Video summary
The video introduces a high-stakes sales scenario where the presenter acts as a customer trading in a 2021 Toyota RAV4 with 79,000 miles for a newer 2025 Toyota Corolla. The core conflict arises when the salesperson initially asks the customer to maintain their current monthly payment of $300, only to present a new vehicle that requires a $600 payment due to its lower mileage and better condition. This doubling of the bank payment typically causes customers to panic or refuse the deal. However, the presenter demonstrates a specific closing technique called "money justification," which involves walking the customer through a detailed financial breakdown on a whiteboard while they are seated. By writing down the numbers in real-time, the salesperson forces the customer to confront the hidden costs of their current vehicle, effectively proving that the new car does not actually increase their total monthly budget when all factors are considered.
The argument hinges on shifting the customer's perspective from just the bank payment to the total cost of ownership, which includes gas and maintenance. The presenter calculates that the old RAV4 costs $700 a month in payments and gas alone, but ignores the fact that it is out of warranty and nearing 80,000 miles, where maintenance costs could skyrocket to over $1,200 a year. In contrast, the new Corolla offers superior fuel economy, reducing gas costs by half, and comes with a comprehensive seven-year powertrain warranty that eliminates unexpected repair bills. The salesperson meticulously adds up these figures on the board to show that while the bank payment doubles, the savings in gas and the elimination of maintenance fees result in a total monthly outflow that is only slightly higher than the current situation, often justifying the price difference through long-term value rather than immediate cash flow.
To overcome objections regarding leases or hesitation about the higher sticker price, the presenter employs psychological tactics such as creating urgency by warning the customer that their old car's value will plummet once it hits 80,000 miles. He also addresses the fear of leases by reframing the financial reality rather than simply arguing against the customer's preference. The ultimate goal is to close the deal for "all the money," meaning the salesperson refuses to negotiate down on the price or accept a lower payment that would leave money on the table. Instead, they use the written evidence of the cost analysis to guide the customer to a logical conclusion where buying the new car is the only financially sound decision, ensuring the dealership captures the full profit margin without needing to discount the vehicle.
The video concludes by distinguishing between different types of salespeople, labeling those who simply take orders or negotiate down as inferior to a "master closer" who justifies every penny. The presenter emphasizes that true closing power comes from being compliant with the customer's desire for stability while simultaneously revealing the hidden costs they are currently ignoring. By writing everything down and letting the math speak for itself, the salesperson removes the need for complex explanations or magic tricks, allowing the customer to see the truth of their financial situation clearly. The final message is one of empowerment, suggesting that anyone can learn this method of money justification to become a top-tier closer who secures maximum value for every deal they handle.
Read the full video transcript
Let's grab you. Let's go. Okay. So, I'm
going to give him this because he's a
closer. This is the pencil. He's asked
me where do I want to stay on payment,
and I said I want to stay the same. The
desk hits me with a $600 a month
payment. Are you ready? Go. Present the
pencil.
>> All right, Andy. So, uh, we're trading a
2021 Toyota Rav 4 with 79,000 mi.
>> Did you guys see the money? Yes or no?
I'm going to close you. Come here. Give
me a piece of it. Switch sides of me.
Let's grab you. Let's go.
Okay. I don't want you to look at this.
I want you to go behind the whiteboard
cuz I don't want him to see me write on
this. When I bring him around, I'm going
to hit him with this pencil and then
he's going to have to close me on it and
walk through his brain how he's going to
close me. But you guys are going to
watch me write it. As I'm writing it, I
want you to think if your manager gave
you this pencil right now, what would
you say? What would you do? Let's roll.
You ready? raise everybody.
>> No, you you you'll close this. Okay. So,
I'm going to give him this because he's
a closer. This is the pencil. I'm the
customer. I'm trading in a 2021 Toyota
RAV 4 with 79,000 mi. I'm paying $300 a
month. I'm looking at a 2025 Toyota
Corolla pre-owned on the lot with 10,000
mi. He's asked me where do I want to
stay on payment, and I said I want to
stay the same. The desk hits me with a
$600 a month payment. Sounds about
right. Right.
>> That's double the payment. Are you
ready? Go. present the pencil.
>> All right, Andy. So, uh, we're trading
the 2021 Toyota RAV 4 with 79,000 mi.
You told me earlier you were paying $300
a month, and you want to keep your
payment the same. Wouldn't that you
said?
>> Yep.
>> Okay, cool. So, now that we've driven
the 2025 Toyota Corolla across with
10,000 mi, and you said you want to keep
your payment the same, you know, this is
the payment where you're at today is
going to be $600 a month. All right.
Now, I know it's double what you said. I
get that. Okay. But here's what you're
getting that's going to pay for that
$600 a month. Now, this Corolla here is
a Toyota certified Corolla that's got a
7-year 100,000 mi powertrain on it. It's
got a 160 point check inspection along
with 7 years of roadside assistance and
a one-year bumper-to- bumper. Okay. So,
you're getting a warranty included in
this vehicle, 10,000 mi versus a 70,000,
sorry, 79,000 mi vehicle that has no
warranty left on it. Okay. And then
starting today, you start over with
warranty. What do you think, man?
>> I can't afford it.
>> Can't afford it. All right. So, it's the
payment. You can't afford the payment.
>> The payment's too high.
>> Payment too high. I need my payment to
be the same.
>> Okay, see here
how much money down we got down.
>> Zero.
>> Zero down.
>> Maybe I need to wait.
>> You can wait if you want. But here's why
you shouldn't wait, man. Because if you
wait [music] right now, you're at 79,000
mi on this vehicle. As soon as you hit
80,000 mi, the value is going to tank.
You're going to lose thousands of
dollars, which is going to make that
payment go way up. Now, I got another
option. I know you want to be in a, you
know, certified pre-own. I can lease you
a 2026 Corolla, okay, with no money down
and keep you at that same payment.
>> I don't like leases.
>> You don't like leases? Watches.
>> I just don't like them. My brother got
screwed on one. Listen, if I can't make
this work, I'll just wait.
>> Stop. All right. Did you guys see the
money? Yes or no? I'm going to close
you. Come here. Give me a piece of
Switch sides of me. Hey guys, sorry for
interrupting the video. Real quick,
these next 30 seconds could completely
change your life. There is a career path
called high ticket closing. Basically,
there's big coaches, big creators, big
influencers all around the world. You
follow them on social media. They sell
5, 10, even $25,000 programs, and they
hire closers to take their sales calls.
These leads are warm. They book the call
themselves. And the closer gets a cut of
every single deal. Let's say it's a five
grand program. You get 10%. That's 500
bucks for every phone call. Could you
imagine getting paid 500 bucks for every
phone call? How many calls can you make
in a day? How many calls can you take?
No degree, no experience, no cold calls,
no more showroom forms. You don't even
have to quit your job. You just need a
laptop and you need to learn one skill.
That's how to become a closer. And I
show you exactly how to get in on my
free master class. That's right, guys.
The link is below in the description
box. You see this link in the top of
this description box? That very link.
You grab it. you book your seat to this
next call with me. It's free. It doesn't
cost nothing. I'll see you on that call
and then let's get back to the video.
Guys,
>> there's there's four types of
salespeople. There's order takers and
tour guides. There are some of those in
this room. They hand out business cards,
walk people around the lot, and don't
close anything. They don't they don't
sell anything. They're just order
takers. Welcome to McDonald's. Can I
take your order? There are some of those
in this industry. Um, number two,
they're sales people. Sales people, they
know how to sell, but they can't close a
screen door. They can't close anything.
They can sell. They do walkounds. They
get people excited, but they can't close
anything. They got to have everybody
else close their deals. There's closers.
Closers know how to close deals, but
they don't close deals for all the
money. They negotiate down. I'm going to
give you an example of what a closer
looks like. So, you're at 300. We're at
600. Uh,
could you do 400, 450? Maybe meet me in
the middle. That's a closer up to no
more than reward yourself. Your wife's
worth it. So, so stupid. That's a
closer. They they get a commitment. They
go back to the office and they're like,
"Hey, boss. Ah, I got her locked up at
500. Oh, so you negotiated down. Yeah.
Yeah, but I but I got her closed. Oh,
but you didn't close for all the money.
I am a master closer. You know what a
master closer is? I close for all the
money. Every single penny. I'm a dog. I
eat every piece of freaking food out of
that bowl. I want every piece. Who wants
every piece?
>> All right. Are you ready? I want you to
remember this for the rest of your life.
And the way that I teach you to do this,
you'll see it. by the way, I'm very
compliant. I understand things and I
only close on pencils one way. Yes, I
got really cute word tracks. Yes, I got
some things that I say that I blurt out
that really help turn people around. But
I use I use a style of closing called
money justification. Now, what money
justification is is I use a simple word
track at the beginning of every close.
And I I'm going to walk you through it.
You guys ready to see it?
>> So, hey, I totally understand 300's
where you're at. You're saying 600's too
much. Is that right?
>> Awesome. You work hard for your money.
Am I right? And you put your money in
the bank. And when the money leaves the
bank, that's a real money spent.
Wouldn't you agree? Okay. So, right now,
everybody, look, on your on your old
car, you're spending $300 a month. And
in your new car, it's going to cost 600,
right? And you work hard for your money.
You put your money in the bank. When the
money leaves the bank, that's the real
money spent. So, since you say you can
only afford the same payment you're
paying now, you're saying as long as the
money that leaves the bank accounts the
same, then you can afford the new
vehicle. Is that correct? Your old
vehicle, you're paying 300 a month now.
What what do you roughly spend a week in
gas in this Toyota RAV 4? Roughly a
week?
>> 100 bucks.
>> 100 bucks. Would you agree? Better gas
mileage, less money spent.
>> Yeah. Everybody agree?
>> Better gas mileage, less money spent. I
got a 2025 Toyota Coroll. Would you
agree that's double the gas mileage? Yes
or no?
>> Okay. Right now, you're spending $100 a
week in gas. Four weeks in a month,
that's $400 a month in gas. Now, listen
to me. Whether what you guys ready for
the takeaway? Watch this takeaway.
Whether you buy my new vehicle or not, I
just want to go over what it's currently
cost to operate and drive a vehicle that
you currently have. Now, whether you buy
my new one or not, right now you're
paying $300 a month. This is your car
payment. You're paying $100 a week in
gas. Four weeks in a month, that's $400
a month in gas. I'm going to add the
$300 payment that you're paying to the
bank. Whether you buy my new vehicle or
not, $700 a month is how much it's
costing you to drive your old vehicle.
Would you agree? Even if you didn't buy
new my new one, how much is it costing
you to drive your old one?
>> 700.
>> Cool. On your new vehicle, $600 a month.
That's how much you're going to pay the
bank. Now, better gas mileage, less
money spent. It's going to cost $50 a
week in gas where it costs 100 here.
Four weeks in a month, that's $200 a
month in gas. I'm going to take the $600
that it's going to cost a month that
you're going to pay to the bank plus the
200 of gas. And that shows me $800 a
month is how much money is going to be
leaving the bank. Would you agree? Now,
if we asked your bank account right now,
how much more money does this new
vehicle cost? I'm going to take the $800
the new car cost total budget, and I'm
going to take the 700 you're paying now.
Basically, this new car looks like it
would cost $100 more in budget, but it's
actually not because your old vehicle,
it's got $79,000 mi. The national
average, what it costs to maintain a
vehicle that's currently out of warranty
is $1,200 a year. The national average,
what it costs to maintain a vehicle
that's currently out of warranty is
1,200 a year. It's probably more like
2500. But I don't need to sell 2500. I
want you to sell the,200 cuz I want you
to pick up a hundred bucks. Are you guys
still in my mind?
>> Yeah. So, if we were to ask the bank
account how much money the new vehicle
cost you, I'm going to take the 800 my
new vehicle is going to cost between gas
and payment. I'm going to take the 700
you're currently paying now, which is
700. And it shows the new vehicle is
actually going to cost about a 700 about
100 more. But it's actually not. This is
where you got to be like, but it's
actually not. Let me explain why. Cuz a
national average what it costs to
maintain a vehicle that's currently out
of warranty is 1,200 a year. And if I
take the 1,200 a year and I divide it by
12 months in a year, that's roughly $100
a month in a small maintenance payment.
what you're going to have to pay to
maintain that vehicle. So, if I take the
700 that you're paying now plus $100 a
month in a maintenance payment, really
the new car or the old vehicle you have
cost you $800 a month between
maintenance, gas, and the payment. Does
that make sense? $200 a month in gas,
$600 in a monthly payment brings you to
$800. But the good news is that this
Toyota certified Corolla has 10,000 mi.
It has a 7-year warranty. And if you're
driving down the road tomorrow and let's
say the air conditioner went out or the
or the power window guess went out, how
much would it cost you?
Zero. So 800 plus 0 is 800. So if your
banker was here and we were to ask them
what would be the best decision for her
to continue to drive her 2021 Toyota RAV
4 79,000 mi that she's paying $800 a
month for or a brand new or basically
brand new 2025 Toyota Corolla with
10,000 mi for 800 a month. If it costs
the exact same which is said you wanted,
which one do you think he tell you to
buy? How do you want your new vehicle
titled? When would you like your first
payment due? You guys owe me a steak
dinner. Who you going to show your new
car to? We're done. Did I ever ask him
to go up in payment?
>> Never asked him once. Listen to me. The
money was there the whole time.
Everybody listen to me. It's a
superpower to be able to see around
corners. I close on a method called
money justification. I'm done. But I
wanted to explain what I didn't do. I
never told him. Watch this. So he's
like, I don't want my payment to go up.
Totally understand. I don't say, "Well,
let me show you between the gas savings
and the and the maintenance that your
payment's not going up." Don't tell him
you're about to pull a rabbit out of the
hat. Do the magic trick. Walk them
through the close. Walk them through the
closing in a seated position. Everything
is written. Write it down. Listen to me.
If I would have told him everything and
I wouldn't have wrote none of this down
when it was done, I would have said, "Do
you want to do it?" And he would have
said, "No." But if I write it down and
he can see me write it down and he can
see evident that it is proof. When it is
written, it is retained. Guys, today the
stuff that you learned is priceless. I'm
going to need you to become better than
me. I'm going to need you to become
better than me. Is it possible?
Absolutely. Every single one of you can
become better than me. Honestly, that's
my goal. I came in here with And by the
way, I'm not even saying I'm that great.
I'm saying if an idiot like me can do
this, you guys can do