When you were a kid, did you grow up
saying I want to be in the car business? Most of us never plan to get in the car
business, we just ended up there — unless, of course, your name’s on the sign. But the
car business is a great business. You’re in it now. Let’s talk about how to get
the most out of it. Hi, I’m Tim Kintz and I want to talk about
how we can make this mental shift from a job to a career. You know too often in
our business. We treat this business like it’s a job right? And the
problem with J.O.B. stands for Just Over Broke. And there are so many people in our
business that just live day to day, week to week, month the month. We live in these 30-day bubbles when we treat it like it’s a job we need to make that mental
shift from job to career. What’s the difference between a job and
a career? Well, a job something you do, a career it’s something you’re going to do
forever. You know? Think about this; if you’re not treating everybody that walks on your lot like a buyer, are you treating this business like a job or a career?
Like a job. If you’re not doing your follow-up are you treating it like a job
or a career? Treating it like a job. You know, if you’re not handling those incoming
calls right, handling the internet leads right, are you treating it like a job or a
career? That’s right. We need to make that mental shift from a job to a career. And one of
the most important things you can do, that all high achievers do, is they have
a long-term vision, but they don’t live for the now. Look, they understand they
have to sell cars now, but they have what I call a five-year vision. They’re always
looking out further than the average person. I challenge you guys to have a
five-year vision. Here’s what I mean: Where do you want to be in five years?
You know, there’s different ways you can go in this business. If your’re a salesperson, maybe five years from now you say i want to be, I want to be a high volume high
earning salesperson. That’s great. That may be what your vision is. Maybe
you say five years from now I want to be, I want to be a manager and that’s fine.
There’s absolutely nothing wrong with that being your vision, but once you have
that vision now you’ve got to get very detailed on it. Here’s what I mean. If you
want to be a high volume high earning salesperson, I want you to sit down and
figure out; okay, what do you define as high earning high volume sales person.
Do you want to be selling 25 30 cars a month? Do you want to be making 15 to 20
grand a month? Do you want to have a flexible schedule?
Do you want to have sales assistants? It’s all about defining what that is, and once
you have that long-term vision, now every day when you come to work, now you have something you’re working for. Now you have what I call a purpose-driven career.
Right. It’s kinda like that book, purpose-driven life. Rick Warren wrote it, great book. This is
purpose-driven career. What is your purpose? When you come in every day, when you make those
follow up calls, whether they’re unsold, whether they’re sold, whether they’re prospecting contacts; what’s the purpose of doing them? Well, if you don’t have that long
term vision, if you don’t have that five-year plan, then all they are is
tasks. And we have lots of tasks and stuff we have to do every day, but once
you start thinking long-term. Once you start taking, here’s where I want
to be in five years. Now there’s a purpose to doing those follow up calls. Now there’s a purpose to treating that guy who walks on your lot like a buyer. Now
there’s a purpose to doing that prospecting back in service. So, I
challenge you — sit down, identify where you want to be in five years. Come up with your plan on how to get
there, and you will have a career and not a job, and that’s what we’re here for in
the car business. Now go get em’ and make your vision a