't bad. I'm not teaching you guys bad habits, OK? But I'm teaching you, like, how I used to work, is that, look, I would look at my piece of paper, I know where I need to be, and I would do this. Because honestly, I don't play that game that other salesmen play with their customers. I just set it down and say, guys, I got great news. Your payment's going to be $600 a month. I'm going to need $1,500 cash down. And I apologize if I forgot to ask you. When do you want to set your first payment due? And I would just try to go for it. Cool? Awesome. Sign it right here. Thank you so much for your business. I don't like having that sit out. Does that make sense? Anybody that's really good at sales, they don't like this. You know why? This piece of paper, it's not very friendly. People are staring at this paper when I walk in. That's why if I keep it like this, you don't know what it is. And your managers may say, hey, I don't like that. You don't have to tell them how you present. Bottom line is, they want to see the results on how you present. Am I right? Do you care if a guy goes and closes a 10-pound deal if he did it standing on his head or on his feet? No. You don't care. You just care that he closed it. That's what it's about. So since people are so interested and I'm sure that they had some dealings, I feel like this piece of paper is made to negotiate. So I actually don't like it. I would actually rather just take it, fold it in half like this, and then go down and do it like this. And then guess what? I kind of know where I'm at. I know how much money down I need, and I'm good to go. Watch this. If a customer says to you, because we're about to get into this, hey, I don't have any money down. Look, do you fight the money down first or do you fight the payment first? You can't fight both of them at one time. I'm going to ask you this. How many times can you close a car deal without having any cash down? A lot of the times, right? So you've got to decide. Your manager hits you with $5,000 down. Think about this. $600 a month. Now look at this. You're saying, guys, I got great news. $5,000 down, $600 a month.  And then also, he wants to be at $400 a month, right? Where do you want to make this a bad process, or do you want to do this quick and easy and get it moving? Look, here's what I'll do. Guys, I got great news. $5,000 down, $600 a month. Sign here. I apologize for going to ask you. I'll go into my deal. They say, hey, Andy, I tried to move through it. I knew that I probably wouldn't be on our work, but I tried to do it. They say, hey, Andy, there's no way. First of all, we don't have that kind of money down. Secondly, there's no way we can afford a payment like that. All right, cool. So check this out. Here's what I'm going to do. Let's talk about the cash down in a minute. I'm not even worried about that. Let's do this. Do you notice how I just drew a line through it and moved? I don't want to talk about that right now. The guy that chases two rabbits loses both. You can't chase the cash down and the payment.  Honestly, I can't even negotiate that.  Listen, here's what I know. It's that if I can take the $600 payment and get them to OK that, then at the end, I can say, and what I'm going to do is I'm going to go to my boss at the $600 payment. I'm going to see if he can help out with just that $500 down at that payment. And normally it's like a teeter totter when this goes up, that goes down, this goes down, that goes up.  And guess what? If you bring back your manager a full payment, most of the time, I'm going to be honest with you, they can figure out how to max out your deal from there. And they may ask for another $500 down. They may ask for another $1,000. You may go back in. But really, most deals are made about right there, OK? Does that make sense? I mean, look, most people, they don't have $5,000 down, OK? I'm just saying they really don't. What's up, John? That's OK. No, and yes. Well, let me explain what I mean here, OK? Is that, first of all, it depends on who your managers are, OK? The number one thing you need to know is that you better get that payment, OK? Do you think that people have the ability to give more per month or more cash out of their bank they don't have? More per month, OK? So you have to play the more per month game every time. Now listen, you may have to go back in in a minute, right, and explain to them that, look, remember I was talked about, I was like a teeter-totter, right? If we're going to do the $500, this is actually going to go up. But I'm going to say to you also another way that you're going to be saving, so it'll be easy for you to afford, OK? And you may have to go back into the payment. But I'm going to tell you this. Look, if Ron right here has $500 down, OK, maybe Ron has $1,000, right? But honestly, like, I have a better chance of taking Ron to $800 a month than I do on beating Ron for another $3,000 out of his pocket, OK? And I mean it when I say this. If people have to have money down, listen, I said this word, have, have, they have to have the money down. My biggest deal is, I can tell when somebody is out of money. If somebody doesn't have any more money and you keep asking them for money, the sell's going to end pretty quick, OK? Because there's nothing really to talk about. There's no money to give. I'm out of money. But I can always get more payment, right? Here's what I would tell you. If you have to have money, always go to a credit card, OK? Just always go to a credit card. I always go to my manager and I say, hey, look, we have to have money. They're all out of money. They don't have money. Is there any available balances, any money? Is there $800 that's free on a capital one credit card? Is there any credit card that isn't maxed out that they have, if they have to have money down? And then he'll say, yeah, they got a cap one card. They got a zero balance on $1,000. Boom, hey, great news. We're going to take the deal with the $500 cash down at $600 a month. But I'm actually going to need $1,500 down. So that cap one credit card you have, we're just going to put the $1,000 on in it. And then that way you can pay it back off as we go, but we can get you in your vehicle today and you don't have a first payment due for a month and a half, OK? And then guess what? That's how you're going to close them, OK? So if you have to have money down, go to your credit card, OK? And your manager will be able to tell you if there's any of them that don't have balances. Credit cards are an untapped market, OK? They're easy to take. You can swipe them. They're not a debit card. They really don't need money in the bank. But then again, that's just if they have a credit card. And if they have a credit card there for availability. But you can think that's a hole that you can take the money. My biggest deal is that, so the way lending works now is obviously cash down as king and it helps you make a lot more money. But there's a lot of cases, right? That if you can take the payment, if you guys were the worst people in the world about getting more down payment, but you could close everybody full pencil on all the payments, you guys would be making $300,000, $400,000 a year. I'm just going to tell you, that's a no-brainer. If you could first payment, close every single person that you talked to, I just want to ask, is there anybody in here that has been in finance other than Frankie, no? Just Frankie? You've been in finance? Listen, you know the way Kerry, when I talk about Kerry? Kerry works like this. And let's say there's a big issue and you've got a bad credit customer and they have to have like 500 or 1,000 down. Most of the time your managers can leverage the payment. If you can come back with the payment that your manager writes down on a piece of paper every time you'll be your manager's very best friend. He will love you. He will fall in love with you overnight. He'll be taking you to dinner every single night because you will make the store so much money, okay? So I would just say, focus on the payment part but understand this, the cash down deal, don't fight the cash down battle. Don't do it, save it for the end. Close them on the payment and then at the end say, let me go to bat, right? Obviously for the 5,000, you said you have 500. I'll go to bat for the 600 a month and the 500 down. You have to win a small battle and move on, okay? If you're gonna try to close the cash down and the payment on one pencil, dude, you're grinding them to a pulp. You know what I'm saying? Like you have to understand, customers are really sensitive nowadays.  I could tell you I could do it but honestly, me going down and doing it, it doesn't work in my benefit. Like I would be screwing myself, okay? I run most people's credit if I smell that they don't have great credit in the fact, fine, qualify, right? Remember I said like, hey, let's go over here and do this. You know, remember that question? I said, hey, if there's any reason that you, is there any reason why you think you wouldn't be able to finance with a primary lender? Well, I had this, when I hear that well, I'm like, okay, all right, we're good. I got you, don't worry about it, we're good. I'm gonna take care of that. I had a lady just like you yesterday, same situation. Let me tell you what I did with her, okay? She's happy now, she's in her new car, she's cool. You notice how I don't tell them what I'm gonna do but I tell them what I did with somebody else? That's like one of my favorite closes is talking about somebody else, okay?  Or is it better if Louis tells you that I'm the best? Does that make sense? Yeah, it's called like social proof clothes. Like you gotta just have that social proof, you know what I'm saying, from other people, okay? So, let's get moving, go ahead. Let's go see what you've got. No, I'm gonna go through it, I just want, well, no, I'm gonna go through it. I just want to talk about the cash down part. Like, please pick a road and go with it, okay? You know what I'm saying? Don't try to catch both of them. Even when somebody's fine in a car? So that's a different deal. So when we get to price, you'll have to be really good about handling price. But I would say this, if I was a customer I was like, well, I don't know, it sounds fine, but what's the payment? Like I'm asking you, like in your store, if I'm like, you bring out $20,000, right? And I'm like, okay, that sounds cool. But, or I don't know, like I can't tell you if I can do 20,000 or not, what's my payment? Don't they ask you that, like what's your payment? Well, I can't tell you, but I want to be at 300. So will my payment be at 300? Oof. Oof. To me, that sounds like let me get, let me get your new car cleaned up in a minute and build a packet and send you back to this guy to go talk to him about payments to see if you want to buy it. I'm not really sure, but bottom line is we'll work on that. Every store's different, okay? Hey guys, and by the way, I can tell you this, there's a lot of stores that everybody's in, okay? And I'm not telling anybody to go to any other store, but some of you guys may be in the wrong store. I hate to say that, okay? I'm not about switching it, okay? I want you guys to stay where you're at. But dude, if you want to be really good at making a lot of money, okay? I'm just, I'm gonna use him as an example, okay? Your money is made, right? By you, by doing a good job.  I mean, $20,000, what does that mean? You know what I'm saying? Like if you want to make a $5,000 deal, can you make a $5,000 deal by going closing somebody on price? No, you close them on payment, but you just close the price. Does that make sense? Okay, if somebody's not writing a check for the car, I mean, I'm not writing a check for the car. So when we talk about price, again, I'm not writing a check for the car. Like I don't know. So you know what I'm saying? Like payments are really big. Now, we'll talk and work through it a little more, but when I say this to you, like there may be a store that's close to you that like will help you earn and make more money. You know what I'm saying?  Okay, watch. You know why, and I think I remember that but my point is these three lines, you work for a Toyota store, right? But you guys work cash down payments, right? Yeah, so Honda and Toyota, these types of stores have had a lot of managers that have been in there for a very long time. You know what that means? That means that in 2005, right, when I was a salesman, I was telling my managers, like I would have a manager right now, all right, we're gonna sell them this car, it's gonna be $30,000, that's gonna be the price of it.  Does that make sense? And then plus their payoff, because they have a payoff, right? And their payoff is let's say $14,000. And he's like, all right, go close that. And I'm like, what's the payment? He's like, it doesn't matter. Go close them on the trade difference and then we'll handle the payments. I'm like, no, not gonna happen, I'm not doing that. You know why? Because here's the deal, they wanna be at 600 a month, okay? I'm sharing this with you. That is an 850 payment, okay? I am the only guy that can close those people at 850 a month. So if I go down here and sign, they're gonna ask me, what was my payment, 600? And I'm gonna say, well, I don't know. But when you go to finance, they'll tell you. Listen, all of a sudden I've worked for three hours and I'm discredited, right? So you know what I did? And I'm just gonna tell you guys, okay? And I'm not saying this is what you need to do. I worked for some managers that had some low level thinking they had been in managers since the 80s. Okay, you know what I did? I quit my job and I went across town, okay? And I obviously found another job before I quit it. But I went across town and I said, hey, I'm a high caliber salesman. I love closing, I love negotiating. I wanna work cash down payments, right? I work at a store that works trade difference. I don't like it. I'm not wanting my F&I guys to be responsible for the money that I have to make, right? I wanna make my own money. You know what I'm saying? So with that being said, guess what? I don't wanna work like this. I wanna work for some managers that wanna teach me how to make 250,000 a year. Well guess what happened? They hired me my next month. I ended up making like $20,000 selling cars. I knew what I was worth. I had to go to a different store and work with a different group of managers that worked that same way. Like everybody's in different, like are your desk guys pretty cool? They work with you pretty cool? That's a blessing, that's a gift.  Like I want you to understand.  But like if that continues, like you probably need to part ways and move on, okay? And this isn't about that. Like I just wanna talk to you on your deal. Like there isn't no, Frankie is there any way that we can make money like this? That's it. Yeah, unless they're writing a check for the car, right? And now in your store, right? Like Luke, right? Luke works at Reynolds, right? And at Reynolds, your customers are customers that have always bought there. So most of your people do what? They write checks. Write checks. You know why? There you go. But I know his, so I know his store. I know how a store works. So since I know that his people are writing checks, Luke could get a pencil like this and then go out and say, guys, well what you owe plus what you're getting through your trade and this is the price, that's what you're gonna be writing the check for plus the dock fee. Sign here, let me get your new car cleaned up. He goes straight into closing them. You know what I'm saying? Like that's his system, okay? But if your guys are talking about payments and stuff like that and you have desk guys that aren't one to talk about payments, like that's a tough place to be in, okay? And look, it just takes a minute to understand.  I'm just telling you, like they'll do that. If they're not writing a check for the car, let's not talk about price too much, right? I mean, it has nothing to do with it, okay? You know what I'm saying? People don't look at the end contract loan, okay? The end game to people buying a car is not something that they want to look at. Do you think that people would be buying cars left and right if they looked at how much money they were making in payments and interest at the end of every loan if you disclose that up front? No, you'd walk 75% of them off the lot if you disclose that off front. But that's part of life, right? That's just the way loans work. If you went and bought a $300,000 mortgage at the end of the mortgage loan, how much money are you borrowing? $800,000? I don't want to see that number. If that was on the first piece of paper when I bought a mortgage, I'm gonna tell you, I wouldn't be buying one. I'd back out and say, hey, I'm gonna rethink like borrowing this kind of money. But guess what? If it's on the last page when you're moving in your home, you're like, okay, well, we'll pay it off early. You know what I'm saying? It's like there's certain things in the car business you don't talk about up front. What's up? And we'll start, we'll start, that way we can start rolling, fresh. You may store 80% numbers at 800 or 900. So how would you negotiate those things? Even if it's on the right payment, you won't pay it all the way. You mean they're just throwing out silly numbers. I would just tell you to get as much as you can get then. It's okay. Here's the deal. With what I do, and like I said, like what we're gonna do is that I just want you to see how to bump somebody.    You know what I'm saying?  Does that make sense? Like in some people, they see it wrong, like man, my managers, they don't work my deal right. No, you got good managers. If your managers are hitting you hard, that means they wanna hit your paycheck hard too, okay? You just gotta know how to close it, okay? So let's go to this little RAM system here and talk about gas. And like I said, we talked about presentation, right? Now let's move on. Let's talk about when somebody says the payment's too high, all right? First thing I would tell you, and find a piece of paper, like you said, something you can write on, and then we'll roll until we start eating. I want you to do this. This 12 Dodge RAM at 400 a month, 18 RAM, 600 a month. This truck gets a little bit better gas mileage. In this book, you see this word track book? We got an overcoming objections book and we got a word track book. These right here, we don't have to go through them now, but you can go through every single one of them and every word track that I use is right here in this word track book. And a word track kind of looks like this. Okay, Mr. Customer, 600 a month sign here.  I always say, I understand, right? Isn't that what closers do? You always agree and then you handle it. I understand, that's fair. How close to 600 can you come? Guy says, 400, awesome. Okay, now Mr. and Mr. Customer, right? Watch, what do I do right here? Since I don't have gas or I can have gas, I would say this. Remember how I always talk about get how much more they said they could pay? If I can get that number, and I'm not trying to confuse you, I'll write it here, which means this. If a guy's paying 250 a month and he says he can go to 350, right? How much more can that guy afford? 100 bucks more, okay? So when I flip my paper over, I'll always write that 100 more at the top. When I run through a full payment close here in a second, we'll go A to Z. I'm gonna show you how to use that number, okay? Because a lot of people will give you a little bit, right? Okay, this guy, I'm just talking about, he wants to stay at the same, so I'm not gonna use this. But let's just say this guy says, hey, I'm paying 400, I wanna keep it at 400, payment 600. Guess what? You can do a real quick gas close and pick up some fast money. I'll say, I get that, that's fair. Okay, so at 400 a month, boom, I'll flip it over. I'll ask this question. And I'll, everybody like, I'm gonna draw a box here. Well, act like this is the backside of the sheet of paper. That's the payment you pay to the bank. When I take the $200 you spend a month in gas and the 400 you pay to the bank, 600 bucks is how much it costs to really own your old vehicle between gas and payment each month. Does that make sense? That's the real money leaving the bank. Does that make sense? And guess what? They'll say yes. And at that point, that right there, it just shares with you that that's actually what it costs total ownership to drive their car between gas and payment. Now what I'll do, and we'll finish this and then we'll run through everything and we'll go eat. But I always say this, and then on your new car over here, wouldn't you agree, I'll say, better gas mileage, less money spent? Sure, watch how fast that is. I don't have to say anything I'll say better gas mileage, less money spent. This is a newer truck, it's got new technology, it's gonna get better gas mileage. You're the expert, just call it out. You see this 50 bucks, do you spend a week in gas? Guess what? On your new car, doing the same driving, it's gonna be 40 a week in gas. That right there was simple. I just made that statement, I said it, we're done, and guess what? You'd agree there's four weeks in a month, right? Just like we did over here, so it shows me roughly 160 a month in gas is how much it's gonna cost to own your brand new truck a month in gas. And if I take the $600 payment that you're paying now to the bank on your new truck, that would basically show me 760 a month is how much it will cost to own your brand new truck. And then at that point, I want you to understand, remember I said here, here, here? I would say so, I'm gonna take the 760, it costs to own your new truck, right? And I'm gonna take the 600 that you're paying now on your old truck, and basically what that shows me is that what? It looks like the new truck is actually only gonna cost about $160 more, but it's actually not. And then I would move straight over here to because they have no warranty, right? And I would start going into my warranty clause. Does that make sense? But did you see on this truck that this truck is a 12-ram, that's an 18-ram? This truck right here, that guy spends 50 bucks a week in gas, and all I did is that I just moved it to $40 a week in gas, because I said better gas mileage, less money spent. That means you're gonna be spending less money each month. Well, guess what? That right there, that just got me 40 bucks. So, I mean, going back to this, you're originally there wanting to be at 400 and you were at 600, well, guess what? Now, you've already taken this and you just picked up 40 bucks by using this gas. Dude, you think I can pick up 160 bucks on a warranty in two seconds? Yeah, that's easy, man. And that's what we're gonna do. When we come back from lunch, what I'm gonna do is I'll draw one car here, one car here, and we'll just run down them in each box. But the biggest kicker is, this is all I care about, is everybody, as I'm doing this, like I want you guys to write on your own pieces of paper because what I care about is you writing it down. And when I'm with the customer and I'm writing it down real nice and neat next to him, I am moving very fast, okay? I'm like, hey, better gas mileage, less money spent, right? And just like we did over here, this is, and I'm moving, in the whole time, I'm like moving my hand on them, I got eye contact, I'm moving my pen, I'm engaged with them.  That is easy. This car deal, I knew already, I was going to bump the guy 40 bucks a month, right? Just in gas, no matter what number he told me he's spent a week in gas, no matter what number, I don't care if he said 100 or he said $10. Whatever it is, I was going to cut it, right? Not cut it in half, but I was going to cut it some. And I cut it some, and then I take that and pick that payment up. Now, when I take, and I take the ownership cost of this and the ownership cost of that, now I'm down to, it looks like the truck's only 160 more. Well, when we first started, it looked like the truck was 200 more. And then once I'm done with the warranty close, I'm like, it looks like the truck's actually saving you money. You see how we're just moving in that direction? And did I say one time, could you do up two? Could you do, listen, Mr. Customer, I know you want to do 400, but could you do up two, maybe four, 450, no more than, meet me in the middle? Could I do any of that? No. So don't negotiate, this is money justification, and I know that there's been lots of YouTube videos that I've put out on money justification. Look, I want to show you every single way that I do it, but I want you guys to be able to do it. That's the biggest deal. You know what I'm saying?   Well, you mean let's say like this truck was out of warranty? If they were both the same, which one would you own? No, I'm just asking you. I'm asking you, if they're both the same, which one would you own? You have to say I like to see her over the top. No, no, but I don't care which one you say. What I'm asking is, which one, if they were both the same price, which one would you want to own? Which one? Sierra. That's worth the deal on this Sierra. Now I'm going to close you on this Sierra. But it really doesn't matter though, because honestly I really don't care. I'm just going to make this point, like no matter what it is you have for sale, I'm taking it to a point that you've already handled that, and then you're negotiating that truck that they've chosen, right? And I'm showing you how to pick the money up on that truck. Does that make sense? You know what I'm saying? But if somebody ever picks out two cars, and you're going back and forth, and you say, hey listen, if they both caught the same money, right? Which one would you own? And then guess what? They'll tell you and you say, awesome. And it sounds like we've selected the one we want. And then if they say, well, I know it's more of them. Okay, cool. So you're saying you'd rather have the other one then. Is that what you're saying?  From one to the other, but I'm going to let you make the choice, because the last thing I'm going to do is make it for you, and then me end up working a whole car deal on the wrong car. You know what I'm saying? But I just will tell you, when I say this, like this right here, it's just writing it down and it's physically doing money justification, okay? And really, and this is what's going to be cool.   And that's what I care about.  I'm like, damn, good job, man. That was amazing. All I care about is progress, okay? All I care about is you guys getting better every single time. And what I care about is in 30 days from now, I want you guys to physically be so good that like, you're not like a second rated version of me. You're just, you're a first rated version of yourself that's a new deadly closer, right? If you can close this way, okay? You can close anyone in your story, anybody. Other salesmen, they don't know how to do this. They have no clue. They will never have a clue either. They don't negotiate this way. Yes, they could watch a video and say, oh, I can see value in that, but they won't do it and that's why they stay broke.  You guys can go out and just crush them, man. If somebody comes across your table and they said, hey, I've already been at three other stores, I'm like, yes. You know what I'm saying? Because I know the way they negotiate in other stores. Nobody's ever even seen this style of closing, okay? And if they have seen it, do you think that they learned it? No? They're like, oh, that makes sense. And they may say something like, well, my truck gets better gas and it's got a warranty. Can't you see paying 600 for that? You think that's gonna close anybody? No. You have to close it down yourself, ride it down and be deadly at closing it, okay? So whether you have a sales team in the future one day or this is just you selling forever, you have to be great at writing stuff down because this is where the money's going. I'm asking like, I say this, you know, this deal, like if it doesn't challenge you, it doesn't change you, like challenge yourself, please. Like take the challenge to make yourself better, okay? I don't know who the best closer in this room would be, but it really doesn't matter. What matters is that everybody in this room makes at least $200,000 next year and that's the magic number and has a happy life and a fulfilled life. You know what I'm saying?  You know, if we talk to like Diaka back here, you know, he's got a 17 year old, right? And you don't wanna work your life away, right? But right now you're working your life away, right? Yeah, but you don't have any more home, right? No. So they're all out. They're all out of work. You know, so you need to get out there and see these kids, right? You know what I'm saying?  No, nobody knew that? Yeah, he's like the R. Kelly who's not the R. Kelly. You know what I'm saying? Right? You know what I'm saying? Who's not the R. Kelly? Yeah, no, no, no. But he writes love books, right? Like for real, like he goes and does book signing and all kinds of stuff. You know what I'm saying? Everybody's a little bit unique. Everybody's super cool. I love learning from different people. Like he's a book writer, you know what I'm saying? And I've seen just, I kind of went to the website and I was like, dang dude, you know, like, this is like Oprah Pimp status stuff, man. I mean like he teaches you how to have a relationship and I don't really know what it's about, but I just kind of, I haven't read one of the books, but I was just looking at the covers.  You know what I'm saying? And I was like, hey man, is this rated R? You know? So I was just saying that like, everybody is a little bit different. You know what I mean? Like I talked to him last night. He gave me a book. You know, he's a preacher, right? You know, he preaches twice a month. Isn't that cool? You know, he's on the city, or was it the city council? Is that right? County supervisor. County supervisor? Isn't that cool? Like everybody's different, you know what I'm saying? But every, like when I say this, like John, John was a mechanic, right? And he quit, and like I told you guys earlier, his mechanic job, which was a guaranteed good hourly pay, right, to go be a sales guy. Dude, like everybody's just going to elevate up. So I want everybody to kind of watch what everybody's doing, because we all started together here, right? You know what I'm saying? I have goals, right? Okay, and it's not about me. I mean, literally I say this in three to five years. I want to be the best sales trainer in the country. I mean, I want to be everywhere, but I really want to be real, and really change people, and I want to help. So when this deal's done, and we're over today, and everything's done, we're going to spend time together, and I want to make sure I can help each one of you, but like, I want to stay very close with you guys for months, and months, and months, and months, until you get it down to where you're at, where you need to be. So you're killing it. So I just want to tell everybody, like when we go to do these videos, like there's going to be some people that are going to opt out, you know, and I don't want to say that in a bad way, but just some people will be like, man, you know what, I'm too busy for this. Guys, don't be too busy to get better, please. Okay, there's nothing more important than self-investment.  The only way that I was able, able to just keep breaking the barrier, and the boundaries on making more money, was to stay away from everyone else, okay? I had to stay away from everyone. So I'm just telling you guys like, please, like don't go back home and buddy up with like all the other guys, okay?  Forget about them haters, stay away from them.  So I'm just telling you like, I want everybody to stay together, and then that Facebook page will encourage each other, we'll put videos in there, we'll put motivational stuff, we'll help each other. Hey, I'm going to tell you right now, sometimes you may be posting on Facebook. Let's say he's trying to get on Facebook and post, right? But then, you know, Doug's hitting a five pounder, right?  Facebook's still hot. I'm just having some bad luck, right? So it encourages you to keep going. You know what I'm saying? Dude, listen, I posted before for days, and I didn't get a lead. I don't know why. I can't tell you why. I walked into the casino, I pulled the handle, and guess what's happened? I've won on the first try sometimes.  Guess what? That doesn't mean you stop going. I don't like casinos, but I'm just saying. I consider that like posting, like you put that ad out there, and you know, like sometimes they hit quick, and sometimes they don't, but like you can't stop doing it, okay? So let's start here. Everybody, we're going to work on, we're going to go payment close, we'll go price close, and then we'll go, I want more for my trade, and I need to think about it, and I'll get back with you, and then we're cool. And then I'm going to have Bubba kind of talk about Facebook for a minute to everybody, because I think that everybody needs to know. Look, Bubba handles the remarketing stuff, and there's guys that are killing it with him, and honestly, it's one of those deals where if you're not interested in it, then you're not interested in making more money. Watch this. Anderson right here, he's a smart kid, right? He's at 19, right? He's smart, he really is, because him and Bubba's talked a lot, right? And guess what? He's got some really good ideas, but ideas need to be put into play, okay? And Bubba will help you with anything that you need, and that's kind of my main deal is that we're here to just try to figure out how to do what our competition's not doing, and add another line out there fishing for people that we can pull in that no one else is doing, okay? And it's working. Guys are really killing it with it, okay? So I was just going to say, if I was brand new in a car dealership now, I mean, I'm telling you, I would own Facebook, I would post at least one car a day on Craigslist to do a great ad, and I would also go take as many leads as I could at the dealership through the internet department, and I would take every up on the lot. And I have four streams of income there coming in, and that's way better than the new guy that starts that goes and stands out front, okay?  Anyways, right here, I want everybody to write this down. 12-Honday Santa Fe, this is where we're gonna go box by box and go all the way down, okay? And I put a Chevy Cruze here because I'm guessing this situation's gonna sound like this. This guy right here is paying 250 a month, right? Okay, and he says he wants to go to 300 a month, so what do we put him on? Like a Chevy Cruze, right? We put him on the cheapest car we can put him on to try to do good, okay? The five things that I want you to see that we're gonna go and we're gonna run top to bottom down to the end, but I want you to write it, okay? All right. Number one, I want you to put these five things just off to the side because I want you to understand that when you're role playing this, you're looking for five things. When somebody says that they can't afford a payment, what do you hear? I hear the word afford. I can't afford that. They didn't say they didn't wanna pay it, they said they can't afford it. So I use that word afford and the whole thing is about is ownership, right? And I mean, I'm gonna tell you like kind of how Frankie was talking a minute ago. You know, he always talks about with customers setting him up in advance, you know what I'm saying? That, you know, there's a difference between the payment and the ownership payment, right?  It's not the payment that comes out of the bank. It's the ownership payment, what it really costs you. Right? Wouldn't you agree? Like you can say little things like that along the way or you can just show them as you go. I'm a person and that could be something that could be said at the end. That's just like if you put your money in the bank when the money leaves the bank, that's a real money spent. I always keep saying that stuff constantly but I wanna tell you this, when we're gonna start this close, do not start out by saying, listen Mr. Customer, I'm gonna show you the ownership cost on this vehicle is actually very affordable. I wanna tell you why. Because if you're telling them you're about to try to close them, they're not wanting to hear it. Does that make sense? Okay, can I just tell you that that you could start out and ruin this entire deal by you telling them in the beginning that I'm about to show you something that's gonna make you wanna pay 750. No, I'm not hearing that. What they are hearing is I understand, let me show you how affordable your new vehicle is and then just go into it, okay? All right, cool. So the first thing we're gonna do is how much more in budget, okay? Listen, so when I say more in budget, they said they can't afford it so you're gonna take how much more in budget that they can pay. What does that mean? That means this. So what do you guys comfortably pay on your vehicle now? This is not at this time, this is early on in the sell, but you always remember to remember what the people said, okay? So how much roughly are you paying on your car right now? 400 a month. Awesome, okay, cool. And then what was the new payment that you were kinda looking for on your new vehicle? However you ask it, they say 450. So I'm thinking they can afford 50 more that they believe for a new vehicle. So that would be they budgeted X amount more, okay? The first one, you'll always look for gas. Remember what I said? Even if it's 10 bucks, take it. Now I'm gonna move quick through this because I wanna move fast so I can show you how fast that you can close somebody on it. But if anybody has a question, just say, I got a question. Is that cool? And just stop it. That way we can move it and we don't over talk it. Okay, after gas, I always go to warranty. I will stop for a second and make sure that you know how to sell warranty. And here's what I'll tell you. The beautiful thing is like Frankie was in F&I, right? Did you kill it in F&I? When you killed it in F&I, was it not using the same like basic warranty clothes that you use when you're in sales on the front end? It's the same thing, right? If you guys can learn, do you guys, anybody in here wanna go to F&I? Anybody in here want to just crush it and become a great F&I guy? You're never gonna make it there until you get great at this. If you can get great at this, you'll make a great F&I guy. Am I right? Because this warranty, you're gonna have to sell something that they physically may or may not have used, okay? Does that make sense? Like this is called an intangible. Anyways, I'm not gonna go too long on that. I just wanna tell you, if you can get great at this, you'll make a great F&I guy, okay? On top of that, I always talk about dealer benefit, okay? And I only talk about it for a second. But the dealer benefit is basically what's your store give somebody that other stores don't have and you can turn it to money, okay? And I want you to be able to write it down. That's why I was telling you, like you yourself, when you negotiate here in a minute, you're all in a different store. So you're at a Ford store in Tulsa, right? Austin, is that right? Okay, what does your Ford store do that other stores don't do? Just one thing. Anything at all. Nothing. That's right. There is no dealer benefit. No, no, no, I'm making a point that it is. But watch this. He works at a store and what does your store give? And he works at a Ford store. Ford Lincoln, right? In all changes for life. Do you think that's important? Listen, let me ask you this and I'm just gonna say this at the beginning of a deal, right? So Mr. Customer, it seems like we found the right vehicle. This is unbelievable. No one gives engine for life. Engines for life is crazy. You know what that means? The whole lifetime you own the vehicle, the engine goes out, they pay for it. Let me ask you this. It's free and it doesn't cost you anything, right? It's free. If you had to pay for it, what would you assess the value of what engines for life would be worth? You know how your trade cycle right now is every two to three years? I get to trade your car in, right? You trade your car in because what?  But if you knew that you had engines for life, would you ever have to trade it in? No, you could have choose to drive your car for five years and actually extend your trade cycle, which would save you more money. Would you agree? Wouldn't that be beautiful? What would that be worth? It's free, so it doesn't cost you anything. But if we had to assess the value, what would it be worth to you? 3,000, 5,000? What would it be worth? It's free, but what would it be worth? Could you see someone giving you a number? If they gave me that number early in the sell, Austin, they said, well, I think it's free so I'll have to pay for it. But if I had to pay for it, I think it'd be worth three grand. Thank you. Because that right there, right? That right there is gonna be used right here. Now listen, Mr. and Mrs. Customer, remember we talked about the dealer benefit? How long you have to, you know, how soon you have to trade your car and you don't get to stay in that trade cycle very long? So this is crucial. So like Frankie, when Frankie goes to stores and he's doing, on the road sells, he needs to find out what's the store's dealer benefit? Because guess what? He's gonna leverage that. You guys are gonna leverage it. Any store you're in, you need to find out your dealer benefit. What's yours, Doug? We don't have one, and I was gonna say, yeah. Well, so what happens if you put a BG can of oil, right? And a, uh-huh. So your BG rep, right? I'm just gonna make a point. They put a BG protectant into the oil. And on that BG oil, it says, get engines for life. And that just means every time you change your oil, right? BG guarantees that they'll give you engines for the lifetime as long as every time that you change your oil, you put the BG in there. Am I right? You can find out this information, but I'm telling you, that's how they give engines for life. You see what I'm saying? But what happens if you skip a BG oil treatment? You're done, man. You missed a payment, sorry. That's how they get it, but they get to put that on the sign, oil changes for engines for life, et cetera. It's BG for the lifetime. Uh-huh, yeah. It's my benefit. Yeah, good, talk to him about it. Yeah, that's how these guys get it. Now, there might be other programs that offer, but BG was the one who started a long time ago. Okay, so dealer benefit, and then the last thing I talk about is credit cards. Listen, I wanna share this with you, okay? If you're new, your managers will probably not talk to you a lot about credit cards, but build a relationship with your manager and then find out that information, right? That right there, that's a goldmine. Everybody has a $1,000 credit card, everybody. If I went to this room and I just did a survey on every one of you, most people have a credit card and they have anywhere from $500 to $1,000 on it, right, would you agree? Everybody that has a $500 to $1,000 credit card probably has an $80 to $90 payment on it, right? That $80 to $90 payment, that's a bare minimum payment. Well, if I paid off the $500, $800, $1,000, that would free up what, $100, right? When I use that in a minute to pay off $500 to $1,000 to pick up $100, that's a really good trade. Does that make sense? Okay, because the way payments work in the car business is every $20 is about 1,000 bucks. So if I pay off 1,000 and then I can pick up 5,000, does anybody not understand that? Raise your hand if you don't understand it. Cool, let's go. Okay, I'll explain it when we get to it. But most everybody understands it, right? Okay, all right, cool. All right, everybody, here's what we're gonna do. We're gonna rock and roll. And we'll use, and here's my point. Let's just pick up a payment like, what does a typical payment look like? Like something like that, right? Okay, and what I want you to do is understand that you're not always gonna have all these, but you will always have at least two or three of them. Every single time you negotiate a deal, you'll find two or three. So at the beginning of every single pencil, what I want you to do is that here's my paper and I'm about to go in. I'm already looking at it saying, mm-hmm, yep, my car gets better gas, okay? And then I have a warranty, their car don't. Or maybe my car doesn't have a warranty, but it's newer. And I could say that statistically stating, cars with lower miles, right, that are newer, don't have the repair issues that older cars have, like yours with higher miles that are older models. I can always take that word and move it, even if I don't have the warranty, become good with your words. Does that make sense, everybody got me? Okay, so even though I'm gonna go over a warranty close here, I don't wanna confuse you. I just wanna tell you, find the money. Here's a car deal, right here. And we're gonna start.  You have got to find it.  Find the holes on the car deal. All right, let's rock and roll.  All right, so like on the front side, it just needs to say 5.99 a month.  So if the guy says the payment's too high, you always say I understand. And then I'll ask a simple question. I'll say how close can you come to the 5.99? I always ask that question. And you notice I draw an arrow, I've done this for six years. I write next to the payment, so if I'm David and I'm sitting in the store and I've got this car and I say hey, 5.99, he says the payment's too high, I say I understand. How close to 5.99 can you come? What's he gonna say, 300? I say awesome. And then how much are you paying on your trade in? 250, cool. So you're saying you can afford about 50 more for your new vehicle. That's it. That is how simple this first thing was done. All right, now watch this. That's, this is the front side. I'm gonna write front side here. All right, let's go. And let's take this and this is gonna be our backside here. Okay, does that make sense? This is us flipping the paper over, okay? So I'll call this backside. All right, listen, I'm gonna tell you this. Systems are what make people very, very successful and make them a bunch of money. You have to have a system, you have to follow it. Every close that I'll do from now until we're done will be based off the same format. Remember I said here, here, here? Remember that? It's a triangle. I follow it every time. What will I do? You guys should already know. Old car, new car. It's real simple. I will always write that first. I will never not write that. That will be until the end of time I never change it. I have a certain way that I negotiate and I never change. You don't have to be the same as me, okay? You can be different. All that I ask is that you pick a system, please and don't deviate from it because I have a system so if the cell starts to get ugly and people start to get crazy on me, bless you. I don't get lost. A lot of you, people start throwing irons in the fire.   Don't let them. Build a system. This is my system. I would love for you to adopt it and still it from me because it's what I made all my money with. So with that being said, what do I always write? The payment on their old car, right? 250, that's what you're currently paying now. And then I write over here on the new vehicle what the new payment's gonna be and I don't say it. I never say the payment on the new car until I get down to closing it. I just don't wanna say it. They see it, they know it's there, okay? I'm not asking them to pay it again, okay? When that happens, I say, okay, so check this out. We did number one, which is the more in budget, right? That's gonna go right here in the middle. Remember I talked to you earlier when we were doing the truck to a truck? When you flip the paper over, so this is your old car, that's your new car. All right, Mr. Customer, I'm gonna write the $50 more. That's how much you said you could afford more for your new car. And that's a gold nugget. Guys, when we're doing this here in a minute, that 50 bucks is gonna come right off. Don't take that 50 bucks and forget about it. You have to write it right there. And if you don't write it right there it'll let you know. When you remember in the end that they said they could afford 50 more and you try to go get it, they're not gonna give it to you, right? Write it there now, okay? And I've learned because I used to not write it on the back side, but in the end, when I would say, hey, remember when you said you could afford 50 more? They played dumb, I'm like, no. I'm like, okay, all right, all right, that's fair, that's fair, let me write it there. Now I do old car, new car, and if they can pay more in budget, more than the payment they're paying now, it goes here, so check this out. So I'm just gonna use some numbers and I'm gonna fly through this. You can see how fast this goes, okay? But you have to write with me, okay? So it goes cool, so roughly on your 12 Santa Fe, how much do you roughly spend a week in gas? Customer says 40 bucks, cool, write it down. $40 a week in gas, just like that. And then there's roughly four weeks in a month, right? Yes, cool, that shows me $160 a month is how much you spend in gas on your old car. And also you have a 250 payment that you pay to the bank. So if I take the payment that you pay to the bank and I add that to the monthly gas bill, which is what it costs you to spend for gas, it shows me roughly $410 is how much it costs you to own your old vehicle between gas and payment. Now watch this, that is very legible, you can read it, it's nice and clean. I start immediately going into this. So what that means, Mr. Customers, you work hard for your money, right? And then you put your money in the bank. When the money leaves the bank, that's the real money spent. So between gas and payment, right? That's the real money leaving the bank is the 410. Does that make sense? Yes, cool. On your new car, better gas mileage less money spent, right? So my car's gonna get what? On a Santa Fe cruise, I'm gonna get double the gas mileage, I'm gonna be spending $20 a week over here in gas, a week doing the same driving, four weeks in a month, just like we did over here. And I always tap, I'll take my hand and I'll tap over here so I keep them moving, you know what I'm saying? That shows me $80 a month in gas is how much it's gonna cost to drive your new vehicle. I'm gonna bring down the payment of 599, that's how much it'll be paying to the bank.  Is that right? It costs $6.79 a month to own, told them, hey, $6.79 a month to own between gas and payment on your new vehicle. Now watch this, do not pause. Pauses are no bueno, okay? I want you to understand this. When you have momentum and you're moving, don't stop. Keep pushing, pushing, pushing, pushing. Until you need them to agree with something, don't stop, okay? You're the expert, be engaging with them, they will listen to you and keep moving them. So what do I do? Remember how I said here, here, and then back to here? Watch, I have this extra gap right here, okay? So I'm gonna take, cool, so I'm gonna take the $6.79 that it costs to own for the new car between gas and payment, and then I love arrows. Watch this, I always do that. I'll take the $4.10 that it costs to own the old car, and that's what you're paying now between gas and payment. And it shows me, roughly, that it looks like this new car is only about $2.69 more, but it's really not. Let me explain why. When you came in here today, remember how you said you were prepared to pay about $50 comfortably more for a new car, total budget, right? Look, notice how I grab that, I grab it now. I'm gonna take the $50 more you said you could afford for a new vehicle, and that actually shows me that it's only about $2.19 difference, which it's actually not. Notice how I pop right back into that? It's actually not. Why is it actually not? Notice how fast I start moving now, okay? It's actually not because your old vehicle has no warranty, okay? What that means is, and I'm just gonna ask, you know, your old car's obviously got good miles on it, but heck, if the engine went out and it cost $1,000 or $10,000, because it didn't have a warranty, you'd have to pay for whatever it cost, right or wrong. Now I'm letting you talk, okay? You see that? Okay, watch this. So, Mr. and Mrs. Customary, remember I talked to you about if you could sell an intangible, which is something that they can't see or smell or touch, you're gonna use your emotion and push it into them, and you're gonna ride it while you're talking. So the fact is your car has no warranty, Mr. and Mrs. Customer, the national average, what it costs to maintain a vehicle that's currently out of warranty is $2,000 a year, just like that, 2,000 a year, right down the 2,000. And then I say, let me explain. I draw a timeline of a year, and I draw it just like this every time. And I say, guys, so this is a timeline of a year. Let me explain this. This is February, okay? What happens is, you end up spending $1,000 because the fuel pump goes out. Labor, expenses, parts, you end up spending $1,000. But then, watch this, remember I said you deposit money in the bank and then you pull money back out? Pull off the pressure. You can feel my pressure building up, pressure building up, watch me back way off, watch this. So the national average, what it costs to maintain a vehicle that's currently out of warranty is $2,000 a year. Let me explain to you what I mean. So in a timeline of a year, right, let's just say in February, your fuel pump goes out. Costs $1,000. Well, you spend $1,000 right here in February, and then, you know how it goes, cars run great, right? Like for 10 months, like you have no problems. Cars awesome. Do you feel me back off it? I'm backing off. But then, in November, right here, November, you end up spending another $1,000, right? Because the heater don't work. So you gotta put a heater core in, replace it, parts labor, you end up spending another $1,000. Well, $1,000 and $1,000, that's a $2,000 a year. Well, since we're talking about a budget, do you feel me? Now that we're talking about a budget, I'm gonna take the $2,000, I'm gonna divide that by 12 months in a year, and that shows me roughly about $160 a month in a small maintenance payment, is how much you're gonna budget for an old vehicle like yours that doesn't have a warranty through the year. Because if something does break, you have to pay for it. And when I compare that $160 to my new car, right? Now watch, I'm gonna come back and get that $160. I didn't use it yet, because I gotta show them over here that their new car does have a warranty and will pay for it. Over here on your new car, I got a full warranty. So I write full warranty. And what that means is, remember how I asked the same question over here? I'm gonna ask the same question. If this over here, I say the engine went out, whether it cost a thousand or 10,000, how much would it cost you? Nothing, nothing. Payment never changes. Do you hear what I just said? Payment never changes. So guess what? I'm gonna take the $160 that you gotta budget for your old vehicle because you don't have a warranty. And it shows me that really this new car is only about $50 more, $59 to be exact, than what you're currently paying now and what you were prepared to pay. Did you hear what I just said? More than you're currently paying now and what you were prepared to pay. Do you hear these words? Am I right? Am I wrong or am I right by what I'm saying? They were prepared to pay 50 more and then from what they're currently paying now. So I say, and this car looks like it's only about $50 more, $59 to be exact, on more than what you're prepared to pay and what you're currently paying now. But it's actually not. Do you notice how I keep saying, but it's actually not. But it's actually not, but it's actually not. And I keep moving. Where am I at now? I've gone through the gas. I've gone through the warranty. Look at this. I'm at a dealer benefit and I'm at a credit card and I'm sitting here with $59. I had a guy that wanted to be at 300 a month. We're at $5.99. Dude, I've moved the guy from $300 all the way here. I've got $59 bucks left. I had $59 with the dealer benefit and a gas card. You could take that. I'm gonna tell you this. Let's say you have engines for life, right? Let's just say you have an engine for life at your store. I would say, hey, remember in the beginning how we talked about the assessment at 3,000, right? What's your average trade cycle? How long is it? Two to three years? So if I took 3,000 divided by three years, that's roughly worth about 1,000 a year to you, right, would you agree? If I took 1,000 divided by 12 months in a year, how much is that? $80 a month roughly is what it's worth to you, right? If I take that 80 and compare it to the $59 this new car is, I'm actually saving you $20 compared to what you're gonna give me for it anyways, take your wife out to dinner with that, sir. Boom, close them, tie it in. No, but listen, use that, tie it in, okay? Use another one, oil changes for life, right? Let's say you have that. It doesn't matter, make it up. Let's say you don't have anything. Let's just back off and you say I have nothing, right? Okay, cool, watch. Take off the dealer benefit. The credit card, right? Now the credit card is used this way, but then I'm gonna tell you, let's say you don't have that too, let's finish closing it, okay? Let's say I don't have a credit card benefit, okay? But if I did, my credit card would go like this. Hey, this is my manager. You guys know when you have a $300, $400 bump, right? I mean, that's a pretty big bump, am I right?  Bumping somebody 300, 400 bucks? I mean, sometimes I need a little bit of information, right? I like to ask my manager like, hey, is, and I didn't even talk about this, but look, we could say credit card, right? And let's go ahead and add number six here. Let's say credit card and then let's add credit. Is that cool? Okay, so we can move through all of them. There's 20 ways to do it. Well, let's just learn these basic ones. And I'm just telling you, same deal, we're just adding credit, okay? So the credit card would be this. So like again, let's say there's a $100 or $500 balance and they're paying $70 on it. Well, you say, hey, listen, here's what I'm gonna do. Do you guys have an American Express Express card? And you have to talk to your managers early about this. So a lot of the times when I'm going in for a pencil, let's say like, he's my manager, and I'm like, man, I gotta bump this guy 400 bucks? For real? Wow, okay, let me ask you this. Does he have any small credit cards? Is there any small credit cards you see on this credit bureau? Cool, yeah. Awesome, $500 American Express card. How much is his payment on it? Awesome, let me ask you, if I had to to pick up that 80 bucks, could we pay off or give him 500 cash back? If I could close him full payment, would we still make good money doing that? Absolutely. Cool, there we go. Does that make sense, you guys understand that? Now I know, now I can move, okay? Now, look, but if he says no, no you can't because we're so capped on this deal, there's no cash. Cool, no big deal, okay? Communicate beforehand.  When you're going for a big payment close like this, you can never leave until you close it for all the money. Do not go back and forth. So David, we're talking about like, you wanna really increase your gross big time. Here's the deal, you can't leave.    If I was gonna get up and have to go ask my manager about a credit card real quick, and now, have I asked a customer about it? No, because it needs to be my idea. I don't wanna bring it up and then not be able to give it to him. Does that make sense? So let's say I forgot to ask my manager for it.  I wanna do something with you. Watch this, Mr. and Mrs. Customer. Obviously, there's $59 difference here from what you were prepared to pay and what you're currently paying now with all the benefits. And now that we've looked at the complete ownership payment, which is the real money leaving the bank, here's what I wanna do for you. I'm gonna take the 60 bucks off of the 599, okay? And watch this, I would rather you back off of it and do something like this. Let me go to bat for you at 539 to see if I can get that done because that right there will be exactly affordable for you and we've already gone through all the benefits of it. And let me shake your hand there. I would rather you try to close him there and then say, I'm not saying I can do that, but let me go see if I can do that. And I would rather you get a commitment at 539 there than leave with no commitment. Does that make sense? Listen, I'm telling you, look, I got this guy and I have him about 60 bucks away from closing him full payment. If I leave without getting a commitment from him, your whole deal will go south. You'll come back and you know where you'll be at, 300 again. Okay, I wanna tell you, never leave without a commitment but if you leave, understand this. You're really endangering your whole deal, okay? You can't let them make decisions on their own at this point. You have to babysit them, okay? What's up? All of it. Every time. Every time. No. I mean, look, maybe you got lucky but we definitely aren't here to get lucky. Mm-hmm. Yep, don't get up. What I did is how far am I away in my money justification from showing that I can close this guy full pencil? Do you see how I'm subtracting $59? So what I did is I said, look, Mr. Customer, it looks like from what you're currently paying now and what you're prepared to pay with all the ownership costs included, it looks like we're really only at about $59 difference, okay? So let's just round it up to 60, all right? So I'm gonna take the $60 that were a difference from where we need to be and from where you are with all the benefits and all the ownership savings. And I'm gonna take that 60 bucks off of $5.99 where we need to be as a company and I'm actually gonna place it at $5.39 and see if I can help you with some savings there. Right? So I'll close at $5.39 and then I'll back out of the office, right? But I have a commitment at $5.39 in my hand so I can go to my desk guy and say, hey, listen, I've got $5.39, okay? But I wanna go back in. Is there a small credit card? Could I pay this off? You see what I'm saying? Like you don't wanna leave. And ultimately, I don't even like that. I mean, I'm just saying, but don't leave the office without a commitment.  I just thought of something. This is crazy. I can't believe that I just thought of this. This is like, give me one second. You're gonna owe me a steak dinner. Stay right here. I'll be right back.  No. Do you have any idea what you're doing? No. No. No, but am I right? Am I right? Like, listen, this is what you have to say. Like you need, basically I've blown your mind a little bit. Like what is he thinking? What is he doing? Like where's he going? What's he thinking about? Really, I don't even know what I'm doing. But I need to get out of here and I don't wanna get out of here on these terms. So doesn't it make sense to pay more? You know what? Let me talk to my manager for a minute. Oh no, you're dead, man. They're gonna punish you when you leave. They're gonna make you pay, okay? Say guys, oh my God, I got an idea. And I know that idea deal, like that's been around the car business for a long time, but like it's always worked and it still works. So don't stop using it, okay? Like what works is what we'll keep doing until it doesn't work anymore, okay? And that's why I say like things over and over. But you can take that 60 bucks and take it off. What I would tell you is watch this. Let's say, so that's the credit card close. I can cover that 500 bucks that will leave the $60 payment, right? I'll give you a check back. Cause listen, if I shook your hand at 539, you still have a $60 credit card payment, right? Right? Yeah? That's an American Express. It's a $500 balance that you owe how much? $500 on, that's a $80 payment, $70 payment. Guess what? If I do a 539 payment plus a 70 bucks, what are you paying? Little over 599 for the two, right? So if I took the American Express credit card payment and made it go away where you didn't have it anymore and it was zero, guess what? Good. Right? We haven't put it in the box. Exactly, yes. And your managers will be happy to add that to the price, right? Because they'll be picking up that payment. Does that make sense?  I'm just being honest with you. If you can give, and that's why I always say, not, hey, manager, does this guy have a credit card on his credit? No, I say what is the lowest balance credit card you see on his credit? Why do I say lowest balance? Because I'm really not wanting to pay nothing off. You know what I'm saying? But I'm trying to dig for a payment somewhere, okay? Listen, this right here is called innovativeness. Like you have to understand, you have to think outside the box. The term think outside the box, it means this. This is the life of a car salesman, okay? And I hate to say this, but like this box is where they live.  This is the box they live in. And their managers come down and they say, guys, how you doing? We're a little bit of waves away. We wanna sell it, you wanna buy it, let's make a deal. I'm like, what the heck? No ways, man, nobody's getting paid with that, right? You don't want your managers touching your deal. Unless your manager's an animal. Look, if some of you guys have some killer managers, you're lucky. Use them up, okay? I mean it, okay? If I was a closer for you at your store, I'd be a great second-faced guy for you, right?  Like that would be nice. But guess what? If you don't have a guy to come in and finish them off and your manager's one of those guys that walks in and is like, hey, listen, here's what we'll do. We'll just cut the deal. Let's just get them out of here, you know what I'm saying? Let's earn their business. I don't wanna lose this deal. Yeah, because it's called the scarcity mindset. First of all, your managers don't know how to close. They don't know how to close for all the money. So when you get them involved, you're asking for a mini. You're asking for a small car deal. So if some of you guys have really good managers, that's a blessing, okay? You can get together with them when you go home.  Come back, let's make some money, okay? The ones that aren't good are the ones that are saying, man, I can teach you that. The gas deal, I do that all the time, man. What? Dude, I've watched you close. You give away all my stuff. You see what I'm saying? Am I right? That's my point. You want to be so good that, and I mean this, you want to be so good that you don't need a second person, okay? Nobody's going to watch your money like you will. No one, okay? Yo. How do you deal with that's too high? Here's the deal, it's real simple. You compliment him over and over and over again, okay? Back in the day, we used to say things like, now what percentage of the payment are you paying? But that gets you in trouble now. Am I right? I'm not saying you can't use it. Listen, there's kind of like, Frank, he was talking about using some cardone stuff, you know what I mean? Like, there's that line where you know like you need to play that card. Now, what I could do is I could help him get his payment down. Would you want to cosign? No, but you, so you don't want to help. Am I right? Am I right? So you do want to help. No, but you do want to help, but you don't want to help. Am I right? I'm sorry, I'm trying to understand what your friend's saying. He doesn't want to help. Okay, so let's, obviously you're on your own, okay? So let's get back to the deal. Does that make sense? Okay, now listen, well hold on. Do I need to tell you that, do I need to tell him that you don't want to help him? Or do I need you to tell him? I need you to tell him. Am I right? Does that make sense? No, because listen, if I tell him that look, hey, he's not doing this for you, right? Guess what? It makes me sound like a bad person. Anytime you're around anybody, if they badmouth someone else, you kind of question that guy because he's badmouthing somebody, right? Am I right? If you're open, it's just him and you can say, okay, what's your name? And are you gonna be on the title as well? Yeah, no. So you're not in the subject. I mean you can also make it. You're here for support. You're here for support. And the deal is, is that you have to understand this, that when you get to the deal, you can say little quick things, which is, now are you gonna be helping and participating with part of the payment? Okay, awesome. I wanted to ask that, so it would be directly him that I need to be dealing with. Is that right? Okay, cool. Now you guys are a family, actually we're all family now, okay? Don't cut this guy out.  Yeah, absolutely.   Right. Well, but let's also talk about something else. Would you agree that the phones are the deal killer of deals now? Okay. Can I watch these two in front of me? Yeah, what happens if I send them away? What do you think he's gonna do? Get on his phone. And then now he's like 10 times a threat to me, okay? So do I wanna go send him in a cubicle, make him feel like he's not part of the deal so he physically wants to prove me wrong and get, and get, and come back in? No. So I think it's best that I just, I don't isolate the problem. Actually, let's just overcome it and fix it. You know what I'm saying? Does that make sense? No, listen. Uh-huh. No, if you've got a buddy to tag team stuff with, listen, that's beautiful. But I'm gonna tell you this, most people don't have a right-hand man buddy because people are loners at stores that do well. You know what I'm saying?  I like to actually just handle them so they don't come back up again. Right? So what I tell them is like, hey, you're definitely really important to him and I think that's unbelievable, okay? But ultimately, you're not gonna be co-signing. Am I right? Cool, so you are on your own and being on your own, it's good to just know that you're on your own with your own credit, does that make sense? Because if he was the co-signing, he has great credit, that would help the deal tremendously. If you could help lower his payment a bunch by signing with him, would you do that? Okay, so again, it's gonna be on your own. And the deal is is that you might just need to use that. Now that's not something that I would ever recommend initiating, but I'm just saying that that guy becomes a threat. We could call him out for a second. You know what I'm saying? And obviously, carrying a lot with my mom, I was with her when she purchased her vehicle. She had some credit issues, kind of like Ron here, right? And what I ended up doing is when we were there, I actually ended up making $100 of a payment for her so she could buy her car. Is that something that you'd be willing to do to help him out? Okay, all right. Okay, so you guys aren't family. You are family. Yeah, we're like brother. But you're not gonna help him like a brother. My point is you could always push it. You could always push it. I did that for my mom, but I get you're not real blood. You know what I'm saying? You notice how I use my mom as an example? And I'm not saying that, but look, we're just talking about it. So there we go, we're good. I think everybody will have a good play, okay? All right, check this out. So anyways, this last part on this credit card, I think we just handled that. And then let's talk about this last one. Talk about credit. And then I feel like everybody should have some good leveraging points, and especially by writing them down with credit. So remember how we were joking last night? We were talking about the President of the United States clothes and stuff like that, you know what I'm saying? I mean, I would just tell you if you notice that maybe at this situation, this perfect how to like less than perfect credit, maybe there are 650, I mean, I'm just saying, is that at 800? No? So the deal is that there's always up. So always look for that up. And always ask my manager a good question to ask. This is a great salesman question. And managers close all the time with this. When I was a manager, here's what I did. Every single car deal, I'd say, hey, where are we at? Let me go close that deal. Print their credit for me. I always said at number one, print their, your managers probably aren't gonna print your credit for you. But my deal is I always print their credit where you could ask your manager, hey, is there anything on their credit or bills that they haven't paid? Is there anything that they haven't paid? Yeah, it looks like they had a bankruptcy in 2011. Awesome, anything bad since then? No? Cool. There I go. Now I will tell you, back in 2011, you remember when you had that bankruptcy? Like that would be my leveraging point. You know what I'm saying? Is that, look, obviously as you're reestablishing your credit and you're doing a great job, whatever it is, know this, this last 60 bucks on your customer, one of the things that I like to do, let's just finish it out and say that there's a little bit of credit issue here and you're in a subprime market. Like you're in a big subprime market, right? So I would just do this. I would say, hey, let me ask you this. This is pretty simple. If, and obviously, if I could shake your hand at 539 a month right now and discount the car 60 bucks, right? You'd probably take the car and take it home because with the ownership cost, that's exactly where we are and you plan to pay $50 more and with the ownership savings, that's exactly where we are. Let's say that I could shake your hand at 539 a month, you would buy that car right now. Why?  Guess what? That's completely affordable and it makes complete sense to trade. If I could do that with you right now, you'd be happy and you would drive your car home. I could, does everybody follow me here with this? This may be easier. This may be easier to do this, okay? I'm going, everybody understands, I got this last 60 bucks and I can finish this off, okay? But I'm gonna erase this because I wanna make it cleaner. Is that cool? Okay, I want you to do this. Get a piece of paper and just do this. Let's write on a separate sheet of paper just on this little tiny part and then we'll get on to price and stuff like that. Just do this. Let's just dumb it down for a minute and let's say a customer wants to be at 300 a month, right? This is what they want. We need them to be at 400, okay? Here's the deal. That's what they want. That's where we need to be and they say, if I can't be at 300, I'm not taking the car home. Cool? They've got less than perfect credit. You say, all right, cool, I got you. So what you're saying is, you would be happy, right? Notice I'm drawing. If I could sell you the car, and it's just like this, if I could sell you the car for 300 a month. Right? I mean, that's where we have our deal, right? At that point, they say yes. I say, cool. Hypothetically, notice I said that word hypothetically? Hypothetically, look, hypothetically, let's say, and I shake their hand that I could sell it to you for 300. Deal?  You're cool.  You know what I'm saying? Six months from now, I'll write six months. Let's say the president of the United States, okay? He comes on the TV. Okay, you got TV here. And he says, for a hundred bucks a month, right? You mail it to the White House for one year.  I don't care bankruptcy, divorce, medical bills. I probably know why they don't have great credit, right? I would probably name those things at this point. She, you know, earlier she said, I said, is there any reason why you think you wouldn't be able to finance your primary lender? Remember in step two in the fact fine qualify, right? She said, well, I co-signed for my sister and she didn't pay the car payment, you know? But I have other good credit other than that. I'm not sure how she's been paying it. Well, guess what? I would say, and even let's say, look, the President of the United States, let's say he said, even if you have co-signed for your sister, right? And she didn't make those car payments. You notice how I just drill it at that point? Medical, bankruptcy, divorce, I don't care. Guess what happens? If you made $100 a month to the White House for one year, one year, he'd guarantee you have perfect credit for the rest of your life. Perfect credit for, I don't care if you had $10,000 cash in your pocket. Could you pay $10,000 cash and build your credit perfect again? No, because you can go pay off old loans. Does everybody understand this? You can go pay off old loans. Does that change those loans to good loans now that were bad or does that just do zero balances on those old loans and they're still reported bad? Right, Frankie? They're still bad. They never go from bad to good. Now you had $8,000 of bad credit, now you have zero but it's still a bad loan, okay? It's still reported bad. You can't fix what has already been broken. You can pay it off but you can't fix it. Does that make sense? How credit is built is from today forward. Remember how we talked about that deal, like credit reestablishment? Guys, it's all about from today forward. Well, here's what I would tell you. Is that he said if you could make $100 a month to the White House for one year, he'd guarantee you have perfect credit for the rest of your life. I'm gonna ask you this. I'd do it. Notice, did I ask you to do it first before I said I would do it? No. I always point to me first. I said, should I do it for 100? I'd do it. Hell, I'd do it for 150. I'd do it for 200, right? But for 100, would you do it? Would you do it for 100? Yeah. Do I have perfect credit for the rest of your life for 100 bucks? Who wouldn't do it, right? And that is how my body language is. Like, who in the world wouldn't do it? And that's why it works because I have believability. You have to have believability. When you're training and you're practicing this video, you get subprime people, David, they come through your lot.  You say, listen, look, it's gonna take you a minute, but I want you to understand this. It's a simple deal. If I shook your hand at 300 and sold you the car, you would take it home, right? Okay, let's just say hypothetically. Notice I put that word there so they don't feel like I'm really shaking their hand. Let's say hypothetically, let's just say I could. Now shake your hand. And then I say, here's the deal.  Guess what? President of the United States comes on, he says, for $100 a month, you'll guaranteed a perfect credit for the rest of your life as long as you pay $100 a month for one year to the White House. Perfect credit, I'd do it. I'd do it right now. I got good credit, but for to have great credits or everything I buy for the rest of my life, I'd have low rates and be able to have low payments, I'd do it, would you do it? Yeah, well guess what? You're paying, let's just look at your budget. You're paying $100 a month to build your credit, right? You're paying $300 on a car. How much are you paying total budget for your vehicle and for to build your credit? And it's worth it, isn't it? And just like that would never happen here, it's happening here. Let me explain why. And did you watch how I just wrapped that in? The fact is we're going through a nationwide lender. We've purported to all three credit bureaus, David. I want you to understand this. This car, not only is it going to be credit building for you and you'll have your car, I need you to understand that look, for $400 you are getting the credit you want because we're going through a nationwide lender, okay? Does that make sense? Do you use big banks at your store? Yes, you build people's credit, right? And what did they say they pay $100 for? The credit. They can't back up on you now. They already said that they would pay $100 to build their credit. And they said they'd pay $300 for the car. So how much can they pay? $400. Now you have to tie the phone. Number's up, number's up for my family.


God wants to use your life for his glory. As a spirit-filled believer, you carry the potential to become a vessel for God's purposes. So, what's the key to being used by God? To answer that, I want to take a look at the story of how Jesus miraculously fed the multitude. In John chapter 6, beginning at verse 5, the Bible says, Jesus soon saw a huge crowd of people coming to look for him. Turning to Philip, he asked, Where can we buy bread to feed all these people? Verse 6, he was testing Philip, for he already knew what he was going to do. Philip replied, Even if we worked for months, we wouldn't have enough money to feed them. So, there was a need. By all natural standards, the situation seemed impossible to overcome. The crowd was too big, and the supply seemed inadequate. But then something became available. In verse 8, the Bible says, Then Andrew, Simon Peter's brother, spoke up. There's a young boy here with five barley loaves and two fish. But what good is that with this huge crowd? Tell everyone to sit down, Jesus said. So, they all sat down on the grassy slopes. The men alone numbered about 5,000, and Jesus took the loaves, gave thanks to God, and distributed them to the people. Afterwards, he did the same thing with the fish, and they all ate as much as they wanted. A little boy offered to the Lord his food supply. Five loaves of bread, two fish. Concerning the boy's offering, Andrew asked a fair question. But what good is that with this huge crowd? Jesus, seeming to ignore Andrew's doubt-filled question, answered confidently, Tell everyone to sit down. Tell everyone to sit down? Jesus didn't even address the doubt behind Andrew's question. He simply responded with action, with demonstration. Now, the Bible tells us that there were more than 5,000 people present. The men alone numbered 5,000. So, let's be conservative and assign one child and one woman to each man. At the least, 15,000 people were present and in need of food.  But the need was met, and the crowd was fed. But the boy offered what he had to Jesus, his five loaves of bread and two fish. Here's what Luke's Gospel records Jesus doing with the bread. In Luke 9, verse 16, Jesus took the five loaves and two fish, looked up toward heaven, and blessed them. Then, breaking the loaves into pieces, he kept giving the bread and fish to the disciples so they could distribute it to the people. So, what can we learn from this most remarkable story? The boy's meal was not enough to meet the need. The boy's meal needed to be surrendered to Jesus before it could be distributed. Jesus broke the bread before he multiplied it. In the boy's hands, the food was not enough. In our hands, our lives are not enough to meet the needs of the world's masses. But in the hands of Jesus, our nothing becomes everything. Brokenness precedes usefulness. Surrender precedes the miraculous. There is no limit to what God can do with a life surrendered to the Holy Spirit. Put your life in God's hands. Surrender.  Tell Him, God, if you can use nothing, here I am. I'm David Diger Hernandez, and that is your Moment of Truth. For more free content like this, sign up to my emailing list and you'll receive an email from me every single week with brand new messages from the Word of God. Just go to davidhernandezministries.com slash email to sign up right now. Thank you for watching Encounter TV. Don't forget to subscribe and click the notification bell. Also, help us spread the gospel of Jesus Christ in the power of the Holy Spirit. Make a one-time donation or become a monthly supporter by clicking on the donate link now.


Dear students, in this topic we shall discuss evolution and human culture. The human culture and certain social behaviors are due to expression of genes. Genes perpetuate by natural selection. So human culture is related to Tarvenian evolutionary theory. An irrational interpretation of genetic and evolutionary basis of human behavior may be misleading because it will justify the status quo in human society rationalizing social injustices and animal behavior of human. However, the human behavior has plasticity. It is not a rigid genetic model. Just as our anatomical features vary extensively, so do the inherent behaviors due to environmental effects. Just like environment intervenes in phenotypic expression of physical traits, it also affects the expression of behavioral traits. Dear students, animal behavior may not be plastic, but the human behavior is probably most plastic than any other animal. As humans have greater capacity for learning. In human, the control of instinctive behaviors is produced by certain cultural norms. When we call human behavior as plastic, it means that it is modified. And to modify it, human's natural or Darwinian view is controlled by genetic factors. But its plasticity shows that instinctive behavior can be controlled. And in the cultural history of humans, humans have made many structured societies in which human behavior has been controlled. These structured societies have laws, governments, institutions, cultural values, and religions. These institutions define what behavior is acceptable and what is not. Many instinctive behaviors may enhance an individual's Darwinian fitness, but they are considered unacceptable and prohibited by law. Actually, these are the social and cultural institutions which define values. And these values actually make the human behavior distinct and controlled than that of other animal societies. Animal society or human society may, the difference is that is because of values, not because of genetics.