Page 34 - Agent Handbook 9.14.21

c. An objection is not a “No” it's just I need to do a little more convincing. Do not take
the objection personal.

d. Low funnel- High Priority means they are still at the top of your list for follow-up. You
may be waiting on pictures, numbers, or an appointment time from them.

11. Cadence work would be the leads that have not engaged with you yet. Any cadence work
that is Day 2-Day 5 should be scheduled next around 9- 10 am because they still need to be
followed up with, but they have not responded but you want to get to them early enough
that another dealership does not get to them before us and time in the day to get them in.

12. After that, should be your cadence that is Day 7 and up. Scheduled around 1-
2pm.They haven’t answered you and you have been reaching out for days.

13. High funnel/Low Priority guests are those that want a 2002 528 that has the luxury package
which we are not going to get in. They are what we call a UNICORN. Something that is not
easily found.

a. They have a lease that does not expire for another 3-4 months since we don’t have a
pull ahead program

b. Going on vacation

c. Closing on a home

d. Waiting on an insurance check

14. Outside of those options then we do not push out tasks more than a day unless the guest
specifically states to not call them for some time, or they are on vacation, etc.

15. Make sure to give your tasks for when you are off to agents that will help you do your work.
Your HOT guests’ the ones you have a feeling will come in and you need someone to follow
up and then lastly your cadence.

a.

16. Click the drop-down and pick the name of the new agent.

17. Anything left on your calendar on your days off that is within the Day 1 -4 Cadence will be
distributed out to the team to complete in your absence

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