PDR College Podcast #74

What Should You Expect From a Broker?

You’ve heard about PDR brokers, usually along side hail storm sites. Well, what should you expect from a broker, or what should you do when YOU broker a deal when your local stuff gets hit with hail.

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[Music playing] [00:00:00-00:00:03]

Male Speaker: Let’s talk a little bit about hot glue specific for paintless dent removal. What kind are you using? You know, you can get a decent pull from any type of glue – I mean any. You can get some stuff from the craft store. You can get stuff from Walmart. In fact, I used Walmart glue for a long time before I really got into the manufacturing side of PDR, Walmart glue was my glue. You know what I thought? All these colored glues are fancy ways to trick me out of money. How much better can they work? Well, to some degree, I was right. Some of those colors suck and they’re there just to take your money.

However, once I opened my eyes and got some of the samples of glues that were the real deal – glues that really did work better – I thought, “Holy Smokes, here I am again, doubting the technical progress of our trade.” Just because something looks different, it doesn’t mean that it’s not better. It doesn’t mean it’s a scam. So I started using colored glues. I found two that worked amazingly. Green glue and the pink glue that we stock – and we stock both of them on blackplaguepdr.com – but I wanted a glue that worked even better than that.

Now, can a glue work too good? Yes, superglue and liquid nails work too good. They will take the paint off the car. That’s not what we’re after. There’s a fine line of maximum adhesion but not going over the top and ripping the paint off the car, putting us further back than we started in the first place. We want to leave the paint on the car.

So we need something that doesn’t have maximum adhesion for a hot nail glue. There’s a lot of glues out there that are made for construction and manufacturing that’ll make this glue look like it doesn’t work, our glues that we use. But we have a specific purpose and we need to find the maximum adhesion we can get out of those conditions and that’s what we’ve done with our new line of glue, Tab Weld. Tab Weld is the new standard for PDR. You don’t think it can get better because what you’re using works now but if you want to function at the highest level, you’ve got to squeeze the last 2, 3, 5, 10 percent of performance out that everyone else is leaving. It’s just like racing cars – everything has to be dialed if you want to go faster than the other guy.

And if you want to a better repair with less pulls or do a repair that someone else said couldn’t be done, you’ve got to have the best tools. And glue is so stinking cheap for how much you use. I did a $600 repair the other day. I was on it for four hours and I used two sticks of Tab Weld the whole time and I glue pulled the whole time. It’s not a lot of money to put in and there’s almost no other expenses in our business. Stop being short sighted. Buy the glue that’s going to make your life easier and profitable.

Don’t forget that that’s what I’m all about in this business – making more money. And if you’re using the right tools, you’re going make more of it. I can promise you that. You’ve got the right lights, you’ve got the right tools, you’ve got the right tabs and the right glues and you know how to use it all, magic happens. So that’s what I’m trying to tell you about. There’s a glue that works better than what you’re using now and it’s called Tab Weld. Check out the website, tabweld.com. You can bop yourself onto our mailing list right there so you can be notified the minute we are releasing it. But we’ve got some exciting stuff coming out with that. You are going to be impressed, I promise you. And if you don’t like it, I’ll buy it back because I use it every single day. I can’t have enough of it. So buy it, enjoy it, make more money. Tabweld.com

[Music playing] [00:03:36-00:03:40]

Shane Jacks: Good morning and welcome to the PDR college podcast. I am your host Shane Jacks, and, as you can probably tell, without the music and without my West Coast brother speaking into the microphone before me, we are without one part of the tandem of terrificness and that is Keith Cosentino – he is out this week and sadly – He’s okay. He’ll be back next week, I am certain, but what happened this week to Keith – we know he’s had some misfortunes in the past with stacks of money falling and it took him a few days to get all that cleaned up. But the reason he’s not here today is a little bit personal.

A couple of days ago, the poor guy dropped his spleen while spider fishing off the coast of Australia. Sport spider fishing. And the guy – I mean, he’s a nut – the guy just goes after adventure. At any chance he can get out there and do something crazy, he’s out there. So they’re looking for his spleen and he dropped it – kind of bounced around in the boat and went out the drain hole down the back of the boat there. They don’t think a shark got it or any of those spiders he was fishing for. Yeah, looking for his spleen. They’ll get it back shortly. The guy’s an animal.

But, anyway, I am glad to be here even though Keith, spleenless Keith, is not. I am happy to be here with you and we have some things that we want to talk about today. Most of you know, Keith is a 100 percent retail guy. He does very little hail. He does hail that comes into his area from people traveling, but he doesn’t do any traveling, so to speak, to do hail damage – to repair hail damage – so we’re going to go over a hail damage topic today, something that we don’t do a whole lot of but sometimes it’s needed. So don’t mean to alienate you retail guys because some of this actually you can use, also. But what I want to go over today is what is expected of brokers or what are the things that are expected of brokers?

Maybe you are a broker or maybe you are just a local guy who has brokered a storm. It’s going to happen. Eventually, you are going to be a broker with a hail storm and you are going to have to bring guys in from out of town. Now, bringing guys in from out of town – from other areas – is a tricky situation. No. 1, the trust factor. How do you know what you’re getting into? You go by the word of other people that are in the business. Or you have worked with this person before – and so it’s easy then. You know what their work is like, you know what their work ethic is like and you know that they probably won’t screw you over. But other than that, you have to go by the words of some of our other fellow techs out there, people you know, friends in the business and that can get tricky sometimes.

But it’s tricky bringing guys in from out of town because you don’t want them to hate you by the time they leave. And that has very little to do with how you act and your personality and things like that and it has more to do with you being straight-up with what’s going on in the situation you’re putting them in, in this hail damage situation. And so we’re going to touch on that later – that’s actually my last point being straight-up about everything. But what you want to do, you want to bring guys in, if it comes to that point and you want to make them happy. That’s the bottom line.

These guys are coming from out of town from who knows where and they’re coming to help you repair this hail damage. And they’re coming to do it, not because they like your town and they think you’re a cool guy, they’re coming to do it to make money. That is the bottom line. If that’s not why they’re doing it, then they need to have their heads checked. Unless you’re working in an exotic locale, like Chickenlips or Pumpkintown. If you’re working in an area like that, we can understand that you don’t have to stay busy all day long, every day – the sights and scenes around these two areas, Chickenlips and Pumpkintown – lots of pumpkin patches in Pumpkintown, as the name would designate.

Let’s talk about four things here that I have that is expected of brokers – or four things that are expected of brokers – and let’s break them down just a little bit. And these are not in any order of significance or importance, so just listen and we’ll have all four by the end of our period here. No. 1 is paperwork. Paperwork – what do I mean by paperwork? Invoices. You must have invoices for the guys to bill out the cars that they’re working on. Now I know this sounds trivial and it sounds, “Well, duh, that’s a given.” I have been on a storm myself where it took a couple of days to get the billing, to get the method that we were going to use to do the billing more than anything.

So what happened there was it was a big storm with a pretty big local company. They’re a big local company, actually – employed 10, 15, 20 techs – I’m not really sure how many. But they’re a big local company in a big city and I went to do some hail and we were doing a wholesale job for them at a rental car place and guess what? Two days in, we still weren’t settled on how we were going to bill these cars out as far as the paperwork we were going to use. That’s just not acceptable, because once we were two days in, we were many cars in and had to go back and eventually had to change the paperwork that we had started with.

Well, the paperwork that we had started with was really just writing down the cars on a piece of paper and then transferring them over to the billing – the method of billing that they chose to use two days later and that just wasn’t ideal. I sat in my hotel room doing that. And it’s not that big of a deal but having it hammered out before the guys get there it really shows that you’re on top of things, it shows organization and it shows that you care about them getting paid. It feels kind of sketchy when you’re writing VINS and stock numbers down on a piece of notebook paper that you bought at BestBuy or bought at the OfficeMax or whatever – that feels a little scary.

So have the billing down. And it doesn’t have to be a paper billing; it could be a paperless system. Okay, and on that, if you go – If these brokers use a paperless system and you’re a local guy and you use one of the apps for doing your billing and that’s what you want to use, you better have some iPads – you better buy some or you better have access to yours for the guys to your iPad to the guys that are going to be there. The system needs to be consistent and the system needs to be available.

So that is for invoices. Estimates are the same way. Have plenty of estimate sheets. If you’ve got a storm that rolled into your area and you’ve got six body shops – and you brought in 12 different guys to man those body shops – and they show up at the body shop and they’re having to ask the body shop manager to print out last year’s State Farm matrix, that is not a good thing. Have the estimate sheets ready. Again, this can be paperless. It can be on an app, on a system also, but have it readily available for everyone that is going to be working for you at every possible shop position wherever if you’re going to want to make this thing seamless and if you want your guys to actually be writing these estimates.

And another one – this seems kind of trivial also – is paint pens to mark up the cars. They may not have them and they may go through them so have those available. So whenever the guys roll up to the shop, you’re brokering this new storm and they’re at XYZ Body Shop in Chickenlips and your new guy – your out of town guys at XYZ Body Shop in Chickenlips make sure he has paint pens to mark the cars up with, Windex to wipe it off with.

Give your guy – what I’m saying here is give your guys the tools to estimate and to bill these cars. It’s really not that difficult to even beforehand have this hammered out. If it storms on Thursday and the guy’s there Monday, you can have all this fully set in motion and printed from one of the major box office supply stores out there and be ready to roll by Monday. So it’s not really that hard, not that big of a deal. So No. 1 is paperwork.

No. 2, workflow expectations. And we’re going to break this down into two different segments, body shop and retail shop. Okay, body shop workflow expectations. One thing that needs to be taken into account, as far as having workflow expectations at a body shop is, before it even gets started, you need to try and figure out exactly how much the body shop can handle without backing up. If this is a combo storm and they’re going to be putting roofs and hoods and deck lids on and wiping some rails and, if it’s not a big high-volume shop, they are not going to be able to keep up with even one dent guy.

They could probably keep up with one but if you put four to six dent guys in this shop and it’s not a massive shop, man, your workflow is going to absolutely hit the wall and we don’t want that. What we want is constant workflow for your guys that are here from out of town to help you make money. You want them making money, not only to make them money but to make you money. If they’re not making it, you’re not making it and that is for certain. So we’ve got to take that into account. Make sure you understand your body shop’s limitations before you bring a bunch of guys in.

Next, what you want to do at a body shop whenever you bring guy in, let’s say you think, “Oh, I’m going to bring four guys in to help me handle this and I’ve got X amount of dollars coming in.” I would get with – this is what I would do – I would get with the techs that are coming in, ask them – each individually – how much gross and PDR do you need per day or per week to make you happy and to keep you fed, keep you constantly working?

You’ve got, let’s say Bob is coming into your storm and along with two other guys – Bob, Larry and Rick. So you ask Bob, “Bob, how much gross do you need per day to be happy?” Bob says, “I need $3,500 a day gross to be happy.” All right, write that down, $3,500 a day gross, Bob’s happy. “Mark, how much do you need?” “I need $6,000 a day gross for me to be happy.” “All right, Mark, $6,000 a day gross for you to be happy. Keep doing that and you need to bring that gross in per day. You need to schedule that gross per day and make sure that the body shop can handle that. You want to keep the techs happy.

Now, who coordinates with the managers to schedule that much work? Let’s say you’ve got three techs and the total gross needed per day is agreed upon and it’s – let’s say $15,000 to make it easy. Those three techs have decided that $15,000 gross per day running through that shop is enough to keep them happy and keep them working and keep them busy.

Who coordinates that with the manager of the body shop? Remember, this is a storm. You are probably running more than one shop at this time. Are you going to be the one that dictates that – that coordinates with the managers, who set up this $15,000 per day, or is one of the techs responsible for setting up that workflow? So you need to think about that. Who coordinates with the managers to bring the workflow in? This needs to be settled before any work is done.

Another thing that needs to be settled before any work is done is who is doing the R & I? Are the techs doing the R & I? Most are not going to want to. Are you going to bring somebody in? There’s also the possibility that a body guy there – If it’s an all PDR storm – except moldings, of course – but if it’s a pretty much 100 percent PDR storm, you can probably, in one of the body shops – if it’s a bigger body shop or even a medium-sized body shop – you could probably find and talk to the manager of that shop and find that one guy in there that’ll do all your R & I for you. Other than that, you’re going to have to bring an R & I tech in. Who is responsible for bringing that R & I tech in? Are these techs going to be the ones who choose the guy to come in or is it going to be you, the broker? We’ve got to figure these things out before anything gets started.

How about estimates? Who writes them? Is it going to be the body shop themselves – the body shop employees themselves? Is it going to be the broker? Is it going to be the PDR techs? And, going along with that, this all needs to be told to the techs before they come. It’s hard when you get to a storm and you’re like, “Well, I didn’t know I had to do all that.” For X percent, this all needs to be laid out in the beginning, needs to be upfront. So who writes the estimates?

What about dealing with adjustors and who is sending in the supplements? I understand the PDR tech is going to have to do at least mark on the original estimate how much more they need but who is actually sending that supplement in? Is that going to be body shop management? Is it going to be the broker? Or is it going to be the tech themselves and is that supplement being sent in? Are they going to be sent in in a timely fashion? That is huge so you’re not waiting around.

Now, retail shops, it’s much the same on a retail shop as it is with a body shop. Minimum gross ticket in PDR per day or per week – you still need to get with your techs to find out how much they need gross per day or per week – you can break it down either way – to make them happy and to keep them fed and to keep them from trying to find greener pastures. Who’s going to do the R & I? You’re not going to be able to find a body guy because you’re in a retail facility at this point. So you’ve got to figure out who is going to do the R & I. What about parts? If the dent techs are doing the R & I and it’s agreed upon but then you’ve got parts – you’ve got chrome moldings and what-not that most PDR techs are not adept at replacing.

I’m sure they can do it but it takes time and I’m telling you, if you’re a broker and you are telling your – And you’ve got a retail shop and you’re telling your PDR techs that they’re going to be doing the R & I and they’re going to be doing the trim replacement, whew, man, in my opinion, you are losing money. They are definitely losing money on this unless they are a really slow PDR tech and then you’re losing money. Man, I’m telling you, get an R & I guy, at least one R & I person in there to take care of that. You may think, “Well, it’s just another expense.”

It’s really not and you can pay them cheap enough and you can keep your dent guys, your PDR guys, rolling without stoppage. Once a PDR guy stops and has to stop and do moldings or put a headliner up or whatever, it completely – for me anyway – it completely slows my roll. I mean, I am – it’s like you’re turning off a switch. Maybe I’m lazy. Maybe I just hate doing that stuff that bad that it turns me completely off but I’m just not an R & I guy. I don’t like doing it. I don’t like replacing moldings, especially, so do yourself a favor if you’re a broker and make that R & I something that is separate from the PDR techs themselves.

Okay, what about ordering parts also when the cars come in? The broker might not always be there at the retail facilities, so if they come in, we need to nail down who is going to order those parts. Not just who’s just going to put them on but also who is going to order those parts. That should fall on the hands of the broker or the manager who is managing that retail spot – ordering the parts and ordering them in a timely fashion and getting them picked up or having them delivered, whichever is feasible. Again, we’ve got to figure out who is going to deal with adjusters and supplements. Who is going to send the supplements in and who is going to talk to the adjusters once they come out to look at this car that has a supplement on it? These things need to be hammered out beforehand.

No. 3, the pay expectations. Kind of a biggie. This is why we work is because we want to get paid so what we need to know is when do the body shops pay? If you’re in a body shop situation, when do the body shops pay? And then, you need to tell the techs when the body shops are getting paid and that needs to happen day one. If I roll up to a storm and it is April 3rd and the first check from the body shop –

Some of my body shops here, one of my body shops here, they pay monthly and they pay on the 15th of the month for the month previous. So if I show up on April 3rd and work the entire month of April, I will work all the way to May 15th before I’m going to get paid for April. Now, if this is a problem, really, the broker should have enough money so that he can at least pay, partially, what the techs have done. If not, he may have to – you may have to, as a broker, you may have to go to that body shop, like the one that I have, and ask for a special exemption and get paid a little earlier.

But you need to be straightforward with when you’re going to get paid, hence, when they’re going to get paid. So don’t beat around the bush on that. Just tell the truth and be straight upfront about it. When the retail customers pay, well, that’s pretty self-explanatory. With supplements, it’s not that self-explanatory – supplements can take a while to come in or they can be cut on the very same day that the adjuster is there. So, brokers, you need to be upfront about that.

And that is actually my last point, is being upfront and I’m going to state it as this: be upfront before the tech gets there, be upfront during the storm, and be upfront after the tech leaves. So be upfront before the tech gets there. Don’t lie about the damage. Don’t say it’s a gravy storm and it ends up being Jackson, Mississippi 2013. Don’t do that. You’re not helping anyone but yourself. Not only be upfront about the damage, be upfront about the space that you have to work in. If you’re a retail shop, don’t say, “I’ve got this massive 18,000 square foot shop that I can put 40 cars in or whatever.” No, just be straight up. Be straight up with what they’re coming into. Be straight up with the money, the percentages that they’re getting, be straight up. Be straight up with the workflow that’s coming in and this is all before the tech gets there.

Now, while the tech is there, during the storm, be upfront there also. Maybe there’s a glitch. Maybe something happens. Maybe the payment doesn’t come like it’s supposed to. Be upfront with them. Don’t beat around the bush. People like the truth. They don’t like to be lied to. Also, if you foresee them having to leave XYZ Body Shop and go to ABC Body Shop because of workflow or because of other issues, give them as much notice as possible.

It’s nice for us to know what’s going to happen in the near future. Literally, most of the time what happens to me is – and sometimes it can’t be helped – “Hey, pack up your stuff. You’re going over here.” It’s like, “What? I’m not even finished with this car.” “Okay, finish that one then pick up your crap.” And then you’ve got to go across town. But be upfront. Let the guys know this as much prior to it happening as you possibly can and it’ll make it a lot easier on you and the techs.

And be upfront after the storm. Are you going to bring them back again? What kind of issues did you have with them? Share with them. If you had something go wrong, share with them, “Hey, this is what I did not like about what happened at this storm and this is what I did like.” And maybe both of you can learn from that. So just be upfront before, during and after the storm with these techs. They’re going to respect you more for it.

Now, I know that was a quick – I think it’s the quickest one we have ever done, I bet, sitting at just about 25 minutes – but that was quick. But I wanted to give you guys, if you’re ever in the position to be a broker or if you are a hail tech and you’re wondering, “What should I expect out of a broker?” Here are some tips to help you. Is it comprehensive? No, it doesn’t cover everything but it covers pretty much all the important aspects there. So listen to this again and, if you get in a bad deal and you don’t think it’s going the way it’s supposed to, hit this episode up again. Make the broker listen to it – record it and put it on a CD and slip it into his truck – whatever you’ve got to do to make him listen to it.

Guys, I’ve enjoyed the time even though it was solo today it was pretty fun. I hope you’ve learned something. I hope you go out and do nothing but get better.

[Music playing] [28:05-28:29]

Male Speaker: Are you trying to stay on the cutting edge of paintless dent removal when it comes to your tools? Well, if so, you need to make sure you have two things in your arsenal. One is a Shane Jacks Jackhammer Blending Hammer. Find it at blendinghammerpdr.com. If you want to learn blending, we’ve got an awesome tutorial to go along with the hammer right there on the site. You’re going to love it. You’re going to learn something and get better and make money.

In addition to the hammer, if you are doing any glue pulling, you need to have the Black Plague Crease Tabs. It’s a six-piece crease pulling set. The two largest are absolute monsters. They are going to pull out collision damage like nothing else you’ve got available. And the smaller sizes are going to be for the normal, everyday kind of doors – minor, minor collision dents and a dog leg and a bottom of a door. I’m telling you guys, it is going to change the way you do your repairs when you have the cutting edge tools and these are two of them. Blackplaguepdr.com. Blendinghammerpdr.com. Check out the sites, guys. Bring yourselves into the 21st century.

[End of Audio]

Duration: 30 minutes

PDR College Podcast #73

What To Do PRIOR to Your Appointment to MAXIMIZE PROFIT

Do you struggle with a low closing percentage with your prospects? Do you wonder “What was that guy THINKING?” after you have a bad appointment that you couldn’t close?

Well, you need to square a few things away PRIOR to those appointments. Use these tips to increase your closes and make more money!

TabWeld glue is World Class

New Edge Jack Tool is HERE

Smooth Series Tabs Pull better- Watch the video


Keith Cosentino: Let’s talk a little bit about hot glue specific for paintless dent removal. What kind are you using? You can get a decent pull form any type of glue. I mean, any. You can go get some stuff from the craft store. You can get stuff from Walmart. In fact, I used Walmart glue for a long time before I really got into the manufacturing side of PDR. Walmart glue was my glue. You know what I thought? “All these colored glues are fancy ways to trick me out of money. How much better can they work?” To some degree, I was right. Some of those colors suck, and they’re there just to take your money.

However, once I opened my eyes and got some of the samples of glues that were the real deal, glues that really did work better, I thought, “Holy smokes. Here I am again doubting the technical progress of our trade.” Just because something looks different doesn’t mean it’s not better. It doesn’t mean it’s a scam. So, I started using colored glues. I found two that worked amazingly, green glue and the pink glue, and we stock both of them on BlackPlaguePDR.com. I wanted a glue that worked even better than that.

Now, can a glue work too good? Yes. Super glue and Liquid Nails work too good. They will take the paint off the car. That’s not what we’re after. It’s a fine line of maximum adhesion, but not going over the top and ripping the paint off the car putting us further back than we started in the first place. We wanna leave the paint on the car. So, we need something that doesn’t have maximum adhesion for a hot melt glue. There are a lot of glues out there that are made for construction and manufacturing that will make the glues that we use look like they don’t work. We have a specific purpose and we need to find the maximum adhesion we can get out of those conditions.

That’s what we’ve done with our new line of glue, Tab Weld. Tab Weld is the new standard for PDR. You don’t think it can get better because what you’re using works now. If you want to function at the highest level, you gotta squeeze the last two, three, five, ten percent of performance that everyone is leaving. It’s just like racing cars. Everything has to be dialed, if you wanna go faster than the other guy. If you wanna do a better repair with less pulls or do a repair that someone else said couldn’t be done, you’ve gotta have the best tools. Glue is so stinking cheap for how much you use. I did a $600.00 repair the other day. I was on it for four hours, and I used two sticks of Tab Weld the whole time, and I glue pulled the whole time.

It’s not a lot of money to put in and there’s almost no other expenses in our business. Stop being short-sighted. Buy the glue that’s gonna make your life easier and more profitable. Don’t forget, that’s what I’m all about in this business, making more money. If you’re using the right tools, you’re gonna make more of it, I can promise you that. If you’ve got the right lights, the right tools, you’ve got the right tabs and the right glues and you know how to use it all, magic happens. That’s what I’m trying to tell you about.

There’s a glue that works better than what you’re using now, and it’s called Tab Weld. Check out the Web site, TabWeld.com. You can pop yourself onto our mailing list there, so you can be notified, but we’ve got some exciting stuff coming out with that. You are going to be impressed, I promise you. And if you don’t like it, I’ll buy it back because I use it every single day. I can’t have enough of it. So, buy it, enjoy it, make more money. TabWeld.com.

I’m Keith Cosentino. He’s Shane Jacks. This is the PDR College podcast where you can count on weekly information that is going to bring you into the next level with your paintless dent removal business. We’re gonna take your PDR skills. We’re gonna put them in the blender, add awesomeness and turn that thing on high. What comes out is going to be magic because if you listen to all the crap we share here on the podcast, you’re gonna put it to use and you’re gonna discover that it is, in fact, not crap, but hard- earned lessons and skills in the art of making more money. That’s why we get on the podcast every week, so we can help you level up, fill up the pockets. We want tons of cash. Shane, tell these boys and girls why you need so much cash.

Shane Jacks: Because running for mayor of Possum Kingdom is not cheap. It’s $600.00 or $700.00 just for flyers and yard signs to canvas that huge city. I’m running again.

Keith Cosentino: That’s about $3.00 a person?

Shane Jacks: I think so. Something like that. About $6.00 a person, I think.

Keith Cosentino: Possum Kingdom.

Shane Jacks: That includes Bootie.
Keith Cosentino: If you’ve been living under a rock and haven’t been watching American Ninja Warrior, Bootie from Possum Kingdom made his debut on the show, and I jumped up out of my chair. It’s one of my wife’s favorite shows. “Possum Kingdom. We talk about Possum Kingdom on the show.” She looked at me like, “First of all, I didn’t think this guy was real, and now I don’t think you are real. Possum Kingdom? And this guy’s name is Bootie?”

Shane Jacks: Bootie Cothran.

Keith Cosentino: He did not make it through the course either.

Shane Jacks: Not very far. Not many people did that night actually.

Keith Cosentino: Tough course.

Shane Jacks: From what I saw.

Keith Cosentino: Way to represent, Bootie.

Shane Jacks: Yes, my daughter is really good friends with Bootie’s niece. It was funny when he popped up there. I was, “She was talking about him last night, about Bootie being on the show.”

Keith Cosentino: He’s one of the few celebrities we have a chance of getting on the PDR College Podcast.

Shane Jacks: It’s possible. If he knows how to speak into a microphone. Did you see where he lived? That place, man. That’s typical of this entire state to be honest with you. Outside of Greenville, Myrtle Beach, Hilton Head.

Keith Cosentino: He referred to it the same way I do. “Greenvull.”

Shane Jacks: That’s the way I refer to it. Actually, one of our good buddies from Temecula made fun of me for saying “Greenvull” so much. Actually, if you notice, Keith, I’ve been saying Greenville a little bit more. I’m not gonna say his name, but I hope he’s listening. I know he is.

Keith Cosentino: What do you think about this, Temecula? Next time I go to Greenville, I’m gonna go visit Punkintown.

Shane Jacks: Punkintown. We’ll probably have to hit Sugar Tit too.
Keith Cosentino: Every time.

Shane Jacks: No pun intended actually. I didn’t think about how I said that.

Keith Cosentino: I thought that was a Vegas joint. All right, Shane.

Shane Jacks: They’re worldwide.

Keith Cosentino: As you can tell, the astute listeners of the podcast will notice that we have not actually gotten any comedy training since the last show.

Shane Jacks: No.

Keith Cosentino: It is the same standard comedy.

Shane Jacks: Yes, we like it though. That’s really all that matters. If anybody listens to the show and/or follows me on the Interwebs, I really don’t care what you think.

Keith Cosentino: Yes, you really don’t.

Shane Jacks: I do, but I act like I don’t.

Keith Cosentino: Man, this was an exciting week.

Shane Jacks: Does that make any sense?

Keith Cosentino: This week was really exciting.

Shane Jacks: Really exciting.

Keith Cosentino: The launch of the Edge Jack and Edge Jack XL.

Shane Jacks: Yes. Sold a ton of them and have a few left before my second run comes in.

Keith Cosentino: You’re about sold out, you were telling me.

Shane Jacks: Yes, getting really close actually.

Keith Cosentino: That’s exciting.

Shane Jacks: Yes, it’s very exciting. Doing well. You see a lot of guys talking about game-changing tools.

Keith Cosentino: I’m getting tired of hearing that term.

Shane Jacks: I’m being dead serious. It’s gonna change things for your guys seriously.

Keith Cosentino: Check this out.

Shane Jacks: I’m not saying that just to sell them. I don’t say that about my hammers. I’m being dead serious. Again, if you know what you’re doing, this thing’s gonna be easy. You don’t even have to know what you’re doing. It’s awesome. It really is.

Keith Cosentino: I’ll tell you right now –

Shane Jacks: Keith, you were integral in the development of that thing.

Keith Cosentino: I appreciate that. I’m gonna make a prediction right now about that tool. There is gonna be at least one scenario in America somewhere where some dude loses an account because he doesn’t have that tool and another one gets it because he does. There’s gonna be that one car that has to be done right, and the dent is in the edge. If you don’t have that tool, you don’t know how to make it right or you say it can’t be done, some dude is gonna come right behind you and glass it. It’s just like when glue pulling came out. You say you can’t get to the back of it and you can’t drill and you say no, then some dude who’s been on a podcast comes behind you and freaking nails it in 15 minutes. If you don’t have that tool, you’re a retard.

Shane Jacks: Think about this scenario, Keith. Another one of our friends sent this to me in a personal message. He said, “Man, I can’t wait to get this tool in because I was doing a hail damage car today and around the sunroof where it’s double there, I couldn’t get on it. You think it’s gonna work there?” I’m, “Holy crap. I haven’t even thought about that scenario, but it will.” It sure will.

Keith Cosentino: That’s exciting. Head over to Shane’s site. If you missed the promo and you’re under a rock and this is the first show you’ve heard, go to BlendingHammerPDR.com and see if there’s any left. They’re not gone forever, I’m sure, but when they’re gone, they’ll be gone for a little while.

Shane Jacks: No. I’m getting a lot made, Keith. I believe in this tool. I may have released it a little bit early for everyone to get one exactly when they want it because I am close to being sold out. I’m also fairly close to having a good many more done. I’m actually going to let these things go wholesale fairly soon within the next few weeks, so you’ll be able to get them off of Keith’s site and several other tool companies also. The word is getting out about these things and a lot of the tool companies are wanting in yesterday. I’m bragging on it a little here.

Keith Cosentino: You have to. It was exciting. There were so many guys that came and bought it in a couple of days span, and everybody’s excited to get one. When you can do something you couldn’t do before, that’s cool.

Shane Jacks: Yes. We could go on for an hour, seriously, gushing over it. I really could. The possibilities are endless.

Keith Cosentino: I’ve got another three minutes. I don’t know about 60.

Shane Jacks: I’m done now. Get on over there and get this thing. I would rather sell it to you directly than through Keith. Then, he’ll make some money off of it. He’s making enough money already.

Keith Cosentino: Yes. Made my paper mache chair out of $20.00s the other day just for fun.

Shane Jacks: That’s pretty cool. A paper mache chair?

Keith Cosentino: Yes.

Shane Jacks: It didn’t hold your fat butt up, did it?

Keith Cosentino: No, it sure didn’t.

Shane Jacks: It didn’t even offend you.

Keith Cosentino: No. Listen, the only reason I haven’t been to the U.K. yet is I wanna go when I can only buy one ticket.

Shane Jacks: You’re not that fat. You’re not even fat.

Keith Cosentino: I like to travel comfortably. I do like to keep my options open as far a hail chasing, so I like to have the persona of being fatter than I am. Nobody’s gonna call –

Shane Jacks: The fanny pack helps.

Keith Cosentino: Is this show about anything?

Shane Jacks: Not really. Before we get into the meat of the show, I wanna give a shout out to a gentleman, if you don’t mind, Keith.

Keith Cosentino: Shout away. It’s not Bootie. We’ve already covered that.

Shane Jacks: Yes, we’ve already covered Bootie.

Keith Cosentino: You’ve got a lot of options when you decide what to do with your invoicing and your data capture for your dent removal or other reconditioning business. The choice I’ve made for my company is ReconPro by AutomobileTechnologies. This stuff has proven invaluable. I had a mountain of paper invoice books stacked up in a room, in case I wanted to look something up. It was archaic and ridiculous. Now, all of my technicians are on iPhones. They scan the VIN of the car, they enter a few pieces of information, including capturing the email for your customers. It’s 2015. You need to be building a mailing list for your customers, so you can keep them updated if you wanna run specials, wanna reach out and touch them. You need an email.

This prompts you to capture their email, so you can send them the receipt, which comes via email. No paper in the truck to get lost. Guys, this is the way to do it. There are a lot of options you can take. There are lots of competitors. This is the one I’ve chosen. Check them out online, AutoMobileTechnologies.com. The product is called ReconPro. It’s not one guy who’s also a PDR tech building software. It’s a team of nerds dedicated to making your life better and that’s what you want. Check them out. Tell them we sent you over there. ReconPro.

Shane Jacks: On to the next topic. There’s a gentleman out there, one of our fellow PDR techs, that is doing something I think’s pretty cool in his community. That is Stephen Green out of Essex, Maryland, and he is doing a two-week apprenticeship program. It’s designed for youth to come in, and they have to write an essay. He is focusing on his PDR business and how to run a business and how to handle your finances. He’s giving this away for free. He’s actually paying the individual, this youth, at the end of it, depending on their performance, if they’re punctual, etc. This is another example of somebody in the industry who’s taking the reins and doing something positive and making a difference. Just give a little shout out to Stephen there and tell him good job on that. That’s a pretty neat program.

Keith Cosentino: That’s way better than the $5.00 off coupons I dropped off at the carwash. I thought I was helping –

Shane Jacks: You’re talking about $5.00 off PDR?

Keith Cosentino: I’m making a joke, but I do think that is super cool as well. There’s a lot of advantages to having a shop and doing cool stuff like that is one of them. Having toy drives and other cool community things can center around a shop. Not to say you couldn’t do it as a mobile guy, if you wanted to, but it’s awesome to have a shop. It’s awesome he came up with that idea and put it together. Thank you for sharing.

Shane Jacks: I just wanted to shout him out. That’s pretty cool.

Keith Cosentino: There are gonna be about 43 body techs that listen to this who are gonna pretend they’re 17, so they can go get some free training.

Shane Jacks: I’m just a little advanced for my age.

Keith Cosentino: I got that Benjamin Button disease or something.

Shane Jacks: Something.

Keith Cosentino: So, when you’ve got a prospect and an appointment, you’re heading there and you think you’re gonna do business, you never know until it’s a done deal. Oftentimes, you have a very good idea you’re gonna do business with somebody. Sometimes you’re not sure, but you never actually know until you shake hands and you’re doing a deal. So, I’ve got the four things that you need to do prior to your in-person sales call or meeting. In the world of sales, they call it a sales call, like you’re calling on an account. You can call it whatever you will, but it’s the time you meet in person before you actually agree to do business. Make sense?

Shane Jacks: Tons.

Keith Cosentino: Tons of sense is what we are about. These are cool things. This is the kind of stuff that gets me really excited because this is the kind of stuff that can make you money without spending any money. Not that I’m against spending money. I like buying tools. When you can just change your behaviors and change a couple strategies and you make double, triple, 20 times like the guy from the last show, that is cool, isn’t it?

Shane Jacks: Yes, it is. I have experienced this over the last few years. I say it time and again, Keith, but exponentially over the last few years. I don’t think you’ve gained quite as much as I have over the last few years because you were already there. Not as exponentially as some of the people that are out there now listening to you and me. They’re getting a ton of information fed to them every week. I’ve seen a huge difference in me with just a little bit of change in behavior. Have you changed a lot over the last few years? Yes? No?

Keith Cosentino: I’ve changed quite a bit.

Shane Jacks: Have you?

Keith Cosentino: To reference an Internet meme, this isn’t even my final form. I’m changing a lot. I’ve got all kinds of stuff coming still. I thought I had it down. Then, you learn some more techniques. Constant learning, constant tweaking of my system. I’ve been in the habit lately of recording some of my phone calls, which I did a little bit when I first found out about that technique. Then, I got off that. I’m starting to do it again. You realize how many mistakes you still make, even when your phone work is good. There’s always room for improvement.

Sometimes you think you know better than you really do. You think you’re trusting your gut, and you think you’re making a good decision, and it’s not always right because you didn’t follow the format, and you didn’t follow all the proper questions and ask them in the right way and have all the proper counters. It’s a labyrinth, if you were to draw out a phone script and yes/no and follow-up questions to people’s responses. It would be 42 pages wide. It would be tough to do, but it lives in your mind the more you do it.

Shane Jacks: And it varies from person to person. Not just depending on the questions and inflection in their voice. There are so many different things that are hard to explain over a podcast. We can’t explain eyebrow movements. Before the show, you and I were talking about faces scrunching up when they hear a price. That’s hard to describe and hard to measure over a podcast and hard to meter out. It’s refreshing to hear that you’re still growing and you’re gonna be a butterfly one day. You’re not in your final form, Keith. I think you’re beautiful already.

Keith Cosentino: If you stay until the end of the show or the end of these four things, I’ll share with you what Shane and I were talking about with that technique for scrunching faces. It’s something I learned from a book I’m listening to right now. I am going to recommend this book to you when I’m through with it, but I learned this one technique and you’re gonna love it. It’s gonna make you more powerful. Here are the four things I want you to do before your sales call. No. 1, get in the zone and be present. When you’re driving up and you’re close by, turn off the music or get off the phone, if you’re on a call that’s not relating to work and get in the zone.

Remember why you’re going to that home or that business. What are you there? What is the purpose of this mission? What is the purpose of you being in the car in that part of town in that moment? There’s only one purpose. Get in it and be present. Don’t be fooling around with texts or emails or Facebook. Like I’ve said, if you have a problem with that, physically leave the phone in the car when you walk out for the appointment. That will free you from that, if you are a chronic phone checker. Get yourself in the zone. Shane, this is probably something that’s tough for you when you’ve got so many things buzzing around you at the shop and someone pulls up right in the middle of something that you’re doing. You’ve gotta flip a switch, don’t you?

Shane Jacks: Yes. You would be amazed once you have a shop. Keith, you’re just as busy or busier than I am most of the time. When you’re looking from the outside in, you’re thinking, “He has a shop. He’s fixing X amount of dents a day, which means he’s taking X amount of phone calls the day before to set up that work for that day.” It’s not necessarily the day before, but you know what I mean. It is so much more involved than that, especially at a shop. There are so many things going on between having someone doing R&I for us for the hail and questions that they have, billing. Keith, you’re very rarely around your other techs, correct?

Keith Cosentino: Correct.

Shane Jacks: So, you’re by yourself. There’s no one else to ask you a question. No one else to bother you. I say “bother,” but that’s not really the correct term. You understand what I’m saying?

Keith Cosentino: Yes, I do.

Shane Jacks: No one else to get in your way and take up your time. There are times when I honestly feel here at the shop, Keith, that if I’m pushing 20 percent of the day, I’ve done good. I’m being serious. Depending on what’s going on.

Keith Cosentino: Yes, I know. You’re at everyone else’s mercy. At least I’m in some neighborhood at some guy’s house. If decide to shut off the phone, I’m free. You can’t hide. People can drive up. People can drop cars off. People can pick cars up. Like you said, other guys can ask you questions. I think it’s harder to be in the zone at the shop. Maybe you need to ask yourself, “What is the most effective things I can do with my time in this particular scenario?” It could be there are ten cars lined up ion the shop and that’s what’s gotta get done. You delegate the task of phone and greeting to somebody else. You say, “Just pretend I’m not here. You bid it. You handle it. I’m not here. I gotta get this done.”’ Or vice versa. “You guys handle the shop. There’s too much going on up front. I’m not in the shop right now. I’m up front.” Maybe you need to do that sometimes.

Shane Jacks: I do. We do that sometimes. I’m getting better about forwarding my phone. It doesn’t happen every day, of course, but I forward my phone a bit. It’s hard to relinquish that power, Keith. Let’s say I was in California with you and I was employed by you for six weeks. What percentage of that time would you feel comfortable leaving me with the phones? You don’t feel as comfortable leaving me with it as you do yourself. It’s hard to trust somebody else. Even when you trust them, it’s hard to let go of that.

Keith Cosentino: You have that problem. I do not.

Shane Jacks: You do not?

Keith Cosentino: No.

Shane Jacks: Good for you.

Keith Cosentino: I have a guy here who is my lead guy, and he is as good, if not better, than I am on the phone. He’s as good as, if not more responsible than, me as far as following up with leads and making sure everyone is satisfied at the end of the day. I owe this guy a big thanks and a special bonus. When I send him my phones, which has been more often than not lately, everything gets handled. He may have a tough time because he’s got two phones worth of traffic now, but he never complains about it. You gotta have the right people. Maybe your employees suck.

Shane Jacks: No.

Keith Cosentino: I can make that joke because I knew him.

Shane Jacks: Even before you made that joke, Keith, about the employees sucking, I was just thinking the main go-to guy that I have here now is very young in his PDR career, but he is actually good with follow-up and billing. Five or six times a day he says, “Shane, remember X. Did you do X? Did you do this? Did you call her? Did you call him?” He’s probably better than me. I am forgetful, Keith, but it’s also, like you said, there’s so much going on day-in and day-out around here. You’re doing three things at once. “I’m gonna go write that hail car that I have scheduled for next Tuesday to come in.” As soon as I’m done talking to Mr. Johnson who’s got the three-foot crease in his door, I’m gonna write it on the calendar. Then, you walk in and it is completely gone. He is really good and is better than I am about that stuff. I’m just gonna say he has less on his mind than me. That’s what I’m gonna blame it on.

Keith Cosentino: You won’t say it, but I will. There are a lot of guys that call you and wanna work with you and wanna train with you. Being in your shop is a coveted place to be and there’s a reason that you picked this guy to come and work for you. He’s a stud and you knew you could make him into something fantastic. It’s not just chance. He’s a killer guy and you guys have the right chemistry going on over there. No. 2.

Shane Jacks: Ready for it.

Keith Cosentino: Review your agenda with the prospect with regards to that visit. Many times, especially mobile guys, will just come on out and have a look. The customer is under no commitment or impression that you’re coming out there to do business. When they say, “When can you do it?” and you say, “Right now,” they’re all surprised. That scenario still ends nicely sometimes, but it ends badly sometimes too. That’s your fault. It’s not your customers. You people complain about the customers, “They’re this and that.” That’s your fault because you did not set them up with the proper expectation about what that meeting was going to be about.

They didn’t know that you are coming out there to give an estimate, and if they are happy with the estimate, proceed with the repair right there on the spot. I say that to people verbatim. You might have somebody who’s wishy-washy. “I can’t explain it that well. It’s hard to take a photo. Why don’t you just come out here and have a look at it?” You need to straight up slow down and say, “I would be happy to come out and have a look at it. The purpose of me coming out to look at it is to see if I can fix it. If I can fix it, and you’re happy with the estimate, is it something that you’re going to be ready to have done right there on the same visit?” That’s not that hard to say, but that’s gonna save you a lot of heartache, and it’s gonna let you know you’ve got a real deal on the other side. This is a job. As long as you can physically do it and find a price that they’re happy with, you’re gonna be working.

If you don’t do that, nobody knows what the purpose of the meeting is. Maybe the purpose of your sales call is not to do a repair. You need to talk about that with them too. There’s only a couple of scenarios where that would be, like a hail-damaged car, that you couldn’t physically do or a smash dent that you’re looking at on the way home from work and you don’t have time to start it in the afternoon. If you talked with your prospect about what you’re planning to do, what the purpose of this sales call is, you and the prospect are gonna be much more on the same page and ready to do business at the next level, wherever that level may be for that transaction. It might be straight to the repair. It might be to something else. Talk about the agenda. Make sense?

Shane Jacks: Tons. I would like to interject something about the shop here again. Last week or a couple of weeks ago, I was comparing you being mobile and most of the guys out there being mobile. It would be a lot harder for you than for me to run out and take a look. It’s not “that big of a deal.” There are a few things that make it a bigger deal than I originally said a couple of weeks. I’ve thought about this over the last couple of weeks and this topic just got me thinking more about it, Keith. Yes, I’ve got a lot of stuff going on here.

What if I can cut three or four of those out completely where I don’t even have to look at it? I can gauge what’s going on over the phone. They say they hit something, and I’m immediately thinking that it’s probably not gonna happen. I don’t ask any more questions. It only takes three minutes, so I just tell them to bring it on down, right? If I have a little better phone work, then I could probably weed a few of those people out and save myself 15 minutes a day. It doesn’t sound like a huge deal, but it really is.

No. 2, most of the time it’s for me to give them a quote, if it’s just a dent. We stay busy enough here that it’s hard for me to schedule stuff in. I just don’t do it. It’s not any harder for me to do than you, Keith, but I just typically don’t do it. I say, “Come on down.” It’s their time. It’s not mine. “Come on down. I’ll give you an estimate and we’ll get you scheduled in.” I can do better phone work, and I can find out what size it is, which I do. I do find out the basic size of it, but a lot of times I don’t ask for pictures, which I could get and could narrow it down a little bit more. With better phone work, I could also see how interested and how much money they are willing to spend, rather than going out there completely cold when they drive up. Does that make any sense?

Keith Cosentino: It makes perfect sense. There’s sometimes –

Shane Jacks: I’ve been thinking about that a lot lately. I really should do better phone work, so I’m not wasting time and I’ll have a better idea of what they’re willing to do/spend when they get here.

Keith Cosentino: Exactly right. The object of the game for any business that services cars is to capture a vehicle when it comes out the first time, right? You don’t want to send them away for an appointment tomorrow or Thursday because it might never come back. You wanna capture them the minute they get there. That’s why body shops have rental car companies there. “Get the keys” is a saying you may have heard before. You want the car. You wanna capture the work. I know that you’re working at capacity oftentimes, so you can’t really take on another car, but you can take it as long as you are upfront about how long it’s gonna take and when they can pick it up.

If you did a little bit of different phone work and said, “This sounds like something I could do. If you’ve got someone to drop you off and you leave it with me today, I can have it done for you in the morning.” If you get them down there with the intent of doing business with you it’s a different appointment than “Just come on by.” Just like our last episode, No. 72, we talked a lot about getting buy-in from your prospects, that’s a great way to get some buy-in. By having someone physically go out and jumpstart the Iroc, so you can get it down there to have a look at it. Once they’re down there, they’re in for something. They didn’t just text you photos in five seconds or ask you how much without telling you anything about the car. They brought it down. You’ve got an element of buy-in there that we generally don’t have from a mobile standpoint.

It’s not always apples and apples. It’s oranges sometimes. Like you said earlier when you were talking about me, no matter how good you are, there’s always room for improvement. It’s looking at those little details that brings you and me and you guys listening to the show to that next level that the competition is not gonna be able to keep up with. They’re just not doing this stuff. They’re not listening to a podcast. They’re having way more fun. They’re singing along to AC/DC. But you are studying.

Shane Jacks: Ignorance is bliss.

Keith Cosentino: Right. They’re having a great time. They’re gonna hit the pizza buffet. They’re gonna be done working at 3:00, but you’re grinding and studying and trying to get better, so you can make some more money and make your life a little more comfortable for your wife and kids.

Shane Jacks: I need to do a lot better on that end. After last week, I started thinking about it. I have buy-in when people are bringing it up here. I need to capitalize on that a little bit more and just go ahead and take care of it. Although I have buy-in when they come up here the first time, if I can’t repair some of the simpler things right away, I’m losing some of those. I realize that. I completely realize that. I stay busy enough where it doesn’t “bother me,” but I need to let it bother me a little more.

Keith Cosentino: I agree.

Shane Jacks: With hail that happens here virtually yearly –

Keith Cosentino: Except for the two years I wanted to come out there and work with you.

Shane Jacks: When I say that, it’s been a small amount the past two years. I’ve gotta get better at that. This is a little bit off-topic, but I wanted to say this earlier. Keith, it will only take me a minute. A lot of guys are listening to us and other people out there and they’re focusing on the money side only. That is huge. Making yourself more money is a big thing, but I also see a lot of guys commenting that they really need to work on their personality game. We talk about that a good bit. We don’t talk about that quite as much as money, but I think guys like the money side of things.

It’s easy to collect more money. When I say “easy,” if somebody offers me $300.00 more for a repair, it is really easy for me to smile and take that. It’s a lot harder for me to change my attitude and my game to get that extra $300.00. I had a huge example of that the other day. I’m getting sod laid in my backyard because I’m sick of it looking like crap, and I’m laying down quite a large chunk of money for that. I pump water from a creek to my irrigation system because it’s better.

Keith Cosentino: From what?

Shane Jacks: The creek.

Keith Cosentino: Do you mean a crick?

Shane Jacks: I’m sorry. The crick, the stream.

Keith Cosentino: I got it. Sorry.

Shane Jacks: So, I’m pumping water from the crick because a.) It’s free and b.) It’s better for the lawn than the chlorinated, fluoride crap. Anyway, the day that they’re coming out to prep the yard and lay the sod, we realize that the pump is not working correctly. I had to go buy an emergency pump. I’m down here at the pump place, right? I walk in at 8:00 a.m. when they open. I walk in and the guy at the counter says, “Hey.” I said, “Good morning. How are you?” He just looks at me with this look on his face. He says, “I’m here.” I was genuinely offended when he said it. Five years ago, I would have been, “I’m feeling you, brother.”

Keith, you are going to laugh and cringe at the same time. I have literally said that to customers in the past out of complete exhaustion. They walk in and say, “How are you doing?” It’s been less than a handful of times when I’ve said, “I’m here, man.” When it happened to me at that pump place, I felt like stomping him. “Dude, do you realize what you’re doing to your business here?” It wasn’t his business, but “Do you realize what you’re doing here? Keith Cosentino would tear you apart, but he’s not here right now.”

Keith Cosentino: I’m not there.

Shane Jacks: “So, I’m just going to stare at you.” I brought him around. I took a challenge upon myself. For the ten minutes that I was there, I challenged myself to bring him around the smiling. I did, and he was in a better mood when I left, so I felt good about that.

Keith Cosentino: It’s fun to do.

Shane Jacks: Yes, it is. If you’re gonna collect more money, it’s not just about “It’s gonna cost you this much.” Up your game.

Keith Cosentino: You don’t get the money as easily, unless you get the attitude right first. When I’m talking to guys about their retail sales, half of what we’re talking about is the way you carry yourself, the way you speak, the way you interact with people. That’s half, sometimes more than half. It’s not the price, the clothes. It’s making a connection with the people really from your heart trying to help them and doing something great for them and make their life better. Treat them as people. It sounds touchy-feely, but that’s the truth.

When you can smile and make a crappy situation a little bit better for somebody and you’re well compensated, so you’re happy to be there and you can justify that to the customer, so they understand that it’s not a rip off, the world is a good place to be. When you give me “I’m here. I’m alive. Glad it’s Friday, I’ll tell you that much,” that stuff sucks. You here it all the time around dealerships because nobody grows up thinking; “I can’t wait to work in the back of a dealership.” I hear it all the time from those guys. Over the years, I finally made my standard response, “I am fantastic,” when someone asks me how I’m doing.

Shane Jacks: Same here. Great or fantastic. Even when I’m not, I say it now.

Keith Cosentino: Right. I can tell you I’m not perfect because I’ll always say it with my mouth, but sometimes I don’t say it with my body. I’ve got that dry humor thing going on and I’m really pissed and I don’t wanna be working anymore on that particular day, and they’ll say, “Keith, how are you?” “I’m fantastic.” It doesn’t work the way it’s supposed to work unless you smile, and you really are kind of good. You don’t have to be fantastic, but you have to be kind of good. It gets people’s attention and makes them think, “That’s great. You don’t hear that very often.” It starts a conversation, if you want.

Shane Jacks: A great example is when you go to a restaurant. You can have the exact same service, the technical side of the service. Your tea glass can stay three-quarters of the way full or fuller the entire meal. You never really have to ask for anything. If you do ask for something, they bring you what you want within 30 seconds. But if that waitress or waiter has a smile on their face and is joyous, even though the technical side of the service can be the exact same, you’re gonna tip that person who has a better attitude or is more –

Keith Cosentino: Fun.

Shane Jacks: More fun to be around. You’re gonna tip them better, period. It’s the same with ours. You don’t have to look at it as a tip. The tip is you getting the extra money out of it or actually closing the deal. That’s your tip.

Keith Cosentino: That’s why I call all my female customers, Sugar.

Shane Jacks: You are really good at calling people by their name. I think about the restaurant deal out here, dude, constantly. I remember her name.

Keith Cosentino: You working on that?

Shane Jacks: Yes. Her name was Jen. I don’t know if you remember that or not. We went to a restaurant out here and you called her Jen 400 times. By the end of it, I thought she was gonna think you were a stalker, but that wasn’t the case. You were just very attentive, and you wanted to make people feel good. My nephew was out here who is 19 years old. I’m teaching him this stuff also, which is pretty cool. Around here, you don’t get it. “Yes,” “No,” “Give me this to eat.” You’ve gotten onto me about that before I’m getting better at that also.

Keith Cosentino: “Give me a steak and a drink.” If you said that to your mama, she would slap the taste out of your mouth. If my kids say, “Give me” anything, they’re getting a boot to their drawers and they’re going back up to their room.

Shane Jacks: It’s a little different culture. It really is. It’s a different part of the country.

Keith Cosentino: I thought the Southern thing was all about manners and treating everybody right.

Shane Jacks: I actually had a conversation with a customer who was strange. That’s beside the point. She asked me virtually every question in the book. Recently divorced and she was looking for something. Anyway, she was, “Have you ever been to California?” I said, “Yes, I have a buddy that lives out there, and I’ve been out there a few times.” She’s from here and has a way worse accent than I do. She said, “You always hear about people talking about Southern hospitality. Those people out there are a lot happier than we are and they’re nice to you.”

This Southern charm and hospitality thing is a freaking farce. It really is, for the most part. That’s a whole other conversation. I’m working on it, Keith. I like how you call people by their names, even when they’re in a restaurant. They’re serving you, but calling them by their name and smiling at them is gonna make every table they wait on the rest of the night better because they’re gonna feel better about themselves. “He actually took the time to remember my name.” They’re not actually gonna think that, but it affects people.

Keith Cosentino: It’s a big deal, but we’re off on a tangent. I wanna talk about this for a second.

Shane Jacks: Yes, I’m sorry.

Keith Cosentino: No, it’s good. This stuff is important in this face-to-face interaction stuff. We have covered that in the past, but I’m sure we’ll cover it again, but not on this show. When you’re trying to make a connection with a prospect and make them feel comfortable before you’re talking numbers, you’re telling stories. If you’ve remembered their name, which I hope you’ve tried to do and you can, it’s really nice to use their name in the story. “You know, Mike, when he told me that, I just about crapped my pants.” You bring his name, Mike, up.

If you think that they don’t know your name, you throw them a bone. “You know what he did? He come up to me and said, ‘Keith, I can’t believe blah blah blah.’” You give them your name again without saying, “This is my name.” It’s a great way to throw them a bone because they wanna reciprocate and call you by your name, but they have forgotten, which most people do. You just find a way to throw it back out there again. I learned that from a guy who was a really good conversationalist. He never told me the technique. I just observed it and I thought, “That is genius,” and I do that now.

Shane Jacks: I never thought about that. That’s good.

Keith Cosentino: Yes, it’s really great. Really powerful. The time has come. The Black Plague Smooth Series Tabs are a reality. They are available for you now on BlackPlaguePDR.com. If you’ve been living under a rock, it is time to come out. We are making money out here with glue pulling, and we’re using the Smooth Series Tabs to do it. We are getting pulls out of these tabs that you cannot get from any tabs no matter the price. These things flat hook up. Strong snappy pulls every time. These tabs, along with the green glue that we also have on the site, are blowing people away. If you wanna be a part of the movement, get yourself over there and get some tabs into your box. BlackPlaguePDR.com or DeadRatTabs.com. Guys, the game has changed. Don’t get left behind. Stay on the cutting edge.

Shane Jacks: Good stuff. My apologies.

Keith Cosentino: So, No. 3. No apologies necessary. We are learning on several levels on the PDR College podcast. I know you haven’t listened to every single show, have you? You have? Every single show? I can’t even remember every single show. I should listen to them again.

Shane Jacks: I haven’t listened to every one.

Keith Cosentino: No. 3. Rehearse your opener to the pricing guide and detach yourself from the outcome. This is a very important step. This might be the most important of these first three. What do I mean by “rehearse your opener?” We’ve talked a lot about this pricing guide. I’m 100 percent on board. My company uses one now. I recommend you use one as well. If you don’t know what I’m talking about, it’s a written pricing guide that talks about the conditions of the dent, is it on a body line, is it steel aluminum, how many inches long is it, and it gives a price based on those conditions. It’s right there written and laminated, so it doesn’t look like you made it up, and you’re pulling the price out of your rear end.

So, the pricing guide is where it’s at. It allows me to get much higher prices than you would when you’re just spitballing because it holds you to a system. If you haven’t used one in the past or you’re just starting to use one, it can be awkward to get it out. What I mean by rehearse your opener is, have the way, the terms you use and the things you say, memorized and pre-planned out. You wrote it ten different ways and picked the one you liked the best and you memorized it. When they say, “How much is it going to cost?” you say something that you’ve prepared. “We have a pricing guide that takes into factor several conditions of the dent and it will tell us what the price should be. Why don’t we get that out and have a look?”

For me, that comes with the depth gauge, the paint gauge, a magnet and a pricing guide and a light. We’re doing the entire estimate. I’m not here to tell you I’m perfect. There’s oftentimes I write an estimate without a light, and I know it’s steel, so I don’t get the magnet out, but I will tell you, every time I don’t do one of those things, I wish I did again at the end. I always wish I did. I always cost myself a few bucks. Sometimes I’ll have a weird day or weird period of a day where I’m quoting prices and they’re just not that great. If I look back and say, “What am I doing here?” it’s always because I missed a step. I didn’t slow the estimate down enough.

Shane Jacks: You’ve changed quite a bit on your approach to this.

Keith Cosentino: Yes, I have.

Shane Jacks: I’m not sure I’m completely sold on it. I’ve been thinking a lot about this lately also. In the past, you and I have spoken about how the conditions of every dent are different. Therefore, the price can be different on every dent and can be justified as such, correct? That was our former stance.

Keith Cosentino: Yes.

Shane Jacks: That can still be the stance with this pricing guide, if there are enough conditions and upcharges that you can keep adding on at will. Does that make sense?

Keith Cosentino: There almost are. I already have five improvements I wanna make to it, but I laminated 50 of them, so I’m taking a little longer using them and making sure there aren’t more changes I wanna make, so I don’t have to make them again. For example, mine starts at dents at one inch for $150.00 with no additional factors. That needs to say “dents up to one inch.” Not just dents, one inch. People are, “My dent’s the size of a pencil eraser. How much is that?” “Well, it’s dents up to one inch. If I touch the car, it’s a one-inch.” That’s one little thing that needs to change. You can put whatever price you want on your pricing guide. I’m not telling you what prices to put. Put $1 million or $5.00, I don’t care. If you put them on there, so you want them to be higher than you would normally, you wanna use it.

The second half of No. 3 is detach yourself from the outcome. That means, you are not physically or mentally engaged in whether or not they do or don’t like the price. Just detach yourself from the scenario. It’s really hard to do because you want that job. You drove there or you’re engaging with a customer. You want that job, so it’s hard to detach yourself and say, “I don’t care what happens,” but you have to do it right. So, you just get out the guide. You and that person are doing it together. You say, “It’s this and that. It’s this many inches, so that means it goes to this price. It’s an additional here. That’s the total.” If you’re feeling their pain, you’re gonna stop adding things and think, “That’s a fair price. We’re at a fair price already.”

What you’re doing is selling yourself short on a couple of different levels. If they’re gonna negotiate, remember that topic that you shared with us, Shane, on anchoring. It’s not the same for everybody because I know you said you don’t get a lot of negotiation, but you gotta be ready for it no matter what, whether you get it or not. If they’re gonna negotiate, and you stop short on your additional charges and you stop right there, they’re gonna negotiate from that point. You’ve gotta go all the way to the top, the maximum price this thing could be according to the chart. Not making it up and doubling it. Just everything adds up to the proper amount and that’s what the price is.

They’re either gonna take it or they’re not. If they’re not, and you decide to negotiate, at least you’re starting from the highest point and not starting from the point that you really wanted to end at in the first place. You know what I’m saying there?

Shane Jacks: Yes. So, you’re detached from the outcome until there’s a negotiation initiated by them.

Keith Cosentino: Right. Obviously, you can’t detach from the outcome because you wanna push dents to make money. That’s obvious. But you’ve gotta detach yourself while you’re doing the calculation.

Shane Jacks: From the first price you throw out.

Keith Cosentino: Yes.

Shane Jacks: That makes sense.

Keith Cosentino: It does. Even for a few minutes after that, when they say, “Gosh, that’s expensive.” I had a guy today who had a seven-inch crease in the right rear door of a Chevy Equinox. Not a real nice car, but a black car with a seven-inch crease. He is a repeat customer. I said, “We have a pricing guide now that helps us determine the pricing based on the factors of the dents. Let’s have a look. It looks like it’s a little over seven inches. We’ll just call it seven. If we flip this around here, it will tell us a seven-inch dent is $450.00.” He said, “Wow. You guys have gotten a lot more expensive.” Instead of saying, “I know,” I said, “Well, we really haven’t. If you look here, a one- or two-inch dent is $150.00 or $200.00. That’s been our pricing for a long time.”

He said, “That’s about what you charged me before to do a couple of dings like that.” Then, I explained to him that a crease is a challenging dent, and he said, “Let’s do it.” That was it. His entire negotiation was “This seems high.” I showed him the old prices and the chart, and it was a done deal. Had I said, “You know what? You’re right. We used to be a little less. Tell you what. I’ll do it for whatever,” that would have been different. I would have been too attached, too engaged. So, detach yourself from the outcome and prepare your opener for the pricing guide ahead of time, so you don’t fumble and seem weird.

Are you trying to stay on the cutting edge of paintless dent removal when it comes to your tools? If so, you need to make sure you have two things in your arsenal. One is Shane Jacks Jackhammer Blending Hammer. Find it at BlendingHammerPDR.com. If you wanna learn blending, we’ve got an awesome tutorial to go along with the hammer right there on the site. You’re gonna love it. You’re gonna learn something, and you’re gonna get better and make money.

In addition to the hammer, if you are doing any glue pulling, you need to have the Black Plague Crease Tabs. It’s a six-piece, crease pulling set. The two largest are absolute monsters. They are gonna pull out collision damage like nothing else you’ve got available, and the smaller sizes are gonna be for the normal, everyday kind of door edges and minor collision dents and a dog leg in the bottom of a door. I’m telling you guys, it is gonna change the way you do your repairs when you have the cutting edge tools. These are two of them: BlackPlaguePDR.com, BlendingHammerPDR.com. Check out the sites, guys. Bring yourselves into the 21st century. No. 4. You’ve done all these other things. You’ve given a nice estimate. They’re giving you an answer other than yes, let’s do it.

Shane Jacks: I’m gonna throw this one out there. Ready? Be ready to ask for the close.

Keith Cosentino: Shane already knew it.

Shane Jacks: I just guessed it. Am I right?

Keith Cosentino: It’s 100 percent right. You’ve gotta close.

Shane Jacks: I felt like I had to say something. You’ve been talking for a while.

Keith Cosentino: You’ve gotta try to close them. You’ve gotta ask for the close and there’s 100,000 different ways you can ask for the close. There’s a whole other show we can do on closing and how to close sales. There are a million books. It’s infinite. The basic building blocks are asking for the sale. “Are you ready to have this dent fixed today? Would you like to do it now or tomorrow? Would you like to do it here to there?” It’s always a yes and a yes. You have to ask for that close. If you just say, “If you decide you need me, just give me a call,” you’re done.

They’re gonna come across a better salesman, and they’re gonna get closed somewhere else and they’re gonna do the repair because they kind of wanted to, but kind of didn’t, and you didn’t ferret out why and you didn’t ask for the sale and someone else did. So, if you think that’s being pushy, you don’t understand selling. You’re helping them make the decision that you know is best for them. It’s not being pushy. You’re helping them. Even though it doesn’t seem like it. Just like when you take your kid to the dentist. You’re helping them, but if you ask them, they don’t like it. They don’t wanna be there. You’re not doing them any favors, but you know you’re helping them.

Shane Jacks: Out of this entire discussion, this is where I need the most work, honestly, Keith. I worked on it this week. Maybe it was last week. I had a gentleman pull up in a 1963 Volkswagen Beetle. This is restored to original. It’s got the roof rack on it and the goofy looking rims. The thing was a really cool looking car. The guy loves the car, but it’s not the greatest body work in the world. He’s got a door ding in it and some of the bad body work on the hood was a little raised back in that round corner that they have on the back of them. He was, “How much would it be to fix this?”

He likes this car. There’s buy-in there and he brought it up here out of the garage, which he never does. He hardly ever drives this thing. So, I knew I could get him, if I worked. I told him, “For this one door ding on the right door and these waves on the hood, $500.00.” You could tell he was, “Huh.” He didn’t say anything. I handed him my card. Again, I didn’t write this $500.00 down. I didn’t have my pricing guide I just threw it out there. I had no basis or substance for that $500.00. It was just a number pulled out of my rear end.

Keith Cosentino: Which is part of the reason he just said, “Huh.”

Shane Jacks: However, he said, “I really want to get it done.” He didn’t say, “Let’s schedule it or when do you have an opening?” which is what happens a lot. I started to say, “Do you wanna give me a call when you make your decision?”

Keith Cosentino: Do you want to leave without spending money?

Shane Jacks: Do you wanna leave without spending money, basically? I said, “We could go ahead and schedule it.” Then, I stopped. I said, “Why don’t we walk in and see when my next available opening is?” Right then, he said, “Okay.” We walk in, open the calendar. He said, “You’re a busy guy.” I said, “Yes. We do good work here and try to take care of our customers. We have a lot of repeat.” I’m giving him the whole spiel.
Keith Cosentino: Plus you did that trick where you write down everything you eat in your daily calendar, so if you glance quickly, it looks like you’re doing a lot of work.

Shane Jacks: And I’m really not doing a whole lot.

Keith Cosentino: Caesar salad?

Shane Jacks: I was, “A job of this size we could get in,” and I wrote him down for the seventh of July. He said, “That sounds good. Let me check my calendar.” I knew he wasn’t just saying it. He checked his calendar on his phone. He’s, “I can do it then. I’ll bring it up here in the morning.” So, he’s in. He’s down. Had I just said, “Do you wanna give me a call when you make your decision?” I don’t know if I would have gotten a call back within the next few days to schedule for the seventh.

Keith Cosentino: You wouldn’t have. I want that car now. I don’t wanna wait a week or a week and a half. I know you’re busy and you’ve got stuff to do, but I’m doing everything to do it now. Even if I’ve got five cars in the shop and six people in the waiting room. “You know, I’ve got another tech back there helping me, and he knows these cars real well. If you leave it with me now for about three hours, I think we can get it done.” I don’t know how I’m gonna make it happen, but I know I want that car now. The chances of me doing it now are infinitely better than me doing it seven days from now.

Shane Jacks: I completely agree with you 100 percent. However you’re not doing 60 hail cars. It’s money.

Keith Cosentino: I know. Hail cars are the big equalizers because of the big tickets, and they skew your vision.

Shane Jacks: If he told me “No” on that $500.00 on the seventh, it wouldn’t have hurt my feelings.

Keith Cosentino: I know that.

Shane Jacks: At this point. Give me three weeks, and it will. We’ll be out of hail cars.

Keith Cosentino: Don’t forget why you built the building in the first place and that’s to fix cars. Everyone that leaves should hurt you, even if it doesn’t.

Shane Jacks: I can’t work 24 hours a day. I apologize, but I really can’t. If I brought in everything right then, it just wouldn’t happen. I would not sleep at all, period.

Keith Cosentino: If you are at the highest level in PDR and you’re around the Greenville area and wanna come and work somewhere that’s awesome, call Shane. He needs more people.

Shane Jacks: Yes, we’ve discussed this.

Keith Cosentino: So, those are the four things I want you to do prior to meeting with your prospects. If you do them and do them well, you are going to close more and make more money. So, learn them, practice them, put them into your routine without fail and you will be better. I think I referenced earlier that I have been listening to this book on negotiating, which is really cool. This guy has a lot of techniques for negotiating, and I’m learning a lot from it. I’m gonna share a bunch with you. We’ll probably do a whole show on it because it’s really fun stuff.

One of the things I learned today that I wanted to share with you right away. It’s kind of funny and I promise it’s happened to all of you from the other side. You’re given a price and this happens. You’ve got a price in your mind. Maybe you’re not using the pricing guide or maybe you are, but you’ve got the price in your mind figured out and you’re starting to explain it.

Before you even get to the worst part, you say, “For this dent here, it will be $275.00,” and the person physically contorts their face, make a face or even shrugs their shoulders up, and says, “Man, that is expensive. That is a lot of money.” We’ve all had it happen to us, right? I know it’s happened to you, Shane, a million times because it’s happened to me a million times. It’s called “the wince.” I don’t care if you think you do or don’t. I promise you you do. You adjust your price in your mind, don’t you?

Shane Jacks: Yes.

Keith Cosentino: You’re thinking, “This dude is out at $250.00 and I’ve got another $500.00 I need to talk about.” So, you think, “$250.00 and that will take care of a couple of different things.” That’s because you haven’t detached yourself properly from the price, like we talked about earlier. That is a learned skill. It is not easy to learn. You gotta keep working on it. So, if you’re still too engaged and you get the wince, know that that is a technique for buying stuff. So, you can try it out.

The next time you are at a service that has a variable price, and they give you the first number, try the wince and see if they don’t lower that number right away to some degree or offer some other concession right away to try to reel you back in. It’s a valid technique, and it’s happened to all of us. We’ve all adjusted our prices because of it. Remember that car dealers are career negotiators. They know all these tricks. They know more than you’re ever gonna know, so they’re using them on you all the time, whether you know it or not.

So, it’s not a real wince. It’s a skill that they’re gonna try to use to get you to adjust your price. Now that you know that, you have immunity to the wince, thanks to me and Shane. Next time you get the wince, just stay detached, stay on the price, deliver the price and deliver the value. Forget about the wince. It’s fake. I thought that was the coolest thing. That has happened to me so many times and now I know it’s a trick. It’s a trick they may not even know they’re pulling on you.

Shane Jacks: I like it. I’ve used it several times. Every time I go to McDonalds.

Keith Cosentino: So, that’s the show, fellows. The four things to do prior to your meeting, your sales call. I’m turning you into real sales people. I wanna give a shout out to the fellows who have reached out to me for some coaching. I am in the process of looking at all of your submissions and trying to figure out who is the best fit for me because I can’t work with everybody. I’m gonna be getting back with you. If I haven’t already by the time you hear this, I’m gonna be getting back with you soon. We’re gonna do some exciting things with a couple of guys around the world and country.

Speaking of countries, I know we’re running a little bit late here, Shane, but we had a really cool voicemail form one of our listeners in the U.K. and I wanted to share it here with you guys. The U.K.’s a tough market. There are a lot of guys up there who are really dug into the fact that we have to do things cheap to work successfully in PDR. There are a couple of guys who are drinking our American Kool-Aid and they are getting the big numbers in the U.K. Imagine that, cars are expensive there too. I’m excited about that, and I wanna play that for you right here in a moment. Sound good, Shane?

Shane Jacks: Excellent. Can’t wait to hear it.

Steve: Hi guys. It’s Steve from the U.K. here. Just sending you a quick voicemail because I have five minutes to spare. It’s British summertime at the moment. I turned up to do a job, and it’s absolutely tapping it down with rain, so I’m gonna wait five minutes and the shower passing before I get back into the working day. But really it’s just a big thank you from me. You’re 72 podcasts in now, and the fact that you guys have been sharing all these techniques and obviously the new tooling that’s come out over the 18 months has made a massive difference to me personally in my business and how I conduct business.

I know there’s a hardcore following of listeners in the U.K. that haven’t missed a show also. They feel exactly the same way. It’s really just a message to say, “Keep up the good work.” We do appreciate it. I know you guys aren’t getting paid really, but I’m sure you make plenty off the tools. Continued success for everyone. Thanks, guys.

Keith Cosentino: All right. Thanks, Steve, for shouting out to us via the voicemail. We love to hear that stuff from you guys. To everyone else who wants to pass on a compliment, send it. We love it. Like Steve said, we are not getting rich on the podcasts. We make a couple bucks selling our tools, but trust me, we are both still pushing dents every day. So, it’s not that kind of thing. We do it because we love it and it helps us get better at the same time. Thanks for hanging out with us for an hour. We know there’s a lot of places you could be, but you are here with us trying to get better. Share your stories with us. Please share your opinion about the show on iTunes or any other review platform that you see fit. It makes us feel good and it helps other people find the show. Until next time, fellows.

Shane Jacks: Get better.

[End of Audio]

Duration: 68 minutes

PDR College Podcast #72

Get Buy-In from your Prospects

Knowing how to make sure your prospects are invested in every transaction you do with them will increase your closing percentage incredibly! In this episode you will learn how to master these situations and increase your sales! Make more money!

NEW Edge Jack Tool

Recon Pro

New TabWeld Glue is available NOW

Ultimate Route and Retail Tab Set 


Keith Cosentino: Let’s talk a little bit about hot glue, specif for paintless dent removal. What kind are you using? You can get a decent pull from any type of glue. I mean any. You can go get some stuff from the craft store. You can get stuff from Walmart. In fact, I used Walmart glue for a long time. Before I really got into the manufacturing side of PDR, Walmart glue was my glue. You know what I thought? All these colored glues are fancy ways to trick me out of money. How much better can they work?

Well, to some degree, I was right. Some of those colors suck and they’re there just to take your money. However, once I opened my eyes and got some of the samples of glues that were the real deal, glues that really did work better, I thought, “Holy smokes! Here I am again, doubting the technical progress of our trade. Just because something looks different doesn’t mean it’s not better. It doesn’t mean it’s a scam.” So I started using colored glues. I found two that worked amazingly: green glue and the pink glue. We stock both of them on blackplaguepdr.com.

But I wanted a glue that worked even better than that. Can a glue work too good? Yes. Superglue and Liquid Nails work too good. They will take the paint off the car. That’s not what we’re after. It’s a fine line of maximum adhesion but not going over the top and ripping the paint off the car, putting us further back than we started in the first place. We wanna leave the paint on the car. So we need something that doesn’t have maximum adhesion for a hot-melt glue. There’s a lot of glues out there that are made for construction and manufacturing that would make this glue look like it doesn’t work, our glues that we use. But we have a specific purpose and we need to find a maximum adhesion we can get out of those conditions.

That’s what we’ve done with our new line of glue, TabWeld. TabWeld is the new standard for PDR. You don’t think it can better because what you’re using works now. But if you want to function at the highest level, you’ve gotta squeeze the last 2, 3, 5, 10 percent of performance out that everyone else is leaving. It’s just like racing cars. Everything has to be dialed if you wanna go faster than the other guy. If you wanna do a better repair with less pulls, or do a repair that someone else said couldn’t be done, you’ve gotta have the best tools. And glue is so stinking cheap for how much you use. I did a $600.00 repair the other day. I was on it for four hours. And I used two sticks of TabWeld the whole time, and I glue pulled the whole time. That’s not a lot of money to put in, and there’s almost no other expenses in our business.
Stop being shortsighted. Buy the glue that’s gonna make your life easier and more profitable. Don’t forget, that’s what I’m all about in this business: making more money. And if you’re using the right tools, you’re gonna make more of it. I can promise you that. You got the right lights. You got the right tools. You got the right tabs and the right glues and you know how to use it all? Magic happens.

That’s what I’m trying to tell you about. There’s a glue that works better than what you’re using now and it’s called TabWeld. It’s still in an early release stage. We’ve got samples out right now. If you buy anything on blackplaguepdr.com you’re gonna get a sample. You can go on there and just pick the sample, if you want. You’ve gotta pay for shipping if you do that. But very shortly, here, in a matter of weeks, the TabWeld is gonna be released full steam ahead and you can have as much of it as you’d like.

Check out the website TabWeld.com. You can pop yourself onto our mailing list there so you can be notified the minute we are releasing it. We’ve got some exciting stuff coming out with that. You are going to be impressed, I promise you. And if you don’t like it, I’ll buy it back because I use it every single day. I can’t have enough of it. Buy it! Enjoy it! Make more money! TabWeld.com.

I’m Keith Cosentino; he’s Shane Jacks. This is the PDR College podcast, where we are happy to hang out with you every week to work on your PDR company. Paintless dent removal is our passion and we are here to share everything we’ve learned with you to help drag you out of the depths of mediocrity and bring you up here on top of the mountain where we are enjoying the nice clean air. We do it because we want more and more satisfaction. But we want satisfaction by way of cash.

Shane, tell these boys and girls why we want so much cash.

Shane Jacks: So we can hire personal Sherpas to take us up that mountain we are climbing, Keith.

Keith Cosentino: I would love to have a personal Sherpa. But does he have to look so ethnic? Can I have one that fits in more in my neighborhood?

Shane Jacks: That’s fine. I don’t think that’s a problem. I don’t know if he’ll be able to climb or not. Do you guys even have hills out there?

Keith Cosentino: We got some hills. We got foothills. We literally have foothills. I would love to have a Sherpa. I do not hate on any Sherpas. I don’t even know what nation that is.

Shane Jacks: I was about to ask you, actually. I swear that was the next thing coming out of my mouth.

Keith Cosentino: I could only get more racist as I guess. So I’m just not even gonna guess.

Shane Jacks: To get more racist you would have to start as a racist. There’s some admission there.

Keith Cosentino: Yes. There is. Since I can pretend I’m a comedian, I get immunity and I can make all these crazy racist jokes. And then I can say, “Hey, man. I’m just joking. I got black friends.”

Shane Jacks: The key word there was ‘pretend.’

Keith Cosentino: Yes. What’s going on in the world of Shane Jacks? There’s some exciting stuff going on over there.

Shane Jacks: We’ve got this new tool coming out, Keith. The more I use it and let other guys use it – you’ve used it now, actually.

Keith Cosentino: And I wanna tell everybody don’t be sad. You see pictures all over the Internet of people using it and you’re not one of them. I, for a long time, was also not one of them. Don’t feel bad if you didn’t make it to the initial batch. Neither did I.

Shane Jacks: It’s because I tend to ship my products out by horseback. And you are on the other side of the country and it just took a while to get there, Keith.

Keith Cosentino: That’s why my glue didn’t get to you. I strapped it to a stray cat.

Shane Jacks: I still don’t have any fricking glue. Everybody else has glue. Everyone.

Keith Cosentino: That is the truth.

Shane Jacks: I’m looking at these pictures on Facebook. “Hey, I got my TabWeld.”

Keith Cosentino: Man, we shipped a lot of TabWeld. And we still got a little bit left over, so if you missed the boat there, it’s open. It’s there. It’s ready to go.

But this new tool of yours, I got to use for the first time on a Tesla hood. I know a lot of you all haven’t seen these Teslas unless you’re in a rather affluent area, then they’re everywhere. They’re everywhere here. They all have this notorious damage in the front of the hood because it’s a stupid construction style. They kind of screwed it up, and if you push down to shut it you make damage there. It just contorts it. It can be in five different ways it can be damaged. It can be just a fold line. It can be a crease along the front of the hood. It can be a big, what I call mystery lump, or a combination of all those things.

Everybody’s got a different scenario for fixing them because we’re trying to figure out as an industry, but when there’s a fairly large – I’d say about an inch and a quarter of double layer where the inside aluminum and outside aluminum is in the panel bond – and if you don’t know what that is, the panel bond is when they’re skinning a panel, it’s not just crimped over on the edges. It’s actually glued with an epoxy. They call it panel bond. It’s mechanically folded over and fixed but it’s also glued on, the skin to the shell.

That panel bond is crazy strong. When you try to glue pull something through the panel bond, it won’t work because the panel bond glue is stronger than the PDR glue, so you lose that fight every time. That’s why when you put a tab right on the edge of a panel, trying to pull up away from that fold line, when you’re trying to tab a fold line down, if you pull too hard you create this crease. The crease is that – you think how can I make a crease by glue pulling? What’s happening is the outside skin is stuck in that panel bond, so right where it isn’t stuck the PDR glue is strong enough to pull it up so high that it creates a big enough difference between the panel bond and where you yanked that it manifests as a crease.

There’s nothing you can do to fix those creases except work through the double layer. Before, the only way we did that is to just whack it, try to whack it accurately. Some guys are good at it and some guys were not good at it. Most guys are in the middle. But now with this tool of yours, Shane, you can just work it with normal steady pressure like you’ve got a tool with the perfect leverage and the perfect hole and the perfect length and tip and everything. You just push and you can see what you’re doing and everything goes – it comes out smooth.

I did a six-inch panel bond crease in this Tesla hood. Gosh, probably five minutes. And that was the second time I ever used the tool. The first time I ruined a door edge because I didn’t know how powerful it was. That was on a trial – a parts truck, it’s all smashed up. But this time was the first time I really used it on a nice car. I used the whale tail tip to work the crease lengthwise instead of poking it up with a bunch of little points. Man, so fast, so smooth, a beautiful repair in minutes. Amazing.

That repair literally would not have been possible at all, really. I could have hit it with a tap down, but a six-inch long crease, you’re gonna buckle that up somewhere. You’re gonna over strike it or you’re gonna get two strikes so close to each other but not close enough that you can’t get in between the two. Because when you hit it with the tap down, you make little divots in the bottom, and then you’re likely to go back into those divots with the tap down the next time and back in the wrong spot.

Everybody throws this term around in PDR: game changer. Everything’s a game changer. But it’s not really true. It’s kind of a dumb thing to say. If my TabWeld is better than before, it’s not a game changer. It’s just making the same – it’s the same exact game but better. You haven’t really changed it. But this is. There was no other method to do this repair and now there is. That, as a definition, is a game changer. This changes what you’re gonna do when you encounter this type of damage. Like glue pulling initially, it was a game changer. This is a game changer. It’s changing the way you’re gonna attack these kinds of damages, which you don’t think they’re that common are that common until you get the tool in your hands and you realize there’s actually quite a few.

I didn’t tell you this, Shane. I had a Boxster S, second generation Boxster S, clamshell smash. The roof was halfway up and the internal cable system broke and the whole thing came crashing down on top of itself, and put like an – I don’t know. I didn’t measure the thing. About a 12 inch dent in this clamshell. If you know those cars, that clamshell isn’t even 12 inches wide. The whole thing was smashed in this big section. They’re flimsy metal.

I just got to repairing it nice and slow, and then once I finally put the light on it, I could see the back edge was bent in the double layer where it was seamed together. It was kinked down. It kinks – it comes over and down. It’s not a flat lip like an edge of a door. It has a 90-degree lip on it. I couldn’t really hit it with a tap down on its side, like I’d like to. So I got the edge jack back out with that same whale tail tip and I’ll be darned if I wasn’t able to straighten that edge just with a few squeezes of the mini lifter.

Shane Jacks: Nice.

Keith Cosentino: And relax that tension on it. Because if you’ve got tension like that in the corner when the whole dent runs all the way across the panel, it’s gonna lock up there. That was the first thing I did and it relaxed the whole thing. It enabled me to do the repair. Man, that is the handiest tool. And it’s not gonna be that expensive, so if you don’t buy it, you’re kind of a retard. You’re not even really in the business.

Shane Jacks: There are some situations where you think, “Well, I could still use the hammer and awl or knock down or whatever.” Back edges of hoods? You’re completely blind if you’re trying to do that because you’re underneath the hood. The front edges of hoods, one of the big advantages here, Keith, it doesn’t matter how hard you strap that hood down. If you’ve got hood props and straps and you think you’ve got that thing as secure as you can possibly get it, it’s not secure. When you’re striking it, it’s still flexing a ton and you’re losing a ton of power. So what do you have to do there? You’ve gotta back your hammer up a little bit, right? You’ve gotta strike it harder. Accuracy is just not there.

Keith Cosentino: Even if the hood’s not moving, your arms and your head are. You’re striking it and you’re shaking a little bit, so you’re not able to keep a really close, smooth, locked-in look on that spot.

Shane Jacks: Right. And just like glue pulling with a slide hammer versus a mini lifter, again, you don’t think that is flexing much until you – you don’t think the mini lifter’s gonna do be that much of an advantage when you’re glue pulling back ten years ago or whatever. You’re like, “Ah. Slide hammer works just fine.” That’s the way I was, anyway. Until you realize that that mini lifter is holding down everything around it and you’re only pulling that center. Same thing here. It is completely stable. It is not moving. When you’re striking it with a hammer and a knock down, it’s gonna flex some. It’s gonna move some. I don’t care how hard you have it strapped down.

Even if it is not moving, like you said, Keith, it’s inherent that it’s gonna flex some. With this thing it doesn’t flex at all. And again, you can see what you’re doing. We could talk about it for quite some time. But man, that thing works stupid good. Ten times better than I had hoped.

Keith Cosentino: It sounds hypey, too, but I knew it was gonna work well, but just like Shane said, when you actually use it, you can’t believe how good it really works and how strong it really is. It is amazing. Fantastic addition to the industry. There’s gonna be a lot of guys making money this year that they weren’t gonna make otherwise thanks to you.

Shane Jacks: Yep. You had some input on that, too, sir.

Keith Cosentino: Yes, I did. I’m happy to give it whether people want it or not. I include my opinion.

Shane Jacks: That wanted in this because you were a bit instrumental in the conception of this thing, also. Gotta give you a little bit of credit there.

Keith Cosentino: I’ll take it. Put it – keep it in the bank.

You’ve got a lot of options when you decide what to do with your invoicing and your data capture for your dent removal or other reconditioning business. But the choice I’ve made for my company is ReconPro by AutoMobile Technologies. This stuff has proven invaluable. I had a mountain of paper invoice books stacked up in a room in case I wanted to look something up. It was archaic. Ridiculous.

Now, all of my technicians are on iPhones. They scan the VIN of the car. They enter a few pieces of information, including capturing the email for your customers. It’s 2015. You need to be building a mailing list for your customers so you can keep them updated. If you wanna run specials, you wanna reach out to them and touch them, you need an email. This prompts you to capture their emails so you can send them the receipt which comes via email. No paper in the truck to get lost.

Guys, this is the way to do it. There’s a lot of options you can take. There’s lots of competitors. But this is the one I’ve chosen. Check them out online: automobiletechnologies.com. The product is called ReconPro. It’s not one guy who’s also a PDR tech building software. It’s a team of nerds dedicated to making your life better and that’s what you want. Check them out. Tell them we sent you over there. ReconPro.

Today, the topic of the show, which is important, is something that I came across in a little scenario that I actually had during work in my normal PDR business. We’ve talked about it a little bit before, but I don’t feel like we’ve touched on it enough. The concept is to get buy-in from your prospects.

Why do we use this term prospect versus customer? A customer is somebody you are already doing business with, someone you’ve gotta deal with and you’re working with. A prospect is someone who’s inquired about your services but hasn’t purchased anything yet. That’s the difference between customer and prospect. Almost everybody you talk to is going to be a prospect until you determine otherwise or they determine otherwise.

Here’s the scenario. I’m at a lady’s house. It’s a retail customer, of course. I’m at her house and I’m doing a big smashed door on an old Prius. I’m there. You know, it’s a three-hour repair or something like that, three or four. Of course, as I always do, I’m overbooked for the day. I’ve got three other places to be. I’ve got no time to fool around. She doesn’t feel that. I can’t let her feel that pressure, but I need to get out of there and get moving to the next stop.

She’s in and out of the garage, telling me how good the car looks as I’m working on it, which is great. It’s always a good sign. You know you’re gonna have a smooth delivery when that happens. But she’s on the phone intermittently and she comes back out as I’m wrapping it up, as I’m putting the door all back together. She says – she’s probably in her 70s, by the way. “My friend lives just five minutes from here and she’s got a dent in her car. She’s wondering if you’d like to have a look at it.”

We’ve talked about this scenario a little bit, when you go to someone’s workplace. They’re all excited about you being there. They say, “Man, I’m gonna haul Jim, Jerry, and Jeff out here. They’ve all got dents in their cars, and have you look at all of them.” When you’re new in the business, you get all excited. You think, “Oh, wow! I’m gonna do four cars today.” But Jim, Jerry, and Jeff don’t give a flip about their dents at all, or else they would have called you from the get go. They’d be the guys on the phone. You almost never close those deals. I always say almost because there’s always somebody that might do something and you might do something real cheap. Or you’re a better salesman than you give yourself credit for and you close one of them. But generally, those deals don’t go.

When this gal was telling me on the phone, “Hey, my friend’s got this dent, five minutes away and she’d like you to have a look at it.” I say, “Oh, that sounds great.” I don’t wanna be rude. I just say, “Oh, fantastic.” I don’t know anything about the car, the dent, the lady, nothing. Chances are I can’t fix it. If she wasn’t concerned enough to call me in the first place, it’s either not a nice car or she doesn’t care or it’s smashed.

I’ve got another ten minutes, probably, while I wrap this thing up and I say, “You know, that’s perfect. While I’m still working here why don’t you just have her bring it over here?” This way I’m hedging my bets a little bit. If it’s something I can’t do, it’s easy to scoot out of there and not waste any extra time. And if it’s something I can do, my tools are already halfway out. I can offer her the repair right now. Even though I’m behind, I’ve got other things to do, I’ll always take the bird in the hand over the one in the bush. I’m gonna do the work in front of me every time. You don’t leave that work. We’ll come back to that point, if you want to, Shane. I tell her, “Hey! Just have her bring it here if it’s only five minutes.”

Now, if you’ve done a decent amount of retail, you know that when people tell you how far away their house is from something, they always underestimate it or exaggerate how close it is.

Shane Jacks: Triple it.

Keith Cosentino: Every time, you’ve gotta triple it. “Oh, it’s –” Pick the farthest city you service, and wherever they want you to come, it’s only ten minutes outside of whatever city that it. It’s only ten minutes outside of Chicken Lips. 25 minutes later out of Chicken Lips, you’re double-checking the GPS to make sure you’re going to the right place and you always are. People who live far away, they like to tell you it’s close, for whatever reason.

So the five minutes is gonna be 15. I already know that. I’m 15 to get there and I’m 15 to get back where I started; ten minutes talking to her about nothing – I’m 40 minutes into this thing. I’m not gonna make anything. That’s like taking a lunch at a Dairy Queen. I’m not doing it. So I say, “Bring it over here.” She goes, “Oh.” She kinda steps around the corner and she’s arguing with her on the phone, and I could hear her. “Well, I know it’s just five minutes. Why don’t you just bring it here? Well, why don’t you want to?” She’s like, “Well, he’s not from around here. He’s not familiar with the area.” I’m listening to them argue back and – pretty funny.

She just flat out didn’t want to bring it. The lady left. I couldn’t hear the rest of the conversation. She came back when I was done, off the phone, and she goes, “I am so mad at her. She just would not drive over here to let you see the car. And I told her she can either drive five minutes or she can drive 45 minutes to where you normally are.” This was a little farther out from where I normally work, but not that bad. It’s 35 minutes away from my home base. I said, “Don’t be mad about it. You can give her my number and she can call me any time.”

But that was it. Never found out about the car. Never found out about the lady. Nothing. I was so happy about that. Why was I happy, Shane? Because she would not give any buy-in to the situation. She did not wanna invest anything of hers. She just wanted to spend my time and my energy, so I know she’s not invested in repairing that car. She doesn’t care enough.

Shane Jacks: You’ll never hear from her.

Keith Cosentino: No. If she wouldn’t drive five minutes, and she’s not doing anything, she’s just sitting there at home. If she won’t drive the car five minutes to me, she’s not serious about having it fixed. Zero buy-in. You’ve gotta watch the buy-in. It’s the biggest red flag in retail. If you can’t get buy-in from these people, you’re not gonna sell them anything. They’ve gotta commit a little bit.

We’re gonna come back in a minute and I’m gonna talk about the four ways – the four categories of buy-in you can try to get. But there’s another little story I wanna tell, but before I tell that I want you to tell your story about buy-in, Shane, because this is something that is happening to you, guys, if you’re doing retail. It’s happening to you every day, all the time. You just might not be aware of it.
If I help make you aware of this scenario, you’ll be able to ferret out these retarded jobs that don’t turn into work and stay on point and keep working, which ultimately leads to more money. If I can work 40 minutes longer than I did otherwise, that’s a huge raise at the end of the day, end of the week, end of the month. That’s big, big money if you can stay on the boil. Tell me you story, Shane.

Shane Jacks: I believe we have already shared the story. Correct, Keith?

Keith Cosentino: If it’s the one I’m thinking of.

Shane Jacks: But we will reiterate it. There was zero buy-in from the – and those who are loyal listeners of the show will remember the Ford Taurus guy from a few weeks back.

Keith Cosentino: There’s a wagon?

Shane Jacks: Yeah, Ford Taurus wagon.

Keith Cosentino: That makes it better.

Shane Jacks: Yes. The thing had – it had hub caps on one side and black rims on the other. I happened to be outside of the shop putting a washer nozzle in a hail-damaged car that I broke. But anyway, I didn’t wanna pull the thing in the shop to do that two-second job, and he happened to catch me – I don’t know if the guy just drove around the block waiting for me to be outside every day because I’m never outside unless I’m giving an estimate or pulling a car in. I think that’s what he did. He drove around daily and just waited until I was outside. That’s how lazy this idiot was.

Keith Cosentino: Just going from drive-through to drive-through.

Shane Jacks: “I guess I’ll get some fries since he’s not outside.” He pulls up behind me in this Ford Taurus wagon, sticks his head out the window, and says, “Hey, bud. You work for Dent Pro?” I just looked back and I see this car because my head’s under the hood of this Odyssey. I look back at the car and I’m like, “Yeah.” And, I mean, immediately I know this guy is not customer material from the car, himself, everything. I’m old Shane again. I’m being a total prick. I said, “Yeah.” “Well, how about stepping back here when you get done there?”

I’m like, “Are you freaking kidding me?” The guy was so lazy. He may have not been able to get out of the car. By the condition of the interior of the car and the condition of himself, I don’t know if he’s made it outside of that car in the last seven days, at this point.

Keith Cosentino: The door’s sealed, showeth feces.

Shane Jacks: That, Keith, this dude, he was the one that was wearing the sweatshirt sleeve on his arm by itself, cut off. Just the sleeve which is cut off and on his arm.

Keith Cosentino: I don’t know why that makes the story so much better for me but it sure does.

Shane Jacks: I don’t know if it was protection from the sun as he had his arm out the window. I don’t know what it was.

Keith Cosentino: When you drive around that much, it could be protection from the sun. It could protection from items through the drive-through that are hotter than they should be, in case they spill on that arm. That’s the arm you’re generally receiving food and nourishment from if you eat – from a drive-through.

Shane Jacks: I guarantee every one of his meals came from there. With this gentleman, Keith, it’s the same as that lady. I believe he was probably driving by, saw the sign, and says – or maybe he researched me. I don’t know. Either way, there was zero buy-in when he pulled up because he wouldn’t even get out of the car. Now, he may have not been physically able to get out of the car, but this guy, with the attitude that he had, you could tell zero buy-in. There was nothing for him – there was no reason for me to believe that he was going to get this repair because he wouldn’t get out of the car.

There are these little subtle things that we see, like you spoke about a few minutes ago, Keith, that we see every single day that we may not be really paying attention to that we can see that there is no buy-in from the customer. They’re tiny, little, subtle hints, sometimes, that we just need to pick up on, and we’ve gotta create that buy-in if they don’t have it. They call us for a reason.

Keith Cosentino: Right. And you can’t create it but you can present an opportunity for them to pay it, give you some. If you got a guy that won’t get out of the car – he won’t even get out of the car, and he’s close enough that you can speak to him, he’s not invested in the situation at all. He literally just drove in, isn’t even gonna get out. You obviously can’t fix it while he’s in it. I guess you could, but you probably wouldn’t. So he’s gotta get out at some point. If he’s not even gonna get out for the estimate, then you’re probably not gonna do business with this fella, either. So you just punt him.

Shane and I would be the first guys to tell you you’re not right all the time. I think one of your stories recently, Shane, was the CRV that looked like it was going nowhere and turns out to be a fantastic job.

Shane Jacks: Right.

Keith Cosentino: So you don’t always know. But it’s a game of numbers, and you don’t hit on 20 and you don’t pretend you’re gonna get the job from a guy in an ’87 Taurus with a piece of sweatshirt on his arm who won’t get out. You’re probably gonna be right. You’re probably not gonna bust.

If you’ve got nothing else to do, you can explore every single prospect all the way to the end and it’s good practice. But if you’re busy and your business is doing well, and you just want it to do even better, you’ve gotta start doing some triage. That means getting more and more selfish about your time because it’s the only thing you can’t get more of. You can change everything else but you can’t get more time. These people wanna suck your time; you gotta protect it at all costs.

Some of the ways that you can get buy-in or discover the buy-in that’s already there; you don’t always have to really pry it out of somebody. They’re gonna offer it up quite often. Some of the ways that I look for buy-in and it helps me determine if these prospects are real, I’m gonna share with you in a moment. But my last story I just promised you – I also think I told this one on the show as well, but it’s worth repeating because it happens not that often, but if you understand the mechanics you’re gonna see it more often and you’ll be able to prevent it.

I get a call from a lady while I’m driving into a specific city and she’s got this Mini Cooper and she wants an estimate on it. I say, “Where are you?” And I say, “Gosh, that’s like a block away from where I’m going.” I was going to a dealer, so I had a little bit of time. I didn’t have to be there right at a set time. I said, “Listen, I’ll just swing right over. I’ll be there in literally five minutes. I’m on the freeway when you call and I’ll take the next exit and I’ll be right over.” “Okay, great. See you soon.”
From her end, the entire commitment she made was a 30-second phone call and I was coming over. Zero buy-in from her. She just picked up the phone, and like a genie, I showed up in the parking lot three minutes later. Zero commitment. And I was not able to close that job. I gave her stupid good pricing. I sold it well. I tried three different ways to close her because it was a point of mine. I wanted to seal that deal. It wasn’t a big money job. It was 190 bucks because I discounted it. But it was relatively straightforward dings and it was kinda close to where I was gonna be. I wanted to get that job.

But I could not close her. She just wanted to shop around. We were five or ten bucks away, 15 bucks, I think. We were 15 bucks away and I couldn’t get her to go. I could have given up that 15 but it was a point of principle at that point and I wouldn’t.

It was too easy for her just to get me out there without any buy-in and she was out. No commitment on her end. Ultimately, we ended up closing that job, but she called back and we had to send another tech out to fix it. So we had a bunch more time invested and my price was retarded and didn’t work well because I discounted it so low because I wanted to do it on the spot. As a little side note, if I were to redo that negotiation, when I give her that cheap price, I’ve gotta tell her it’s only for today while I’m here now. If we have to come out again, I can’t discount it because we’ve got more driving time. I shoulda said that and I didn’t.

So we got that job, but I didn’t close it. It wasn’t until after she shopped around and wasted a bunch of other guys’ time ‘til she came back to ours. Probably because everyone else had the proper price and my price was retarded on that one. So we got it. But you’ve gotta get them to commit something of theirs and put it on the table. If they’re not invested in it, then they’re not moving forward.

Here are the four categories that you can ferret out some buy-in from these customers or prospects and turn them into customers. Number one is time, their time. They’ve gotta commit some of it. Taurus wagon guy? Zero time. Car is still running. He’s still in it. He’s invested 30 seconds. Same like my Mini lady, 30 seconds. Not enough.

Time can be just a set appointment. It doesn’t mean you have to occupy a lot of their time, but they have to be making concessions to their schedule time-wise for you. When they’re willing to do so, then you’ve got a good chance of closing this deal. When you give them a specific time at work that you’re gonna be there or a window of time, and they’ve manipulated their schedule to make that happen, you’ve got some buy-in there. That’s probably gonna be a better prospect than not. But if you get guys that say, “Bob, when you’re in the area just call me,” nope.

Shane Jacks: It’s kind of the same as what I have at the shop there, Keith. If they call me and they say, “I’ve got a dent. Dadadadada.” I tell them, “Our shop is at 325 Woodruff Road. Come on down. Would you like to go ahead and set up a time where you can bring it by,” and you can tell if you get this, “Yes. When can I come by?” Then you’ve got buy-in already. You’ve got premade buy-in. They’re bringing the car to me at a set time that they’re determining or that I determine, either one. They’re bringing it. Where my shop is, there are not a lot of people that live right there at that. Greenville’s kinda spread out. These people are driving, normally, at least 15, most of the time 20 to 30 minutes to come to me. They have buy-in.

If they say, “Well, you know, I’ll stop by when I’m over in the area,” there’s a big difference there.

Keith Cosentino: Big difference.

Shane Jacks: Big difference. That’s kind of exactly what you’re talking about there.

Keith Cosentino: Yep. That is not just kind of. That is exactly what I’m talking about. I bet that you already do this when they call and they say, “I’d like to bring it down,” just like you alluded to. You’re making an appointment with them. You’re not just saying, “Yeah, we’re open from eight to six. Come on down anytime.” No way. “Luckily, we’ve got two openings today. One’s from ten to 11 and the other’s from 12 to two. Which one would you like?” And they come in at their set appointment time. They know you’re committed. They’re making their schedule work with yours. Very good chance you’re gonna do something with that customer – that prospect and turn them into a customer if that’s a dent you can do. That’s a perfect example.

When you’re making these appointments with people, make them for specific times, as specific as your schedule will allow. I often have a two or three-hour window if the person’s at work or is gonna be working from home because it gives me flexibility and it doesn’t really change their scenario. But get them to commit to a specific time or to commit some of their time by bringing the car to you. You’ve got some buy-in.

Now, oftentimes a crappy prospect will wanna bring the car to you because they’re not ready to do anything. But that’s great. If they’re not ready, bring it to me. I’ll spend the five minutes looking at it; I just don’t wanna drive anywhere. The same with you at the shop there. “Bring it on down!” It doesn’t cost you anything to look at it.

Shane Jacks: It costs me a few minutes of time. That’s it.

Keith Cosentino: And that’s it. And your chances of closing them are infinitely better if they’re there than if they’re not there. You can’t do a repair at your shop if they’re not there.

Shane Jacks: I’ve been trying to figure out how to do that, but not yet.

Keith Cosentino: You can figure out when you’re not there, but when they’re not there, that’s a big deal. Some pretty long tools.

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Secondly, tasks. You can get them to do things. I’ve been pretty vocal against using text and email photos as a crutch. A lot of people misunderstand me on that point. I use photos quite a bit because they’re so easy and they tell you a lot, especially when the customer is difficult to communicate with. But when your first line is to go straight to the photos, that’s a bad deal. Your selling process is broken. Your phone script is broken or non-existent. You’re just doing a bad job. In conjunction with great phone work, the photos can be very valuable. They’re a great way to kind of blow off people who aren’t that serious. You give them a test.

They’re telling you things that don’t sound right or the car sounds crappy or they sound sketchy. Instead of engaging with them and trying to make an appointment, which was what you would do for a prospect that sounds engaging and sounds promising, I send right back with a task. “Take me four photos of this and this and then send me a picture of the VIN, and I’ll be able to give you an estimate, based on the photos, if I can see well.”

Basically, I’m saying, “Go home and prove to me you’re serious. Go stay on the diet for a day and call me back.” If they’re not serious, they go and the photos never come and we’re good. But if the photos all come as I told them, exactly, I know they’re a little more serious. They’ve completed this task because they’re trying to get to the goal of having me do something for them. By assigning them tasks, they can prove they’re bought into the situation just a little bit more than they were before. Think about that. You don’t wanna give them extra jobs. It’s kind of just a test for a crappy prospect. Make sense?

Shane Jacks: Lots.

Keith Cosentino: Sometimes it’s a test for a decent prospect, but if they’re really good, if they sound great, you don’t really need to give them any jobs. It just makes it harder for them. You’re gonna use the buy-in of tasks when they are seeming shady. Something’s not adding up. You don’t wanna invest your time. Let’s see if they’ll invest some of theirs. Let’s see if they’ll do this or that.

The third way you can get buy-in from someone is with the moneys. I don’t do this, generally. But some guys do. How do you get buy-in with the moneys? An estimate fee, which I think is generally terrible. But it’s a way that someone’s gonna prove to you that they’re the real deal. I guess estimate fee is the biggest one. You can call it a service call fee, but I really like the idea of an estimate fee that will be applied to the repair if it’s something that they have done. That will ferret out just about anybody who’d not serious.

I had a guy who had hail damage. He wanted an estimate. I said, “What kind of estimate do you need? What’s going on with the car? You making an insurance claim?” “No. I’m gonna pay out-of-pocket.” “How many panels have dents?” “All the top panels and all the side panels.” “You’re probably not gonna pay out-of-pocket. Those repairs can be anywhere from $5,000.00 to $8,000.00.” “That’s fine. I just need an estimate.” Something’s not adding up here. This dude is not gonna pay out of – it wasn’t that nice of a truck. He needed an estimate for an insurance company. He just didn’t wanna let on.

I said, “Okay. Fantastic. We charge a $500.00 estimate fee, and then when we do the repairs, we actually give you $600.00 off the repair. Actually, we’ll give you a discount on the repair.” “I ain’t paying for no estimate.” If the dude was intent on having the repairs done – it’s going to be cheaper after this transaction – that sounds great. But if he’s just intent on me giving him an estimate so he can submit it to the insurance company that sounds terrible. He was out and I was out. Done. No buy-in.

Shane Jacks: I had virtually the same thing happen to me a few years back. I told the gentleman – he wanted a hail damage estimate. He was gonna bring it to the shop. I don’t remember what price it was. It was pretty cheap. It was relatively low. But I could tell by just the way he was speaking when he – bam, from the get-go, I knew all he wanted was an estimate so he could turn it into the insurance company. “Hey. Y’all give free estimates?” “Well, sir, can you tell me what you have?” “I got hail damage.” Oh, no, no, no, no. He said, “Do y’all give free estimates? Hey, y’all give free estimates?” I said, “Do you have hail damage from the recent storm?” He says, “Yeah.”

I said, “We have a fee of blank.” I can’t remember what it was. It was 60, 80 bucks, something like that. “It’s refundable whenever you get your car repaired.” He commences to immediately cussing me like a sailor and telling me I was a false advertiser because my ads say that I give free estimates. I just let him go. I said, “Yes, sir, typically we do give free estimates, but hail damage estimates do take quite some time to do and I’m just not giving you a slip of paper to go get you a check, bud.” Man, that really blew him up.

Keith Cosentino: You actually called him out on it?

Shane Jacks: Oh, yeah. I called him out. At this point – there are some of these – maybe I’m being a little judgmental because there are times when it’s different. Some of these people, you can just – especially around here. You can just tell on the phone. If you think I talk bad, man, these people, you can tell they barely have running water.

Keith Cosentino: Neither the water nor the IROC run.

Shane Jacks: Somebody said that the other day. Somebody called me on the phone and said, “What are you doing?” I said, “I’m working on a Camaro.” He said, “Ah. I probably could have guessed that.”

Keith Cosentino: You jerk. That ain’t a real IROC, but I got – it’s a replica.

Shane Jacks: Anyway, there was no buy-in from either one of those hail estimates that you and I were talking about. All they wanted was a check. I simply wasn’t going to let this guy have one. He threatened to call the Better Business Bureau and everything.

Keith Cosentino: Call them up!

Shane Jacks: I said, “You go right ahead, bud.”

Keith Cosentino: “You want the number?” I talk a big game here, but I almost never get lippy with prospects because I’m terrified of a bad review. I treat them with sweet, little, sugar gloves and make sure everybody’s happy because I don’t need it. I wanna tear them up a lot. I almost have a couple times, but I usually think better of it and come correct because that one one-star review is coming sooner or later, and I’d rather it be later.

Shane Jacks: That’s what’s great about this area. Nobody knows how to use a computer.

Keith Cosentino: Somewhere you’ve got a one-star review tacked up on a bulletin board in the back of an apartment complex.

Shane Jacks: “This guy sucks.” Most of the time, Keith – I very rarely get lippy, just one out of six customers.

Keith Cosentino: That’s it. 15 point whatever percent that is.

The last way you can gauge buy-in from a customer is when their integrity is on the line. That’s someone who’s been referred by a friend or family member or a really rabid repeat customer or a colleague, maybe he’s a manager or somebody at a dealership or body shop. When their integrity is on the line, you’ve got a little bit of buy-in. But it’s fourth on the list for a reason. It’s not that powerful. But it’s something, something more than nothing.

Keep your eyes open for those four things: time, tasks, money, integrity. Use some – you’re generally not gonna use all of them. If you can get all four parts of those buy-in, you can pretty much put that job in the bank. If it’s a referral from the manager; he’s paid you for the repair before you go there; he sent you photos and he made a specific time to do it, you’re probably gonna fix that car.

Shane Jacks: Ya think?

Keith Cosentino: Like I’ve said before, I use extremes, often, in my mind when I’m trying to work through a problem or a scenario and try to find the solution. When I just don’t know what direction at all to go in in a scenario, I try to consider the extremes. When you look at that list in an extreme, if I have all those things, yeah, that job is so far in the bank you might as well spend the money. That lets me know that it’s a legit list and that is the direction I need to consider. Those are the things that are important. You get a little bit of them, that’s more realistic and more common.

The biggest one is the time and the appointments. Once you get those, you’re gonna get a much higher return on those appointments. You’ve gotta coach the customers – I keep saying customers. You’ve gotta coach your prospects into these pillars. Get them to give specific appointment times. Give them a task or two.

Oftentimes, just as a little test, after I make the appointment, I’ll ask them to send a photo. If I’m a little wishy-washy on what it looks like but I liked everything else, I’ll make the appointment and then I’ll say, “Between – I’m gonna give you some homework. Between now and then, if you could send me two or three photos of the damage, that would be awesome. It’ll help me schedule the repair and know what tools I need to bring.” Just a little extra job and when the photos come, it helps me a little bit more. I already made the appointment. Normally, I would tell you don’t give them a job of sending photos unless you don’t want the job. You get the appointment already; the job is locked in. Now, I’ll ask for the photos because I’m not risking losing them. We already have an appointment.

I hope you put those to work. When you know – it’s kinda like panning for gold. If you know what you’re looking for you’re gonna be a lot more successful than if you’re just rolling around dirt in a pan and looking for a one-ounce nugget of gold.

Shane Jacks: It’s easy if you know what you’re doing.

Keith Cosentino: Hey, I found gold. It’s gonna be the size of a marble. No. You didn’t really know what you were looking for. You’re looking for very small clues. That’s the same as buy-in from customers. If you don’t really know, you don’t really know. You’re looking for somebody who says, “I want you to come and fix this car today for me, now, for money. It’s small and the car is brand new.” You’re waiting for that but it never comes. So you’ve gotta use clues and be a little detective. These things help you understand that.

Put them to work. Write yourself some notes. Ask some questions on the phone. Get your phone work on.

How’s your phone work, Shane? You at the top of your game now?

Shane Jacks: I’m at about anywhere between 30 and 97 percent, depending on the day.

Keith Cosentino: How many of your prospects did you call ‘Bubba’ this week?

Shane Jacks: Only the ones that were named that.

Keith Cosentino: Good. You’re moving up.

Shane Jacks: Which is about 7 percent.

Keith Cosentino: “Listen, Bubba.”

Shane Jacks: Two of them were females.

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This is a super exciting time to be in PDR. We got so many new things coming out and so much game out there for you to put to work and increase your income, level up your business. It’s exciting.

Shane Jacks: It is. The last three or four years, man, have just – it’s kind of been crazy with the technology and everything else and techniques. It’s really come a long ways recently.

Keith Cosentino: Tell us what we’ve gotta do to be ready for the Edge Jack when it hits the market. It’s coming out soon. Right?

Shane Jacks: Yes. They will be available for order, basically, right now.

Keith Cosentino: I saw you post that one photo with lots of them in a box. It looks like they’re ready, if not really, really close.

Shane Jacks: We have – that’s another exciting thing. We have actually two of them, Keith. Two different models that we are coming out with. There are limitations to what you can do with just one because – and it’s gonna be – I don’t wanna take a ton of time here. We can explain that later. Working on the edge of these things, when you’re working with a mini lifter, the feet can teeter if you get too far out. The window that you use to view through on the tool itself, Keith? As it gets farther away from the panel, you’re limiting the amount of movement you can move your head left to right. Does that make sense? Because the window is getting farther away.

Keith Cosentino: I think so.

Shane Jacks: So we’ve got two different depths of this tool that I’m coming out with. You’re gonna have an opportunity – the one that you have, Keith, is the one that will work on the very edge and get in a decent distance, depth-wise. But some flanges are a lot deeper than others. For probably 70 percent of the dents that you’re gonna do, 60 to 70 percent, the shorter version will work, but you will want the longer version also, especially with this combo deal that we’re going to introduce here.

Keith Cosentino: Yes. When you sent me the standard one to try, and I got on a specific vehicle, and I was so excited because I saw how well the thing worked on the Tesla, and I’m like, “I got the key to this lock! This is gonna be a five-minute repair.” I got it on there and I was a quarter inch too far away. The Edge Jack is kind of, generally, a C-shape and that C has to slide over the edge. Well, it can only slide until it hits the back of the C and that’s it. It’s on the edge and you can’t go any farther. I just needed another quarter inch and I couldn’t get there. I thought – I went from being so happy to being so mad because I didn’t have any way to fix this one because it was so far in. The tap down would have been sloppy at best. I thought, “Dang it, Shane. You dangled the solution in front of me and then you yanked it right back away from me.”

I’m happy to know that there is a deeper one for that scenario that’s gonna go just a little bit farther. How much more? Is it gonna give me my quarter inch that I need?

Shane Jacks: It’s gonna give you three quarters of an inch. But it’s gonna be so deep. It’s gonna be the solution, I would say, for everything out there. But it’s gonna be so deep that that window – if you only were to order that one, the window would be so far away once you try to do a dent on the edge that you’re gonna get very little vision out of it. You’re gonna be able to see, but you’re not gonna be able to move your head left and right, up and down nearly as much because the window – the dent is getting farther away from you and the window is getting, not technically smaller, but visually smaller.

Keith Cosentino: If you don’t know what Shane’s talking about, it’s a little tough to describe if you haven’t seen the tool.

Shane Jacks: It is.

Keith Cosentino: But the tool is the shape of a C. If you just cup your hand in a C, and imagine that’s the tool, it’s very thick like your hand. And when you place it right over the edge and right over your dent, it kinda shields it so you can’t really see. Normally, you’d look from the left and right, but the mini lifter feet are right there. So Shane has cut a window into the back of the C. If you’re holding your hand up in a C-shape and you hold it right in front of your eyes, it’s like having a window through the back of your hand, where you can see through your hand and still grab something. You can see what you’re gonna pinch. That’s what that window is.

What he’s saying is with the standard Edge Jack, when it’s up against the edge, the window is right in front of the repair. But if you use the extended version, the window is an inch or so back closer to your face and away from the dent. So it’s kinda like sighting down a rifle. You’re only gonna be able to see a little spot in the front because of the mechanics of looking through a hole. When that extended, or whatever you call, the longer Edge Jack is on the edge of a panel, your eye is right on the window and you’re seeing through it and seeing the entire landscape through the window versus having it like a rifle sight or a scope.

Shane Jacks: Correct. And the standard version, it’s gonna be the Edge Jack and the Edge Jack XL, Keith.

Keith Cosentino: Perfect.

Shane Jacks: The standard version is ready to go. The XL version is being cut this week. I don’t mind telling you. I know you’re keeping it out of the discussion, Keith, but you were the reason – I had already fallen a little bit short a couple of times on a couple of repairs, and so had one of the gentlemen that I had sent the tool out to, actually, Derek, who does our editing here. Again, thank you, Derek. He told me he fell an eighth of an inch short twice on some quarter panel arcs on BMWs, possibly.

Keith Cosentino: Oh, yeah, they’re double panels in there, some of them.

Shane Jacks: I think he said he had fallen about an eighth of an inch short. Between the two of you, I was like, “Man, I’ve gotta make a deeper one.” Those aren’t quite ready yet. I expect those to be ready at the end of this week, possibly next week. But you order the combo and I tell you what. I will go ahead and send out the standard Edge Jack and get you the Edge Jack XL ASAP when it does come in. And again, I am expecting – if they do come in this week, I will just send them out together. If it’s next week, then I will send them out separately. I will eat that shipping.
And the deal that I’m giving right here is kinda stupid, Keith. This tool – how much could you have made in what is it, ten minutes on that Tesla hood?

Keith Cosentino: How much I could? I did. $600.00.

Shane Jacks: And how much time did you shave, most likely, off of that repair?

Keith Cosentino: It sounds like I’m making it up, but I literally don’t think I would have done it because that was a unique style of those hoods. Normally, it’s a fold edge where you tap down or it’s a hump and a dent that you’ve gotta work. But this was this crease in the double layer. I don’t have any other tool to do that with. I guess you could try to get in there and cut it all out with heat and whale tails and stuff, but I still don’t think I woulda got it. It was six inches long. That’s a lot of stuff to pick out with the whale tail coming all the way from the back.

Shane Jacks: And cutting through fricking panel bond.

Keith Cosentino: Yeah. I don’t think I woulda got it, Shane. I woulda tried something – I don’t know. An infinite amount of time. But those repairs, when I struggle with them, can sometimes be three or four hours. Like, when I was learning those cars and figuring them out the first time. So it went from three or four hours to ten minutes.

Shane Jacks: I’m raising the price right now. No. For you guys, you need to be on our email list. There may be a few people that are here listening for the first time or you’ve never ordered anything from Keith or myself. You need to get on our email list. That’s really easy to do. Pdrcollege.com and sign up for podcast alerts and you’re on our list. Get on that list, and I will send out an email of how you can order this thing. Again, this is only gonna be for you guys for a very – I’m only doing this for a two-day period here, Keith. You’ve got two days to get in on this deal, 48 hours. I’m not making a ton of money off of this, but I wanna get it in the hands of you guys and get the word out. All right? You got 48 hours to order this bad boy.

Let me tell you what I’m gonna do. I’m gonna give a PDR College introductory price just for you guys of $63.00 for the one Edge Jack, the original, or 97 for both. If you order either one of these, one or the other or the combo, I am going to send two free sticks of TabWeld to go along with your purchase. If you order now, these will ship next week. You will not be sorry for this purchase. Get both of them. It’s under 100 bucks and it’s gonna make you a fricking ton of money. That’s a pretty good price.

Just for comparison sake, the regular price is going to be 67 for one or 113 for both. You’re not gonna get any free TabWeld to go along with that. You’re gonna wanna save yourself a little bit of money in this first 48 hours and get you some free TabWeld to go along with it, also.

Some of you are saying, “Yeah, yeah, yeah. I’ve already got some TabWeld.” Two extra sticks is not such a bad idea to have, now is it? Because you’re gonna run out at some point. I had to include these two free sticks of TabWeld just to get some fricking TabWeld for myself. Everyone else has TabWeld except myself. Just like Keith didn’t have an Edge Jack, I don’t have any fricking TabWeld. I think he’s paying me back. To get some for myself, I had to order 1,000 cases of it and gonna send some out free with the purchase of these things, of these Edge Jacks within this first 48 hours here.

So jump on as soon as you get that email. That means it’s go time. You are going to want to jump on this deal. Again, $63.00 for one, 97 for both and some free TabWeld to go along with it. Don’t miss out on it, fellas.

Keith Cosentino: Basically free. Yes. For the record, I thought it should be more expensive. But Shane, he just wants to get it in the hands of so many people. But you’re gonna think it’s cheap when you get it, when you buy it, and when you get it, you’re gonna realize if someone stole that one, and you had to get another one, you’d pay 250 bucks for it. I promise you. You don’t think it’s that great until you use it; then you realize how great it is. At that price, it’s retarded.

Shane Jacks: Yes, it is.

Keith Cosentino: And Shane, you’re just a little bit retarded for leaving money on the table. But you do as you see fit, my friend.

Shane Jacks: We’re going a little bit different direction here with these. You wait 48 hours and you’re gonna lose some money and lose some TabWeld, free TabWeld glue.

Keith Cosentino: Put me down for four of them for all my guys.

Shane Jacks: You got it.

Keith Cosentino: We don’t need the TabWeld.

Shane Jacks: I’ll send it back to you. I don’t know how I’m gonna send it back to you when I don’t have any. That’s what I had to do to even get any TabWeld for myself, is to order 19 cases of it and give it away free, so I would get a little bit myself.

Keith Cosentino: Be careful about saying you got that much. You’re gonna get zombies out behind your shop.

Shane Jacks: Waiting to get it, yeah.

Keith Cosentino: “Hey, man. Hey. You got some of that TabWeld?”

Shane Jacks: That is so good, man.

Keith Cosentino: “Can’t get it anywhere else.” Especially my U.K. fellas. I know you guys want some glue, but it’s so expensive to ship stuff over there. If one of you guys gets into the boating business, we can get some glue to Europe. But, man, we get slaughtered on the shipping because glue’s kinda heavy. It just makes it so expensive for those guys over there. Really tough. They end up having to use shavings from dirty teeth and heat that up.

Shane Jacks: You just offended every one of our U.K. customers. Listeners.

Keith Cosentino: Steve, Tony, sorry, guys.

Shane Jacks: You got both of them.

Keith Cosentino: The entire U.K.’s the size of Missouri. There’s just not that many people there.

Shane Jacks: And you just keep offending. I love you guys from the U.K.

Keith Cosentino: I do. My U.K. guys are some of my favorite. In fact, there’s talk of Shane and I getting our narrow behinds over there physically and doing some training and some coaching in our PDR skills.

Shane Jacks: That’s gonna be a while if it’s gonna be our narrow behinds. You probably have to go on a diet.

Keith Cosentino: How about our pale behinds?
Shane Jacks: That’s better.

Keith Cosentino: That could happen sooner. You’ve gotta be on the pdrcollege.com email list if you wanna get in on Shane’s deal. That’s gonna be fantastic. You’re gonna sell out of those things before those two days is up, I promise you that. Because you don’t have that many of them. You’re making them at a local machine shop and the guy can’t make 1,000 of them.

Shane Jacks: Right. He can. It’s just gonna take a little bit of time.

Keith Cosentino: Yeah. Whenever you talk about your guy over there, I picture he’s about five foot one, 230 pounds, overalls. Every time he’s in overalls, and he’s got a rag hanging out of his back pocket, and he shuffles his feet and he never looks up at you but he looks at the part he’s holding in his hand, and just says ‘yep’ a lot. “Yep.”

Shane Jacks: You couldn’t be further from the truth, just to be honest with you. He’s probably around 5’ 11”. He’s 60-some odd years old. He will stare you in the eyes when he’s talking to you. He does talk very, very country. Most of you would not understand him. But he’s actually a really intelligent guy. You couldn’t be further from the truth, to be honest with you, Keith. No overalls. He is dirty all the time. He owns a machine shop and he works, himself, there. No overalls. The rag is there. But he works in a machine shop. He’s wiping oil off all day. That’s a given. That was easy for you.

Keith Cosentino: Does he shuffle his feet?

Shane Jacks: No feet shuffle. No foot shuffle.

Keith Cosentino: Great. So now he’s a big, athletic guy in my mind.

Shane Jacks: He’s 60-something. He was a football coach. He coached my older brother when he was in middle school or something like that.

Keith Cosentino: And 5’ 11”. That’s pretty tall.

Shane Jacks: And he’s a killer golf player.

Keith Cosentino: Probably makes his own clubs.

Shane Jacks: Maybe. I don’t know. I doubt it.

Keith Cosentino: We talked a little bit about coaching today. It’s one of my passions. There’s a lot of guys that reach out to me throughout the year because I offer it up to just about anybody who wants. They reach out to me and we’ll work on an issue they’re struggling with. I get a lot of satisfaction out of helping guys make more money, especially without buying extra stuff. So I’ve decided I wanna work with a couple of technicians really intensively. Guys who have been working for a while and they’ve got an established business, but the retail business isn’t quite where they want it to be or where they think it can be? I wanna work with you. I wanna work one-on-on with you and see if I can bring you up to the next level quickly and help you make some more money.

If that sounds like something you’re interested in, I want you to email me, and we’ll see if you’re a good fit. I’m gonna take on a few guys and see if I can turn you around in this next year, or even this year if we can get to it quick enough. If you’re interested in that, just drop me a line at pdrcollegeonline@gmail.com. That’s our PDR College email, and just put in the subject ‘Keith’s coaching,’ and we’ll have a conversation and see if you’re a good fit.

I wanna take somebody and just skyrocket him to the top with what I can do. I’m frustrated with just helping guys with one or two little things here or there when I see so many areas for improvement. And the retail market is so fulfilling and so much better to do than working on a car lot where you’re just pounding out car after car in the sun for relatively low money.

Don’t get me wrong. There’s a lot of guys that make good money doing that work and there is some advantages to it. But it is so rewarding to work for people on their own cars for top dollar in a garage, and you get a handshake and a check when you’re done, and they’re bringing you snacks. It’s just a different world. It’s a different existence and you’re happy there. It’s a fun place to work and you make great money, and you can make more than you’re making today. So if you want me to help you with that, let’s talk about it.

Shane Jacks: Sounds exciting. Do I have to send you the email?

Keith Cosentino: No, Shane. Essentially, you and I already went through this process when we met.

Shane Jacks: I think I need a refresher.
Keith Cosentino: You taught me a lot of tricks about bending metal and I taught you tricks about bending minds. That’s how – I think that’s really how our friendship got to the next level, was we really started having some deep conversations about what we’re doing on a daily basis with business, with work. Everything from how you account for your work, how you invoice, how you bank, and how you deal with customers on the phone, how you close them. All that. All the pricing, everything. The whole thing.

When you have someone else to – a lot of the stuff you might know yourself, but when you have someone, when you have another coach who’s keeping you honest, who’s taking you to task, and saying this week we’re gonna work on these three things or these two things or this one thing, and you’ve paid money, and you’re gonna be invested in that situation, you’re gonna get a different outcome. Just like hiring a personal trainer versus having a gym membership. Totally different world.

Shane Jacks: And there a lot of times, I know, Keith, this happens to me dang near weekly. You will say something and I will be like, “Man. I’ve really gotta work on that a little bit.” It’s not like there’s a ton wrong with that situation, but maybe there’s something I can tweak. And while you’re teaching it yourself, I’m sure you’re going, “You know what? If you’re preaching, you’d better walk the walk.” Right?

Keith Cosentino: All day long.

Shane Jacks: If you’re talking the talk, you’d better walk the walk. So Keith is constantly, and myself, man, if we’re gonna be preaching this stuff, we’d better be walking the walk. It gives us –

Keith Cosentino: It’s not to say that I’m perfect. Far from it. Oftentimes I’m taking my own advice that we’re laying out for you here worldwide, but it’s that process of always sharpening the saw, always getting better that keeps me at the top. Not to say that I’m the man and there’s nobody better than me. Far from it. There’s a lot of you guys who are better than me in a certain specific discipline, but where the differences might show up is that I’m always thinking about this stuff and I’m always working to get better. And I recognize that I’m not at the top but I wanna be there. It’s that process that keeps you right where you wanna be and higher.

It’s not something that I’m doing for free. I hope I made that clear. It’s gonna be a paid scenario and it’s gonna be – you might perceive it as expensive. If you do, it’s probably not gonna be a great fit for you. But if you realize the potential that you could make, I think you’ll be happy to spend some money with me and we’ll spend some time together.

I’m interested to talk to you guys about that. Shoot me an email. Get on that email list for Shane’s Edge Jack. That is gonna make you some more money. This whole podcast is geared around making you more money. Just do the stuff we say. I hesitate to say “Buy the stuff we say to buy.” But we only suggest that you buy things when that investment comes back into your pocket by 100 times. Every tool we’ve told you to buy is stuff that we buy already for ourselves and we make money with it, so we suggest it to you guys.

Every time we’ve suggested a tool that isn’t ours, there’s zero commission deals. There’s zero kickbacks. We have nothing to do with it. We just say, “Go to the respective site where it’s on and buy it.” We don’t call the tool companies and say, “Hey, we’re sending a bunch of customers. You’d better give us…” We don’t want anything. Just get the tools that work for you and make money with them because that’s what we want you to do.

Oftentimes, of course, we are selling our own stuff, and obviously, they’re our companies and we profit from them. But we wouldn’t create those tools if we didn’t need them ourselves. And a lot of you guys who have taken us up on our offers throughout the last year and a half or whatever it’s been have understood that. We would never sell anything that didn’t make us, personally, more money so we knew it’d do the same for you guys.

That’s kinda where we’re coming from. We just get a lot of satisfaction out of bringing the industry up and getting these emails and phone calls from you guys who say, “Hey. My retail business is up 20 times after taking your advice.” That was a real call that I got. 20 times.

Shane Jacks: Crazy.

Keith Cosentino: I thought, “Man, if I can help this guy go up 20 times in his retail business with just the podcast information, what could I do for him if I actually coached him for a while one-on-one? Could we go up 40 times? Could this guy be starting a whole new life with his family just by shifting gears a little bit?” It kinda got me excited and I wanna see if I can do that. I know I can if I got the right people.

Thank you for spending some time with us, fellas. We look forward to hanging out with you next week. Until then –

Shane Jacks: Get better.

[End of Audio]

Duration: 75 minutes