PDR College Podcast #73

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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

Transcript:

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

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