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If you give Scott Simons your phone number, he will text you at least once a year.

Everything is about relationships for Scott, and he has a lot of them. His college roommate from Sri Lanka, Grant Cardone and the other 6000 contacts in his phone. Relationship is the way that Scott sells cars, and the way he teaches his team to sell. It’s like having 233 people on your marketing team. Paul J Daly and Kyle Mountsier spend time learning about this system and hearing how much Scott cares for people.

What we talk about in this episode:0:00 Intro with Michael Cirillo, Paul J Daly and Kyle Mountsier

6:04 Scott talks about how a formative life experience made him want to own a car dealership.

“And I remember one day, I saw a guy with really nice clothes drive a really nice car, and I said, What's that guy do? And they're like, he sells cars. And I'm like, damn, I'd like to drive a nice car like that, or wear nice clothes like that. Okay, so then they're like, then I started finding out that the, you know, to enter the auto industry, you know, pretty much you anybody can enter, and anybody could go sell cars. So I said, Damn, it sounds like me. So anyway, I went to college, got my master's degree, and said, I'd like to own a car dealership one day.”

12:43 Transactional vs relational. Scott and his team track relational sales, meaning sales not made from traditional leads, but by the personal brand of team members. Almost 50% of cars they sell are relational sales.

“I want to build relationships to where when we first started tracking your relationships sales, relationships sales means that Kyle brought Paul in and bought a vehicle, he brought in that lead. So we started tracking transactional versus relationship. And if you're transactional, we want to turn you into a relationship where you don't shop with anybody else. So we first started tracking that. And before we started training, we were 5% relational. Now we're 45%. So that means almost one out of every two cars we sell is generated through social media, by the sales rep, not by the dealer. My goal is to get it close to 100%. Not even have to advertise at all. That's my goal.”

14:06 Scott goes in-depth on relational sales and explains how a normal day works, and how every employee is a part of it. The process is so smooth, they usually have the cars sold on social media before they get on the dealership website.

25:40 It wasn’t always this way. Scott tells a story about one of the darkest seasons in his life, and what it took to make him who he is today.

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