Latest / CBT Live / Is the $787 Car Payment the New Normal? CPI 3.7%, Andrea Sells Cadillac (10.14)

Transcript

Is the $787 Car Payment the New Normal? CPI 3.7%, Andrea Sells Cadillac (10.14) · CBT Live

0:00
SPEAKER_02: Are car payments getting too high for today's car shoppers?
0:04
SPEAKER_03: Plus, how can you sell more cars with social media?
0:06
SPEAKER_03: All that and more coming up next on CBT Live.
0:18
SPEAKER_02: Hey everyone, welcome into another edition of CBT Live right here at the CBT Automotive Network.
0:23
SPEAKER_02: It's Wednesday, October 14th.
0:25
SPEAKER_02: I am Jim Fitzpatrick.
0:26
SPEAKER_03: And I am Fritz Fitzpatrick.
0:27
SPEAKER_03: Thank you so much for joining us today.
0:30
SPEAKER_03: We really appreciate it.
0:31
SPEAKER_03: Coming up, we'll have Jessica Caldwell, Head of Insights at Edmonds, and she's live to break down Q3 financial trends.
0:38
SPEAKER_03: Then Andrea Anderson, also known as Andrea Sells Cadillac across social media, joins us to share how she's using social media to connect with customers and drive business.
0:48
SPEAKER_03: So great show coming up for you all today.
0:50
SPEAKER_03: I'm really excited about it.
0:51
SPEAKER_02: I'm excited about both speaking to both of those young ladies about uh about business in general, but uh but also about how to sell, you know, this young lady, Andrea, is doing amazing work on social media, and you know how passionate I am about this very topic.
1:04
SPEAKER_03: You're very excited to be able to do that.
1:05
SPEAKER_02: More salespeople need to use social media.
1:07
SPEAKER_02: I've been following uh Andrea, she does an incredible job, so I'm anxious to talk to her.
1:12
SPEAKER_03: And I'm anxious to talk to Jessica as well.
1:14
SPEAKER_03: No, we have been I know you're not.
1:15
SPEAKER_03: I'm not I mean I know you're not saying you're not, but we have been talking to for 14 years.
1:21
SPEAKER_03: And I do, I know.
1:22
SPEAKER_03: So it'll be so nice to talk about.
1:23
SPEAKER_02: I think it's safe to say that we built Edmunds to what it is today.
1:26
SPEAKER_02: All right, we'll take her on the CBT.
1:28
SPEAKER_02: I'm not so sure Edmunds would be Edmund.
1:30
SPEAKER_03: We'll ask Jessica what she thinks about that.
1:33
SPEAKER_02: That's right.
1:34
SPEAKER_03: I don't think she'll agree, but it's been really great having her on for all these years to help us break down these numbers, right?
1:40
SPEAKER_03: No, I mean no question.
1:41
SPEAKER_03: So we do have a few stories before we get into those great interviews, so we'll just get into it.
1:46
SPEAKER_03: Yeah, let's jump right in.
1:47
SPEAKER_03: Okay.
1:47
SPEAKER_03: U.S.
1:48
SPEAKER_03: EV sales picked up in the third quarter, but they're still well below last quarter.
1:52
SPEAKER_03: Kelly Blue Book estimates more than 262,000 EVs were sold, up 6.1 percent from the second quarter.
1:59
SPEAKER_03: EVs accounted for 6.4 percent of all new vehicles sold.
2:03
SPEAKER_03: Um, compared with a year ago, sales fell 39.5%.
2:07
SPEAKER_03: But we have to remember that last year's third quarter included the big buying rush before the federal EV tax credits.
2:13
SPEAKER_02: Good point.
2:13
SPEAKER_03: Um, expired.
2:15
SPEAKER_02: So And now this year all we have is four dollars and twenty-five cents a gallon for gas, which should, it would seem to me, would drive a lot of people into the EV market.
2:24
SPEAKER_03: I know.
2:24
SPEAKER_02: Which I guess it did.
2:25
SPEAKER_02: You know, it's picking up right.
2:28
SPEAKER_02: You and I are looking at an EV.
2:29
SPEAKER_03: Yeah, comparing it to last year is a little hard.
2:31
SPEAKER_02: We can just drive the golf cart and take that.
2:34
SPEAKER_03: Yeah, that's right.
2:35
SPEAKER_02: It's technically those are your first EVs right there.
2:38
SPEAKER_03: Won't go very fast, but I guess it'll get down the latest Kelly Blue Book report shows just how much buyers are paying for a new vehicle, speaking of what you just said.
2:48
SPEAKER_03: The average transaction price hit$50,562 in September.
2:52
SPEAKER_03: That's just fifty-two dollars below the record set last December and the fourth straight month increase.
2:57
SPEAKER_03: There's an important detail here for dealers.
2:59
SPEAKER_03: More buyers are choosing lower priced vehicles, which is helping hold down the overall average.
3:04
SPEAKER_02: Oh, come on, OEMs.
3:05
SPEAKER_02: We can get to 60,000.
3:06
SPEAKER_02: I know we can.
3:08
SPEAKER_02: We got from 35,000 to 50,000 in just maybe six short years.
3:13
SPEAKER_02: We can do this, right?
3:14
SPEAKER_02: Yeah, this is it's unbelievable.
3:15
SPEAKER_02: I don't know where this is headed.
3:17
SPEAKER_03: So, something else I wanted to talk about today is this week we announced our 40 under 40 honorees.
3:23
SPEAKER_03: So um, we're really excited about that.
3:25
SPEAKER_03: Officially announced this week.
3:26
SPEAKER_03: So head over to cbtnews.com and you can see all of the rising stars making their mark in retail automotive.
3:33
SPEAKER_03: And congratulations.
3:35
SPEAKER_03: This is our fourth annual 40 under 40, and there are really some great individuals doing big things and looking forward to following their journey.
3:44
SPEAKER_03: We'll be interviewing most of them here on CBT News, so be sure to check out all of those interviews as they as they happen.
3:51
SPEAKER_02: The class of 2026, I love it.
3:52
SPEAKER_02: And by the way, that is presented by our friends at Force Marketing.
3:56
SPEAKER_02: They've been our sponsor now on that project for a number of years.
3:59
SPEAKER_01: Yes.
3:59
SPEAKER_02: And uh we love Force Marketing, that's for sure.
4:01
SPEAKER_01: Yes, we do.
4:02
SPEAKER_02: So fantastic.
4:04
SPEAKER_02: Um, one other thing that I want to mention, um, are you done with those those headlines right there?
4:09
SPEAKER_02: A little sad news today, uh, and that is the passing of Paul Sansone Sr.
4:14
SPEAKER_02: Um, he's known in the in the industry as Mr.
4:17
SPEAKER_02: Sansone.
4:18
SPEAKER_02: Uh he died on Sunday.
4:19
SPEAKER_02: He was 90 years old.
4:20
SPEAKER_02: You see a nice picture of him right there.
4:23
SPEAKER_02: We had the pleasure, and uh that that picture that you're looking at right there is Paul Sanson Sr., Junior, and Paul Sanson the third, also known in the industry as PS3.
4:32
SPEAKER_02: Yes, and uh all car dealers, by the way.
4:34
SPEAKER_02: You're looking at three incredible uh individuals there that have run car dealerships and uh starting with Paul Sanson Sr.
4:42
SPEAKER_02: And then of course Junior's got his own group and uh does an incredible job, and then running helping to run that group is his son, uh PS3.
4:50
SPEAKER_02: So you can see some pictures there.
4:52
SPEAKER_02: And uh so yeah, it it it's uh it's he was quite a guy, he really was.
4:56
SPEAKER_02: He had dealerships in South Florida.
4:58
SPEAKER_02: There uh he is uh being interviewed by me just uh I guess a year or two ago.
5:03
SPEAKER_02: And uh, but boy, 90 years old.
5:05
SPEAKER_02: I know it made quite quite an impact.
5:07
SPEAKER_03: Yeah, quite a legacy, and that's such a great family.
5:10
SPEAKER_03: Yes, everyone in the Sanson family is just incredible.
5:14
SPEAKER_02: Our hearts and my our hearts and prayers, I should say, go out to the entire Sanson family who we've become friends with over the years.
5:20
SPEAKER_02: So it's a just an incredible family and uh a great great car family as well, but just as human beings, they're very, very nice people.
5:27
SPEAKER_02: They really are and do and really represent the industry very, very well.
5:31
SPEAKER_02: Well said.
5:32
SPEAKER_02: Yep.
5:33
SPEAKER_03: So new car payments have hit a record$787 a month, and more buyers are stretching their loans to seven years or longer.
5:43
SPEAKER_02: Right.
5:43
SPEAKER_02: So, what does it mean for affordability, which we talk so much about?
5:46
SPEAKER_02: Uh, or the president says affordability.
5:49
SPEAKER_02: Uh Jessica Caldwell, head of insights at Edmunds, joins us live to break down finance insights from the third quarter.
5:55
SPEAKER_02: Our old buddy here, Jessica Caldwell, or Jessica, thank you so much for joining us on the show.
6:00
SPEAKER_02: I say old, you're not that old.
6:01
SPEAKER_02: In fact, you it it looks like you started with us when you were 14, 14 years ago.
6:06
SPEAKER_05: So let's just yeah, 14, exactly.
6:10
SPEAKER_05: It was child labor.
6:11
SPEAKER_05: It was child labor.
6:13
SPEAKER_02: Well, you know those people at Edmunds, they do start you young, you know what I mean?
6:17
SPEAKER_03: Welcome to the start, Jessica.
6:18
SPEAKER_03: It's always great to have you.
6:19
SPEAKER_02: That's right.
6:20
SPEAKER_02: Yeah.
6:20
SPEAKER_02: So the average amount of finance for for a new vehicle has climbed nearly 45,000 to nearly$45,000 on the finance side.
6:28
SPEAKER_02: The average monthly payments now$787.
6:32
SPEAKER_02: Where's this going?
6:33
SPEAKER_02: What stands out to you most in these numbers, Jessica?
6:37
SPEAKER_05: Yeah, I mean, it was wild, honestly, looking at those Q3 numbers because I was looking at you know the massive spreadsheet as I do, and all of a sudden it was like record here, record here, record here, record here.
6:47
SPEAKER_05: And not obviously in the best way.
6:49
SPEAKER_05: I mean, just the highest payments.
6:51
SPEAKER_05: Um, what stands out too is how many people are paying over a thousand dollars a month for their monthly payment.
6:56
SPEAKER_05: That's a well over 20%.
6:58
SPEAKER_05: People, more people are signing up for 84-month loans.
7:01
SPEAKER_05: And I think that's just you know, obviously trouble down the road is how people afford cars, they extend their loan terms, but the reality is a lot of people don't want to keep their car for 84 months.
7:10
SPEAKER_05: And that's why we've had other conversation about negative equity.
7:14
SPEAKER_05: They turn them in too early, they're upside down, and all of a sudden they're getting themselves into this situation.
7:19
SPEAKER_05: So we know the financial landscape is tough out there.
7:21
SPEAKER_05: Like I said, the records are being broken.
7:23
SPEAKER_05: And the other thing that stand out to me is that one record that was not broken but should have been was down payment.
7:28
SPEAKER_05: That was actually down.
7:30
SPEAKER_05: So people are financing a lot more, but they're not putting more money down for their vehicles, which again, that's how we get to the high payments.
7:37
SPEAKER_05: Yeah.
7:38
SPEAKER_03: So as affordability continues to be a major issue among dealers and consumers, what do these numbers tell you about the state of vehicle of affordability?
7:48
SPEAKER_05: Well, I mean, it kind of just shows who's actually buying cars.
7:51
SPEAKER_05: I mean, you have people, sure, there's vehicles out there for$30,000 to$40,000.
7:55
SPEAKER_05: We call that like affordable nowadays.
7:57
SPEAKER_05: Uh, you know, try to get a car actually under$25,000, that's pretty tough.
8:01
SPEAKER_05: Um, and then there's the other set of vehicles that are much more expensive, which drag the average up.
8:06
SPEAKER_05: Um, the interesting thing though, that I have seen is that no matter what the price of a vehicle right now, the days to turn, meaning how long they sit on the dealership lot, is pretty consistent.
8:17
SPEAKER_05: I mean, it goes anywhere from like 53 to 62 days, depending on the price band, but that's not that's a very, very narrow band compared to, I mean, I've been doing this for hour, as you know, compared to what we've seen in the past.
8:27
SPEAKER_05: So the vehicles are selling at different prices at roughly around the same time.
8:32
SPEAKER_05: So I think that's interesting.
8:33
SPEAKER_05: Um, but I think you have a lot of demand on a lot of price points on the spectrum, people wanting cheaper vehicles, and then also people on the upper port of the K-shaped economy that are, you know, spending$60,000,$70,000,$80,000 quite easily on these new vehicles.
8:47
SPEAKER_02: Yeah, that's right.
8:48
SPEAKER_02: We we speak to a lot of uh luxury brands out there and dealers, and they're like, oh, we can't get enough Lexus to sell, we can't get enough Mercedes, we can't get enough BMWs, and and that's interesting because on the other side, uh, you're right.
9:01
SPEAKER_02: I mean, everyone wants that more affordable vehicle.
9:04
SPEAKER_02: Uh one in four car buyers now are financing their vehicles as we were talking about earlier for 84 months or longer.
9:10
SPEAKER_02: I don't know where this whole thing is headed.
9:13
SPEAKER_02: How concerned should we be about buyers stretching their loans this far?
9:17
SPEAKER_02: You touched on a little bit in terms of the negative equity and how much people uh are not putting down on their cars as they were, you know, in recent years.
9:26
SPEAKER_02: And I think earlier it was they they were getting money from the government, whether it was PPP or checks or what have you through COVID, and it seemed like everybody was cash rich and uh and they were putting a lot of money down on vehicles, but not so much anymore, right?
9:40
SPEAKER_05: Yeah, I mean, we were concerned back in 2020 when the automakers were offering that like 0% for 72 or 84 months, it was like, oh, 84 months.
9:46
SPEAKER_05: I mean, at 0%, it's like, wow, it seems like the deal of the second country at this point in time.
9:50
SPEAKER_05: I know how times have changed quite quickly, but now we're not looking at 0% for 84 months.
9:55
SPEAKER_05: If we're looking at, you know, 7, 6%, that's a fine, that's a pretty solid financial commitment.
10:01
SPEAKER_05: So yeah, I mean, will people be able to pay off their loans during the duration of that?
10:05
SPEAKER_05: Because when you actually calculate it out, the average interest that people are paying for a new vehicle loan is$10,000.
10:12
SPEAKER_05: So that's just the interest portion, nothing to do with your car.
10:15
SPEAKER_05: Are people really prepared to pay that?
10:17
SPEAKER_05: So I think that's where it gets a little bit hazy in terms of like what's going to happen.
10:22
SPEAKER_05: Because these are not necessarily low APR loans for 84 months.
10:26
SPEAKER_05: These are, you know, regular A APRs that are not necessarily promotional.
10:31
SPEAKER_03: Yeah.
10:31
SPEAKER_03: New and used car shoppers are committing to around$1,000 a month now.
10:36
SPEAKER_03: Are consumers becoming more comfortable with those payments, or are they just making financial trade-offs to get into the vehicles that they really want or need?
10:46
SPEAKER_05: Yeah, I mean, I think that it has to be financial trade-offs, right?
10:49
SPEAKER_05: I mean, I say to stat that people pay$1,000 a month, and most people are like, that sounds like how much I pay in rent or how much I did pay in rent at one point, maybe not now.
10:58
SPEAKER_05: Um, not a payment.
11:00
SPEAKER_05: Uh so it is something that it just it keeps going up and up.
11:05
SPEAKER_05: And I I don't know if it's just the cost of living increases, that people are just more comfortable making these higher payments.
11:11
SPEAKER_05: I do know that people are allocating more of their budgets to autos.
11:15
SPEAKER_05: Um, we do, you know, we we do see that, we do hear that from consumers.
11:18
SPEAKER_05: It's like, well, I need a car, so I'm gonna take from other parts of my life and contribute to that.
11:23
SPEAKER_05: Um but still, even at even at$1,000 a month, it's you're you know, you're you would think that you would be buying like a top-end luxury car, and it's it's it's really not anymore when you think of the financing as well as how much vehicles prices have risen.
11:35
SPEAKER_02: Sure.
11:36
SPEAKER_02: So as consumers move from the new car showroom to maybe the used car showroom or the used car lot in many cases, um, that they they have their own affordability challenges, do they not?
11:46
SPEAKER_02: I mean, because used cars right now, the dealers uh are paying dearly to get them, and uh and they have become a great, what we used to call a switch vehicle in the industry that takes somebody from a new car at$70,000 and move them into a$40,000, three-year-old uh same same model, uh, could be, you know, three, four years old and uh with a lot of the same technology in it.
12:08
SPEAKER_02: Um so talk to me about the used car market and the and the pressure that that's that they're feeling.
12:13
SPEAKER_05: I mean, yeah, that's exactly right.
12:14
SPEAKER_05: People see the new vehicle prices and think, ah, it's fine, I'll just go get a used car.
12:17
SPEAKER_05: In fact, we see that on our site.
12:18
SPEAKER_05: We see a lot of new vehicle shoppers, they start out as new and then they go to used, but they're not necessarily being satisfied in that market, as we know, either, because those prices have risen so much.
12:28
SPEAKER_05: I mean, when you think about, you know, obviously a used vehicle was a new vehicle not that long ago.
12:33
SPEAKER_05: And when we think about lower sales rates due to COVID, the microchip shortage, the inventory just isn't there, and that's why we're seeing a lot of these higher prices.
12:40
SPEAKER_05: And we're also seeing, we have also seen uh lower lease rates.
12:43
SPEAKER_05: Um leasing is less than 20% now.
12:45
SPEAKER_05: We probably remember a time where it was 30%.
12:47
SPEAKER_05: So we're getting those lease returns back into the market, which made great certified pre-owned vehicles and a good substitute for new.
12:54
SPEAKER_05: Um, so this is gonna be an ongoing problem where you know the consumer does think that used is an option, and it's probably not as an attractive as an option as it once was.
13:03
SPEAKER_05: And we also know that interest rates are higher too for used vehicles.
13:06
SPEAKER_05: So if you're paying, you know,$32,000 with a you know a 10% interest rate, that's that's that's hard to afford as well.
13:14
SPEAKER_02: Sure.
13:14
SPEAKER_02: We do see um uh leasing very popular in pockets around the country.
13:19
SPEAKER_02: Uh in the Northeast, many of the dealers that I took to talk to say, oh, we've got you know 75%, 80% lease penetration uh on the vehicles that we sell or that we lease in this case.
13:29
SPEAKER_02: Do is there any reason for that?
13:31
SPEAKER_02: That there's pockets that have higher leasing?
13:34
SPEAKER_05: Yeah, I mean, there's some places that just have higher propensity to lease, like people just don't want to keep their cars for a long period of time.
13:40
SPEAKER_05: There's some places for local tax laws too.
13:42
SPEAKER_05: Like I think in the Midwest, I think Illinois, Chicago, like that that's not a leasing area because it's the the tax laws are not favorable there.
13:48
SPEAKER_05: So I think you do hit these pockets.
13:50
SPEAKER_05: But if we look at nationwide, the lease rate is down significantly.
13:53
SPEAKER_05: It's about 19% around of retail at this point in time, and that's just not gonna leave us with a lot of uh you know, a lot of uh near new used vehicles in three years.
14:03
SPEAKER_05: Um, so but I you know, but the sales rate has gotten better.
14:06
SPEAKER_05: We expect to see 16 million this year.
14:08
SPEAKER_05: We saw 16 million last year, so it's not like we have these like depressed sales rates that we saw earlier this decade um with the microchips and COVID.
14:15
SPEAKER_05: So as we project out to the future, there will be more use.
14:19
SPEAKER_05: It's just not it, it's just the inventory situation is completely different than it was pre-COVID.
14:23
SPEAKER_05: I mean, pre-COVID, it was four million new new vehicles sitting on inventory nearly every month.
14:27
SPEAKER_05: Now it's uh 2.7, 2.8 million.
14:30
SPEAKER_05: It's just it the industry is different fundamentally.
14:32
SPEAKER_02: Yeah.
14:33
SPEAKER_02: And if you're a Toyota dealer, you have about six cars on the lot.
14:36
SPEAKER_05: Oh my god.
14:37
SPEAKER_05: Don't worry about any of those, really, if you're a Toyota dealer.
14:39
SPEAKER_02: That's right.
14:40
SPEAKER_02: That's right.
14:41
SPEAKER_03: So I know this might be hard to tell, but looking ahead, do you see anything on the horizon that could meaningfully improve vehicle affordability?
14:50
SPEAKER_05: I don't think that there's vehicles are going to get cheaper overnight.
14:54
SPEAKER_05: There's just, I mean, nothing is, right?
14:55
SPEAKER_05: Like there's nothing that's suddenly a lot uh cheaper in your life.
15:00
SPEAKER_05: Um, but I mean I do think that like maybe long-term horizon, the automakers feel a real threat from the Chinese automakers.
15:06
SPEAKER_05: They know that they can produce cheaper vehicles um that have decent quality, as we're hearing from everywhere else in the world.
15:13
SPEAKER_05: Um, will they start to make vehicles that seem like they can compete when the Chinese eventually do enter the market?
15:20
SPEAKER_05: I know it's a very controversial subject, but it feels like they will at some point, you know, are you ready to compete against what they will potentially be bringing?
15:27
SPEAKER_05: So maybe something like, you know, the Ford Fathom that we've seen that looks like a reasonably priced EV that you know has gained some popularity.
15:35
SPEAKER_05: So we may see some automakers making moves in, you know, in that direction, where it's not necessarily they're making suddenly subcompact cars that people don't want, but really thinking about the global competition in that landscape.
15:47
SPEAKER_02: Sure.
15:47
SPEAKER_02: Um, you've been around the industry a long time and you look at all these numbers and all these stats, and you've got your hand on the pulse of everything that's happening in in the automotive industry.
15:57
SPEAKER_02: What is your take on the Chinese vehicles?
16:00
SPEAKER_02: You you uh you're smiling because you knew I wasn't gonna lail her, get out with that.
16:03
SPEAKER_02: What is your take?
16:04
SPEAKER_02: Do you think in the next five years we'll see Chinese vehicles being sold here in the US?
16:09
SPEAKER_05: I mean, personally, I think it just depends on how the administration changes.
16:12
SPEAKER_05: We obviously have you know the election in a few years that can probably make a big difference.
16:18
SPEAKER_05: Whether that's good or bad, I'm not entirely sure.
16:20
SPEAKER_01: Yeah.
16:20
SPEAKER_05: Um, but it feels like it's one of those things that it's inevitable, like it's going to come.
16:24
SPEAKER_05: Um just the question is like when is it gonna come?
16:28
SPEAKER_05: And and I mean what we've seen them, you know, roll through Europe, Australia, everywhere else in the world, it's like it seems kind of naive to think that they're not going to be here.
16:37
SPEAKER_05: So if so, how are how are popular automakers going to compete against what they could potentially be offering, which is also an X factor too?
16:44
SPEAKER_05: We know that they're not gonna be able to sell$13,000 like BYD seagulls here.
16:48
SPEAKER_05: It's just not possible.
16:49
SPEAKER_05: But it seems like it could be a compelling package, whatever they uh do eventually bring.
16:54
SPEAKER_02: Yeah, yeah, agreed.
16:56
SPEAKER_03: Well, Jessica Caldwell, thank you so much for everything you've offered us today.
16:59
SPEAKER_03: We really appreciate it.
17:00
SPEAKER_03: We look forward to seeing you next time.
17:02
SPEAKER_05: Yeah, always good to see you guys.
17:03
SPEAKER_02: Thank you.
17:04
SPEAKER_02: Take care.
17:06
SPEAKER_02: She keeps getting younger every time we see her.
17:08
SPEAKER_03: I know she does.
17:08
SPEAKER_03: It's not fair.
17:09
SPEAKER_02: You know, 14 years.
17:12
SPEAKER_02: She looks amazing.
17:13
SPEAKER_02: She does.
17:13
SPEAKER_02: She's great.
17:14
SPEAKER_03: So, um, real quick before we get to our next interview, I do I would like to thank our sponsor, Auto AI's Radar.
17:21
SPEAKER_03: Could your dealership online ads be putting your business at risk?
17:25
SPEAKER_03: Radar by AutoAI scans your vehicle listings and Facebook and Instagram ads to flag potential pricing issues, missing disclosures, and advertising compliance risks.
17:34
SPEAKER_03: Get clear findings that help your team know what needs attention without a DMS integration.
17:39
SPEAKER_03: Don't wait for a customer complaint to find out that something was missed.
17:42
SPEAKER_03: Visit autoai.inclash radar for a free compliance scan.
17:48
SPEAKER_02: Are you asking me what I think of radar?
17:51
SPEAKER_03: I know what you think dealers do.
17:54
SPEAKER_03: If you're not using radar, what do you think about?
17:58
SPEAKER_02: No, I'm listening I'm okay if you use whatever.
18:00
SPEAKER_02: No, I don't.
18:01
SPEAKER_02: If you you gotta get something.
18:03
SPEAKER_02: And this is a program that we came across, uh, the technology that impressed us because dealers are under the gun for this FTC situation.
18:11
SPEAKER_02: And not all, as maybe our next guest is even gonna maybe I'm gonna ask her that question, by the way, which I'm really looking forward to this next guest because as you know, I'm a huge fan of what she does.
18:20
SPEAKER_02: And I'm always showing you her videos.
18:22
SPEAKER_02: I'm like, look, look, she's doing a great job.
18:24
SPEAKER_02: I know, she really is.
18:25
SPEAKER_02: And she's a female in the carbon.
18:31
SPEAKER_03: Here we go, here we go.
18:32
SPEAKER_03: So for those of you that know don't know Jim, he's sarcastic 95% of the time.
18:37
SPEAKER_02: No, no, what I'm saying is listen, I she and she she I'm gonna ask her about this too, because it typically is a guy business and she sells Cadillacs, no less, which for so long has been, you know, uh you you think about a Cadillac salesman, you think about a uh a guy 70 years old, right?
18:53
SPEAKER_02: I know.
18:54
SPEAKER_02: Come on over and take a look at this beauty.
18:55
SPEAKER_02: I love it.
18:56
SPEAKER_02: Look at this Fleetwood.
18:57
SPEAKER_02: Just kidding.
18:58
SPEAKER_02: Just kidding, Cadillac people.
18:59
SPEAKER_02: It's come a long way.
19:00
SPEAKER_02: The product has come a long way, and so have the salespeople.
19:03
SPEAKER_02: And this young lady is showing all of us in the industry that uh step aside, it's not it's not about the fresh up, and it's not about the people calling on the phone.
19:12
SPEAKER_02: It's about social media, folks.
19:14
SPEAKER_06: That's right.
19:14
SPEAKER_02: So ru run this clip real quick before we jump in.
19:19
SPEAKER_06: Yeah, sure.
19:19
SPEAKER_06: What is it?
19:20
SPEAKER_06: Yeah, so dealership sticker, I don't do that.
19:23
SPEAKER_04: Oh, actually, I have some great news.
19:25
SPEAKER_04: It's not even a sticker.
19:26
SPEAKER_04: It's called a dealership decal.
19:28
SPEAKER_04: Now, the difference between a sticker and a decal is that with the decal, it's actually I don't have time for this.
19:33
SPEAKER_06: It needs to be taken off.
19:34
SPEAKER_06: I don't promote other companies.
19:35
SPEAKER_06: I've got my own companies, and yeah, we need to get that taken.
19:39
SPEAKER_04: So that's H for highly educated buyers.
19:41
SPEAKER_04: Anyway, um, we don't take those off here, though.
19:44
SPEAKER_07: If you want to sell a car today, I need that taken off, and then uh I can have my own license plate for him.
19:49
SPEAKER_07: I don't need that one.
19:50
SPEAKER_04: Okay, well, I mean, you haven't even driven the car.
19:52
SPEAKER_04: How do you know that you like it?
19:53
SPEAKER_04: Why are we needing to?
19:54
SPEAKER_07: I don't have time for joy rides today.
19:56
SPEAKER_07: This is what I want, this is the color I want, this is the interior I want.
20:00
SPEAKER_07: So if you want to make a deal today, we can make it quick.
20:02
SPEAKER_07: Take that off, take that off, and then you know, we can wrap it up.
20:05
SPEAKER_07: I'll have my assistant.
20:07
SPEAKER_02: There you go, Andrea.
20:08
SPEAKER_02: I love it.
20:09
SPEAKER_02: I love it.
20:10
SPEAKER_02: She is using content to connect with car buyers in a whole new way.
20:14
SPEAKER_02: Andrea joins us now live from Andrew's Cadillac.
20:18
SPEAKER_02: Sounds like she bought the place in uh Brentonwood, Tennessee, which is a very nice part of town, a nice part of the country.
20:23
SPEAKER_02: So, Andrea, welcome in.
20:24
SPEAKER_02: This is a treat for us because I'm a huge fan.
20:26
SPEAKER_02: So thank you for joining us.
20:28
SPEAKER_07: Thank you so much.
20:29
SPEAKER_07: I appreciate you guys.
20:30
SPEAKER_02: Yeah, I love that little.
20:31
SPEAKER_02: Do you ever get customers like that, by the way, where where they come in and they go, look, just cut right to the chase.
20:35
SPEAKER_02: I already know what I want.
20:36
SPEAKER_02: I want to, especially with Cadillac buyers, maybe they're that way, right?
20:40
SPEAKER_07: They they are.
20:40
SPEAKER_07: I definitely attract those type of clients, uh, which is amazing.
20:44
SPEAKER_07: And I um love the people that, you know, we we don't need to take all day talking about the weather, like, let's get to business.
20:51
SPEAKER_07: This is what I want.
20:52
SPEAKER_07: I'll send you the wire.
20:53
SPEAKER_07: Um, I had a guy walk in yesterday and two hours later I was taking his car to his house.
20:57
SPEAKER_02: That's awesome.
20:58
SPEAKER_02: That's awesome.
20:58
SPEAKER_02: That's great.
20:59
SPEAKER_02: And uh so let's jump right in here.
21:01
SPEAKER_02: How did you get started in creating content and connecting that with what you're doing there at the dealership?
21:08
SPEAKER_07: Yeah, so I've been here nine years and always been a top producer.
21:11
SPEAKER_07: After I had my son, I came back to work and was crushing it.
21:16
SPEAKER_07: I was top 100 for a few years and could tell that I could do more.
21:20
SPEAKER_07: And I felt like, oh, I I know that I'm great at what I do and I just needed more people to know about it.
21:25
SPEAKER_07: And so social media just seemed like, I mean, why not put myself out there?
21:30
SPEAKER_02: That that is fantastic.
21:31
SPEAKER_02: That's fantastic.
21:32
SPEAKER_02: And uh well, go ahead.
21:33
SPEAKER_03: No, I was just gonna say so.
21:34
SPEAKER_03: Talk to us about that.
21:35
SPEAKER_03: Now I'm sure people are recognizing you probably in your, you know, around town and things like that, but also coming in and saying um whether they saw you on social media or coming in because they saw you on social media.
21:46
SPEAKER_03: Talk to us about that.
21:48
SPEAKER_07: Yeah, I mean, absolutely.
21:49
SPEAKER_07: I have phone calls every day.
21:50
SPEAKER_07: Hey, I saw your video on TikTok, or I I walked in and and knew where that your office was right there because I see it on the videos.
21:58
SPEAKER_07: And so yeah, every every day.
22:00
SPEAKER_07: I get a phone call, message, text, something, or a person that was referred to me because you know so-and-so saw my video.
22:08
SPEAKER_07: So it's been amazing.
22:09
SPEAKER_02: Nice.
22:10
SPEAKER_02: And some of them have have gained and garnered like a million views, right?
22:14
SPEAKER_02: I mean, is it does that right away equate into car sales, or is that just kind of like a nice to have?
22:22
SPEAKER_07: You know, it's something that I've always been a part of the long-term game.
22:26
SPEAKER_07: And I started getting traction about three to six months into posting.
22:30
SPEAKER_07: And the deals definitely were coming, but I really noticed it about a year into where you know people see me showing up every day and it's consistent and it's definitely turned into sales.
22:42
SPEAKER_07: So for me, it was never like, oh, this week I did it, you know, I didn't get any sales, poor me.
22:47
SPEAKER_07: You know, it it's always been a long-term game for me.
22:49
SPEAKER_02: Now, in some of the videos, your your uh position is is away from the camera, like in the one that we're watching right now.
22:56
SPEAKER_02: Who's your camera person?
22:58
SPEAKER_07: One of my coworkers, he's amazing.
23:00
SPEAKER_07: He's also a salesperson here, and uh he is very creative, so we just kind of play off of each other.
23:07
SPEAKER_07: Yeah, and this just kind of has morphed into a fun thing we do at work.
23:11
SPEAKER_07: And my other coworker, David, who's my dad sometimes in the videos, you know, it's been it's kind of a fun thing that we have a little group text and like, oh, let's try this video, or you know, but it's really just been a fun thing, and it's helped them also be like no to you know, customers walking in recognizing them.
23:31
SPEAKER_07: So I think that just the more exposure we have for the dealership, the better for everyone.
23:35
SPEAKER_07: So it's been great.
23:36
SPEAKER_02: Absolutely.
23:37
SPEAKER_02: Now, a couple of videos that you've done, you've actually put put it out there that uh female customers are treated a lot different than than male customers, right?
23:46
SPEAKER_02: And you've addressed that in some of your videos, which I think is funny as hell, because it's the truth.
23:50
SPEAKER_02: It's like, oh, did you need your husband?
23:52
SPEAKER_02: Do you need your father?
23:52
SPEAKER_02: Are you gonna be able to do you need a co-signer?
23:54
SPEAKER_02: Do you have the money?
23:55
SPEAKER_02: And you address that.
23:56
SPEAKER_02: Talk to me about that.
23:57
SPEAKER_02: Is that do you do you see your fellow salespeople?
24:00
SPEAKER_02: Maybe not at that dealership, but you know it happens in the industry, right?
24:03
SPEAKER_02: That pre-qualifying.
24:04
SPEAKER_07: Oh, absolutely.
24:05
SPEAKER_07: I've sold cars since 2012, and everything was very different then.
24:10
SPEAKER_07: It was like, oh wow, why do you sell cars?
24:12
SPEAKER_07: Like, you know, it was kind of that weird thing.
24:14
SPEAKER_07: And so I've always seen just the way that I was treated as a salesperson and just me buying at like big purchases as a female.
24:23
SPEAKER_07: So I'm big about calling the elephant out first before someone else.
24:28
SPEAKER_07: And I think that these are conversations that need to be had, and all of us can relate as women, like, oh yep, that's happened to me.
24:35
SPEAKER_07: And so I'm just the one talking about it.
24:37
SPEAKER_02: What attracted you to the auto industry?
24:40
SPEAKER_07: I had done um, so I did school for nutrition.
24:44
SPEAKER_07: I was a registered dietitian and personal trainer and got my dream job at 24 and didn't work out.
24:49
SPEAKER_07: And I was like, this is not what I want to do.
24:51
SPEAKER_07: And so I got into high-end like health club sales, and it all came down to a bet with my dad and I.
24:56
SPEAKER_07: And he he's not in the car business.
24:58
SPEAKER_07: My dad's, of course, veterinarian, but uh, he said, if you want to prove it to me, you could sell cars or sell something, go sell cars.
25:04
SPEAKER_07: And that was the only job where I was in New Mexico.
25:06
SPEAKER_07: And so I got hired on the spot and started kicking everyone's butt.
25:10
SPEAKER_07: They, you know, my first month, and that competitive nature in me was like, this is exactly what I want to do.
25:18
SPEAKER_02: Yeah.
25:18
SPEAKER_02: How did you end up in Tennessee from New Mexico?
25:21
SPEAKER_07: I grew up in Kentucky, went to school to University, Kentucky, and then moved out west.
25:25
SPEAKER_07: And so at one point, you know, we wanted to be a little bit closer to my family and uh and before I had my son and everything.
25:31
SPEAKER_02: So Nashville was just a great place.
25:33
SPEAKER_02: Sure.
25:34
SPEAKER_02: It is a great place.
25:35
SPEAKER_02: Yeah, no questions.
25:35
SPEAKER_02: Beautiful, incredible.
25:36
SPEAKER_03: So you seem very comfortable on camera, but a lot of people aren't.
25:40
SPEAKER_03: What advice would you give to a salesperson who wants to really start posting but feels uncomfortable being on camera and putting themselves out there?
25:47
SPEAKER_07: It takes time.
25:48
SPEAKER_07: So a year ago when I started, I was definitely not comfortable and was very awkward even just talking in front of a few of my colleagues.
25:56
SPEAKER_07: So it takes reps, just like anything else.
25:58
SPEAKER_07: It's okay to be nervous, it's okay to feel scared, but still do it.
26:03
SPEAKER_07: And I think that what people want to see is real.
26:07
SPEAKER_07: I think that for a while, like those promo videos of of companies really resonate with people, but people are over that.
26:14
SPEAKER_07: They want real people.
26:15
SPEAKER_07: And with AI and so many editors of this and that, I think a little bit of messing up or an um or a pause is is nice.
26:24
SPEAKER_07: It's like it makes you feel more human.
26:26
SPEAKER_02: Sure, sure.
26:27
SPEAKER_02: Um, you posted um uh a video recently, it's the only reason I'm going there, uh, about your own struggles with health and some of the challenges that you had.
26:36
SPEAKER_02: Um, can you talk to us about that?
26:38
SPEAKER_07: Yeah, for sure.
26:39
SPEAKER_07: I've always been a driven person, uh, but when I was pregnant with my son, I was diagnosed with bladder cancer, totally unexpected.
26:45
SPEAKER_07: I was 32 at the time, and I've had a lot of you know rough times with the chemo and just feeling like you can't really do much.
26:53
SPEAKER_07: And so it's only inspired me to go for it even more because you never know when you're gonna get a diagnosis or something's gonna happen.
27:02
SPEAKER_07: And taking that chance and just going for it is so important, but also your perception.
27:08
SPEAKER_07: You know, there's always gonna be hard days, but you can always think of you know other people's situations and maybe they're going through a hard time and you can have more compassion for them.
27:17
SPEAKER_07: But for me, it's just made me think like, why not?
27:21
SPEAKER_07: And yeah, and just going for it.
27:23
SPEAKER_03: Yeah, I know it probably wasn't the easiest thing to share, but I'm sure you've helped so many people.
27:27
SPEAKER_03: So very inspiring at that point.
27:29
SPEAKER_03: Yeah, yeah.
27:29
SPEAKER_07: I get messages from a lot of people.
27:31
SPEAKER_07: I think um, my age group, I'm 41, but just sharing my experience with cancer and living the life that I live and putting myself out there is inspired other people.
27:42
SPEAKER_07: Like even if you have that scary diagnosis, you know, it doesn't have to be that black cloud around your life.
27:46
SPEAKER_07: You can still do things.
27:49
SPEAKER_07: And um, it's yeah, it's been rewarding, I think, just to be able to share because whenever I was going through it, nobody was talking about it, and I just felt like this weird shame of how this happened to me, and um yeah, it was kind of weird.
28:04
SPEAKER_02: Sure, it's tough, it's tough, but uh it looks like you're doing great and making it through the best way you know how.
28:10
SPEAKER_02: Yeah, that's great.
28:11
SPEAKER_03: And thanks for sharing that.
28:12
SPEAKER_03: We appreciate that.
28:13
SPEAKER_03: Of course.
28:13
SPEAKER_03: Yeah.
28:14
SPEAKER_03: So finally, getting back to social media, where do you see dealership social media going next?
28:18
SPEAKER_03: What should salespeople and dealership leaders be doing now to really stay ahead of the curve?
28:23
SPEAKER_07: Sorry for the two-part question there, but um Yeah, I I think that it's necessary and you don't have to have a huge following and you don't have to have these massive use, just having a profile online and showing the initiative that, hey, you take your you know position seriously and you take pride in what you do.
28:41
SPEAKER_07: And so I think if a salesperson is look, or I'm sorry, if a customer is looking for a specific car and they see a salesperson that has a social media account, they look professional or at least they look relatable and they have like their address and their contact information.
28:55
SPEAKER_07: It's like, oh wow, this person actually cares about their what they're doing.
28:59
SPEAKER_07: So it's just it's giving you that one up already.
29:02
SPEAKER_07: And if someone can watch you speak in your eyes and see your facial expressions before they walk in the door, they're just gonna feel so much more comfortable.
29:11
SPEAKER_07: It just takes that like wall of um you know awkwardness right away because they get to see you interact and talk.
29:18
SPEAKER_07: So I think that's it's a no-brainer for any business or salesperson.
29:22
SPEAKER_02: Yeah, you're really developing that trust even before they meet you.
29:25
SPEAKER_03: So that's couldn't agree more huge in the car business.
29:28
SPEAKER_02: Because as you know, every consumer comes in with that wall built up, right?
29:30
SPEAKER_02: They already think that, all right, the this car salesman is gonna be, you know, a uh plaid-wearing jacket wearing cigar smoking, you know, thief that's gonna take my money.
29:40
SPEAKER_02: And uh and and then they see you or they see other salespeople, they go, wow, this person's a really nice person, nice guy, nice girl, whatever.
29:48
SPEAKER_02: And uh I'm I feel comfortable going in and asking for that individual and working with them on the purchase of a vehicle, right?
29:54
SPEAKER_02: And uh so yeah, I I completely agree about uh social media and the role that it plays in the success of of auto sales for salespeople for sure, without a doubt.
30:03
SPEAKER_02: It's uh it's it's it's just a it's the new media out there, and uh and for salespeople that are watching us right now, if you don't get started today, I don't want to talk to you.
30:13
SPEAKER_02: So like you said, Andrew, it's a no-brainer.
30:18
SPEAKER_02: It is, right?
30:18
SPEAKER_07: It it really is, and the people that are trying to think of the excuses of like, oh, I'm not comfortable on camera or whatever, it just think of it as you're talking to a customer in the showroom.
30:28
SPEAKER_07: And if when people say I don't know what to post, it's think of the questions you get asked every day.
30:34
SPEAKER_07: Okay.
30:34
SPEAKER_07: Now write those down and make a video about each one of those.
30:37
SPEAKER_07: Like it doesn't have to be complicated.
30:39
SPEAKER_07: And I really think of content is you're not creating this like picture of this now.
30:44
SPEAKER_07: You're just like documenting your day, or you're documenting your product, and being able to show that side of you, but also the product, is going to help.
30:53
SPEAKER_07: I mean, it's gonna help everything.
30:55
SPEAKER_07: So I just don't see a downside.
30:57
SPEAKER_02: Hey, what I'm gonna keep you here all day.
30:59
SPEAKER_02: But one other question I've got to do.
31:00
SPEAKER_03: Well, we've also got one from a viewer too as well.
31:02
SPEAKER_02: Oh, we do.
31:03
SPEAKER_02: We have a question.
31:03
SPEAKER_02: Okay, forget that what I'm gonna do.
31:06
SPEAKER_02: No, so talk to us about the fact that you're selling cars like all over the country because of this.
31:11
SPEAKER_02: This isn't just in Brentwood, right?
31:13
SPEAKER_07: Right.
31:13
SPEAKER_07: Yeah, no, I I have clients from Arizona, he's he's bought a few from me, Florida, ton of deals, Texas, uh, Wyoming, Montana.
31:22
SPEAKER_07: Yeah, it's all over.
31:24
SPEAKER_07: So it's been it's been great.
31:26
SPEAKER_07: And you know, it's really been able to where I'm not depending on the door, you know, someone walking in the door, uh, you know, I'm getting phone calls, DMs, everything.
31:36
SPEAKER_07: So, you know, for me, I know that I I've always like a 20 plus car month person at a single point Cadillac dealership.
31:43
SPEAKER_07: I'm sure I could sell more, but for me right now in the season of my life, I I leave at five every day.
31:48
SPEAKER_07: I go to my son's school, pick him up.
31:51
SPEAKER_07: I I don't work Saturdays unless I have a client that that's the only day they can fly in or whatever it is.
31:56
SPEAKER_07: So, you know, I I know there's gonna be a day where I can really explode, but for me as a mom, it's important to be a part of those things.
32:04
SPEAKER_02: So that's fantastic.
32:05
SPEAKER_02: And as you know, uh referrals you make a lot for for the consumers listening, don't listen to us.
32:11
SPEAKER_02: But the referrals in this business you make a lot more money on than a fresh up that walks in the door that wants to beach up on price and inventory or whatever.
32:18
SPEAKER_02: So this really is like having a referral program out there because if they're calling and they're asking for you, that's the same as a referral, right?
32:25
SPEAKER_02: Yeah.
32:33
SPEAKER_07: So I need to ask for this.
32:34
SPEAKER_07: I'm like, well, you're not allowed to use my advice against me.
32:38
SPEAKER_02: That's good.
32:39
SPEAKER_02: That's very good.
32:40
SPEAKER_03: I'm sure they do.
32:41
SPEAKER_02: That's right.
32:41
SPEAKER_02: So we I think we have a question for you from one of our viewers.
32:44
SPEAKER_03: Yes.
32:46
SPEAKER_02: What do you think the most valuable platform is for dealership content?
32:50
SPEAKER_02: Great question.
32:51
SPEAKER_02: Good question.
32:52
SPEAKER_07: Yeah, great question.
32:53
SPEAKER_07: So you really should be posting on all platforms TikTok, Instagram, Facebook, YouTube, LinkedIn.
33:00
SPEAKER_07: And I get a lot of deals from all of them, actually.
33:04
SPEAKER_01: Okay.
33:05
SPEAKER_07: It's it can be weird at first because you know, one certain video does really well on TikTok or YouTube, or maybe the comments are really bad on YouTube, and it can be a little hard at first.
33:16
SPEAKER_07: But I I would say I equally get a lot of deals from Instagram, Facebook, and TikTok.
33:23
SPEAKER_07: But I don't pick just one.
33:25
SPEAKER_07: You need to post them everywhere.
33:26
SPEAKER_07: So it doesn't matter.
33:28
SPEAKER_07: You've got to have them everywhere because again, just the more videos out there, people are gonna trust you more.
33:33
SPEAKER_07: They're gonna see more of your, you know, sharing it different ways.
33:36
SPEAKER_07: And I think certain age groups are on certain platforms and really actually Cadillac has every age range, whereas before it used to be definitely the older generation.
33:47
SPEAKER_07: Um, but I don't pick just one, go for all of them.
33:50
SPEAKER_02: Yeah.
33:51
SPEAKER_02: What how much time in a day would you say you allocate to social media?
33:55
SPEAKER_07: I've gotten a lot better, uh quicker.
33:58
SPEAKER_07: So for me, uh I would say an hour, maybe two hours, but again, it's I fit it in between things.
34:06
SPEAKER_07: So uh I know some people go in certain days and film a bunch of videos, and I have days where I'll film extra videos, but I like it to be more authentic to like what's going on.
34:16
SPEAKER_01: Right.
34:17
SPEAKER_07: And that definitely puts pressure on me, but I I like pressure, so it's just kind of like a fun thing that I do for myself.
34:23
SPEAKER_07: It's kind of psycho, but uh it's great.
34:25
SPEAKER_02: A fun thing that also happens to make you a lot of money.
34:27
SPEAKER_02: That's right.
34:28
SPEAKER_02: So that is awesome.
34:29
SPEAKER_02: Yeah, wow, that's fantastic.
34:31
SPEAKER_03: That's great.
34:32
SPEAKER_03: Andrea sells Cadillac.
34:34
SPEAKER_03: Thank you so much for joining us today.
34:35
SPEAKER_03: This has been great.
34:36
SPEAKER_03: Yeah, we look forward to having you on again soon.
34:38
SPEAKER_02: Absolutely.
34:39
SPEAKER_02: And best of luck to you with your health.
34:40
SPEAKER_02: Yeah.
34:41
SPEAKER_02: So uh yeah, we'll love to do a follow-up with you.
34:43
SPEAKER_03: Perfect.
34:44
SPEAKER_03: Thank you.
34:44
SPEAKER_02: All right, thanks so much.
34:46
SPEAKER_02: She's awesome.
34:47
SPEAKER_03: Yeah, she is.
34:48
SPEAKER_03: She is.
34:49
SPEAKER_03: Yeah, yep.
34:50
SPEAKER_02: She's she's selling Cadillacs and she's and and everybody that I talk to use social media.
34:55
SPEAKER_02: This girl is like the the the the uh what's the word I'm looking for?
34:59
SPEAKER_02: Like the gold standard.
35:00
SPEAKER_02: Yeah, right, right.
35:01
SPEAKER_03: And leaving at five, still picking up her kids, not working on Saturdays unless she has an appointment.
35:05
SPEAKER_03: I think those are all really valuable points to make in this industry because you know people still think that can't be done, but it can.
35:13
SPEAKER_02: And dealing with bad news on her health that she is making it through.
35:16
SPEAKER_03: It sounds like she's got a positive attitude and and pushes.
35:19
SPEAKER_02: Exactly.
35:19
SPEAKER_02: So, what's your excuse, folks?
35:21
SPEAKER_02: What I mean, what what what are you what are you waiting on?
35:23
SPEAKER_02: I mean, here's a young lady doing it.
35:24
SPEAKER_02: I don't want to hear it.
35:25
SPEAKER_02: Get out there.
35:26
SPEAKER_02: You too could be selling cars like Andrea.
35:29
SPEAKER_03: Well, she talked about um basically doing it scared to do it anyway.
35:32
SPEAKER_03: You're gonna it's gonna be difficult at first, and she wasn't.
35:35
SPEAKER_03: I mean, she's great on camera, and she basically said that she wasn't always, and she started, you know, yeah and just kept doing it.
35:42
SPEAKER_03: Just one of those awesome stories, just do it.
35:45
SPEAKER_03: Do it.
35:45
SPEAKER_02: We're gonna keep following anyway.
35:46
SPEAKER_02: I'm gonna follow her until she gets to like a three million view video.
35:50
SPEAKER_03: She's got a lot.
35:51
SPEAKER_03: She's got a lot.
35:54
SPEAKER_03: All right, everyone.
35:55
SPEAKER_03: Well, that is it for our show.
35:56
SPEAKER_03: Be sure to head over to cbtnews.com for more great conversations like we had today.
36:01
SPEAKER_03: And while you're there, be sure to sign up for our newsletter to get these great stories delivered straight to your inbox every day.
36:08
SPEAKER_03: That's right.
36:08
SPEAKER_03: Twice a day.
36:09
SPEAKER_03: So there's so much content on CBT News that we don't even get close to covering here on the live show every day.
36:14
SPEAKER_03: So um, all the things to help you run your dealerships better.
36:18
SPEAKER_02: And don't forget about the used car week coming up.
36:20
SPEAKER_02: That's right, it's gonna be here for the next one.
36:22
SPEAKER_02: Oh my gosh, San Diego.
36:23
SPEAKER_02: You wanna be there, be there, be square.
36:25
SPEAKER_02: We will be there.
36:26
SPEAKER_02: Bridget and I will be there uh interviewing uh all the people that are going.
36:30
SPEAKER_02: Well, not all of them, but a lot of them.
36:32
SPEAKER_02: And I will also I'll be mod moderating a panel there along with some of the others from uh Cherokee Media Group, first class operation.
36:40
SPEAKER_02: Get your ticket now.
36:41
SPEAKER_03: November 16th to the 19th in San Diego.
36:43
SPEAKER_02: Yes, absolutely.
36:44
SPEAKER_02: Thanks so much for tuning in.
36:45
SPEAKER_02: Really appreciate it, and uh right back here tomorrow, as Bridget said.
36:48
SPEAKER_03: I'll see you guys.
36:49
SPEAKER_00: CBT La La Daw CBT la CBT La La La La La La.
37:01
SPEAKER_00: CBT Live from Page Live, breaking news with the constitution line.
37:05
SPEAKER_00: Interviews in the glass wall boom, price tags up in the laptop floor, leaders pop with the margins breeze, supply chain choking the bias freeze, new car laugh, juice car play, every number swings on the Thursday night.