February 26, 2025 • 20 mins
This is a clip from one of Davy’s standing room only presentations at the International Detailing Association/Mobile Tech Expo event. But why stop here? The full training video is available to you for free, packed with the exact strategies top-performing detailers use to increase your sales, improve cash flow, and boost your bottom line!
Go to BigMoneyDetailer.com right now to unlock the full training—and while you're there, tap into even more game-changing resources that will take your detailing business to the next level. These resources show you how to earn more so you can serve more.
If you're serious about growing your auto detailing business, your next move is clear: Visit BigMoneyDetailer.com!
INTRO
Your host is Davy Tyburski, America’s Chief Profit Officer® and Founder BigMoneyDetailer.com.
Go to BigMoneyDetailer.com/referrals to discover how-to double your referrals right now!
Please share this episode with others and be sure to check out BigMoneyDetailer.com for even more resources to grow your detailing business.
OUTRO
Congratulations and thank you for joining us for this episode! Discover even more strategies and tips on how to increase your detailing sales revenue, improve your cash flow and boost your bottom line, go to BigMoneyDetailer.com right now!
1-Follow us on Instagram
https://BigMoneyDetailer.com/instagram
2-Claim More Free Tools and Resources Here
https://BigMoneyDetailer.com
Mark as Played
Transcript
Episode Transcript
Available transcripts are automatically generated. Complete accuracy is not guaranteed.
Speaker 1 (00:00):
me All right.
So here's what I want you to dothose 15 industries that I've
worked with.
What I'm really really, reallygood at is I'm able to take what
works really well in anotherindustry and I'm able to tweak
it.
Like with that screwdriver.
I'm able to tweak it just alittle bit to make it work for
the detailing industry.
That's one of the reasons whyDillon's Affluent Auto Spa in
San Antonio, texas, is doing sowell.
(00:20):
I've been able to take those 15different industries that I've
consulted for and coached andI'm able to give him ideas that
no one else, at least to myknowledge, is using in the
detailing business.
I'm going to give you a few ofthose today.
Is that okay if I give you afew of those today?
So I want you to have commonsense.
I want you to challengeyourself as a common practice.
Second thing I want you to dois take that imaginary
screwdriver and just tweak it alittle bit.
(00:41):
Here's what I don't want you todo.
That'll never work Bullshit,I'm telling you.
It will work.
But you may need to take thatscrewdriver and you may need to
just tweak it a little bit tomake it work for your detailing
business.
Does that make sense.
Say okay, I'm sorry.
Say okay, all right, we goteveryone there, let's keep going
.
Look, there's just simple Look.
And, by the way, that's a catchthe headline that's just a
(01:15):
partial list of what you've gotto deal with, right?
But here's the thing.
No worries whatsoever.
What my goal is, my mission inlife since I started Big Money
Detailer a few years ago, is Iwant to show you how to go from
being a good detailer to a greatbusiness owner.
How many of you agree there's adifference between being a good
detailer versus being a greatbusiness owner?
Big difference, right?
Show of hands.
Yeah, show me your armpit.
(01:36):
Go ahead, give it all to me.
How many of you agree with me?
All right, you got it.
So what my goal is in the shorttime I have today is just give
you seven things that I promisedin my promotional materials to
deliver those to you.
But I really want you to startthinking a little bit
differently.
As a matter of fact, man, see,if I was walking around, I'd
bang that table so hard rightnow it would wake, it would.
Hey, thank you, brother.
(01:56):
I'm gonna give you a cue to dothat for me.
What's your first name?
Chase, chase.
Give it up for Chase.
Give it up for Chase, who'sgoing to be my table banger
today.
So if I was walking around I'dbe like three, two, one and I'd
say none of you are in thedetailing business.
(02:19):
You are in the marketing ofyour detailing business.
You are not running yourbusiness, you are in the
business of marketing yourdetailing services.
Look, dylan, and every one ofyou God bless you guys and women
that are in here you're reallygood at the craft and, by the
(02:39):
way, I'm not a lotions andpotions guy, so don't come up
here asking me about tools andlotions and potions.
I have no idea about that, butthere's people speaking here
that know a lot more about that.
So I will table that.
Let's imagine, let's get animaginary box.
Put lotions, potions, tools,chemicals, put it in this box
over here and we're going toclose the lid.
I'm not your guy for that, butwhat I am your guy in is helping
(03:01):
you expand your marketing, yoursales, so you can ultimately
have more customers that loveyou, so they can refer you and
you can make more money for thereason of helping your family,
your charities or whatever.
That's what I'm really good at.
I've been doing that for over20 years.
So I want to take you from goodthe good old book good to great
, except I want to take you frombeing a good detailer to being
a great business owner in thevery short time that I have a
(03:24):
good detailer to being a greatbusiness owner in the very short
time that I have.
Many of my coaching clientscome to my house a few times a
year and we break that shortlist of things down of what you
all need to be doing and wereally dive into those items and
make sure that if it's not you,it's the who.
Catch that, if it's not you,it's the who.
So I don't want you to be goodat all those things behind me,
by the way.
What I want you to do is findthe who.
Who is good at that?
(03:45):
Perfect example Boy.
This is going to be tough forthis room, but I'm going to put
myself on a limb here If I wasdoing a keynote for a couple
thousand folks.
I know I always find one in theroom, but this group a little
bit smaller, so let's give it ashot.
I don't like spreadsheets, okay,so would you agree that
spreadsheets are very importantfor your detailing business?
You've got to know the numbersright.
Everybody agrees with that.
All right.
(04:06):
So by a show of hands, how manyof you don't like spreadsheets?
Put your hand up.
Okay, put them down.
Here's where I'm going out.
There, I don't know.
Is there one person in the roomthat actually likes
spreadsheets and is good at it?
Okay, we got one.
Two.
Give me the armpit.
Come on, I can't see you.
We got one, two, three, four,five, six, seven, eight, nine,
(04:27):
ten.
Do you see my point here?
My point is this, ladies andgentlemen, you don't have to be
good, or even great, ateverything behind me.
You've got to find the.
Who is really good at that?
Why are you doing things thatyou suck at that?
Take you so long.
Great story from me on.
That is like my landscaper.
Y'all and I have a home.
I used to got there on aSaturday and cut the damn grass
(04:49):
and do the what's it called?
That thing, that, what is it?
Yeah, I used to do the weedwhacker, weed eater, whatever
the hell you call it these days.
I used to do all that shitright, six hours, six hours of
my Saturday, right, and I gotlike a 18 inch lawnmower and I
got this crappy ass weed whackerthing.
It takes me six hours.
I hate it.
I was like, why are you doingit?
(05:10):
I'm like, well, huh, why am Idoing it?
You know, secret bonus there'slandscapers in this world that
will come to your house to getthat shit done in 45 minutes.
They got this freaking what'sit called?
Somebody help me A zero turn.
Thank you, brother.
(05:31):
I appreciate that they got azero turn.
They come up with this massivetrailer.
They're pulling stuff off.
They got four guys runningaround 45 minutes later done.
You're catching the point of thestory, ladies and gentlemen.
Why are you spending doing allthat time landscaping, taking
away from your family and otherstuff you should be doing?
Go hire the who.
Go hire the who.
That's much better for you todo it.
(05:51):
Your sales material, yourmarketing material, brochures,
all that stuff you're getting Ah, stop it.
Go find somebody to do it.
Upwork is another example.
You go to Upwork, you findanybody you want.
All right, and, by the way, Iappreciate you letting me be
like a little therapy here,because, if you notice, I'm very
passionate about these thingsthat I talk about, right, and
sometimes I go down this path ofI need therapy.
How many don't put your handsup.
(06:12):
How many besides me?
Who else in this room don't putyour hand, okay, besides me?
Who else in this room Don't putyour hand?
Okay, you did, you did it Allright.
Who else needs therapy?
Don't put your hand up, but weall need therapy, right?
Well, therapy is going tohappen today, because I'm going
to give you a kick in the ass orI'm going to give you a big hug
, one or the other, and I do itall the time with my coaching
clients.
So let's move on.
(06:36):
Those of you that put your handup do you have a calculator on
your phone, ma'am?
Will you volunteer?
Say yes, see how that worked.
I don't want to be doing math.
Sometimes I'll go down a holeand I'll teach you something and
I'll put out a number.
By the way, this is just 10seconds of therapy here.
Like I never used to like askfor a volunteer, I never used to
(06:57):
ask.
So then I got to reach up hereand I got to do the damn math.
I'm like okay, so if you have15 customers and pay you $15
more per I, don't have time todo that, so I just delegate it
to you.
So when I start going down theroad, or at the end, when
somebody starts asking questions, just pull out your calculator
and give me the real number,because then there's always one
in the room.
That's not right.
Well, shit, then you do themath, you know.
(07:18):
All right, are we good?
By the way, probably be a goodtime to leave, because if you
ain't having a good time you canleave.
I won't be offended, but I willtell you that it will make a
big difference to you if youhang out for another few minutes
.
So here we go.
Anybody get these text messages, can you see it?
I can't turn around because myback hurts, but anybody get
these text messages.
They're green, right, they'rewhat?
(07:41):
They're green, green, well,green is the reply back.
Look, I'm really cleaning up mylanguage here.
I'm just going to do this.
I ain't going to talk aboutthat stuff.
Okay, I've been around thecoaching consulting business for
(08:03):
20 years, as I mentionedearlier.
I work with billion dollarcompany startup entrepreneurs
and I work with a bunch ofdetailers.
This kind of stuff upsets meShort term, quick fix BS.
Hey, text me back.
I'll get you 15 ceramic coatingjobs.
Yeah, you right.
Hey, I'll get you more visitorsto your website.
(08:23):
You will First off again 15seconds of therapy for me
because I talk to myself at home.
I work from home, been workingfrom home for 20 years, before
the COVID thing, so working fromhome is not a new thing to me.
I talk to myself a lot.
How many of you talk toyourself, by the way?
Yeah, I never get the wronganswer, bro, like I talk to
myself, all the time, I get theright answer.
(08:50):
But this kind of BS here like Igot just like you can see, I
responded to a few of thembecause I monitor all Dylan's
text messages.
I had to reply back First off,if you're real business or are
you working from your damn mom'sbasement, all right.
So I want you guys to becareful.
We haven't invested in any ofthis stuff because I know 99% of
(09:11):
it is BS.
But I want you to be careful ofthat stuff because the bottom
line is, if you can get me 15ceramic coating jobs and I won't
even have to pay you for threemonths, you're definitely living
in your mom's basement, becausefree is evil.
You might want to write thatdown.
Free is evil, except in about20 minutes I'm going to tell you
only one reason why you mightwant to do something for free,
(09:33):
all right, make sense, all right, let's move on Fast, tip fast
start.
Tip number one I want you tounderstand your market and
audience.
Now, first thing is, I don'twant you to do quotes anymore.
And again, common sense here'smy challenge is a common
practice in your business.
No more quotes, no moreinvoices.
(09:54):
You're doing consultations.
I was in before.
I was blessed to do what I donow.
Up until 2008, I worked for aglobal med tech company and we
dealt with a lot of physicians.
So I remember earlier I toldyou I worked with a lot of
different industries.
So this whole piece comes from.
And for the last whatever it'sbeen seven weeks I've been
dealing with this, I want you tothink about a physician office.
(10:16):
Okay, everybody with me, don'tput your hand up.
But if you've never been to aphysician office, just imagine
there is a physician office andjust play along with this
example.
So, hypothetically, if I go toa physician's office and I walk
in, do they just say hey, takesome hydrocarbonate.
I just made that word up.
I don't even know if that's amedication.
Do you just walk in and theysay take this drug, do they?
(10:38):
Well, maybe down the street onthe corner.
They might tell you that.
But if you go into a physicianoffice, here's how it goes.
It's three things right.
Might want to write these down.
Might want to write these down.
First is ISS, assess, assess,assess, a-s-s that's ass,
a-s-s-e-s-s assess.
Next thing they do is diagnose,they diagnose, they diagnose,
(11:00):
they diagnose and then theyprescribe treatment to you.
They assess, they diagnose,they diagnose, they treat.
How's that different from thedetailing business?
Well, I'll tell you how it'sdifferent.
Here comes the kick in the ass.
You got a quote $457 did youassess and diagnose in person?
(11:22):
So you're prescribingmedication that's going to cost
me four hundred fifty sevendollars, but you may have left a
thousand dollars on the table.
Don't, don't.
I'm not looking anybody inparticular.
I'm gonna look at the floor.
I'm here to give you a kick inthe ass because I want you to
think in terms of consultations.
I want you to think higher end.
Quick story about Dylan Dylan.
Three years, four years ago,whatever it was, he wanted to
(11:42):
start his detailing business.
He came to me.
I said what are you going toname it?
He said I'm going to name itDylan's Discount Detailing.
And I said no, you're not,because you know what you're
going to attract Discount peopleNow I will give you the
disclaimer.
Normally it's up on the slides,but I didn't have a chance to
put it and I'll give you mydisclaimer when I start talking
(12:04):
shit.
I'm not judging anybody.
I'm talking marketing and salesthat have worked for me and
many of my businesses for thelast 30 years.
So when I talk about discountsand I talk about minivans and
Cheetos in the seats, I'm notjudging anybody.
However, if his company namewas, are you videoing me from
the back?
Okay, it's no problem, it's notreally my best side man.
(12:26):
Plus, you're getting my asscushioned in there.
So I don't know if that'sworking for you, but if it was
Dylan's discount detailing, he'sgoing to attract the minivans
with the Cheetos in the back,with the throw-up all over the
seat, etc.
His company name is theAffluent Auto Spa.
We don't get many consultationsfrom minivans.
As a matter of fact, if you goto the website
(12:50):
affluentautospacom, we basicallytell you we want to detract
more people than we attract.
We don't want the cheap people.
Again, I'm not giving you thisdisclaimer again, so I don't
need someone coming up to me atthe end saying I'm being
disrespectful.
I'm not.
I'm simply speaking the truthto you so you understand the
difference.
We don't get the minivans withCheetos, with the throw up on
(13:11):
the back seat, with the babyseat.
Now we get affluent people thathave what's the Mercedes box,
one that's really expensive,what is it?
A G-Wagon?
Now we get those.
They got a baby seat in theback.
I guarantee the mom or dadain't letting their kid throw up
in the back of that $150,000vehicle.
You with me here, all right.
So here's the thing I want youto do consultations.
(13:33):
I'm going to walk you throughthis.
But again, if you write downaffluentautospotcom, you can go
there.
If you fill out the form, justwrite test.
So Dylan knows that this is atest, but I really want you to
understand this process Assess,diagnose and then prescribe.
So here's the deal.
First thing we do is we gettheir basic contact information.
That's the first step.
And basic contact information,that's the first step.
(13:59):
And if they abandon the form,we already have their info so we
can follow up immediately.
Okay, so after we do that, thesecond step is this we pull up
their address and we go toZillow.
Anybody ever hear of Zillow?
Zillow is a great thing.
Like you, spy on yourneighbor's house, see how much
that shit's worth.
You know what I'm saying.
So we go to Zillow and we checkit out.
So if you see this house here Idon't remember what it is, but
I think it's a million dollarhouse, if I'm not mistaken.
As a matter of fact, if Dylanoffered a discount to someone
who owns a million dollar house,that's disrespecting them and
(14:21):
probably we wouldn't get the job.
I'm just speaking marketing.
So the next thing we do is wecheck out the home.
Again, I'm not judging people,I'm just simply talking
marketing here.
But if they live in a milliondollar house, chances are
they're not really interested inthe 197 special.
You know what I'm saying,you're with me, you're feeling
me, all right, good deal.
So once we do that, we checkout that information.
The next thing we do here isthese are very important
(14:42):
questions, by the way I can'tsee my screen, so I have to turn
Okay.
So here's a couple of things Ireally want you to pay attention
to.
That first one up there sayswhat are you thinking you'd like
to have done to your vehicle?
Very, very important languagethere, by the way what do you
(15:03):
want to have done?
What are you thinking you wantto have done.
I love fast food.
Back in the day it used to beeasy to order fast food.
Give me the number five and Iwant the medium drink.
Catch on the screen here.
You should see it on the otherside.
What are the three choices?
What are you thinking abouthaving done to your vehicle?
Small, medium, large?
(15:24):
I know immediately when theconsult form comes in.
I got a big favor to ask ofsomeone so someone in the back
if one of you would be kindenough, please, to go outside
and get me a glass of water andbring it up for me, that would
be really good, because if Iwalk myself back there I'm going
to be out of time and I won'tcover the rest of the
information.
So if someone would be kindenough to bring me a glass of
(15:46):
water, that would be great.
So what, we find outimmediately.
What are you thinking you wantto have done to your vehicle?
We know you want to have doneto your vehicle.
We know where their head's atSmall, medium, large, right and
I'm pretty sure we use thelanguage of all right, here's
your small, medium, large.
Do you want a basic interiorexterior?
Do you want an intermediateinterior exterior with polish
wax?
Or do you want advancedinterior, exterior with full
(16:08):
paint protection, ceramiccoating treatment?
We haven't talked to thisperson yet, but by getting this
information we know if they wantsmall, medium or large.
Oh, you are awesome, brother.
I appreciate you.
What's your first name?
Joe?
Can we give Joe a hand forbringing the speaker of water?
Thank you, joe, nice to meetyou.
(16:29):
Thank you for coming to mysession today.
That's very nice of you and youguys.
And that's the other thing.
You guys have such servant'shearts.
Man Like you just want to servepeople and their families, and
I love that about you guys.
There's probably 1% of you thatdon't, but I'm not talking to
you.
I'm talking to the 99% of theroom that actually care about
people.
So if you're one of the 1%,then to you, all right.
(16:53):
Next thing I want to just pointout on here is, besides small,
medium and large, is I want topoint out the other question
which of the following led youto contact us today?
By the way, if you want to usethe same language, you can Like.
You could copy and modelanything Like in my coaching
program, everything I create forDylan.
We give it all to you in mycoaching program, but you guys
are welcome to use this.
Catch the language.
Which of the following led youto contact us today?
Why are we getting thatinformation?
(17:14):
Just shout it out.
I want to know what the hell'sworking.
More importantly, I want toknow what's not working Like if
no one's finding us on Bing,then why am I investing money in
Bing?
Right?
So you've got to find out.
I know I do a bunch ofconsulting calls a week Free, by
the way, calls a week Free, bythe way and I ask questions like
how many did you?
(17:35):
I don't know, I don't know.
Look, here's the kick in theass again.
Look, you've got to know If youdon't know today.
Look, I don't care about therearview mirror how many of you
got a car with a rearview mirror?
You probably took yours downfor some reason.
I'm just kidding you.
The rearview mirror is verysmall.
(17:58):
It's like eight inches wide.
That's the rear view mirror.
You walked into this room today.
I don't care about the rearview mirror.
How big is your windshield?
It's huge.
I care about when you walk outtoday.
Look through the windshield,about what you're going to do
different, moving forward.
This here would be something Iwould strongly encourage you to
start doing.
me All right.
So here's what I want you to dothose 15 industries that I've
worked with.
What I'm really really, reallygood at is I'm able to take what
works really well in anotherindustry and I'm able to tweak
it.
Like with that screwdriver.
I'm able to tweak it just alittle bit to make it work for
the detailing industry.
That's one of the reasons whyDillon's Affluent Auto Spa in
San Antonio, texas, is doing sowell.
(00:20):
I've been able to take those 15different industries that I've
consulted for and coached andI'm able to give him ideas that
no one else, at least to myknowledge, is using in the
detailing business.
I'm going to give you a few ofthose today.
Is that okay if I give you afew of those today?
So I want you to have commonsense.
I want you to challengeyourself as a common practice.
Second thing I want you to dois take that imaginary
screwdriver and just tweak it alittle bit.
(00:41):
Here's what I don't want you todo.
That'll never work Bullshit,I'm telling you.
It will work.
But you may need to take thatscrewdriver and you may need to
just tweak it a little bit tomake it work for your detailing
business.
Does that make sense.
Say okay, I'm sorry.
Say okay, all right, we goteveryone there, let's keep going
.
Look, there's just simple Look.
And, by the way, that's a catchthe headline that's just a
(01:15):
partial list of what you've gotto deal with, right?
But here's the thing.
No worries whatsoever.
What my goal is, my mission inlife since I started Big Money
Detailer a few years ago, is Iwant to show you how to go from
being a good detailer to a greatbusiness owner.
How many of you agree there's adifference between being a good
detailer versus being a greatbusiness owner?
Big difference, right?
Show of hands.
Yeah, show me your armpit.
(01:36):
Go ahead, give it all to me.
How many of you agree with me?
All right, you got it.
So what my goal is in the shorttime I have today is just give
you seven things that I promisedin my promotional materials to
deliver those to you.
But I really want you to startthinking a little bit
differently.
As a matter of fact, man, see,if I was walking around, I'd
bang that table so hard rightnow it would wake, it would.
Hey, thank you, brother.
(01:56):
I'm gonna give you a cue to dothat for me.
What's your first name?
Chase, chase.
Give it up for Chase.
Give it up for Chase, who'sgoing to be my table banger
today.
So if I was walking around I'dbe like three, two, one and I'd
say none of you are in thedetailing business.
(02:19):
You are in the marketing ofyour detailing business.
You are not running yourbusiness, you are in the
business of marketing yourdetailing services.
Look, dylan, and every one ofyou God bless you guys and women
that are in here you're reallygood at the craft and, by the
(02:39):
way, I'm not a lotions andpotions guy, so don't come up
here asking me about tools andlotions and potions.
I have no idea about that, butthere's people speaking here
that know a lot more about that.
So I will table that.
Let's imagine, let's get animaginary box.
Put lotions, potions, tools,chemicals, put it in this box
over here and we're going toclose the lid.
I'm not your guy for that, butwhat I am your guy in is helping
(03:01):
you expand your marketing, yoursales, so you can ultimately
have more customers that loveyou, so they can refer you and
you can make more money for thereason of helping your family,
your charities or whatever.
That's what I'm really good at.
I've been doing that for over20 years.
So I want to take you from goodthe good old book good to great
, except I want to take you frombeing a good detailer to being
a great business owner in thevery short time that I have a
(03:24):
good detailer to being a greatbusiness owner in the very short
time that I have.
Many of my coaching clientscome to my house a few times a
year and we break that shortlist of things down of what you
all need to be doing and wereally dive into those items and
make sure that if it's not you,it's the who.
Catch that, if it's not you,it's the who.
So I don't want you to be goodat all those things behind me,
by the way.
What I want you to do is findthe who.
Who is good at that?
(03:45):
Perfect example Boy.
This is going to be tough forthis room, but I'm going to put
myself on a limb here If I wasdoing a keynote for a couple
thousand folks.
I know I always find one in theroom, but this group a little
bit smaller, so let's give it ashot.
I don't like spreadsheets, okay,so would you agree that
spreadsheets are very importantfor your detailing business?
You've got to know the numbersright.
Everybody agrees with that.
All right.
(04:06):
So by a show of hands, how manyof you don't like spreadsheets?
Put your hand up.
Okay, put them down.
Here's where I'm going out.
There, I don't know.
Is there one person in the roomthat actually likes
spreadsheets and is good at it?
Okay, we got one.
Two.
Give me the armpit.
Come on, I can't see you.
We got one, two, three, four,five, six, seven, eight, nine,
(04:27):
ten.
Do you see my point here?
My point is this, ladies andgentlemen, you don't have to be
good, or even great, ateverything behind me.
You've got to find the.
Who is really good at that?
Why are you doing things thatyou suck at that?
Take you so long.
Great story from me on.
That is like my landscaper.
Y'all and I have a home.
I used to got there on aSaturday and cut the damn grass
(04:49):
and do the what's it called?
That thing, that, what is it?
Yeah, I used to do the weedwhacker, weed eater, whatever
the hell you call it these days.
I used to do all that shitright, six hours, six hours of
my Saturday, right, and I gotlike a 18 inch lawnmower and I
got this crappy ass weed whackerthing.
It takes me six hours.
I hate it.
I was like, why are you doingit?
(05:10):
I'm like, well, huh, why am Idoing it?
You know, secret bonus there'slandscapers in this world that
will come to your house to getthat shit done in 45 minutes.
They got this freaking what'sit called?
Somebody help me A zero turn.
Thank you, brother.
(05:31):
I appreciate that they got azero turn.
They come up with this massivetrailer.
They're pulling stuff off.
They got four guys runningaround 45 minutes later done.
You're catching the point of thestory, ladies and gentlemen.
Why are you spending doing allthat time landscaping, taking
away from your family and otherstuff you should be doing?
Go hire the who.
Go hire the who.
That's much better for you todo it.
(05:51):
Your sales material, yourmarketing material, brochures,
all that stuff you're getting Ah, stop it.
Go find somebody to do it.
Upwork is another example.
You go to Upwork, you findanybody you want.
All right, and, by the way, Iappreciate you letting me be
like a little therapy here,because, if you notice, I'm very
passionate about these thingsthat I talk about, right, and
sometimes I go down this path ofI need therapy.
How many don't put your handsup.
(06:12):
How many besides me?
Who else in this room don't putyour hand, okay, besides me?
Who else in this room Don't putyour hand?
Okay, you did, you did it Allright.
Who else needs therapy?
Don't put your hand up, but weall need therapy, right?
Well, therapy is going tohappen today, because I'm going
to give you a kick in the ass orI'm going to give you a big hug
, one or the other, and I do itall the time with my coaching
clients.
So let's move on.
(06:36):
Those of you that put your handup do you have a calculator on
your phone, ma'am?
Will you volunteer?
Say yes, see how that worked.
I don't want to be doing math.
Sometimes I'll go down a holeand I'll teach you something and
I'll put out a number.
By the way, this is just 10seconds of therapy here.
Like I never used to like askfor a volunteer, I never used to
(06:57):
ask.
So then I got to reach up hereand I got to do the damn math.
I'm like okay, so if you have15 customers and pay you $15
more per I, don't have time todo that, so I just delegate it
to you.
So when I start going down theroad, or at the end, when
somebody starts asking questions, just pull out your calculator
and give me the real number,because then there's always one
in the room.
That's not right.
Well, shit, then you do themath, you know.
(07:18):
All right, are we good?
By the way, probably be a goodtime to leave, because if you
ain't having a good time you canleave.
I won't be offended, but I willtell you that it will make a
big difference to you if youhang out for another few minutes
.
So here we go.
Anybody get these text messages, can you see it?
I can't turn around because myback hurts, but anybody get
these text messages.
They're green, right, they'rewhat?
(07:41):
They're green, green, well,green is the reply back.
Look, I'm really cleaning up mylanguage here.
I'm just going to do this.
I ain't going to talk aboutthat stuff.
Okay, I've been around thecoaching consulting business for
(08:03):
20 years, as I mentionedearlier.
I work with billion dollarcompany startup entrepreneurs
and I work with a bunch ofdetailers.
This kind of stuff upsets meShort term, quick fix BS.
Hey, text me back.
I'll get you 15 ceramic coatingjobs.
Yeah, you right.
Hey, I'll get you more visitorsto your website.
(08:23):
You will First off again 15seconds of therapy for me
because I talk to myself at home.
I work from home, been workingfrom home for 20 years, before
the COVID thing, so working fromhome is not a new thing to me.
I talk to myself a lot.
How many of you talk toyourself, by the way?
Yeah, I never get the wronganswer, bro, like I talk to
myself, all the time, I get theright answer.
(08:50):
But this kind of BS here like Igot just like you can see, I
responded to a few of thembecause I monitor all Dylan's
text messages.
I had to reply back First off,if you're real business or are
you working from your damn mom'sbasement, all right.
So I want you guys to becareful.
We haven't invested in any ofthis stuff because I know 99% of
(09:11):
it is BS.
But I want you to be careful ofthat stuff because the bottom
line is, if you can get me 15ceramic coating jobs and I won't
even have to pay you for threemonths, you're definitely living
in your mom's basement, becausefree is evil.
You might want to write thatdown.
Free is evil, except in about20 minutes I'm going to tell you
only one reason why you mightwant to do something for free,
(09:33):
all right, make sense, all right, let's move on Fast, tip fast
start.
Tip number one I want you tounderstand your market and
audience.
Now, first thing is, I don'twant you to do quotes anymore.
And again, common sense here'smy challenge is a common
practice in your business.
No more quotes, no moreinvoices.
(09:54):
You're doing consultations.
I was in before.
I was blessed to do what I donow.
Up until 2008, I worked for aglobal med tech company and we
dealt with a lot of physicians.
So I remember earlier I toldyou I worked with a lot of
different industries.
So this whole piece comes from.
And for the last whatever it'sbeen seven weeks I've been
dealing with this, I want you tothink about a physician office.
(10:16):
Okay, everybody with me, don'tput your hand up.
But if you've never been to aphysician office, just imagine
there is a physician office andjust play along with this
example.
So, hypothetically, if I go toa physician's office and I walk
in, do they just say hey, takesome hydrocarbonate.
I just made that word up.
I don't even know if that's amedication.
Do you just walk in and theysay take this drug, do they?
(10:38):
Well, maybe down the street onthe corner.
They might tell you that.
But if you go into a physicianoffice, here's how it goes.
It's three things right.
Might want to write these down.
Might want to write these down.
First is ISS, assess, assess,assess, a-s-s that's ass,
a-s-s-e-s-s assess.
Next thing they do is diagnose,they diagnose, they diagnose,
(11:00):
they diagnose and then theyprescribe treatment to you.
They assess, they diagnose,they diagnose, they treat.
How's that different from thedetailing business?
Well, I'll tell you how it'sdifferent.
Here comes the kick in the ass.
You got a quote $457 did youassess and diagnose in person?
(11:22):
So you're prescribingmedication that's going to cost
me four hundred fifty sevendollars, but you may have left a
thousand dollars on the table.
Don't, don't.
I'm not looking anybody inparticular.
I'm gonna look at the floor.
I'm here to give you a kick inthe ass because I want you to
think in terms of consultations.
I want you to think higher end.
Quick story about Dylan Dylan.
Three years, four years ago,whatever it was, he wanted to
(11:42):
start his detailing business.
He came to me.
I said what are you going toname it?
He said I'm going to name itDylan's Discount Detailing.
And I said no, you're not,because you know what you're
going to attract Discount peopleNow I will give you the
disclaimer.
Normally it's up on the slides,but I didn't have a chance to
put it and I'll give you mydisclaimer when I start talking
(12:04):
shit.
I'm not judging anybody.
I'm talking marketing and salesthat have worked for me and
many of my businesses for thelast 30 years.
So when I talk about discountsand I talk about minivans and
Cheetos in the seats, I'm notjudging anybody.
However, if his company namewas, are you videoing me from
the back?
Okay, it's no problem, it's notreally my best side man.
(12:26):
Plus, you're getting my asscushioned in there.
So I don't know if that'sworking for you, but if it was
Dylan's discount detailing, he'sgoing to attract the minivans
with the Cheetos in the back,with the throw-up all over the
seat, etc.
His company name is theAffluent Auto Spa.
We don't get many consultationsfrom minivans.
As a matter of fact, if you goto the website
(12:50):
affluentautospacom, we basicallytell you we want to detract
more people than we attract.
We don't want the cheap people.
Again, I'm not giving you thisdisclaimer again, so I don't
need someone coming up to me atthe end saying I'm being
disrespectful.
I'm not.
I'm simply speaking the truthto you so you understand the
difference.
We don't get the minivans withCheetos, with the throw up on
(13:11):
the back seat, with the babyseat.
Now we get affluent people thathave what's the Mercedes box,
one that's really expensive,what is it?
A G-Wagon?
Now we get those.
They got a baby seat in theback.
I guarantee the mom or dadain't letting their kid throw up
in the back of that $150,000vehicle.
You with me here, all right.
So here's the thing I want youto do consultations.
(13:33):
I'm going to walk you throughthis.
But again, if you write downaffluentautospotcom, you can go
there.
If you fill out the form, justwrite test.
So Dylan knows that this is atest, but I really want you to
understand this process Assess,diagnose and then prescribe.
So here's the deal.
First thing we do is we gettheir basic contact information.
That's the first step.
And basic contact information,that's the first step.
(13:59):
And if they abandon the form,we already have their info so we
can follow up immediately.
Okay, so after we do that, thesecond step is this we pull up
their address and we go toZillow.
Anybody ever hear of Zillow?
Zillow is a great thing.
Like you, spy on yourneighbor's house, see how much
that shit's worth.
You know what I'm saying.
So we go to Zillow and we checkit out.
So if you see this house here Idon't remember what it is, but
I think it's a million dollarhouse, if I'm not mistaken.
As a matter of fact, if Dylanoffered a discount to someone
who owns a million dollar house,that's disrespecting them and
(14:21):
probably we wouldn't get the job.
I'm just speaking marketing.
So the next thing we do is wecheck out the home.
Again, I'm not judging people,I'm just simply talking
marketing here.
But if they live in a milliondollar house, chances are
they're not really interested inthe 197 special.
You know what I'm saying,you're with me, you're feeling
me, all right, good deal.
So once we do that, we checkout that information.
The next thing we do here isthese are very important
(14:42):
questions, by the way I can'tsee my screen, so I have to turn
Okay.
So here's a couple of things Ireally want you to pay attention
to.
That first one up there sayswhat are you thinking you'd like
to have done to your vehicle?
Very, very important languagethere, by the way what do you
(15:03):
want to have done?
What are you thinking you wantto have done.
I love fast food.
Back in the day it used to beeasy to order fast food.
Give me the number five and Iwant the medium drink.
Catch on the screen here.
You should see it on the otherside.
What are the three choices?
What are you thinking abouthaving done to your vehicle?
Small, medium, large?
(15:24):
I know immediately when theconsult form comes in.
I got a big favor to ask ofsomeone so someone in the back
if one of you would be kindenough, please, to go outside
and get me a glass of water andbring it up for me, that would
be really good, because if Iwalk myself back there I'm going
to be out of time and I won'tcover the rest of the
information.
So if someone would be kindenough to bring me a glass of
(15:46):
water, that would be great.
So what, we find outimmediately.
What are you thinking you wantto have done to your vehicle?
We know you want to have doneto your vehicle.
We know where their head's atSmall, medium, large, right and
I'm pretty sure we use thelanguage of all right, here's
your small, medium, large.
Do you want a basic interiorexterior?
Do you want an intermediateinterior exterior with polish
wax?
Or do you want advancedinterior, exterior with full
(16:08):
paint protection, ceramiccoating treatment?
We haven't talked to thisperson yet, but by getting this
information we know if they wantsmall, medium or large.
Oh, you are awesome, brother.
I appreciate you.
What's your first name?
Joe?
Can we give Joe a hand forbringing the speaker of water?
Thank you, joe, nice to meetyou.
(16:29):
Thank you for coming to mysession today.
That's very nice of you and youguys.
And that's the other thing.
You guys have such servant'shearts.
Man Like you just want to servepeople and their families, and
I love that about you guys.
There's probably 1% of you thatdon't, but I'm not talking to
you.
I'm talking to the 99% of theroom that actually care about
people.
So if you're one of the 1%,then to you, all right.
(16:53):
Next thing I want to just pointout on here is, besides small,
medium and large, is I want topoint out the other question
which of the following led youto contact us today?
By the way, if you want to usethe same language, you can Like.
You could copy and modelanything Like in my coaching
program, everything I create forDylan.
We give it all to you in mycoaching program, but you guys
are welcome to use this.
Catch the language.
Which of the following led youto contact us today?
Why are we getting thatinformation?
(17:14):
Just shout it out.
I want to know what the hell'sworking.
More importantly, I want toknow what's not working Like if
no one's finding us on Bing,then why am I investing money in
Bing?
Right?
So you've got to find out.
I know I do a bunch ofconsulting calls a week Free, by
the way, calls a week Free, bythe way and I ask questions like
how many did you?
(17:35):
I don't know, I don't know.
Look, here's the kick in theass again.
Look, you've got to know If youdon't know today.
Look, I don't care about therearview mirror how many of you
got a car with a rearview mirror?
You probably took yours downfor some reason.
I'm just kidding you.
The rearview mirror is verysmall.
(17:58):
It's like eight inches wide.
That's the rear view mirror.
You walked into this room today.
I don't care about the rearview mirror.
How big is your windshield?
It's huge.
I care about when you walk outtoday.
Look through the windshield,about what you're going to do
different, moving forward.
This here would be something Iwould strongly encourage you to
start doing.
Popular Podcasts
Crime Junkie
Does hearing about a true crime case always leave you scouring the internet for the truth behind the story? Dive into your next mystery with Crime Junkie. Every Monday, join your host Ashley Flowers as she unravels all the details of infamous and underreported true crime cases with her best friend Brit Prawat. From cold cases to missing persons and heroes in our community who seek justice, Crime Junkie is your destination for theories and stories you won’t hear anywhere else. Whether you're a seasoned true crime enthusiast or new to the genre, you'll find yourself on the edge of your seat awaiting a new episode every Monday. If you can never get enough true crime... Congratulations, you’ve found your people. Follow to join a community of Crime Junkies! Crime Junkie is presented by audiochuck Media Company.
24/7 News: The Latest
The latest news in 4 minutes updated every hour, every day.
Stuff You Should Know
If you've ever wanted to know about champagne, satanism, the Stonewall Uprising, chaos theory, LSD, El Nino, true crime and Rosa Parks, then look no further. Josh and Chuck have you covered.