It’s easy to get fixated on numbers.  When we set targets for the month, it’s based around a number.  We want to sell a certain number of vehicles, we want to make a certain amount of money, we want to help sell a certain number of contracts for the Financial Services Office so we can collect a spiff, etc.  The downside to having a fixation on numbers creates one major problem…. Intention.

We approach our potential clients, as well as our day, week, month, with the wrong intention.  We set out to make a certain number of phone calls, emails, text messages, etc., and play the odds that a certain number of people will respond positively to you which in turn will give you another number that a certain amount of those people will come into the dealership and a certain number of those people you’ll be able to write up and a certain number of those people you’ll eventually sell a vehicle to.  We have been taught that quantity is the game you want to play in order to succeed, when it should be quality.

In my experience, quantity follows quality.  By quality I mean, taking the time to make quality, well intentioned phone calls, emails, text messages, etc.  Not just calling as many as you can in a certain number of hours with hopes that you might catch someone at the right time.  When you make high quantity calls, you’re typically following a script, and over time, that loses energy and focus, especially if you aren’t getting results because you’re getting frustrated.  Not to mention, that most of the time, you may think you have good intentions, but really you’re just chasing numbers, thus demolishing any authenticity. 

People will gladly purchase authenticity and pay more for it, plus they are more than happy to refer you which snowballs creating the quantity you desire.  And guess what? Your life gets easier faster.  Much easier in fact, in a rapid amount of time versus chasing quantity.  Your confidence goes up because people are buying you more than they are the product.  We know that Repeat/Referral Clients are King and Queen in the Automotive Industry, so start the relationship off on the right foot by dialing in on quality conversations with the right intention. 

Start by contacting people that may already know, like and trust you, or know someone that does. Your intention will come across as genuine, and if anything, they will feel a sense of obligation to entertain you at the very least. Contact friends, friends of friends, family members, old coaches and teachers, previous co-workers, etc.  And focus on personal branding through social media, reputation and character.  Sometimes it’s nice to have a quick sale, but the quick sale rarely leads to a long-term relationship which is far more valuable.

"Our intention creates our reality" - Dr. Wayne Dyer