Are you missing one of the most VITAL parts of your business? We are talking about questions today.
I’m Keith Cosentino, he’s Shane Jacks, and this is the PDR College Podcast, your No. 1 source for expert-level information for the paintless dent removal industry. We want you to run out there and 3-inch punch mediocrity right in the breadbasket. Drop that rascal to the ground, and stand on a pile of your winnings. We’re gonna do this with superior skills and techniques that we are gonna share here on the podcast.
Now, normally, it’s Shane and I right here talking to you, but today, Shane is gone. He is somewhere out training pygmy goats. [Beep] He is out right now building an orphanage. [Beep] He is working on his short game. [Beep] Shane can’t be with us today. He is going to Subway-sandwich-making school. [Beep] He is working out with weights. [Beep] He is developing a new tool or technique. [Beep] Man, I wish Shane could be with us today, but he can’t. He is actually getting his pilot’s license to fly fighter jets. [Beep] He’s been hit by a truck. [Beep]
Shane cannot be with us this morning. Unfortunately, he has come down with measles. [Beep] Pneumonia. [Beep] He’s writing the script to Smurfs 3. [Beep] He’s interviewing potential – [Beep] Shane has broken both of his feet in a karate accident. [Beep] Shane cannot be with us this morning. He is sleeping. [Beep] I wish Shane could be with us this morning, but he can’t. He is actually down spending some time with the mayor of Possum Kingdom. [Beep] Pumpkin Town. [Beep] Sugar tit. [Beep] Chicken lips. [Beep] Shane’s advising on – [Beep]
He got salmonella. That’s the real reason. That’s the actual real reason he’s not here. The dude got salmonella. I haven’t even talked to him to find out where he got it, but he got salmonella poisoning. He’s doing fine now, but he’s a little too weak. He actually lost more weight than I did last year just in a couple of days, so that’s good. Of course, all you had to do to beat that was not lose negative ten pounds and you would beat me, but that’s why Shane’s not here. But we’re gonna have a great show without him. And here’s what we’re talking about.[Begin Commercial]
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And here’s what we’re talking about. Questions, we are talking about asking questions to bring yourself to a new level of success. Now, we’ve talked a lot about asking questions in the sales process previously on several different shows, and you long-term listeners who listen to every episode, you know what I’m talking about. But questions are the basis for every transaction you make if you’re gonna make it a successful one. If you just come with information and you don’t ask questions, you’re just taking a potshot at what could be success.
What we do is so unique and different – every transaction is different, every repair is different – so there’s no way that you can just present your service as a be-all, catch-all solution to everyone’s problems. It’s just not the case. And if you don’t ask the questions of the customer, you don’t ask what’s going on, you’re not gonna hit the mark. You’re not gonna provide the level of service that they require or they desire. And here’s what happened to me last week that reminded me how important it is. I’m gonna tell you a little story.
So, as you know, I’m in Northern California, and we do not get natural hail here, but lots of people travel around and get hail damage, and come home. And when they do, I capture quite a few of them. So, I had a job on a 2005 Dodge Ram, and the guy had one of the – what I would call them is a third-tier insurance company. It might be a great company, but it’s one that you wouldn’t normally recognize the name of. So, those companies don’t have an army of adjusters, so they hire independent adjusters. And this guy lives way up in the sticks, so, again, even when you have a big insurance company, sometimes they hire a contractor to go and do that estimate because it’s way out in the middle of nowhere.
So, the guy was real nice. He called me and said, “Hey, here’s what’s going on. I got this damage to my truck.” Man, I spent quite a while on the phone with him because he was a nice guy, and I asked him a lot of questions about the damage. “Do the dents look like they’d hold water? Which panel has the most of them? Where on the panel are they?” And after asking him all these questions, I thought, “All right, this is a pretty decent hail job. It’s got a lot of damage, and none of it sounds severe. I think I can make some money on it.” I said, “Do you already have an estimate?” “Yeah, I’ve already got an estimate.”
So, I’m expecting like 800.00 bucks, 1,000.00 bucks, the kind of estimates that they generally write to an individual for hail that’s not at a catastrophe site and they don’t think he’s gonna have the repair done. But he says, “Yeah, the estimate they gave me is like 3,500.00 bucks,” so I thought, “Hey, that’s actually a pretty decent estimate. I’m sure there’s another thousand or two hiding there, but that’s a great place to start.” So, I said, “Okay, I’m gonna come up on a whim and just plan on working on the thing as soon as I get there, and I figure I’ll do a real estimate and talk to the adjuster when I get there.”
So, it’s like an hour away from my place, so it’s a pretty good haul to get there, and I’ve gotta drop my little boy off at school in the morning, so I don’t actually get to the dude’s place until like 9:15, 9:30 in the morning. You spend a few minutes with the pleasantries. The truck is filthy like it was hanging out under trees, so I’ve gotta clean this truck just to be able to see what I’m doing. I don’t get it clean to the point that I can do a decent estimate until, I don’t know, 10:30.
So, we’re pretty far into the morning already. I haven’t touched anything, I haven’t talked to anybody yet, and I’ve got a decision to make. I think I can knock this thing out in one day and just be done with it if I start working right away, so I can work off their estimate and just start working, or I can do a full-blown re-estimate and probably capture another 1,500.00 bucks after looking at the truck. They had a lot of stuff marked – all the R&I, even like hood off the car, or truck rather, and taillight out, wheel liner out, headlight out. They had bell molding off.
It was a really good estimate, honestly, but had no double panels for the tops of the doors, which were all glue-pulled. It had a lot of things. I could have counted all the dents because there was a decent amount of dents. I didn’t count them at the end of the day, but there was a lot, and I probably could have pushed those numbers a bit, but I chose, “You know what? I’m just gonna supplement for these two panels where they actually missed one ding each,” so it was a $300.00 supplement. I figured, “That’s 10 percent or so of the job, a little under. I’ll be good with that, and I’ll just get cracking on this thing.”
So, that’s what I did. I submitted that, and at the same time I wrote it and submitted it, I called the adjusting company, got a referral to the actual adjuster, and told him what’s going on. And here’s where I really burned myself. He says, “Oh, yeah, I first” – well, let me take a step back. What I did is I’m kinda starting the sales process over again with the adjuster. I wanna start off right with him, treat him right, get him on my side so that I can work with him for the rest of this job.
So, I start off by saying, “Hey, I’ve really gotta commend you. I see a lot of hail estimates written here in California, and really, 99 percent of the time, they’re terrible. You actually wrote a really nice estimate on this thing. I gotta compliment you on this.” So, I’m building him up before I even talk about anything else, and he’s feeling great about himself. So, I say, “Okay, the only thing that I need to change on it is you missed a ding on the right fender and the right rear door,” because all the damage was top and left side. And he says, “Oh, well, I totally understand that because I was estimating that thing dirty, outside in the bright sun, in a gravel driveway, so I was sure there was some stuff I missed.”
So right away I go, in my mind, I go, “Oh, man. He was ready for huge supplements because he knew the estimate was just a preliminary estimate. I could have totally rewritten this thing and captured a ton more money.” Now, I made a calculated decision, and I had a feeling I could do that already, but I didn’t want to waste the time. If I did that, there’s a chance they wanted to come back out, re-estimate it. Then I’ve got two hours of drive time I’m not paid for, plus the estimate time. It’s gonna add four hours to this job. So, I thought, “Okay, for the four hours for 1,500.00 bucks…”
It’s a tough call. If I had no work, I probably would’ve done that, but I had too much to do. I needed to get back down into my neighborhood and keep working on other stuff that I’ve committed to, so I just wanted to knock this thing out. So, I just chose to do this quick and easy supplement that I knew they would approve because I could send the photos, and it was not something they needed to re-look at, just something they missed. So, that’s what I did, and he approved it without even seeing the photos, before they even got to him.
So, I was really beating myself up over that. If I would have started this conversation the right way, I would have found out that I could have made a lot more money. Now, maybe it didn’t work for me in this particular situation, but the rule and the lesson learned is gonna be true all the time – and we talk about it when we’re selling customers, as well, in a retail environment – you’ve got to ask questions all the time. The questions are gonna bring out the information that you need to craft the perfect solution for that person. And I’m not saying you’re making stuff up. I’m saying as you ask questions, you’re gonna understand what’s important to them so that you can fill those gaps that they have. Otherwise, you’re just taking shots at the dark.
It’s like you’re presenting – you think about a love-connection type scenario where you’re trying to set up two people and you say, “Hey, this guy’s 6’5”. He’s a bodybuilder.” You’re giving all these traits out that may or may not be attractive to somebody else, and then you say, “What do you think about him?” “I hate him. I don’t want…” If anybody’s ever known any bodybuilders, they’re very selfish people. But if you ask this person, “What are you looking for in a spouse or a potential candidate for a spouse?” they’d say, “I’m looking for X, Y, and Z.” You say, “Okay, let me find you somebody who’s X, Y, and Z. There’s a pretty good chance you’ll like them.”
But just throwing out attributes out into the darkness and hoping those hit, it’s a one in a million. I mean, you have a pretty good chance with some blanket stuff. They’re coming to you for dents, and you say, “Hey, we take dents out, and we do a really good job, and we’re cheap.” Well, that’s gonna capture most people, so you just keep sticking with that, but if you ask them questions, “Well, are you looking for someone who’s really cheap? Are you looking for someone who’s really good? Are you looking for somebody who can do the repair at your location? Are you looking for someplace you can bring it?”
And everything they answer to, you can slightly tweak what you offer to come around to them. If somebody says, “I’m looking for someplace I can bring it,” “Perfect, you can drop it off at this body shop or dealership I’m gonna be working at,” or if you have a shop, “Drop it off at my shop.” But you’d never find that stuff out if you don’t ask questions, if you just start spouting off about all these great things that you can bring without asking them what’s important to them.
It’s happened to you before when you’ve been shopping for a car, I can promise you that. You get there and they start talking about things that don’t even matter to you. “Oh, feel this leather.” This guy the other day, “Feel this leather.” I’m like, “Who cares what the leather feels like? I mean, I’m sure somebody does.” Like if that person had come in and they said, “Hey, we’re looking for a car.” “Great. It’s great to meet you. What do you guys do for a living?” “Oh, we’re in the leather business.” “Well, great! Come over here and feel this leather then because you know what you’re talking about.” That would make sense, but just somebody who comes in and says, “We’re looking for something for $9,995.00,” and they say, “Feel this leather,” you’re not making a love connection there. There’s nothing. They haven’t told you they wanted to feel leather. Don’t ask them to feel things.
Maybe that particular salesman was working on the Nicholas Boothman program, and he knew that guy or gal was kinesthetic and they like the way things feel, so he was trying to tell them to feel the leather because that particular car maybe had really nice leather. But chances are he’s just a knucklehead salesman throwing out stuff, thing after thing, because as soon as he said that, he was on to something else. Just throwing stuff at the wall, “Hopefully, one of these things is something they like.”
But people grow tired of that after about five seconds. They don’t want to hear anything else that you keep spouting off. They want to hear things that are important to them. And the way you find those things out is by asking questions. Questions, questions, questions.
Now, you’re gonna think, “Okay, Keith, they’re calling me for solutions. They’re gonna get tired of me asking questions.” Absolutely true. Every customer has a different threshold for how many questions they’re going to answer, and that threshold is manipulated greatly by how you set up the questions. If you just start asking questions, they’re gonna bail out probably before Question 3. I would too. But if they greet you, or rather, if you greet them, and you kind of set the stage and tell them what’s going to happen here, what this transaction looks like, then they’re going to understand a line of questions are coming and be ready to answer them. And if they’re not ready to answer them, they’re gonna tell you that.
So, I’ll kinda give you a rundown of how I do that, and you can maybe adapt that to what you do. So, when they call me, I’ll first give them a normal greeting that I would give to everybody and then ask them what’s going on, what can I do for them, and they’ll present their situation, usually as a question, “I’m looking for some type of estimate,” or – everybody has a different scenario – “I just wanna get somebody here today,” or whatever. But they’re gonna tell me what they’re looking for, and I’ll ask maybe one follow-up question quickly to clarify that, and then I’ll say, “Okay, if you and I spend a couple of minutes here on the phone and I ask you a handful of questions, we can probably get a real good idea about what you’re dealing with. Does that sound like something that’ll work for you right now?”
And that’s pretty easy, but it lets them know, “Hey, we’re gonna spend just a minute or two on the phone. Is that something you’ve got time for now?” I’m being considerate of their time, and almost every time, they say yes. If they say no, they’re probably not somebody you want to deal with anyways because they’re not that engaged. But if it’s something they’re concerned with having repaired, then they’re engaged and they wanna talk to you. They wanna know as much as they can about the repair process, and who you are, and what you’re gonna do for them.
So, you gotta have the right people on the line to get this rolling in the first place, but there’s a couple of steps that I take to remember my objective for this business, the purpose I’m on this phone. The purpose I’m answering it is to make some money, and I’ve gotta get in front of people to do that. So, I’ve got like a little three-step goal that I remember if I’m off-pace a little bit, and I’m gonna share them with you today, right now. I’m gonna show you what I do, the things I remember, the mini-goals within the big goal that are marching me forward every time I pick up the phone. And it’s like a qualification process, basically, and then a task for me, and if people don’t meet the markers along the way, then they fall off and they’re off my radar. But I keep going. It’s like a game of 20 Questions, and as you get closer to the end, you have a pretty good idea about what you’re dealing with.
So, if we break this down into three mini-goals, I think it’s gonna help you. If your phone skills are lacking a little bit right now, I want you to write these down and keep these three little mini-goals, and then you can write some questions and some tasks for yourself to meet these little goals, but write these down. Here’s the three steps that you need to qualify and close on the phone.
So, the first thing you do when you pick up that phone is you’ve got to engage the customer. Well, they’re a prospect at this point, not a customer. And I know this is sales talk for a lot of you guys, but a customer’s not a customer until they’re giving you money. Right now, they’re just a prospect. They may be a customer. So, you have to engage them. They’re calling you, so they’ve started the ball rolling, but when you pick up the phone, they’re judging you every quarter of a second when you pick up the phone, every little pause you do, every little stumble. If you pick up the phone and you’re in a restaurant versus you pick it up and it’s silent, that matters.
You are less professional already if they hear a background noise in a restaurant. And it happens once in a while. If you’re stopping for some lunch, you’re making a mistake in the first place, but if you’re at lunch and the phone rings, you wanna pick it up, but you only got two or three rings before the thing goes to voicemail. You don’t really have time to get outside. You gotta answer it, so you either answer it in the restaurant or you go to voicemail. I’m gonna take go to voicemail and call them right back, like a second later, versus pick it up and there’s music and people in the background. They’re like, “What is this? This guy’s not working. He’s not professional.” Even if you say, “Oh, sorry, you caught me at lunch,” they don’t believe it, so you gotta engage them first, and that’s presenting the proper atmosphere that they hear on the other end of the phone. Whether that’s your background noise or your voice that you’re considering, it’s really everything. It’s everything that comes through that speaker to them.
So, you make sure you’re in a place that’s clean and clear, and make sure you have an upbeat attitude. If you’re upset or you’re feeling groggy, good chance you’re not gonna close that one. You’ve gotta be the guy they wanna talk to, and that means being more energetic than 99 percent of the people you encounter during your day because that energy bleeds over and it makes them a little more excited. It makes them more eager to speak to you and to share the things you need to hear to know whether or not this is a deal you need to make.
So, when you pick up the phone, you’ve got high energy. You have an attitude that you’ve assigned to yourself. Think of something like inquisitive or excited or a combination of some other things like that, but you’re being a person who’s engaging and exciting to speak to, for just a minute. That’s all you gotta do it. It’s like a two-to-five minute phone call, and a five-minute is a long one. So, as soon as you pick up the phone, you’ve got a great attitude, and you are going to engage the customer or the prospect. So, remember the first step is to engage the prospect.
So now once you’ve got them engaged, you’ve gotta ask a handful of questions, and I’ve got all my questions we’ve covered plenty of other times on other shows, so I could really spend an hour talking about that stuff, but basically, you’ve gotta find out who they are and what they’re looking for. And that’s where these questions that I’m talking about come into. The whole point of this show is the questions. You’ve gotta determine who they are, what they want, what they want from you, when they want it, how much they wanna spend, when they wanna do it. All these things you’ve gotta ask, and if you don’t ask these questions, there’s no way you’re gonna be able to present to them something that’s enticing, something that they say, “You know, that sounds great. Let’s do it.”
So, once you’ve engaged them – you can tell they’re responding to you – you’ve gotta go with your questions. What I call this step is “Qualify.” You’ve got to qualify this lead, and that’s not, obviously, something that I created. That’s generic sales talk. But what you’re doing is making sure this prospect is somebody who could potentially do business with you. If you’re super happy and motivated when you pick up the phone, and they’re really nice too, and you ask them some questions, and you find out they have a tractor that backed into a redwood tree, they do not qualify. You cannot do business with them, so you don’t just hang up on them. You try to send them to a place that can help them, if you know one, and suggest something that may produce the same results if you don’t know something, but you gotta treat them nicely because they may have a car later on that has something you can fix.
But you’ve gotta make sure this person has a dent that you can fix. Then you’ve gotta make sure that this person wants to part with the money that you need to fix that dent. So, this is the important part of the conversation, right here in the middle. The more you practice at this, the better you’ll get, but you’ve gotta be listening to them the whole time. Some people have a higher threshold for questions than others. Sometimes, they wanna hop right off the phone, and other times they wanna talk too much, but you’ve gotta really be listening. And if you can tell it’s one that’s gonna bail after a couple of questions – they’re getting squeamish – you gotta cut to the chase and say, “Tell me exactly about the car, tell me about the damage, and tell me what you’re expecting to pay,” or something like that. You gotta kinda get quick and dirty with them if they’re gonna bail because otherwise, once they’re gone, you’ve got nothing.
So, I mean it would take me two hours to give you every single question and step that I could possibly take in a phone conversation, but if you listened to all 51 episodes up to this point, you probably have a pretty good idea of what those are. So, assume you’ve, No. 1, engaged your prospect. No. 2, you’ve qualified them. Now, let’s assume it’s something you do wanna do. That’s why you’re still on the phone. You’ve got to close them.[Begin Commercial]
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You’ve got to close them. If you just give them the information and let them go, maybe they come back. Sometimes, they’re on the fence and they need to be pushed over to one side or the other. And a lot of guys feel like they don’t wanna be pushy, that’s something that they don’t do, they’re not a salesperson – they’re just gonna give them the choices, and then the customer can make whatever choice they want. But people often are dying for someone to guide them and to tell them the right decision to make because they don’t really know. They’re stuck in the middle, and they don’t have enough information to make a great decision for themselves, but you do. You are the expert at dent removal. You know way more than they ever will. You know what the alternative is. You’ve gotta guide them.
And I’m not saying you’re gonna guide them in a way that ultimately wouldn’t benefit them. You’re trying to give them something that is gonna be great for them. It’s a great repair, it’s a great price, and it’s quick. You’ve gotta help them make that decision sometimes. So, if they’re just hanging out there, you’ve got to ask for the appointment. And when you ask for the appointment, you’ve got to try to close the sale before you even get there, if you’re working on a mobile basis, which most of us are, so I’m just gonna speak to you mobile guys. If you’re in a shop, you can get them to come by – it doesn’t cost you anything. But if you’re mobile, you’ve gotta get to them, you’ve gotta close that deal before you ever get in the truck, and you do that by, hey, asking more questions, like the whole point of this thing, man. You gotta ask questions.
So, when they’re ready to go, you question them very directly, “That sounds great. So, when I get there on Thursday at 9:00, I’ll be ready to do the repair for you. Are you looking to have the repair done – as long as you’re happy with the estimate, does that sound like something that’s great to you?” And they’re going to say yes or no, and once they say yes, that is a done deal. And if they say no, guess what? More questions. “Okay, well, what kind of things are you trying to find out before you decide whether or not you’re going to repair the car? Maybe we can get that straightened out for you today on the phone, or with a text or an email.” Because if they tell you they’re not gonna do the deal when you get there, you don’t really want to go. The point is doing deals, so more questions again.
So, what I want you guys to take away from this is: Ask as many questions as you think you can plus 10 percent because there’s no amount of information that you get that isn’t going to make you more money.
I’m gonna share one little story with you to illustrate this point again, and I’m gonna get out of here. We’re gonna have kind of a quick show today. I want you guys to get out there and work and make some money this morning, and get me out of your ear holes. But we had, Shane and I had our Advanced Skills Seminar prior to the Mobile Tech Expo just a few weeks ago, and it was really great, and we did some impromptu stuff on selling and pricing that, honestly, we didn’t plan on doing. We were gonna do a lot of hands-on technique stuff, but everybody really wanted to talk about this, and I was glad we did because it was a really great session.
But one of the fellows there, one of my buddies, he said, “Listen. In my part of town, nobody will pay these prices that you guys are saying.” And we talked about where everyone’s from, and everybody was from different parts of the country with these high prices because these guys at this seminar, they were already high achievers, almost all of them. They were already kind of crushing it, so they just needed to be in a place where they could get 2 percent better, and it was going to be a huge return for them. So, these are the guys that seek out more training, better tools. It’s the guys that are already crushing, and they just wanna keep getting better, so it was a great group of guys to be around.
But there was a lot of them who already had really great pricing around the country, but this one fellow said, “Nobody in my area is gonna pay this.” So, I challenged him, and I said, “Okay, here’s what I want you to do because I believe you’re wrong, first of all, and if you’re wrong, we both win because I’m right and you make more money. So, here’s what I want you to do.”
I said, “I challenge you, before you ever talk about price on the phone with your customers, to ask them five questions. And I’m not gonna even tell you what those five questions are. You need to ask five questions, like a game. Every time they’re on the phone and they say, ‘How much does it cost?’ you come back with a question. And it’s gonna seem awkward at first, but I guarantee that if you ask five questions to every prospect before you talk about the price, you are gonna get fewer people saying, ‘Oh, okay, thanks, I’m gonna shop around,’ or ‘That price is too high,’ or ‘That price is too low’ – that almost never happens, but you are going to be able to understand where they’re coming from, what they’re working with, and what they’re looking for, and then you can present a price or a program that makes sense to them. But if you just come out with, ‘Bam! We’re cheap,’ or ‘Bam! We’re expensive because we’re good,’ you’re gonna blow some people right out of the water because they might not even know the difference between good or bad, so five questions.”
So, if you wanna try that game with me back wherever you are and share your experience, that’d be super fun for me. I’d like to hear that. Ask five questions and see what happens to your closing percentage. I promise you it goes up. Promise, promise. Five questions before you ever talk about the price. Give it a shot.
All right, let’s talk about the tool today. You guys know all about Shane’s blending hammer, the Shane Jacks Jackhammer. And then you know that he’s come out with the extended version, the XL, which is a fantastic hammer. I use both of them all the time now, and I never would have really said that before I got to know Shane a little bit better. I thought this hammer business was a bunch of nonsense, but hammers are the future, and I’m using both of them. So, you know that you can get those things all over the place. You know that Shane’s got a blending tutorial video if you buy them together on his site, but they’re at a lot of tool companies as well.
Well, one of the tool companies that has them is A-1 Tool, which we’ve talked about on this show a couple of times. They’ve got some really, really cool tools, and they do that custom bend tool that I talked about on the show, the PDR College Tools, as we’re calling it now. But it’s that 3-Ace Johnson that has a big, wide heel and then a bare, blunt tip at the end so you can get it through a half-inch hole with the German Dent Tape around the heel. You can get some huge soft pushes, move a lot of metal, and then just flip the tool 180 degrees and finish with steel, so it really speeds up your repairs and enables you to get those giant monster pushes without putting high spots. It’s really fast, clean repairs with that one tool, and it’s stupid cheap. If I could get over there and get a seat on the board at A-1 Tool, we’re raising some prices tomorrow, but they like where they’re at, so rock on, man. It’s like the best deal ever for a dent guy. I mean, that tool pays for itself four times over for the first time you use it. How do you beat that? So, go get that tool if you don’t have it.
But what we’re talking about today is the blending hammer, and the reason I’m bringing them up is because they’ve done something unique that no one else has done. They’re dipping the handles in their handle dip solution that’s on all their other tools, which is really, really strong stuff. So, if you want a Shane Jacks Jackhammer that’s handle has been dipped in PDR tool handle material, they are the place to get it. So, we’ll have a link on the show if you wanna click over there, and just check it out and see what it looks like. I think they’re all black right now, but I’d be willing to bet if you wanted a color, they’d do it for you. I couldn’t promise that. I’m kinda shooting from the hip on that one, but right now, they’re black, so it doesn’t look that different until you look up close.
But that was one thing that a lot of people have been customizing with the handles, and now they’re coming in yet another fashion from A-1 Tool. So, shout out to those guys for doing something neat. I might like to get one of those myself and try it out.
All right, fellows, go out there and crush it this week. Continue to share your experiences with us, either on Facebook or on the Comments section here on PDR College. We love to hear from you guys. We’re excited to enjoy your successes and analyze your failures, and see if we can punch some holes through those old-school techniques and bring you back up to the frontlines with us where we are swinging for the fences every day. We’d love to hear from you guys.
Also, if you have not written us a review in iTunes, shame on you. Go on there and write your honest review. I don’t care how many stars it is. Give me the truth. I like to see the five-star reviews, but, hey, bring what you got. I wanna hear it. iTunes, go there and write the review if you haven’t done it. We would appreciate it. All right, my friends, I will see you soon. Until then, get better.[End of Audio]
Duration: 34 minutes