Ep #85: Overcoming Objections with Barry Dorn & Ron Reichen

Thank you to our sponsor - Lombard Equipment! They have incredible customer service and their 5-star reviews give you a taste of the service AFTER the sale. These guys are amazing if you are looking for new or refurbished equipment!https://lombardequipment.com/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 indoctrinationpull the OE proceduresread themprovide the needed documentationknow the policy language and limitations & educate the guestprovide a repair plan - stop with the photo estimates2) Combating the "Lack of Talent"creating a culture of developmentmarketing to your people internallyknow your people and interact with thembe a part of your shop's every day activitieshands-on with your people at all timesrecruit internally firstpair new team members with a mentor"date a few times before marriage"key point is their personality and their attitude3) 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.comRon Reichen with Precision First - Website: https://precisionfirst.com/Barry's Email: bdorn@dornsbodyandpaint.comBarry Dorn with Dorn's Body & Paint - Website: https://dornsbodyandpaint.com/Support the Show.For more info on Micki's Marketing Services to help you grow your shop's revenue click here: https://collisioncentermarketing.comEmail Micki directly at micki@mickiwoodsmarketing.com Join the Body Bangin' Facebook Group!https://www.facebook.com/groups/989546031854134