The Best Auto Repair Shop Owners Know the Third Ingredient to Estimating Profitably
The Third Ingredient to Estimating Profitably by Rick White, President 180BIZ
I’ve been recently talking about the three most important ingredients to estimating profitably. Today, I’ll focus on the third one. I want you to write this down. Comprehension. You have to be able to comprehend. Whether you're on the front counter or you have an advisor on the front counter, they have to be able to comprehend. I want to talk to you a little bit about this because it’s an important subject. In fact, in my opinion, it's the most important ingredient in all of estimating profitably. I'm seeing more and more people on the front counter that don't have a technical background. That is completely okay. In fact, I encourage it. However, in order for someone to be able to confidently present what's going to go on, they must have a level of comprehension.
The number one customer complaint is a lack of communication. The number one culprit of that lack of communication is assumptions. I need you to grab your assumptions, drag them out back and shoot them. Okay? Instead, talk to your tech or make sure your tech is communicating and that conversation is documented. We should never have to verbally talk to them. You want to have them document three things. When it comes to comprehension, your advisor needs three things. Number one, they must understand the problem. The second thing is they must understand what the tech is recommending.
How is that going to help? What's wrong with the vehicle. And then the third thing they have to understand is what's going to happen on the other side of this. That’s pretty simple. We don't communicate it enough. When your advisors are aware of these things, that comprehension makes it easier for them to put the estimate and feel really good about it. Remember that your advisor's goal is to show that they understand what your client's needs, wants, and goals are for that vehicle. And what they're about to present is going to 100% match those needs, wants, and goals. In order for you to be able to do that, there has to be that level of comprehension.
I hope this makes sense to you. If it does, please share this video. I'm going to ask you, please. There are people out there that are hurting. There are people out there that are struggling. There are too many people in our industry that are struggling to make ends meet, struggling to get to the end of the day. And if these videos can help them even just a little bit, how good would it feel if you were able to help them with it? Now, all of this is leading up to our Pocket Business Genius webinar. We're going to go through estimating all the way through everything that you need to know so that you can estimate profitably. Now you'll notice that this third item we're almost bridging across to presenting passionately. So you estimate profitably, you present passionately. It starts with comprehension because you are never able to sell anything that you don't believe in. So it's critical that you understand what your client wants.
It’s critical that you understand what the tech is recommending. It’s critical you understand why it's important and you'll understand what's on the other side. Now, this is it for estimating profitably. If you want to get the rest of it, get into the Pocket Business Genius webinar series. If you don't love them, I'll give you your money back. It's not that expensive to get me an hour every month, plus a library of webinars that are going to help you be more successful at your business. That's all it's about. So I want you to remember comprehension. So the first ingredient was communication. The second was proof. The third is comprehension.
God bless, have a great week, and go make some money. Take care.
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