If you sell 20 cars a month, your next level isn’t 50. It might be 23.
Most salespeople set goals that are too big to believe and too far away to feel. Then they miss them and decide goals don’t work. I want you to think smaller and closer. I call it the power of three.
Your Next Level Is Closer Than You Think
Your next level is just a little above where you are right now. If you’re selling 20, it might be 23 or 26. If you’re selling seven, it might be ten. It’s not some number you saw on a plaque at a 20 Group meeting. It’s the next step up from today.
Never underestimate what three more cars a month will do for your career and your bank account.
Here’s the Math
You make about $400 or $500 every time you sell a car. Let’s use $400, because it’s less.
Sell three more cars a month and you make $1,200 more a month. Do that for a year and you’ve made about $14,000 more. How many people would be okay with a $14,000 raise this year?
But you won’t stop there. Next year you’ll say, “Let me just sell three more.” Now you’re making $28,000 more than you were before you started. Nobody moved you to a better store. Nobody handed you better leads. You just kept going to your next level.
How Ali Climbed
Ali Reda and I wrote a book together. It’s not about how to sell 100 cars a month. It’s about how to get to your next level.
When I met Ali in 2010, he was selling 25 to 30 cars a month and thought that was elite, because the industry told him it was. He didn’t jump from 30 to 130. He went 30 to 43. Then 43 to 52. Then 52 to 63, 63 to 74, 74 to 93 and 93 to 115. Then he became the number one car salesman in the world and broke Joe Girard’s record.
Every step was a next level. At each one he had to ask the same questions. What do I have to break? What do I have to change? What mindset is holding me back? What worked at the last level that doesn’t work at this one?
Write Down Your Dream Number
I want you to write down two numbers. First, your next level. Second, your dream number.
I got into the car business in 1983 in Lake Charles, Louisiana. I came in to change oil and they talked me into selling cars. Unemployment was 14 percent. A buyer with perfect credit qualified for 17 percent interest. Lake Charles was not exactly the volume capital of the country.
My dream number was 26. Where did I come up with 26? I have no idea. I wrote it down anyway.
Your dream number doesn’t need a reason. It needs to be on paper.
Start With Three
Here’s what I want you to do. Look at last month. Add three. That’s your next level. Write it where you’ll see it every morning.
Then do the work to get there. When you hit it, add three again. That’s how every big number in this business gets built. One level at a time.
Finding your next level is what the 100 Car Club is built around. Explore the training here.