dealers · 2026-10-02 · 7m28s
10-02 Weekly Meeting: Sales System Workflow and AI Tool Feedback
ABR sales workflow + VCA feedback · 2026-10-02
Floor conversation (Jack / Lance / Eric-Chad handoff).
Workflow
- Sales still uses VinSolutions + Mastermind for service/lease-end outreach; Acquire used at other stores — question whether Mastermind catches all service opps.
- Pain: sold marking is slow/duplicative; sales can't mark own sold; “hot” doesn't fix it.
- Lance: build/add custom status (e.g. sold on order) so AI/process can treat deep-in-deal leads correctly. Manager + salesperson both have to run showroom open/desk/close flow.
VCA / Vanessa
- Request for on/off when canceling appointments — Lance won't fully disable; process-based mitigation; meeting Gaige.
- AI tool feedback from floor: “real generic.” Lance coordinating with Chad; Eric has insight; take notes upstairs and fix.
Site / pricing
- OEM $2,500 bonus cash banners confuse stacking; already in dropdown pricing. Next auto pop → call Motive to kill.
No device highlights on this take.
0:00
Lease is coming up, and to call them, and I use it to see if somebody has extra money. If I'm already working a deal, I always cross - reference it. I check my CRM of In Solutions every day to see who's coming in for service and how long they've had their car, and that's why I reach out to those people.
0:21
Sweet. I'm just wondering about workflow because I built I built an app.
0:29
That they have, the other stores are using it. BMW is using it. They're using it, but they don't have. Down the road, they don't have Mastermind. Mastermind's pretty awesome. And I think most of what you can do in my app, well, not most, some of it you can do in uh in Mastermind, like the you know looking at. But what I was wondering is, does Mastermind not pull in all your service opportunities? So you're you're looking at those you're looking at those in.
0:58
You only have like today for tomorrow. That what you kind of do?
1:03
Like today, you look.
1:04
Yeah, got it.
1:05
Yep. Is there a way for me to get the Vanessa to not message people when I like cancel their appointment?
1:14
So I'm meeting with Gage. He was the guy who flips all this.
1:17
If I just had an on - off button, it would solve all my problems. I know, but or if you could just disable.
1:21
It's not built to do that. I don't want to disable it because then you just.
1:25
I mean, I I answer my fucking leads.
1:27
Yeah. Um,
1:30
Like I see the value in a virtual BTC,
1:32
But the way we're gonna set it up is.
1:34
If I get a lead at midnight,
1:35
I'm gonna. Yeah, that's just weird. Nobody does that, Jack. So, um, I know. I'll just I'll sell it.
1:48
It's not going to be submark sold for like a few days, or there's going to be a duplicate because it comes throughout.
1:54
I'm going to build a status. It's got to be a little custom status or add it to one of the old statuses, so that if it's in that status, then then you know.
2:03
Well, see, I thought marking it hot would fix that, but even doing that.
2:06
If anything, the status that's defaulted to that would be something like a sold on order. Status.
2:15
Yeah. Or if I could just mark my own leads sold.
2:19
Well, that would solve a lot. Yes. But longest it only said I had one sold. What you're supposed to do is request sold. So the way the damn thing's built, and this is how it's built, you have a customer. They're coming into the showroom. You say, " On showroom." You open a showroom visit. Then the manager takes it and says, " I see a showroom visit. I'm going to desk it." And they desk it, and then they don't sell a car. Let's say they don't sell a car. You close a showroom visit, and the system does a thing.
2:52
Yeah, I might do that. You think anybody over there is going to do that?
2:55
So then, that you close a showroom visit, and then the system does a thing. It has a process for that. Let's say you close a showroom visit, but it's sold. You close a showroom visit. You mark it sold, and then like that's how the that's the.
3:08
The way it's supposed to work. I know, but in real life, do you think anybody in extra is going to do that? New sales,
3:15
Yeah. Well, some of that process is some of that process is on the manager, but some of it's on the salesperson. Also true. So some of it is, but like,
3:27
But a lot of it is you guys actually using it. Open the showroom, visit people that haven't been contacted yet. You know what I mean? Or like haven't been contacted in like thirty days or something like.
3:47
Yeah , You're this store's Cliff.
3:49
I give a fuck. That should be a good thing.
3:52
It's not it. It's not. It's not just that. The fact that you give a fuck is the only reason why I don't tell you to go fuck yourself and walk away. That's why I like you. Okay. We did away.
4:05
We did away with the banners that said $ 2,
4:07
500 bonus cash. Yeah, that was we didn't turn that on. Like Audi sent that to all the websites. That was the worst.
4:14
Yeah. Because then everybody thought it stacked on top of that. I could have definitely turned it off. When you tell them it doesn't stack on top of that, then they're like, Oh, I'm getting that much less. But Audi sent that.
4:22
That's actually already in our pricing. Can you just tell them? I know. It's already. But the thing is, if you hit the drop down on our pricing, it says that that's what it is.
4:29
I'm aware. What I'm saying is, once they see that, it devalues. Well,
4:33
Next time that pops up automatically, I'll call Motive and say, " Hey, just turn it off." Yeah. I didn't get any complaints on it, so I saw it and I was like, " Well, the guys at Audi didn't say turn it off, so I left it on because it was an Audi thing." Yeah,
4:45
But you see what I'm talking about? So, like, they see these big discounts, they see the 2, 500, they think it stacks. Then they find out, oh, it's actually twenty five hundred dollars less than I was hoping for, and they feel like we're doing twenty five hundred dollars less.
4:56
Then they realize, oh wait, I should probably just be buying a Kia. Yep. And they go down the road, and because that's all they can afford.
5:05
They don't know the clicks on it or what buy rate APR is.
5:09
They don't understand that if you get, if you come here, you probably get it for almost cost. Well, no, that I'm talking about customer, not not salespeople. My bad,
5:20
I got confused. And they'll get full value for their trade, and they won't get clowned indefinitely.
5:29
Indefinitely. That's crazy. Every day, every day, I lost money on one car deal since I've been in the car business, and it was because I had left the car business and bought a car. And then when I got back,
5:48
I have like mild acquaintances that will message me on Facebook to help them with their deal, and I'll get with Eric and look at the car they're buying in a different state.
5:55
And I actually hate it, but I do it when people call me and be like, " Hey, could you help me?" I'm like, " I can't actually help you. You're at a different store." Yeah, but sure, I'll I'll tell you yes or no on how dumb that is. Yeah, I have family that does that, or I'll genuinely help them find a car. I've done that before, dude. Honestly, that's always. Let me just teach you how to use Autotrader.
6:15
I helped my parents fucking buy a fucking Kia at like All Star Team or some shit, and cooperated with fucking with Eric and with fucking Charles because he knew somebody.
6:27
Gypsy Rose's.
6:28
Fiance, ex - fiance, has been found dead. Oh shit! Oh wow! She's back on it. Surprise! Surprise! Gypsy Rose, the lady who killed her, killed her mom. She, her mom had Munchausens by proxy. She was making her sick all the time, saying she had cancer and all this bullshit. And she ended up killing her mom. She and her boyfriend. She and her boyfriend killed her mom. Hey, what's going on, man? Hey, what's going on? Hey,
6:55
Are you uh downtown today?
6:58
I'm here. I'm at the store. I'm downstairs filming, like filming reels and shit. Okay. Yeah, you you need me?
7:04
What's up? Well, yeah. Um. Somebody. Really? Uh, they're having some issues with the new AI tool. Yep,
7:12
I'm talking to Chad about him right now.
7:14
It's apparently real generic. Eric has good insight. Eric and Chad. Okay. So just hang around. Yeah, we're upstairs. Just hang around. We'll be down in a minute.
7:24
I'll be here. Yeah, we'll take notes and we'll fix it. All right, thanks.