Ep #85: Overcoming Objections with Barry Dorn & Ron Reichen
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We are talking with 2 all-stars in our industry today! We've got Ron Reichen - president of Precision Body & Paint that has 5 locations in Oregon.
We are also talking with Barry Dorn - owner of Dorn's Body & Paint, Dorn's Automotive Service, and Dorn's Specialized Transport in Mechanicsville, VA.
Ron & Barry had a panel discussion at the SE Collision Conference called "Repairer to Repairer" and they share with us some of the HOT TOPICS that shops wanted to chat about.
1) Overcoming Objections.
My favorite quote from Ron, "We can't fix today's vehicles in a dungeon with a rock and a stick for peanuts."
- establishing yourself as the expert (taking into account the subconscious impressions). WE ARE THE EXPERTS - we need to appear as such and present ourselves as such.
- bucking the indoctrination
- pull the OE procedures
- read them
- provide the needed documentation
- know the policy language and limitations & educate the guest
- provide a repair plan - stop with the photo estimates
2) Combating the "Lack of Talent"
- creating a culture of development
- marketing to your people internally
- know your people and interact with them
- be a part of your shop's every day activities
- hands-on with your people at all times
- recruit internally first
- pair new team members with a mentor
- "date a few times before marriage"
- key point is their personality and their attitude
3) Blend Study - You can take advantage of this TODAY!
The study found that blending a panel takes 31.59% more time than a full refinish of the same panel, on average, rather than the 50% less time allocated in the three estimating systems.
Read the full study here: https://scrs.com/blendstudy/
Reach out to Ron or Barry directly:
Ron's Email: ronaldr@precisionfirst.com
Ron Reichen with Precision First - Website: https://precisionfirst.com/
Barry's Email: bdorn@dornsbodyandpaint.com
Barry Dorn with Dorn's Body & Paint - Website: https://dornsbodyandpaint.com/
For more info on Micki's Marketing Services to help you grow your shop's revenue click here: https://collisioncentermarketing.com
Email Micki directly at micki@mickiwoodsmarketing.com
Join the Body Bangin' Facebook Group!
https://www.facebook.com/groups/989546031854134