what it is Brad Lee back again with another episode of dropping bombs today in the studio folks as always I got a real special treat for you Luke lunkenheimer is in the house what's up Luke what's up brother very glad to be here folks you can follow him at Luke lunk just like it sounds L NK owner of CNY drives and now a a very uh aggressively growing sales train that's what they say now CNY drives what what is that's the automotive businesses those are three humble used car establishments that were the springboard of my selling career as of late U my post post nonsense uh period and uh yeah investor threw some money up and we made a project out of it scaled to three stores and did pretty well and now and now you're also expanding into teaching people how to close sell and persuade with paid to persuade kind of a catchy name isn't it paid to the number two persuade paid to persuade yeah I discovered that I uh my talents weren't in being a car dealer turning inventory wasn't exactly my area of expertise and marketing and all those fun things that are actually a part of operating the business come to find out I'm somewhat par at those but uh what I excelled at I later found out was training my salespeople they're all ruthless Killers why uh do you have some special Frameworks or processes that seem to work better nowadays well it would be funny that you ask sir yeah man listen traditional selling is display a product build report meet somebody you know and and show them a product display the product be the walkaround king of the dealership make the car look all pretty and then send them on a test drive warm them up ask them about their kids and try to get a close and then from there it's a it's trip and fall and stumble and overcome objections and hope that eventually you get to the dynamite and make a sale what we've discovered is a a compassionate interrogation process at the outset we have something that we call the big three which is what brought you here today what is your buying power and what did you hope to accomplish you say that to a veteran salesperson and they're immediately like yeah dude that's what I ask every customer but it's not asking the question it's continuing upon the question until you have the answer that you know you need which later on in the sale routes you to the close without an objection so we flush everything out at the outset it's incredibly incredibly effective so before we get into the the business end of things I know that you have a past I do and apparently you was a bank robber I was and I I am technically always going to be no you were I was you're not a bank robber anymore I'm not actively holding up Bank sir no but I I think once a bank robber always a bank robber well well I would disagree only because dude you have to rob banks to be a bank robber understood you might have been a uh uh well you were were a bank robber yes you aren't a bank robber if someone asked me if I'm a a functional bank robber the answer is of course no but I've heard you speak on addiction and things like that and you know I'm I I had experienced severe issues with addiction and I think any addict you know I heard you with Novak the other day that that carries through the lifespan because it's kind of like cancer right if you know it's there and you don't pay any mind to it and you don't maintain it it's going to rear its head and it's going to take you right so I I pay homage to the fact that I once held up Bank but I certainly don't act upon it and it's something that's a completely I guess when you're at my point in life when you've retired that entire mindset that self pointing moral compass and everything that came with it you have no problem joking about it so you were a legitimate Bonafide bank robber as it would be yes I walked into a bank I told them to give me money I took said money and I egressed The Establishment with the currency sir so I am a Bonafide bank robber now did you go to prison for that I did how long did you get I was sentenced to a 1 to three which is an indeterminate sentence so in New York state they love to set you up for failure so they send you in guaranteeing that you're going to do at least 12 months and then good behavior I think is like 10 or something like that but ultimately the way they set it up is that you know they hold that other additional time over your head so if you misbehave if you pop off as they call it and engage in violence or you give a guard a hard time or throw your urine which they do stuff like that um they'll definitely make you do the whole three but that ain't bad for robbing a bank no you would think bank robbers should get way longer they should and originally I was looking at 7 to 14 but it just so happens that the powers of persuasion are effective in all areas of life what' you do talk your way out of it I if I had have talked my way out of it I wouldn't be uh a retired felon but no I I talked my way from a 7 to 14 down to a 1 to three and in fact almost had the district attorney convinced to give me what would be called a 65 split which is six months in jail five years post relase but essentially the the head district attorney in that county would not allow a bank robbery conviction to go away not being a felony and not serving State time so I C to the one to three which was the least they were going to give me and kept it moving so it was only one bank then One Bank yes sir okay so when you walked in it wasn't guns blazing and and and movie style you you told me the story earlier I wanted it to be shared because you kind of sold them you were very polite you a polite bank robber I would say so as polite as walking into an establishment and robbing him for $10,000 could be on a you know Monday afternoon why only 10 grand because if well it was because that's what the two tellers that I knocked over had if uh and there somebody feel free to he says knocked over to to comment and uh and correct me otherwise but at the time I'd done some quick reading before I decided to partake in that act and discovered that if you rob three bank tellers it becomes a federal crime because the FDIC insurance kicks in or something like that again this was all just hearsay that I read online but I wasn't willing to take the chance so I kept it to two tellers in between the two of them they had 9,822 wow interesting I didn't think I was going to get that much to be honest with you I thought I was going to get like 1,200 bucks in some quarters what were you needing were wanting the money for opiates brother I was a terrible opiate addict so you needed drugs yeah most people ask me man did you did you go in and rob that bank cuz you were so high dude you were just you probably don't even remember it do you and I tell him no I I remember it as Vivid as it was yesterday I can tell you what the room smelled like I can tell you what the Red Velvet Rope felt like gracing my forearm as I walked up to the tellers I can tell you that the lump that I had in my throat at that time I could barely speak and get the words out because the adrenaline was just so overpowering and uh somehow managed to pull it off but I was Stone sober at that time but you didn't have a gun no sir so how did you know they would give you the money because I know that the bank policy for that particular Credit Union because I did my research was no violence no threat of violence and they didn't have armed security so if somebody comes in there and asks you for the currency you give it up and you let them walk out and you you minimize the damages well that might be a good policy but I wouldn't agree with it I don't imagine you would no unless there's a gun or some sort of force I would say tell him to [ __ ] off well you know I think at the time that would have been very effective because I was a a sickly skinny sucked out opiate addict I didn't stand six4 280 Pounds at the time so if if they had pushed back and said go take a [ __ ] I would have been like no give me the money and they would have said no and I would have said [ __ ] and ran out the back door that's what that's just keeping it real yeah cuz if they don't have a gun what can they do but you know supposedly they could pull one you don't know if did you act like you had one no I actually said the opposite I I believe exactly what I said was good afternoon ladies I think it's pretty obvious based on my attire what's transpiring right now you're all going to go home I'm not here to hurt anybody and I don't want anything that's not insured by the federal government I'm going to rob two of you so please start taking out the bills I don't want any tracers or die packs nothing marked fan out the bills on the counter and I'll be out of your hair in no time and then they kind of sat befuddled and looked and there was a weird silence in the air and then I said move and they started moving just like that that's crazy dude it's it's I mean did you read that you could only get a couple of years no honestly Brad what was going on if if we're going to keep it a buck cuz you're the real bradle and I want to be real with you that is at that time I was so empty there was no meaning to life for me at that time I had no good connection no meaningful connection with my immediate family you know we we're not going to go down the what was me tril but there was certainly no effective communication with my immediate family they're they're not the you know we didn't have the best upbringing you know the the people that were involved in my life were all [ __ ] druggies and just just scum the woman I was with at the time I later found out she was madly in love with me but at the time I thought she was going to leave me because of all the drug usage and all the nonsense and I was flat broke so when you're at that point in your life and you know that when you get up in the morning if you don't have an opiate to get you out of a state of you know they say your Tank's on E when you wake up as an opiate addict you know you're you're sick your bones hurt you're you're not well and until you get your drug you're not able to even function so a sales day for a guy like that looks like wake up take two perco set take a shower shave you don't breakfast cuz that'll kill the buzz that's why all drug addicts are skinny because you don't want to mess up your buzz you ingest the drugs so if you ingest food you you you taper off the buzz and you just eat pills all day you go to work you you know you sell some [ __ ] and you scratch up whatever money you have left or you rob somebody or you steal something you Pawn off your girlfriend's DVD collection I mean that's the reality of situation so unfortunately I was at such a meaningless point in my life there was there was nothing for me man so I my mindset was and I I didn't know this then if you asked me then I would have just said dude I needed money to get high but reflecting on that I can tell you full stop that my subconscious mind was taking over and it knew that if I got the money I'd get high I'd feel better because even your subconscious mind wants you to feel better physically and I would have gone to a different state and tried to reestablish and at that time somehow I had myself convinced that $10,000 was going to restart me somewhere with a new life and rehab and a car and all these things you know you you make these things up in your mind when you when you're in that state the other side of the coin was if I get caught I'm going to go to prison and control will be taken from me and I think that's what I was after man my did did you wear a mask or anything yeah yeah I wore a silver uh Nike tracksuit like a hoodie and sweatpants Timberland boots a bandana sunglasses and went in there looking like I was jogging and robing a bank if you how'd you get caught so interesting I didn't get caught so what happened I left the establishment I had a very very actually reflecting on it and talking to law enforcement it was a great plan I parked the vehicle several blocks down the road I went in looking one way with my hoodie and you know my track suit on when I left the bank I went in the back woods and ran through the back woods hid behind a dumpster pulled my hoodie and my pants off put them in the same bag that had the money in it underneath it I had a dress shirt a tie and dress slacks so I I went in the woods looking like a jogger and I came out the other side of the Woods at the parking lot where the getaway car was parked looking like a businessman coming out of Delta Sonic so it was a pretty good plan I left I I took off I ended up leaving straight from there and it was my girlfriend's car so I picked her up at work you know my heart's beating through my chest she's asking me what's wrong I told her I did a line of coke you know so um ultimately we went home you know kids got some new shoes and I paid the rent and life was great for about 5 days went to the DMV paid the fees got my license back and and that was retribution for me because at the time I was a car salesman and I had gotten my driver's license taken so I couldn't I couldn't do my craft that's why I couldn't make any money of course that's what I had myself convinced but I I came home from the DMV after finally getting my license back I went to the laundry mat we picked up our clothes we went home and then it was it was like this this Moment of clarity it was like one of those video montages that you see in in like an action movie where the guy starts remembering wait I saw this car back there and I saw that car over here and then all these cars that were I was recollecting all converged on the front lawn at once there was like six unmarked police cars so how'd they catch you the landlord when I left the place wearing the stuff I didn't change anywhere I left the we had a a ranch and the landlord lived in the basement you know normally the landlord will live in the house and run out the basement this was an older retired woman and she was hard up for cash so she stayed in the basement she rented out the upstairs to my girlfriend and I and our family and uh I apparently there was no car in the driveway so I thought she wasn't home and her dogs weren't barking so I assumed she was not home come to find out the planets aligned that day her dogs were at the veterinarian and her car was in the shop and she was in the backyard sunbathing or whatever the hell she was doing and saw me leave the house dressed just like that with that car after the bank robbery the police kind of piece by piece started making it very obvious that they had no leads they would show the video every night on the Evening News you can still look it it's online if you Google me it's like all my cool business accomplishments and a bank robbery video so you can't miss it uh but you know she just uh she saw me leave the house and each evening in the news they would release more footage more information and then finally they showed this one angle that they had not shown before which was me facing the teller where you could see the glasses the hoodie the bandana everything and if you saw me that day like she did it was plain as day that that was me and to her credit she didn't say anything until she kind of divulged to her boyfriend that evening who was an anoda County Sheriff retired she's like I think I think the guy that robbed that bank is living upstairs and he says what and so he started looking into it and a day later they found me h a rat it was the rat well in a good way though that that that was a blessing best day of my life are you religious no so you I don't disbelieve but I I uh I believe in reality and the things I can touch feel and smell and I believe there's a greater force that certainly kicks your ass if you push into it the wrong way but you don't believe there's a Creator I believe that something created all of this I I choose not to engage in that discussion simply because it's a slip y slope but I'll certainly chop it up with you about it if you want but you believe there's a Creator whether it was a explosion of a particular Adam at a particular time a collision that could that couldn't have happened there's too much order there's too much order I've heard you speak on this I mean at the end of the day dude when people say they don't believe that there's a God it's like I always ask them there I I say Creator cuz God makes you think like you know angels and the whole story but there's got to be a Creator and how you know there's a Creator is because how can nothing create something well I don't believe it was nothing I think well then there's a Creator because there had to be something to create something you can't you can't create something from nothing so at some point there was something so the question would then be if it was nothing how did the creator exist and where did the creator come from how did he become something who created him well that's the thing you can't create nothing from something right so who created Creator you can't create something from nothing well then that shows you that there's a Creator well the Creator would have had to then been by that logic created by a Creator how well well how do you know that because the same logic you just used on me saying you can't have something without a creator of that thing so you're logic holds a little water I have to go investigate I have to go now now seek that truth why I love you but I know that there's impossibility of something being created from nothing but your question is is valid so so how did the creator come into existence that's I'm going to go ask I'm going to go seek seek and you shall find you know what I find beautiful though is that discourse just to me basic Humanity that discourse and that's what I think and not to get philosophical or political or any kind other kind of Al uh I think that that's what we lack is the ability to engage in that discourse reasonably see I go into that conversation hoping to learn I sit here going boy it's going to be humbling but if Brad Lee un unlocks the key to the universe right here in front of me and has me walking out this door believing in God finally I'll understand what all these people are talking about so that's why I engage in that discourse is I'm looking for that I think other people choose not to engage in that discourse because they don't want to hear that I search for it I want answers I want to know why well then you're doing as the scripture tells us which is seek seek and ye shall find I'm told said that yeah so I'm seeking as well that's why I always bring it up because you know I'm not necessarily religious for sure but I am faith-based meaning I believe there's a Creator everything's too perfect bro you cut your skin without even you trying the the the the the chemicals the they repair it platelets and like dude come on I think there's a staunch argument for both sides where I stand on any of those issues is I would like to see it flushed out in front of me piece by piece I'm a logical guy that's why in paid to persuade we call it flow selling fundamental logical and obvious and not to plug the sales but fundamental in that you need to stick to core sales fundamentals I think too many guys over complicate it and they trip over themselves yes logical meaning if what you're saying to another individual is not something they can take from a to be themselves if they need you to do it for them it's not going to be wholesome or authentic and they're not going to receive it and then the O is obvious if it's obvious if I'm showing you that the value in a product or a service far exceeds the ask you're obviously going to buy it because that's human nature so I I approach life that way and I think that's why we're so effective selling with the flow system is because once an individual truly believes and understands what they're doing the confidence goes through the roof and you know just as well as I do you can be the most intelligent salesperson in the world but if you don't exude Supreme confidence and going to that conversation owning the space you're not going to be as effective as your potential I think we could agree on that I would agree with you there are other trainers that would not however everybody's got their own opinion but you know you can you can see people's evidence so the evidence shows that your process must work because you've got three successful car dealerships operating You' made consider amount of money especially with a background like yours cuz everybody thinks if you got a felony you're screwed and it's like dude that's not even true number one number two that's mindset that's just a screwed up mindset so how old were you back in the bank robbery days bank robbery happened at 29 years old I spent my 30th birthday in prison so how old are you now 40 just turned 40 so it wasn't that long ago it was a decade less than a decade damn dog damn I'm in the room with a bank robber hey but that's good um I always tell people just for the record I don't think the past defines people I think people can change and just because someone did something you know like rob a bank you know I don't necessarily think that cancels them out for for life now if you freaking raped a kid I wouldn't agree the same thing I would hope you wouldn't allow me in your business if I did something like that well I wouldn't I if I if you know you used to be oh I used to rape kids and I got out of prison yeah I ain't having you on my podcast first of all second of all there's certain things like I would not uh condone or or look past but you know people make mistakes especially when they're on drugs you know they make mistakes I've made mistakes and again I mean like I don't run around talking about hey I used to be this and that but at the end of the day everyone Mak makes mistakes the good news is you know if they're smart and they learn from them yes well then they can find their way out of it and then I think people deserve second chances I would agre even third chances I would agree with you wholeheartedly and you said you know you don't believe the past defines somebody and I understand what you meant by that I think that we have to somebody like me and I'll speak simply on myself and I always do that I don't ever try to project on any other human being but myself I I need to be defined by that past I need to wake up every morning knowing that I was a drug addict and I was a bank robber and those are the things that have molded me into what I am until my moral compass pointed so far south that the need almost fell off the device wasn't and it wasn't until that point that I was able to hit rock bottom and Rock Bottom is what gave me a Launchpad to head back up and and on a very a staunch trajectory for Success what I'm what I'm saying ultimately is those thing I I think having come from there to get to here is far more meritorious than getting from 0 to 60 if you will going from negative 100 to 110 sure but I think your motiv ated by it not defined I would agree with that I would agree with that so so anyway so it wasn't that long ago so you got out of prison you probably went to some halfway house did not no I actually got out State yeah State just got paroled so you just got let out did you you had no money you're obviously broke what $40 in a bus ride home and you got home where'd you have to go to your parents or some family I paroled to my girlfriend's place at the time she's a very nice woman and and I will always to the end of time my wife knows this she's she's a very good woman she held me down through a very tough time and we mutually decided you know to part ways and that we weren't the best people for each other she wasn't a drugie no not at all she just a very good human being good mother good good everything she just stuck by me through a time where realistically she should have dropped me like a bad habit because I caused them a lot of pain at that time but um they're just good people you know and I provided a lot of things financially for the family I was a drug addict and I was broke but I did pay their bills and I did do some some nice things um but I I was paroled to her house I had $40 I met the parole officer and I I uh the first question asked him was are you going to allow me to have my driver's license again and he said why I said because I need to sell again I cannot you so so you were already in car sales yes so you knew how to sell you knew that it was a good way to make money yes sir and so you got back boom I'm going to go sell cars again I just knew that that was there was only one way that I was going to experience a reasonably successful life or decent income you see I you know I didn't have any college education man we grew up in a very cookie cutter area brother it was so World there was 82 kids in my graduating class I grew up around a family my father told me and no disrespect to him this is just reality and we've discussed it he said Son don't try to be great don't try to own businesses just be a manager fly under the radar make 70 80 grand a year if the [ __ ] hits the fan it won't hit you stay off the spotlight and just live your life and figure out what makes you happy and the whole time I'm sitting here like that's bad advice what's that I would tend to agree with that and I the whole time I'm sitting there like like like Dad I'm not like that like I was the black sheep I was the outcast and realistically not to justify anything that I did but I later on in life learned that the reason I was such a ravenous drug addict is because I had this lack of dopamine in me because I had add and I was just searching for ways to increase that naturally and the chase right the the Relentless pursuit of my potential and trying to become a college quarterback and trying to become a business owner and trying to become a police officer just that Pursuit is what elevated me and it got the juices flowing in me and it's it's what made me want to proceed and move farther in life and I was Contin continuously rather told you know just knock it off dude just calm down just relax and and that was difficult for me and that's where a lot of the pain came from and when you're dealing with that you you you know you're at a party and someone has a pill and someone has a beer and next thing you know you're just shooting the [ __ ] like everybody else you got that dopamine fixed you're just kind of calm and you realize oh this this is how you function and be like everybody else everybody else are these calm conversationalists that are just conversing about the normal woes of life that I never found interesting and I could never even align with I I was somewhere else trying to do something bigger or better jumping a car off of a railroad track or trying to backflip my BMX B off the roof of my log cabin just something an adrenaline junkie and it was like oh we just takes a couple beers and a couple lines of coke and an oxycotton and I can just sit here and shoot dumb conversation with these people and that's why I became a drug addict is it allowed me to conform it allowed me to fit in well not only that dude but that oxycotton [ __ ] dude that that was supposedly heavily addictive stuff oh big time bro it owns you so physically that might be why you were a drug addict cuz you took one in the first place well right but at the early stages of my addiction man it was alcohol muscle relax it was what I was what they call a dumpster it was whatever I could put in me that would alter my state of mind and get me to a place where I wasn't dealing Elon Musk says something Joe Rogan's podcast and Joe says something like I think people would love to be you for a day and Elon says no you wouldn't want to be me for a day nobody would want to beat me for a day and he says why he talks about in his mind there's this incessant perpetuity of explosions going off in his head ideas thoughts you know grandiose visions and I'm not saying I'm Elon Musk and which I'm a big fan um I'm saying that what's that have you read his book no sir not his book book about him no I've I've seen it I've meant to read it but I haven't um I'm going through right now and coincidentally enough and I'm not saying it just because he's Elon Musk I'm saying dude him and I have a lot of similarities well that's what I'm saying and again I'm not calling myself Elon mus nor am I elevating myself to that plane but what I'm saying is when you constantly have to calm down a noise in your mind because it's telling you oh that guy's jumping a dirt bike you know off a mountain give that a shot that might get you your fix or this guy's doing high level business negotiation and flying planes first class the cost of country that you know that might get you your fix I was just seeking some sort of grandiose fix of adrenaline or dopamine or whatever it was you know you later discover it's dopamine in the body it's it's your it's your feel-good chemical it's what you know the same same thing that happened the first time we sat down for a half hour and we're shooting the [ __ ] and going back and forth like when somebody engages in selft talk it it releases dopamine that's a proven fact you know that's that's in our P2P on the online platform it's part of the zero to 60 mindset when you get your customer to engage in selft talk when they start speaking voluntarily you of course get them to engage but then they kind of take it off on their own and start talking about their family or their Hobbies or whatever they're actually escalating their dopamine levels and your your ability or your chances of closing that deal go up like 30 to 40% you know we're all about putting the numbers in your favor and giving yourself the best chance of closing the deal obviously in life that translates to you know that dopamine escalation it's what we're all after and I'm not saying the world's full of drug addicts because it has nothing to do with an exogenous chemical but when you're able to recruit a response in your body that makes you feel good and euphoric naturally you're going to be after that certain human beings the majority of society has that there's a small subset the Brandon Novac the Eric bords of the world that didn't have that the luk lunks of the world we didn't have that so we chased that and that's why we got addicted to drugs and because the drugs were so damn good like you said that's why we stayed addicted so you got out you you went back to the girlfriends you you started selling cars obvious obviously never screwed up again correct no sir so you just started selling cars saving your money but at some point in time you you you then had the opportunity to open dealerships MH so I was working for a a collision center they fired me because they found out I was a felon even though I disclosed it on my job application during that time somebody reached out to me that excuse me that uh kept in touch with me when I was in prison an old I guess you'd say friend he's more of an acquaintance and now to this day not somebody I choose to even speak of um but he was an individual that we had we had worked at dealerships together and he had gotten his dealers license and he knew that I was not only a good deal closer but I had good business Acumen as well so he reached out to me and it was more like excuse me I know you just got out of prison I know you just lost that job I'll give you my checkbook I'll give you a dealer plate I'll give you a car to drive I just want you to run my operation we'll split everything I was like well dude I don't have a driver's license I can't do that and he said take my MX pay off all your stuff get your driver's license I know it's going to be worth the investment I know what you can do so that got me to where I was running a used car dealership and and very successful doing that in like 11 months I made he and I like you know 180 Grand or something like that which isn't Miracle money but it's certainly more than 40 bucks you leave prison with so that transpires he sees the amount of income coming in and decides one day now mind you he went back to working in 9 to-5 in the car business he went back to Selling Cars cuz that's what he was good at he wasn't good at buying inventory he wasn't good at engaging customers at his own place of business so he handed the keys over to me and I started crushing it excuse me well what he decided to do 11 months in was tell's boss off say I don't need this I got a buck 80 coming in over here and then came to me and said dude I'll just work here with you and we'll do twice as much business and I reminded him gently that he wasn't successful running the business which is why he called me in and we had a you know he was very arrogant and we had a conflict and I just said listen dude I I'm going to continue to run this the way I run it and you're going to continue to get the check that you're getting or I'm going to leave because I just knew what he was going to do so he talked me into staying a month later he's doing exactly what I knew he was going to do not paying off Trad in we've had conversations around this that other organizations were familiar with but just doing all those markers of a downhill trajectory for business and I said I'm done I I was actually I had a toolbox there because I worked on some of the cars myself I did everything start to finish and I just I bounced and he went out of business 6 months later wife divorced him went back into heroin and it was all downhill from there um so I went back to work a 9 to-5 job for a amazing gentleman who was a partner and a friend to this day who's just a just a great human being and when I went back to work for him he caught wind of the fact that I was a successful car dealer with that other gentleman for a little while and he's an entrepreneur so he comes to me and he says you know I've noticed that you're the tenacious salesperson you've always been you're my number one guy but you used to be my number one guy by double the volume now you're my number one guy by like just enough to stay number one every month to feed your ego he's like what's that about and I said dude I just I'm a little little disenchanted you know I had a Tastee of running the whole show I had a taste of business ownership I had a taste of you know 50% of the money instead of 15 he says yeah I understand the next day he comes to me and he says uh I want to offer you an investment I want to offer you $150,000 to start a car dealership do you think you can do it with that and I said yeah and he said what do you think of my property up there on such and such street I won't disclose it but uh I said I could do something with that he said let's do it I said just like that he just like that then two days later he handed me a checkbook with a 50 Grand in it so for the people listening out there and I don't want to get prophetic but for those people that are are are saying oh I can't get this done because I'm a felon or I'm a past drug addict or I just you know it's it's not for me or how am I supposed to get any kind of investment when you work so hard for somebody and you pursue your potential so passionately that another individual who is an entrepreneur at a higher level takes notice and sees the level of efficacy by which you operate the opportunity will come to you success brings success there it is so he saw me just killing it and he's like man this if this guy takes the Reigns at his own thing he's GNA he's GNA just make he's going to become a millionaire and he made a comment like that and I kind of laughed it off and you know three and a half years later I was worth a few million bucks so um I bought him out in 2020 we scaled it to three car dealerships you know it's like a $12 million company but it ain't it ain't no light speed VT but it's a respectable little gig CNY Drive yes sir why CNY CNY Central New York I uh it was actually a website that I created uh to drive credit applications and when I opened the dealerships I just I I felt like in order to be highly purposed and effective that we had to kind of narrow to one particular strategy or subset and I knew that I was very strong with financing particularly subprime I knew the area that we operated in had a high saturation of subprime customers and and low income and I said well then let's just optimize this outfit for those people and just focus on serving them these are people that are used to a poor customer experience these are people that are used to being treated like the the redheaded stepchild I said let's just invite him in here instead of being the dealership that when this type of customer walks in everybody kind of shrugs their shoulders and walks away and lets the new guy deal with them let's be the dealership that welcomes them in that that invites them in in in in numbers and treats them very well because when you treat that subset of customer someone who's a little downtrodden and on hard times and they've dealt with nothing other than people who are nefariously trying to reach as deeply into their wallet as they possibly can and show them no service whatsoever they don't get a warm meal on the airplane they don't even get on the airplane right so I said let's just take real good care of these people let's just let's just give them an excellent customer experience and we did and we very quickly became a well-known entity in that area and you know our marketing budget I don't think increased after year one just repeating referrals they were coming in left and right yeah yeah well fortunately with the subprime they're almost you know so amazed of just getting approved they'll go tell all their friends and family hey go see these guys they got me approved yeah and the beauty the beautiful part about that is a lot of those people aren't quite as bad off as they think they are they just they're just not educated right and and the lack of information is usually the problem so you end up getting a few customers come in and you can do really really well by them a much better approval than they thought they were going to get and then that just furthers that positive response so that evolved into being able to train and teach people how to close deals make money be successful selling well ultimately what I realized you know to try to show as much humility as possible is I wasn't that good of a car dealer I wasn't a very good merchandiser I could buy inventory because I knew cars well but my marketing was decent my inventory turn was decent our customer experience was very good but our our Outreach was decent what I eventually realized when you know vendors would come in and they would hear my salespeople talk to customers they'd be like dude where'd you get that guy and I'm like Burger King what do you mean well H how do he know how to talk like that man CU I trained him to where' you where'd you get that girl over there Verizon well how'd you get her because she was like a poor performer and she was looking for a different job well how she do that I trained her and that Cadence continues for long enough and you hear it from enough people that you you know you hold credible and you start to ponder am I just really good at training salespeople is it not that I'm a great car dealer because there's a dynasty of car dealers in my family and that that's why everybody thought I was a decent car dealer although my grandfather never owned an inventory of more than I think 30 cars at a new Ford Store and my father managed new new car franchises none of them were ever used car dealers you know at large so I just realized eventually that my people were just killer closers and they could shut anything down that walked through the door and uh at that point you know I had some resources I'd been doing business and putting some staks in the freezer if you will and my wife says you love selling like that's that's why you wake up in the morning is that debate that conversation that getting people to see it your way I said yeah she goes and I've never seen a human being be able to transpose that ability onto somebody who's nowhere near your skill level or your talent level she says you simplify that process so much and I love my wife for this because I wouldn't be where I'm at today without her I can say that wholeheartedly um but she convinced me that I was very good at giving that ability to another individual so I did kind of a litmus test I hired a bunch of brand new people and I I packaged a training I made it very simple compartmentalized and only like a few key points and and uh we we we gave it to those people and I tried to have as little interaction as possible I tried to emulate kind of a a training experience with as little interaction for me as possible like they were to read it out of a book kind of and watch a few videos hint hint wink wink and uh they just they killed it man they did a great job so what that showed me was it wasn't me it wasn't me bringing that information to them and massaging them into these wonderful salespeople it was the information I had distilled selling down to such a simple process that truly anybody could hear the information and once get them to receive it and believe it and have confidence in those words and then you also recruit in them a higher level of confidence in their own abilities and then you just you put them through the paces and you show them listen all you have to do and the best part is when you're training them you're just showing them they're deploying these techniques and every time they don't close a deal you bring them back to the technique and say well see where you missed number two and they're like oh [ __ ] yeah and every time they don't close one you show them where they miss a spot and every time they do close one you ask them did you go all the way through with it from start to finish and they yeah yeah yeah I did and all of a sudden they realize when they stick to the program they close everything they touch and when they don't they got excuses and this is the paid to persuade program slow selling man fundamental and logical and obvious it's it's very simple there's we we leveraged something called The Big Three it's it's what brought you here today you know what were you hoping to account well the third is what are you hoping to accomplish in the middle it's it's establishing your buying power and like I said any veteran salesman's going to hear those things and chuckle but it's how we teach it okay everything is leveraged in the in the rule of three and that's the best way for the human mind to receive data if it's just one thing it doesn't seem uh you know extraordinary enough to be worth remembering if it's more than three things four five six it's too much to remember two is just a pair so three is that number where they believe it's diverse enough for it to be a functional effective program but it's enough where they can still remember it and every kind of substrata of the big three is all broken down into three so when it comes to explaining buying power it's all broken down to three things the three types of financing when it comes to interrogating the customer the compassionate interrogation process is broken down into three things and what it boils down to is any human being can receive this information and become an incredibly effective salesperson and close we've seen 25 to 30% higher than National averages and honestly that's just by receiving it in video format when I intervene it's much stronger than that wow so my question would be anyone that's out there not in sales or in sales for that matter but mostly not in sales if they learn this they're able to go out and get in sales th% and to me it's not just cars it's anything MH so you you can apply yours to anything and I'm going to I want to break into it a little bit see what those sub stratas are that's roll but the point I want to make to people listening is cuz I always tell people if you're not making three 400 Grand a year year you know you better start doing something because dude the the rich and the poor the Gap is widening and people say you know what do you recommend for these guys to do well number one jump because that gap's getting bigger so you better jump now and start swimming towards the rich side I would agree with that and to me you have to sell something I've never met anybody successful ever that wasn't selling something mhm and there's people that are good at sales and there's people that are bad at sales and to me the bad ones just don't know they're doing it or they're fighting the fact that they're doing it oh I hate salesmen oh I don't like sales so they just fight it their whole life and they fail their whole life but I've seen so many people struggling financially and I've personally taught them I teach them to sell they start to sell and close and persuade and influence and boom they they're now making 100 Grand and then 180 Grand then 300 Grand and then next thing you know dude they're just they're winning because in my mind you got to make couple hundred, a year to have enough left over to even invest and really get out of the Rat Race So I tell people every time you got to get out of the Rat Race if you want to get out of the Rat Race you know step one you got to sell something that's it so everybody listening you know if you can take this paid to persuade and just internalize it sounds like it's easy as hell we'll see in a minute cuz I want I got some questions for you rock and roll but if you can just take this information internalize it and then apply it you're you're you're out of the Rat Race in a matter of time how long you how long you think it takes someone to learn your stuff to to learn it and know it and be able to recite it back it's going to I mean again it depends on how much time you devote to it but most people can get it done in two weeks or less going through it a couple times and and really receiving the information the process that's most effective is obviously the application of the method so getting out into the workplace and actually deploying this is what's going to really hone them and make them better to your point though I think that will you give them all a job what's that you can't give them all a job no sir I can you can I can so I send them over here you should send everybody over here okay well the reason I'm saying is because this podcast reaches a lot of people I know some people are going to be like well [ __ ] dude let's let's see how good this is cuz if it's true it's true but then you know what do I sell and I don't know and so so it doesn't connect so that's why I started my real companies you know real merchant services real Financial real solar real whatever those are my real companies because of this exact reason I was teaching people how to sell clothes persuade and then they' they'd go out and sell and clothes and persuade the wrong [ __ ] and they still aren't making money they're like I thought you said if I sold yeah but dude you're selling stuff that you can't make money like in the car business you can make two three $400,000 a year you're probably not going to make a mill million now you could I know ones that have but that's not normal normal you know good good car salesman couple hundred th000 a year three 3400 so it's cars it's freaking Furniture it's Jets it's freaking plastic surgery doesn't matter what you sell but you're going to sell something so all you need is the skills then you actually need the job so if you can teach them the skills you can give them the job I'll give them the job at one of my companies sounds like we got a team that that's our offer to the listeners if you ain't making the kind of money you're talking about go learn from him once he once he's delivered his information and certified you in the freaking paid to persuade technique or discipline I will say discipline and you're saying if they do dude they're badasses 100% And I try I don't I try not to acquaint it with the P2P program or the P2P technique it's just paid to persuade it's just what it is it's an understanding it's a state of being you get paid to persuade so that's what we call it and it's very simple and to your Point brother I think the barrier that everybody needs to get past to go down the the the path of Enlightenment that you're speaking of which is I've seen so many people go down it and you're absolutely right when they buy in and they understand that it's actually doable the income ceiling is is unlimited there isn't one because once you've got the process down it's just a matter of input and then you continue to hone that process and you find higher margins and better places to do it at and it's like well you know what else you do what expand your thinking you go whoa this is freaking possible so let me let me something incredibly important that I haven't spoken to if you go in our online training platform it's not just paid to persuade okay there's two different entirely different lessons that you have to partake in one is in the mindset section it's called the 0 to 60 framework and that sales training is gated with that mindset training you cannot receive paid to persuade unless you've received the 0 to 60 framework and it's exactly it's it's from what you just spoke on if somebody wants to become an effective salesperson there's certain mental barriers that they must overcome would you agree yeah okay so if you go into sales thinking that um sales people are bad people it's a it's a nefarious activity you you can't be a morally cheat and steal 100% you got to be a snake oil salesman sales people are scumbags when you go in with that mindset you you're you're not going to receive the information properly because you're going to be going well I'm I'm watching this training and I'm learning this thing about this this not so Savory activity and when the mind isn't receiving information in an authentic way when it's open and ready to receive all of it you're not going to get it furthermore you're not going to execute upon it in the right manner because you're not you don't believe in it right the same way that and we talked about this earlier the Faraday cage right they put human beings into a faraday cage which is just a room devoid of any radio frequency any gamma rays you I'm not going to speak out of turn on things I don't know but essentially no other frequencies are allowed in or out of the room it's just whatever is emitted from the human body and they measured people in their emotional states okay and what they discovered were two things the law of constructive interference and the the law of destructive interference which means that if two people if you and I are speaking like right now this would be constructive interference we're both in a creative mindset we're both in an authentic mindset we're speaking from a place that we know a lot about and we're very well versed in and we're building a conversation and we're bringing value because we're both combining our frequencies and moving right you have the law of destructive inter erence which is the the the antithesis of that which would be kind of how our conversation was going on religion to an extent where we had different views and the two frequencies meet and they actually diminish both sides a little bit more and eventually kind of Peters out and we go away from it just like we did excuse me what they learned in those studies was that the highest volume of frequency emitted by a human being is when they're speaking authentically when they're speaking about something they know about they know to be true and they're professing it to another human being the the the frequency that they emit it's unmistakable by another human being and it's not a conscious thing it's not like you're like oh the wave's hitting me I can feel it now you just you're hearing the information you're like God damn it's just like listening to a good keynote you know just like the the the speech that you gave where you were talking about your past and you got emotional and I and I cried you know full stop I'll admit it right here on your podcast dude I'm in my B like babe Brad's talking about he grew up his dad came and he got him and the doctors he made him save him and like all wet behind the eyes like what the [ __ ] am I doing man but it was authentic and that's why I received it that way right so step one a human being Cannot Be an Effective salesperson unless they believe that being an effective salesperson is an honorable trait it simply can't be done right step two is overcoming barriers that we have right so when I was younger you know think of the things I just told you that my father told me and just so everybody knows I'm not dogging my dad I love my dad he's an excellent human being I would do anything for him but he just comes from a school of thought that's so fundamentally different than what My Mind Body Spirit whatever the hell you want to call it was forcing out into the atmosphere I wanted to be big I wanted to be grandio I wanted to do amazing things and that was my frequency of authenticity but the barriers that I had were well D dad says I shouldn't do that you know did the teachers say that I should shut up and sit down and you know the girls say I should just play football and be happy I got a scholarship and so you end up dumbing yourself down and and you don't you don't you're not able to be effective at the level that you could be as far as your potential is concerned right so if you want to make three four $500,000 a year like you're speaking on which is I don't want to say as easy but is more possible than I think most human beings would possibly be willing to admit or believe okay if you want to do that you have to be able to push at this thing full force and if you have barriers right for me my parents never made more than 70 80 grand a year the house that we lived in was a $65,000 house Dad bought $110,000 house and could barely putot the bill for the mortgage and Mom and Dad got divorced behind all the financial stress and I'm like damn I don't ever want $110,000 house because my marriage will fall apart so do you think I was going after a million-- dollar career no $110,000 house was a pain point so those were my personal barriers I was a drug addict I came from a lineage of addicts I I came from a lineage of Car Dealers that's all I would ever be at most nobody in my path that I came across ever made more than 80 to 100 Grand a year so 120 isn't doable I'm not an NFL player right so a human being having those kind of barriers cannot get to the level of wealth that you're speaking on okay and it's not even wealth it's just decent money right we know this you and I know this I call it just it's just a ticket it's a ticket to get out it's not it's not everything you need to get out but it's a ticket yep it gets you started and you like for instance you know for anybody watching this podcast going well who is this dude I've never seen Luke lunkenheimer before and he he sounds pretty damn good okay how I got here in this room because bro I'm telling you you know this may not be something that you think on because you are who you are but there's a million [ __ ] watching this thing right now going dude how's he get there how does somebody get in that chair right I've seen Patrick B David here I've seen you know the you know on the spot right now I'm not going to Rattle off every guest you've ever had but some of the biggest of The Bigs have been in this chair so how the hell did I get here how did I get here I came to this place and I recorded my virtual training platform and I told the salesperson that sold it to me I'll do this under one condition well okay what's that condition I want 30 you can ask Mir this maybe he already told you I said I want 30 seconds with bradlee he goes I can probably get you a minute man I was like I want a photo opportunity I want to shake his hand and I want to thank him for his content because it's helped me a lot of things have helped me he goes okay and I looked at my wife and I said I'm going to melt that motherfucker's face when I meet him and what did I do I came into your office I sat down just like this and I stood up and you said who who what's up man I'm Bradley I said I'm Luke lunkenheimer paid to persuade that [ __ ] didn't I you remember that I got it on video you said that [ __ ] that [ __ ] and you said exactly this Luke lunkenheimer paid to persuade that [ __ ] huh I said yep you said all right then sit down and we engaged in a a fun tennis match of debate and discourse and we talked about deers and all this other [ __ ] and we were laughing and you know by the time it was all said and done you you know you were asking me hey dude you really got to fly out tomorrow let's do this this you had like some master class you were doing you wanted me to hop on there and say something and in that moment I walked out of there and just to be perfectly real with you I got in the car and I started driving back to the hotel did you cry again I did dude not I didn't cry but like I teared up and I just because it was a moment of validation because Brad the the the the the climb for me on the ladder of success has been a million sons of [ __ ] telling me it's not possible so every time I hit a rung on that ladder I go yeah gotcha [ __ ] you know listen to what Patrick bet David said you find that all of these grandiose human beings right all these people that have done major things it seems to be a Cadence to what they say all the way from Dale Carnegie and Napoleon Hill up through Patrick B David and Donald Trump all the way up to Jeff Bezos Elon Musk Brad [ __ ] Le yeah buddy Dro that [ __ ] very nice so my point being it's not like we're unearthing information that is that is buried deep within the Earth's core these are Timeless things these these are things that have been Unearthed and brought to the masses many many times the problem is is people aren't listening for them they're not receiving them and when they do they they've got those barriers and well that doesn't apply to me that's that's just some rich some [ __ ] saying that right well I started listening and I'm like all right let me let me read the The Seven Habits of Highly Effective People let me read you know um Dale Carnegie's book there the how to make friends and influence people how to win how to win friends andl Influence People yeah and just just all these Classics and then a after a while I'm like basically push out into the marketplace with tenacious effort have a good moral compass treat people the way you want to be treated make sure the amount of value that you bring to your customer exceeds what they're paying follow up with them and give them an excellent customer experience and most importantly learn to sell Warren Buffett said it to this group of Harvard understudies I think it was and I could be misquoting it might have not been Harvard under studies but there was a group of students and they were they were given a Q&A with Warren and the the the question they asked was what tip could you give us that would make us millionaires the fastest and they were looking for a stock tip or like a hedge fund tip and he looks at him and he says one tip to make you a millionaire learn to sell and if Warren believes it I think anybody can buy that ticket right and the bottom line is dude you can be intelligent you can be loud you can be verbose you can be effective but if you can't persuade somebody to see it your way it's going to be a tough climb man you know what else he said they asked him what is the single best investment I can make with x amount of dollars not very many I forget what it was and he said the highest Roi you will ever get is self-development M so in other words invest that money in yourself skills that'll be the highest return you'll ever get CU everything else follows and learn to sell mhm so I I I had heard about the learn to sell one I heard about investing yourself I just thought what what's worked for me why am I where I'm at 100% my ability to sell clothes and persuade people um to you know to build relationships to communicate you know people say well Brad you say ain't and this listen that's communication fool it's the ability to communicate is to get someone to to understand communication is understand a lot of people think communication is well I do think I would be instrumental in perpetuating the high quality image of this endeavor I think you should employ the thought of perhaps uh you know that's not communic I mean it is communication but communication is getting people to understand 100% I break [ __ ] down simply and I do the same thing I again I don't do sales training anymore I have other endeavors and businesses but I still do sales training because of my system and I want to show people examples so I just do sales cuz that's what I used to do but I break things down to the Simplicity and the Simplicity Believe It or Not ends up being genius logic I use the acronym logic leverage obvious gain intelligence and common sense like it's not that difficult and people say well I can't sell because of this that and the other thing listen anyone can sell introverts can sell extroverts can sell you just need a source of information so paid to persuade yes sir is a source of information the next thing you need is a job so what I'm telling people that are listening that might want to take a little chance and freaking call Luke lunkenheimer or go toluke Lun on social media and say brother I heard you I want to win I want to get out of the Rat Race I want to provide for my family I want to change my life like you did I want your information then once they successfully do that if you say Brad they they successfully did that I will give them a job at one of my companies cuz I have companies that I can hire a million people if if I can find a million kickass closers so I have a scalable company I have several I'll give them choices even so go to you to get the education come to me for the job and boom change your life and we'll have to figure out what contract we're going to put into place that when I vet these people and bring them to you gets me my piece of the action well I was going to say well when I send them to you I get a piece of the action I I you yes sir you do above and beyond my pc% no I don't really care dude listen why because honestly believe it or not I want to show people how easy it is and I think one day if I have you know a a thousand people that contacted you learn to sell and I gave them a job they're going to be making me money by by working with me yes sir so I'll make my money I don't need nothing I just want people to go hey I like this Luke dude and that's why you you sat so long on my office is cuz I could tell you were real i i i i resonate with real people I don't really care what people have done in the past I care what people are doing now you're out there winning you're teaching people how to win you got a you got a methodology like dude my original thing was called the real deal lease presentation and I taught people how to convince people to lease instead of finance and everyone's like well it's like listen I could get someone to lease a car so fast it would blow your mind and this was back when nobody wanted to lease y now everybody knows it's good coincidentally you know it's better for you than the bank it's a much smarter way to purchase and I developed a simple way to explain customers and so I patented it or copyrighted it actually it's real deal lease presentation it's it's still used in in in dealerships all over the country I showed people how to get a customer that says no I'm not leasing a car my dad said never to lease to lease do you know what people don't understand about lease what what the the vast say lease without my last name in it yeah that's that's that's a good point that's cute man um people don't understand that what they're doing with a lease is simply paying the depreciation that they're going to suffer anyways over the course of their term of financing and the question to me is simple would you like to know what your depreciation is going to be and know exactly where you stand 3 years from now with a simple mileage limitation or would you like to guess and sure there's a minute chance that you might have some Equity because the market does something insane or there's the 87 in a half perc chance that you're going to be negative just like everybody else wouldn't you like to know what that number is going to be and that's something that we use in paid to persuade called the pre-frame we don't say hey man would you like to lease something we say let me ask you a question is it frustrating to know that three years from now you're not going to know what your trade's worth yeah it's frustrating to know that and let me ask you a question if somebody said that I just need you to limit your driving to 15,000 m a year and I can guarantee you what your vehicle's going to be worth in a few years that'd be something I mean you wouldn't hate them for that right well no in fact I think that'd be a really good thing right and you know let's say some wizard popped out of a bottle and said I can guarantee you what your truck will be worth three years from now if you just keep it under 45,000 miles that'd be like amazing wouldn't it well yeah it' be pretty dope man well that's what a lease is Sir so by the sounds of it and with what you're saying to me right now is that you're actually a very good candidate for relase and we can go ahead and set that up for you that's a pre-frame that's something that we use us in our system you don't just ask the question you set yourself up to where you cannot receive a no let's break into that because if you know when I taught people how to lease they didn't even know they were getting convinced of a lease that that you don't think that's a problem what do you mean well let me let me Reas the qu actually let me clarify I didn't say I they knew they were signing a lease when they signed the lease okay okay but like when they would say I don't want to lease because they'd always say I don't want to lease y my first saying was folks we personally don't care whether you lease or Finance cuz to us you're going we're going to get the money from the bank either way so it's all cash to us but let me show you something boom boom boom boom they'd go well what would be the payment and I'd go one moment funny you ask yeah one moment let me go find that out and I come back bam they you get more for the car you get more for the payment most people are payment buyers anyway of course you know people come in you know hey how much is that well are you paying cash no well then what does it matter cuz cuz quite frankly if I could get you a million dollar Lamborghini for 300 bucks a month would you take it well of course I would okay then it's not a price that you're worried about it's a payment isn't it cuz that's what you got to live with isn't it I get them off price put them on payment but the But the lease presentation every time um you know I they would say I don't want a lease well personally we don't care whether you lease and and by the way this is the beginning of the of the presentation you don't even know you're being presented as what I because that indifference is a is a fundamental technique that everybody should use in selling see when you quite TR truthfully it's the truth people don't know car dealers get a check from the bank bro you're not financing it with them they don't care if you lease or purchase it's all cash to them the reason they want you to lease rather than purchase is because they can get more advanced they can freaking unar you out of your trade and quite frankly if you're not Savvy they can charge you more for the car than than if you're negotiating on price and they see you back in three years as well there's a lot of other benefits but I mean again we the reason a dealer wants to you to lease is so they can make more or other benefits why more well because the price becomes a cap cost and there's all these little things that if you're not Savvy they could they could sell you the car for more than you would have had you purchased it well someone I thought you said it was better for leasing I'm assuming all things equal right and not only that if you understand the cap cost is just the price make sure you don't pay too much but at the end of the day I wouldn't worry so much about the price of a car I'd worry about the payment because that's what you got to live with man if you told me right now Brad I got a freaking Rolls-Royce Colin brand new Black Series 690 fully loaded 450 a month I'm in it yeah like I don't really care what what it costs are you asking what the term is are you saying for for 2 care ter I don't dude you give it to me for $495 a month I'm an owner yeah I'm a leaser I'm I'm I don't care and by the way it would have to be a lease because there' have to be some sort of future option to bail out right but point being is most people don't realize that they go in there and they're taught from people how to get the best deal and you know they end up walking out of there with a car for the best price but not the best payment not the best car Etc you ever see I mean how how many customers did you come across and I say you ever seen you saw them a million times how many customers did you come across in the car business that you knew were leaving with a payment that was way outside their comfort zone just because they wanted to stick to their brothers they go I don't ever Finance for more than 48 months well sir you've been buying cars for how long now 23 years 23 years ago they were a lot less expensive and your monthly payment was a lot lower you do realize that $48,000 truck with interest for 48 months is going to be $1,200 a month yeah yep you knew that yep and then the wave of inauthenticity hits and you know they're full of it you're like listen sir let me ask you a question yeah if you pay $1,200 a month on this vehicle whether you finance it for four five six 7 8 nine or 10 years you're going to pay it off in the same amount of time how would you like to know that at Christmas time when money gets a little tight and you could use a few scooches extra in the bank that your payment's only going to be 600 that's all you have to make I tell customers to treat their car payment like a credit card minimum payment get the least monthly payment you can possibly get as long as you're not making a ridiculous sacrifice on APR for instance if 36 to 48 months is 6.99% and 84 to 96 months is 16.99% well then that's a whole horse of a different color right but if it's 6.99% for 48 months or 7.25% for 96 months finance that son of a [ __ ] for 96 months because you don't have to pay that nasty payment now if you want it done in 48 months make those payments the same way you would if it was a 48-month note but on that one month where things don't go so well wouldn't it be nice to know your payment is half of what it would have been the answer is of course and dang where do I sign what's that right on the droping bombs button hey so so paid to persuade yes sir you said there's three things the first one was it's the big three what brought you here what brought you here now this what's the subsets the subset so the subsets are off of financing there's a couple different places but what's important to understand about the big three is it's simply a stimuli for asking questions right so they are stimuli so when you ask somebody what brought you here today most salespeople the customer is going to say well I was driving by or I'm just looking yeah I'm just looking okay and then the rookie salesperson or the person who hasn't received proper training goes oh okay well what are you just looking for right well I'm looking for a pickup truck okay well what color pickup truck well a red one four-wheel drive two wheel drive quad cab cend cab da da da da da and the customer says well that's what I'm looking for you got one you well go look at it then they display a car and then the process if you're lucky cuz a lot of times they don't even go that well no I don't even want to walk inside there's a million differents I'll let you know if I need anything M and so when you're engaged and there we teach ways around that as well but when the customers engaged with that first question you're not letting them off that easy it's not well I'm just looking okay understood so I'm with you 100% let me ask you a question when you pulled in and you just continue the line of questioning when you pulled into our establishment a little while ago obviously you pulled in for a reason you said you were just driving by I get it so 100% everybody just drive by until they're just pulling in so when you Ingress The Establishment what was the reason today as opposed to any other day well I sir let me explain what I mean is this lunch are we on a lunch hour here and I've got to optimize for 20 minutes because the focus is I want to use your time as effectively as possible and if you're saying that you got 20 minutes on lunch well I'm not going to try to show case and sell you an automobile today I want to be respectful of your time and get you what you need as quickly as possible now these aren't word tracks you're teaching because because uh you said it works for everything that I mean what if what if I'm over the phone what if I'm that's that's why you take our online sales training is because it begins to develop the idea that what brought you here today it's and you're asking the right question well dude if I'm selling somebody over the phone and it's a cold Outreach well what brought him here today it's not what brought you here today as in physically at my facility right here on this tarvia what brought you here today it's what brought you to this conversation today sir the reason I have your lead on a piece of paper in front of me is because at some point you were reaching out about SAS or you were reaching out about insurance or real estate or whatever the case may be right so all I'm trying to do sir is just optimize for your time this phone Go's got to happen either way and I want to get you off it as quickly as possible so if you can just kind of give me some insight into why we're on the phone today I'll get you done with this thing as soon as possible how long does it take to get that good you get this good it it so here's what one because there's people right now going okay I'm in I'm in I I get a job and training so the next question in their head is going to be like yeah but how long will it take so here's the you said two weeks two weeks to learn the material right so here's what one must sound as good as you did you may never sound as good as I do and what you must understand is that doesn't matter and then you hit the bomb right after what I just said which is it doesn't matter I love it you're fun bro my point being you don't have to sound like Luke lunkenheimer to sell you have to understand the fundamental more importantly you don't want to sound like Luke lunkenheimer CU you're not Luke lunkenheimer that is the bane of the existence of sales training as it is today and I'm not going to go down the road of six packs and and and questions in a book and all this stuff because I I respect my competitors and they're all very talented people otherwise they wouldn't be [ __ ] millionaires but the fact of the matter is too many people are in the marketplace thinking they must become their trainer well I got a sound like that dude or I'm not going to be that effective we don't teach word tracks we don't teach personalities we don't teach anything that requires you to be something other than Brad Lee or Sydney Odell or Luke lunkenheimer we teach you the understanding that you must know the fundamentals of selling we package them in a way that you only have to remember simple principle fundamental things and you just say them as yourself now we're talking thank you sir dude every time you say Luke lunkenheimer I can't help but think are you related to Jacob Jingleheimer Schmidt that's it's John John Jacob Jacob's his brother well you joh Jacob Jingleheimer Smith is are you related to him well realistically his name is my name too and whenever we hit the town people always get loud and Shout that's funny hey but every time you think you say Luke lunkenheimer I'm thinking dude that sounds like John Jacob Jingle it sounds like John Jacob Jingleheimer Schmid it sounds like the words of Cory zollo resonating in my head back in k orc Luke puke pumpkin farmer and any other goofy goddamn route you can put together with those words but but Luke lockheimer go perfect together 100% so does John Jacob Jingleheimer and by the way you were smart to go at Luke lunk because no one knows if heimer's hme h e m r what is it by the way h m r and the reason I'm luk lunk is because you know everybody thinks it's it's you know it's cuz I'm big and I'm a big LK no it's Luke lunk because my last name is lunkenheimer man and it just so happens that I'm a big hand some son of a [ __ ] that's just a coincidence well that would be a hunk then you'd be luke hunk could be that or maybe you're Luke lunk the hunk your your wife calls you what's that Luke L the hunk no she calls me baby and I call her that you got any kids yeah man yep I got my my stepson Mikey who's awesome he's 12 years old and he's about as cool as a kid can be and then I got my little uh replicated Xerox copy of the luk lunk which is Maximus Lucas lunkenheimer and he is the next Luke L I'll tell you that man he's a carbon copy of yours truly he's awesome well dude I appreciate you coming in appreciate you having me we're going to talk more we're going to have you back I'm going to have you in my little sales coaching thing did you do it once or no you so can I take the liberty of a minute and 30 seconds here real quick because I want people to understand the dynamic of playing at a higher level okay now people watching this podcast need to understand that Bradley operates at a higher level than I do fundamentally he's wealthier he's got more business Acumen based on experience and he's got more irons in the fire right so you know they wouldn't know that what's that they wouldn't know that all they know me is a is a is a wise cracker interrupting fool with a podcast but you're so much more a lot of people don't know that I have businesses they should know podcaster dude you're a prolific wealthy entrepreneur you're a good human being you're a good dad and we know each other enough from these little interactions that we've had but the same way that you knew I was the guy that you wanted to talk to and have on this podcast is the same way that I know you're a real badass good dad and just allaround good human being it's because that authenticity that I shouldn't have interrupted you please proceed with what you were saying I figured that'd buy me a few minutes so no realistically though to the people out there in podcast land whether you're listening and you don't see my biceps or you're watching and you get to be privileged to that the fact of the matter is somebody like Brad Lee saw value in me and I'm not grandstanding or getting grandos here he would he would agree and he he saw somebody that was intense and authentic and a goddamn good closer and he said you know what I'm going to give this guy the time of day The reason I'm speaking on this is not for for self- appreciation I'm trying to to touch the Average Joe's out there man because that's what I am dude I grew up at C mury and Blue Devil there was like 11 of us on our football team we played both sides of the ball and regardless of who my alma mater is when you grow up of a town that's like 1,600 people and going to Auburn New York which is like 12,000 people is going to a metropolis to buy groceries at Wegman's and you've never seen a car newer than 5 years old and you've never seen more cash in somebody's hand than 80 bucks things like this are not real this is the [ __ ] you see on TV okay so if you'd have told me at the age of six one day you're going to be a millionaire ex-felon ex drug addict turned successful entrepreneur you'd have successful car dealerships you'd be the CEO of a tech startup that's developing a rap battle app Shameless plug and that you had a light speeed virtual training system where you were teaching people how to become excellent salespeople off simple tax tactics that everybody can get Wealthy on I would have laughed at you you told me that while I was in prison 10 years ago I would have laughed at you if You' have told me that two and a half years ago I would have gone nah dude come on now you're just playing with me but today I sit here in this chair that Brandon Novak Patrick Bet David and a million other incredible people have been in and I'm Luke LK and I'm right here because I brought value to you and it was just by by virtue of a conversation so anybody out there it's questioning whether or not they have the ability to get in a room like this and Converse with a guy like you anybody who's wondering if they can break six figures let alone become a millionaire anybody that just wants more out of their life and has that fire burning inside of them similar to what I preached about earlier in this podcast you just need to act you must start somewhere and there's no better time than now and yall know how to do it get a hold of at luk lunk or go check him out at CNY drives.com that's his C group or go to paid the number two persuade paid to persuade decom yeah buddy dude appreciate you coming appreciate you bro great thank you folks as always till next time keep it [Music] real