How To Sell $150,000/Month In Used Cars

So I'm like, I'm about to go to a divorce. I have terminal cancer. It's pandemic. It's 2020. It's then and I say, let's go, baby. I'm a better myself, trusting God. And to be where I am today, it's easy to say that do successful, but it was a lot of lonely, dark nights getting here, you know, over these last three.

所以我就像，我即将离婚。我得了晚期癌症。还有这个流行病。是2020年。那时候我说，来吧，亲爱的。我要变得更好，相信上帝。今天身处此境，可以说取得成功很容易，但其实要走到这里，我度过了许多孤寂、黑暗的夜晚，你知道，过去这三年。

What's up, everyone? This is car dealership guy. You're listening to the car dealership guy podcast, which is my effort to give you access to the most unbiased and transparent insights into the car market. Let's get into today's episode.

大家好，这里是汽车经销商。你正在收听的是我的汽车经销商播客，这是我努力为你提供对汽车市场最公正透明的见解。我们开始今天的节目吧。

Bruce Miller is an independent car dealer from New Orleans and the owner of Miller Motors. He's been in the automotive industry for 22 years. In this conversation, we discussed going from living in the streets to selling $150,000 worth of cars per month, raising capitals from friends at church, losing 85% of his income, acquiring stakes and other cardioships and owning the subprime auto loan market in his town. This was a wild conversation unlike any other that I've had on the pod before. I hope you enjoy it and please don't forget to let me know what you thought about the episode by leaving a comment on X, LinkedIn, Instagram or YouTube.

布鲁斯·米勒是一位来自新奥尔良的独立汽车经销商，也是米勒汽车的所有者。他在汽车行业已经有22年的经验。在这次对话中，我们讨论了从生活在街头到每个月销售价值15万美元的汽车，通过在教堂的朋友筹集资金，在收入减少85％，收购股份和其他联营公司以及拥有他所在城市次贷汽车贷款市场。这是一次与以往任何一集都不一样的疯狂对话。我希望你喜欢，并请别忘了通过在X、领英、Instagram或YouTube上留言，告诉我你对本集的看法。

Before we get into the show, this episode was brought to you by cars commerce. The platform was simplified everything about buying and selling cars. I talk a lot on this podcast about how complicated and disconnected our industry can be with so many different moving parts. So as a cars.com and dealer inspire customer of many years, I was excited to hear Alex Vetter announce his team's vision to simplify dealership technology as cars commerce. If you missed it, they've been connecting the most valuable audience from their cars.com marketplace with innovative technology and media solutions such as dealer inspire, accurate trade and are newly formed cars commerce media network. So now this platform means you can work with one partner to advertise to consumers you know are in the market, guide them through a seamless customer experience from online to in store and quickly build a differentiated reputation in your market. Simple. That's what we need to improve the customer experience and future proof local retailers. Go to cars commerce.ink or visit the link in the show notes below to see how you can simplify your business and grow profitability.

在进入节目之前，本集由Cars Commerce赞助。这个平台简化了汽车买卖的一切。在这个播客中，我经常谈到我们行业的复杂性和不连贯性，有太多不同的部分在运作。所以作为cars.com和Dealer Inspire多年的客户，听到Alex Vetter宣布他的团队以Cars Commerce的形式简化经销商技术，我感到非常兴奋。如果你错过了，他们一直在将cars.com市场上最有价值的受众与创新技术和媒体解决方案联系在一起，如Dealer Inspire、Accurate Trade和新成立的Cars Commerce媒体网络。现在，这个平台意味着你可以与一个合作伙伴合作，向你知道在市场中的消费者进行广告宣传，引导他们从网上到实体店的顺畅客户体验，并快速在你的市场上建立一个与众不同的声誉。简单。这正是我们需要改善客户体验和为本地零售商未来打好基础所需的。请访问carscommerce.ink或点击下面节目说明中的链接，了解如何简化你的业务并提高盈利能力。

This episode is also brought to you by podium the lead conversion platform for card dealerships podium helps you get found at the top of Google search and convert new leads faster with industry leading communication tools and AI with podium. You can finally take the guest work out of lead management, bring every lead into one unified inbox for spawn automatically in two minutes or less and even book appointments using AI get podium and get ready to convert leads faster than ever and see why over a hundred thousand businesses like yours have given themselves an instant advantage with podium get started today with 10% off your plan by texting car dealership guy to 833-441-1166. That's 833-441-1166. Text that number and mention this podcast to get 10% off your plan or visit the link in the show notes below.

这一集同样由领先的汽车经销商线索转化平台Podium赞助。Podium帮助您在谷歌搜索中排名靠前，并借助行业领先的沟通工具和人工智能，快速转化新的潜在客户。使用Podium，您终于可以摆脱线索管理中的猜测工作，将每一个潜在客户整合到一个统一的收件箱中，自动化处理时间不超过两分钟，甚至可以使用人工智能来预约。选择Podium，准备以前所未有的速度转化潜在客户，并看看为何像您这样的超过十万家企业在Podium上获得了即时优势。立即开始，通过发送短信“car dealership guy”到833-441-1166来享受您计划的10%折扣。833-441-1166就是那个号码，请在短信中提到本播客以获取您计划的10%折扣，或者访问下方的节目说明链接。

Just a group in the woods Louisiana you know childhood wasn't the greatest at two alcoholic parents on alcoholic uncles drug addiction you know just only child man just like trying to survive I think I went to like eight or nine different schools I was always moving to new neighborhoods I was the cheapest rent we lived somewhere for six month move I was at points different schools and I'm man my beginning to my childhood was just typically it was literally surviving you know kind of my mom was having me when she was 15 dad was like an abusive kind of like guy not really not a really good person so I just never really had like love I didn't have that loving family you know that doting mother or the dad that I could that would be proud of me I just didn't have that no so I was on my own in my home mentally for like a long time I didn't really have people that they loved me I guess but they just didn't show it I was as always chipping my shoulder trying to try to make up for that you know I got into adolescence ramp the wrong crowd I had friends that got murder I have friends that got 10 years in prison 7 years in prison 8 years in prison I was at a location with a group of five friends and we got shot at and one of our friends got murdered easily could have been me I kind of escaped any kind of like felony convictions and stuff like that but again had to escape that part of my life and then I you know kind of like found a church found God got married very very young young family and I got into car business all in 2000 you know car business married and my first summer's born you know so 21 years old I'm a father I'm in the car business and I'm just looking for something that I that I can like a industry where I could make you know I sat down with a army recruiter and he said you can make 20 grand a year I said a year so I'm not calling him I'm laughing because like you know it's the bug when people come into the car business they suddenly make like you know 150k you know as a salesperson or something and then they go do some hourly job and they're like what no way I keep your arm sorry to cut you off actually a cousin of mine's wife says now I'm a receptionist at a dealership and you just like those sales people you remind me of those sales people you know so she said you should go apply for a car business and then saw walked in uneducated high school dropout first time I ever had been in a new court dealership in my life my parents were abused cars poopedies and apply for the job I had to beg my way to get the job they didn't hire me right away what job did you apply for at this time? salesperson? salesperson you know 21 years old you know so I applied for a salesperson not like a poor or a detailer and I got you know I always had a gift for gab I was always like a hustler you know so apply for a salesperson they had a class of 20 people and I was the dead last one that I'm gonna talk about the Friday before the class started on a Monday I finally had to figure out how to like get to the guy like go through receptionist hit the zero to get you know I finally had to figure it out of the 40s how to get directed to him and then at 3 o'clock on a Friday he was like okay man okay you can start Monday you know when I got in a class I can hear people tell stories man he's been calling me for three weeks man he's been on me for two months I finally decided to come give it a shot and I was like the last one in the class you know so that was like my introduction to the car business you know so

我只是一个在路易斯安那州的森林中生活的人，童年并不是很美好，父母都是酗酒的，叔叔也有毒瘾。你知道，我是一个独生子，只是努力生存。我记得我上过八九所不同的学校，总是搬到新的社区。我们住的地方很便宜，只住了六个月就搬家了。有时候又要换学校。我的童年刚开始时真的只是为了生存，你知道的，我妈妈15岁就生了我，爸爸是一个虐待性格的人，并不是一个好人，所以我从来没有真正得到过爱。我没有亲密的家庭，没有慈爱的母亲或者能为我感到骄傲的父亲，我一直都没有。所以在很长一段时间内，我的精神都是孤独的。虽然我有一些人爱我，但他们从来没有表现出来。我总是努力弥补这一点，给人一种不好惹的感觉。我进入了青春期，接触了错误的人群，我有些朋友被谋杀，有些朋友被判了10年、7年、8年的刑期。我和一群朋友在一个地方被枪击，我们的一个朋友被谋杀，这轻而易举地可能发生在我身上。一直以来我都逃脱了任何犯罪定罪的情况，但我不得不摆脱那段生活，然后我找到了一所教堂，找到了上帝，早早地结婚了，有了一个年幼的家庭，并且进入了汽车行业，这都是在2000年。你知道，我刚生下我的第一个孩子，才21岁，我已经是一个父亲了，同时在车行工作，我只是在寻找一种可以让我赚钱的行业。我和一名军队招募人员坐下来谈话，他说你可以每年赚2万美元，我说是一年吗？所以我没有打电话给他，而是笑出声来，因为你知道，当人们进入汽车行业时，他们突然就可以赚到15万美元，作为销售人员或其他什么职位，然后他们去做一些计时工作，说什么，不可能，我还是，请你继续。实际上，我表哥的妻子现在在一家汽车经销商当前台接待员，你就像那些售车员一样，你让我想起那些售车员。她说你应该去汽车行业工作，所以我以一种不受教育的高中辍学生的身份走了进去，这是我生命中第一次进入新车销售商店，我父母通常买二手车，我申请了这份工作，我不得不努力争取到这份工作，他们没有立刻雇佣我，这时你申请的是什么工作？销售人员？ 21岁的销售员。我申请成为一名销售员，而不是一个贫穷的人或者一个车辆清洁工，我总是很能说会道，总是像个赢家努力去赚钱，我申请成为销售员，他们那时有一个20人的班级，而我是最后一个加入的人，我要说的是，在班级开始的星期五，听到其他人说人家打电话给我三个星期了，他已经在找我两个月了，最后我终于决定来试试。在班级上，我听到人们讲故事，他已经打电话给我三个星期了，他已经找了我两个月了，我最后才决定来试试，我是班级中最后一个加入的人。这就是我对汽车行业的引入。

now talk to me about your team today I mean I have tons of questions right what does Miller Motors look like today you launched it two years ago first year you did 725 cars retail what does it look like today same kind of numbers I'm only sitting on point eight five of an acre same kind of numbers but I have an excellent team I have three technicians that make 35 40 and 42 thousand hour like I do I don't even have to ask you numbers man you just you're just coming out coming out swinging with these numbers they're making my life easy yeah no no that's that's kind of my thing I'm good at a good relationship with numbers and I like telling the story I like the transparency cool yeah yeah I stated to say that I got three excellent mechanics I have a service rider slash manager I have two BTLers and all these guys worked in franchise stores in the city they come to work for me why and why they come to work for you why why did that happen over 23 years in the franchise business I've always been a straight up guy I've never been a partier or the it was like painfully married good guy when people were working for me I would always be trying to like get them to go to church or do the right thing or I've got fires from jobs I'm talking about high paying job because I didn't like the way they were strictly employee and I stuck my neck out for the employee and over a few months later I ended up getting fired but ultimately was because I was like I wanted to be a partier but ultimately was because the way I wanted to treat people I've promoted in my time in the franchise world over 20 sales people in demand three of those 20 sales people that got promoted to manage our general managers now two three use code directors two three GSM's and so I've always had a situation where I pour into people you know I give more in my relationship than I take sometimes I don't get nothing back you know I'm just so I have a great reputation and I think that's why

现在和我谈谈你的团队吧，我有很多问题，你们米勒汽车现在是什么样的，你们在两年前刚刚推出，第一年零售了725辆汽车，现在是什么情况呢，还是差不多的数量吗？虽然我只有0.85英亩的场地，但我有一支优秀的团队，我有三名技术人员，他们的工资跟我一样，是35,000、40,000和42,000美元，我甚至都不需要问你具体的数字，你就犀利地给我这些数字，这让我的生活轻松了许多，是的，是的，这就是我的风格，我擅长与数字建立良好的关系，并且我喜欢讲故事，喜欢透明度。 对了，对了，我要说我有三个优秀的机修师，还有一个服务顾问/经理，还有两个销售人员，他们都在城市里的特许经销店工作过，他们为什么来我这里工作呢？为什么他们选择来为你工作？ 这是因为我在加盟店业务中已经有23年了，我一直都是个直截了当的人，从没有参加过派对，一直是个很规矩的好人。当人们为我工作时，我总是试图让他们去参加教堂或者做正确的事情。因为我不喜欢他们的工作方式，我曾经被从一些高薪工作中开除了，我为员工冒险站出来，几个月后我最终被解雇了，但最终是因为我想要参加派对，而是因为我想要善待别人。在我在特许经销店业务中的时间里，我提升了超过20个销售人员，其中3人晋升为经理或总经理，还有2-3人成为销售总监或总经理。所以我一直都是那种愿意培养别人，我在关系中给予更多，可能有时没有得到什么回报，但我有良好的口碑，我想这就是为什么他们来为我工作的原因。

do you think that's happened like do you think that's just that's something a by product of the life you've lived like why do you give more than you get in your given your your background your experiences where it seems like at least early on you kind of you know didn't get a lot why how do you how did that come out of you

你觉得这是发生了吗？就像你觉得这只是你生活的副产品一样，为什么你总是付出比得到更多，考虑到你的背景和经历，起初好像你并没有得到很多，你是如何做到这一点的？

I'm a great parent I consider myself a great parent because I've watched how not to be a great parent from my parents I'm a great leader because I've watched for 11 years the first 11 years before I was a boss you know the boss of you know manager managers I seen terrible leadership I seen things that just didn't make sense you know I was a 23 year old findings manager and I've just seen things that it makes sense that 23 but I was the backup finance manager I wasn't in a position to make decisions so when I got to be the boss you know like I said there ain't no fun when the rabbit has the gun when I got to be the boss I put my people first under my leadership on the use car record at eight different stores in the warlands I managed this big Chevy store for for six years only with 63 and nine as far as first place in the city and there's six Chevy dealerships within 30 miles a very saturated market we won every single month you know use car records and six seven eight stores that I managed you know just so so when I began to treat people right and I got these great results then they had a few to fire I said I'm gonna continue putting my people first I'm gonna continue treating people right because it's it's getting me to the results you know so that's kind of where that came from I learned how not to treat people by how I was treating when I was coming up you know I learned how not to be a good parent by the way I was parent and coming up and so you know just just looked at the situation said I'm not doing that you know when I get a chance I'm not doing that

我是一个伟大的父母，我认为自己是一个伟大的父母，因为我从父母身上看到了如何不成为一个好父母的教训。我是一个伟大的领导者，因为在成为老板之前的前11年，我看到了可怕的领导力，看到了一些毫无意义的事情。我23岁时就成为了一名财务经理的备选，没有作出决策的职位。当我成为老板的时候，我把我的员工放在首位。在我领导下，我在新奥尔良的八家不同的汽车经销商中管理了这家大型雪佛兰店六年。在我们市内的六家雪佛兰经销商中，我们连续六个月获得第一，市场竞争非常激烈。在我管理的六七八家门店中，我们每个月都创下了二手车销售纪录。因此，当我开始正确对待人们时，我得到了很好的结果，他们不得不对我火力全开。我说过我会继续把我的员工放在首位，继续正确对待人们，因为这样带给我好的结果。这就是我学到的，我知道如何不正确对待别人，因为我在成长的过程中遭受了相同的对待。而作为一个父母，我知道如何不做一个好父母，因为我在成长的过程中受到了错误的父母方式的影响。因此，当有机会的时候，我决定不会重复这样的行为。

you've had that you've experienced that and you know like you said you know what not to do that's that's very powerful so tell me more about right you now have your independence store you had two decades at least of experience in the franchise world right what was that like for you right like how going from childhood you mentioned into the car business right like how did that happen what was it was all money driven or was there anything else that's brought you into the car business and kind of helped you make a home what was that like for you

你曾经有过那样的经历，你知道你曾经经历过，就像你说的那样，你知道不应该做什么，这是非常强大的，那么告诉我更多关于你现在拥有独立店铺的情况吧，你在特许经营世界中至少有20年的经验，对你来说是怎样的呢，从你提到的童年到汽车行业，这是怎么发生的，是纯粹为了金钱，还是还有其他因素帮助你选择了汽车行业，并在其中找到了归属感？

Um, I guess it started off as money-driven. You know, at 21 years old, my first year in sales, I made like 60-something thousand. That's not like some store in L.A.P., but that was 23, twenty-something, 23 years ago. And that $5,000 plus a month was more than anybody in my circuit, like my parents, you know, Uncle Lou, my friends. And so it's like, man, I actually went through my life, childhood, and everything, and not really being valued, you're saying. Or not really being loved. And so finally, like, I was valued for my efforts. I was a grinder, hustler. I worked late. I would like to activate all the managers. And then I was even income. That was like, okay, good job, you know, like this is, you're saying, I was almost valued.

嗯，我觉得起初是出于金钱的驱动。你知道，在我21岁的时候，我第一年做销售，赚了大约六万美元。虽然不是在洛杉矶，但那是23年前，当时对我来说那是一笔不小的钱。每月五千多美元比我身边任何人都多，包括我的父母、我叔叔露和我的朋友。所以，嘿，我实际上度过了我的生活，童年，各种经历，一直没有真正被重视，你懂的。或者说，没有真正被爱。所以，最后，我终于因为我的努力而被重视了。我是一个拼命工作的人，一个奋斗者。我晚上工作到很晚，喜欢激励所有的经理们。然后，我有了稳定的收入。这就像是：好样的，你知道，这差不多算是被重视了。

So the money never motivated me through the years. I needed money. I put three kids through private school, and one of them went four years at Tulane University. I paid cash for all that. I never was, like, a hunting camp guy or a beach house guy or a boat guy. I was always grind, you know? I had a vision early on that I wanted to own my own dealership. I was different from everybody else. I was misunderstood, you know? Who's everybody else? You talk about your friend group? No, my friend group is kind of like, when I got married and had kids, I kind of stopped hanging with the friend group because I was focusing on my family, you know, my family, church, raising kids.

所以这些年来，金钱从来没有激励过我。我需要金钱。我供养了三个孩子上私立学校，其中一个孩子在图兰大学读了四年。所有这些我都是现金支付的。我从来不是那种猎营、海滩别墅或者游艇嗜好者。我总是为了奋斗而坚持，你懂吗？我早早就有了一个愿景，我想拥有自己的经销店。我与其他人不同。我被误解了，你懂吗？那些其他人是谁？你指的是你的朋友圈吗？不，我的朋友圈在我结婚和有了孩子后就停止了交往，因为我把重心放在了家庭、教堂和孩子的成长上。

So, so I kind of, like, all I did was with my kids and work, you know? And so I didn't play golf on my off day with my buddies or, you know, I even learned how to play golf because I was with my kids. I was at Chuck E. Cheese with my two boys, you know? I never bought a boat and a beach house. I was like a little bit like a fish and stuff like that because I coached my kids in travel baseball. I was in the car business as a sales manager. And I would not, I would not accept not being able to do both, not being able to be there for my sons. And so what I did with at the dealership, I just worked really hard to get that time, that leverage, only on a Saturday for those games or coming late on a Saturday for those games. So I felt like I owed the dealership. So I had to work hard to be able to do both, you know, family and the dealership.

所以，我基本上只是陪着孩子和工作，你知道吗？所以我没有和朋友们在休息日打高尔夫球，甚至学了打高尔夫球，因为我陪着孩子们。我在Chuck E. Cheese和我的两个儿子一起玩，你明白吗？我从没买过船和海滩别墅。有点像一条鱼之类的，因为我曾在旅行棒球中教育我的孩子们。我曾在汽车销售经理的职位上工作。我不愿意无法同时做到这两者，无法在我儿子身边。所以我就很努力地工作，争取到那些时间，在周六的比赛上能出现，或者在周六晚些时候出现。所以我觉得我欠了汽车经销商一些东西。所以我必须努力工作，才能同时照顾好家庭和汽车经销商。

So money provided a good lifestyle for my kids. It provided, you know, advantages for my kids educationally. It provided like good vacations and things like that. The results of the money is really what motivated me more, more than the money. And so what got into you that, you know, after a couple of decades in the dealership world as an employee, as a manager, you said, "Hey, I want to open up my own store." Like, what happened? I was unceremoniously fired without cause after being recruited away to be a managing partner of two stores. Now, look, you've been in the car business a long time. You'd interview a lot of people. Think about that. In my hometown, I'm a managing partner, 20% ownership in one store and 10% ownership in another store. That's a crowning achievement, man. That's right at 40 years old. I get this achievement, you know. It's amazing.

钱为我的孩子提供了良好的生活方式。它在教育方面为我的孩子提供了优势。它还提供了美好的假期等等。对于钱的结果，正是这些结果激励了我，比起钱本身更重要。那么，是什么促使你在经过几十年在汽车销售行业中作为雇员和经理后，说：“嘿，我想要开自己的店”呢？我在没有任何原因的情况下被无情地解雇，这是在被挖角成为两家店的合伙人之后。看，你已经在汽车业务中待了很长时间，你面试了很多人。想想这个。在我的家乡，我是一家店的20%所有者和另一家店的10%所有者，这是一个巅峰的成就，伙计。在40岁时达到这个成就，真是不可思议。

These two stores had eight people in the very operations combined. Two stores, big high-end store, big out of the store had a total of eight people. In the barber operation over the course of a year, I changed advertising broke every used car record that ever did. Had 36 people in the barber operation of these two stores, some of the best people in the city. And wait one second, this is where, where is this right now? What are you talking about? What store? This is prior to me going into the independent world. This is like a year, you're talking about?

这两家商店在运营中共有八个员工。这两家商店，其中一家是大型的高端店，另一家是大型店铺。在理发业务中的一年时间里，我改变了广告，并打破了以往的二手车记录。这两家商店的理发业务中有36个员工，其中有一些是城市中最好的员工。等一下，这是哪里？你在说什么？是哪家商店？这是在我进入独立世界之前。你说的是一年前的事情吗？

Yes, yes. Well, it's been three years that I've been in the independent world. So this is like about, you know, four years ago, June of 2020, as COVID was just kind of taking place and nobody really knew exactly what was going on. We had a good May, you know, because of pent-up demand and things like that. My partners let me go. Okay, they just called me in and like, "It's not working." We had countless, such arguments over people. They wanted me to fire people in March before the negative effects of COVID even happened. I kind of like, we just didn't agree on so much stuff. They were older, kind of legends in the car business in the warms. Everybody knows they were great guys, but we just, we just didn't see eye to eye. And I was let go.

是的，是的。嗯，我已经在独立的世界里待了三年了。大约是在2020年6月，就在COVID开始爆发的时候，没有人真正知道发生了什么。因为累积需求等原因，五月我们做得不错。我的合作伙伴们让我离开了。好吧，他们给我打电话，说“不行了”。我们就由于员工的事情争吵过很多次。他们希望我在COVID的负面影响发生之前就解雇人员。我们在很多事情上都有不同意见。他们年纪大，在汽车业界是传奇人物。大家都知道他们是很出色的人，但我们意见不合。所以我被解雇了。

And I was sitting in this, you want to see how I got into the independent world. What happened to your equity? We did not, we had it on paper, but we, the money had never changed hands because they were suing their previous two partners, the previous two majority partners of both stores. They were like in litigation. So we never, they never paid me the 20%, it's like on paper, but I never gave them the money, luckily, because I guess it would have been hard to get the money back from them because they like to sue.

我坐在这个位置上，你想知道我是如何进入独立世界的。你的股权发生了什么？我们在文件上有股权，但我们从未实际支付过款项，因为他们在起诉他们前两个合伙人，即前两个店铺的大部分股东。他们正处于诉讼中。所以我们从未收到他们支付给我的20%，虽然在文件上有这份股权，但我从未给他们支付过钱，幸好如此，因为我猜从他们那里拿回这笔钱可能很难，他们喜欢诉讼。

So it was an amazing opportunity. I jumped into it like, all the asthma breaks approach but they were not good they were not the best partners everybody they they end up putting in that managing partner rule they have problems lawsuit stuff like that so but I don't regret it because I learned so much and it's such a crunting achievement like great money like great on the resume type man look what I was able to accomplish high school drop on managing partners so so at this point what happens that leads you to say I want to open up my own store what goes to your head?

这是一个很棒的机会，我毫不犹豫地跳进去，就像哮喘突发一样。但是它们并不好，它们不是最好的合作伙伴，每个人都试图将自己置于管理合伙人的角色中，他们遇到了问题，比如诉讼等。但是我不后悔，因为我从中学到了很多，并且这是一个很值得骄傲的成就，比如赚了很多钱，对简历而言也是非常棒的一笔，看看我能够完成的事情，从中学到的东西使我可以管理合伙人，尽管我是个高中辍学生。那么，你是因为什么原因产生了想要开自己的店的念头呢？

I was I had like there's only four or five people to work for in the warms and I had worked for one but when I was putting this together I was all in all gas no breaks I went after the best of the best in the city in the world I alienated a few people taking their their best employees because a lot of people want to work for me and then I was just like let go for no reason I was I was like I had a performing fantastic so I decided to myself I no longer want to work for nobody else anybody else I marched to be my own drum I'm very passionate about like what I believe I feel I'm as gifted to get back to having a new car franchise one day and I said that 41 years old I said this is the time I'm just starting at I thought about the dealerships because you know G.S. 7 ones store in the city of New Orleans a big Chevy store the number one Chevy store in the city the six years there could be the general manager of a Nissan store executive manager of an ESSA store but also the vice president of operations for six stores for that group I did definitely like 13 months at high level great success and then I got recruited away to be of this managing so I had did like a lot of great stuff in the city of New Orleans in a short period of time and I just when I want to go look for a job I talked to a few different people and they didn't want to pay me for my time I bring the circus the time when I come I bring the bearded lady the trapeze the elephants the lions I bring all with me you know if you hire me for your store I got it completely and I'm turning around like that so so Kobe was happening nobody needed the circus nobody needed a Bruce Miller so I said I'm open I'm a home independent I thought about the five or six stores that I put GSM the German and they all have a success they kind of run in my play and I said you know what I'm gonna just do that for myself and so I went from making people don't like to talk about money I don't know why we don't talk about money but I want to make it 60,000 a month to take in a 10,000 I guarantee at an independent lot I went from vice president I mean I went from managing partner of an alley store and a Hyundai store to add a rockline not a rockline but add a little light with a 1200 square foot showroom with 40 cars out front for a guarantee of 10,000 dollars because I just I believe to myself what do you mean what do you mean a guarantee of 10,000 dollars are you friend of money or paying yourself no no no when I went to this independent I wasn't a partner or nothing I was I want to go work for some items existing use for life.

我曾经在温暖中府只有四五个人工作，我曾经在其中一家工作，但在我组建这个团队的时候，我全身心投入，毫不犹豫地追求城市和世界上最好的人才，我因此疏远了一些人，抢走了他们最优秀的员工，因为很多人都想为我工作，然后，毫无原因地，我被辞退了，我感觉我表现出色，于是我决定不再为他人工作，我要走自己的路。我对于我所相信的事情非常热情，我觉得我有能力重建一个汽车经销商连锁店，我现在41岁，我觉得现在是个新的开始，我考虑过汽车销售店，因为你知道新奥尔良市有一家规模很大的雪佛兰店，是市区第一的雪佛兰店，我在那里工作了六年，成为了尼桑店的总经理，ESSA店的执行经理，同时也是该集团的六家店的运营副总裁，我在那里工作的13个月取得了很大的成功，然后被挖角走，成为了一家管理公司的经理。我在新奥尔良市短短的时间内取得了许多伟大的成就，当我要找工作时，我和几个不同的人交谈，他们不愿意为我的时间付费。当我来的时候，我会带来整个马戏团，有胡子女人、飞索、大象、狮子，我全都会带来，如果你雇佣我来做生意，我能马上给你翻盘。然而，当科比的事情发生时，没有人需要马戏团，也没有人需要布鲁斯·米勒，所以我决定我独立工作。我想到了我曾经为某些购物中心工作的五六家店，它们都取得了成功，都按照我的计划运行。于是我从每月挣6万美元的工资降到每月保证拿1万美元，在一个独立的二手车展厅里，我不是合伙人，我只是在为我自己的生活工作。

And he says Bruce will guarantee it's in grand and and he treated me like a partner from day one they you know like almost on the barrel side but there was only seven twenty cars a month got it so at the franchise side you were making $60,000 a month as a as a managing partner GM and then that doesn't work out you leave you go to work at an independent store at the independent store suddenly you go from 60,000 to being guaranteed only 10,000 dollars the stores only doing 20 cars a month they can't pay you that much so so what led to you opening up your own store then I went there and had success we did 45 cars and that little bitty location within within 128, change the way the bar cars use my my pool to add ally bank, exit or different banks store had been in business for 20 years so they had all the financials but they just didn't know the right connection change the marketing change the advertising brought good people to the living store and you can you hit on a key point here so you're saying you brought your lending relationships yeah yeah yeah yeah which I had been a yeah so I expected to call about huge unlock for any use car dealer correct adding ally financial and previously you was only using credit acceptance in Westlake adding ally financial and adding and then getting exit there and you know in the other lenders the fuck does that follow suit you know because when you say hey I got out what are the lenders did you bring just like CPS review a couple local credit unions that do in the right landing and stuff like that just use my in anybody anybody who would accept an independent I had the resume and they had the they've been in business for you and they had the financial so we was able to get a bunch of banks

他说布鲁斯会保证很有规模，而且从一开始他就把我当作合作伙伴对待，你知道，几乎照顾得很周到，但每个月只有720辆车，所以从事特许经营时你每个月可以赚6万美元，作为一名管理合伙人兼总经理，但结果不如人意，你离职去了一家独立店，在那家独立店工作，从每个月6万美元的保证工资降到了只有1万美元，因为那家店每个月只能做20辆车，他们付不起那么多钱。所以是什么促使你开设自己的店呢？我去那里并取得了成功，我们在那个小地方做了45辆车，只有128个地方，改变了汽车销售方式，开始利用我的资源添加联盟银行、退出或其他不同的银行。该店已经经营了20年，所以他们掌握了所有的财务数据，但他们只是不知道正确的联系方式和变化营销和广告，引进优秀的员工到该店。你刚刚提到了一个关键点，你是说你带来了你的信贷关系，是的，是的。我之前一直在使用信用接受和Westlake，添加了联盟金融，添加了退出计划，你知道，还有其他的贷方跟进，因为当你说“嘿，我有了什么新贷方”时，你带来了哪些贷方，就像CPS评论的一样，有几个当地信用社提供了正确的贷款等等，只要接受独立经销商，都会使用我的简介和他们的历史财务状况，我们就能得到很多银行的支持。

So how did you get to your own store after this? Did you leave this place, sir?

那么在这之后，您是如何到达您自己的商店的呢？您离开了这个地方吗，先生？

I tried to buy a small Chevy store in the end while I'm working for that independent. I tried to buy a small Chevy store for like 750,000 in a rural part of town. And to the common person, listening to this podcast, that is the cheapest possible new car franchise and it still costs millions of dollars.

最终，我尝试在我为该独立公司工作的同时购买了一家小型雪弗兰汽车店。我试图以约75万美元的价格在城市的一个农村地区购买一家小型雪弗兰汽车店。对于普通人来说，听到这个播客，这是最便宜的新车特许经营，但仍需要数百万美元。

It still costs millions of dollars in capital. You have to have that 750. The dealership will require you to have a half a million dollars in working capital based upon a 50 car store. Because by having a working capital, you have to have a $4 million floor plan. You have to have millions of dollars of fallback or assets to get a $4 million floor plan.

这仍然需要数百万美元的资金。你必须拥有那75万美元。根据50辆汽车的销售店，经销商要求你拥有50万美元的运营资金。因为拥有运营资金，你必须拥有400万美元的库存计划。你必须拥有数百万美元的备用资金或资产才能获得400万美元的库存计划。

So even a damn near free dealership, so break that down for us again, right? So you looked at the Chevy store, 750k was the price just for the blue sky or the goodwill and the franchise, correct? And were you buying this from someone else? Like what was where I was buying it from somebody else and buying it from somebody else. And I had some backing and I'm going through the process I didn't have what I didn't have exactly what it took.

所以，即使是一个几乎免费的经销商，再给我们解释一下，好吗？所以，你看过雪佛兰店铺，75万美元只是蓝天或商誉和特许经营权的价格，是吗？你是从别人那里买这个吗？就像我从别人那里买，再从别人那里买一样。虽然我有一些支持，并且正在进行这个过程，但我并没有完全具备所需条件。

So the gentleman selling it to me he had a partner and he says look me and you he liked my plan because it mean you were just going to buy out my partner and I'll back you. So I went through that whole process, got the paperwork from General Motors, filled out all the paperwork, had four interviews with the regional guy and they all knew me for my Chevy days and the last step of just going flying to Dallas and having a formal former interview. I was approved to be a Chevy dealer and that guy changed his mind. He didn't want to be financially responsible for the more he ended up losing the franchise.

所以那位向我出售这个经销权的先生和他的合伙人说，他看上了我的计划，因为这意味着我们只需要买断我的合伙人，然后我会支持你。于是我经历了整个流程，从通用汽车公司获得了文件，填写了所有的文件，与地区负责人进行了四次面试，他们都因为我在雪佛兰时代的表现而熟知我，最后的一步就是飞到达拉斯进行正式面试。我被批准成为一名雪佛兰经销商，但那个人改变了主意。他不想在经济上承担更多责任，最终失去了这个特许经销权。

And so I went through trying to, you know, we all caught guys, we think all move on to buy a new car dealership. I'm going to quit this job and I'm going to buy a new car dealership and I'm going to take way more money than you even can imagine to be able to obtain one, even a cheap one. This was like a raggedy location, raggedy building worth nothing. It still cost me another thousand.

于是我经历了试图买下一家新的汽车经销商的过程。我要辞掉这份工作，然后购买一家新的汽车经销商，我要赚取比你能想象的更多的钱，以便能够购买一家，甚至是便宜的汽车经销商。这个地点和建筑都很破旧，一无是处。但它仍然花费我另外一千美元。

Yeah and you said you would need four million dollars in a floor plan. And again, for anyone that's listening not familiar with the term floor plan is pretty much industry term for inventory line of credit.

是的，你说过你需要四百万美元的平面图。对于那些不熟悉这个术语的人来说，平面图基本上是库存贷款的行业术语。

We don't pay cash for the cars, especially new cars. We finance them for a portion. We just been interested only, basically we pay interest only for a period of time until the car gets sold. So the new car thing fell through. Another gentleman in the city was going to try to buy two dealerships an hour away and was going to let me purchase 20%. We fell one day, one day a day late and a dollar short of like getting that transaction. They sold it to the other person.

我们不会用现金购买汽车，尤其是新车。我们会为其提供部分融资。我们只是感兴趣而已，基本上只支付利息，直到车辆被销售为止。所以新车的计划失败了。城市里的另一个先生计划购买两家距离此地一个小时车程的经销商，他本来可以让我购买20%的股份。可惜我们错过了时间，来不及完成这笔交易。他们将其售给了其他人。

So like the doors will be enclosed on what I wanted to do. So I just said I'm going to go to this independent world. While I was pursuing. these new car franchises, I was working daily in that independent store. And I took them from 18, 20, a four year average of 21 to the high of 45. You know, the him and his partner was putting dirty grain a month from years. That's just what they made now. They split in 150,000, you know, so I said okay, this is what I'm gonna do. I'm gonna open up a new car, I mean independent used car lot.

所以就像我想做的那样，门户将封闭我想做的事情。所以我只是说我要去这个独立的世界。在追求新的汽车特许经营权的同时，我每天都在那个独立店里工作。并且我将他们每月从18, 20, 平均四年21这样的水平提高到最高的45。你知道，他和他的合作伙伴从中每月分得脏收入。这只是他们现在的收入。他们分得15万，你知道，所以我说好，这就是我要做的。我要开一家独立二手车厂。

About six months later, I found a building. How did you find the building? Where did that come from? New Orleans is very landlocked. We don't have, we are a lot of buyers of water like smaller areas, not like Texas, it's not like, you know, we only have four and a half million people in the entire state. New Orleans has the great New Orleans area has barely over a million people. And so it really was just like, I looked at two or three locations. I wanted to purchase something, not lease it. Because at the end of the day, if you're operating a business, and the very little you're at least making that mortgage. you're buying, you pay, you're winning. You know, you're paying something off.

大约六个月后，我找到了一栋建筑。你是怎么找到这座建筑的？它从哪里来的？新奥尔良地处内陆，周围几乎没有水域。我们没有很多像其他小地区那样需要购买水的需求，不像得克萨斯州，你知道，整个州只有四百五十万人口。新奥尔良地区只有一百多万人口。所以实际上，我只看了两三个地点。我想购买而不是租赁。因为到最后，如果你经营一家企业，即使你租的地方非常便宜，也最终会超过购房贷款的费用。你购买的话，你要偿还的是你支付的购房款，你是赢家。

You know, and I'm did you have the cash to do that? I found three gentlemen from my church. And I'm not afraid to say this, they put up a large amount of money and I gave them a decent amount of equity. And that's how I was able to, I didn't start with a rock block. I started with like a 6,000 square foot building on a nice, you know, busy street all concrete. It has a service department. When I started my business, I said I don't want to start from a trail on a rock block. Many people start from a trail on a rock block and go on to be successful. But I don't want to wait two, three years. I wanted, I wanted it now.

你知道的，我有足够的现金去做这件事吗？我找到了三位教堂里的绅士。我不怕说出来，他们投入了大量的资金，而我给了他们相当可观的股权。这就是为什么我能够如此，我不是从零开始。我从一座占地6000平方英尺，并位于繁忙街道上的建筑开始。它还有一个服务部门。当我开始我的生意时，我说我不想从零开始。很多人从零开始然后成功。但我不想等上两三年。我想要现在。

So I found some investors that had a hustle. Look, if you listen to this podcast, you want to be on use collide and you need to try to find investments and you need to be on the You have to be known to work hard, known to have success and these people are like I've been going to church with for 20 years. They knew my successes and they had no doubt no no equivocation of giving me money because they knew it was going to get a return on the road and I was leaving the road and I was leaving the road and I was leaving the road and I was leaving the road and I was leaving the road and I was leaving the road and I was leaving the road and I was leaving the road and I was leaving the road and I was leaving the road and I was leaving the road and I was leaving the road and I was leaving the road and I was leaving the road and I was leaving the road and I was leaving the road and I was leaving the road and I was leaving the road and I was leaving the road and I was leaving the road and I was leaving the road and I was leaving the road and I was leaving the road and I was leaving the road and I was leaving the road and I was leaving the road and I was leaving the road and I was leaving the road and I was leaving the road and I was leaving the road and I was leaving the road and I was leaving the road and I was leaving the road and I was leaving the road and I was leaving the road and I was leaving the road and I was leaving the road and I was leaving the road you know all the same one I was leaving the road and I was leaving the road and I was leaving the road and I was leaving the road and I was leaving the road and you know all the same one we are leaving the road and you know all the same one we are leaving the road and you know all the same ones all the different ones all the different ones all the same ones all the different ones around around around around around around around around around the road and the road and the road and then it happened, and then it happened, it happened, you know like you know like you know like you know you know as the same one, you don't have to see somebody have to see somebody talk somebody in me talking about it, if someone She everyonescope to heja says what I said it had someone procedure to be someone I said he got to be a guy with a man stray that way to join somebody and then if something you might say something like a man Gil will tell you what I said 77 you ain't about you or something like a man else, I lose sky for you school.

所以我找到了一些有投资机会的投资者。看，如果你听过这个播客，你想参与冲突（use collide）并且你需要尝试寻找投资，你需要让人们知道你努力工作，知道你有所成功，这些人就像我在教堂里相处了20年的人一样。他们知道我的成功，并且毫不犹豫地给我钱，因为他们知道这将带来回报。我一直离开道路，我就一直离开道路……你知道这些，我就一直离开道路……这样发生了，就这样发生了，发生了，你知道就像你知道，你知道就像你知道，你知道就像你知道，你知道就像你知道，作为同一个人，你不必亲眼看到别人说话，如果有人她每个人都在说话，他就说了一件事，就需要有某人我所说的那样，他必须是一个有主见的人，他要加入某人并且他还需要被说服，然后如果有什么事情，你可能说一些像Gil这样的人会告诉你我说的事情，你知道不为你或者其他人而说，我为你失去了天空。

Because it's not in proprietary. You just could open up your own useful life. But this isn't there been 20 years. Me and his guy were coming good friends. And I want he was allowing me to like be just being an investor. And so I gave him 125,000. And I have no problem saying this. I've made three times that money in two years. And and and what did you get returned for 125,000? 25% So basically this guy says, okay, you're going to open up down the street from me. You know, you're doing great job. Like you may squash me, you may not let me offer you to buy an equity stake in my company. So now you're running both stores, or you have a stake in both stores. And you know, he wins, you win. Everyone wins. Yeah, well, person out, every person that works there, I'm hired off from the franchise world. So what happens is basically, I kept all his people in place that you know, I managed them and and marketing advertising. It's been a beautiful, like, he just completed a $250,000 renovation on his store. Because it's his building that's his store. I'm just an investor. And it's been a beautiful relationship is what I'm trying to say he. And from my perspective, or anybody listening, how long would you have had to think about giving somebody 125,000 dollars for a stake and a huge color, and you didn't notify an answer. There's no guaranteed economic uncertainty. But I wrote that check out of faith, because I figured that my time is now this is the right decision. And that and it's not open millimeters and wrote a check for that in that same year. And it's been it's so people could look at me now say, man, look at the sky owns a couple of years for a lot to just get into more successful guy marches to the beat his own drum gets to wear whatever he wants to work man, pushes so successful.

因为它不是专有的。你只需要打开你自己有用的生活方式。但这不是在那之前的20年。我和这个人成为了好朋友。我希望他能让我成为一名投资者。所以我给了他125,000美元。我毫不掩饰地说，我在两年内赚了三倍的钱。那你拿125,000美元回报了什么？25%。所以基本上这个人说：好吧，你要在我对面开一家店。你做得很好。也许你会击败我，也许你不会让我提出为你的公司购买股权。所以现在你同时经营两家店，或者你在两家店中有股份。你知道，他赢了，你赢了。每个人都赢了。是的，嗯，每个在那里工作的人，都是我从特许经营世界里挑选的。所以基本上，我保留了他的员工，我管理他们，进行市场推广。这是一个美好的关系。他刚刚在他的店里进行了一个价值250,000美元的装修。因为这是他的建筑物，那是他的店铺。我只是一名投资者。这是一段美好的关系，这就是我想说的。从我的观点，或者是任何听众的观点来看，你会考虑给某人125,000美元以换取一个巨大的份额需要多长时间来思考？你并没有通知答案。没有确定的经济不确定性。但出于信任的缘故，我写下了那张支票，因为我认为现在是我做出正确决定的时候了。就是这样，当年我写了一张同样金额的支票。这一切都是出于人们的眼光，他们可能会说，看，这个人拥有几家企业，几年就取得了巨大的成功，他按照自己的节奏前行，可以穿任何自己想穿的衣服，他非常成功。

But would you have taken the 10,000 a guarantee? Would you have turned down $400,000 plus year jobs to go better than yourself? Man, we all got this provider we all alpha males and the core business, right? But think about how much of an alpha male that I had to be to say, Oh, yeah, and I got terminal cancer. I got a weird cancer that that that I'll never be rid of and I'll always be medicated or always have surgeries or always be trying to fight this cancer. I could have said, Oh, yeah, my wife decided to leave me, you know, never cheat. I never cheated on that. She just decided to leave. She got tired of the whatever and she decided to leave me. So I'm like, about to go through divorce. I have terminal cancer. It's pandemic. It's 2020. It's then I say, let's go baby. I'm a better myself trusting God. And to be where I am today, it's easy to say that do successful. But it was a lot of lonely, dark nights getting here over these last three years. I can only imagine God bless you. Got some crazy strong willpower to fight through all this.

但是，你愿意接受 10,000 美元的保证吗？你会拒绝年薪 40 万美元的工作，为了追求更好吗？兄弟，我们都是成家立业的人，我们都是优秀的男性，是核心企业的支持者，对吧？但是想想我得是多么强大的男子气概，才能说出：“是的，我得了晚期癌症。我得了一种奇怪的癌症，永远无法根治，我将始终需要药物治疗、手术，或者一直与这种癌症作斗争。我本可以说：是的，我的妻子决定离开我，她没有出轨，只是决定离开。她厌倦了一些事情，决定离开我。所以现在我即将经历离婚。我有晚期癌症，还有这场大流行，是 2020 年，然后我说：来吧，宝贝，我要变得更好，相信上帝。要到达我今天的位置，说起来容易成功，但在过去的三年里，我度过了许多孤独而黑暗的夜晚。我真的为你感到非常惊叹。你拥有强大的意志力，能够战胜这一切，上帝保佑你。

Tell me about just like how you run your dealership. I just have some very tactical questions. Right like, just let's start with floor planning. Like, who do you floor plan with? I floor plan with ASC. How does that work for you? Like, how much money did you have to put up? How much do you pay on the floor plan? What's your interest rate? I think I have to put nothing up because I had good credit. My partner said the credit there. Oh, there there were, you know, millions of dollars and, you know, so I had to put nothing up. I started with a 600,000 on the floor plan at the other location. So again, I learned so much working down the street, working in that, you know, years ago, they did they got a floor plan with AMC. And then they said they don't want to pay interest. They want to play a flat fee. So they got it like a very, very good flat seat. And the agency does offer this to people flat fees. And so when I opened up, I said, look, I don't want to pay interest either. So they gave me a flat fee. And I can't tell you how much money I'm saving with the interest rates going up and floor plans. Floor plan is closing huge crolats across the country, because they're paying $1,000 to finance a $30,000 on the car for two months, you know, how are you managing between the floor plan and your inventory turn right now? Like, have you have you been moving cars quicker as rates have been rising? And you know, interest has been, you know, it's been more expensive to hold cars. How have you been managing that?

告诉我您是如何经营您的经销商的？我有一些非常具体的问题。比如，我们从库存计划开始谈起。您跟谁进行库存计划？我与ASC进行库存计划。这对您来说如何运作？您需要投入多少资金？您在库存计划上支付多少费用？利率是多少？我认为我不需要投入任何资金，因为我的信用良好。我的合作伙伴说我那里的信用很高。哦，他们投入了数百万美元，所以我不需要投入任何资金。我在另一个地方的库存计划上开始了60万美元。所以，我在那里工作时学到了很多东西，就是在几年前，在那里他们选择了AMC作为库存计划。然后他们说他们不想支付利息，他们想支付固定费用。所以他们获得了非常好的固定费用。该机构也向客户提供这种固定费用。所以当我开店时，我说，我也不想支付利息。所以他们给了我一个固定费用。我无法告诉您我通过这种方式节省了多少钱，因为利率上涨和库存计划使得很多经销商倒闭，因为他们支付1000美元来为一辆价值3万美元的汽车进行为期两个月的融资，您目前是如何在库存计划和库存周转之间进行管理的？随着利率的上涨，您是否更快地出售汽车？由于持有汽车成本更高，您是如何管理这方面的问题的？

Less few months have not been the greatest, right? So what has been the greatest? The business, you know, just finally, like for the first six months of the year, the higher interest rates and in the in the limit, the banks scaling back, you know, in the bank credit banks, secondary banks who cater to more people re establishing their credit are way less aggressive than they were six months ago, because they're borrowing the money for way more than they've bought it in the past. So they have less margin. So they're just not buying as deep. And then when I got to the summer months, the drop and use core values. the banks just like, like not buying as deep, we didn't have a great summer. Okay, now we just finished a great October, really, really good October, net profit wise, everything. But it was a tough, it was a tough summer. And so I had to scale back. I had to scale back.

近几个月并不是最好的，对吧？那么什么是最好的呢？就是业务，你知道的，特别是今年上半年，高利率以及银行削减信贷额度，次级银行为更多人积累信用的服务比起六个月前要温和得多，因为他们贷款的利率比过去更高。所以他们的利润空间更小。因此他们的采购力度减弱。当夏季来临时，使用核心价值的降低也带来了影响。银行就像是不再大肆采购，我们度过了一个不太好的夏季。好了，我们刚刚结束了一个很棒的十月，从净利润来看真的很好，但夏季确实是艰难的。所以我不得不减少规模。我必须收缩规模。

The answer to your question, I was trying to stock 120 cars to force this force me to get to 75 retail. You can't get, you know, a month, a month, per month. Yes. So branch out world, you can turn your inventory quicker, independent, it's a little longer because it takes longer to get our cars out of service and stuff like that. You know, just I don't know, it just happened, I haven't turned been the one to one guy yet or 30 day turn yet. He says I've been open. So why are you saying it takes longer to get cars out of service and independent? Are you just are you just alluding to the fact that independence may buy cars that need a little bit more reconditioning? Yeah, 80, 80,000, 100,000 miles is I got some nice pieces out there that would bless miles, but my bread and butter, what I sell is a 20,000 on a car, 100,000 miles, you know, that the banks like I bought across the banks, like I don't buy across the bank doesn't like, you know, and that's my like bread and butter. So yeah, those cars take longer to get service. I only have three technicians and in four days. So inherently, it's longer. The dealership might have 12 days, you know, and maybe if I use car tax or something like that. So from the purchase of the auction to front and I'm ready. Unfortunately, it's taking like 14 days, you know, so that's the car is dropping in value.

对于你的问题，我试图库存120辆车，这样我就被迫达到75辆零售车辆。你知道的，你不能在一个月内，一个月内，每个月都能达到这个数字。所以，在全球范围内扩展，你可以更快地周转库存，但独立经营需要更长时间，因为需要更长时间将我们的车辆修理好等等。你知道的，我不知道，这只是发生了，我还没有成为一个旋转的人，或者是一个30天的转向。他说我一直都是开的。那么，你为什么说独立经营需要更长时间将车辆修理好呢？你只是在暗示吗，独立经营可能会购买一些需要更多翻新的车辆吗？是的，8万英里，10万英里，我有一些不错的车在那里，可以跑很远的里程，但是我的财富和销售主力是年限在2万英里，10万英里之间的车辆，你知道的，银行喜欢我从银行购买的车辆，不像我从其他途径购买的车辆，那是我的财富和销售主力。所以，是的，这些车辆需要更长时间进行维修。我只有三个技术人员，在四天内。所以天生地，这需要更长时间。经销商可能需要12天，你知道的，也许如果我使用二手车税之类的东西。所以，从拍卖购买到前台准备好，不幸的是需要大约14天，你知道的，所以车辆的价值在下降。

And so, most of the short answer to your question, what I had to do to handle my floor plan and things like that is I had to stock less cars. So I didn't buy a car for six weeks, the beginning of the beginning, the end of September to toward the end of October, I didn't buy a car for six weeks. That's just so what we had and got down because when the when the end of the floor plan comes and you have to pay cash for the car, that's just a terrible thing for business. Okay, to have that car 100 days old and you paid it off in cash. So you're taking the capital. You're referencing if you're holding on to a car for too long and it hasn't sold yet, right? You have to make these curtailment payments to the to the to the lender and essentially you're you're saying that if you hold that car too long, you have to pay it off with your network and capital now. And it's a huge drag on the business. Huge drag on the business and it causes people to go under because you have paid off cars that you can't take an auction because another thing that people don't really realize independence typically do not fare well at the auction, especially all the local auctions where they say, man, Bruce is someone 55 cars. Yeah, you can take to the auction. You're just going to lose your pants. Right. They're not going to step up and buy my car like they would from a new car franchise because there's more faith in buying a huge car from a new car franchise. Yeah, reputation. Yeah, we had a great discussion about that on my podcast with with Hollenshead. Talked to all about this. Okay.

因此，对于你的问题，我处理我的展厅平面图和其他事情的方法大部分是减少库存。因此，在六个星期的时间里，从九月底到十月底，我没有购买一辆车。这是因为当展厅平面图到期时，你必须用现金支付汽车，对于企业来说是一件糟糕透顶的事情。当一辆车达到100天的存货期，你用现金支付它，这是在消耗你的资本。如果你太久未出售一辆车，你必须向贷款人进行偿还款项，并且现在你需要用你的资本来支付它。这对企业造成了巨大的负担，导致有些人倒闭，因为你有着无法拍卖的已支付的汽车。人们通常不太了解，独立经销商在拍卖会上通常表现不佳，特别是在所有当地的拍卖会上，他们会说，嘿，布鲁斯有55辆车可以带去拍卖，但你只会赔掉你的钱。他们不会像从新车特许经销商购买车辆那样购买我的车，因为从新车特许经销商购买车辆会更有信心，是靠声誉。在我的播客中，我和Hollenshead对此进行了很好的讨论。

So I got to reach out a lot of them. You only have so much work in capital and then you looked and you're like, where's the money at? Well, it's all sitting on the line. And so I got named pretty well and I had like forced the sale of those cars. And we my team responded. We did 56 last month with a year over year increase. 56 is a big number for independent. I'd be most new car franchises and use car sales in this area. I'd be every independent in this area. You know, for New Orleans, Louisiana, I picked someone to listen to in Texas. They might say 56 is not a big number. But for New Orleans, Louisiana, that's a big number. And I saw so many cars that I had like 8,000 in the hotel, so many cars that were paid for cash and replenished my working capital. And, you know, that's what you have to do.

所以我设法联系了很多人。你只有那么多的资本工作量，然后你看了看，就像是，钱在哪里？好吧，它都在那堆车上。因此，我被命名得相当不错，我不得不强制销售那些车辆。我和我的团队回应了这个挑战。上个月我们完成了56辆车的销售，同比增长。在这个地区，对于独立经营者来说，56是一个巨大的数字。对于这个地区的每个独立经营者来说都是如此。你知道，在路易斯安那州的新奥尔良，我选择了一个来自德克萨斯州的人来倾听，他们可能会说56不是一个大数字。但对于新奥尔良来说，这是一个很大的数字。我看到了那么多的车辆，我在酒店里有8000辆车，这些车辆都是用现金付款购买的，并补充了我的营运资金。你知道，这就是你必须做的事情。

And who's your average customer? Like what's the average interest rate they're paying? Is it all deep subprime subprime? Like where are you? Yeah, probably the average interest rate is in a team. You know, I mean, like what? Average interest rate in a new car. Yeah, average interest rate is in a new car. As you always document is damn near 10% now. You know. it's creeping up there. So I want to use car with 80,000 miles per year old car 18%, 17%, 60% that that's kind of like on more of the night. That's what my customers pay. No. I have a whole piece about this that I could talk hours on. The reason we sell so many subprime cars is because the new car dealerships do not want to mess with mess with it. A consumer may say I'm buying the car for 18,000. Okay. And that's my internet price in a car. If you have good credit or go to your credit union or pay cash, I get the whole 18,000. If you have bad credit, I am paying a $2,000 bank fee from that sales price. It's hard for you to imagine, but no, I am taking from my front groves to help buy the deal for you. That's in essence what's happening. And I do that 30 times a month. I'm giving $50,000, $60,000 away to help people then getting funded. It takes 10 days, two weeks to get funded on a primary second deal. That's why the new car dealership doesn't want to do these things because they don't want to do a low margin deal. They don't want to pay the high bank fees and they want to be funded immediately. Like they are with good credit and new cars. So that's one thing that we cater and I'm comfortable with. I have enough capital to be able to do these transactions.

你们的普通客户是谁？他们支付的平均利率是多少？是全部都是深度次级次级吗？你们在哪里？是的，可能平均利率在一个连队里。你知道，我的意思是什么？在新车上的平均利率。是的，新车的平均利率现在几乎是10%。你知道的，它一直在上升。所以我希望能够使用一辆有80000英里的二手车，18%、17%、60%，这些差不多是晚上的时候。这就是我的客户支付的利率。不，我有一个关于这个问题的长篇文章，我可以花几个小时来谈论。我们销售那么多次级次级车的原因是新车经销商不想搅乱这些东西。消费者可能会说我买车花了18000美元。好吧，那就是我的互联网价格。如果你的信用良好或者去信用社或者支付现金，我就可以得到全部18000美元。但是如果你的信用不好，我要从这个销售价格中支付2000美元的银行费用。你很难想象，但是不，我在用我的前几笔交易来帮助你购买这个交易。这就是实质上正在发生的事情。我每个月要做这样的交易30次。我每个月捐出5万到6万美元来帮助人们获得资金。要花10天到两个星期时间来获得一笔主要的第二笔交易的资金。这就是为什么新车经销商不想做这些事情的原因，因为他们不想做一笔低利润的交易。他们不想支付高额的银行费用，他们想像信用良好和新车一样立即得到资金。所以这是我们迎合的一件事情，而且我对此感到很舒服。我有足够的资本来完成这些交易。

So I get new car referrals all over the city of New Orleans. When the customers say no, and they think that people can buy, they say, Bruce, making you help my people. I'll give them like a referral sheet. I do about 10 or 12, but those deal with loss. Yeah. Like you said, what people don't realize is that with a critical risky customer to a bank, at least that's how the bank perceives it, they need to mitigate that risk. And the only way to do that is to lower the type of loan they're putting out. And the only way to do that when someone is capped on state max interest rate is for Bruce Miller or Mr. Deeler to pay down the actual loan to value so that they're taking less risk and that they can actually do the deal. And so to your point, right, like it's a huge margin hit and the only way to do it profitably is to do some significant volume and to specialize in it, right? Which is, that's from my experience why lots of dealers don't deal with it because it is more work. There's no doubt about it. Right?

所以我在新奥尔良市得到了不少新车的转介。当顾客说不的时候，他们会觉得有人买得起，然后说布鲁斯，你帮我人一下。我会给他们一张推荐单。我大概做了10到12个，但那些都是亏本交易。是的，就像你说的，人们没有意识到的是，对于一个银行来说，一个重大风险的客户，他们需要减轻那个风险。而唯一的办法就是降低他们发放的贷款类型。而当某人贷款利率已经达到州最高利率上限时，唯一的方法就是由布鲁斯·米勒或者迪勒先生支付实际贷款价值，以降低他们的风险，从而使交易得以完成。所以，正如你所说的，这是巨大的利润损失，为了以盈利的方式进行，唯一的途径就是要进行大量的交易，并专门从事这方面的业务，对吧？这也是我个人经验的原因，为什么很多经销商不愿意处理这个问题，因为这需要更多的工作，这是毋庸置疑的，对吧？

But what do you seem down on that? What's your average profit? Like front end, back end or profit on the car, said differently or profit. On the ancillary products, the vehicle service contract. What are you seeing like that? I typically don't mean, so when I purchased the car, I add a $1,000 to the car. And for the consumer listening to that, that is basically to help me cover all my expenses regardless of what we make on the car. I'm ashamed to say I have like $160,000 of expenses every month, technicians, salespeople, advertising, marketing, you know, we run a top notch organization and cost money to have good people and things like that. So a thousand dollars add to every car. So this will be, I don't make much more than that when I sell the car on the front of the car. 3,400, 600. Now making $1,600 total, but I'm just telling you the first thousand I had is an inventory cost and it's called a pack. That's what we call it in the car business. So there's 16,700 total counting that pack on the front and then another, you know, 16,700 on the back, you know, about about about 3,200 a car. And then, you know, about 3,200 cars, one week and that's my process, you know.

但是你为什么对此感到失望呢？你的平均利润是多少？比如车辆的前端、后端利润或者整车的利润，换句话说就是利润。还有附加产品，比如车辆服务合同，你看到的情况如何？通常我并不是指，我买车时给车加了1,000美元。对于听到这个消息的消费者来说，这只是帮助我支付所有费用的一种方式，无论我们在车上赚了多少钱。我不好意思说，每个月我有大约16万美元的费用，包括技术人员、销售人员、广告和营销等等。我们经营一家一流的机构需要花费很多钱。所以每辆车加一千美元。卖车时，我在车的前端不会赚太多。每辆车大约赚3,400美元，减去1,000美元的存货成本，剩下1,600美元。这只是告诉你我最初的一千美元是库存成本，我们在汽车行业称之为"pack"。所以总计，前端增加了16,700美元，再加上后端的16,700美元，每辆车大约有3,200美元的利润。然后，每周卖出大约3,200辆汽车，这就是我的流程了。

And then how many cars do you have in stock? I have 101 as of this morning and we still have 56 last month.

那么你们库存里有多少辆车呢？截止今天早上我们有101辆，上个月还有56辆。

How are you attracting your customers? Like what forms of advertising are you using? This is going to, this is going to confuse a lot of people. Okay. When I first opened, I spent 12,000 miles a month for the digital marketing agency for independent. right out the gate. I want to sell 100 cars. I've been pursuing trying to sell 100 cars out this location. I did it for a long time over a year and I'm ashamed to say and I'm scared to say I stopped spending that 12 grand with that digital marketing company and my sales have not went down.

你是如何吸引顾客的？比如你使用哪些广告形式？这将会使很多人感到困惑。好的。刚开始时，我每个月为独立的数字营销机构花了1.2万美元。我想要卖出100辆汽车。我曾经长时间地努力在这个地点卖出100辆汽车。我做了很长时间，超过一年，我很惭愧地说，我也很害怕地说，我停止了与那家数字营销公司的花费，但我的销售量并没有下降。

We sell so many customers. I'm very active on Facebook. I'm very active on all of the local forms. I post stuff all the time. If you're my friend in social media, you're going to see me on TikTok, LinkedIn, Snapchat, Instagram, Facebook. And I'm always telling a story about my business and about my team. And then I encourage all of my salespeople to use marketplace to post to personal posts a day. So my team is very engaged on social media. And we do really, really well on getting repeat referrals.

我们吸引了很多顾客。我在Facebook上非常活跃，也在当地的所有论坛上很活跃。我一直在发布内容。如果你在我的社交媒体上是我的朋友，你会在TikTok、LinkedIn、Snapchat、Instagram和Facebook上看到我。我总是在讲述关于我的企业和团队的故事。然后我鼓励我的销售人员每天使用市场平台发布个人帖子。所以我的团队在社交媒体上非常积极参与。我们在获取重复推荐方面做得非常非常好。

When you sell people with bad credit, they tell their friends, hey man, my credit was terrible. I went here. And after two years of doing that, most of my traffic, most of my sales are just organic. I sold a $95,000 Escalade 2022 Escalade in Arizona based upon like a car blue ruse listing.

当你向信用不良的人销售产品时，他们会告诉朋友：“嗨伙计，我的信用记录很糟糕，但是我在这里买了东西。”经过两年的这样做，我大部分的客流量和销售都是自然而然地增长。我根据汽车蓝皮书上的列表，在亚利桑那州卖出了一辆价值95,000美元的2022款凯迪拉克豪华车。

We do sell cars outside of like the scope of bad credit. And we do sell cars outside of the scope of referrals and stuff like that. But the over 50% is just my reputation, the dealership's reputation, my sales being a reputation and how we use social media.

我们确实在不考虑不良信用的范围之外销售汽车。而且我们也在不考虑推荐等方面之外销售汽车。但超过50%的销售仅仅取决于我的声誉、销售店的声誉以及我们如何利用社交媒体。

Listen, content marketing is extremely powerful, right? I think I can attest to that one. But I think as a dealer, like you said, lots of referral business in the subprime business and from your position, right, to put out that organic content to document your process, right? Like this proven strategy. And so it just takes work. And so the fact that you're saying that that's a huge driver for you, it makes a ton of sense to me that that's where you're going to be attracting a lot of your customers and retaining them as well.

听着，内容营销非常强大，对吧？我想我可以证明这一点。但是，像你说的，像经销商一样在次贷业务中有很多转介绍业务，并且从你的立场来看，发布有机内容来记录你的流程，就像这个经过验证的策略一样。所以这需要付出努力。所以你说这对你来说是一个巨大的推动力，对我来说这是非常有道理的，因为这是你吸引和留住大多数客户的地方。

So 21 cars, the last five days of October, and to sell 21 cars, the consumer might not understand that, but it takes the sell 21 cars, it takes 100 customers to sell 21 cars. And we literally had 100 people in here over five days, no mail sale, no huge ad campaign, just a consistent message, non-careous anymore.

所以就有了21辆汽车，十月的最后五天，要卖掉这21辆汽车，消费者可能无法理解，但卖出这21辆汽车需要100名顾客。而在过去的五天里，我们确实接待了100位顾客，没有邮寄销售，没有大规模广告活动，只是一个一贯的信息，不再像以前那样草率了。

Can you explain that for anyone listening? That's not familiar, right? Like you say it takes 100 customers to sell 21 cars. I understand that. Can you explain that to the audience why you say that? It probably takes a little bit more when you do know a subprime. Because people, you know, like if you typically across the industry, you want to sell two out of every hundred. You get 100 customers and then 40 come back, it's like a math. My mentor, it's a funnel. It's a funnel. Yeah.

你能为正在听的任何人解释一下吗？这并不常见，对吧？比如你说要有100个顾客才能卖出21辆汽车。我理解这点。你能向观众解释一下为什么你会这么说吗？当你了解次级贷款时，可能需要更多一些。因为人们通常希望在行业中每有100个顾客中就能卖出2个。你有100个顾客，然后会有40个回头，这是一个数学问题。我的导师说这就像是一个漏斗，一个漏斗。没错。

Somebody has some training where it says eight leads, five appointments, three shows, and then one sale. So he teaches that it takes eight customers to sell one car. So it takes 160 contacts to sell one car. People are shopping, people are looking, people are all over. You know, when they're looking for a car, they're looking on the car at five different places at one time. So you have to be like on your game, you have to be good follow-up process. You have to get good information. You can't give them the one around, you know, because you got to take the lead, the customer, the contact, and then make it into an appointment.

一些人接受了一些培训，其中说要有8个潜在客户，5个约会，3个展示，然后才能成交一辆车。所以他教授说要找到8个客户才能卖出一辆车。因此，需要进行160次联系才能卖出一辆车。人们在购物，他们在找车的时候会在不同的地方看车。所以你必须保持高效，必须有良好的跟进流程。你必须获取到好的信息。你不能绕圈子，因为你必须将潜在客户、客户联系方式转化为约会。

But then you also have to do things to ensure they show up for the appointment. They say, oh, man, I'm coming to the other ship. But they told the other two dealerships that was coming to. And maybe that dealership sent them a little video of the car. Maybe that dealership, you know, worked the deal over the phone a little bit more than we did. It just takes a lot of effort to sell one car, you know.

但是你还必须做一些事情来确保他们按时出现。他们说，啊，我正要去另一个商店。但他们告诉了另外两家车商他们也会去那里。也许那家车商给他们发送了一段关于车辆的小视频。也许那家车商在电话上谈成交的可能性比我们更多一些。销售一辆车确实需要很多努力。

When people show up to the dealership, we sell, it's more than 160 to sell 20. When they hear, we sell them a high percentage of time because we work really well with the back credit banks and we have the cars that work. So if they're coming in and they just need transportation, more than they leave in on the car. Maybe they couldn't afford the payment, maybe they couldn't get insurance. Maybe they don't have the right down payment. But we get them approved. And then a lot of people come back with that. They figured out insurance. They got more down payment or they got a cost on it. But no, it takes, like I said, it takes a lot of customers to sell one car, you know, at least 10, you know, 14, 13, a lot of leads.

当人们来到汽车经销商时，我们能够销售，我们的销量超过160辆才能卖出20辆。当他们听说我们能够与信用评级较低的银行合作，并且我们拥有适合用途的汽车时，我们能够成功地销售给他们。所以，如果他们只是需要交通工具，他们更可能离开汽车店空手而归。或许他们支付不起贷款，或许他们无法购买保险，或许他们没有足够的首付款。但我们帮助他们获得了批准。之后很多人会回来。他们解决了保险问题，他们增加了首付款，或者他们将其成本降低了。但是，像我说的，销售一辆车需要很多客户，至少需要10个，有时甚至需要14个或13个潜在客户。

Did you have to respond to a lot of messages on Facebook marketplace? I mean, the amount of people you got to talk to that sell one car is a lot of work.

你在Facebook市场上必须回复很多信息吗？我是说，和那些卖车的人交流的数量真的很多，这需要很多工作。

What do you think are the biggest misconceptions about independent dealers in the market today? Independent dealers, dealers, all dealers in general have certain, you know, reputations, obviously. Some better than others, some worse than others. But what do you think the main misconceptions are about independent dealers? We sell junk. We're trying to get them. We're masking problems and just passing on to the customers. A bunch of misconceptions.

你认为当前市场上关于独立经销商最大的误解是什么？无论是独立经销商还是经销商总体上都有一定的声誉，有些好些差。但是你认为关于独立经销商的主要误解是什么？比如，我们只卖垃圾货、我们想骗他们、我们掩盖问题只是把它推给顾客等等，这些都是一些误解。

You know, look, my two years, I've probably bought 10 cars back because they broke out for the fact and by the letter of the law, I didn't have to buy them back, but a letter of the law. It was following that customer 50-50 parts and labor. They paid 50-50, you know, but I bought cars, I'll write back. I bought, I'm not lying, 20 engines and transmissions, you know, over two years. I bought customers warranty, didn't cover it, whatever, it happened too fast. I spent all this money on, like the weather told you earlier, the bank fees, you know, so I do so much, but still some people are unhappy. You can't please them all. So, but the misconception is that we make money every time we sell a car, that's not the case. You know, they'd be surprised when we lose $5,000 to sell a car, like real money, you know. The misconception is that we sell junk, which I have the same kind of inventory. I'm going to the auction buying from new car dealerships. I'm buying their trees, so I'm buying the same stuff that they sell. Yeah, and then this is a few misconceptions, but I work tirelessly on social media to dispel all of those.

你知道的，看着吧，我在过去的两年里，大概买回了10辆坏掉的车，根据法律规定，我其实不必买回来，但是为了维护良好的客户关系，我按照法律要求选择了与客户分担50-50的修理费用。他们支付了一半，你知道的，但是我还是买回了这些车。我不是在说谎，两年间我买了20台发动机和变速器，你知道的。我买了顾客的保修，但是保修并没有覆盖所发生的故障，这确实发生得太快。我花了很多钱，就像之前和你说的，还有银行费用，你知道的，我做了很多努力，但仍然有一些人不满意。不能取悦每个人。所以，有个误解是，我们每卖一辆车就能赚钱，但事实并非如此。你知道的，当我们卖掉一辆车亏损5000美元时，他们会很惊讶，这是真金白银的亏损。还有个误解是，我们卖废品，但实际上，我的库存和新车经销商一样，我从他们那里购买车辆。是的，这只是一些误解，但我在社交媒体上不知疲倦地努力澄清所有这些误解。

And I try to stand by what I preach and teach myself people, and manage those. Like we hear to help people. I don't hear about how much money you need to make and XYZ. If you help people, we will get what we're trying to be. So, we try to be different, you know, so far so good.

我努力践行自己所传授和教导的理念，并设法帮助和管理他人。就像我们倾听别人的需求一样，我并不关心你需要赚多少钱或其他等等。如果你愿意帮助他人，我们就能达到我们想要的目标。所以，我们努力与众不同，到目前为止，一切都还不错。

What do you think about, like, how do you see the future of the independent dealership? I mean, there's a lot going on right now, the economy and just, you know, the industry is changing, consolidation, dealers are getting bought up left and right. What do you think about the future for the independent dealer?

你对独立经销商的未来有什么看法？我的意思是，现在发生了很多事情，经济和行业正在发生变化，整合趋势，经销商被不断收购。你对独立经销商未来的发展怎么看？

I'm pretty confident that there always will be independent dealers, you know, selling cheaper cars in the franchise world. You know, people will always need transportation. You can rent a house, but you can't rent a car. You know, you need to buy a car. So, there is consolidation, but that's me, you know, in the franchise where new cars, they're big conglomerates are buying up other dealer groups, and that's happened. Right now we have one going down in the city of New Orleans where somebody has 12 stores, and two different dealer groups are buying those 12 stores. And so there's only five, six people that you could work for in New Orleans, where one's going away. And now, like imagine if you had these two dealer groups that have combined 30 stores in New Orleans, imagine if you pissed off one of those guys and you pissed off the other guy, you can't get a job at 30 stores. But for the independent world, just on West Bend Express, where that's the name of the street that my business is on, there's 15 independent dealerships, you know, and there's one popping up all the time. You know, there's plenty of independent dealerships, especially when you get down to the buy here, pay here, and tote your note and rent to own stuff like that. So I think they'll always be in the end of the edition. I think they'll always be like an alternative to buy use cars. I like to consider myself a used like new car franchise has a new car and then a use car lot. I consider myself a use car. I really don't consider myself an independent. I'm just I'm the same thing as you go into the Chevy's use car lot, you know, whatever Chevrolet use car lot or whatever, how to use for that. I stock the car. I have a service department. I have the same banks. I have experienced guys who used to work in those franchise settings. So I think if you have a model like that, you always have a chance to thrive and be around. And I think that, you know, you can't get you can't get here with that scratch. You know, we'll always be.

我非常相信在特许经营领域中，总会有一些独立经销商销售更便宜的汽车。你知道的，人们总会需要交通工具。你可以租房子，但你不能租车。你知道的，你需要购买一辆车。所以，尽管有整合，但对我来说，就是在特许经营中，新车方面的大企业正在收购其他经销商集团，这种情况确实发生了。现在我们在新奥尔良市有一个情况，一个人拥有12家店铺，而两个不同的经销商集团正在收购这12家店铺。因此，在新奥尔良市，你只有五六个可以供你工作的选择，其中一个就要消失了。而且，如果你得罪了这两个集团中的任何一方，你就无法在这30家店铺中找到工作。但对于独立经销商世界来说，在我们所在的西本德快递大街上，有15家独立经销商店铺，而且还会不断有新店铺出现。可以说，独立经销商店铺非常多，尤其是在买车付款、自负欠款和租购等方面。所以我认为他们将永远存在。我认为他们将永远是购买二手车的另一种选择。我喜欢把自己看作是一个既有新车又有二手车的特许经营店铺。我真的不认为我是独立经销商。我就像你去雪佛兰二手车专卖店一样，或者去雪佛兰的二手车专卖店，你懂的。我有库存车辆，有维修部门，有同样的银行合作伙伴，还有那些在特许经营场所工作过的经验丰富的员工。所以我认为，如果你有这样一个经营模式，你就有机会茁壮成长并存在下去。而且，我认为不可能一蹴而就，我们将永远存在下去。

Do you think you'll ever get back into the franchise world? No doubt. 100% of our routinely put on LinkedIn telling people, let me buy 20% in your store and I'm still operating my usual. I want to be treated as owner. I'm not looking for a job. I want to be a Germanger. And I got I got some bites on that. And as I'm going from two years, collides to four years, collides, and I start putting away with capital for myself. 100%. You know, it's not it's not if it's a win. My story will continue to be better and better. And, you know, look, open in the. My own independent use car to use collides during the pandemic is one story, right? With the with the difficulties. Another great story is during a deep recession and things upside down. And I'm going to open up two more use for lots. So if I'm only going to act as how do you explain that? How do you explain that to the listener that's being, you know, that's sitting there saying, wait, what like, how is that possible to do in this market? Like, how do you how do you explain that? Well, if you have success, it's this duplicatable. You know, like, if I'm here in this city, people understand, but if I opened up a new school, I've crossed the street and maybe it's a good thing. And I've crossed the street and maybe it's something different and had the same and had different employees and different salespeople with different objectives. They would sell dirty car. You know, once you have the banking and the structure and the floor plan and you can just. Yeah, you have the foundation built already. Yeah, that second location that I'm open for millimeters. I'm not hiring anymore technicians. I'm not hiring anymore back office people. You know, there's certain certain expenses that are just not going to duplicate. So it's the economy of scale. Yeah.

你认为你会重返连锁店的世界吗？毫无疑问。我们每天在领英上发布告诉人们的内容都是：让我买下你店铺的20%，我还在照常运营。我想要被当作业主对待。我不是在找工作，我想成为Germanger。这方面我已经有了一些进展。我已经从两年收益变成四年收益，并开始为自己另外储备资金。百分之百肯定。你知道，这不是一个是否胜利的问题，我的故事将继续变得越来越好。你知道的，开设我自己独立的二手车销售点在疫情期间是一个故事，对吧？在深度衰退和局势逆转的情况下开设两个更多的二手车销售点也是一个很好的故事。如果我只做为一个人，你如何解释这个？你如何向那些坐在那里说，“等等，这个市场怎么可能做到这个？你如何解释这个？”嗯，如果你取得成功，那么这就是可复制的。你知道的，如果我在这个城市，人们会理解，但是如果我开设了一个新学校，我可能跨越了街道，说不定这是一件好事。我跨越了街道，也许会有一些不同的东西，雇佣了不同的员工和有不同目标的销售人员。他们会卖脏车。你知道的，一旦你拥有了银行和结构以及平面图，你就可以。是的，你已经建立了基础。是的，我正在开设的第二个位置只需几毫米。我不再雇佣更多的技术人员了。我不再雇佣更多的后勤人员。有一些支出是不能复制的。所以这是规模经济。是的。

Tell me, one thing I wanted to ask you earlier on is given your background, who taught you about equity? Like, what point in life did it hit you? Right? Because you mentioned your, you know, super humble beginnings to, you know, to say the least. And then from there, you know, a decade or a decade and a half later, you're, you know, getting an equity stake at a dealership as a managing partner.

告诉我，我之前想问你一件事是，考虑到你的背景，是谁教给你有关权益的知识呢？就是说，在生活中的哪个时刻让你开始意识到这个问题的存在？因为你提到了你非常谦卑的起点，然后经过了十年或十五年的努力，你成为了一家汽车经销商的管理合伙人，拥有了一部分股权。

And I find that many people that start in the car business, but don't grow in the car business. They don't understand the power of equity, the power of compounding and all that. So like, how did you learn about that given, given where you came from? So no, I learned it from watching others in the business, seeing things on the fold. And I just had this unwavering belief at a very young age, 25 years old, that I'm on, on New Corps, France.

我发现很多人开始做汽车生意，但却没有在这个行业里得到发展。他们不明白权益的力量，复利的力量以及其他相关的事情。那么，你是如何了解到这些的呢，考虑到你的起点？所以，不，我是通过观察其他人的经验，看到那些行业内的事情，学到的。而且我在25岁时便有着一种坚定的信念，认为我正在往新闻集团（指的是New Corps）的法国分公司前进。

And like belief is like, when you believe something, there's a lot of people that's going to try to talk to you out of that. A lot of people that's going to try to like tell you stupid or why do you believe that. But that belief was so strong. It's like, it was like the sun that my universe revolved around. You know, that was it. So, so obviously that's my goal to own a new car dealership. I have to pay attention to when I hear things of soul, that hear, hear conversations.

就像信仰一样，当你相信某件事时，会有很多人试图说服你放弃信仰。很多人会告诉你这是愚蠢的，问你为什么相信那个。但是我的信念是如此强大，就像是我宇宙中的太阳。你懂的，那就是我要拥有一家新车经销商的目标。所以，我必须注意那些涉及灵魂的对话，听取那些声音。

And when I was in the franchise world, this is like, you know, crazy store, not crazy, but at that Chevrolet store, we opened up three satellite use collides. How many people across the country have new car franchises that open satellite use collides? We sold 225 use cars a month at just a regular franchise Chevy store. A high of 300, you know, and, and so I negotiated all those leases.

当我在特许经营行业时，这就像是一个疯狂的商店，不是真的疯狂，但在那家雪佛兰店里，我们开了三家卫星二手车店。在全国范围内有多少人开了新车特许经营店并开设了卫星二手车店呢？我们每个月在普通的雪佛兰特许经营店销售225辆二手车。最高记录为300辆，你知道的，所以我为所有这些租赁进行了谈判。

This is how it worked. I would contact the people, negotiate everything. And I ended up in my general manager's office like, let's do this. But I had it all worked out all the details. Then when I went to this organization called Ray Brain, and I was the vice president operation for six stores, one of the stores had no frontage. And I got another use collides. I bought a guy's use collides. Actually hired him to be the German of the franchise. You know, so I'm not like a negotiate that. And then the last, you know, I did another use collide for the last year when I was the managing partner. So I had negotiated six or seven, you know, transactions.

这就是整个过程。我会联系人，谈判一切事宜。最后我进入了总经理办公室说：“让我们开始吧。”但我已经把所有详情都安排妥当了。后来我去了一个叫Ray Brain的组织，成为了六家店铺的运营副总裁，其中一家店铺没有正面。于是我又进行了另一个使用碰撞交易，购买了一个人的使用碰撞。实际上，我雇佣他作为该特许经营的经理。你知道的，这样我就不需要再议价了。然后最后一年我担任管理合伙人时，我又进行了另一个使用碰撞交易。总之，我谈判了六七次交易。

I had sat down and being recruited away and dealing with Ray Brain, Guy, buses, so when he died, worked $750. I worked for the Benson organization, you know, just just a few time Benson and Gayle Benson and they own the St. The Pelicans and, you know, I had conversations with them and I was recruited away by Donnie Bone and the bones. They're like legends and the car business and the Orleans.

我刚刚坐下并被招募走了，处理着雷·布雷恩、盖伊、公共汽车之事，所以当他去世时，我挣了750美元。我曾为本森组织工作，你知道，只是一些关于本森和盖尔·本森的时间，他们拥有圣安东尼奥鹈鹕队，你知道，我与他们有过交谈，然后被唐尼·伯恩和伯恩家族挖走了。他们在汽车行业和奥尔良市堪称传奇。

So I look up one day and I like, wait a second. I'm one hell of a negotiator. I sat down with billionaires, you know, basically and negotiated pay plans and things like that. So that's how, like when I bought the percentage at GNC, I was already prepared for that. You know, when I opened Miller Motors and I got some investors, I was already prepared for that. And so it's just like, you know, you go through, you go through, you have a dream and you go through your life and you, everything you're doing is, it's backed up by that dream.

有一天我抬头看着，突然想，等一下。我真的是一个厉害的谈判者。我曾经与亿万富翁们坐下来商谈过薪水计划之类的事情。所以，当我购买GNC的股份时，我早已有所准备。当我成立Miller Motors并吸引了一些投资者时，我也早已有所准备。所以就像，你经历了，经历了，拥有一个梦想并在你的生活中经历各种事情，每一件事都是那个梦想的支撑。

You know, I'm working 13 hours today because I want to own new putting show one day. I'm putting up with the BS because you put up a lot of BS when you work for other people because I need this experience because I want to own my own digital symbol gate. Own it on and on. Once you have a strong belief, everything in your life kind of revolves around that.

你知道，我今天要工作13个小时，因为我想有一天能拥有全新的演出。我忍受这些烦心事，是因为当你为别人工作时，你也会遇到很多麻烦事，而我需要这些经历，因为我想拥有自己的数字象征之门。不断拥有，并且持续下去。一旦你有了坚定的信念，你生活中的一切似乎都围绕着那个信念展开。

And like I said, I've learned about the equity, watching others, but then I also negotiated a lot of stuff. I just learned about. Look, when it comes to the digital system and equity and percentages and things like that, I consider myself the knowledge that I gained. And it's good as anybody else's. And I already just don't mean that the carbon is nobody else taught me.

就像我之前说的，我通过观察他人的经验来学习了一些关于公平性的知识，而且我也在许多方面进行了谈判。我是通过自己的努力学习的。看吧，当涉及到数字系统、公平性和百分比等方面时，我认为自己掌握了一些知识，这些知识和其他人一样有用。并且我并不是说没有人教过我。

I think just my high level thoughts, it's super impressive to see how you've, how, what you've done for yourself, how far you've come, just, you know, being persistent. And, you know, you've definitely gotten knocked down a lot in many different situations, but it's not letting it put you down and continuing to push forward and finding solutions and staying positive.

我认为这只是我对你的高层次思维的看法，看到你为自己所做的事情，你取得的进步真的令人印象深刻，知道你一直都很坚持。你在许多不同的情况下确实遭受了很多挫折，但是你没有放弃，继续向前推进，寻找解决方案并保持积极的态度，这真的非常了不起。

So it's a super, super admirable man. Seriously, like congrats on congrats on what you've done. And I'm sure you're going to do a lot of, a lot of other great things. Really appreciate your transparency. You know, you can tell that you're just like a straight shooter. You keep it real, which is, which is another reason why I'm sure why you've been so successful.

所以他是一个非常令人敬佩的人。真的，对于你所做的一切我要祝贺你。我相信你还会做很多其他了不起的事情。非常感谢你的坦诚。你可以看出来你就是一个直爽的人。你保持真实，这也是我确信你取得成功的另一个原因。

Any final thoughts, anything I didn't ask you that you want to share with the audience?

有什么最后的想法吗？还有你希望与观众分享的，我没有问到的内容吗？

No, I mean, great podcast. Like I said, I just, I want to offer like.

不，我的意思是，这是一个很棒的播客。就像我说的，我只是想提供一些。

Literally, if I can do it, whatever I'm doing, because of me preferences by. saying this, many, many, many people way more successful to me. There's just regular general managers at dealership that, that I'm making a million out of the year.

从字面上讲，如果我能做到，无论我做什么，都是因为我的偏好。说这句话，比我更成功的人非常非常非常多。在经销商只有普通的总经理，而我每年赚100万。

Many people wait way more successful to me. So I'm just on my level of success. So if you, you're looking at me and saying, man, I'm not as successful as him. How did he get there? If I could do it, if anybody could do it.

很多人比我更成功，所以我只是在自己的成功水平上。所以如果你看着我说：“哎呀，我没有他那么成功。他是怎么做到的？如果我能做到，任何人都能。”

Any catchphrase or keyword that would hinder your life or statistic, I've experienced it all. High school dropout, my day committed suicide, alcohol, parents, drug addiction, parents, divorce, cancer, terminal cancer, Katrina, cash replunkers, DMS bankruptcy, pandemic, you know, recession.

任何会阻碍你生活或统计数据的流行语或关键词，我都经历过。中学辍学、我的日子自杀、酗酒、父母、药物成瘾、离婚、癌症、晚期癌症、卡特里娜飓风、现金回收者、DMS破产、大流行病、你知道的，经济衰退。

And I'm still here. And I've made it through all that with a mentality. Catchphrase that a few years ago, somebody said, Hey, there was some memes going around and it says, if this was a person, like a picture of an ugly person. If ugly was a person, this would have been somebody sent me a, it took one on pictures of Facebook and said, if all gas will break with a person. And like, that all gas breaks mentality is like, you crave or something, you plant or something. And when the door opens, you got to jump through the door. You can't be like, you crave for this. You plant for this.

而我还在这里。而且我带着一种心态度过了那一切。几年前，有人说了一个口号，嘿，有一些梗在流传，上面写着，如果这是一个人，像一个丑陋的人的图片。如果丑陋是一个人，那这个人就是我。有人给我发了一张在Facebook上的照片，上面写着，如果所有的努力都是为了一个人。就好像那种努力就像你渴望或者你期望什么，当大门打开时，你得跳进去。你不能只是渴望这个，你要为之付出行动。

So when certain doors open in my life, I easily recognize it. Okay. That's me. I don't put a whole lot of thought into like trying to talk myself out of it. We all talk ourselves out of it. We all live in so much fear. 90% of like 95% of like whatever you fear, never even comes through. We have, we do that in business transactions. There's not many people that want to turn down a $400 money a job with three kids in private school who will be $10,000. Because they believe that this was the path that they were supposed to be on, you know.

所以当我的生活中出现某些机会时，我很容易辨认出来。好的，那就是我。我不会费太多心思去试图自我否定。我们都有时会自我否定。我们都生活在如此多的恐惧中。你害怕的东西中，90%或者95%甚至都不会发生。我们在商业交易中也是如此。没有多少人会拒绝一份能为他们三个在私立学校上学的孩子赚400美元的工作，即使这份工作最终带来了1万美元。因为他们相信这是他们应该走的道路，你知道的。

And so men, stop being free, post life with all gas, no breaks mentality. Try to, like if you believe in this, if you believe something, then you need to really believe it. Because this guy is going to send things in your path. The door is going to open up. And if you don't jump through those doors, then that was it. That was your chance. You know what I'm saying?

因此，诸位男士们，停止过着自由、毫无休息的生活方式。试着去相信，如果你相信某件事，那就要真正相信它。因为这个人会把事物带到你的生活中。机会的大门将会打开。如果你不跨出那些门，那就是你的错过。你明白我的意思吗？

So obviously breaks like, you know, millibotors. I'm in New Orleans, Louisiana. You can contact me personally. I can help you with a pre-old vehicle.

显然是指像小型发动机之类的损坏。我在路易斯安那州的新奥尔良，你可以直接联系我。我可以帮助你修理一辆老旧的车辆。

Where can people get in touch with you?

人们可以在哪里与你取得联系？

You can call me on my cell phone. I don't answer my phone all the time. 504-615-9297.

你可以拨打我的手机电话。我并不总是接电话。504-615-9297。

In the business that you want to help, you want to see how to get from salesperson. Because I excelled in every spot in the variable operation. I was a salesperson in the year. I was a .30 finance manager. I ran the best numbers. I was a young sales manager, a young new car manager, a huge car contractor. For a period of time, I was a fleet manager. In between jobs, I sold 20 cars a month as a fleet manager. I excelled in every spot in the variable operation.

在您想要帮助的企业中，您想要知道如何成为销售人员。因为在多种不同的职位中，我表现出色。我曾经是一名销售人员，是一名财务经理，负责统筹各项业务。我管理过最优秀的销售额。我曾是一名年轻的销售经理，一名年轻的新车经理，以及一名大型汽车承包商。一段时间里，我还担任过车队经理的职务。在工作间隙，我作为一名车队经理每月能够销售20辆汽车。在变动性运营中，我在每个职位都取得了出色的成绩。

So if I can help you, I really would take a phone call and offer help. If you're in New Orleans, you want to buy a car and come see me. You want to sell your car and come see me. But if you're in the automobile business, reach out to me. And like I said, I love talking about the car.

如果我能帮到你，我真的会接听电话并提供帮助。如果你在新奥尔良，想要买辆车并来找我，或者想要卖掉自己的车并来找我，都可以。但如果你在汽车行业工作，也可以联系我。就像我说的，我喜欢谈论汽车。

First Miller, thanks for coming on the pot.

首先，米勒，感谢你来参加这次采访。

Thank you, man. I enjoyed it. Alright, hope you enjoyed that episode. Please give the podcast a rating, consider subscribing to the show, and check the show notes for links to what we talked about. Thanks for tuning in, I'll see you guys next time.

谢谢你，伙计。我很喜欢。嗯，希望你喜欢这一集。请给这个播客评分，考虑订阅节目，并查看节目注释中的链接以了解我们讨论的内容。感谢你的收听，下次见。