“Perseverance is not a long race; it is many short races one after the other”
- Walter Elliot
Over the past 10 days or so we've felt the "buzz", the "hum", the excitement and energy from doing the right things in the right way. In the last 8 working days (one of which was our Thanksgiving at the store) we've set 100 appointments. That's phenomenal! We've gone from 4 appointments set a day as a department for the first 2 weeks of the month to almost 4 appointments PER COORDINATOR a day since the 13th. WOW!!!! Keep doing the things that you're doing and you'll never have a bad month again! I've heard some people getting discouraged because "we've set all these appointments but we haven't sold any more cars".
First off, that's entirely incorrect. Our business is all about stuffing the pipeline on our end (appointments) so that sales come out on the other end. More often than not the appointment you set today won't show for 2-3 days. Then it will be another 24-72 hours before the deal is actually made on the sales floor. Don't believe me? We sold 4 cars in a 48 hour window (the last two days of our 8 days, "coincidentally"). When you're doing the things that you're doing the way that you're doing them right now you'll be untouchable, your paycheck will grow, and you'll love coming in to work everyday. Now is the time where you'll see the fruits of your labors. Put your head down and charge, keep pounding the phones and give every customer your absolute best like I already know that you are. Let me close with a couple statistics that back this up:
October Contacts: 650
October Appointments set: 130
October Contact-to-Appointment Set: 20%
Industry Average (range) Contact-to-Appointment Set: 25-33%
November Contacts (MTD): 468
November Appointments set (MTD): 143
November Contact-to-Appointment Set (MTD): 30.6% <-- This was at 19% on the 12th!!!
The bottom line is this: We've had a higher output with a lower input in 3/4 or November than we had the entire month of October. We've got 7 more days where we're trending to set AT LEAST another 100 appointments before the month closes! If that doesn't excite you and invigorate you then you're in the wrong business. You guys did this! This is the strongest team we've ever run in our BDC and we're laser-focused on the task ahead of us.
Great Job everybody!
P.S. Our performance here has not gone unnoticed by Van either. I wouldn't be surprised if he stops you while you're walking the halls to thank and congratulate you.
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