Andy Elliott On Failure, Brainwashing, His Past, and What Makes a Leader
发布时间 2024-08-08 09:00:24 来源
摘要
Welcome to the Car Dealership Guy Podcast. In this episode, I'm speaking with Andy Elliott, CEO of The Elliott Group where we ...
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Listen, I'm going to tell you right now, we're going to make a decision. Either you really want to be a leader and we're going to go out here and we're going to grow this team. We're literally going to brainwash them that they're powerful, that they can make it, that they're going to be the best. We're going to take care of them because that's our responsibility as a leader. Leadership in a position of skill of influence and we're going to influence them to rise and we're going to do it with them and we're going to show them love. We're also going to be super direct how to win. I would say if you're not willing to do that, we need to replace you. That's it. A big thank you to our sponsors for making today's episode possible. Dealer DMV and the car dealership guy, industry job board. And now let's get into the show.
听着，我现在就告诉你，我们要做一个决定。要么你真的想要成为一个领导者，我们会出去壮大这个团队。我们实际要洗脑他们，让他们觉得自己很有力量，可以成功，他们将会是最优秀的。我们会照顾他们，因为这是我们作为领导者的责任。领导力是一种影响力的技能，我们将影响他们崛起，我们会与他们一起完成，并向他们展示爱。我们还将非常直截了当地告诉他们如何获胜。如果你不愿意这样做，我们需要更换你。就这样。特别感谢我们的赞助商，使今天的节目成为可能。感谢Dealer DMV和车行家行业招聘平台。现在让我们进入节目正题。
How did you get to a point in life where you have this type of mindset? Like most people you asked of house life, like, Oh, life's great. Yeah, it's cool. Like, no, but like, just give us a little bit about your story. Like what have you been through? What's the Andy Elliott story in like a Spark knows version? Yeah. So we'll then, well, I'll answer your question because, look, here's the reason why here's the reason why we're kicking a lot of people's asses. Okay. Number one, most people, they're trying to run towards a life they weren't. Okay. Like, like, I want this. I want that Lamborghini. I want that for our one, that big house. I want that income. And I'm running from a life that I hated. And that pain that bet against me mentality has really allowed me to change my life.
你是如何形成这样一种思维方式的？大多数人问你生活怎么样时，都会回答“哦，生活很好，很不错”。但是，请你给我们讲讲你的故事，简要地概括一下。什么是“Andy Elliott的故事”？好的，我会回答你的问题，因为这里有一个原因，这是为什么我们能够超越很多人的原因。
首先，大多数人都在追求他们想要的生活，比如说，“我想要那辆兰博基尼，我想要那栋大房子，我想要那种收入。”而我在逃离曾经痛恨的生活。正是这种痛苦和“不服输”的心态真正改变了我的人生。
Plus I lived mediocre for a long time. Um, I was a pushover for a long time. I surrounded myself with the wrong people for a long time. And once you wake up, I always say there's a day you're born, the day you die and the day your life changes forever. And one day I just, everything changed. And I was like, dude, that guy's dead. And by the way, I'm a leader. Okay. I wasn't always a leader. I always thought like, yeah, I'm a manager, a material manager. I'm an owner, but I wasn't a leader and a leader is not a position. It's a skill of influence. And I wasn't influencing anybody to be better. I made a lot of money. I made a lot of good deals. I did a lot of things, but I never changed anyone's life.
另外，我曾经过了很长一段平庸的生活。我很长时间都是个容易被操纵的人，我周围都是一些不合适的人。直到有一天，我醒悟过来，我常说有三天很重要：你出生的那天，你去世的那天，还有你的人生彻底改变的那一天。有一天，我的生活彻底改变了，我心想，那些过去的自己已经死了。顺便说一下，现在我是个领导者。但我以前并不是领导者，我过去认为自己只是个管理者，是个材料经理，是个老板，但我不是个领导者。领导者不是一个职位，而是一种影响力的技能。我以前没有影响任何人变得更好，虽然我赚了很多钱，做了很多好交易，但我从未改变过别人的生活。
And when I decided to change my life, leaders live for a bigger vision than themselves. I literally opened my eyes. I changed my lens. I saw the world different and I didn't care how the world saw me at that point. I knew what I wanted. And then literally I started running from that life that I hated. And along the way, we built the LEA group. You know, we did 160 million last year. We've been in business for years. We literally, literally defied all odds. When everybody told me, don't do that. I wouldn't do that if I was you. I did it. You guess what? Smoked everyone changed millions of lives. We get a hundred to 150 million views every 30 days on social media. I built a badass team, the loyalty is through the roof. And do the cool thing about it is is that everyone can do this. Everyone, everyone's qualified for this. But you asked me in my perspective and I'm running from the life that I hated. And I can give you the story, but I wanted to answer that question. I, I, I want to hear the story. I mean, tell us.
当我决定改变自己生活时，我发现领导者是为了超越自我、更宏大的愿景而活。我真的睁开了眼睛，改变了我的视角。我看待世界的方式不同了，我也不再在乎世界如何看我。我知道自己想要什么。于是，我开始逃离我曾经厌恶的生活。在这个过程中，我们建立了LEA集团，你知道吗？我们去年赚了1.6亿，我们已经经营了多年，真的打破了所有的困难。当所有人对我说不要那样做，如果我是你我不会那样做时，我偏偏去做了。结果如何？我们超越了所有人，改变了数百万人的生活。我们在社交媒体上每30天有一亿到一亿五千万的观看量。我组建了一支超级强大的团队，忠诚度非常高。最酷的是，每个人都可以做到这一点，每个人都具备这个资格。但是你问我的看法时，我是在逃离我曾经厌恶的生活。我可以告诉你这个故事，但我想先回答那个问题。你想听这个故事对吧？告诉我们。
So today you run the LEA group, which we'll talk a lot about today, your previous life, you were in the dealership business. Tell us a little bit about your upbringing in the business, your, you know, your journey. Yeah. All right. So grown up, my mom left when I was two years old. Okay. It's not a victim story. Like a lot of people have split families and. But my mom left when I was two, most of the time it's the dad that rolls out. Mine was the mom. So that's like the love creature. So, and then my dad marries like 20 crazy step moms, right? So I've, she's been married six times. My dad's been married six times. It's a broken ass family. I'm raised by kids. Basically we run the streets. Um, where was the sad? Where was the sad? Just Oklahoma.
所以今天你管理LEA集团，我们今天会谈很多关于它的事情。你以前是做经销商生意的。跟我们谈谈你在这个行业的成长经历吧。
好的。我的成长经历中，我妈在我两岁时离开了我们。不是在诉苦，很多人都有分裂的家庭。我妈在我两岁时离开，大多数情况下是爸爸离开家庭的，但对我来说是妈妈。所以缺少了母爱的我过得比较特殊。然后我爸又娶了大概20个疯疯癫癫的继母。我妈结过六次婚，我爸也结过六次婚。可以说是个破碎的家庭。我基本上是在街头长大的，跟一群小孩一起混。
那是在哪儿？
就俄克拉荷马。
Yeah. Yeah. Uh, more, more Oklahoma tornado alley, right? Um, matter of fact, in 1999, the world's largest tornado that was five miles wide, F5, F6. Which everybody seen the movie Twister, right? Smoke, high school. And I was, listen, I was a D student. I was going to fell and I had to take my semester test, which means I would have got held back. I, dude, I never went to school. I have no idea how I passed. I never took any tests and I'm going to tell you something. No one ever told me it was important to learn. And you think that's common sense, but dude, listen, like no one ever told me that I was going to become anything. My dad said, did a job stay out of jail. Okay. So here's the goal is that was no one of my families ever made more than 60 go in a year. No one. I literally graduate because a tornado took out my school. When if you had passing grades, you got to walk. So bam, I graduated. Yeah. Tornado was the best thing that ever happened. Next thing you know, I did construction for one month and I have fiberglass all in my body. I'm working from six AM and the morning till 11 at night. And I'm like, dude, I've never had any money. I've never had more than $5 on my hand at one time. I'm, oh, we were poor. People labeled us as poor broke. We're the same two pair of clothes every day, same two shirts every day. If I wanted something different, I'd have to go steal. And I'm not a bad kid. It's just when kids raising kids on the street, you didn't do stupid stuff. Who you're around. So you become so literally at 18 years old, I got a job selling cars. My best friend's older brother goes, Hey, man, you can make five grand a month selling cars. Long story short, I show up at a car dealership. I got a lay down the first day, which we all know what that is. I made $1,700. And next morning, I got the high gross of the month, Smith, which is 500 cash in my hand and a $1,700 check. My blood started running different through my body. And I was like, Oh, man, this is the world of cells. And so I became obsessed with cells. I bought every grandcard on cassette tape, everything you could get, every event I could go to. I became a self development junkie in cells. I got it. I took it serious. I worked from seven in the morning till 11 at night. I made 125 grand at 18. I made 225 at 19. I made 500 grand when I was 20 years old. I broke it wide open. My manager told me no one to make that much money in the car business. Rule number one for anybody in the automotive industry. Don't ever let anyone tell you how much you can or can't make.
好的。翻译如下：
是的，是的。嗯，更像是俄克拉荷马的龙卷风走廊，对吧？事实上，在1999年，出现了世界上最大的龙卷风，宽达五英里，F5，F6。大家都看过电影《龙卷风》吧？高中时，我是一个D等生，我几乎挂科了，必须通过学期考试，否则就会留级，像个傻子一样。我几乎从不去上学，不知道自己怎么就通过了考试。我从没参加过考试，告诉你们一个事实，没人告诉我学习的重要性。你可能会觉得这是常识，但伙计，没人告诉我我会成为什么样的人。我爸爸只说过一句话：找个工作，不要进监狱。我家里没有人一年能赚超过6万。我之所以毕业，是因为龙卷风摧毁了我的学校，只要成绩合格的人都能毕业。所以，就这么地，我毕业了。龙卷风是我经历的最好的事情。然后，我做了一个月的建筑工作，弄得自己全身都是玻璃纤维。我每天早上六点开始工作，到晚上十一点才下班。而我从来没拥有过什么钱，手里最多时也只有过5块钱。我们真的很穷，人们都说我们穷，破产了。每天都穿同样的两件衣服，如果我想穿点不同的，我就得去偷。但我不是个坏孩子，只不过在街上长大的孩子，有时会干些蠢事。和什么样的人在一起，就会变成什么样的人。到了18岁，我找到了一份卖车的工作。我最好的朋友的哥哥对我说：嘿，伙计，卖车一个月能赚五千块。长话短说，我到了一家汽车经销商那里，第一天就卖出去一辆（我们都知道那意味着什么），赚了1700美元。第二天早上，我拿到了月度最高销售奖，是500美元的现金，还有一张1700美元的支票。这时，我感受到体内血液流动的变化。我觉得，哇，这就是销售的世界。从此我迷上了销售，买了所有的格兰特·卡登的磁带，参加每一个能去的活动，成了销售和自我提升的狂热者。我很认真，每天从早上七点工作到晚上十一点。18岁时我赚了12.5万，19岁时赚了22.5万，到了20岁时赚了50万。我破了行规。我的经理告诉我，在汽车行业没人能赚那么多钱。给任何在汽车行业的人一个建议：永远不要让别人告诉你你能赚多少或不能赚多少。
OK, they have no idea they could boundaries on themselves. Don't let them put boundaries on you. Long story short, I made about seven, 800 grand max. The most ever made selling cars got into management. I'm going to tell you something. The car business is a great industry. Transportation space is great. I think everybody should have to go knock doors for one year or sell cars for one year. I really think the whole world should have to. I think they should learn how to have thick skin, work hard, get rejected and learn how to hustle. And you know, like customer service, you know, hospitality, you know, like train a stranger, everybody should have to do the world being a better place. Matter of fact, they should put that in college. You have to go knock doors or you have to go sell cars for one year. Just do something to get uncomfortable that way people can up their communications.
好的，他们完全不知道他们可以对自己设定界限。不要让他们对你设定界限。长话短说，我靠卖车赚了大约七、八十万美元，这是我赚得最多的一次，之后进入了管理层。我告诉你，汽车行业是一个很棒的行业，交通运输领域也是如此。我认为每个人都应该有一年的时间去敲门销售或者卖车。我真心觉得全世界的人都应该这样做。他们应该学会如何变得厚脸皮、努力工作、面对拒绝并学会拼搏。还有，像客服、接待等工作，培训陌生人，每个人都应该经历过，这样世界会变得更美好。事实上，他们应该把这写进大学课程里，每个人都必须有一年时间去敲门推销或者去卖车。做一些让自己不舒适的事情，这样人们就能提升他们的沟通能力。
Well, going back to kind of where I got in trouble, I started my own training company in 2011. OK, I'm making 10 grand per account. I have five accounts, which paid me 50 grand a month. And just for context, you were were you working on a deal ship at the time? I quit the car business in 2011. And I quit it to train car sales. That's what I wanted to do. But it only lasted about five months. And then I went back into the car business, which I'm sure that you've seen that happen a lot of times or somebody try something and then they're back yet, right? How many times the big issue with the car business is not issue. I mean, you can say it's a blessing or a curse, but it's you get hooked to the opportunity, right? It's the golden handkerchief, yeah.
好吧，回到我遇到麻烦的地方，我在2011年开始了自己的培训公司。我每个客户能赚一万美元。我有五个客户，每个月能赚五万美元。为了让你更了解一下背景，当时你是否在做汽车销售？我在2011年辞掉了汽车销售的工作，转而去培训汽车销售人员。这是我当时想做的事情。但这份工作只持续了大约五个月，然后我又回到了汽车销售行业。我相信你也见过很多次有人尝试做其他事情，但最终又回到了原来的行业，对吧？汽车销售的最大问题不是问题，或者你可以说这是一种福气还是诅咒，但它让人为之着迷，对吧？这就是所谓的“金手帕”效应。
Yeah. Well, well, let me tell you this. There's a lot of great stores and then there's a lot of shitty stores. OK. And by the way, the right ones, they're my good friends. I have a lot of very good friends in the car business and I love every one of them. There's also a lot of pieces in the car business. OK. So but there's that way and everywhere around the world. This episode is brought to you by dealer DMV. And today's climate, you probably find your dealership selling more and more vehicles out of state. More sales, always a good thing. But then comes time to title and register and everyone knows out of state. Tidal link is a major headache. It does not have to be this way. Our friends at dealer DMV have created a program called dealer 50, a revolutionary approach to 50 state titling with dealer 50 or dealership now has 24 seven portal access to calculations, pre filled forms, checklist, inquiries, plus white glove processing and specialist support.
好的，让我告诉你，有很多很棒的商店，也有很多糟糕的商店。顺便说一下，那些好的商店都是我的好友。我在汽车行业有很多朋友，我爱他们每一个人。当然，这个行业里也有不少烂人。不过，这种情况到处都有，不仅仅在一个地方。
本期节目由经销商DMV赞助。在当今的环境下，您可能会发现您的经销店越来越多地向外州出售车辆。更多的销售总是好事。但是，当涉及到车辆登记和注册时，外州登记通常会让人头痛。不过，这不一定非得这样。我们的朋友在经销商DMV推出了一个名为dealer 50的计划，这是一个革命性的50州登记解决方案。通过dealer 50，您的经销店现在可以24/7访问一个门户网站，该网站提供计算、预填表格、清单、查询、以及一流的处理和专家支持服务。
You can even acquire duplicate titles in all 50 states directly through the dealer 50 platform and the best part, it's DMS integrated. Visit dealer 50.com. That's d L R five zero dot com to learn more about this game changing solution from dealer DMV or click the link in the show notes below. We're going to talk a lot about training to Ellie group. What are you doing today? You know, you've risen on social media tremendously, right? I'm obviously very active on social to say the least. And so I'm, you know, I'm an observer and I've seen some of the stuff you do. You really carved a niche for yourself in a very successful way. Before we get into that, tell me more about before we got on this podcast, I asked you, I said, Andy, how do you want us to go? You said, you see open book, talk to me about anything. I think something, you know, I wouldn't call it the elephant in a room, but you know, lots of people have asked me about your past. Lots of people submitted questions.
你甚至可以通过Dealer 50平台在所有50个州直接获取重复的车主证件。最棒的是，它与DMS系统集成。访问dealer50.com（即dealer五零点com）了解更多关于Dealer DMV提供的这一颠覆性解决方案的信息，或者点击下方节目说明中的链接。
我们今天将讨论很多与培训有关的内容。Ellie Group，你今天在做什么？你在社交媒体上的影响力显著提升，对吧？显然，我在社交媒体上非常活跃，这是毋庸置疑的，所以我一直在观察，看到你所做的一些事情。你确实在一个非常成功的领域内为自己开辟了一片天地。在我们深入讨论之前，告诉我更多在这次播客开始之前的事情。我问你，Andy，你希望我们如何进行？你说，你是一个开放的书，什么都可以谈。我觉得有件事大家都知道，也不能算是避不开的话题吧，但是很多人都问过我关于你过去的事情，很多人提交了相关的问题。
You know, people have commented on Twitter, blah, blah, blah. What, like, what happened with your past? I mean, what, what went wrong? What went right? Tell us a little bit about your time in a dealership business and, you know, you're learning from that. Just give us the background. I worked in a dealership that was Sheaterburg, Toyota. They were, they were, um, it was, it sold. They're no longer around, but it was 800 credit scores. Great credit. I mean, it was the Chevy GMC, but it was the greatest credit ever. I mean, it was very rare that someone ever had to go, we had a special finance apartment and he wouldn't visit him once a month. Like there was never any bad credit. Well, I became a general manager and got an opportunity. Remember I told you I opened my training deal for five months in 2011?
你知道，人们在推特上评论，说什么，什么的。就是说，关于你过去的经历是怎么回事？我是说，发生了什么问题？又有什么成功之处？给我们讲讲你在汽车经销行业的经历，以及你从中学到了什么。给我们一些背景信息。
我曾在Sheaterburg Toyota经销店工作。他们以前是卖车的，现在已经不在了，但那时候他们的客户信用评分都很高，通常有800分左右，都是极好的信用记录。我记得我们有个特别的金融部门，但几乎没什么人会去找他们，因为我们客户的信用都非常好。
我后来成了一名总经理，并得到了一个机会。记得我跟你说过我在2011年开办了一个培训项目，持续了五个月？
Well, I was training, but I was traveling everywhere. And one of the general managers that I was training was a company called Big Red. And it was a guy named Chris May, he owned it and he literally goes, Andy, I want you to be a general manager for my company and not train it, but be a general manager. Now I've never been a general manager at this point. I was a lead manager. I had very good at sales. I, I done stuff. I made a couple of hundred grand, you know, in the car business, five hundred grand as a manager before I made more of sales than I did as a manager.
嗯，我当时在接受培训，不过我一直在各地旅行。我培训的一个总经理，来自一家公司叫做大红（Big Red）。那家公司由一个叫Chris May的人拥有。有一天他对我说，Andy，我希望你成为我的公司的一名总经理，不只是负责培训，而是真正成为总经理。那时我还从未担任过总经理，只是一个主管。我在销售方面很优秀，赚了一些钱。在汽车行业，我作为经理赚了五十万美元，作为销售人员赚得比做经理还多。
And anyways, long story short, he goes, I'll pay you whatever you want to come be a general manager for me. Well, I said, no, no, no, no, no. And one day my wife calls me and she's like, Andy, you haven't slept at the house for the last three nights. You're traveling on the road. You're doing this training. I understand you're trying to get out of the car business because you want to be a trainer, but the problem is you're not home anymore. At least when you're in the car business, you're home every night.
总之，他跟我说，无论多少钱都愿意支付，让我去当他的总经理。我连连拒绝了。然后有一天，我妻子打电话给我，她说，安迪，你已经连续三晚没在家过夜了。你在外面奔波，不停地进行各种培训。我知道你想离开汽车行业，成为一名培训师，但问题是你现在根本不在家。至少你做汽车行业的时候，每晚都能回家。
And so I go over to the sky and I'm like, all right, I'm going to give you this offer, this crazy offer to come work for you. This is how much money I need. And he literally looks over and he goes, we'll do it. OK. So that was when I started working for this special finance store. Now, when I went into the store, everybody was bad credit, good credit, bad credit. No credit. Your fruit. That was the commercials they ran everywhere. So everyone that came in had to have a thousand down to buy all of them, all of them.
于是我向上天祈祷，然后对自己说，好吧，我要给你一个疯狂的提议，让你雇用我。这是我需要的钱数。然后，他真的看了看我，说，我们会做的。就这样，我开始为这家特别的金融商店工作了。当我进店时，不论是信用差的还是信用好的，没信用的，这里全都有。他们在各处打的广告就是这些。所以，凡是进店的人，必须要先付一千块的定金才能购买任何东西。
Well, no one had any money down. So they have this little thing that they put on the contract called King Cash, which means like you would come in and, you know, Debbie would have a paste up utility bill. She'd have everything, but she'd have any money down. So you just put King Cash on there and then boom, you'd roll it through and do like every deal was that way. The whole company was doing it. By the way, I knew other companies that were all doing it, but this company was doing like it was just like, you know, we're in the car business. I was raising it since I was 18. It's kind of like, I didn't really know that you could like get in trouble trouble. Does that make sense? Like this is 2011, 2012 compliance isn't really hard yet. You know what I'm saying? Like it's not real hard into the companies, not in this one.
好吧，没有人预付任何钱。所以他们在合同上有一个叫做“King Cash”的东西，这意味着你可以来，比如说，Debbie会带着一张拼贴好的水电费账单，她有一切东西，但没有预付款。于是你就在那上面写上“King Cash”，然后砰的一下，你就完成了一笔交易，每一笔交易都是这样操作的。整个公司都是这么做的。顺便说一下，我还知道其他公司也都在这么做，但这家公司就好像在车行里，我们是从18岁起就干这行的，感觉就像，我并不知道这样会有麻烦，明白吗？那是2011年、2012年，那时候的合规要求还没有那么严格。你知道我的意思吗？在那个时候，公司并没有像现在这样严格执行 compliance。
But anyways, long story short, I get close to the owner and I start to realize that one day he's pissed some people off. I don't know who it is, but the FBI comes in and every little thing that was going on in that company, they're like everybody's in trouble. Well, at this point, I'm a Christian. OK. And I told my wife, I'm like, man, like I didn't want to talk to my wife about this problem because, you know, as any man, you're making good money, you know, and making a million bucks a year, whatever. And I'm like, this is a hard conversation. I go into my wife.
话说回来，长话短说，我和老板走得很近，然后有一天我发现他惹恼了一些人。我不知道是谁，但FBI却来了，发现公司里的每一件小事都成了问题，每个人都陷入了麻烦。好吧，这时候我是一个基督徒。我对我的妻子说，天哪，我真的不想和妻子谈论这个问题，因为你知道，作为一个男人，你赚了很多钱，比如一年赚一百万美元之类的。这真是一个很难的对话。我走向我的妻子。
Well, number one, I go the owner when the FBI comes in calls us all into a meeting and basically says like if you if you don't say what I tell you to say, I'm going to kill you. Like, first of all, let's just get that out of the way. OK. And by the way, this is all on record. Like, so it's fine. But they said, if you don't do what I say, I'm going to kill you. And at that point I went home to my wife and I really thought like, what am I going to what am I going to do? Am I going to like try to protect my family and be the hero? Or am I going to come clean and just tell her like, Hey, babe, you know, we're doing some stuff wrong at work and like we're in trouble and like this guy's like saying he's going to kill me if I don't lie.
好吧，首先，我去找了老板。当时FBI把我们叫到一起开会，说如果我们不按照他们说的去做，他们就会杀了我们。首先，这点我们得先搞清楚。而且，这一切都有记录，所以没问题。他们说，如果你不按照我说的做，我就会杀了你。当时，我回到家里，跟我妻子说，我真的在想，我该怎么办？我是不是要保护我的家人，做个英雄？还是坦白告诉她：“亲爱的，我们在工作上做了一些不对的事情，我们遇到了麻烦，而且这个人说如果我不撒谎，他就会杀了我。”
And guess what? My wife's like, the truth will set you free. You're not going to lie. And that's the way it is. Long story short, we told the truth. Every step of the way never lied. Um, I started my coaching company. I literally had to recreate myself. Let me explain this to you back then. Remember I told you I was a pushover. Remember in the beginning of this call, I told you I was a pushover. Told you I was like, I was a coward. I didn't stand up for myself. And you know, my biggest problems.
你猜怎么着？我妻子说，真相会让你自由。你不能撒谎，这就是事情的本质。长话短说，我们一路上都说了真话，从未撒谎。嗯，我开始了自己的教练公司，我真的得重新塑造自己。让我给你解释一下，在那时候，记得我跟你说过我是个软弱的人吗？还记得这个电话刚开始的时候，我告诉你我是个软弱的人吗？跟你说过我是个懦夫，不敢为自己挺身而出。这就是我最大的问题。
I didn't listen to my wife. This is a big lesson for a lot of people out there. Andy, wait, how, how, when did you meet your wife and within this journey? Well, I met my wife. I met my wife when I was 26 and she was 24. We met in 2006. So it was this was that was so this was way before five years ago. We got together. But after we started working for this guy, my wife told me that this guy. I don't trust him, Andy. My wife has a very good intuition. But honestly, I'm going to go back to this. I was making such good money.
我没有听我妻子的意见。这对很多人来说是一个重要的教训。安迪，等等，你什么时候遇到你的妻子而且是在这个过程中？我是这么遇到我的妻子的。我在26岁时遇到了我的妻子，而她当时24岁。我们是在2006年遇见的。所以那是在很多年前，不是五年前。我和她在一起了。但在我们开始为这个人工作后，我妻子告诉我，她不信任这个人。安迪，我妻子的直觉非常好。但老实说，我还是要回到这个问题上。当时我赚的钱实在太多了。
And my wife was nagging me because I, I, instead of trusting her, I called it a nag. I should have realized she wasn't nagging me. She was protecting me, but I was telling you, like, babe, stop nagging me. Like I promise you, everything's good, but I was making more money than I'd ever made. So guess what happens? How many times have we seen people get in trouble because they make good money? By the way, it's more money than I ever made. I was helping people. They got cars. I wasn't hurting anybody. I never showed up and we heard anybody. I just didn't understand. You can get in trouble. I don't know the law. I never been in jail, never gotten any trouble. I'm like, dude, this is crazy.
我老婆在唠叨我，因为我没有信任她，而是称她为“唠叨”。我应该意识到她不是在唠叨我，而是在保护我，但我当时对她说：“宝贝，别再唠叨了。我保证，一切都很好。”但实际上我赚的钱比以前多了很多。而你知道会发生什么，这类情况我们见过很多次，让人们陷入麻烦，因为他们赚了很多钱。顺便说一句，我赚的钱比以前更多。当时我是在帮助别人，他们买了车。我没有伤害任何人，也从没出现过会伤害人的事。我只是不明白，钱多也能给自己惹麻烦。我不懂法律，从来没坐过牢，也从没惹过什么麻烦。我心想，这真是太离谱了。
Long story short, best thing that ever happened to me. I'm going to tell you. That was going to be my next question. I mean, do you. That was the best thing. Well, do I regret it? Well, I wouldn't be where I am right now if it didn't happen. Listen, that's like saying, listen, I got a guy right now that works for me. He's a seven figure earner. I got a hundred guys on my team. He changes more people's lives than anybody else. And literally he did drugs and overdosed when he overdosed. That's the day his life changed.
长话短说，这是我生命中发生的最好的事情。我来告诉你。这本来是我要问你的下一个问题。我的意思是，你认为呢？这是最好的事情。那么，我后悔吗？如果那件事没发生，我就不会在现在的位置。听着，这就像说，我有一个现在为我工作的人，他赚七位数。我团队里有一百个人，他改变了比其他人更多人的生活。实际上，他曾吸毒并过量，那天是他生命改变的日子。
I'm going to tell you something, man. Some don't. Sometimes people need a near death experience to happen or they need to feel like they're going to lose their freedom or they need to almost lose their life. For people to realize how precious life is and they need to wake up. And I'm going to tell you this. So he asked me, do I regret it? I'm not proud of anything that I did, but I would tell you that the man that you're sitting in front of today that literally is changing millions of people's lives around the world. This guy, this good man, that guy, even as we talk about him, that guy is dead to me. That guy doesn't exist. I don't even remembering it is very weird, but it's important for me to have the story and to tell you and let me tell you why.
我要和你说点事情，哥们。有时候人们需要经历濒死体验，或者感觉自己要失去自由，甚至快要失去生命，才会意识到生命的珍贵，他们才会猛醒。我要告诉你这个。所以他问我，我后悔吗？我不为我做过的任何事情感到自豪，但我要告诉你，今天坐在你面前的这个人，正在世界各地改变数百万人的生活。这个家伙，这个好人，哪怕我们现在正在谈论他，他对我来说已经不存在了。记起他对我来说很奇怪，但对我来说，拥有这个故事并且告诉你，是很重要的，让我告诉你原因。
Every person in the world at some point is going to do something that they're ashamed of. They're going to do something and most people can never come back from it because the world are so afraid it's going to get out. So everybody sees that they're not perfect. Here's what I'll tell you. Okay. What you can overcome, you're immensely qualified to help people overcome that same thing. I was around the wrong people. I made bad decisions. You know what? Because I went through that because I was a bad leader, because I had bad leaders, because I made stupid decisions.
每个人在生活中都会有某些时候做出一些让自己感到羞愧的事情。他们会做一些事，而大多数人再也无法从中恢复过来，因为他们害怕这些事情被曝光。这样一来，所有人都会看到他们并不完美。我告诉你的是，当你克服了这些事情之后，你就有能力帮助其他人克服同样的问题。我曾经交往错了人，做出了错误的决定。你知道吗？正因为我经历了这些，因为我曾是一个糟糕的领导，因为我有过糟糕的领导，因为我做过愚蠢的决定。
Guess what? Now, now my decision-making abilities are freaking fire. Now I see trouble from 10 miles to a million miles. Well, now I listen to my wife. Now I only surround myself with good people. Now I never make decisions based off money. Period. You know, what do you make? What do you make decisions based off of? Heart number one, heart. Do listen to me. If the heart isn't good, we don't hire them. All my people that work in my company, my loyalties and through the roof, my companies insane, every one of them are amazing.
猜猜怎么着？现在，现在我的决策能力超强。我现在能够从十英里外甚至更远看见麻烦。好了，现在我听我妻子的意见。现在我只和好人在一起。现在我绝不根据金钱做决定。这点没得商量。你知道我根据什么做决定吗？首先是心，绝对是心。听我说，如果这个人的心不好，我们就不雇佣他们。在我公司工作的所有人，我对他们的忠诚度极高，我的公司发展得超棒，他们每一个人都很优秀。
None of them were good at what they did when I hired them, but their heart was good and they wanted to help people they wanted to create impact, just like me. Do listen, I didn't know when I started my company that we were going to blow up and make this much money. But do you know what I know or change as many people's eyes? Do you know what I know? I know that I never wanted to be a part of my old life again. But you know what I know? I'm going to tell you this.
当我招聘他们时，他们都不是很擅长自己的工作，但他们都有一颗善良的心，想要帮助别人，想要创造影响，正如我一样。听我说，我在创业时并不知道我们会取得这么大的成功，赚这么多钱。但是你知道我真正明白的是什么吗？我知道我再也不想回到过去那种生活。而现在，我要告诉你这一点。
All those people that are emailing you that are texting you that are like, I can't believe this. You don't know what he did. Can I ask you a question? Should we be building leaders that actually help people overcome and become comeback kids in their life and literally, you know, like change their lives? Or should we hang them based on their old mistakes? Because I'm going to tell you, man, most people run around and they're trying to hang people off everything, everything they did when they were in the past. And most people that are highly successful at some point, just like in the Bible, the apostle Paul was once, once Saul. He was a Christian killer and he took the Bible the furthest.
所有那些发邮件给你、给你发短信的人，他们都在说：“我真不敢相信这事。你不知道他做了什么。”我能问你一个问题吗？我们应该培养那些真正帮助别人克服困难、重振旗鼓并改变他们生活的领导者，还是应该因为他们过去的错误而惩罚他们？因为我要告诉你，伙计，大多数人总是四处挖掘，试图因过去的错误而指责别人。而那些非常成功的人，很多时候就像《圣经》里的使徒保罗，他以前是扫罗，一个迫害基督徒的人，但最终他却将《圣经》传播得最广。
Some of us need to do it all wrong so that we can understand how to do it right. And if you see my passion, if you see my energy, if you see the way I am, dude, it's because I know that this is the good life. You know, part of my part of what I do here is like, I'm not a journalist, right? I just have conversations with people. And of course I want them, I want them to have, you know, I want them to look good in front of my audience. But I was, I would say like, if I'm being honest, I was pretty surprised at how open you were to just talk about anything.
有些人必须把事情做错了，才能明白如何把事情做对。如果你看到我的热情、我的活力、我的状态，兄弟，那是因为我知道这就是美好生活。你知道吗，我在这里做的一部分工作是，我不是记者，我只是和人们进行对话。当然，我希望他们在我的观众面前表现得好。但说实话，我相当惊讶你愿意如此坦诚地谈论任何事情。
Just because, you know, I know I've had enough people on this podcast. We're on episode 105 and, you know, everyone has different sensitivity to different topics. I'm curious. Have you always exuded this confidence? There, at least since leaving the dealership, have you had had this innate confidence? Have you been this outspoken? Is that something you've built up over the years? Has you become more financially successful? What has it been for you?
只因为，你知道，我在这个播客里已经采访了很多人。我们现在已经到了第105集，你知道，每个人对不同话题的敏感度不同。我很好奇，你一直以来都这么自信吗？至少自从你离开了那家经销店后，你是否一直有这种天生的自信？你一直都这么直言不讳吗？这是你多年来逐渐建立起来的吗？随着你在经济上越来越成功，这种自信也在增加吗？对你来说，这是什么原因呢？
No, dude, listen, when, when I really like put myself in a bad situation, okay, and by the way, just so you're aware, I remember I told you that guys like, I'll kill you if you lie. Or if you don't lie, okay, we told the truth. Every step of the way we told the truth. Notice, I don't have a felony. I don't have a conviction. I went to court. I told the truth. And they said you wrote. Everybody had a decision to make. When I started telling the truth was the day my life changed. And so, and so I just want to tell you, you asked about this confidence. I was a pushover. I, I was trying, I would maybe cover for someone or help someone do something up, you know, there's a little gray because, you know, like that was my buddy. You know, I realized none of those people were my buddies. None of those people were my friends. The only, the only person that was really with me was my wife.
不，兄弟，听我说。当我真的把自己置于糟糕的境地时，好吗？顺便提一句，让你知道一下，我记得我告诉过你，那些人说如果你撒谎或不撒谎，他们会杀了你。好吧，我们说了实话。每一步我们都说了实话。注意，我没有任何重罪记录。我没有被定罪。我上了法庭，我说了实话。他们说你写了什么。每个人都有决定要做。从我开始说实话的那天起，我的生活就改变了。所以，我只是想告诉你，你问到这种自信。我以前是个好欺负的人。我可能会为了别人而隐瞒一些事情或帮别人做一些灰色地带的事情，因为那是我的朋友。我后来意识到那些人都不是我的朋友。唯一真正和我在一起的人是我的妻子。
And I'm going to tell you when I went home, I, I decided and we decided to gather me and her that like for the rest of our life, the automotive industry is great. I trained, I trained, I trained thousands of stores in the automotive industry who appreciate the fact that I tell their gods, hey, you're going to mess up. And guess what, dude? I mean, you're going to do the right thing. And I know what the right thing is because I did the wrong thing. But my training is amazing. My training is great. My training builds confidence. I was good at sales, but this knew me. I'm not getting pushed over no more. I'm not getting ran over no more. I'm going to speak up when, when something happens, but I always believe that people can come back and they're overcomers and they can change.
我要告诉你，当我回到家时，我决定了，也就是我和她一起决定，为了我们的余生，我们要投身于汽车行业。这个行业很棒。我曾在汽车行业培训了成千上万的店铺，他们都很欣赏我对他们的员工说："嘿，你会犯错误的，但你会做正确的事。" 我知道什么是正确的事，因为我曾经做过错误的事。但是我的培训非常出色，能建立信心。我以前在销售方面很出色，但现在这个新的我，不再被推搡，不再被欺负。当事情发生时，我会站出来说话。但是我始终相信，人们可以重新振作，他们是能够克服困难并改变自己的。
So my confidence, yes, where do I get this confidence? I always had it. No, I didn't always had it. And I always was a good closer and I was a good salesman. But I wouldn't stand up for myself in this way until I almost lost my freedom. And when I felt like I could go to jail and not see my family, something changed in my body. And I totally recreated and a new level of maturity came into my life. And I really realized how when you're running with the wrong people or when you don't stand up for yourself, you can really put yourself and your family in a really bad spot. And because I changed, I put a beautiful financial fence around my family. I put good friends around my life and I changed everything. And so like, yeah, I always had this, I always had this, this confidence, but I have it now. Tell me, tell me a little bit about the Elliot group, right? Tell us a little bit about what it is. What do you do? Like give us some more context for those that don't know. 2019, the Elliot group officially started. It was me and my wife at a kitchen table from 2019 to 2021.
所以我的自信心，对了，我的自信心来自哪里？我是一直都有吗？不，我并不是一直都有。我总是一个很好的成交者和销售人员，但我并不会像现在这样为自己发声。直到我几乎失去了自由，我才发生了改变。当我感觉自己可能会坐牢，见不到家人的时候，我的身体里发生了一些变化。我彻底重塑了自己，生活中增添了一种新的成熟。我真正意识到，当你与不合适的人相处，或者不为自己据理力争时，你可能会把自己和家人置于非常糟糕的境地。因为我的改变，我为家人筑起了一道美好的财务围墙，结交了好朋友，改变了一切。所以，是的，我一直都有这种自信，但现在我真正拥有它了。
告诉我，告诉我一点关于Elliot集团的事情吧，对吗？给我们讲讲它是什么，做什么的。这样那些不了解的人可以有所了解。Elliot集团在2019年正式成立。当时只有我和妻子在厨房的餐桌旁，从2019到2021年。
And then from 2015 to 2018, I think, 2018, all I did was wholesale cars, bought cars at the auction and sold them. Like that was kind of what I did. I just kind of hung around in the car business. Yeah. Yeah. And I just really didn't know what to do. I was kind of lost, but I will tell you what I did do is I started to get in really good shape. I started to take care of my physical fitness, which I hadn't done in a long time, especially in the car business. And I should have done that. I got really close to my wife. I got close to my kids. I'm going to tell you what I did is I started learning and educating self-education with Tony Robbins. You know, Tony Robbins, just on social media a week ago or two weeks ago. And from a couple of million people said, Andy Elliott's, my number one student. I've had Patrick bed, David. I've had all the greatest influencers, the ones that I found on social media.
从2015年到2018年，我想，应该是2018年吧，我一直在批发汽车，在拍卖会上买车然后卖掉。基本上，我就这么做的。我整天都在汽车行业打转。是的，是的。那段时间我真的不知道该做什么，有点迷茫，不过我可以告诉你，我做了一些事情。我开始锻炼身体，注重身体健康，这是我很久没有做的，特别是在从事汽车行业期间。我应该早就这样做的。此外，我和我的妻子、孩子们关系越来越亲密。我还开始自学，从托尼·罗宾斯那里学习。你知道托尼·罗宾斯吧？就在一两个星期前，在社交媒体上，他对几百万观众说，"安迪·埃利奥特是我最好的学生。" 我还听过帕特里克·贝德·大卫（Patrick Bed David）和所有社交媒体上我关注的那些顶级影响者。
Dude, I'm going to give you a quick story so you can understand this because I know everybody understands the sacrifice of building a business. In 2019, my wife, when I said I want to start the Elliott group for real and we're going to do this. We, my wife, we had a million dollar house in Oklahoma. I was paid off and Oklahoma. That's a nice house. We sold it. And my wife was sold all the furniture.
兄弟，我给你讲个简短的故事，这样你就能理解了，因为我知道每个人都能理解创业的牺牲。2019年，我跟我老婆说我想认认真真地创建Elliott集团，我们要干这件事。那时我们在俄克拉荷马有一栋价值百万美元的房子，而且是付清了的。在俄克拉荷马，这是个不错的房子。我们卖掉了它，我老婆还把所有的家具都卖了。
We had a conversation with our kids. Mom and dad are going to recreate. We're going to become different people and we're about to go on a journey to start a business together. We're all going to do this together. It was a family decision. Three kids involved and my wife. My wife got a super in house. We put mattresses on the floor. No furniture, literally plastic tables like an FBI stake out lap with tables. Why? Because we weren't playing on staying.
我们和孩子们进行了一次对话。爸爸妈妈要重新开始。我们将成为不一样的人，并且即将在一起踏上创业的旅程。我们全家一起做出了这个决定，三个孩子和我的妻子都参与了。我的妻子得到了一处超级不错的住处。我们在地上铺了床垫，没有家具，只有像FBI窝点一样的塑料桌子。为什么？因为我们并不打算长住那个地方。
We literally needed to build our business out of that million dollars that we sold our house for. I spent 700 grand on self development. I need you to understand this. I needed to recreate my identity. I needed, I needed to learn and train. I'd never been on the internet. The only thing I knew about the internet was an internet lead to call one. But I started researching Tony Robbins, Dean Graciosa, Bradley, Patrick, David, David, Goggins. I started looking at all these guys and Andy Frissella.
我们确实是用卖房子的那一百万美元来建立我们的业务。我花了70万美元在自我提升上。我需要你明白这一点。我需要重新塑造自己的身份。我需要学习和训练。我以前从没在网上混过，我对互联网的了解仅限于网络能带来一个电话线索。但我开始研究托尼·罗宾斯、迪恩·格拉齐奥西、布拉德利、帕特里克·戴维、戴维·戈金斯。我开始关注所有这些人，还有安迪·弗里塞拉。
And I started realizing that these people, I wanted a little bit of what all of them had. So I took the best that I left the rest and I started to build my identity and my new self. And I called total recreation. And basically in 2021, we were making a couple million. I was doing all the calls myself. I was fulfilling all the stuff. And I told my wife, I was like, this is where we grow. We're ready. And we packed up from Oklahoma. We moved to Scottsdale, Arizona.
我开始意识到，这些人每个人都有我想要的东西。所以我吸取了他们最好的部分，抛弃了不需要的，然后开始构建自己的身份和新的自我。我称之为完全重塑。基本上在2021年时，我们已经赚了几百万。我亲自接听所有电话，亲自完成所有工作。我跟妻子说，我们的业务到了成长的关键点，我们准备好了。于是我们收拾了行李，从俄克拉荷马搬到了亚利桑那州的斯科茨代尔。
Listen, I'm going to give you a trick. If you don't want to completely change your life, you move from here to there. New people don't know anyone. No one knows who you are. You have the best chance of just changing everything about you. Start fresh. I started fresh and I'm telling you. I started building Elliot Army at that time. Now we're up to 100 people in our company and we're just shaking the world, man.
听着，我给你一个秘诀。如果你不想彻底改变你的生活，就搬个地方。从这里搬到那里。新地方的人不认识任何人，没有人知道你是谁。这是你改变自己一切的最佳机会。重新开始。我当时也是重新开始的，现在告诉你。当时我开始建立了Elliot Army。现在我们公司有100人，我们正在撼动世界，伙计。
We're not going to say yes. So so what do you do today? Right? Like sales training for who to who what type like tell us a little bit about that. So number one, we have 10,000 companies on our training system. OK, these companies range from automotive to solar, you know, to home service, which home service is huge. Some blanket of businesses, plumbing, electrical, HVAC, stuff like that. SAS companies, every industry that a company can have. I mean, tree training companies, people that communicate, anybody that can communicate trains their sales teams.
我们不会说同意。那么你今天做些什么呢？对吧？比如销售培训是针对谁的？是什么类型的？跟我们详细讲讲吧。
首先，我们的培训系统有一万个公司参与。这些公司涵盖了各个领域，从汽车到太阳能，再到家电服务，其中家电服务非常重要，包含了管道、电气、暖通空调等各种业务。还有SaaS公司，以及任何行业的公司。无论是哪种公司，只要需要沟通的，他们都会培训他们的销售团队。
I built a general in all sales training program. Now I have like RV training, I have automotive training, I have specific training furniture. I'm sorry. I'm laughing because this morning, the, the guy that came to the pest control rang our doorbell at like quarter of seven. The kids are still sleeping. And as you're speaking right now, I'm like, what would you tell this guy that rang by frickin doorbell at 645 and woke up all the kids earlier than they should have woken up today?
我建立了一个综合性的销售培训计划。现在我有房车培训、汽车培训和家具专项培训。不好意思，我笑是因为今天早上，灭虫公司的家伙大约在早上六点四十五分按响了我们的门铃，当时孩子们还在睡觉。你在说话的时候，我就在想，如果是你，你会跟这个在早上六点四十五分按响门铃，把孩子们吵醒的人说什么呢？
Dude, I number one, I would. I would say whoever's in charge, whoever told you to ring my doorbell, 645, have them come see me this afternoon. Because it's probably not that kid's fault. He probably had someone tell him to go start ringing doorbells at 645. I'm just, I'm just telling you like number one, you listen, these, these kids, they're, they're, their leaders are telling them what to do. Okay. So like I'm always like, kill the kid, but the, the kids just trying to do what his boss told me to do. The fish stinks from the hat. As we used to say in the dealership, the fish stinks.
哥们儿，首先，我会说，谁是负责人，谁让你早上6点45分来按我的门铃，叫他们今天下午来找我聊一聊。因为这可能不是那个孩子的错，他可能是被人指示要这么早来按门铃。我是说，你听我讲，这些孩子都是听他们上司的指示行事的。所以啊，我一般会怪那个上司，不怪孩子，因为孩子只是按他老板的要求去做。我们常说，鱼从头开始臭的，这在车行里经常讲，鱼从头开始臭的。
Yeah. So like, I mean, so I was just saying, what would I do? I would say like, Hey, give me a favor. Have your boss call me. I want to talk to him about this pest control deal. And then I would have it out with that guy and be like, dude, are you kidding me, man? Like I got my kids asleep at summertime. You should know better 645. I know what's hot outside, but how about respect for the client? What do you view as the number one blocker to the best, you know, call it sales at a dealership today? Like just give me, I know you can get more of a, give it distillate for me very simply. What's holding back sales teams from, you know, outperforming and, you know, being number one in the region. Like what is that?
对啊。我的意思是，我刚才在说，我会怎么做？我会说：“嘿，帮个忙，让你的老板给我打电话。我想跟他谈谈这个害虫控制的问题。”然后我会和那个老板理论，说：“兄弟，你在开玩笑吧？我孩子睡着了，而且现在是夏天，你应该知道更好处理这个事情。早上6点45分，你知道外面很热，但是客户的感受呢？你觉得现在汽车经销商销售的最大障碍是什么？就是说，给我一个简单明了的回答。究竟是什么阻碍了销售团队的表现，为什么不能成为区域第一？到底是什么原因？”
It's the leaders. First of all, look, the quality of your life will always come down to the level of your leadership. Our leaders right now, they literally all the leaders in the automotive space, 90% of them don't train anymore. They don't train their team. They talked on their employees. They have toxic atmospheres. They literally weren't an error right now where people would rather work for their mentors over money. They're still preaching. You can make more money if you do this and you do this, but they don't make anyone better. They're not physically changing their life. So they're not someone that anyone else can look up to changing the psychology of the leader will change the business faster than anything else. And by the way, leaders live for a bigger vision than themselves. And it seems like all the leaders are completely selfish. How much money can I make? And that's it. And plus when someone comes in, a lot of the times people get promoted in a car dealership by who's the manager's best friend, not who's most qualified. And people see that. Dude, I'm trying to tell you right now, we don't train our people. We don't hold them accountable. We don't teach them how to have skill and it all starts up top. You know what I know? All the salespeople, they want to be the best in the world, but all they're doing is following their leaders. And guess what? When things get tight, this is funny, when things get tight, the first thing to go is training. It's listen, people spend more money on toilet paper than they spend on training their people. And that's a leader's decision. Okay. So the ones that win, like Paragon Honda, Brian Benstock, the big companies that train their teams, break records that make a lot of money that kick ass, like those, those guys all train with us because they know that human capital is the most important thing in their world. There's marketing inventory and building human capital.
这是领导者的问题。首先，看看，你的生活质量总是取决于你的领导力水平。现在我们的领导者，尤其是在汽车领域的领导者，90%已经不再培训了。他们不培训他们的团队，他们对员工发号施令，营造有毒的环境。我们正处在一个人们宁愿为他们的导师工作而不是为了金钱工作的时代。他们仍然在宣扬“如果你做这个，你可以赚更多钱”，但他们没有让任何人变得更好。他们没有真正改变别人的生活，因此没人会仰望他们。改变领导者的心理，比任何事情都能更快地改变企业。顺便说一句，真正的领导者拥有比自己更大的愿景，但现在的领导者似乎完全自私，只想着“我能赚多少钱”，仅此而已。再加上在汽车销售行业，很多时候，晋升不是基于谁最合格，而是谁是经理最好的朋友。大家都看在眼里。我现在告诉你，我们不培训员工，不让他们承担责任，不教他们技能，而这一切都从高层开始。你知道的，所有销售人员都希望成为世界上最好的，但他们只是跟随他们的领导者。而你知道有趣的是，当情况变得紧张时，第一个被砍掉的就是培训。听着，人们在卫生纸上的花费都比在员工培训上的花费多，这就是领导者的决定。那些成功的公司，比如Paragon Honda、Brian Benstock，那些培训团队并不断打破纪录、赚大钱、表现出色的大公司，他们都和我们一起培训，因为他们知道人力资本是最重要的。营销、库存和人力资本建设，这些才是他们的世界。
This episode is brought to you by my very own car dealership guy, industry job boards. CDG jobs is revolutionizing how talent connects with top automotive companies. Here's a shocker. We're not using any fancy technology or AI. We literally built a simple HTML of job board. That's it. But it works really, really well. And the best part, it's completely free for CDG listeners to post and fill positions at their firm. So I'm sure you're wondering what sets us apart? Well, when companies hire through CDG jobs, they're choosing from a pool of the most informed candidates in the industry. Don't wait. Whether you're hiring or seeking a new opportunity, visit CDG jobs.com today or click the link in the show notes below. That's CDG jobs.com.
这期节目由我自己的汽车经销商伙伴赞助，他们提供行业工作板。CDG Jobs 正在革新人才与顶级汽车公司之间的连接方式。令人惊讶的是，我们并没有使用任何高科技或人工智能。我们只建立了一个简单的 HTML 工作板。就是这样，但它效果非常好。最棒的是，CDG 听众可以完全免费发布和填补公司职位。所以，你可能会想，是什么让我们与众不同？好吧，通过 CDG Jobs 招聘的公司可以从行业内最了解情况的候选人中选择。不要等待，无论你是在招聘还是在寻找新机会，请今天就访问 CDGjobs.com 或点击下方节目备注中的链接。那就是 CDGjobs.com。
Do you think that, again, broad question, do you think anyone can sell or be taught to sell or do you think it's a process thing? What do you think charisma? Like what goes into it? I think I think anyone can sell. Period. OK, like people are made not born. You know that, dude, listen, I stuttered at 18. OK, I didn't even I didn't even know how to talk. I'd say what I'm like, what, what, what, what, what, what? This guy's like, listen, dude, you got to learn how to master a stranger. You got to learn how to shake a hand. You got to learn how to look at someone and I.
你觉得，还是个比较泛泛的问题，你觉得所有人都能销售或者被教会销售吗？还是说你认为这是个流程问题？你认为魅力是什么？这其中有什么要素？
我认为任何人都能销售。就这样。人是被造就的，不是天生的。你知道吗，兄弟，听着，我18岁的时候还口吃呢。我甚至都不知道该怎么说话。我会说，什么，什么，什么，什么，什么？有人对我说，兄弟，你得学会掌握与陌生人交流的技巧。你得学会如何握手。你得学会如何看着别人的眼睛。
You got to learn, hey, like, see this right here. This is what we say to people when we go say hi to them. You're going to write this down 25 times until you got to memorize. And then you're going to go say it in the mirror and then you're going to look at yourself in the mirror and when you feel good about it, you're going to come back and shake my hand and you're going to do it. And then I'm going to go let you start talking to people. Like do my first manager drop me off at the mall, literally and made me go shake a hundred people's hands and just say, Hey, my name's Andy. You know, how are you doing?
你得学习，嘿，看到了吗，就像这样。这是我们见到别人时打招呼的方式。你要把这句话写25遍，直到你记住为止。然后你要对着镜子说出来，当你觉得自己说得不错时，再来找我握手，然后你就可以去和别人打招呼了。我第一个经理就是这样对我的。他真的把我丢在购物中心，让我和一百个人握手并说：“嘿，我叫安迪，你好吗？”
Are you having a good day at the mall? And it felt really stupid and I felt really weird. But I at least got over the fact that, you know, I wasn't thinking about people judging me anymore and he beat the weirdness out of me. And I just want to say that like that was a good leader to me. And I want to tell you that like, dude, we're not doing that anymore. And I promise you, do car dealerships. I swear on my life. These guys are sitting on gold mines. I don't care about interest rates. I don't care about, you know, values of cars. I don't care about marketing. I don't care about none of that.
你今天在商场玩得愉快吗？当时感觉真的很愚蠢，我也觉得很不自在。但至少我克服了一个事实，就是我不再在意别人对我的评判感了，而他帮我消除了这种怪异感。我只想说，那对我来说是一个好领导。我还想告诉你，伙计，我们不会再那样做了。我向你保证，汽车经销商可是一个金矿。我不在乎利率，不在乎汽车的价值，也不在乎营销，那些我都不在乎。
Dude, there are people suck. There are people suck, man. And the reason why other people suck is because the leaders tolerate sucky people. And by the way, the people don't suck because they're bad people. The people suck because they never been trained and the leaders don't train. They're entitled babies. What do you see as the biggest blocker to a new salesperson and up in comers, right? Is it objection handling? Is it confidence? Is it all of the above? What do you see as that, you know, that barrier from success, typically?
哥们儿，有些人真的很糟糕。真的很糟糕，伙计。而其他人之所以会这么糟糕，是因为领导容忍这些糟糕的人。顺便说一句，这些人并不是因为他们天生就是坏人而糟糕，而是因为他们从未接受过培训，领导也不培训他们。他们是有特权的婴儿。你认为对于一个新的销售人员和上进的小伙子来说，最大的障碍是什么？是处理异议吗？是自信吗？还是以上全部？一般来说，你觉得成功的障碍是什么？
Yeah. So well, number one, I think that because they're not trained, right? Their confidence is really low. And then number two, I do think they are horrible at, you know, objection handling. And I think objection handling is just a little piece of it. I always say this relationships kill objections. So if you're really good at relationships, if you're really good at connecting with somebody, if you speak to someone with familiarity, there's a good chance they're going to like you and they're not really going to object.
对，我觉得，首先是因为他们没有经过训练，对吧？所以他们的自信很低。其次，我确实认为他们在处理异议方面很糟糕。而且，我觉得处理异议只是其中的一小部分。我经常说，关系能够消除异议。所以如果你很擅长建立关系，擅长与人沟通，并且以一种熟悉的方式与人交谈，很可能他们会喜欢你，也就不会太多地提出异议。
Okay. I mean, you got to realize we're in an era where if somebody's in front of you, they're probably going to buy something because they could be anywhere, especially with the internet. So the fact that somebody's with you, if you do a good job building a relationship, more than likely they're going to buy you. Now I would tell you that common sense says the same objections are going to come into every dealership every day. I need to think about it. You know, prices too high payments too high. I need to talk to my wife.
好的。我是说，你得明白，我们现在处在一个这样的时代，如果有人在你面前，他们很可能要买点什么，因为他们可以去任何地方，尤其是在互联网上。所以，如果有人在你面前，如果你做好了建立关系的工作，他们很可能会买你的东西。我会告诉你，常识上来说，每个销售点每天都会遇到相同的异议。我需要考虑一下。你知道，价格太高了，付款太高了。我需要和我的妻子谈谈。
I got a couple more cars to go look at. Like those five things are going to come every day. And what I learned in the car business is that people are there for 10 years and they still don't know how to overcome money to think about it. It why? Because no one's ever trained them. They don't work the service drive. How many times do you see a sales people? Well, we're in service shop. Never. You know why? Because their managers never trained them. They don't know what to say. So they walk over one time and say something and sound stupid. They get rejected. They never do it again.
我还有几辆车需要去看看。就像那五件事每天都会发生一样。我在汽车行业学到的是，有些人在这个行业干了十年，仍然不知道如何解决与金钱相关的问题。为什么？因为从来没有人培训过他们。他们不做售后服务。你见过多少销售人员去服务车间？几乎从来没有。你知道为什么吗？因为他们的经理从来没有培训过他们。他们不知道该说什么。所以他们过去尝试了一次，说了一些东西，结果听起来很愚蠢，然后被拒绝了，他们再也不敢尝试了。
Dude, I am telling you it's a leadership problem. Massive. It's not a and so that. So listen, I built my company off salespeople because managers wouldn't do their jobs. I went out and sold courses to salespeople. Then the salespeople got good, made money. They got promoted into management. And then those managers now that were my salespeople that I trained, now they pay me to train their salespeople. That's how we built the L in the automotive space. You know, my private company, we were building all this tech and all this fancy, you know, stuff, whatever, but there's a thing called bottom going bottoms up in SaaS and right.
兄弟，我跟你说，这是个领导问题，非常严重。不是小问题。听我说，我的公司是靠销售人员才发展起来的，因为那些经理根本不做他们该做的事。我去给销售人员推销课程。然后这些销售人员变得很厉害，赚了钱，被提升为管理层。现在那些我曾经培训过的销售人员成了经理，他们反过来付钱让我培训他们的销售人员。这就是我们在汽车行业发展起来的方式。你知道吗，我们的私人公司一直在开发各种技术和花哨的东西，但是在SaaS领域有个叫“从下层向上”的概念，对吧。
And we weren't a SaaS company, but all this new trend of software, right? It's like, you know, these communication, those your bottoms up. It's easier to infiltrate the organizations. So what you're saying is very interesting that you've, you know, you've developed this strong social strategy marketing, you know, you've really branded yourself. Like you said, with the salesperson, you got into the dealership through the sales person. Now the salesperson is growing within and they're, you know, they're coming back to you for more training. Yeah. That's why it took two years.
我们并不是一家SaaS公司，但现在有很多新的软件趋势，对吧？就像这些沟通工具，它们是自下而上的，更容易渗透到组织内部。所以你说的非常有趣，你开发了一个强大的社交策略营销，真正地打造了自己的品牌。就像你说的，通过销售人员，你进入了经销商。现在销售人员在内部成长，他们回到你这里寻求更多的培训。是的，这就是为什么花了两年时间的原因。
And then we did the same thing with solar. We did the same thing with the home service space. We did the same thing with SaaS. We just, we, we did the same thing across the board. Everywhere. Now leaders is really what I do. Just so you're aware, I've created, I've created a thousand to 1500 videos based off every objection, every scenario, everything you can imagine. I still update it whenever something changes in an, in a company or whatever in cells. So we're dominated the sales industry.
然后我们在太阳能领域做了同样的事情。在家庭服务领域也做了同样的事情。在SaaS（软件即服务）领域也是一样。实际上，我们在各个方面都做了同样的事情。现在，我的主要工作是领导这些项目。为了让你了解，我已经制作了1000到1500个视频，涵盖了各种反对意见、各种情境，几乎你能想到的一切。我仍然会在公司或销售领域发生变化时更新这些视频。可以说，我们已经在销售行业占据了主导地位。
Now I'm getting into the leadership industry big time. Leadership is what I'm attacking now. Total recreation, dude, I'm getting a hold of leaders and I'm literally changing everything about them because until they change, their teams can change. And so that's been my big kick now. And that's really where I'm crushing it. That's where I'm killing it. Andy, is it more of a creativity thing or is it more of a process thing? Right. The best salespeople you know, like the consistent process, extremely creative. Curious what you think. Yeah. I mean, number one, I mean, look, they have self esteem. They have self confidence. They have self belief. You know, how do they have these things?
现在我正大力进军领导力行业。我现在正在全力攻克领导力。这是个彻底的再创造，伙计。我在接触领导者，并且从根本上改变他们的一切，因为只有当他们发生改变，他们的团队才能改变。这就是我现在的主要目标，也是我正在取得巨大成功的领域。这个过程中，我真的在大显身手。
安迪，这是一种创意方面的操作，还是更多的是流程方面的操作？对。我所见的最佳销售人员，都是有一致的流程，极具创意。我很好奇你的想法。是的，我的意思是，首先，他们有自尊、自信和自我信念。你知道，他们是怎么拥有这些东西的？
Is it been just do what they say they're going to do? You know, I'm going to wake up at this time. I'm going to go to the gym. I'm going to walk my inventory 20 minutes before work. I'm going to make 200 calls a day where I'm going to sell two cars. That's an unnegotiable. Like, like the top salespeople, like they just, they do what they say they're going to do. And that's where we train and we train. We teach them discipline. Well, I'm a father figure to a lot of people and it never intended to be that way. But that's really what I've become. You know, I had, I had George Saliba on the podcast and he was telling me that something that I thought was a cool strategy where the customer, when the customer gives him an objection, he actually pulls out these cards that have objections written on them.
这句话是这样的吗：他们只是做到他们说要做的事情吗？你知道，比如，我要在这个时间起床，我要去健身房，我要在上班前20分钟检查库存，我要每天打200个电话，我要卖出两辆车。这些都是不可妥协的。顶尖的销售人员，他们就是会做到他们说过的事情。而这也是我们训练和培训的内容，我们教给他们纪律。我成了很多人的父亲般的角色，这本来不是我的意图，但事实就是如此。着名的乔治·萨利巴在我们的播客上告诉我一个很酷的策略，就是当客户提出异议时，他会拿出写有这些异议的卡片来应对。
And so you'll tell me, like, you'll tell me, Hey, Yossi, I got to think about it. So he'll literally pull out this physical card that says, I got to think about it. And he'll turn it over and it'll have like the, you know, the rebuttal to for the customer. And you know, kind of breaks the eyes, ha, ha, ha, ha, and then they get over it. Do closers are funny. Closures got to be. We got to take all the pressure out of the deal, man. I mean, people get stressed out over money, especially when it costs more money. You know what I always hated?
所以你会跟我说，比如说，你会告诉我：“嘿，Yossi，我得考虑一下。”他会真的拿出一张写着“我得考虑一下”的卡片。然后他会把卡片翻过来，上面会有针对客户的回应。这有点破冰的效果，啊哈哈哈，然后他们就会放松下来。成交高手都很有幽默感。我们必须把交易中的所有压力都消除。我的意思是，人们在涉及钱的时候会很紧张，尤其是当需要花更多钱的时候。你知道我总是讨厌什么吗？
Like when I was just coming up in a business, like, I know, I did say, you know, the first car I sold, we had a trailer. There was like these, like wooden steps. And I remember standing there. My dad looked at me and there was a person that came on the lies like, Hey, go to that customer, go help them out. I was super scared. You know, I was in my teens and it was just scary. I was like, how is he going to react? What am I going to say? Like, da, da, da, da, da. But anyways, I'll tell you what really bothered me. It bothered me that when we made our first, like, you know, big time hire, call it. I there was there was no way for me to see how he was closing. Like it was always like the closer, like took the person into the room, closed the door.
就像我刚刚进入这个行业的时候，我记得，我说过，我卖的第一辆车，我们有一个拖车，那里有一些木头台阶。我记得站在那里时，我爸爸看着我，然后来了一位顾客，他说：“去帮帮那位顾客吧。”当时我超级害怕，我还在青少年时期，这一切都很吓人。我在想，他会怎么反应？我要说些什么？就像这样、那样、那样子。不过，真正让我困扰的是，当我们第一次招了一个重要员工时，我根本看不到他是怎么完成交易的，永远都是那个销售员带着顾客进房间，然后关上门。
And I felt like I wanted that knowledge, you know, and I ended up, you know, figuring out my way into it. Because, you know, we got really close to whatnot. But it feels like it was so opaque, even myself as an up and coming to business, I'm talking, you know, years ago, probably like 15 years ago, I didn't have that opportunity. Yeah, that's the way it was a long time ago. Remember is that like if somebody learned, well, number one, back then, that's when you would get your deal split in half, right? Remember that? Like if you couldn't close, you know, so if the guy, yeah, so it's a good little split ski. Well, my point is, is so if I knew how to close and I taught you, that means I can't split your deals anymore. So like, I'm so so we went around and everything that we knew we didn't share it because we knew that the managers would page us in to cut everybody else's deals up because they knew that we could close them.
我感觉自己渴望获取那些知识，你知道的，最后，我通过自己的方式找到了门路。因为我们和那些事物真的非常接近。但感觉一切都那么不透明，即使是我作为一个新兴的业务人员，当时是大约15年前吧，我也没有那样的机会。是的，那时候就是这样。记得那时，如果某个人学会了某些东西，首先，当时你的交易会被一分为二，对吧？记得吗，如果你不能成交，交易就会被分了。所以如果我知道如何成交，并且教给你，那就意味着我不能再分你的交易了。所以我们知道的一切都没有分享，因为我们知道经理会来找我们，把别人的交易分掉，因为他们知道我们能成交。
So if we taught everybody how to do it, then we couldn't cut everybody's deals up. That was the old days. And by the way, that's how that's why people learned and got better because you got your deal split and then you were hiding around corners trying to listen to what people were saying because you just wanted to learn how to close those deals. Do we're the generation? Yeah. Yeah. They called me, they called me the sponge. That's what they call me, the sponge because I would just ask tons of questions in order to learn, you know, but it was hard. You had to really push yourself into it. It wasn't there wasn't training available like that, you know, it's so readily available and so, you know, demystify that anyone could just get it.
所以，如果我们教每个人怎么做这件事，我们就没办法分割每个人的交易了。那是过去的做法。因此，人们是这样学习和进步的，因为你的交易被分掉了，然后你就躲在角落里，试图听人们在说什么，因为你只想学会如何完成那些交易。我们那一代人是这样过来的。对，他们叫我“海绵”，因为我会问大量的问题来学习。但当时很难，你必须真正努力投入其中，因为没有像现在这样方便的培训资源，也没有这么容易获取的知识。所以，当时你不得不自己努力去学。
Yeah, well, I told people weren't talking, you know, man, 20 years ago, people used to fistfight you. You know, if you stepped in front of them and now you walk into any dealership, people are just like, Oh, yeah, you take that word. Do you think do you think there's sales as an art in the car business is going to go away? I mean, digital retailing, AI, right? Like, do you think that that's over time going to go away direct to consumer or do you think that you really believe car business and, you know, human connection that's going to remain? What's your thought?
嗯，那个，我跟人们说过，现在的情况跟20年前不一样，那时候如果你挡住别人，他们可能会跟你打架。而现在你走进任何一家汽车经销店，人们都只是像，“哦，是的，你先来”。你觉得汽车销售这个行业还能继续作为一门艺术存在吗？我是说，考虑到数字零售和人工智能的发展，你觉得这种直接面向消费者的方式会取代传统的车辆销售吗？还是你认为人与人之间的连接在汽车生意中会继续保持下去？你怎么看？
Yeah, I mean, look, dude, AI is real. OK, there's robots are real. Like all that stuff is real. But the realest thing is, is the connection between people. At the end of the day, people may want to buy online. But look, dude, there's always going to be a need for a person always. There's always going to be a need for a sales person. I can't ever see. I can't ever see that industries want to replace salespeople. I think that it will take down gross profits. And by the way, if you just want to be a commodity, look, if you just want to be a commodity, this is a commodity. You can buy it. This is what you get. It is a transaction. There'll be zero relationship with our company to yours, except for a good experience. That's fine. But I'm going to tell you, there's a lot of people, man, that still love a relationship and they don't know that until they get a good one. And then they're like, man, that was really nice. OK, so I still think a great relationship. Now, if you're going to have a sales team, if you're not going to train your company, if you're going to have a poor culture, if you're not going to treat people right, or you're better off to just be a commodity. But I would tell you, though, I can't see it going out. I can see businesses going out of business because they're not good enough to keep up. But I don't see them going out, man. I'm just telling you, dude, I just know ways, man. God, God made people to talk to people, man. I'm telling you, I can't see it.
对，我的意思是，兄弟，人工智能是真的。好吧，机器人也是真的。所有这些东西都是真的。但最真实的东西，是人与人之间的连接。最终，人们可能想要在线购物。但听着，兄弟，人们始终需要人与人的互动。总是会需要销售人员。我无法想象任何行业会想要取代销售人员。我认为这样做会降低整体利润。顺便说一句，如果你只想要成为一个商品，听着，如果你只想成为一个商品，这就是一个商品。你可以买它。就是一笔交易。我们的公司和你们公司之间不会有任何关系，除了提供一个良好的体验。这可以，但我要告诉你，有很多人依然喜欢建立关系，他们只有在得到一个好的关系后才会明白这一点。他们会觉得，这真的不错。所以我依然认为建立一个良好的关系很重要。如果你有一个销售团队，但没有对公司进行培训，没有建立良好的企业文化，或者不好好对待员工，你还不如只是个商品。但是我要告诉你的是，我无法看到这个趋势消失。我能看到的是那些跟不上潮流的企业会倒闭。但人际交流不会消失，兄弟，我是在告诉你，上帝创造人就是为了让人们互相交流，我真的不能看到这一点消失。
Tell me about if you go into an underperforming store, like what's the first couple of things you do? Well, number one, do the people believe? Well, OK, first of all, I would say something along these lines. The leadership is a big deal. OK, I mean, you can go in stats and go into the numbers. But the biggest thing is I want to go and talk to the leaders. Look, the eyes of the window to the soul. I can walk in and I can tell somebody's dead of their life. I can go talk to any manager and I can tell if they care about the company. I can tell if they care about the people. I can tell if they're passionate about the business, still. I tell if they're burned out. I tell all that real quickly, right? So I don't have a conversation with the leaders and I would literally tell just what a simple conversation, no training involved, where these people are at and how much they care about the company. Secondly, I'd go talk to the salespeople. By the way, I'm going to tell you what I do.
如果你进入一家业绩不佳的店铺，你会怎么做？首先最重要的是人们是否相信他们所做的事情。领导力非常重要。我会去和领导们交谈，了解他们的态度。眼睛是心灵的窗户，我能通过观察他们的眼神，了解他们的生活状态。我可以和任何经理交谈，通过简短的对话就能判断他们是否关心公司和员工，是否依然对业务充满热情，或者是否已经精疲力尽。这些都是无需培训、通过简单对话就能看出来的。接下来，我会去和销售人员交谈，了解他们的感受和想法。这是我通常会做的步骤。
I'd go talk to the salespeople and I'd say, Hey, guys. So I'd be like, Hey, Jerry, Bob, you guys are the managers. Come on in here. You have 15 salespeople. You guys come on in here. Look, you guys are the team. I appreciate you being in here. Everybody do me a favor. I want you to grab a piece of paper. Okay. Here you guys go. I want everybody to write the name of their mentor down on a piece of paper. Fold it in half, put it in the middle of the table. You guys can walk out of here. I'll see you guys in a little bit. Okay. So who do you look up to? Who's your mentor? Write the name because what we're going to do is we're going to look them up tonight. Guys, we want to see who you look up to. That's all everybody write it down. No pressure. Don't put your name down. Just write down the name of the person. When they walk out of the room, I grab the managers. Hey, Bob, guys, come on over here.
我会去找销售人员说：“嘿，大家好，我需要和你们聊聊，来，Jerry，Bob，你们是经理，请进来一下。你们有15名销售人员，大家都过来一下。你们是一个团队，我非常感谢你们能来，大家帮我一个忙。拿一张纸，好的，这里有纸，每个人写下你们的导师的名字。然后，把纸对折，放在桌子中间。之后你们可以离开，一会儿见。好的，现在谁是你们敬佩的人？谁是你们的导师？请写下名字，因为今晚我们要查找这些人物，看看你们都敬佩谁。大家都写，不要有压力，也不要写自己的名字，只写那个人的名字。等他们走出房间后，我会把经理们叫过来说：“嘿，Bob，你们过来一下。”
So we're going to open these papers and I want to know how many times each one of your names are on these papers. Here we go. Open them up. Damn. Your old name ain't on one of them, which means they'll work for the boss for a paycheck, but they work for the leader for blood, sweat and tears. We got to get you guys to be the leaders. These guys are on their phones all day long, long watching social media and looking for someone to look up to. And they got two leaders right here in front of them that they don't look up to. That's got to change. So I need to change those leaders and those people will change when those leaders change. And you can't train those people and not train the leaders. Because if you don't, if the leaders don't change, you can't change the people because then the leaders stay the same and then the people resent the leaders because they're not even changed. It's it's death. You know, if there's any, well, there's many deal of principles and GMs that listen to this, but if there's, you know, anyone out there right now that's going through this or they're like, maybe unhappy with their GM unhappy with their whatever sales manager. Right. What's your message? Don't you think that it's a do you see a high probability from your experience of people being able to adapt and change with that proper training? Or do you think in, you know, in many cases, it's like, you got to replace. How do you, what's your kind of take on that? Okay.
好的，我们现在要打开这些纸条，我想知道每张纸条上出现你们名字的次数。来吧，打开它们。天哪，你的名字一次都没出现，这意味着他们愿意为老板工作来拿工资，但他们愿意为领袖付出血汗和泪水。我们得让你们成为那些领袖。这些人整天都在看手机、社交媒体，寻找他们可以仰望的人。而他们面前就有两个领袖，他们却不仰望。这种情况必须改变。所以我需要改变这些领袖，当这些领袖改变，那些人也会改变。而且你不能只训练那些人而不训练领袖。因为如果不这样做，如果领袖不改变，你就不能改变那些人，因为领袖不变，那些人会怨恨领袖，因为他们自己都没变。这简直是死路一条。你知道，如果有任何人——很多原则和总经理都会听到这些——但如果现在有任何人正在经历这一切，或者他们对总经理不满，对销售经理不满，对吧。你的建议是什么？你认为通过你的经验，经过合适的培训，人们能够适应和改变的可能性高吗？还是你认为在很多情况下，必须更换人员。你怎么看这个问题？
So look, so, so look, so leadership. Okay. It's pretty simple. I'd have a conversation with you. I'd say, Hey, do you have kids? I have kids. Yes. Three. All right. Cool. And you love your kids, right? And you're going to and your kids are going to you have more than anybody in the world. And when your kids get bigger, you want them to go to work for someone that literally takes care of your kids and teaches them everything they need to know in business and really help self-developed them and is a leader to them and help grow them. Would you agree? 100% Okay. And just like you want that for your kids, everyone of your people out there is someone else's kids.
好的，这样说吧，领导力。非常简单。我会跟你谈一谈，我会说：“嘿，你有孩子吗？” 你会说你有孩子，对吧？有三个孩子，真棒。你爱你的孩子，对吧？你比世界上任何人都爱他们。当你的孩子长大后，你希望他们为一个真正关心他们的人工作，这个人不仅会教会他们所有商业知识，还会帮助他们自我发展，成为他们的领袖并帮助他们成长。你同意吗？ 当然，同意。就像你希望你的孩子被这样的领袖照顾和教育，每个在你身边工作的人都是别人的孩子。
Listen, I'm going to tell you right now, we're going to make a decision. Okay. Either you really want to be a leader and we're going to go out here and we're going to grow this team. We're literally going to brainwash them, but they're powerful that they're strong, that they can make it, that they're going to be the best. We're going to train them. We're going to have them look through a different set of lenses. We're going to have them believe different. We're going to alter their identities. We're going to take care of them. Because that's our responsibility as the leader. Leadership in position, it's a skill of influence and we're going to influence them to rise and we're going to do it with them and we're going to show them love. We're also going to be super direct out of when. And guess what? That's what we're going to do. I would say if you're not willing to do that, okay, we need to replace it. That's it. That's the only way to build the culture.
听着，我现在就告诉你，我们要做一个决定。好吧。要么你真的想当领导，我们就会出去壮大这个团队。我们会彻底洗脑他们，让他们相信自己强大、有力量、能成功，他们会变得最优秀。我们会训练他们，让他们以不同的视角看问题，让他们相信不同的东西。我们会改变他们的身份认同，我们会照顾他们。因为作为领导，这就是我们的责任。领导力在于影响力，我们会影响他们崛起，我们会和他们一起做到这点，并且展示我们的关爱。同时，我们也会非常直接地指出问题。猜猜看？这就是我们要做的。如果你不愿意这样做，好吧，我们就需要换人。就是这样。这是建立文化的唯一方法。
Remember, the culture and the environment builds the team and the leader's job is to build the. The culture and the environment. And if you walk into a company and you don't feel a culture and environment, there's a good chance there's not one. And by the way, if a good environment exists, people don't talk negative. They don't gossip and they don't complain and they don't and they're not lazy in a good culture and a good environment. And so that's the reason why where I will have a direct conversation with the leaders and I'll say, Hey, I love you. Do you really want what you say you want? You said you want to break the numbers? You said you want to sell this many cars? You said you want to, you know, do this thing? You said you want to financially put a great fence around your family and you want to take care of your people. That's really what you want. Then changing is in a problem. Do once you become uncoachable, you're dead of all or not. And you know that, look, we all know this. And so like that's where we decide.
请记住，文化和环境打造团队，而领导的任务是打造文化和环境。如果你走进一家公司，感受不到它的文化和环境，那么很可能它就不存在。而且，如果一个好的环境存在，人们不会说消极的话，不会散布谣言，不会抱怨，也不会懒惰。在好的文化和环境中，这些情况不会发生。这就是为什么我会直接和领导对话的原因，我会说：“嘿，我爱你。你真的想要你所说的那些目标吗？你说你想打破记录，你说你想卖出这么多车，你说你想做这件事，你说你想为你的家庭提供很好的经济保障，并且想照顾你的员工。这真的是你想要的目标吗？如果是这样，那么改变就不是问题。一旦你变得无法接受指导，你的所有事情都会停滞不前。你知道的，我们都知道的。所以，这就是我们做出决定的地方。”
No, no, but but it's really internalizing it. It's really internalizing it. You know, it's like, yeah, I love being coached, right? But like do you like when that insecurity gets brought off, right? How do you feel about it? Right? Are you willing to talk about it to get better at it? And here's a crazy part, right? Like we don't see, we don't see our faults, right? Else as humans, that's always one of the biggest things. Like we're blinded to it. We don't actually see it. And so being in a position where you you accept that and, you know, and really internalize that feedback so more. Yeah. Why why tell them losers give away the power to change something and winners look in the mirror and own their own their. They change.
不，不，但真正要把这些内化。你知道的，就像是，我喜欢被指导，对吧？但当你的不安全感被揭露出来时，你感觉如何？你愿意为此进行谈论并改进吗？这里有一个疯狂的事实，我们看不到自己的缺点。作为人类，这是最大的问题之一：我们对自己的缺点视而不见。所以，当你处在一个接受并真正内化他人反馈的位置时，这一点就更为重要了。
为什么失败者将改变的力量拱手让人，而胜利者会面对镜子，承认自己的不足，并加以改变？
Do you have any like what are your insecurities nowadays? Seem like a very confident person, you know, dude. I mean, honestly, dude, I, uh, I just don't want to become ungrounded. You know, like our goal in life is to create impact. Truly. And, you know, when you're kicking ass and you're doing great and you're making a lot of money and, you know, everybody, you know, not that everybody loves us, but everybody's like, man, you change my life, change my life. You got to make sure that you don't ever let that flattery get to you. You say, Hey, I appreciate you. Love you. Let's keep going. Um, and you keep moving because, you know, like it's not about us, right? I mean, listen, all I want to do, you, I told you I was in a bad place. I told you that, you know, I didn't, I looked in the mirror. I wasn't proud of who I was. You know, I felt like I'll let it, I'll let my family down. And, you know, so I just know what that feels like.
你现在有啥不安吗？你看起来很自信啊，哥们。老实说，我只是想保持脚踏实地。我们的生活目标是创造影响力，真的。当你表现出色，赚很多钱，大家都说你改变了他们的生活时，你得确保不会被这些赞美冲昏头脑。你要说，"谢谢你，我也爱你们。让我们继续前进。" 因为这不是关于我们的，对吧？听着，我只想说，我经历过低谷，不为自己感到骄傲，感觉让家人失望了，所以我知道那种感受。
So like I just, I want to help as many people as I can, like no BS, like this is our ministry. I wish I would have had me when I was 20. It's a great way to put it. Yeah. I needed, I needed some wisdom. I needed some maturity. I needed someone to be really direct to me. I needed someone to tell me what, you know, like like what the law of the lay in, in business was, and to be honest with you, the car business doesn't educate anyone. Work hard, show up, get on the phone, do your job. I mean, honestly, like I, I, I wish there would have been a little more self development inside of that, you know, I know some industries offer it. And some industries don't. And it's very rare that, and that's why I say I leadership so important because that would be something that a leader provided, which would be a father-like figure that would say, Hey, all right, you're my responsibility now. Let me teach you about money. Let me teach you about relationships, you know, go home, be good to your wife. Work hard when you're here. And then when you go home, put your phone down, be present with your family. They'll support your job a lot more.
就像，我只是想帮尽可能多的人，真的没有废话，这就是我们的使命。我希望在我20岁时有一个像我现在这样的我。当时我需要一些智慧和成熟度。我需要有人对我直言不讳，告诉我商业中的一些基本规则。老实说，汽车行业并没有教育任何人，工作努力、按时出勤、打电话、做好自己的工作。说实话，我希望能有更多的个人发展培训，我知道有些行业有这样的培训，而有些没有。这非常罕见，因此我认为领导力非常重要，因为这应该是一个领导者提供的东西，就像一个父亲般的角色会说："嘿，现在你是我的责任了。让我教你关于金钱和人际关系的知识。回家后，对你的妻子好。工作努力，但回家后放下手机，多陪家人。他们会更支持你的工作。"
You know, Andy, when, when I see you talk and everything you're saying, I think about this, I, and I don't even need to bring up this chart because you know this, I'm sure, but like, you know, Wall Street Journal put out this chart of like the decline in like family values in America. And it feels to me, it feels to me like I suspect that many people come to you like what you just said, like a father figure, like they're looking for that. They're looking for that, you know, that, that purpose in their life and they don't have that. It's like, it's like an all-time low in our country. And I can only imagine that what we see in automotive is just a simple byproduct of that, of a much bigger root, root issue. Yeah, it's everywhere, man. And, and the cool thing is that that's why I said, it's we. So when we built the Elliot group, listen, we have our company, we have a charter school in the back, all of our kids go to school here.
安迪，你知道吗，每当我看到你说话，听你讲述时，我脑海中总是浮现一个问题，其实我不需要拿出这个图表，因为你肯定已经知道了。比如，《华尔街日报》发布的一张图表显示，美国的家庭价值观在不断下降。对我来说，感觉很多人像你刚才所说的那样，把你视作一个父亲般的角色，他们在寻找生活的目标，但现在他们没有这种指引。在我们国家，这种情况达到了历史最低点。我只能想象我们在汽车行业看到的现象只是这一根本问题的简单副产品。这种问题无处不在啊，伙计。因此我才说，这是一个“我们”的问题。当我们创建Elliot集团时，我们公司内设有一所特许学校，我们的孩子都在这里上学。
What do you mean by that? You, you run a school yourself. Yeah, we have a, well, we have our own, our own, our own teachers back here. They teach all of our kids. It's amazing, man. We teach our kids entrepreneurship. We teach our kids about God. We teach our kids, you know, the curriculum of work that they need to do. But ultimately we teach them the art of communication. We teach them physical fitness. I mean, we're raising killers. I mean, we want to, I mean, I'm saying like we want to raise kids that are going to go impact. We're not raising followers or raising leaders. And I'm not saying my kids can't follow a good leader. They're like, we're raising our kids to be leaders and understand that the God of this generation is comfort and like they're not going to be comfortable. And, and since our children, remember, you know, I had a pretty crappy upbreeding bring my kids since they have a very good upbringing. We don't want them to be entitled.
你是什么意思？你是说你自己办了一所学校？是的，我们这里有自己的教师团队，他们教导我们所有的孩子。这真的很棒。我们教孩子们创业，教他们关于上帝的知识，也教他们所需的课程。但最终，我们教他们沟通的艺术和身体锻炼。我是说，我们在培养出色的人才。我们的目标是培养能够产生影响力的孩子，而不是追随者。我们要培养的是领导者。虽然我的孩子们也可以追随一个好的领导者，但我们在培养他们成为领导者，并让他们明白这一代的“上帝”是舒适感，而他们不会一直处在舒适区。因为我自己有一个很不好的成长环境，所以我的孩子们有一个很好的成长环境。我们不希望他们变得自以为是。
You know what I'm saying? Like we want them. So how are you? Yeah. And how are you? How are you doing that? Like that? I can only imagine they see, you know, the Instagram, the fancy cars, the money, like they just have to be exposed to it. So how are you, you know, how are you, how are you balancing that with your kids? Well, well, so like my wife's right here and she'll, she'll say, to our kids, you know, they're eight, 11 and 13. And by the way, like we do things our way. Other people do things their way for the last five years. It's been pretty simple since they've gotten bigger. It's like, she's like, look, do you want me to treat you like a two, three, four and five year old and feed you ice cream? Or do you want me to treat you like the bad ASS? I know you are. Like you tell me, how do you want me to talk to you? You want me to talk to you like a little kid? Or you want me to talk to you like the leader? I know you're going to become you tell me, you tell me how you want to be treated. And they say, well, treat me like the bad ASS. Okay. Okay. All right. Cool. Cool. You do that. You can die. You do that. You're going to get in trouble. You do that. That's not good. You do that. That's what losers do. Okay. Like, you know, we tell them, like God puts people in this world that that aren't bad as a sort of you can see if you don't get your together, which you're going to look like.
你明白我的意思吗？我们想让他们明白。那你怎么样？嗯，你怎么样？你是怎么做到的？像那样做的？我能想象他们看到的，像Instagram上的豪车、金钱这些东西，孩子们一定会接触到这些。那么你是怎么在孩子面前平衡这些的呢？
嗯，比如说，我的妻子就在这里，她会对我们的孩子们说，他们现在分别是8岁、11岁和13岁。顺便说一下，我们按照自己的方式来做事，别人有他们的方式。在过去的五年里，自从孩子们长大了一些，我们的方法很简单。她会说：“看，你们想让我把你们当作两三四五岁的孩子，给你们喂冰淇淋，还是希望我把你们当作我知道你们可以成为的厉害角色来对待？你们告诉我，你们希望我怎么对你们说话？希望我像对小孩子那样说话，还是像对未来的领导者那样？”
孩子们说：“把我们当厉害角色对待吧。”
“好，没问题。你要是那样做，你会有麻烦的。那样做是不好的，是失败者才会做的事。你知道，我们告诉他们，上帝把一些人放在这个世界上，就是为了让你们看到，如果你们不努力，就会变成什么样子。”
Okay. So, you know, I'm saying like, it's just, it's just like, if you want to be a winner, you just take what a loser is and you flip it. And so any loser can become a winner just with a couple of changes. You know, I'm saying. I do. Andy, tell me a little bit about something that's I think you've done very well is your social strategy, your marketing game. You know, anyone that's listening here that's been to, you know, NADA has heard you and your team. You know, you guys have your, your, your chance. I mean, you're very distinct. You've branded yourself in a very distinct, unique way that I would call is very noticeable, very provocative. I, you know, I say provocative. Like if you see, you know, it grabs attention and, you know, I feel like it's like people like, and you could tell me I'm wrong here, but I feel like people like either love you or they like despise you.
好的。所以，你知道，我的意思是，如果你想成为赢家，你只需要把一个失败者的特质反过来。所以任何失败者通过一些改变都可以变成赢家。你懂我的意思。我明白。安迪，谈一谈你的社交策略和营销做得很好的事情吧。大家都知道，去过NADA的人都听过你和你的团队的演讲。你们有自己的一套风格，非常鲜明独特，我觉得很引人注目，很有挑逗性。我说有挑逗性，是指一看到就吸引注意力。我觉得人们要么非常喜欢你，要么很讨厌你，你可以告诉我我错了，但这就是我的感觉。
Right. And again, you could tell me yours. You're wrong. That's just my hot take. Yeah. No, you're right. Man, I mean, listen, here's the deal. At the end of the day, look, dude, you've heard it a million times, you know, you know, losers don't like winners and winners don't like losers. Okay. You can say it like that. You can say people that are lazy don't like hard workers and hard workers don't like lazy people. Okay. Like people that go out and try to build a life for themselves, try really hard, love culture, love to motivate and inspire people. Right. And then people that want to keep their mouth shut, you know, not speak up, not try to build their self, anything.
对。再次强调一下，你可以告诉我你的看法。你错了。这只是我的看法。是的，不，你说得对。兄弟，听我说，事情就是这样。到头来，你知道的，那句话你已经听了一百万遍了，失败者不喜欢成功者，成功者也不喜欢失败者。可以这么说，懒惰的人不喜欢勤奋工作的人，勤奋工作的人也不喜欢懒惰的人。那些努力为自己建立生活的人，真的很努力，他们热爱文化，热爱激励和启发别人。对吧。而那些想保持沉默，什么都不尝试去做的人就不同。
People that don't want to be remembered don't break generational curses. Don't break the bloodline in their family. They don't like people that are trying to. When you see us out and you hear the chance and all that stuff, what that is, is we are winners and we are taking winners with us. And who wants to win? Let's go. That's the chance. And if you hear that chant and you're like, oh, I don't like that. Well, then what you're saying is you don't like winners. Okay. And by the way, like listen, I don't, I haters, haters are algorithm feeders. I love them. Okay. Like, if you want to know how I reach so many people, well, it's really simple. Number one, we inspire the hell out of a lot. But then the haters leave comments just so you're aware. Winners don't leave comments. Winners send me DMs and say, hey, Andy, you changed my life. I appreciate you. I love you telling the truth. Thank you so much. Haters, one of the comment sessions. If anybody wants to learn anything about social media, if you ever see somebody's channel. I know. Yeah. Well, that's where the haters live, you know, and, and the deal is, is that, listen, man, don't ever take advice from somebody you don't want to become. If you don't want to be them, don't listen to them. And, and, you know, and that's a big one, you know, and, but what I'm, I'm really trying to tell you what our message is.
那些不想被记住的人不会打破家族的诅咒。他们不会断绝家族的血脉传承。他们也不喜欢那些想要打破这种状态的人。当你看到我们在外面，听到我们的呐喊声时，那就是我们在彰显胜利，并且我们在带领其他胜利者前行。谁想要赢？那就一起努力吧。这就是呐喊的意思。如果你听到这种呐喊声，不喜欢，那你其实是在说你不喜欢胜利者。顺便说一句，听好了，我不讨厌那些“黑子”，黑子其实帮助了算法推广，他们对我有帮助。如果你想知道我是如何影响这么多人的，很简单：首先，我们激励了很多人。此外，黑子们在评论区留言。你要明白，胜利者不会在评论区留言，胜利者会给我发私信，说：“嘿，安迪，你改变了我的生活。我很感激你，谢谢你说真话。”黑子喜欢在评论区留言。如果有人想学点社交媒体的技巧，只要看看某人的频道，你会发现，那些评论区就是黑子的聚集地。关键是，不要从那些你不想成为的人那里接受建议。如果你不想成为他们，不要听他们的。最后，我想告诉你的是我们的信息。
And, and so like as we go around is I'm an underdog. Very clear. I'm an underdog. I'm an overcomer. I'm the comeback kid. OK, I'm, I, I work from a state of madness. I'm a person that's like, bet against me. Like bet against me. Like I'll rip your throat out. Like, I, by the way, I won't say anything to you. I will bankrupt you. I will. I will make sure that we put you out. OK, in, in a loving way. Listen, I'm a Christian. I love people. But I am very competitive and people that don't, that, that aren't good people. I don't like that. And so like I won't say anything, but I'm going to build up companies around them to put them out of business. Good companies, companies that take care of themselves. And so you can be a hater for a long time. Here's what I'll tell you. It's the right message to the right person at the right time. OK, you could have hit me with this message at me and you were talking about when I was 30 years old and maybe it wouldn't hit. But then when I had something happen in my life, I was like, oh, my God, I'm like, I need to wake up. And, you know, I realized I was letting my family down. I wasn't playing my max potential. And then I'm like, I would have loved to have found this because this is this was the best version of me that I always wanted to play.
所以呢，我是一个长期被低估的人，非常明确。我是一个逆袭者，我是东山再起的那类人。可以说，我从一种疯狂的状态中工作。别人总是低估我，觉得我会失败，但是我会证明他们错了。我不会直接说什么，但是我会用实际行动让你破产，我会确保我们把你们企业打掉，当然是以一种友好的方式。其实，我是一个基督徒，我爱人，但我也非常有竞争心，对坏人我没什么好感。所以我不会说什么，但我会建立起公司，击败那些不好的企业，建立善待员工的良好公司。你可以长期不看好我，但这是我要说的：正确的信息给正确的人在正确的时间才能发挥作用。也许你30岁时听到这番话不会有共鸣，但当我生命中发生了一些事情后，我意识到我需要觉醒，我不能再让家人失望，我没有发挥出我最大的潜力。然后我找到这条路，这让我成为我一直想成为的最好的自己。
And so like, you know, I get it. You know, it's like when I talk about fitness, you talk about fitness a lot, right? I have people that say like, what are you? A fitness guy or a sales guy? Look, I'm going to tell you this fitness changed my life and wait until you get about doctors your port and you lose your your health. You'll agree with me. OK, it's maybe not today, but one day. OK, and if you don't, you know, I tell people all the time, like, take care of yourself.
所以就是，你懂的，我理解。如果我不断谈论健身，你会问，“你是健身达人还是销售员？”我要告诉你，健身改变了我的人生。等到你去看医生，失去健康，你就会同意我的说法。也许不是今天，但总有一天你会明白。如果你还不明白，我经常告诉人们，要好好照顾自己。
Maybe maybe you don't. Maybe like screw this guy. I don't have to. And maybe your kids are watching you and now there will be, you know, and one of them gets sick one day and. You did that. I'm like, you showed them that way. Like I didn't. I have, I tried to tell you and you got mad at me for telling you the truth. You know, I tell people this all the time.
也许你不会。也许你会觉得，这个人去他的吧，我不用听他的。也许你的孩子们正在看着你，将来他们中有一个人生病了。那是你造成的。你教给他们那样的做法。而我则是，我尝试告诉你，你却因为我告诉你真相而生我的气。你知道吗，我一直都在跟人们讲这些。
I'm like, dude, four years ago, you said you were going to do something different. Three years ago, you said you were going to do some two years ago, one year. And then now I'm telling you to run a new play now. And I know the play and you're mad at me because you're not getting results. You want you're talking to it on me. OK, cool. Stay the same. So, and by the way, I am crazy. I know you're crazy. You take any successful person. You need to crack them open their craze. Just the way it goes.
我当时就想，兄弟，四年前你说你要做点不一样的事情。三年前你也是这样说。两年前、一年前依然如此。而现在，我告诉你换个新方法，我知道这个方法，但你对我发火，因为你没有得到你想要的结果。你冲我发脾气，好吧，那你就继续保持原样吧。而且顺便说一句，我确实有点疯狂。我知道你也有点疯狂。成功的人都是这样的，成功的人都有他们的疯狂之处，这是必然的。
Your ethos. I love it. Andy, you know, we're about to wrap up. This has been awesome. First of all, and I appreciate it. I mean, you're super passionate about what you do. First thing I want to ask you before we wrap up is what's next for Elia group? You've done all these great things. You've built a massive social media following. What's next? Really, dude? I just want to keep doing what I'm doing now and just things are going to evolve. I mean, God's connecting the dots, man.
你的精神，我很喜欢。 安迪，你知道吗，我们快结束了。这次谈话真的很棒，首先我要表达我的感谢。你对你做的事情充满了激情。在结束之前，我想先问你一个问题，Elia集团接下来有什么计划？你们已经做了这么多伟大的事情，建立了庞大的社交媒体追随者群体，接下来呢？真的，我只想继续做我现在在做的事情，顺其自然地发展。上帝会安排好一切的。
You know, I always, I told you I want to stay grounded. Like that's like what I meant to say is like, like never lose. Stay humble. Who I stay humble. Yes. Realize that all this can be taken away. It's not because of me. I'm doing the right work. OK, it just I need to I need to I want to stay here. And I have my wife. She is the backbone, the CEO, the leader of our whole company. She's the one you should be talking to. Truly, she's the best. She's built all of us.
你知道的，我总是告诉你我想保持脚踏实地。我的意思是要保持谦逊。是的，要明白所有这些都可以被拿走，这不是因为我。我做着正确的工作，但我需要，我想要保持这种状态。还有我的妻子，她是我们的支柱，我们整个公司的CEO和领导者。你应该跟她谈谈。真的，她是最棒的，是她成就了我们所有人。
And because I took my family with me, that was amazing. So I think I think what's next is this. And I'll finish with it. Never be one dimensional. Never believe that you can only have one thing. You can be financially free. You can be free in your mind. You can be a great father. You can be a great husband. You can be a great business person. You can be close to God. You can be physically fit. You can be all those things.
因为我带着家人一起去，这真的很棒。所以，我认为接下来的事情是这样的，我就用这个来结束。永远不要让自己变得单一，不要相信你只能拥有一件事。你可以财务自由，可以思想自由，可以成为一个好父亲，好丈夫，优秀的商人，亲近上帝，身体健康。你可以兼顾所有这些方面。
And so what I think is next is for me to continue to put energy in all the energy I have into all the buckets that are most important. And I never get confused or lost along the way. And then that's what I want. And then I think that I think good things are going to happen. If I just keep doing that before you share your closing thoughts, you were talking about coaching earlier, such an important topic. You know, my prior company at our peak, we were at about 200 employees. And I had hired, you know, an executive coach and, you know, we had other coaches trying to helping us to start the company.
我认为下一步要做的是，继续把所有的精力投入到最重要的事情上。而且我从未迷失方向，这就是我想要的。我觉得如果我继续这样做，好事就会发生。在你分享你的闭幕思想之前，你提到了教练，这是一个非常重要的话题。你知道吗，我在前一家公司工作时，公司人数最多时达到了大约200人。我还聘请了一位执行教练，并且我们还有其他教练帮助我们创办公司。
But the point being is. I remember before getting to that point, how much I didn't know what the benefit would be. But I knew that, you know, I was like, Hey, this is what successful people do. I want that because you don't know what you don't know. I've really lived by that. So my question to you is, you know, if someone is listening to this and they're like, man, like, maybe I could use coaching, right? Like, what would you tell them? Like, what do they do? If I'm at a dealer's shape, whether I'm an owner or a salesperson or anyone in between, like, what would you do if you were that person?
但问题是，我记得在达到那个阶段之前，我并不知道会有什么好处。但我知道，这是成功人士做的事情。我想要那样的成功，因为你不知道你不知道的东西。这真的是我一直以来的信条。所以，我的问题是，如果有人在听这个，他们可能会想，也许我可以找个教练，对吧？你会怎么告诉他们？如果我是一个经销商，不论我是老板、销售人员还是其他角色，你会建议他们怎么做？
Well, well, so number, so number one, like. Modeling proven practices are like what everybody should do. I mean, the whole goal is to crush the learning curve, to compress time frames, to get to the goal where we want quicker, right? So a team every day, if you, if you were a team and you wanted to coach, well, number one, there's three things that sells people should be doing in a car dealership. Number one, they should be selling something, looking for something to sell or training to get better.
好的，好的，所以，首先，比如说，模仿已被验证的做法是每个人都应该做的。我是说，整个目标是缩短学习曲线，压缩时间框架，更快地达到我们想要的目标，对吧？所以一个团队每天，如果你是一个团队并且想要指导，首要的事情是车行的销售人员应该做的三件事。第一，他们应该销售东西，找东西卖，或者进行培训以提升自己。
Like it's pretty simple, right? So like, think about it. If I had a team, if you, if you came to work for me and I was a manager and I was like, Oh, I'm going to hire you. And I was like, let me tell you what the expectations are. Well, number one, you're selling something. That's pretty common sense. Someone's in front of you and you're selling them that you're spending the time to sell them something. OK. Number two, you're looking for something to sell. What does that mean? You're going to be working the service drive. You're going to be sending videos of cars on the line to clients or you're going to be making the dials. You're going to be calling customers. You're looking for something to sell. You're going to be posting on social media. You're going to be self-ginning leads. Okay. Selling something, looking for something to sell or number three training to get better. Listen, you're going to work eight hours a day. You're probably going to sell a car a day, which is two hours to sell a car. That means you're going to be doing nothing with the other six hours. Okay. So you're going to make calls for two hours.
这很简单，对吧？你想一想，如果我有一个团队，如果你来我这里工作，我是你的经理，然后我说我要聘用你，让我告诉你工作期望是什么。首先，你要卖东西。这很常识，有客户在你面前，你要花时间卖东西给他们。
第二，你要寻找能卖的东西。什么意思呢？你要在服务区工作，给客户发送汽车的视频，或者拨打电话给客户，你要寻找销售机会。你还得在社交媒体上发帖，自我生成销售线索。
第三，培训以提高技能。听好了，你每天工作八小时，可能一天要卖一辆车，大约需要两个小时卖一辆车。这意味着剩下的六个小时你没有任务。所以你要用两个小时打电话。
OK. Now you have four more hours. Are those four hours, you can take at least another 30 minutes to do some training. That still leaves you with three and a half hours to screw around. You sold the car. You made some calls. You still did your training and you got three and a half hours screwing around time. That's on an eight hour work day. Most people work eight to our 12th, even 10 to 12 hours. Here's the point is that I would say coaching allows your people to come in and know what to expect. We're looking for something to sell. We're selling something and we're training to get better. That's all we do. We don't, we don't do anything else. That's all we do here. This is our job. We're going to go home after this has been done with our family. We're going to go to the gym. We're going to go do hobbies. We're going to go do something. This is where it works. We're going to work.
好的，现在你还有四个小时。在这四个小时中，你至少可以拿出30分钟来进行一些训练。这样你还剩下三个半小时的闲暇时间。你卖了车，打了电话，还进行了训练，剩下的三个半小时你可以自由支配。这是在一个八小时的工作日内完成的。大多数人每天工作八到十二小时，甚至十到十二小时。
关键是，我认为教练的作用是让你的团队成员知道他们可以期待什么。我们在寻找销售机会，我们在销售东西，我们在进行训练以提高自己。这就是我们所做的一切，我们不做其他的事情。这是我们的工作。完成这些后，我们就可以回家陪伴家人，去健身房，做一些爱好或其他事情。这就是工作的方式。我们就是来工作的。
Okay. Like, like, I really feel like coaching allows structure to enter a company. And then with leadership, especially like, dude, I've watched managers. They don't even know how to have a sales meeting. I'm going to be honest with you. I mean, listen, there should only be a sales meeting when there's a meeting with something to say that literally makes the team want to do better. Kick ass want to reach for more and or build culture or maybe correct a situation, but then end on a good note. Dude, I hear managers just talking to hear themselves talk and most people have never they don't self lead themselves. They'd never let anyone. So to me, individual self coaching, like the leaders is different than the team.
好的，我觉得教练真的能为公司带来结构。然后在领导方面，特别是，我看过一些经理，他们甚至不知道怎么开销售会议。说实话，我觉得只有在有重要信息能激励团队做得更好、提升士气、建立文化或纠正问题时，才应该召开销售会议，而且还要有个好的结尾。很多经理只是为了说话而说话，大多数人从来没有自我管理过，也没让任何人管过他们。在我看来，个人的自我指导和领导团队是不一样的。
The team is a digital training system. It's very simple. It's an app. I have one. They literally log into it. Every day you can say who see who did the training, who didn't do the training and what training they did. It's so simple, but but leaders are like one on one stuff. Like to me, like that's how you you figure out, you know, how to grow them and do. Yeah. And listen, in the car business, like I told you, dude, it's such a good industry. The transportation space makes more millionaires than anything else, but they kind of have training. And honestly, like, there's just a lot of people that don't believe in it. And the car business believes in hard work. And a lot of people work their ass off in the car business. But there's not a lot of people in the car business that make good decisions are financially free because they don't know. They don't, they never been coached. And you know what I mean. I've been through my own, my own fair share.
这个团队是一个数字化培训系统，非常简单，就是一个应用程序。我有一个帐户。用户每天登录，可以查看谁完成了培训，谁没有完成，以及他们完成了哪些培训。系统非常简单，但领导们更喜欢一对一的辅导方法。我认为，这正是你能够了解如何培养员工并进行提升的方式。
听着，在汽车行业，正如我之前跟你说的，这是一个非常好的行业。运输领域创造的百万富翁比其他任何行业都多，但他们也有培训。然而，老实说，很多人不相信培训的价值。汽车行业重视的是辛勤工作，很多人在这个行业非常努力地工作，但很少有人在财务上取得自由，因为他们不知道如何做出好的决策。他们从未被指导过。
你知道我的意思。我也经历过不少这种情况。
So I appreciate you coming on. I, your son really wants to go home. So I'm going to, I'm going to let you go. I know seriousness, this was awesome. I really appreciate you sharing your insight, your candor, your transparency. You're insight into sales training and coaching and leadership, which I totally agree with you on the need for leadership and really the thirst out there. Um, so it really was great having you on. And I appreciate it. We're going to have to do this again sometime. Yep. Anything you need, man, I hope somebody got a little bit of value today. Lots of good ideas.
非常感谢你今天参与进来。你儿子真的很想回家，所以我要让你先走了。说真的，今天的交流非常棒。我非常感激你分享的见解、坦诚和透明。你在销售培训、教练及领导力上的见解我完全赞同，的确现在对领导力的需求非常强烈。这次真的很高兴能请到你，我们以后一定要再进行这样的对话。对了，如果你需要什么，告诉我。我希望今天的交流给大家带来了一些价值，其中包含了很多好的想法。
Alright. Hope you enjoyed that episode. Please give the podcast a rating. Consider subscribing to the show and check the show notes for links to what we talked about. Thanks for tuning in. I'll see you guys next time.
好的。希望你喜欢这一集。请给这个播客评分。考虑订阅我们的节目，并查看节目注释中的相关链接。感谢你的收听。下次再见。