Warum dein Business ohne dich nicht läuft

0:00So, you're auto sales. Do you do auto sales training or you do auto sales? Auto [snorts] sales. Okay, got it. Got it. Got it. Do you have a dealership or do you Oh, sweet. Used? Oh, cool. How long you've been in it? 8 years. Okay, you like it? I love it, actually. I really do. Long story short, I've never been in sales. I was never a salesman. I was a pipe fitter, a pipe welder.

0:25I bought some cars and said, "How hard can it be?" And so, I've just kind of been pile driving through it and here we sit. I love it. Um It's a hell of an 8 years. It's awesome. From pipe welding to to that, you know, I know I saw your your your numbers. It's great. So, now I think the business key man problems, right? Um

0:49>> [snorts] >> sales processes, scripting. I talked to Jacob about that. We don't like I I can do it, but how to teach you how to do it like That's a skill. I don't know. You know, like it's just go talk to them. Like I don't you know, so I think coming up with that plan um the advertising piece.

1:14We've been branding for a long time. Probably wrong. I think I'm really kind of like Me, too. Like radio, we've been doing a lot of radio and it's actually worked, I feel like, but I I think digging into the social media stuff would kind of accelerate it. Um and I talked I don't know, the CEO guy, but I don't remember. I talked to him. I've got commercial vans.

1:46Um So, I got kind of two, three, four, five facets of my business that we can do like I have access to like massive amounts of commercial vans. Um and so I'm thinking I'm going to do like a specialized push on that and see how that does because my margins in the vans, you know, what I can sell a typical car for, there's $2,000 of margin.

2:11This van I can make anywhere from six to 12. Um so, why not sell 100 six to $12,000 deals instead of 100 $2,000 deals? >> Preaching to the main man. Um Yeah. So, I think he said, you know, throw throw money at it, test that. And But because he said maybe you don't have the market to sell 30 vans a month in this In that local market, yeah. I mean, if it's a profitable line, then yeah. Line of business. Um so, I think really it's just ironing out like from top to bottom. Obviously, we need more money.

2:46Like I to fill my position, I haven't really taken any money out. I've just like that's why we >> keep buying more cars. Well, yeah, we've gone from 15 to 30 to 45. Now we have 100. >> On the lot? Yeah. Awesome. Plus I have a full-time service shop. So, I need to hire a mechanic another mechanic. I'm working on a service writer. He's got to learn how to sell. Oh, I get it.

3:10>> The salesman You know what I mean? So, like the one thing I've realized with the auto sales with three people, it's super simple. The minute you try to build like holy [ __ ] you need [clears throat] a lot of money. Yeah. >> [laughter] >> Wow. Yeah, I mean, I think like you know the famous the franchises cost for like a BMW franchise or like they're unbelievable. They're super expensive. Do you guys know? It's unbelievably expensive. Like I think it's like what, like 20, 30 million, something like that? It Well, and then tomorrow they just show up with a truckload of tools that you've got to write a check for them. You owe us 150 grand.

3:45>> Just for context, like that's almost as much as it costs to start a bank. >> [laughter] >> Like it's But to be fair, like there's the whole financing arm is a part of the business anyways. Okay, not to get into the car business too much. Okay, so biggest limiter on your business is So, one you you brought up branding, you brought up leads, you brought up picking the product side, brought up sales process. So, honestly, I think you need priorities. So, it's like, okay, of the ones that we just went over, which is the you know, the biggest problem for the business?

4:12What's limiting you the most? To me, hearing all that, when I hear like six problems, it's people. You need help. And I there was something in the first day. It was like, you don't have problems, you just need people to help you learn. Yeah. And that I think is But I need to be able >> like three smart people. Right? I'm serious. Like you're missing like three You need somebody who can run the whole mechanic division, the service department. You need somebody who can run that. And you get somebody who can run the normal used car lot. And then you can then take the excess van with them and be like, all right, I'm going to pursue this van opportunity.

4:43But like you can't pursue a new opportunity where you got another new opportunity, which is the service business, which you're spinning up. You still have to keep the wheels on, pun intended, the the main the core, you know, the core cash cow business. Um so, I would be looking at uh how much how much uh you what are you doing in the business? How much what? Uh profit. >> [sighs and gasps] >> So, I didn't bring that number with it. I was looking through it. I think I think I'm around 5 600,000.

5:10Okay. So, I think you can get somebody. So, one, honestly, man, I think Do you have a good finance person who works for you? Yeah. Okay, so I'll bet you I'll bet you right now. This is just me just talk like shooting the lap. I'll bet you could probably get close to doubling your margin just from somebody who had some finance discipline being like, let's look at all of these expenses and just do that as a regular discipline. At the very basic, I'd say like you could do that cuz you I almost guarantee you can find 250,000 a year from your top line versus your bottom line. And if you find that, then you can find the like you can bring someone in and say, "Find your salary."

5:47Like to a good a good controller or a good CFO, you just say like, "Listen, I can't afford you. I'm willing to pay you this. You need to find your salary and cost in the next 90 days." And they'll find it. And then you say, "Cool. I just bought you. Let's see what else we can find cuz I need help doing this. Find that. Carve that guy out, too." So, you're talking hiring someone that's going to like just run the day-to-day of the money.

6:15>> I think that I mean, the perfect hire for you would be somebody who's taken a business around that was like 5 to 10 million in in sales, not car sales, but like receivables, right? For the for a dealership to 25 to 30 and has a strong financial background. If you don't have that, then just the operations side would be helpful. The reason I would put the finance person first is because it's likely that they'll be able to carve themselves out and carve out the hole for the other guy who can then fill that up. The perfect guy would have both and be awesome. But if you can't find that guy, then it'd be like I would want somebody from another car dealership who's been a little bit bigger, has more finance discipline, and I find someone who's grown and run like led one of those businesses and bring those guys in because that will free you up cuz like you can go get the the van thing and you'll be if you have space, you'll pay for both of those guys.

7:08Well, I've So, I've already got 40 vans. I mean, you'll pay like you'll make the money with your free time to cover their salaries. Yeah, exactly. I think you're at the point right now where you need to you need to make a bet on trading you need to buy some time for you back. And it's just that the time that you now need to buy is more expensive time. It's easy to make the early trades cuz it's like lower value skill.

7:35But as you get better, you have to it's kind of like breaking into new territory for ads. Like people are like, "I've never spent more than $5,000 a day. I've never spent more than $10,000 a day. I've never spent more than 100 grand a day in ads." Like you just they're just like new territories. It's the same thing with uh talent. It's like I've never paid someone 250 grand a year. I've never paid someone 500 grand a year. I've never paid someone a million dollars a year. Like they just become levels that you just get through. And then you find what different levels of talent look like. And so, right now [snorts] I think you just have never paid someone what you're going to have to pay this person who's not a salesperson.

8:05So, if you've hit a revenue ceiling or your entire business relies on you to grow, then I'd love to invite you out to our headquarters here in Vegas to learn how we scale. It's a my team spends 2 days with you to identify the thing that's holding your business back. And so, if that sounds interesting, click book a call and if you're a fit, we'd love to potentially see you out here in Vegas.