Gooooooooood Morning! And thank you, again, for joining us in another video in the series, “Real”-ationship Series. I’ve been sharing a little about my journey, and today I’m going to tell you about how I turned my career around by changing my focus and approach.
Back in Houston, I was on the verge of quitting the car sales business. After three and a half years, I had never sold more than 20 cars in a month. I felt defeated and ready to throw in the towel. But something inside me said to give it one more month. I decided that if I couldn’t sell more than 20 cars in December, I would quit for good.
I had a revelation when I visited my dad’s drugstore in Lake Charles. My dad and my Uncle Jerry weren’t focused on selling. They built relationships. Everyone knew my dad, and he knew how to connect with people. That’s when it hit me: it’s not what you know or who you know, but who knows you. More people knew my dad than he knew, and that made all the difference.
Taking a little break gave me the space to reflect, to reassess, and to realign my energies. I realized that the car business wasn’t the problem, my approach and mindset were. I needed to shift my focus from what I hated to what I loved—building relationships, helping people find their dream car, and making genuine connections.
When I returned, I came back with a renewed sense of purpose. I focused on the positives, the joy of helping others, and the satisfaction of doing my job with integrity.
I invite you to take a little break yourself, and watch this week’s video.
Inspired by my dad’s approach, I decided to apply the same principles in my sales strategy. I resolved to only talk to people I knew—people from Louisiana, my people. I picked up the phone and started calling everyone on my very long list. But instead of pitching right away, I focused on their favorite subject—themselves. I asked questions, listened intently, and kept the conversation flowing naturally. I made sure they enjoyed talking to me. Eventually, they’d ask me what I was up to, and that’s when I’d tell them
That December, something incredible happened. I didn’t just break the 20-car barrier—I shattered it. I sold 63 cars in one month! This wasn’t just luck; it was the result of a strategic shift in how I approached my work. By focusing on genuine connections and understanding my customers’ needs and interests, I turned a seemingly impossible goal into reality.
The lesson here is simple: shift your focus. Build real relationships, understand your customers, and make them feel valued. When you do, the results can be extraordinary.
So, whether you’re in sales or any other profession, remember: it’s not about the hard sell. It’s about connection, trust, and genuinely caring for the people you interact with. Change your focus, and you might just achieve something beyond your wildest dreams.
You can hear more about my story and Ali Reda’s too in our book, How to Sell 100 Cars a Month. Click here to get your free copy now!
In the comments below, tell us if you’re in need of a shift. We all get in slumps, what matters is how we get ourselves out of them. Focus on the good, and let us know if you need some inspiration.