Discover the Secret to Elevating Your Car Detailing Business!

This is a clip from one of Davy’s standing room only presentations at the International Detailing Association/Mobile Tech Expo event. But why stop here? The full training video is available to you for free, packed with the exact strategies top-performing detailers use to increase your sales, improve cash flow, and boost your bottom line!

Go to BigMoneyDetailer.com right now to unlock the full training—and while you're there, tap into even more game-changing resources that will take your detailing business to the next level. These resources show you how to earn more so you can serve more.

If you're serious about growing your auto detailing business, your next move is clear: Visit BigMoneyDetailer.com!

INTRO
Your host is Davy Tyburski, America’s Chief Profit Officer® and Founder BigMoneyDetailer.com.

Go to BigMoneyDetailer.com/referrals to discover how-to double your referrals right now!

Please share this episode with others and be sure to check out BigMoneyDetailer.com for even more resources to grow your detailing business.

OUTRO
Congratulations and thank you for joining us for this episode! Discover even more strategies and tips on how to increase your detailing sales revenue, improve your cash flow and boost your bottom line, go to BigMoneyDetailer.com right now!

Chapters

• 0:00 Common Sense is Not Common Practice
• 10:35 Gather Customer Intel Fast
• 12:57 7 Essential Tips for Detailing Success

Transcript

Speaker 1: 0:20

me All right. So here's what I want you to do those 15 industries that I've worked with. What I'm really really, really good at is I'm able to take what works really well in another industry and I'm able to tweak it. Like with that screwdriver. I'm able to tweak it just a little bit to make it work for the detailing industry. That's one of the reasons why Dillon's Affluent Auto Spa in San Antonio, texas, is doing so well. I've been able to take those 15 different industries that I've consulted for and coached and I'm able to give him ideas that no one else, at least to my knowledge, is using in the detailing business.

Speaker 1: 0:50

I'm going to give you a few of those today. Is that okay if I give you a few of those today? So I want you to have common sense. I want you to challenge yourself as a common practice. Second thing I want you to do is take that imaginary screwdriver and just tweak it a little bit. Here's what I don't want you to do. That'll never work Bullshit, I'm telling you. It will work. But you may need to take that screwdriver and you may need to just tweak it a little bit to make it work for your detailing business. Does that make sense. Say okay, I'm sorry. Say okay, all right, we got everyone there, let's keep going. Look, there's just simple Look. And, by the way, that's a catch the headline that's just a partial list of what you've got to deal with, right? But here's the thing. No worries whatsoever.

Speaker 1: 1:38

What my goal is, my mission in life since I started Big Money Detailer a few years ago, is I want to show you how to go from being a good detailer to a great business owner. How many of you agree there's a difference between being a good detailer versus being a great business owner? Big difference, right? Show of hands. Yeah, show me your armpit. Go ahead, give it all to me. How many of you agree with me? All right, you got it. So what my goal is in the short time I have today is just give you seven things that I promised in my promotional materials to deliver those to you.

Speaker 1: 2:08

But I really want you to start thinking a little bit differently. As a matter of fact, man, see, if I was walking around, I'd bang that table so hard right now it would wake, it would. Hey, thank you, brother. I'm gonna give you a cue to do that for me. What's your first name? Chase, chase. Give it up for Chase. Give it up for Chase, who's going to be my table banger today.

Speaker 1: 2:32

So if I was walking around I'd be like three, two, one and I'd say none of you are in the detailing business. You are in the marketing of your detailing business. You are not running your business, you are in the business of marketing your detailing services. Look, dylan, and every one of you God bless you guys and women that are in here you're really good at the craft and, by the way, I'm not a lotions and potions guy, so don't come up here asking me about tools and lotions and potions. I have no idea about that, but there's people speaking here that know a lot more about that. So I will table that. Let's imagine, let's get an imaginary box. Put lotions, potions, tools, chemicals, put it in this box over here and we're going to close the lid.

Speaker 1: 3:19

I'm not your guy for that, but what I am your guy in is helping you expand your marketing, your sales, so you can ultimately have more customers that love you, so they can refer you and you can make more money for the reason of helping your family, your charities or whatever. That's what I'm really good at. I've been doing that for over 20 years. So I want to take you from good the good old book good to great, except I want to take you from being a good detailer to being a great business owner in the very short time that I have a good detailer to being a great business owner in the very short time that I have. Many of my coaching clients come to my house a few times a year and we break that short list of things down of what you all need to be doing and we really dive into those items and make sure that if it's not you, it's the who. Catch that, if it's not you, it's the who. So I don't want you to be good at all those things behind me, by the way. What I want you to do is find the who. Who is good at that? Perfect example Boy. This is going to be tough for this room, but I'm going to put myself on a limb here If I was doing a keynote for a couple thousand folks. I know I always find one in the room, but this group a little bit smaller, so let's give it a shot.

Speaker 1: 4:17

I don't like spreadsheets, okay, so would you agree that spreadsheets are very important for your detailing business? You've got to know the numbers right. Everybody agrees with that. All right. So by a show of hands, how many of you don't like spreadsheets? Put your hand up. Okay, put them down. Here's where I'm going out. There, I don't know. Is there one person in the room that actually likes spreadsheets and is good at it? Okay, we got one. Two. Give me the armpit. Come on, I can't see you. We got one, two, three, four, five, six, seven, eight, nine, ten. Do you see my point here? My point is this, ladies and gentlemen, you don't have to be good, or even great, at everything behind me. You've got to find the. Who is really good at that? Why are you doing things that you suck at that? Take you so long. Great story from me on.

Speaker 1: 5:05

That is like my landscaper. Y'all and I have a home. I used to got there on a Saturday and cut the damn grass and do the what's it called? That thing, that, what is it? Yeah, I used to do the weed whacker, weed eater, whatever the hell you call it these days. I used to do all that shit right, six hours, six hours of my Saturday, right, and I got like a 18 inch lawnmower and I got this crappy ass weed whacker thing. It takes me six hours. I hate it. I was like, why are you doing it? I'm like, well, huh, why am I doing it? You know, secret bonus there's landscapers in this world that will come to your house to get that shit done in 45 minutes. They got this freaking what's it called? Somebody help me A zero turn. Thank you, brother. I appreciate that they got a zero turn. They come up with this massive trailer. They're pulling stuff off. They got four guys running around 45 minutes later done.

Speaker 1: 6:41

You're catching the point of the story, ladies and gentlemen. Why are you spending doing all that time landscaping, taking away from your family and other stuff you should be doing? Go hire the who. Go hire the who. That's much better for you to do it. Your sales material, your marketing material, brochures, all that stuff you're getting Ah, stop it. Go find somebody to do it.

Speaker 1: 6:56

Upwork is another example. You go to Upwork, you find anybody you want. All right, and, by the way, I appreciate you letting me be like a little therapy here, because, if you notice, I'm very passionate about these things that I talk about, right, and sometimes I go down this path of I need therapy. How many don't put your hands up. How many besides me? Who else in this room don't put your hand, okay, besides me? Who else in this room Don't put your hand? Okay, you did, you did it All right. Who else needs therapy? Don't put your hand up, but we all need therapy, right? Well, therapy is going to happen today, because I'm going to give you a kick in the ass or I'm going to give you a big hug, one or the other, and I do it all the time with my coaching clients. So let's move on.

Speaker 1: 7:33

Those of you that put your hand up do you have a calculator on your phone, ma'am? Will you volunteer? Say yes, see how that worked. I don't want to be doing math. Sometimes I'll go down a hole and I'll teach you something and I'll put out a number. By the way, this is just 10 seconds of therapy here. Like I never used to like ask for a volunteer, I never used to ask. So then I got to reach up here and I got to do the damn math. I'm like okay, so if you have 15 customers and pay you $15 more per I, don't have time to do that, so I just delegate it to you. So when I start going down the road, or at the end, when somebody starts asking questions, just pull out your calculator and give me the real number, because then there's always one in the room. That's not right. Well, shit, then you do the math, you know. All right, are we good? By the way, probably be a good time to leave, because if you ain't having a good time you can leave. I won't be offended, but I will tell you that it will make a big difference to you if you hang out for another few minutes.

Speaker 1: 8:29

So here we go. Anybody get these text messages, can you see it? I can't turn around because my back hurts, but anybody get these text messages. They're green, right, they're what? They're green, green, well, green is the reply back. Look, I'm really cleaning up my language here. I'm just going to do this. I ain't going to talk about that stuff.

Speaker 1: 8:56

Okay, I've been around the coaching consulting business for 20 years, as I mentioned earlier. I work with billion dollar company startup entrepreneurs and I work with a bunch of detailers. This kind of stuff upsets me Short term, quick fix BS. Hey, text me back. I'll get you 15 ceramic coating jobs. Yeah, you right. Hey, I'll get you more visitors to your website. You will First off again 15 seconds of therapy for me because I talk to myself at home. I work from home, been working from home for 20 years, before the COVID thing, so working from home is not a new thing to me. I talk to myself a lot. How many of you talk to yourself, by the way? Yeah, I never get the wrong answer, bro, like I talk to myself, all the time, I get the right answer.

Speaker 1: 9:48

But this kind of BS here like I got just like you can see, I responded to a few of them because I monitor all Dylan's text messages. I had to reply back First off, if you're real business or are you working from your damn mom's basement, all right. So I want you guys to be careful. We haven't invested in any of this stuff because I know 99% of it is BS. But I want you to be careful of that stuff because the bottom line is, if you can get me 15 ceramic coating jobs and I won't even have to pay you for three months, you're definitely living in your mom's basement, because free is evil. You might want to write that down. Free is evil, except in about 20 minutes I'm going to tell you only one reason why you might want to do something for free, all right, make sense, all right, let's move on Fast, tip fast start.

Speaker 1: 10:39

Tip number one I want you to understand your market and audience. Now, first thing is, I don't want you to do quotes anymore. And again, common sense here's my challenge is a common practice in your business. No more quotes, no more invoices. You're doing consultations.

Speaker 1: 10:55

I was in before. I was blessed to do what I do now. Up until 2008, I worked for a global med tech company and we dealt with a lot of physicians. So I remember earlier I told you I worked with a lot of different industries. So this whole piece comes from.

Speaker 1: 11:09

And for the last whatever it's been seven weeks I've been dealing with this, I want you to think about a physician office. Okay, everybody with me, don't put your hand up. But if you've never been to a physician office, just imagine there is a physician office and just play along with this example. So, hypothetically, if I go to a physician's office and I walk in, do they just say hey, take some hydrocarbonate. I just made that word up. I don't even know if that's a medication. Do you just walk in and they say take this drug, do they? Well, maybe down the street on the corner. They might tell you that. But if you go into a physician office, here's how it goes. It's three things right. Might want to write these down. Might want to write these down.

Speaker 1: 11:47

First is ISS, assess, assess, assess, a-s-s that's ass, a-s-s-e-s-s assess. Next thing they do is diagnose, they diagnose, they diagnose, they diagnose and then they prescribe treatment to you. They assess, they diagnose, they diagnose, they treat. How's that different from the detailing business? Well, I'll tell you how it's different. Here comes the kick in the ass. You got a quote $457 did you assess and diagnose in person? So you're prescribing medication that's going to cost me four hundred fifty seven dollars, but you may have left a thousand dollars on the table. Don't, don't. I'm not looking anybody in particular. I'm gonna look at the floor. I'm here to give you a kick in the ass because I want you to think in terms of consultations. I want you to think higher end.

Speaker 1: 12:58

Quick story about Dylan Dylan. Three years, four years ago, whatever it was, he wanted to start his detailing business. He came to me. I said what are you going to name it? He said I'm going to name it Dylan's Discount Detailing. And I said no, you're not, because you know what you're going to attract Discount people Now I will give you the disclaimer.

Speaker 1: 13:18

Normally it's up on the slides, but I didn't have a chance to put it and I'll give you my disclaimer when I start talking shit. I'm not judging anybody. I'm talking marketing and sales that have worked for me and many of my businesses for the last 30 years. So when I talk about discounts and I talk about minivans and Cheetos in the seats, I'm not judging anybody. However, if his company name was, are you videoing me from the back? Okay, it's no problem, it's not really my best side man. Plus, you're getting my ass cushioned in there. So I don't know if that's working for you, but if it was Dylan's discount detailing, he's going to attract the minivans with the Cheetos in the back, with the throw-up all over the seat, etc. His company name is the Affluent Auto Spa.

Speaker 1: 14:03

We don't get many consultations from minivans. As a matter of fact, if you go to the website affluentautospacom, we basically tell you we want to detract more people than we attract. We don't want the cheap people. Again, I'm not giving you this disclaimer again, so I don't need someone coming up to me at the end saying I'm being disrespectful. I'm not. I'm simply speaking the truth to you so you understand the difference. We don't get the minivans with Cheetos, with the throw up on the back seat, with the baby seat. Now we get affluent people that have what's the Mercedes box, one that's really expensive, what is it? A G-Wagon? Now we get those. They got a baby seat in the back. I guarantee the mom or dad ain't letting their kid throw up in the back of that $150,000 vehicle. You with me here, all right. So here's the thing I want you to do consultations. I'm going to walk you through this. But again, if you write down affluentautospotcom, you can go there. If you fill out the form, just write test. So Dylan knows that this is a test, but I really want you to understand this process Assess, diagnose and then prescribe.

Speaker 1: 15:05

So here's the deal. First thing we do is we get their basic contact information. That's the first step. And basic contact information, that's the first step. And if they abandon the form, we already have their info so we can follow up immediately. Okay, so after we do that, the second step is this we pull up their address and we go to Zillow. Anybody ever hear of Zillow? Zillow is a great thing. Like you, spy on your neighbor's house, see how much that shit's worth. You know what I'm saying. So we go to Zillow and we check it out. So if you see this house here I don't remember what it is, but I think it's a million dollar house, if I'm not mistaken. As a matter of fact, if Dylan offered a discount to someone who owns a million dollar house, that's disrespecting them and probably we wouldn't get the job. I'm just speaking marketing. So the next thing we do is we check out the home. Again, I'm not judging people, I'm just simply talking marketing here. But if they live in a million dollar house, chances are they're not really interested in the 197 special. You know what I'm saying, you're with me, you're feeling me, all right, good deal. So once we do that, we check out that information.

Speaker 1: 15:59

The next thing we do here is these are very important questions, by the way I can't see my screen, so I have to turn Okay. So here's a couple of things I really want you to pay attention to. That first one up there says what are you thinking you'd like to have done to your vehicle? Very, very important language there, by the way what do you want to have done? What are you thinking you want to have done. I love fast food. Back in the day it used to be easy to order fast food. Give me the number five and I want the medium drink. Catch on the screen here. You should see it on the other side. What are the three choices?

Speaker 1: 16:40

What are you thinking about having done to your vehicle? Small, medium, large? I know immediately when the consult form comes in. I got a big favor to ask of someone so someone in the back if one of you would be kind enough, please, to go outside and get me a glass of water and bring it up for me, that would be really good, because if I walk myself back there I'm going to be out of time and I won't cover the rest of the information. So if someone would be kind enough to bring me a glass of water, that would be great. So what, we find out immediately. What are you thinking you want to have done to your vehicle? We know you want to have done to your vehicle. We know where their head's at Small, medium, large, right and I'm pretty sure we use the language of all right, here's your small, medium, large. Do you want a basic interior exterior? Do you want an intermediate interior exterior with polish wax? Or do you want advanced interior, exterior with full paint protection, ceramic coating treatment? We haven't talked to this person yet, but by getting this information we know if they want small, medium or large.

Speaker 1: 17:37

Oh, you are awesome, brother. I appreciate you. What's your first name? Joe? Can we give Joe a hand for bringing the speaker of water? Thank you, joe, nice to meet you. Thank you for coming to my session today. That's very nice of you and you guys. And that's the other thing. You guys have such servant's hearts. Man Like you just want to serve people and their families, and I love that about you guys. There's probably 1% of you that don't, but I'm not talking to you. I'm talking to the 99% of the room that actually care about people. So if you're one of the 1%, then to you, all right.

Speaker 1: 18:12

Next thing I want to just point out on here is, besides small, medium and large, is I want to point out the other question which of the following led you to contact us today? By the way, if you want to use the same language, you can Like. You could copy and model anything Like in my coaching program, everything I create for Dylan. We give it all to you in my coaching program, but you guys are welcome to use this. Catch the language. Which of the following led you to contact us today? Why are we getting that information? Just shout it out.

Speaker 1: 18:36

I want to know what the hell's working. More importantly, I want to know what's not working Like if no one's finding us on Bing, then why am I investing money in Bing? Right? So you've got to find out. I know I do a bunch of consulting calls a week Free, by the way, calls a week Free, by the way and I ask questions like how many did you? I don't know, I don't know. Look, here's the kick in the ass again. Look, you've got to know If you don't know today. Look, I don't care about the rearview mirror how many of you got a car with a rearview mirror? You probably took yours down for some reason. I'm just kidding you. The rearview mirror is very small. It's like eight inches wide. That's the rear view mirror. You walked into this room today. I don't care about the rear view mirror. How big is your windshield? It's huge. I care about when you walk out today. Look through the windshield, about what you're going to do different, moving forward. This here would be something I would strongly encourage you to start doing.