Hey everybody!
This is Sean V. Bradley, CEO of Dealer Synergy, and you know what time it is.
What time is it? It's make money Mondays! What time is it? I said it's make money
Mondays!
So, let's make that money. Okay, so folks,
this week we're going to talk about
something a little different.
It's not money but it's things that you
can do that will lead to money.
Okay, so, sometimes you have the plant the seeds, and then water them,
wait for the sunshine and then boom! you've got a harvest that you could
you know start to eat off of. So, this week I'm going to talk to you about something called
altruism... we're going to put it up here. Altruism
I don't know if you've ever heard that word before... Have you ever done something
altruistically for somebody? What that
basically means is to do something
without expecting something in return.
And I know this is a
"what's in it for me" mentality it's a
"what's in it for me" instant
gratification world,
but, I want to remind you of altruism.
Altruism
does exist, and I really believe that
altruism should be apart of
all of us, especially people that are
blessed.
We are blessed by being in the best
industry in the world.
We are blessed with the opportunity to
make as much money as we can
earn, we're blessed and I think that it
is our responsibility to try to bless
other people as much as possible.
Now, let's leave the word altruism up
here for a little bit.
I want to give you another way to explain
altruism. Doctor Covey, from the 7
Habits of Highly Effective People, the
author,
talks about what's called the
"emotional bank account." 
The emotional bank account is
kind of like a real bank account. 
You walk into a bank and you say, "I need ten thousand dollars,"
and unless you've deposited 10,000 dollars before,
you ain't getting 10 thousand dollars unless you're looking for a federal case. Same thing with the emotional
bank account.
You don't wanna keep taking, and taking,
and taking, and taking, from other
people's emotional bank account. It's
counterproductive.
Whether those are prospects, whether those are your coworkers,
whether its your boss, whether it's your
spouse,
or your children, you need to focus on
depositing
positive things into their bank account
altruistically.
And I don't confuse the two, because I don't you to do deposits because,
I'm just gonna do this because I wanna
take some
withdraws out. No, you should be doing things
that are altruistic. Like what?
I don't know, like, coming in early. Maybe knowing that one of your
co-workers doesn't have the
opportunity come in the next day and
one of their prospects came in,
instead of taking half the deal or
doing this and doing that, maybe just try
to help that person out.
Does that make sense? Instead of leaving
early, or calling out sick, or doing this
or doing that, maybe stay a little bit later.
Maybe asking your sales manager, or GSM if there's anything you could do. 
Maybe there's a new hire at your
dealership and instead of running the other
direction, maybe you go to your sales
manager or GSM and say "Hey
would you like me to try to help you
train so-and-so?"
you know, "It would be my pleasure show them this and that."
With customers, oh my gosh,
before they turn to customers, prospects.
What can you do
to basically deposit into their emotional
bank account. There's a couple things,
some of them might be
specific or intangible and some are emotional.
For example, a really good for the mine,
she basically
stocks up... This is old school stuff but it
works... Stock up,
you know, maybe invest in one of those mini refrigerators right
by your desk, 
and then you know, maybe stock up on some snacks, some drinks,
you know, other things that you can do
to make their experience
more enjoyable. I have four kids myself
and I know that sometimes going places
it's crazy them running around,
maybe you invest in, I don't know, one of those little PlayStation video games, or
one of those little hand-held things, or an
iPad,
so it keeps them entertained. Maybe get some
aromatherapy going on, maybe a little Zen
toy on your desk, I have no idea... think
about it though!
You know from beverages to drinks to
the experience, try to put emotional
deposits
for your prospects. Again, these are
little things that make them feel
comfortable,
at ease, make sure that their kids have
some type entertainment, so you can talk
business with the parents.
Does that make sense? These are basic
little things. How about
another thing I'm going to source a lease on is after the sale,
you know what my friend does? she
basically gets two-dollar bills,
I don't know where the hell she gets them because I haven't seen a two-dollar bill in years, but she 
puts in the gas tank
a two dollar bill with a little note
from her, how awesome is that?
These are little emotional deposits that you're putting in there
just saying, "thank you." you're saying before the sale, 
"you know what you're important to me,
so I'm doing all of this,
to give you the the clear-cut
understanding
that I believe that you are important to
me, I believe your children are important
to me.
I believe that you deserve every
accommodation,
amenity, possible." That's emotional bank
account stuff, folks.
And then after they just gave you a
commission
after you sold the automobile, and you made money off these people,
thank them. Handwritten Thank you card, 
or my friend Danni. basically works
for send out cards
and they have a whole system that you
could do this with
where it's streamlined. I mean there's so many different options my friend used to send
a box of
cookies and all the stuff to all her
customers. The point is that you're doing
something
to deposit into someone's emotional bank
account.
So, the takeaway is this: Instead of just
taking withdraws, withdraws, withdraws,
withdraws,
and sometimes... sometimes
we over extend, and we take
out too much ..more than there is actually in the bank.
That's called an overdraft-- try to avoid
overdraft.
Altruism, Altruistic: That's the word of the day.
Thank you so much for watching this
week's episode make money Mondays. If you
liked it, you're going to love Bradley
On Demand.
Bradley On Demand is the most advanced
virtual training, tracking, testing and
certification platform. What does that mean?
It's an Online University, and if you like this information here we have hundreds and
hundreds
of advanced videos step-by-step on how to help me some more cars,
more often, and more profitably, So, sign up now!
