Cody Hare, Sales and Leasing Consultant, Ferman Chevrolet

Kyle Mountsier: 0:00This is in the dirt with a soda. I'm sitting here with Cody Cody, What's your last name?Cody Hare: 0:07

Hair? Ha, sorry. You want to spell your first name? I'll start over. You're good. You're

Kyle Mountsier: 0:14

good. So you're a salesperson here at Furman. You're at the Chevy store. How long have you been?

Cody Hare: 0:18

About three years? Alright. And

Kyle Mountsier: 0:20

you've been selling cars. Only here. Are you doing this?

Cody Hare: 0:23

I'm doing until about four years. Okay, cool. All

Kyle Mountsier: 0:25

right. So you were at another store first. So you've been elsewhere? You've been here three years. So obviously, things are going pretty well. Yeah, super well. So tell me a little bit about your vibe is like a salesperson. What's How do you go about your day? What does it look like to interact with customers and that stuff?

Cody Hare: 0:43

I mean, more or less, it starts from the morning, I wake up, you know, and I speak things into existence, I pre tell myself what I'm going to do for that day, you know, I usually try to average, you know, three cars during the day on weekdays and, you know, five to seven on the weekends. And, you know, it's all fresh up generated, you know, and the biggest thing is just getting customers liking less than five minutes, you know?

Kyle Mountsier: 1:03

Okay, so track with me here. Because there's a lot of salespeople in the country, that they start and end their month, hoping to somehow sell three cars in a week, but you're doing it on a daily basis, and five to seven on a weekend. What does it take? Like? What is it? What are some of the practical things that you have to do every single day to make sure that you can continue to have that level of engagement every single month, more or less,

Cody Hare: 1:29

there's a couple of key points that I'll touch on. And the first one is, you know, excitement and land that customer know that you're here to work for them, and necessarily your job is to get the best deal for them. And that's when a customer buys. Number two is you need to do it in a timely fashion, well, manner, but you need to find something that like and you need to listen to them. And always remember that 86% of people that do come in and look at a vehicle end up switching to something else, because you need to give them options, people like options, you don't necessarily need to know your product, but you need to give them options. And once they have those options, and at that point that charged you, you know, next thing you know, 50 minutes later, you're done with the process. And they already trust you some numbers close quick, allows you saw multiple cars a day. And being at a high volume dealership like this, it's like standing on Walmart's parking lot or Costco customers just pull up. And if you're lovable, they're gonna love you people buy from who they like, and the deals they get, you know, now you

Kyle Mountsier: 2:20

send a lot of cars, obviously, you're here at the dealership a lot. What is the life outside the store look like for you?

Cody Hare: 2:25

It's beautiful, you know? Yeah. So, you know, I sell 40 50 60 cars a month, you know, I just reflect back on last year, this this year only, I mean, this month only worked 14 days, and I sold 27 and a half cars, and 14 days. But I look back at last month. And on yesterday's date, last month, I had 72 You know, so and there was another guy here that had 108. So a lot of it has to do with working here against other people, you know, having that connection and working each other up. But because I saw so many cars, you know, I don't work more than you know, 80 90 days a month, usually. And I do all that productivity in that short amount of time. Because I'm not that proficient with the customers that I get, I usually don't waste enough. And if I can't close on that day, I usually fall back up with them. And I'm getting them back and all about the follow up. So what do you do outside of work? You know, you know, I have four kids, you know, I have a beautiful fiance, you know, so I take off a lot of time with them, you know, and more than that, we just enjoy our life a lot of cook and eat and I golf a golf pie 35 times last month,

Kyle Mountsier: 3:27

holy crap. It's pretty good. You scratch golfer I'm getting,

Cody Hare: 3:31

I'm getting good. I'm having low 90s. Now, you know,

Kyle Mountsier: 3:33

nice, there you go, Hey, you'll get there one day. So all right. So there's a lot of people like that maybe don't even know that being a salesperson. Being on the showroom floor is an opportunity as a job out there in the world. Like, I don't know, maybe you probably never even thought of that. Like, what would you say to those people that are that are going I made I saw an ad or something like that.

Cody Hare: 3:53

I mean, here's the deal when you go to high school, and then you know, you come up to undergraduate and here they take you around, they they want to show you you know, these jobs that you work at hourly and work your way up. To me, it's nothing but a waste of time. Because even if you work your way up to $48 an hour, after 20 years, you're still making like a grand a month after taxes. It's you know, four or five, you know, and what people don't understand is in the automotive industry, like all the sales trainers that train you you know how to go from zero to 100 grand, that does itself, you don't need to pay for training, that they're just telling you something that you don't know, you know, any person off the streets with no experience, no knowledge, you know, just a level of people's person. And really, the people from the restaurant industry are the best, you know, because they already have those people skills, those customer service skills, and that's all this is, you know, is customer service. And, you know, I always tell people, you can have no experience, you can not be a people's person, you know, you just come to a great dealership, you know, and you'll clear over 100 grand a year easily. And because you know, it's your job to get the customer like you people think they have to do numbers, all that stuff. It's your job to get that customer like you. It's the manager's job to make your money and if the managers don't make any money than for instance, Brian what and have them in that position? You know, or just come moved to Tampa is where it's at. You know, I'm from Ohio. I did it in Ohio and Michigan. I was doing the numbers out there. But now I'm doing the numbers out here living the best life, you know, that's awesome.

Kyle Mountsier: 5:19

Well, congrats on the success. Thanks for hanging out with us a little bit giving us some encouragement

Cody Hare: 5:22

today that your pleasure being on it. And if you need anything else, you let me know. Awesome.

Kyle Mountsier: 5:28

Thank you for listening to in the dirt with ASOTU. We love the automotive industry and the people who make it run day in and day out. We would love to connect with you more through our daily dose of fun, a free email that you can sign up for at asotu.com That's a s o t u.com. We put our heart and soul into it every day. Thanks again for listening. Join us next time for more Conversations in the dirt with ASOTU

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