If Not Now - When?

Just think of the number of people you come into casual contact with every day. The people you meet and deal with at the gas station, in line for food, dry cleaners, retail stores, coffee shops, Grocery, etc. It would be interesting if just for one day you counted what that number actually is.

Now imagine you asked every one of these people "are you going to buy a car this week?" I guess you could get some yes's, but that number would probably be meager.

Now imagine you asked all the people who said "No." "If not now - when?" Then you asked, "Would you mind if I called you then?" Unless you are standing at the bus stop, all these people are car buyers. They all drive a car or aspire to have a car. The manufacturers are doing a much better job making cars last longer, but they don't last forever.

Now let's break this down into something manageable and do some math to see what this daily habit could be worth once you build a database of the "Whens."

Let's say as a daily habit we are just going to approach 10 people with this question. The ones who are not too busy or distracted for some basic human interaction. Of these 10, let's say 5 write you off as a stalker, refuse to answer and then make inferences about your mother. The other 5 answer the question and don't believe you are going to call anyway, so they give you name and number. If you do this five days a week, every week you would add 25 people to a database of car buyers. Doing this 50 weeks a year would generate 1,250 car buyers in your database each year.

Just think what this list is. These are all people you met and touched personally. They are all car buyers, and you know when! This versus buying a list of leads from some internet source is much more valuable and will generate much better results.

Dealers are buying bulk lists from these internet sources that might be someone who clicked on a link or did a google search on a car. Then they hire pleasant people to call or email them to determine the level of interest and see if they can make an appointment to come in. Many times they will have to negotiate the price or bid against some maybe deal down the street so if they do buy - but who cares. It is just a number.

What is a list of 1,250 known, timed, car buys worth to you?

Let's say 10% are going to buy a car this year, 10% next year and the other 80% are going to buy between year 3 and year 7, and because of your relationship building, you can control half. This is an extra 62 deals this year and next at a better commission. Then another 500 (controlling half) in years 3 to 7. Don't believe my numbers are possible - then cut them in half. Is it still worth doing?

This would all be plus business. So you could consider it as giving yourself a raise.

Relationships and Value is what generates deals with profit, and that is YOUR JOB... Get Yourself Out There and Meet Car Buyers...