{"version":"1.0.0","segments":[{"speaker":"Kyle Mountsier","startTime":0.329,"endTime":2.639,"body":"Paul, I've"},{"speaker":"Kyle Mountsier","startTime":0.329,"endTime":2.639,"body":"really had one question for you"},{"speaker":"Kyle Mountsier","startTime":2.669,"endTime":5.969,"body":"since the beginning of us"},{"speaker":"Kyle Mountsier","startTime":2.669,"endTime":5.969,"body":"knowing each other and"},{"speaker":"Unknown","startTime":12.5,"endTime":14.39,"body":"this is Auto Collabs."},{"speaker":"Kyle Mountsier","startTime":14.0,"endTime":17.9,"body":"And you keep"},{"speaker":"Kyle Mountsier","startTime":14.0,"endTime":17.9,"body":"it's like I'm from Philly, the"},{"speaker":"Kyle Mountsier","startTime":17.9,"endTime":21.23,"body":"Philly Skyline on the original"},{"speaker":"Kyle Mountsier","startTime":17.9,"endTime":21.23,"body":"ASOTU thing Philly Philly Philly"},{"speaker":"Kyle Mountsier","startTime":21.23,"endTime":25.58,"body":"Philly setup, right, all this"},{"speaker":"Kyle Mountsier","startTime":21.23,"endTime":25.58,"body":"type of stuff. And my question"},{"speaker":"Kyle Mountsier","startTime":25.58,"endTime":29.3,"body":"is, is have you ever run the"},{"speaker":"Kyle Mountsier","startTime":25.58,"endTime":29.3,"body":"stairs? Like have you ever done"},{"speaker":"Kyle Mountsier","startTime":29.3,"endTime":31.52,"body":"that done the thing all that?"},{"speaker":"Paul Daly","startTime":31.55,"endTime":34.28,"body":"Yeah, okay. The most"},{"speaker":"Paul Daly","startTime":31.55,"endTime":34.28,"body":"recent time I ever ran the"},{"speaker":"Paul Daly","startTime":34.28,"endTime":40.46,"body":"stairs was actually with today's"},{"speaker":"Paul Daly","startTime":34.28,"endTime":40.46,"body":"guests, David Long. Wow. No, no."},{"speaker":"Paul Daly","startTime":41.36,"endTime":43.25,"body":"I had no clue over here. Like,"},{"speaker":"Michael Cirillo","startTime":43.58,"endTime":45.47,"body":"where are we"},{"speaker":"Michael Cirillo","startTime":43.58,"endTime":45.47,"body":"going with this? I can't believe"},{"speaker":"Michael Cirillo","startTime":45.47,"endTime":46.91,"body":"you didn't know. That's amazing."},{"speaker":"Michael Cirillo","startTime":45.47,"endTime":46.91,"body":"So"},{"speaker":"Paul Daly","startTime":46.91,"endTime":52.37,"body":"the last time I went"},{"speaker":"Paul Daly","startTime":46.91,"endTime":52.37,"body":"up the Rocky stairs. Picks photo"},{"speaker":"Paul Daly","startTime":52.37,"endTime":56.57,"body":"proof of this. We literally just"},{"speaker":"Paul Daly","startTime":52.37,"endTime":56.57,"body":"got finished the ASOTU live"},{"speaker":"Paul Daly","startTime":56.57,"endTime":59.87,"body":"event in Philly, in the middle"},{"speaker":"Paul Daly","startTime":56.57,"endTime":59.87,"body":"of the lockdowns and David Long"},{"speaker":"Paul Daly","startTime":59.87,"endTime":62.72,"body":"was in town and I was like, Have"},{"speaker":"Paul Daly","startTime":59.87,"endTime":62.72,"body":"you ever seen the Rocky statue?"},{"speaker":"Paul Daly","startTime":62.75,"endTime":65.93,"body":"No way. And so we all hopped in"},{"speaker":"Paul Daly","startTime":62.75,"endTime":65.93,"body":"the car, and we drove down to"},{"speaker":"Paul Daly","startTime":65.93,"endTime":68.36,"body":"the Art Museum and we have"},{"speaker":"Paul Daly","startTime":65.93,"endTime":68.36,"body":"pictures of all of us standing"},{"speaker":"Paul Daly","startTime":68.36,"endTime":72.38,"body":"Rocky, running the steps on a"},{"speaker":"Paul Daly","startTime":68.36,"endTime":72.38,"body":"beautiful cloudy day."},{"speaker":"Michael Cirillo","startTime":72.42,"endTime":74.61,"body":"Is this real? I"},{"speaker":"Michael Cirillo","startTime":72.42,"endTime":74.61,"body":"feel like I you this"},{"speaker":"Kyle Mountsier","startTime":74.61,"endTime":78.93,"body":"was not a set."},{"speaker":"Kyle Mountsier","startTime":74.61,"endTime":78.93,"body":"sign any paper you want me to"},{"speaker":"Kyle Mountsier","startTime":78.93,"endTime":80.1,"body":"sign right now. So"},{"speaker":"Paul Daly","startTime":79.0,"endTime":82.78,"body":"if you're just this"},{"speaker":"Paul Daly","startTime":79.0,"endTime":82.78,"body":"podcast, what happens is before"},{"speaker":"Paul Daly","startTime":82.78,"endTime":86.38,"body":"we record an episode, some we"},{"speaker":"Paul Daly","startTime":82.78,"endTime":86.38,"body":"just hit record and somebody"},{"speaker":"Paul Daly","startTime":86.38,"endTime":88.75,"body":"comes up with something to say"},{"speaker":"Paul Daly","startTime":86.38,"endTime":88.75,"body":"in the beginning and that was"},{"speaker":"Paul Daly","startTime":88.75,"endTime":91.15,"body":"it. And so I didn't know where"},{"speaker":"Paul Daly","startTime":88.75,"endTime":91.15,"body":"Kyle was going. Kyle didn't know"},{"speaker":"Paul Daly","startTime":91.15,"endTime":93.76,"body":"where Kyle was going. Michael"},{"speaker":"Paul Daly","startTime":91.15,"endTime":93.76,"body":"never knows where anyone is"},{"speaker":"Paul Daly","startTime":93.76,"endTime":96.76,"body":"going. Michael still"},{"speaker":"Paul Daly","startTime":93.76,"endTime":96.76,"body":"dumbfounded. Wondering how he"},{"speaker":"Paul Daly","startTime":96.76,"endTime":101.83,"body":"got to Philadelphia. I got"},{"speaker":"Paul Daly","startTime":96.76,"endTime":101.83,"body":"nothing. Out of throwing it"},{"speaker":"Paul Daly","startTime":102.1,"endTime":104.11,"body":"in-ears that he's such a diva."},{"speaker":"Paul Daly","startTime":102.1,"endTime":104.11,"body":"You should have seen the"},{"speaker":"Paul Daly","startTime":104.11,"endTime":105.85,"body":"contract we had assigned to get"},{"speaker":"Paul Daly","startTime":104.11,"endTime":105.85,"body":"him on"},{"speaker":"Michael Cirillo","startTime":107.41,"endTime":110.23,"body":"with 70"},{"speaker":"Michael Cirillo","startTime":107.41,"endTime":110.23,"body":"countries with listeners. That's"},{"speaker":"Michael Cirillo","startTime":110.23,"endTime":111.1,"body":"what he said. He said"},{"speaker":"Paul Daly","startTime":111.13,"endTime":115.33,"body":"I want one cappuccino"},{"speaker":"Paul Daly","startTime":111.13,"endTime":115.33,"body":"for every country. audience"},{"speaker":"Paul Daly","startTime":115.36,"endTime":116.17,"body":"listening cappucino,"},{"speaker":"Michael Cirillo","startTime":116.17,"endTime":117.34,"body":"what does that"},{"speaker":"Michael Cirillo","startTime":116.17,"endTime":117.34,"body":"taste like?"},{"speaker":"Paul Daly","startTime":117.37,"endTime":119.59,"body":"Oh my gosh, well, on"},{"speaker":"Paul Daly","startTime":117.37,"endTime":119.59,"body":"the west coast, they drink a lot"},{"speaker":"Paul Daly","startTime":119.59,"endTime":122.83,"body":"of cappuccinos which happens to"},{"speaker":"Paul Daly","startTime":119.59,"endTime":122.83,"body":"be where David Long is from sir."},{"speaker":"Paul Daly","startTime":122.83,"endTime":125.2,"body":"Let's bring it back here. That's"},{"speaker":"Paul Daly","startTime":122.83,"endTime":125.2,"body":"amazing. You didn't know that"},{"speaker":"Paul Daly","startTime":125.2,"endTime":127.69,"body":"actually had no clue. The first"},{"speaker":"Paul Daly","startTime":125.2,"endTime":127.69,"body":"time I ever met David Long was"},{"speaker":"Paul Daly","startTime":127.69,"endTime":131.26,"body":"on a sailboat. This sounds"},{"speaker":"Paul Daly","startTime":127.69,"endTime":131.26,"body":"another fantastic story. So Dale"},{"speaker":"Paul Daly","startTime":131.26,"endTime":134.5,"body":"Pollack invited me to go on a"},{"speaker":"Paul Daly","startTime":131.26,"endTime":134.5,"body":"sailboat with the dealer at nada"},{"speaker":"Paul Daly","startTime":134.5,"endTime":138.01,"body":"last time it was in San"},{"speaker":"Paul Daly","startTime":134.5,"endTime":138.01,"body":"Francisco. And it was the owner"},{"speaker":"Paul Daly","startTime":138.01,"endTime":140.95,"body":"of the group that David Long was"},{"speaker":"Paul Daly","startTime":138.01,"endTime":140.95,"body":"with at the time why the group"},{"speaker":"Paul Daly","startTime":140.95,"endTime":144.25,"body":"name is escaping my memory. But"},{"speaker":"Paul Daly","startTime":140.95,"endTime":144.25,"body":"I met David long for the first"},{"speaker":"Paul Daly","startTime":144.25,"endTime":148.93,"body":"time and his kindness and warmth"},{"speaker":"Paul Daly","startTime":144.25,"endTime":148.93,"body":"and just welcoming nature like"},{"speaker":"Paul Daly","startTime":148.93,"endTime":151.6,"body":"we've been friends ever since"},{"speaker":"Paul Daly","startTime":148.93,"endTime":151.6,"body":"that day."},{"speaker":"Kyle Mountsier","startTime":151.83,"endTime":153.54,"body":"Yeah, you know,"},{"speaker":"Kyle Mountsier","startTime":151.83,"endTime":153.54,"body":"what's funny about the times"},{"speaker":"Kyle Mountsier","startTime":153.54,"endTime":157.2,"body":"that I like initially ran into"},{"speaker":"Kyle Mountsier","startTime":153.54,"endTime":157.2,"body":"David Long was in Clubhouse"},{"speaker":"Kyle Mountsier","startTime":157.2,"endTime":161.64,"body":"actually. And I'll never forget"},{"speaker":"Kyle Mountsier","startTime":157.2,"endTime":161.64,"body":"the very first kind of"},{"speaker":"Kyle Mountsier","startTime":161.64,"endTime":164.73,"body":"conversation that he was a part"},{"speaker":"Kyle Mountsier","startTime":161.64,"endTime":164.73,"body":"of. And the only way that I"},{"speaker":"Kyle Mountsier","startTime":164.73,"endTime":167.94,"body":"remember it is he was talking"},{"speaker":"Kyle Mountsier","startTime":164.73,"endTime":167.94,"body":"about how he manages"},{"speaker":"Kyle Mountsier","startTime":167.94,"endTime":171.45,"body":"VinSolutions with his team and"},{"speaker":"Kyle Mountsier","startTime":167.94,"endTime":171.45,"body":"how he does it on these these."},{"speaker":"Kyle Mountsier","startTime":171.9,"endTime":174.39,"body":"He calls him periods of the day"},{"speaker":"Kyle Mountsier","startTime":171.9,"endTime":174.39,"body":"kind of like a hockey and then"},{"speaker":"Kyle Mountsier","startTime":174.39,"endTime":176.73,"body":"he has overtime and all this"},{"speaker":"Kyle Mountsier","startTime":174.39,"endTime":176.73,"body":"type of stuff. And I just"},{"speaker":"Kyle Mountsier","startTime":176.73,"endTime":180.93,"body":"remember thinking in my head,"},{"speaker":"Kyle Mountsier","startTime":176.73,"endTime":180.93,"body":"his mode was like, and if they"},{"speaker":"Kyle Mountsier","startTime":180.93,"endTime":184.5,"body":"don't do it right out crushed"},{"speaker":"Kyle Mountsier","startTime":180.93,"endTime":184.5,"body":"them, which is not what he said."},{"speaker":"Kyle Mountsier","startTime":185.43,"endTime":189.39,"body":"But it was that it was that mode"},{"speaker":"Kyle Mountsier","startTime":185.43,"endTime":189.39,"body":"of intentionality that was like,"},{"speaker":"Kyle Mountsier","startTime":189.48,"endTime":192.42,"body":"No, this is how we do business."},{"speaker":"Kyle Mountsier","startTime":189.48,"endTime":192.42,"body":"And if they don't get it done in"},{"speaker":"Kyle Mountsier","startTime":192.42,"endTime":194.94,"body":"that time every day, then"},{"speaker":"Kyle Mountsier","startTime":192.42,"endTime":194.94,"body":"they're not doing their job"},{"speaker":"Kyle Mountsier","startTime":194.94,"endTime":199.47,"body":"right but on right there next to"},{"speaker":"Kyle Mountsier","startTime":194.94,"endTime":199.47,"body":"it. And with such tender loving"},{"speaker":"Kyle Mountsier","startTime":199.47,"endTime":203.22,"body":"care is this guy that is just"},{"speaker":"Kyle Mountsier","startTime":199.47,"endTime":203.22,"body":"filled with positivity filled"},{"speaker":"Kyle Mountsier","startTime":203.22,"endTime":206.31,"body":"with empathy for not just him to"},{"speaker":"Kyle Mountsier","startTime":203.22,"endTime":206.31,"body":"his team, but actually for the"},{"speaker":"Kyle Mountsier","startTime":206.31,"endTime":209.91,"body":"entire industry. Like he has a"},{"speaker":"Kyle Mountsier","startTime":206.31,"endTime":209.91,"body":"real empathy as he does for the"},{"speaker":"Kyle Mountsier","startTime":209.91,"endTime":213.0,"body":"auto industry. And that is"},{"speaker":"Kyle Mountsier","startTime":209.91,"endTime":213.0,"body":"unique about David."},{"speaker":"Paul Daly","startTime":213.51,"endTime":214.83,"body":"Michael when did you"},{"speaker":"Paul Daly","startTime":213.51,"endTime":214.83,"body":"meet David?"},{"speaker":"Michael Cirillo","startTime":215.16,"endTime":218.31,"body":"I met David for"},{"speaker":"Michael Cirillo","startTime":215.16,"endTime":218.31,"body":"the first time in person like a"},{"speaker":"Michael Cirillo","startTime":218.31,"endTime":221.82,"body":"month ago, but we had met online"},{"speaker":"Michael Cirillo","startTime":218.31,"endTime":221.82,"body":"obviously clubhouse and things"},{"speaker":"Michael Cirillo","startTime":221.82,"endTime":227.1,"body":"of that nature. And it was"},{"speaker":"Michael Cirillo","startTime":221.82,"endTime":227.1,"body":"delightful. Because you know so"},{"speaker":"Michael Cirillo","startTime":227.1,"endTime":230.55,"body":"often you meet people What's"},{"speaker":"Michael Cirillo","startTime":227.1,"endTime":230.55,"body":"that old saying? Like? You know,"},{"speaker":"Michael Cirillo","startTime":230.55,"endTime":234.03,"body":"be careful meeting people you"},{"speaker":"Michael Cirillo","startTime":230.55,"endTime":234.03,"body":"admire a celebrity you admire in"},{"speaker":"Michael Cirillo","startTime":234.03,"endTime":236.19,"body":"real life because they might"},{"speaker":"Michael Cirillo","startTime":234.03,"endTime":236.19,"body":"disappoint you. It's the"},{"speaker":"Michael Cirillo","startTime":236.19,"endTime":240.3,"body":"opposite. Yeah. Like, like you"},{"speaker":"Michael Cirillo","startTime":236.19,"endTime":240.3,"body":"said is positivity is kindness"},{"speaker":"Michael Cirillo","startTime":240.99,"endTime":245.01,"body":"on a list that I've made of"},{"speaker":"Michael Cirillo","startTime":240.99,"endTime":245.01,"body":"people who have the warmest"},{"speaker":"Michael Cirillo","startTime":245.04,"endTime":253.23,"body":"embraces number one, Mom, number"},{"speaker":"Michael Cirillo","startTime":245.04,"endTime":253.23,"body":"two, David Long that's because"},{"speaker":"Michael Cirillo","startTime":253.23,"endTime":256.59,"body":"right because he pulls you in,"},{"speaker":"Michael Cirillo","startTime":253.23,"endTime":256.59,"body":"he has such warmth. And I was"},{"speaker":"Michael Cirillo","startTime":256.59,"endTime":260.64,"body":"just gonna say this to crap I"},{"speaker":"Michael Cirillo","startTime":256.59,"endTime":260.64,"body":"said clubhouse and I was about"},{"speaker":"Michael Cirillo","startTime":260.64,"endTime":261.72,"body":"to say piggy back"},{"speaker":"Kyle Mountsier","startTime":266.07,"endTime":267.99,"body":"after this, I'll"},{"speaker":"Kyle Mountsier","startTime":266.07,"endTime":267.99,"body":"circle back on that for you"},{"speaker":"Michael Cirillo","startTime":270.84,"endTime":277.11,"body":"is that he's"},{"speaker":"Michael Cirillo","startTime":270.84,"endTime":277.11,"body":"debunked the myth of leadership"},{"speaker":"Michael Cirillo","startTime":277.14,"endTime":281.79,"body":"in that you in order to hold"},{"speaker":"Michael Cirillo","startTime":277.14,"endTime":281.79,"body":"people accountable, you must be"},{"speaker":"Michael Cirillo","startTime":281.82,"endTime":286.77,"body":"difficult, hard, etcetera. You"},{"speaker":"Michael Cirillo","startTime":281.82,"endTime":286.77,"body":"know, he set a standard. He"},{"speaker":"Michael Cirillo","startTime":286.77,"endTime":289.23,"body":"holds people accountable, but he"},{"speaker":"Michael Cirillo","startTime":286.77,"endTime":289.23,"body":"shows you that it can happen"},{"speaker":"Michael Cirillo","startTime":289.23,"endTime":292.56,"body":"with to your point love and"},{"speaker":"Michael Cirillo","startTime":289.23,"endTime":292.56,"body":"kindness so we hope you enjoy"},{"speaker":"Michael Cirillo","startTime":292.59,"endTime":295.59,"body":"this episode with David Long"},{"speaker":"Paul Daly","startTime":295.62,"endTime":296.52,"body":"are we looking at the"},{"speaker":"Paul Daly","startTime":295.62,"endTime":296.52,"body":"cameras"},{"speaker":"Michael Cirillo","startTime":296.52,"endTime":298.89,"body":"now? No, I just"},{"speaker":"Michael Cirillo","startTime":296.52,"endTime":298.89,"body":"it was it was a gut instinct."},{"speaker":"Michael Cirillo","startTime":298.89,"endTime":299.82,"body":"Kyle look at the cameras"},{"speaker":"Michael Cirillo","startTime":308.55,"endTime":312.42,"body":"So about a year ago, I think"},{"speaker":"Michael Cirillo","startTime":308.55,"endTime":312.42,"body":"maybe a little bit over a year"},{"speaker":"Michael Cirillo","startTime":312.42,"endTime":316.35,"body":"ago, I hear the this name for"},{"speaker":"Michael Cirillo","startTime":312.42,"endTime":316.35,"body":"the first time, David Long and"},{"speaker":"Michael Cirillo","startTime":316.35,"endTime":319.53,"body":"I'm like, you know, or in the"},{"speaker":"Michael Cirillo","startTime":316.35,"endTime":319.53,"body":"car business. So the first"},{"speaker":"Michael Cirillo","startTime":319.53,"endTime":323.1,"body":"reaction is, who's this chump."},{"speaker":"Michael Cirillo","startTime":319.53,"endTime":323.1,"body":"And then all of a sudden, he"},{"speaker":"Michael Cirillo","startTime":323.1,"endTime":326.79,"body":"opens his mouth. And I'm like,"},{"speaker":"Michael Cirillo","startTime":323.1,"endTime":326.79,"body":"holy crap, this is a person I"},{"speaker":"Michael Cirillo","startTime":326.79,"endTime":330.33,"body":"need to know. This is a person"},{"speaker":"Michael Cirillo","startTime":326.79,"endTime":330.33,"body":"who I must meet whose hand I"},{"speaker":"Michael Cirillo","startTime":330.33,"endTime":335.07,"body":"must shake. And, and, and"},{"speaker":"Michael Cirillo","startTime":330.33,"endTime":335.07,"body":"everything that I felt you might"},{"speaker":"Michael Cirillo","startTime":335.07,"endTime":337.77,"body":"be in real life is exactly who"},{"speaker":"Michael Cirillo","startTime":335.07,"endTime":337.77,"body":"you are one of the most"},{"speaker":"Michael Cirillo","startTime":337.77,"endTime":341.67,"body":"authentic, caring, genuine and"},{"speaker":"Michael Cirillo","startTime":337.77,"endTime":341.67,"body":"positive people I've met in the"},{"speaker":"Michael Cirillo","startTime":341.67,"endTime":346.65,"body":"industry, at least in the last"},{"speaker":"Michael Cirillo","startTime":341.67,"endTime":346.65,"body":"six weeks, at least."},{"speaker":"Paul Daly","startTime":349.62,"endTime":351.3,"body":"I knew that was a"},{"speaker":"Paul Daly","startTime":349.62,"endTime":351.3,"body":"setup for somebody."},{"speaker":"Michael Cirillo","startTime":351.0,"endTime":355.95,"body":"To be in here,"},{"speaker":"Michael Cirillo","startTime":351.0,"endTime":355.95,"body":"I got a question for you to kick"},{"speaker":"Michael Cirillo","startTime":355.95,"endTime":359.22,"body":"this whole thing off. I mean,"},{"speaker":"Michael Cirillo","startTime":355.95,"endTime":359.22,"body":"obviously, you are. You are a"},{"speaker":"Michael Cirillo","startTime":359.22,"endTime":363.24,"body":"wealth of knowledge, wisdom, as"},{"speaker":"Michael Cirillo","startTime":359.22,"endTime":363.24,"body":"it pertains to the retail auto"},{"speaker":"Michael Cirillo","startTime":363.24,"endTime":367.11,"body":"industry. There's a lot of"},{"speaker":"Michael Cirillo","startTime":363.24,"endTime":367.11,"body":"narrative out there about the"},{"speaker":"Michael Cirillo","startTime":367.11,"endTime":370.14,"body":"doom and the gloom, you've"},{"speaker":"Michael Cirillo","startTime":367.11,"endTime":370.14,"body":"started this whole movement,"},{"speaker":"Michael Cirillo","startTime":370.14,"endTime":372.72,"body":"this Pandemic of Positivity,"},{"speaker":"Michael Cirillo","startTime":370.14,"endTime":372.72,"body":"which is I think, where I want"},{"speaker":"Michael Cirillo","startTime":372.72,"endTime":375.93,"body":"to set the stage here. How did"},{"speaker":"Michael Cirillo","startTime":372.72,"endTime":375.93,"body":"that all come about? And more"},{"speaker":"Michael Cirillo","startTime":375.93,"endTime":379.11,"body":"importantly, how is it that"},{"speaker":"Michael Cirillo","startTime":375.93,"endTime":379.11,"body":"you're seeing it from that"},{"speaker":"Michael Cirillo","startTime":379.11,"endTime":383.13,"body":"angle, when there seemed to be"},{"speaker":"Michael Cirillo","startTime":379.11,"endTime":383.13,"body":"so many out there seeing it from"},{"speaker":"Michael Cirillo","startTime":383.13,"endTime":385.14,"body":"the opposite kind of doom and"},{"speaker":"Michael Cirillo","startTime":383.13,"endTime":385.14,"body":"gloom scope?"},{"speaker":"David Long","startTime":386.13,"endTime":389.55,"body":"What actually came"},{"speaker":"David Long","startTime":386.13,"endTime":389.55,"body":"about with Kyle was one of the"},{"speaker":"David Long","startTime":389.55,"endTime":394.65,"body":"original OG's, this was the two"},{"speaker":"David Long","startTime":389.55,"endTime":394.65,"body":"years ago? A year ago? I can't"},{"speaker":"Kyle Mountsier","startTime":394.83,"endTime":396.9,"body":"it's a long time"},{"speaker":"Kyle Mountsier","startTime":394.83,"endTime":396.9,"body":"or a year ago, almost a year and"},{"speaker":"Kyle Mountsier","startTime":396.9,"endTime":399.12,"body":"a half now, I think. Yeah. So"},{"speaker":"David Long","startTime":399.45,"endTime":401.4,"body":"I'll never forget."},{"speaker":"David Long","startTime":399.45,"endTime":401.4,"body":"So I'm what I'm leaving the"},{"speaker":"David Long","startTime":401.4,"endTime":406.74,"body":"house, and our daughter, which"},{"speaker":"David Long","startTime":401.4,"endTime":406.74,"body":"is one of three really tough"},{"speaker":"David Long","startTime":406.74,"endTime":411.12,"body":"girl and she rides horses. She's"},{"speaker":"David Long","startTime":406.74,"endTime":411.12,"body":"just, she's tougher than most"},{"speaker":"David Long","startTime":411.12,"endTime":415.14,"body":"boys. I know, me included, for"},{"speaker":"David Long","startTime":411.12,"endTime":415.14,"body":"sure. And I'm leaving, and she"},{"speaker":"David Long","startTime":415.14,"endTime":417.57,"body":"has these like, wet eyes. And"},{"speaker":"David Long","startTime":415.14,"endTime":417.57,"body":"I'm like, what's going on you?"},{"speaker":"David Long","startTime":417.57,"endTime":420.84,"body":"Okay, honey? She's like. I'm"},{"speaker":"David Long","startTime":417.57,"endTime":420.84,"body":"concerned. And um, what are you"},{"speaker":"David Long","startTime":420.84,"endTime":423.99,"body":"concerned about? She said, I'm"},{"speaker":"David Long","startTime":420.84,"endTime":423.99,"body":"concerned about you going into"},{"speaker":"David Long","startTime":423.99,"endTime":426.93,"body":"work with the pandemic, and all"},{"speaker":"David Long","startTime":423.99,"endTime":426.93,"body":"the stuff that's going on. And,"},{"speaker":"David Long","startTime":427.32,"endTime":429.63,"body":"you know, I don't want you to"},{"speaker":"David Long","startTime":427.32,"endTime":429.63,"body":"die. And she got really"},{"speaker":"David Long","startTime":429.63,"endTime":433.89,"body":"emotional. And I thought, wow,"},{"speaker":"David Long","startTime":429.63,"endTime":433.89,"body":"if my daughter that's always"},{"speaker":"David Long","startTime":433.89,"endTime":438.03,"body":"tough as nails is thinking that,"},{"speaker":"David Long","startTime":433.89,"endTime":438.03,"body":"what am I people's significant"},{"speaker":"David Long","startTime":438.03,"endTime":442.59,"body":"others families, daughters,"},{"speaker":"David Long","startTime":438.03,"endTime":442.59,"body":"sons, aunts, mother's cousins,"},{"speaker":"David Long","startTime":442.59,"endTime":445.47,"body":"what are they thinking? Right?"},{"speaker":"David Long","startTime":442.59,"endTime":445.47,"body":"Like, if she's thinking that I"},{"speaker":"David Long","startTime":445.47,"endTime":448.35,"body":"got to think that other people"},{"speaker":"David Long","startTime":445.47,"endTime":448.35,"body":"are thinking that. So I thought,"},{"speaker":"David Long","startTime":448.35,"endTime":452.7,"body":"how do we make for a different"},{"speaker":"David Long","startTime":448.35,"endTime":452.7,"body":"narrative, right? We can't"},{"speaker":"David Long","startTime":452.7,"endTime":456.09,"body":"change the narrative. But how"},{"speaker":"David Long","startTime":452.7,"endTime":456.09,"body":"can we add a narrative that is a"},{"speaker":"David Long","startTime":456.09,"endTime":458.7,"body":"little bit more beneficial to"},{"speaker":"David Long","startTime":456.09,"endTime":458.7,"body":"what we're trying to accomplish"},{"speaker":"David Long","startTime":458.7,"endTime":462.45,"body":"here? How do we come to work,"},{"speaker":"David Long","startTime":458.7,"endTime":462.45,"body":"stay safe, go home safe, keep"},{"speaker":"David Long","startTime":462.45,"endTime":466.05,"body":"our families protected, not just"},{"speaker":"David Long","startTime":462.45,"endTime":466.05,"body":"physically, but emotionally,"},{"speaker":"David Long","startTime":466.05,"endTime":469.71,"body":"mentally, spiritually. And"},{"speaker":"David Long","startTime":466.05,"endTime":469.71,"body":"that's how it was birth. And"},{"speaker":"David Long","startTime":469.71,"endTime":471.06,"body":"it's got legs, and here we"},{"speaker":"Kyle Mountsier","startTime":471.06,"endTime":477.48,"body":"go. And then I"},{"speaker":"Kyle Mountsier","startTime":471.06,"endTime":477.48,"body":"got a text at 2:33am. Central"},{"speaker":"Time, fair is 11","startTime":477.48,"endTime":484.23,"body":"33. Pacific"},{"speaker":"Time, fair is 11","startTime":477.48,"endTime":484.23,"body":"time, so there wasn't that much"},{"speaker":"Time, fair is 11","startTime":484.23,"endTime":488.22,"body":"of a mess. Like, Hey, we gotta"},{"speaker":"Time, fair is 11","startTime":484.23,"endTime":488.22,"body":"get a website we gotta get we"},{"speaker":"Time, fair is 11","startTime":488.22,"endTime":491.64,"body":"got to call people together. And"},{"speaker":"Time, fair is 11","startTime":488.22,"endTime":491.64,"body":"that's, you know, what I love"},{"speaker":"Time, fair is 11","startTime":491.64,"endTime":496.41,"body":"about what I love about you,"},{"speaker":"Time, fair is 11","startTime":491.64,"endTime":496.41,"body":"David is, you know, when when"},{"speaker":"Time, fair is 11","startTime":496.41,"endTime":500.16,"body":"you send an idea through, and I"},{"speaker":"Time, fair is 11","startTime":496.41,"endTime":500.16,"body":"don't care what it is, whether"},{"speaker":"Time, fair is 11","startTime":500.16,"endTime":504.99,"body":"it's Pandemic of Positivity, all"},{"speaker":"Time, fair is 11","startTime":500.16,"endTime":504.99,"body":"things Used Cars, or Tier 4"},{"speaker":"Time, fair is 11","startTime":504.99,"endTime":508.53,"body":"marketing for salespeople"},{"speaker":"Time, fair is 11","startTime":504.99,"endTime":508.53,"body":"doesn't matter. There's never a"},{"speaker":"Time, fair is 11","startTime":508.53,"endTime":511.02,"body":"thought in my mind, that's like,"},{"speaker":"Time, fair is 11","startTime":508.53,"endTime":511.02,"body":"you probably won't follow"},{"speaker":"Time, fair is 11","startTime":511.02,"endTime":518.76,"body":"through with that one. Like, if"},{"speaker":"Time, fair is 11","startTime":511.02,"endTime":518.76,"body":"I get an email or a text on, I'm"},{"speaker":"Time, fair is 11","startTime":518.76,"endTime":522.33,"body":"thinking about doing something,"},{"speaker":"Time, fair is 11","startTime":518.76,"endTime":522.33,"body":"it's that you are already like"},{"speaker":"Time, fair is 11","startTime":522.36,"endTime":525.66,"body":"eight steps into it, and you're"},{"speaker":"Time, fair is 11","startTime":522.36,"endTime":525.66,"body":"just calling other people to it."},{"speaker":"Time, fair is 11","startTime":525.99,"endTime":529.5,"body":"And I think that that's a real"},{"speaker":"Time, fair is 11","startTime":525.99,"endTime":529.5,"body":"trait of yours that I've seen"},{"speaker":"Time, fair is 11","startTime":529.5,"endTime":533.88,"body":"exercise is that is that you've"},{"speaker":"Time, fair is 11","startTime":529.5,"endTime":533.88,"body":"got this, this kind of desire to"},{"speaker":"Time, fair is 11","startTime":533.88,"endTime":538.26,"body":"call other people to something"},{"speaker":"Time, fair is 11","startTime":533.88,"endTime":538.26,"body":"and I actually, I got the I've"},{"speaker":"Time, fair is 11","startTime":538.29,"endTime":541.38,"body":"had the privilege of being a"},{"speaker":"Time, fair is 11","startTime":538.29,"endTime":541.38,"body":"part of you have a weekly sales"},{"speaker":"Time, fair is 11","startTime":541.38,"endTime":545.61,"body":"call actually team call that you"},{"speaker":"Time, fair is 11","startTime":541.38,"endTime":545.61,"body":"invite the entire industry to,"},{"speaker":"Time, fair is 11","startTime":545.82,"endTime":550.71,"body":"to hang out with the Hansel"},{"speaker":"Time, fair is 11","startTime":545.82,"endTime":550.71,"body":"group, right? Where did that I"},{"speaker":"Time, fair is 11","startTime":550.71,"endTime":552.72,"body":"want to hear the origin of that,"},{"speaker":"Time, fair is 11","startTime":550.71,"endTime":552.72,"body":"because I haven't heard the"},{"speaker":"Time, fair is 11","startTime":552.72,"endTime":556.23,"body":"origin and what is it along the"},{"speaker":"Time, fair is 11","startTime":552.72,"endTime":556.23,"body":"same time of like, just calling"},{"speaker":"Time, fair is 11","startTime":556.23,"endTime":561.24,"body":"people to something I think is a"},{"speaker":"Time, fair is 11","startTime":556.23,"endTime":561.24,"body":"just something that you're about"},{"speaker":"Time, fair is 11","startTime":561.24,"endTime":564.06,"body":"you're you're saying, hey, look,"},{"speaker":"Time, fair is 11","startTime":561.24,"endTime":564.06,"body":"I see a need. And I'm going to"},{"speaker":"Time, fair is 11","startTime":564.06,"endTime":566.97,"body":"call as many people as I"},{"speaker":"Time, fair is 11","startTime":564.06,"endTime":566.97,"body":"possibly can to"},{"speaker":"David Long","startTime":567.87,"endTime":571.47,"body":"what was really cool"},{"speaker":"David Long","startTime":567.87,"endTime":571.47,"body":"was when you helped me create"},{"speaker":"David Long","startTime":571.47,"endTime":574.05,"body":"the Pandemic of Positivity I"},{"speaker":"David Long","startTime":571.47,"endTime":574.05,"body":"thought, how do we, how do we"},{"speaker":"David Long","startTime":574.05,"endTime":578.34,"body":"just continue to pour into"},{"speaker":"David Long","startTime":574.05,"endTime":578.34,"body":"people? And then in the absence"},{"speaker":"David Long","startTime":578.34,"endTime":581.82,"body":"of information, as you know, you"},{"speaker":"David Long","startTime":578.34,"endTime":581.82,"body":"know, I have multiple rooftops,"},{"speaker":"David Long","startTime":581.85,"endTime":586.08,"body":"different locations. If I can't"},{"speaker":"David Long","startTime":581.85,"endTime":586.08,"body":"touch everybody all the time,"},{"speaker":"David Long","startTime":586.08,"endTime":587.91,"body":"and when the pandemic people"},{"speaker":"David Long","startTime":586.08,"endTime":587.91,"body":"were like, you know, they"},{"speaker":"David Long","startTime":587.91,"endTime":590.97,"body":"didn't, weren't all connected"},{"speaker":"David Long","startTime":587.91,"endTime":590.97,"body":"and doing this face to face"},{"speaker":"David Long","startTime":590.97,"endTime":595.08,"body":"thing. So I started these 3pm"},{"speaker":"David Long","startTime":590.97,"endTime":595.08,"body":"Zoom calls that happened every"},{"speaker":"David Long","startTime":595.35,"endTime":599.91,"body":"day at 3pm. And we just checked"},{"speaker":"David Long","startTime":595.35,"endTime":599.91,"body":"in it started. It was everyday"},{"speaker":"David Long","startTime":599.91,"endTime":603.57,"body":"Five days a week, and I'd get"},{"speaker":"David Long","startTime":599.91,"endTime":603.57,"body":"speakers, we talk about how"},{"speaker":"David Long","startTime":603.57,"endTime":605.4,"body":"we're going to take care of"},{"speaker":"David Long","startTime":603.57,"endTime":605.4,"body":"ourselves, how we're going to"},{"speaker":"David Long","startTime":605.4,"endTime":608.16,"body":"take care of our customers, how"},{"speaker":"David Long","startTime":605.4,"endTime":608.16,"body":"we're going to stay safe at"},{"speaker":"David Long","startTime":608.16,"endTime":611.34,"body":"work, and we're gonna go home"},{"speaker":"David Long","startTime":608.16,"endTime":611.34,"body":"safe. And then that evolved into"},{"speaker":"David Long","startTime":611.34,"endTime":615.42,"body":"we're two and a half years into"},{"speaker":"David Long","startTime":611.34,"endTime":615.42,"body":"having these zoom calls. And the"},{"speaker":"David Long","startTime":615.42,"endTime":619.44,"body":"speakers that I've gotten, like,"},{"speaker":"David Long","startTime":615.42,"endTime":619.44,"body":"it's unbelievable. The people"},{"speaker":"David Long","startTime":619.44,"endTime":623.07,"body":"that just want to pour in, like,"},{"speaker":"David Long","startTime":619.44,"endTime":623.07,"body":"some of these speakers get 10 15"},{"speaker":"David Long","startTime":623.1,"endTime":628.29,"body":"20 $75,000 an hour. And they're"},{"speaker":"David Long","startTime":623.1,"endTime":628.29,"body":"like, I'll join your team call"},{"speaker":"David Long","startTime":628.29,"endTime":632.64,"body":"on Wednesday at 3pm and give to"},{"speaker":"David Long","startTime":628.29,"endTime":632.64,"body":"your team. And that's been going"},{"speaker":"David Long","startTime":632.64,"endTime":637.26,"body":"on for two years. It's been"},{"speaker":"David Long","startTime":632.64,"endTime":637.26,"body":"amazing. So super fortunate to"},{"speaker":"David Long","startTime":637.26,"endTime":638.82,"body":"have people like you in my life."},{"speaker":"Kyle Mountsier","startTime":640.29,"endTime":645.0,"body":"Thanks, David. I"},{"speaker":"Kyle Mountsier","startTime":640.29,"endTime":645.0,"body":"appreciate that. Honored to be"},{"speaker":"Kyle Mountsier","startTime":645.0,"endTime":645.45,"body":"thankful"},{"speaker":"Paul Daly","startTime":646.92,"endTime":648.27,"body":"in like,"},{"speaker":"Kyle Mountsier","startTime":649.65,"endTime":652.08,"body":"this is great. I"},{"speaker":"Kyle Mountsier","startTime":649.65,"endTime":652.08,"body":"just feel encouraged when I'm"},{"speaker":"Kyle Mountsier","startTime":652.08,"endTime":655.65,"body":"around you so so good. Just like"},{"speaker":"Kyle Mountsier","startTime":652.08,"endTime":655.65,"body":"just like Michael said,"},{"speaker":"Michael Cirillo","startTime":656.28,"endTime":657.99,"body":"You know what?"},{"speaker":"Michael Cirillo","startTime":656.28,"endTime":657.99,"body":"He said something about"},{"speaker":"Michael Cirillo","startTime":657.99,"endTime":662.34,"body":"touching? Can I just pause here?"},{"speaker":"Michael Cirillo","startTime":657.99,"endTime":662.34,"body":"Now we're not going there you"},{"speaker":"Michael Cirillo","startTime":662.4,"endTime":662.79,"body":"creeps."},{"speaker":"David Long","startTime":662.82,"endTime":664.14,"body":"Are we going to edit"},{"speaker":"David Long","startTime":662.82,"endTime":664.14,"body":"this out?"},{"speaker":"Paul Daly","startTime":666.18,"endTime":668.04,"body":"Cirilo Cirilo. So,"},{"speaker":"Michael Cirillo","startTime":668.25,"endTime":670.8,"body":"you can tell a"},{"speaker":"Michael Cirillo","startTime":668.25,"endTime":670.8,"body":"lot about a person by the way"},{"speaker":"Michael Cirillo","startTime":670.8,"endTime":676.71,"body":"that they hug someone. Ah, and I"},{"speaker":"Michael Cirillo","startTime":670.8,"endTime":676.71,"body":"went to a mastermind years ago,"},{"speaker":"Michael Cirillo","startTime":676.74,"endTime":680.58,"body":"and they actually talked about"},{"speaker":"Michael Cirillo","startTime":676.74,"endTime":680.58,"body":"the importance of human touch,"},{"speaker":"Michael Cirillo","startTime":681.03,"endTime":684.66,"body":"and hugging and the importance"},{"speaker":"Michael Cirillo","startTime":681.03,"endTime":684.66,"body":"of hugging and how much I mean,"},{"speaker":"Michael Cirillo","startTime":684.66,"endTime":688.2,"body":"there was a child singer,"},{"speaker":"Michael Cirillo","startTime":684.66,"endTime":688.2,"body":"Charlotte diamond, I think her"},{"speaker":"Michael Cirillo","startTime":688.2,"endTime":692.22,"body":"name was and she wrote a song"},{"speaker":"Michael Cirillo","startTime":688.2,"endTime":692.22,"body":"called Four hugs a day. Four"},{"speaker":"Michael Cirillo","startTime":692.22,"endTime":695.4,"body":"hugs a day, that's the minimum,"},{"speaker":"Michael Cirillo","startTime":692.22,"endTime":695.4,"body":"like how much embracing that"},{"speaker":"Michael Cirillo","startTime":695.4,"endTime":698.73,"body":"children need in order to"},{"speaker":"Michael Cirillo","startTime":695.4,"endTime":698.73,"body":"develop. David has one of the"},{"speaker":"Michael Cirillo","startTime":698.73,"endTime":701.79,"body":"warmest embraces. And so if"},{"speaker":"Michael Cirillo","startTime":698.73,"endTime":701.79,"body":"you're ever curious about"},{"speaker":"Michael Cirillo","startTime":701.79,"endTime":704.55,"body":"someone, like are they legit,"},{"speaker":"Michael Cirillo","startTime":701.79,"endTime":704.55,"body":"Are they genuine? Do they"},{"speaker":"Michael Cirillo","startTime":704.55,"endTime":709.53,"body":"actually care? You get a hug"},{"speaker":"Michael Cirillo","startTime":704.55,"endTime":709.53,"body":"from David and you know that all"},{"speaker":"Michael Cirillo","startTime":709.53,"endTime":713.55,"body":"of it is just, you know, one of"},{"speaker":"Michael Cirillo","startTime":709.53,"endTime":713.55,"body":"the war seriously, okay."},{"speaker":"Paul Daly","startTime":715.44,"endTime":719.19,"body":"My mind only goes to"},{"speaker":"Paul Daly","startTime":715.44,"endTime":719.19,"body":"how can we get a picture of"},{"speaker":"Paul Daly","startTime":719.19,"endTime":722.76,"body":"Cirillo and David in a hug and"},{"speaker":"Paul Daly","startTime":719.19,"endTime":722.76,"body":"then just put a making a quote"},{"speaker":"Paul Daly","startTime":722.76,"endTime":725.91,"body":"graphic that says David has one"},{"speaker":"Paul Daly","startTime":722.76,"endTime":725.91,"body":"of the warmest embraces or one"},{"speaker":"Paul Daly","startTime":725.91,"endTime":728.91,"body":"of the warmest embraces in the"},{"speaker":"Paul Daly","startTime":725.91,"endTime":728.91,"body":"automotive industry?"},{"speaker":"Kyle Mountsier","startTime":728.91,"endTime":731.55,"body":"So what has to"},{"speaker":"Kyle Mountsier","startTime":728.91,"endTime":731.55,"body":"happen is you have to find like"},{"speaker":"Kyle Mountsier","startTime":731.61,"endTime":735.63,"body":"your did Cirillo. Did you need a"},{"speaker":"Kyle Mountsier","startTime":731.61,"endTime":735.63,"body":"step stool for that? Was that"},{"speaker":"Kyle Mountsier","startTime":735.63,"endTime":736.23,"body":"what happened?"},{"speaker":"Michael Cirillo","startTime":736.38,"endTime":739.05,"body":"No, I was"},{"speaker":"Michael Cirillo","startTime":736.38,"endTime":739.05,"body":"firmly implanted in his armpit."},{"speaker":"David Long","startTime":745.86,"endTime":747.66,"body":"That's why these"},{"speaker":"David Long","startTime":745.86,"endTime":747.66,"body":"Wednesday calls happen, because"},{"speaker":"David Long","startTime":747.66,"endTime":751.32,"body":"I couldn't hug people. So I had"},{"speaker":"David Long","startTime":747.66,"endTime":751.32,"body":"to virtually hug people see"},{"speaker":"David Long","startTime":751.32,"endTime":755.13,"body":"their face, see their"},{"speaker":"David Long","startTime":751.32,"endTime":755.13,"body":"expressions, and it just kept"},{"speaker":"David Long","startTime":755.13,"endTime":755.58,"body":"going."},{"speaker":"Paul Daly","startTime":756.33,"endTime":758.49,"body":"They kept going. So"},{"speaker":"Paul Daly","startTime":756.33,"endTime":758.49,"body":"when did they go? When did they"},{"speaker":"Paul Daly","startTime":758.52,"endTime":761.25,"body":"cut down from daily to weekly?"},{"speaker":"Paul Daly","startTime":758.52,"endTime":761.25,"body":"Do you remember about when you"},{"speaker":"Paul Daly","startTime":761.25,"endTime":764.22,"body":"made that shift? Or, or what"},{"speaker":"Paul Daly","startTime":761.25,"endTime":764.22,"body":"your mindset was in when you"},{"speaker":"Paul Daly","startTime":764.22,"endTime":766.86,"body":"said, Okay, I don't think we"},{"speaker":"Paul Daly","startTime":764.22,"endTime":766.86,"body":"need every day anymore. I think"},{"speaker":"Paul Daly","startTime":766.86,"endTime":767.94,"body":"we can roll it back."},{"speaker":"David Long","startTime":768.78,"endTime":770.64,"body":"We're probably four"},{"speaker":"David Long","startTime":768.78,"endTime":770.64,"body":"or five months into the"},{"speaker":"David Long","startTime":770.64,"endTime":775.35,"body":"pandemic. Yeah. And we had just"},{"speaker":"David Long","startTime":770.64,"endTime":775.35,"body":"come out of fire season where"},{"speaker":"David Long","startTime":775.35,"endTime":779.04,"body":"people lost their homes. I mean,"},{"speaker":"David Long","startTime":775.35,"endTime":779.04,"body":"it was, it was a really, really"},{"speaker":"David Long","startTime":779.04,"endTime":783.36,"body":"difficult time here for us and"},{"speaker":"David Long","startTime":779.04,"endTime":783.36,"body":"the country and the world. So it"},{"speaker":"David Long","startTime":783.48,"endTime":786.69,"body":"it just was something I felt"},{"speaker":"David Long","startTime":783.48,"endTime":786.69,"body":"well, one, I felt like I needed"},{"speaker":"David Long","startTime":786.69,"endTime":789.33,"body":"it. So most of what I do, like"},{"speaker":"David Long","startTime":786.69,"endTime":789.33,"body":"All Things Used Cars on Friday,"},{"speaker":"David Long","startTime":789.33,"endTime":792.87,"body":"I did that for me, just happens"},{"speaker":"David Long","startTime":789.33,"endTime":792.87,"body":"to benefit 300 to 500 people a"},{"speaker":"David Long","startTime":792.87,"endTime":797.04,"body":"week, Pandemic of Positivity, I"},{"speaker":"David Long","startTime":792.87,"endTime":797.04,"body":"did that for me, it just happens"},{"speaker":"David Long","startTime":797.04,"endTime":799.47,"body":"to impact people on the"},{"speaker":"David Long","startTime":797.04,"endTime":799.47,"body":"Wednesday call, I just wanted to"},{"speaker":"David Long","startTime":799.47,"endTime":804.27,"body":"be around people and feel cared"},{"speaker":"David Long","startTime":799.47,"endTime":804.27,"body":"about and be able to show my"},{"speaker":"David Long","startTime":804.27,"endTime":806.82,"body":"love and appreciation for the"},{"speaker":"David Long","startTime":804.27,"endTime":806.82,"body":"team that works for me. And then"},{"speaker":"David Long","startTime":807.06,"endTime":810.99,"body":"we started inviting people from"},{"speaker":"David Long","startTime":807.06,"endTime":810.99,"body":"outside of my company and it"},{"speaker":"David Long","startTime":810.99,"endTime":811.59,"body":"worked out."},{"speaker":"Michael Cirillo","startTime":812.07,"endTime":814.08,"body":"Can I ask you"},{"speaker":"Michael Cirillo","startTime":812.07,"endTime":814.08,"body":"about the leadership side of"},{"speaker":"Michael Cirillo","startTime":814.08,"endTime":817.41,"body":"this? I mean, because often,"},{"speaker":"Michael Cirillo","startTime":814.08,"endTime":817.41,"body":"oftentimes, as leaders, we have"},{"speaker":"Michael Cirillo","startTime":817.41,"endTime":820.23,"body":"these ideas, and we believe"},{"speaker":"Michael Cirillo","startTime":817.41,"endTime":820.23,"body":"passionately in them, but"},{"speaker":"Michael Cirillo","startTime":820.23,"endTime":824.13,"body":"they're, I found in"},{"speaker":"Michael Cirillo","startTime":820.23,"endTime":824.13,"body":"organizations, there's, there's"},{"speaker":"Michael Cirillo","startTime":824.13,"endTime":826.83,"body":"those that buy in, and they're"},{"speaker":"Michael Cirillo","startTime":824.13,"endTime":826.83,"body":"like, yes, we want to be a part"},{"speaker":"Michael Cirillo","startTime":826.83,"endTime":831.63,"body":"of this, then there are even if"},{"speaker":"Michael Cirillo","startTime":826.83,"endTime":831.63,"body":"it's a small faction like 20%,"},{"speaker":"Michael Cirillo","startTime":831.63,"endTime":833.82,"body":"that are like this kind of"},{"speaker":"Michael Cirillo","startTime":831.63,"endTime":833.82,"body":"always time, I just want to stay"},{"speaker":"Michael Cirillo","startTime":833.82,"endTime":836.85,"body":"heads down, and I want to do the"},{"speaker":"Michael Cirillo","startTime":833.82,"endTime":836.85,"body":"thing. And and oftentimes in"},{"speaker":"Michael Cirillo","startTime":836.85,"endTime":841.92,"body":"organizations, we tend to just"},{"speaker":"Michael Cirillo","startTime":836.85,"endTime":841.92,"body":"kind of give in to that small"},{"speaker":"Michael Cirillo","startTime":841.92,"endTime":845.01,"body":"percentage. How did you navigate"},{"speaker":"Michael Cirillo","startTime":841.92,"endTime":845.01,"body":"that as a leader being like,"},{"speaker":"Michael Cirillo","startTime":845.01,"endTime":847.53,"body":"this is a thing we want to do."},{"speaker":"Michael Cirillo","startTime":845.01,"endTime":847.53,"body":"Here's the purpose, did you have"},{"speaker":"Michael Cirillo","startTime":847.53,"endTime":852.12,"body":"to constantly remind everyone of"},{"speaker":"Michael Cirillo","startTime":847.53,"endTime":852.12,"body":"its purpose? Was it or was it"},{"speaker":"Michael Cirillo","startTime":852.12,"endTime":854.82,"body":"like, Hey, you're just showing"},{"speaker":"Michael Cirillo","startTime":852.12,"endTime":854.82,"body":"up? And that's the way it is?"},{"speaker":"David Long","startTime":856.47,"endTime":858.9,"body":"Well, I don't know"},{"speaker":"David Long","startTime":856.47,"endTime":858.9,"body":"that. It's just like you got to"},{"speaker":"David Long","startTime":858.9,"endTime":861.15,"body":"show up like we're having to"},{"speaker":"David Long","startTime":858.9,"endTime":861.15,"body":"call in you have to show up."},{"speaker":"David Long","startTime":861.24,"endTime":864.36,"body":"It's more of a and I did get"},{"speaker":"David Long","startTime":861.24,"endTime":864.36,"body":"that noise, right? Let me just"},{"speaker":"David Long","startTime":864.36,"endTime":866.82,"body":"do my job. I don't want to mess"},{"speaker":"David Long","startTime":864.36,"endTime":866.82,"body":"with that. Let me just stay"},{"speaker":"David Long","startTime":866.82,"endTime":870.42,"body":"focused on what I'm doing. We"},{"speaker":"David Long","startTime":866.82,"endTime":870.42,"body":"don't need these distractions."},{"speaker":"David Long","startTime":870.63,"endTime":873.99,"body":"And I've just stayed steadfast"},{"speaker":"David Long","startTime":870.63,"endTime":873.99,"body":"and kept doing it and the"},{"speaker":"David Long","startTime":873.99,"endTime":877.29,"body":"feedback that I get not just"},{"speaker":"David Long","startTime":873.99,"endTime":877.29,"body":"from the people that work inside"},{"speaker":"David Long","startTime":877.29,"endTime":881.16,"body":"of our stores, but I'm getting"},{"speaker":"David Long","startTime":877.29,"endTime":881.16,"body":"messages, screenshots, I got a"},{"speaker":"David Long","startTime":881.16,"endTime":885.0,"body":"screenshot Friday from somebody"},{"speaker":"David Long","startTime":881.16,"endTime":885.0,"body":"that works in our accounting"},{"speaker":"David Long","startTime":885.0,"endTime":888.72,"body":"office and it was a message from"},{"speaker":"David Long","startTime":885.0,"endTime":888.72,"body":"her daughter. That doesn't even"},{"speaker":"David Long","startTime":888.72,"endTime":892.35,"body":"work with us and the speaker"},{"speaker":"David Long","startTime":888.72,"endTime":892.35,"body":"that we had, which happened to"},{"speaker":"David Long","startTime":892.35,"endTime":895.89,"body":"be a Navy Seal the speaker that"},{"speaker":"David Long","startTime":892.35,"endTime":895.89,"body":"we that you had on Wednesday,"},{"speaker":"David Long","startTime":895.98,"endTime":899.73,"body":"because I send out the recording"},{"speaker":"David Long","startTime":895.98,"endTime":899.73,"body":"as well. Not only impacted me"},{"speaker":"David Long","startTime":899.73,"endTime":904.02,"body":"but it impacted my family. And"},{"speaker":"David Long","startTime":899.73,"endTime":904.02,"body":"this is her screenshot sharing"},{"speaker":"David Long","startTime":904.02,"endTime":908.16,"body":"with me the impact that Navy"},{"speaker":"David Long","startTime":904.02,"endTime":908.16,"body":"SEAL had on the circle of"},{"speaker":"David Long","startTime":908.16,"endTime":912.48,"body":"influence in her life. So, you"},{"speaker":"David Long","startTime":908.16,"endTime":912.48,"body":"know, maybe people, it's not for"},{"speaker":"David Long","startTime":912.48,"endTime":916.53,"body":"everybody, right, Michael, but I"},{"speaker":"David Long","startTime":912.48,"endTime":916.53,"body":"think there's people in the"},{"speaker":"David Long","startTime":916.53,"endTime":920.55,"body":"recesses of their own mind that"},{"speaker":"David Long","startTime":916.53,"endTime":920.55,"body":"may say they don't like it, but"},{"speaker":"David Long","startTime":920.55,"endTime":923.43,"body":"are listening to it afterwards,"},{"speaker":"David Long","startTime":920.55,"endTime":923.43,"body":"or joining. And they pick one"},{"speaker":"David Long","startTime":923.43,"endTime":926.34,"body":"thing out, and they go home and"},{"speaker":"David Long","startTime":923.43,"endTime":926.34,"body":"share it at home, with their,"},{"speaker":"David Long","startTime":926.37,"endTime":929.73,"body":"with their loved ones. And that,"},{"speaker":"David Long","startTime":926.37,"endTime":929.73,"body":"for me, is what it's all about."},{"speaker":"David Long","startTime":930.06,"endTime":931.62,"body":"So I hope that answers your"},{"speaker":"David Long","startTime":930.06,"endTime":931.62,"body":"question."},{"speaker":"Michael Cirillo","startTime":931.89,"endTime":932.73,"body":"That's amazing."},{"speaker":"Paul Daly","startTime":933.96,"endTime":937.89,"body":"All right. So looking"},{"speaker":"Paul Daly","startTime":933.96,"endTime":937.89,"body":"at the clock, we're having too"},{"speaker":"Paul Daly","startTime":937.89,"endTime":938.97,"body":"much fun on this call here."},{"speaker":"Kyle Mountsier","startTime":939.18,"endTime":943.35,"body":"I gotta, I gotta"},{"speaker":"Kyle Mountsier","startTime":939.18,"endTime":943.35,"body":"lean in here. Because, you know,"},{"speaker":"Kyle Mountsier","startTime":943.35,"endTime":945.75,"body":"we've kind of talked this, you"},{"speaker":"Kyle Mountsier","startTime":943.35,"endTime":945.75,"body":"know, the Pandemic of"},{"speaker":"Kyle Mountsier","startTime":945.75,"endTime":948.33,"body":"Positivity, and these weekly"},{"speaker":"Kyle Mountsier","startTime":945.75,"endTime":948.33,"body":"leadership calls, and this is"},{"speaker":"Kyle Mountsier","startTime":948.36,"endTime":951.27,"body":"Auto Collabs. And we're talking"},{"speaker":"Kyle Mountsier","startTime":948.36,"endTime":951.27,"body":"about the collaboration, the"},{"speaker":"Kyle Mountsier","startTime":951.27,"endTime":954.27,"body":"effort that it takes to push"},{"speaker":"Kyle Mountsier","startTime":951.27,"endTime":954.27,"body":"automotive forward and the"},{"speaker":"Kyle Mountsier","startTime":954.27,"endTime":959.58,"body":"industry forward. And I just"},{"speaker":"Kyle Mountsier","startTime":954.27,"endTime":959.58,"body":"want to be very clear that, that"},{"speaker":"Kyle Mountsier","startTime":959.58,"endTime":964.47,"body":"exactly what David has done, in"},{"speaker":"Kyle Mountsier","startTime":959.58,"endTime":964.47,"body":"these communities in building"},{"speaker":"Kyle Mountsier","startTime":964.47,"endTime":969.78,"body":"these communities, is it's"},{"speaker":"Kyle Mountsier","startTime":964.47,"endTime":969.78,"body":"almost the ground level for"},{"speaker":"Kyle Mountsier","startTime":969.78,"endTime":974.88,"body":"every other conversation that"},{"speaker":"Kyle Mountsier","startTime":969.78,"endTime":974.88,"body":"we've had. For me, I'm gonna,"},{"speaker":"Kyle Mountsier","startTime":974.91,"endTime":978.15,"body":"I'm gonna speak just like this."},{"speaker":"Kyle Mountsier","startTime":974.91,"endTime":978.15,"body":"There's no question after this,"},{"speaker":"Kyle Mountsier","startTime":978.15,"endTime":984.75,"body":"maybe there is a question. I am"},{"speaker":"Kyle Mountsier","startTime":978.15,"endTime":984.75,"body":"just, I am being like filled up"},{"speaker":"Kyle Mountsier","startTime":984.75,"endTime":989.31,"body":"with, if everybody doesn't buy"},{"speaker":"Kyle Mountsier","startTime":984.75,"endTime":989.31,"body":"into this level of"},{"speaker":"Kyle Mountsier","startTime":989.31,"endTime":992.04,"body":"intentionality, with the"},{"speaker":"Kyle Mountsier","startTime":989.31,"endTime":992.04,"body":"communities that you can touch,"},{"speaker":"Kyle Mountsier","startTime":992.04,"endTime":996.87,"body":"right? David's like, I got 1000"},{"speaker":"Kyle Mountsier","startTime":992.04,"endTime":996.87,"body":"people over here, that work, I"},{"speaker":"Kyle Mountsier","startTime":996.87,"endTime":1000.41,"body":"got 1000 people, that pandemic"},{"speaker":"Kyle Mountsier","startTime":996.87,"endTime":1000.41,"body":"of positivity, and I got three"},{"speaker":"Kyle Mountsier","startTime":1000.41,"endTime":1004.1,"body":"to 500 a week. And he's like,"},{"speaker":"Kyle Mountsier","startTime":1000.41,"endTime":1004.1,"body":"alright, boom, boom, boom, put"},{"speaker":"Kyle Mountsier","startTime":1004.1,"endTime":1007.55,"body":"them onto my put them, put my"},{"speaker":"Kyle Mountsier","startTime":1004.1,"endTime":1007.55,"body":"arms around them, give them that"},{"speaker":"Kyle Mountsier","startTime":1007.55,"endTime":1008.03,"body":"virtual"},{"speaker":"Paul Daly","startTime":1008.03,"endTime":1010.91,"body":"hug. And this is the"},{"speaker":"Paul Daly","startTime":1008.03,"endTime":1010.91,"body":"warm, embraces warming."},{"speaker":"Kyle Mountsier","startTime":1012.26,"endTime":1014.69,"body":"And this is the"},{"speaker":"Kyle Mountsier","startTime":1012.26,"endTime":1014.69,"body":"community that I need to make"},{"speaker":"Kyle Mountsier","startTime":1014.69,"endTime":1019.25,"body":"sure that that I'm crafting and"},{"speaker":"Kyle Mountsier","startTime":1014.69,"endTime":1019.25,"body":"curating and leading and"},{"speaker":"Kyle Mountsier","startTime":1019.25,"endTime":1022.73,"body":"guiding, and whether that be"},{"speaker":"Kyle Mountsier","startTime":1019.25,"endTime":1022.73,"body":"from the front, or from the"},{"speaker":"Kyle Mountsier","startTime":1022.73,"endTime":1028.43,"body":"middle, or wherever you're doing"},{"speaker":"Kyle Mountsier","startTime":1022.73,"endTime":1028.43,"body":"it from that this, like, all the"},{"speaker":"Kyle Mountsier","startTime":1028.43,"endTime":1033.11,"body":"technology conversations, all of"},{"speaker":"Kyle Mountsier","startTime":1028.43,"endTime":1033.11,"body":"the, the the new ideas or the"},{"speaker":"Kyle Mountsier","startTime":1033.11,"endTime":1037.31,"body":"innovative things, they they"},{"speaker":"Kyle Mountsier","startTime":1033.11,"endTime":1037.31,"body":"literally go nowhere without"},{"speaker":"Kyle Mountsier","startTime":1037.31,"endTime":1041.3,"body":"this, because I'm I'm just like,"},{"speaker":"Kyle Mountsier","startTime":1037.31,"endTime":1041.3,"body":"I'm throwing a guess out there,"},{"speaker":"Kyle Mountsier","startTime":1041.3,"endTime":1045.98,"body":"David, that you didn't wake up"},{"speaker":"Kyle Mountsier","startTime":1041.3,"endTime":1045.98,"body":"one day and be like, You know"},{"speaker":"Kyle Mountsier","startTime":1045.98,"endTime":1050.72,"body":"what? Zoom calls. That's what's"},{"speaker":"Kyle Mountsier","startTime":1045.98,"endTime":1050.72,"body":"gonna make my culture at my"},{"speaker":"Kyle Mountsier","startTime":1050.72,"endTime":1054.23,"body":"dealership. Great, right? Like"},{"speaker":"Kyle Mountsier","startTime":1050.72,"endTime":1054.23,"body":"that's, that wasn't the thing"},{"speaker":"Kyle Mountsier","startTime":1054.23,"endTime":1056.33,"body":"that like, triggered incredible"},{"speaker":"Kyle Mountsier","startTime":1054.23,"endTime":1056.33,"body":"culture."},{"speaker":"Paul Daly","startTime":1056.36,"endTime":1058.64,"body":"I don't think"},{"speaker":"Paul Daly","startTime":1056.36,"endTime":1058.64,"body":"anyone's ever said that in the"},{"speaker":"Paul Daly","startTime":1058.64,"endTime":1061.13,"body":"history of zoom calls. Exactly."},{"speaker":"Paul Daly","startTime":1058.64,"endTime":1061.13,"body":"So"},{"speaker":"Kyle Mountsier","startTime":1061.31,"endTime":1064.73,"body":"I you know, I"},{"speaker":"Kyle Mountsier","startTime":1061.31,"endTime":1064.73,"body":"want to even back up from that,"},{"speaker":"Kyle Mountsier","startTime":1064.97,"endTime":1068.39,"body":"in in some of the things that"},{"speaker":"Kyle Mountsier","startTime":1064.97,"endTime":1068.39,"body":"you've talked about, especially"},{"speaker":"Kyle Mountsier","startTime":1068.39,"endTime":1071.36,"body":"I've heard you talk on All"},{"speaker":"Kyle Mountsier","startTime":1068.39,"endTime":1071.36,"body":"Things Used Cars, but the things"},{"speaker":"Kyle Mountsier","startTime":1071.36,"endTime":1075.56,"body":"that are the groundwork level"},{"speaker":"Kyle Mountsier","startTime":1071.36,"endTime":1075.56,"body":"things that are required to to"},{"speaker":"Kyle Mountsier","startTime":1075.56,"endTime":1079.46,"body":"do things like have people"},{"speaker":"Kyle Mountsier","startTime":1075.56,"endTime":1079.46,"body":"showing up to a daily Zoom call"},{"speaker":"Kyle Mountsier","startTime":1079.46,"endTime":1083.33,"body":"or implementing change, or"},{"speaker":"Kyle Mountsier","startTime":1079.46,"endTime":1083.33,"body":"creating a buy center or new"},{"speaker":"Kyle Mountsier","startTime":1083.33,"endTime":1086.96,"body":"sales processes, that the like"},{"speaker":"Kyle Mountsier","startTime":1083.33,"endTime":1086.96,"body":"the ground level practical"},{"speaker":"Kyle Mountsier","startTime":1086.96,"endTime":1091.19,"body":"things that you're doing, that"},{"speaker":"Kyle Mountsier","startTime":1086.96,"endTime":1091.19,"body":"are breeding success in those"},{"speaker":"Kyle Mountsier","startTime":1091.19,"endTime":1094.16,"body":"other areas? What are some of"},{"speaker":"Kyle Mountsier","startTime":1091.19,"endTime":1094.16,"body":"those things that you are"},{"speaker":"Kyle Mountsier","startTime":1094.16,"endTime":1096.95,"body":"pointing to that are going hey,"},{"speaker":"Kyle Mountsier","startTime":1094.16,"endTime":1096.95,"body":"if I don't do those every day,"},{"speaker":"Kyle Mountsier","startTime":1096.95,"endTime":1098.72,"body":"then none of these other things"},{"speaker":"Kyle Mountsier","startTime":1096.95,"endTime":1098.72,"body":"are going to happen?"},{"speaker":"David Long","startTime":1102.08,"endTime":1105.77,"body":"Whoa, that's a big"},{"speaker":"David Long","startTime":1102.08,"endTime":1105.77,"body":"question. So when I think about"},{"speaker":"David Long","startTime":1105.77,"endTime":1108.26,"body":"that, I think about painting the"},{"speaker":"David Long","startTime":1105.77,"endTime":1108.26,"body":"Golden Gate Bridge, and I don't"},{"speaker":"David Long","startTime":1108.26,"endTime":1110.66,"body":"know why it's not gold, by the"},{"speaker":"David Long","startTime":1108.26,"endTime":1110.66,"body":"way. It's red if you haven't"},{"speaker":"Paul Daly","startTime":1110.66,"endTime":1113.51,"body":"seen it, so, you"},{"speaker":"Paul Daly","startTime":1110.66,"endTime":1113.51,"body":"know, there's no, there's no"},{"speaker":"Paul Daly","startTime":1113.51,"endTime":1114.2,"body":"gold"},{"speaker":"Michael Cirillo","startTime":1114.95,"endTime":1118.46,"body":"by any Tanner's"},{"speaker":"Michael Cirillo","startTime":1114.95,"endTime":1118.46,"body":"not even driving a vertebral 20."},{"speaker":"Michael Cirillo","startTime":1118.49,"endTime":1118.67,"body":"That"},{"speaker":"Paul Daly","startTime":1118.67,"endTime":1121.58,"body":"was obviously named"},{"speaker":"Paul Daly","startTime":1118.67,"endTime":1121.58,"body":"by a bunch of marketers, for"},{"speaker":"David Long","startTime":1121.58,"endTime":1125.12,"body":"sure. So what I what"},{"speaker":"David Long","startTime":1121.58,"endTime":1125.12,"body":"I think about though, is like,"},{"speaker":"David Long","startTime":1125.72,"endTime":1129.29,"body":"it needs to be constant and"},{"speaker":"David Long","startTime":1125.72,"endTime":1129.29,"body":"never ending, right? It just"},{"speaker":"David Long","startTime":1129.29,"endTime":1133.4,"body":"can't stop. I would love for it"},{"speaker":"David Long","startTime":1129.29,"endTime":1133.4,"body":"to some days, I think I'd love"},{"speaker":"David Long","startTime":1133.4,"endTime":1138.62,"body":"for it to stop. But the balls in"},{"speaker":"David Long","startTime":1133.4,"endTime":1138.62,"body":"the air need to stay in the air."},{"speaker":"David Long","startTime":1138.62,"endTime":1142.4,"body":"And the only way I know how to"},{"speaker":"David Long","startTime":1138.62,"endTime":1142.4,"body":"do that is to continue to move"},{"speaker":"David Long","startTime":1142.4,"endTime":1147.2,"body":"forward regardless of the noise"},{"speaker":"David Long","startTime":1142.4,"endTime":1147.2,"body":"and the echo and the naysayers,"},{"speaker":"David Long","startTime":1147.2,"endTime":1150.08,"body":"right? Just keep putting one"},{"speaker":"David Long","startTime":1147.2,"endTime":1150.08,"body":"foot in front of the other kind"},{"speaker":"David Long","startTime":1150.08,"endTime":1154.04,"body":"of impact people in a positive"},{"speaker":"David Long","startTime":1150.08,"endTime":1154.04,"body":"way. And are there haters or"},{"speaker":"David Long","startTime":1154.4,"endTime":1158.51,"body":"people that don't believe?"},{"speaker":"David Long","startTime":1154.4,"endTime":1158.51,"body":"Absolutely! so but cannot let"},{"speaker":"David Long","startTime":1158.51,"endTime":1162.29,"body":"that slow me down, I really"},{"speaker":"David Long","startTime":1158.51,"endTime":1162.29,"body":"can't. So what I do is I have"},{"speaker":"David Long","startTime":1162.29,"endTime":1166.61,"body":"different channels, I call them"},{"speaker":"David Long","startTime":1162.29,"endTime":1166.61,"body":"channels like stations. So I"},{"speaker":"David Long","startTime":1166.61,"endTime":1170.12,"body":"have the video channel I have"},{"speaker":"David Long","startTime":1166.61,"endTime":1170.12,"body":"the which is CO video. I have a"},{"speaker":"David Long","startTime":1170.12,"endTime":1174.05,"body":"YouTube channel. I have a"},{"speaker":"David Long","startTime":1170.12,"endTime":1174.05,"body":"website channel internally that"},{"speaker":"David Long","startTime":1174.05,"endTime":1177.74,"body":"I pour into. So anybody that"},{"speaker":"David Long","startTime":1174.05,"endTime":1177.74,"body":"needs anything at any time is"},{"speaker":"David Long","startTime":1177.74,"endTime":1181.61,"body":"going to get it somewhere, some"},{"speaker":"David Long","startTime":1177.74,"endTime":1181.61,"body":"way, some shape some fashion,"},{"speaker":"David Long","startTime":1181.79,"endTime":1184.82,"body":"they can go get what they want."},{"speaker":"David Long","startTime":1181.79,"endTime":1184.82,"body":"And if they don't go get it."},{"speaker":"David Long","startTime":1185.12,"endTime":1189.71,"body":"It's intentionally getting"},{"speaker":"David Long","startTime":1185.12,"endTime":1189.71,"body":"dropped into their world and"},{"speaker":"David Long","startTime":1189.71,"endTime":1192.35,"body":"hopefully they're consuming and"},{"speaker":"David Long","startTime":1189.71,"endTime":1192.35,"body":"I think they are because our"},{"speaker":"David Long","startTime":1192.35,"endTime":1195.53,"body":"culture is great. Our"},{"speaker":"David Long","startTime":1192.35,"endTime":1195.53,"body":"performance is great, right? The"},{"speaker":"David Long","startTime":1195.53,"endTime":1198.74,"body":"results are great. And guess"},{"speaker":"David Long","startTime":1195.53,"endTime":1198.74,"body":"what people go home feeling like"},{"speaker":"David Long","startTime":1198.74,"endTime":1203.12,"body":"they have just traded a full day"},{"speaker":"David Long","startTime":1198.74,"endTime":1203.12,"body":"of their valuable life for a"},{"speaker":"David Long","startTime":1203.12,"endTime":1205.82,"body":"company that cares. And that at"},{"speaker":"David Long","startTime":1203.12,"endTime":1205.82,"body":"the end of the day is the most"},{"speaker":"David Long","startTime":1205.82,"endTime":1206.72,"body":"important thing to me."},{"speaker":"Paul Daly","startTime":1210.11,"endTime":1213.71,"body":"Paul, I cut you off."},{"speaker":"Paul Daly","startTime":1210.11,"endTime":1213.71,"body":"That was like three years ago,"},{"speaker":"Paul Daly","startTime":1214.31,"endTime":1218.57,"body":"trying to think what I was gonna"},{"speaker":"Paul Daly","startTime":1214.31,"endTime":1218.57,"body":"talk about. I do you remember"},{"speaker":"Paul Daly","startTime":1218.57,"endTime":1219.53,"body":"what I was gonna say?"},{"speaker":"Kyle Mountsier","startTime":1219.98,"endTime":1222.29,"body":"That was a"},{"speaker":"Kyle Mountsier","startTime":1219.98,"endTime":1222.29,"body":"pandemic's distance ago, right?"},{"speaker":"Kyle Mountsier","startTime":1222.32,"endTime":1223.01,"body":"That was Yeah."},{"speaker":"Paul Daly","startTime":1225.44,"endTime":1229.4,"body":"That's gonna say"},{"speaker":"Paul Daly","startTime":1225.44,"endTime":1229.4,"body":"something. So we were definitely"},{"speaker":"Paul Daly","startTime":1229.4,"endTime":1232.58,"body":"talking about a lot of the the"},{"speaker":"Paul Daly","startTime":1229.4,"endTime":1232.58,"body":"human element side of business,"},{"speaker":"Paul Daly","startTime":1232.94,"endTime":1237.26,"body":"I do want to, like, tie in for a"},{"speaker":"Paul Daly","startTime":1232.94,"endTime":1237.26,"body":"second the operational side of"},{"speaker":"Paul Daly","startTime":1237.26,"endTime":1241.34,"body":"what you do, because it'd be"},{"speaker":"Paul Daly","startTime":1237.26,"endTime":1241.34,"body":"easy to in a world of, you know,"},{"speaker":"Paul Daly","startTime":1241.49,"endTime":1245.51,"body":"motivational influencers on the"},{"speaker":"Paul Daly","startTime":1241.49,"endTime":1245.51,"body":"internet, it would be easy to"},{"speaker":"Paul Daly","startTime":1245.51,"endTime":1249.62,"body":"look at Pandemic of Positivity,"},{"speaker":"Paul Daly","startTime":1245.51,"endTime":1249.62,"body":"and bringing in guest speakers"},{"speaker":"Paul Daly","startTime":1249.62,"endTime":1253.25,"body":"and kind of like the flair and"},{"speaker":"Paul Daly","startTime":1249.62,"endTime":1253.25,"body":"the energy around that to, to"},{"speaker":"Paul Daly","startTime":1253.25,"endTime":1257.54,"body":"kind of shoebox you into a role,"},{"speaker":"Paul Daly","startTime":1253.25,"endTime":1257.54,"body":"where it's like, okay, well,"},{"speaker":"Paul Daly","startTime":1257.54,"endTime":1260.03,"body":"like some people are good with"},{"speaker":"Paul Daly","startTime":1257.54,"endTime":1260.03,"body":"people. And some people are good"},{"speaker":"Paul Daly","startTime":1260.03,"endTime":1264.62,"body":"with operations, as if they have"},{"speaker":"Paul Daly","startTime":1260.03,"endTime":1264.62,"body":"to be separate. You're a very,"},{"speaker":"Paul Daly","startTime":1264.62,"endTime":1269.06,"body":"very savvy operator who consult"},{"speaker":"Paul Daly","startTime":1264.62,"endTime":1269.06,"body":"a lot of dealers on operations,"},{"speaker":"Paul Daly","startTime":1269.15,"endTime":1271.7,"body":"you want to have the most"},{"speaker":"Paul Daly","startTime":1269.15,"endTime":1271.7,"body":"efficient inventory, according"},{"speaker":"Paul Daly","startTime":1271.7,"endTime":1275.0,"body":"to vAuto in the country. And so"},{"speaker":"Paul Daly","startTime":1271.7,"endTime":1275.0,"body":"you're doing a lot of things"},{"speaker":"Paul Daly","startTime":1275.0,"endTime":1279.14,"body":"operationally that are winning."},{"speaker":"Paul Daly","startTime":1275.0,"endTime":1279.14,"body":"So can we just talk for a second"},{"speaker":"Paul Daly","startTime":1279.14,"endTime":1283.34,"body":"about what what are you most"},{"speaker":"Paul Daly","startTime":1279.14,"endTime":1283.34,"body":"focused on in the operations of"},{"speaker":"Paul Daly","startTime":1283.34,"endTime":1286.82,"body":"your business at this period of"},{"speaker":"Paul Daly","startTime":1283.34,"endTime":1286.82,"body":"time? Right. So talking about"},{"speaker":"Paul Daly","startTime":1286.82,"endTime":1288.77,"body":"like, maybe like, the financial"},{"speaker":"Paul Daly","startTime":1286.82,"endTime":1288.77,"body":"markets are different and all"},{"speaker":"Paul Daly","startTime":1288.77,"endTime":1291.8,"body":"that, what do you laser focus on"},{"speaker":"Paul Daly","startTime":1288.77,"endTime":1291.8,"body":"from an operational standpoint?"},{"speaker":"David Long","startTime":1293.14,"endTime":1294.25,"body":"It's a good"},{"speaker":"David Long","startTime":1293.14,"endTime":1294.25,"body":"question, because every"},{"speaker":"David Long","startTime":1294.25,"endTime":1297.7,"body":"department is laser focused on"},{"speaker":"David Long","startTime":1294.25,"endTime":1297.7,"body":"their top three, right? There's"},{"speaker":"David Long","startTime":1297.7,"endTime":1300.7,"body":"there's not 30 things that we're"},{"speaker":"David Long","startTime":1297.7,"endTime":1300.7,"body":"running around trying to do."},{"speaker":"David Long","startTime":1300.7,"endTime":1303.67,"body":"There's, there's three and then"},{"speaker":"David Long","startTime":1300.7,"endTime":1303.67,"body":"there's one hill that we're"},{"speaker":"David Long","startTime":1303.67,"endTime":1307.72,"body":"willing to die on in the next 30"},{"speaker":"David Long","startTime":1303.67,"endTime":1307.72,"body":"days. Right, each department has"},{"speaker":"David Long","startTime":1307.72,"endTime":1311.41,"body":"their own hill. And once we take"},{"speaker":"David Long","startTime":1307.72,"endTime":1311.41,"body":"a hill, we're not given that"},{"speaker":"David Long","startTime":1311.41,"endTime":1315.07,"body":"hill back. We're finding the"},{"speaker":"David Long","startTime":1311.41,"endTime":1315.07,"body":"next hill while we keep that"},{"speaker":"David Long","startTime":1315.73,"endTime":1320.71,"body":"plot of land. Does that make"},{"speaker":"David Long","startTime":1315.73,"endTime":1320.71,"body":"sense? Yeah, well, that's, yeah,"},{"speaker":"David Long","startTime":1320.71,"endTime":1324.67,"body":"make no mistake, and in the"},{"speaker":"David Long","startTime":1320.71,"endTime":1324.67,"body":"world of great culture, and love"},{"speaker":"David Long","startTime":1324.67,"endTime":1329.41,"body":"and warm embraces, we don't get"},{"speaker":"David Long","startTime":1324.67,"endTime":1329.41,"body":"what we want. We get what we"},{"speaker":"David Long","startTime":1329.41,"endTime":1332.17,"body":"tolerate, right? Make no"},{"speaker":"David Long","startTime":1329.41,"endTime":1332.17,"body":"mistake, that there is still"},{"speaker":"David Long","startTime":1332.17,"endTime":1336.4,"body":"structure. There's discipline,"},{"speaker":"David Long","startTime":1332.17,"endTime":1336.4,"body":"there's accountability. And I"},{"speaker":"David Long","startTime":1336.4,"endTime":1340.81,"body":"actually think that people would"},{"speaker":"David Long","startTime":1336.4,"endTime":1340.81,"body":"prefer to live and work in that"},{"speaker":"David Long","startTime":1340.81,"endTime":1344.08,"body":"environment than to live and"},{"speaker":"David Long","startTime":1340.81,"endTime":1344.08,"body":"work in the environment where"},{"speaker":"David Long","startTime":1344.26,"endTime":1347.05,"body":"it's the flavor of the week,"},{"speaker":"David Long","startTime":1344.26,"endTime":1347.05,"body":"flavor of the day. And then"},{"speaker":"David Long","startTime":1347.05,"endTime":1347.41,"body":"you're you're saying,"},{"speaker":"Paul Daly","startTime":1348.02,"endTime":1350.63,"body":"Can you clarify that"},{"speaker":"Paul Daly","startTime":1348.02,"endTime":1350.63,"body":"you think people prefer to work"},{"speaker":"Paul Daly","startTime":1350.63,"endTime":1352.58,"body":"in the environment of"},{"speaker":"Paul Daly","startTime":1350.63,"endTime":1352.58,"body":"accountability? Because what"},{"speaker":"Paul Daly","startTime":1352.58,"endTime":1352.91,"body":"you're saying,"},{"speaker":"David Long","startTime":1352.94,"endTime":1355.52,"body":"oh, yeah, structure,"},{"speaker":"David Long","startTime":1352.94,"endTime":1355.52,"body":"discipline, accountability. I"},{"speaker":"David Long","startTime":1355.52,"endTime":1361.91,"body":"really believe that. Like they,"},{"speaker":"David Long","startTime":1355.52,"endTime":1361.91,"body":"I think that people excel when"},{"speaker":"David Long","startTime":1361.91,"endTime":1364.79,"body":"they know exactly what the non"},{"speaker":"David Long","startTime":1361.91,"endTime":1364.79,"body":"negotiables are"},{"speaker":"Paul Daly","startTime":1364.94,"endTime":1369.35,"body":"for cheese area."},{"speaker":"Paul Daly","startTime":1364.94,"endTime":1369.35,"body":"Look, if anyone has ever had a"},{"speaker":"Paul Daly","startTime":1369.35,"endTime":1371.99,"body":"two year old, three year old,"},{"speaker":"Paul Daly","startTime":1369.35,"endTime":1371.99,"body":"four year old, five year old six"},{"speaker":"Paul Daly","startTime":1371.99,"endTime":1375.86,"body":"year old seven year olds, right,"},{"speaker":"Paul Daly","startTime":1371.99,"endTime":1375.86,"body":"you understand that when you"},{"speaker":"Paul Daly","startTime":1375.86,"endTime":1378.71,"body":"give them some boundaries that"},{"speaker":"Paul Daly","startTime":1375.86,"endTime":1378.71,"body":"you're willing to enforce, they"},{"speaker":"Paul Daly","startTime":1378.71,"endTime":1382.88,"body":"actually get a lot happier. Oh,"},{"speaker":"Paul Daly","startTime":1378.71,"endTime":1382.88,"body":"yeah. It's clear. It's just"},{"speaker":"Paul Daly","startTime":1382.88,"endTime":1383.96,"body":"human nature. Right?"},{"speaker":"David Long","startTime":1384.17,"endTime":1385.43,"body":"I think so. Yeah."},{"speaker":"Paul Daly","startTime":1385.79,"endTime":1386.33,"body":"So"},{"speaker":"David Long","startTime":1386.42,"endTime":1389.18,"body":"I don't want to use"},{"speaker":"David Long","startTime":1386.42,"endTime":1389.18,"body":"all warm embraces every day. To"},{"speaker":"David Long","startTime":1389.18,"endTime":1393.47,"body":"Michael's point, right. There is"},{"speaker":"David Long","startTime":1389.18,"endTime":1393.47,"body":"a culture of accountability that"},{"speaker":"David Long","startTime":1393.47,"endTime":1395.09,"body":"I think people like to excel in."},{"speaker":"Paul Daly","startTime":1395.36,"endTime":1397.34,"body":"So what's the hill?"},{"speaker":"Paul Daly","startTime":1395.36,"endTime":1397.34,"body":"What's the hill that you're,"},{"speaker":"Paul Daly","startTime":1398.15,"endTime":1401.27,"body":"you're taking on this month, or"},{"speaker":"Paul Daly","startTime":1398.15,"endTime":1401.27,"body":"this quarter this season."},{"speaker":"David Long","startTime":1401.57,"endTime":1405.35,"body":"So my hill my"},{"speaker":"David Long","startTime":1401.57,"endTime":1405.35,"body":"personal hill, is I just opened"},{"speaker":"David Long","startTime":1405.35,"endTime":1412.46,"body":"my 59th Buy center and in that"},{"speaker":"David Long","startTime":1405.35,"endTime":1412.46,"body":"of 59. So inside of the 59th,"},{"speaker":"David Long","startTime":1412.52,"endTime":1417.44,"body":"there's KPIs and checkpoints"},{"speaker":"David Long","startTime":1412.52,"endTime":1417.44,"body":"that we that I personally took"},{"speaker":"David Long","startTime":1417.44,"endTime":1422.81,"body":"the accountability that I need"},{"speaker":"David Long","startTime":1417.44,"endTime":1422.81,"body":"to be at, at the 10th, which is"},{"speaker":"David Long","startTime":1422.81,"endTime":1426.71,"body":"two days from now, the 15th, the"},{"speaker":"David Long","startTime":1422.81,"endTime":1426.71,"body":"20th, and ultimately, at the end"},{"speaker":"David Long","startTime":1426.71,"endTime":1427.19,"body":"of the month,"},{"speaker":"Paul Daly","startTime":1427.58,"endTime":1430.04,"body":"so your group has 59"},{"speaker":"Paul Daly","startTime":1427.58,"endTime":1430.04,"body":"Buy centers?"},{"speaker":"David Long","startTime":1430.97,"endTime":1433.49,"body":"That's I'm glad you"},{"speaker":"David Long","startTime":1430.97,"endTime":1433.49,"body":"asked it that way. No, I've"},{"speaker":"David Long","startTime":1433.49,"endTime":1438.71,"body":"opened personally helped 59 Buy"},{"speaker":"David Long","startTime":1433.49,"endTime":1438.71,"body":"centers, which is a whole"},{"speaker":"David Long","startTime":1438.71,"endTime":1442.76,"body":"different life that I live. And"},{"speaker":"David Long","startTime":1438.71,"endTime":1442.76,"body":"that starts at 5am. And I"},{"speaker":"David Long","startTime":1442.76,"endTime":1445.46,"body":"consult for a lot of different"},{"speaker":"David Long","startTime":1442.76,"endTime":1445.46,"body":"dealers throughout the country,"},{"speaker":"David Long","startTime":1445.64,"endTime":1449.81,"body":"and teach them how to open up"},{"speaker":"David Long","startTime":1445.64,"endTime":1449.81,"body":"and manage a buy center. Yeah,"},{"speaker":"David Long","startTime":1449.81,"endTime":1452.6,"body":"and buy cars that they can't get"},{"speaker":"David Long","startTime":1449.81,"endTime":1452.6,"body":"at the auction. It's been a lot"},{"speaker":"David Long","startTime":1452.6,"endTime":1453.02,"body":"of fun."},{"speaker":"Paul Daly","startTime":1453.65,"endTime":1457.79,"body":"And so what makes"},{"speaker":"Paul Daly","startTime":1453.65,"endTime":1457.79,"body":"give give us like the the two to"},{"speaker":"Paul Daly","startTime":1457.79,"endTime":1460.04,"body":"four things that make a great"},{"speaker":"Paul Daly","startTime":1457.79,"endTime":1460.04,"body":"buy center."},{"speaker":"David Long","startTime":1461.21,"endTime":1464.03,"body":"The right people,"},{"speaker":"David Long","startTime":1461.21,"endTime":1464.03,"body":"right, I think what most dealers"},{"speaker":"David Long","startTime":1464.03,"endTime":1467.42,"body":"do, by the way, the car industry"},{"speaker":"David Long","startTime":1464.03,"endTime":1467.42,"body":"is over 100 years old. The buy"},{"speaker":"David Long","startTime":1467.42,"endTime":1471.47,"body":"centers are the most profitable"},{"speaker":"David Long","startTime":1467.42,"endTime":1471.47,"body":"department that isn't at every"},{"speaker":"David Long","startTime":1471.47,"endTime":1475.4,"body":"dealership in the world like it,"},{"speaker":"David Long","startTime":1471.47,"endTime":1475.4,"body":"you can have a great sales"},{"speaker":"David Long","startTime":1475.4,"endTime":1477.8,"body":"department service department"},{"speaker":"David Long","startTime":1475.4,"endTime":1477.8,"body":"parts department collision"},{"speaker":"David Long","startTime":1477.8,"endTime":1482.3,"body":"center, but a great buy center."},{"speaker":"David Long","startTime":1477.8,"endTime":1482.3,"body":"They're not on every corner"},{"speaker":"David Long","startTime":1482.3,"endTime":1486.17,"body":"operating efficiently. And I"},{"speaker":"David Long","startTime":1482.3,"endTime":1486.17,"body":"asked people why. And the reason"},{"speaker":"David Long","startTime":1486.17,"endTime":1488.93,"body":"is because it requires a"},{"speaker":"David Long","startTime":1486.17,"endTime":1488.93,"body":"completely different approach"},{"speaker":"David Long","startTime":1489.02,"endTime":1492.41,"body":"and a completely different skill"},{"speaker":"David Long","startTime":1489.02,"endTime":1492.41,"body":"set, one of which most dealers"},{"speaker":"David Long","startTime":1492.41,"endTime":1496.52,"body":"don't possess. So you go get"},{"speaker":"David Long","startTime":1492.41,"endTime":1496.52,"body":"your salesperson and your sales"},{"speaker":"David Long","startTime":1496.52,"endTime":1498.8,"body":"manager and think you're gonna"},{"speaker":"David Long","startTime":1496.52,"endTime":1498.8,"body":"buy cars from private party"},{"speaker":"David Long","startTime":1498.8,"endTime":1501.89,"body":"sellers. That is is not the"},{"speaker":"David Long","startTime":1498.8,"endTime":1501.89,"body":"approach that I've ever seen"},{"speaker":"David Long","startTime":1501.89,"endTime":1505.46,"body":"work. There's a completely"},{"speaker":"David Long","startTime":1501.89,"endTime":1505.46,"body":"different strategy. It's like,"},{"speaker":"David Long","startTime":1505.67,"endTime":1509.03,"body":"it's like being in a completely"},{"speaker":"David Long","startTime":1505.67,"endTime":1509.03,"body":"different industry, right?"},{"speaker":"Paul Daly","startTime":1510.02,"endTime":1514.25,"body":"So 59 successes later"},{"speaker":"Paul Daly","startTime":1510.02,"endTime":1514.25,"body":"or 58 successes and one pending"},{"speaker":"Paul Daly","startTime":1514.25,"endTime":1517.61,"body":"success because you just opened"},{"speaker":"Paul Daly","startTime":1514.25,"endTime":1517.61,"body":"it. Right? What what, what is"},{"speaker":"Paul Daly","startTime":1517.61,"endTime":1520.19,"body":"the approach difference, like"},{"speaker":"Paul Daly","startTime":1517.61,"endTime":1520.19,"body":"give us the fundamental"},{"speaker":"Paul Daly","startTime":1520.19,"endTime":1521.15,"body":"difference in approach."},{"speaker":"David Long","startTime":1521.81,"endTime":1524.63,"body":"So when we hire"},{"speaker":"David Long","startTime":1521.81,"endTime":1524.63,"body":"somebody, we don't hire somebody"},{"speaker":"David Long","startTime":1524.63,"endTime":1527.9,"body":"with automotive experience. Our"},{"speaker":"David Long","startTime":1524.63,"endTime":1527.9,"body":"my experience, my team's"},{"speaker":"David Long","startTime":1527.9,"endTime":1531.29,"body":"experience is to hire somebody"},{"speaker":"David Long","startTime":1527.9,"endTime":1531.29,"body":"that was a barista or a lot"},{"speaker":"David Long","startTime":1531.29,"endTime":1534.8,"body":"porter or somebody that was a"},{"speaker":"David Long","startTime":1531.29,"endTime":1534.8,"body":"telemarketer. And give them a"},{"speaker":"David Long","startTime":1534.8,"endTime":1539.72,"body":"role that they can excel at that"},{"speaker":"David Long","startTime":1534.8,"endTime":1539.72,"body":"very, very simple and gives the"},{"speaker":"David Long","startTime":1539.72,"endTime":1543.83,"body":"guests an amazing experience. So"},{"speaker":"David Long","startTime":1539.72,"endTime":1543.83,"body":"you know, you might you call"},{"speaker":"David Long","startTime":1543.83,"endTime":1546.5,"body":"most dealers and say, I want to"},{"speaker":"David Long","startTime":1543.83,"endTime":1546.5,"body":"know my car's worth. What do you"},{"speaker":"David Long","startTime":1546.5,"endTime":1547.61,"body":"generally get Kyle,"},{"speaker":"Kyle Mountsier","startTime":1547.91,"endTime":1550.49,"body":"you get? Hold"},{"speaker":"Kyle Mountsier","startTime":1547.91,"endTime":1550.49,"body":"on, well, do you have the VIN,"},{"speaker":"Kyle Mountsier","startTime":1550.49,"endTime":1553.4,"body":"send me 10 pictures, you gotta"},{"speaker":"Kyle Mountsier","startTime":1550.49,"endTime":1553.4,"body":"come down, show it to my"},{"speaker":"Kyle Mountsier","startTime":1553.4,"endTime":1557.75,"body":"manager, you're you Your"},{"speaker":"Kyle Mountsier","startTime":1553.4,"endTime":1557.75,"body":"presence is your power, you"},{"speaker":"Kyle Mountsier","startTime":1557.75,"endTime":1559.43,"body":"know, all of that type of stuff."},{"speaker":"Paul Daly","startTime":1559.7,"endTime":1561.92,"body":"It's a Monday and"},{"speaker":"Paul Daly","startTime":1559.7,"endTime":1561.92,"body":"Monday's cars are a little"},{"speaker":"Paul Daly","startTime":1561.92,"endTime":1563.03,"body":"lower. Right?"},{"speaker":"Michael Cirillo","startTime":1563.3,"endTime":1565.64,"body":"Yeah. So this"},{"speaker":"Michael Cirillo","startTime":1563.3,"endTime":1565.64,"body":"is code onto the lot and see if"},{"speaker":"Michael Cirillo","startTime":1565.64,"endTime":1567.53,"body":"it's there, let me physically"},{"speaker":"Michael Cirillo","startTime":1565.64,"endTime":1567.53,"body":"touch it."},{"speaker":"David Long","startTime":1568.13,"endTime":1570.32,"body":"If you had a"},{"speaker":"David Long","startTime":1568.13,"endTime":1570.32,"body":"barista, if you gave me a"},{"speaker":"David Long","startTime":1570.32,"endTime":1574.46,"body":"barista, and gave me one hour"},{"speaker":"David Long","startTime":1570.32,"endTime":1574.46,"body":"with them, I just use barista as"},{"speaker":"David Long","startTime":1574.46,"endTime":1577.7,"body":"an example, because some of the"},{"speaker":"David Long","startTime":1574.46,"endTime":1577.7,"body":"best agents I've had were"},{"speaker":"David Long","startTime":1577.7,"endTime":1581.72,"body":"baristas, I could have them"},{"speaker":"David Long","startTime":1577.7,"endTime":1581.72,"body":"given you an instant cash offer"},{"speaker":"David Long","startTime":1582.02,"endTime":1585.11,"body":"in three minutes on the phone"},{"speaker":"David Long","startTime":1582.02,"endTime":1585.11,"body":"without a VIN number. And"},{"speaker":"David Long","startTime":1585.11,"endTime":1589.37,"body":"without asking 1000 questions."},{"speaker":"David Long","startTime":1585.11,"endTime":1589.37,"body":"It's just it works."},{"speaker":"Kyle Mountsier","startTime":1589.51,"endTime":1594.64,"body":"And so and, and"},{"speaker":"Kyle Mountsier","startTime":1589.51,"endTime":1594.64,"body":"I, my perception, especially in"},{"speaker":"Kyle Mountsier","startTime":1594.85,"endTime":1599.92,"body":"the world of like having KVB,"},{"speaker":"Kyle Mountsier","startTime":1594.85,"endTime":1599.92,"body":"ICO or a VAN or, or a VINCUE or"},{"speaker":"Kyle Mountsier","startTime":1599.92,"endTime":1602.83,"body":"anything like that is not just"},{"speaker":"Kyle Mountsier","startTime":1599.92,"endTime":1602.83,"body":"the inbound volume that you"},{"speaker":"Kyle Mountsier","startTime":1602.83,"endTime":1606.76,"body":"take, but the outbound volume"},{"speaker":"Kyle Mountsier","startTime":1602.83,"endTime":1606.76,"body":"that has to happen. Because it"},{"speaker":"Kyle Mountsier","startTime":1606.79,"endTime":1610.42,"body":"there's much there's even more"},{"speaker":"Kyle Mountsier","startTime":1606.79,"endTime":1610.42,"body":"of a numbers game on the buy"},{"speaker":"Kyle Mountsier","startTime":1610.42,"endTime":1615.58,"body":"side than there is on on the"},{"speaker":"Kyle Mountsier","startTime":1610.42,"endTime":1615.58,"body":"sell side, right. And so you"},{"speaker":"Kyle Mountsier","startTime":1615.58,"endTime":1619.6,"body":"have to be able to execute that"},{"speaker":"Kyle Mountsier","startTime":1615.58,"endTime":1619.6,"body":"quickly. One from a customer"},{"speaker":"Kyle Mountsier","startTime":1619.6,"endTime":1623.89,"body":"perspective, but also just from"},{"speaker":"Kyle Mountsier","startTime":1619.6,"endTime":1623.89,"body":"a volume of, of, of outreach,"},{"speaker":"Kyle Mountsier","startTime":1623.89,"endTime":1627.97,"body":"both inbound and outbound. So"},{"speaker":"Kyle Mountsier","startTime":1623.89,"endTime":1627.97,"body":"that speed, that speed to the"},{"speaker":"Kyle Mountsier","startTime":1627.97,"endTime":1631.78,"body":"customer in that three minute"},{"speaker":"Kyle Mountsier","startTime":1627.97,"endTime":1631.78,"body":"appraisal, without a lot of"},{"speaker":"Kyle Mountsier","startTime":1631.78,"endTime":1636.16,"body":"unnecessary barriers is really"},{"speaker":"Kyle Mountsier","startTime":1631.78,"endTime":1636.16,"body":"important to being efficient in"},{"speaker":"Kyle Mountsier","startTime":1636.16,"endTime":1639.7,"body":"that buy center. And the minute"},{"speaker":"Kyle Mountsier","startTime":1636.16,"endTime":1639.7,"body":"you slow that down, like things"},{"speaker":"Kyle Mountsier","startTime":1639.7,"endTime":1641.14,"body":"go off the rails really quickly."},{"speaker":"David Long","startTime":1641.93,"endTime":1645.47,"body":"It is so true. And"},{"speaker":"David Long","startTime":1641.93,"endTime":1645.47,"body":"it's so simple. That's why most"},{"speaker":"David Long","startTime":1645.47,"endTime":1648.44,"body":"dealers can't do it. They"},{"speaker":"David Long","startTime":1645.47,"endTime":1648.44,"body":"overcomplicated"},{"speaker":"Kyle Mountsier","startTime":1648.5,"endTime":1651.23,"body":"that that was a"},{"speaker":"Kyle Mountsier","startTime":1648.5,"endTime":1651.23,"body":"loaded statement right there. He"},{"speaker":"Kyle Mountsier","startTime":1651.23,"endTime":1654.5,"body":"said it was it's so simple."},{"speaker":"Kyle Mountsier","startTime":1651.23,"endTime":1654.5,"body":"That's why most dealers can't do"},{"speaker":"Kyle Mountsier","startTime":1654.56,"endTime":1655.04,"body":"it was like,"},{"speaker":"David Long","startTime":1655.46,"endTime":1658.25,"body":"that's why I figured"},{"speaker":"David Long","startTime":1655.46,"endTime":1658.25,"body":"it out. Because Because I'm such"},{"speaker":"David Long","startTime":1658.25,"endTime":1661.1,"body":"a simple minded guy, like I"},{"speaker":"David Long","startTime":1658.25,"endTime":1661.1,"body":"couldn't do anything that was"},{"speaker":"David Long","startTime":1661.1,"endTime":1665.75,"body":"overcome black. So it's just, it"},{"speaker":"David Long","startTime":1661.1,"endTime":1665.75,"body":"works out well. And it's good"},{"speaker":"David Long","startTime":1665.75,"endTime":1669.53,"body":"for the consumer. Not only that,"},{"speaker":"David Long","startTime":1665.75,"endTime":1669.53,"body":"it really helps the customer."},{"speaker":"David Long","startTime":1669.89,"endTime":1673.01,"body":"Right, they can get a number,"},{"speaker":"David Long","startTime":1669.89,"endTime":1673.01,"body":"they don't have to sell their"},{"speaker":"David Long","startTime":1673.01,"endTime":1675.62,"body":"car, they don't have to buy a"},{"speaker":"David Long","startTime":1673.01,"endTime":1675.62,"body":"car from us to sell their car"},{"speaker":"David Long","startTime":1675.62,"endTime":1679.46,"body":"here. And it's just a win win"},{"speaker":"David Long","startTime":1675.62,"endTime":1679.46,"body":"all the way around. So it's"},{"speaker":"Michael Cirillo","startTime":1679.0,"endTime":1682.45,"body":"Oh this"},{"speaker":"Michael Cirillo","startTime":1679.0,"endTime":1682.45,"body":"underscores something this long"},{"speaker":"Michael Cirillo","startTime":1679.46,"endTime":1679.94,"body":"funny."},{"speaker":"Michael Cirillo","startTime":1682.45,"endTime":1686.05,"body":"standing debate, though, in the"},{"speaker":"Michael Cirillo","startTime":1682.45,"endTime":1686.05,"body":"industry where where, you know,"},{"speaker":"Michael Cirillo","startTime":1686.05,"endTime":1689.17,"body":"especially we see it with dealer"},{"speaker":"Michael Cirillo","startTime":1686.05,"endTime":1689.17,"body":"versus vendor and vice versa."},{"speaker":"Michael Cirillo","startTime":1689.17,"endTime":1692.2,"body":"It's like, don't talk to me"},{"speaker":"Michael Cirillo","startTime":1689.17,"endTime":1692.2,"body":"about this, because you've never"},{"speaker":"Michael Cirillo","startTime":1692.2,"endTime":1694.48,"body":"done it. And it's like, yeah,"},{"speaker":"Michael Cirillo","startTime":1692.2,"endTime":1694.48,"body":"well, you don't talk to me about"},{"speaker":"Michael Cirillo","startTime":1694.48,"endTime":1697.3,"body":"this, because I know you've"},{"speaker":"Michael Cirillo","startTime":1694.48,"endTime":1697.3,"body":"never done that. What you're"},{"speaker":"Michael Cirillo","startTime":1697.3,"endTime":1701.05,"body":"saying here is oh, wait, it's"},{"speaker":"Michael Cirillo","startTime":1697.3,"endTime":1701.05,"body":"completely teachable."},{"speaker":"David Long","startTime":1701.69,"endTime":1705.26,"body":"It's so simple. That"},{"speaker":"David Long","startTime":1701.69,"endTime":1705.26,"body":"as a matter of fact that hired"},{"speaker":"David Long","startTime":1705.59,"endTime":1710.42,"body":"speak at a simplifying, I"},{"speaker":"David Long","startTime":1705.59,"endTime":1710.42,"body":"actually hired two guys, with"},{"speaker":"David Long","startTime":1710.42,"endTime":1716.93,"body":"MBAs from MIT to simplify an AV"},{"speaker":"David Long","startTime":1710.42,"endTime":1716.93,"body":"test, every word track, every"},{"speaker":"David Long","startTime":1716.93,"endTime":1720.41,"body":"script, every piece of the"},{"speaker":"David Long","startTime":1716.93,"endTime":1720.41,"body":"process, and they helped me"},{"speaker":"David Long","startTime":1720.41,"endTime":1723.86,"body":"perfect it over eight years ago."},{"speaker":"David Long","startTime":1720.41,"endTime":1723.86,"body":"Wow."},{"speaker":"Kyle Mountsier","startTime":1724.16,"endTime":1727.01,"body":"So it's there."},{"speaker":"Kyle Mountsier","startTime":1724.16,"endTime":1727.01,"body":"It's ready to go? Well, I you"},{"speaker":"Kyle Mountsier","startTime":1727.01,"endTime":1729.8,"body":"know, a lot of times, we've been"},{"speaker":"Kyle Mountsier","startTime":1727.01,"endTime":1729.8,"body":"kind of asking people as we wrap"},{"speaker":"Kyle Mountsier","startTime":1729.8,"endTime":1732.5,"body":"up, if you were going to do if"},{"speaker":"Kyle Mountsier","startTime":1729.8,"endTime":1732.5,"body":"you were going to encourage"},{"speaker":"Kyle Mountsier","startTime":1732.5,"endTime":1736.76,"body":"dealers one thing right now, to"},{"speaker":"Kyle Mountsier","startTime":1732.5,"endTime":1736.76,"body":"be making sure that they have in"},{"speaker":"Kyle Mountsier","startTime":1736.76,"endTime":1740.96,"body":"line in place and in their"},{"speaker":"Kyle Mountsier","startTime":1736.76,"endTime":1740.96,"body":"stores. What would that be? I'm"},{"speaker":"Kyle Mountsier","startTime":1740.96,"endTime":1744.44,"body":"just, I'm gonna venture a guess"},{"speaker":"Kyle Mountsier","startTime":1740.96,"endTime":1744.44,"body":"that that you're saying, find"},{"speaker":"Kyle Mountsier","startTime":1744.44,"endTime":1749.48,"body":"find a way to implement a buy"},{"speaker":"Kyle Mountsier","startTime":1744.44,"endTime":1749.48,"body":"center? Is that right? That"},{"speaker":"Kyle Mountsier","startTime":1749.48,"endTime":1754.82,"body":"would be the second thing. Okay,"},{"speaker":"Kyle Mountsier","startTime":1749.48,"endTime":1754.82,"body":"second thing right after me with"},{"speaker":"Kyle Mountsier","startTime":1754.82,"endTime":1755.03,"body":"it."},{"speaker":"David Long","startTime":1756.68,"endTime":1760.76,"body":"Um, find a way to"},{"speaker":"David Long","startTime":1756.68,"endTime":1760.76,"body":"impact people find a way to make"},{"speaker":"David Long","startTime":1760.79,"endTime":1764.06,"body":"leave people better than you"},{"speaker":"David Long","startTime":1760.79,"endTime":1764.06,"body":"found them create a culture of"},{"speaker":"David Long","startTime":1764.06,"endTime":1768.65,"body":"caring, because everything else"},{"speaker":"David Long","startTime":1764.06,"endTime":1768.65,"body":"can sort of spin off of that."},{"speaker":"David Long","startTime":1769.04,"endTime":1771.08,"body":"But if you don't have that, I"},{"speaker":"David Long","startTime":1769.04,"endTime":1771.08,"body":"think it's really difficult to"},{"speaker":"David Long","startTime":1771.08,"endTime":1775.16,"body":"build anything. But now the"},{"speaker":"David Long","startTime":1771.08,"endTime":1775.16,"body":"second thing is, I would say"},{"speaker":"David Long","startTime":1775.16,"endTime":1778.91,"body":"making sure you have a strategy"},{"speaker":"David Long","startTime":1775.16,"endTime":1778.91,"body":"that doesn't miss opportunities"},{"speaker":"David Long","startTime":1778.91,"endTime":1782.69,"body":"to acquire inventory, especially"},{"speaker":"David Long","startTime":1778.91,"endTime":1782.69,"body":"in the market we're in right"},{"speaker":"David Long","startTime":1782.69,"endTime":1786.29,"body":"now. Like if you can't know if"},{"speaker":"David Long","startTime":1782.69,"endTime":1786.29,"body":"you don't know what your trade"},{"speaker":"David Long","startTime":1786.29,"endTime":1789.38,"body":"efficiency you're looking to"},{"speaker":"David Long","startTime":1786.29,"endTime":1789.38,"body":"book is your buy center"},{"speaker":"David Long","startTime":1789.38,"endTime":1793.31,"body":"strategy, your service drive"},{"speaker":"David Long","startTime":1789.38,"endTime":1793.31,"body":"conversion, you're probably not"},{"speaker":"David Long","startTime":1793.55,"endTime":1797.69,"body":"as dialed as you need to be in"},{"speaker":"David Long","startTime":1793.55,"endTime":1797.69,"body":"this economy. Or right now in"},{"speaker":"David Long","startTime":1797.69,"endTime":1799.04,"body":"this marketplace, I should say"},{"speaker":"Kyle Mountsier","startTime":1800.23,"endTime":1802.54,"body":"David, thank you"},{"speaker":"Kyle Mountsier","startTime":1800.23,"endTime":1802.54,"body":"so much. We're gonna be seeing"},{"speaker":"Kyle Mountsier","startTime":1802.54,"endTime":1807.19,"body":"you at ASOTU CON. And you'll be"},{"speaker":"Kyle Mountsier","startTime":1802.54,"endTime":1807.19,"body":"I think we've got you planned"},{"speaker":"Kyle Mountsier","startTime":1807.19,"endTime":1812.74,"body":"for like 18 stages, not just"},{"speaker":"Kyle Mountsier","startTime":1807.19,"endTime":1812.74,"body":"your running shoes. No, but we"},{"speaker":"Kyle Mountsier","startTime":1812.74,"endTime":1815.44,"body":"are definitely hosting All"},{"speaker":"Kyle Mountsier","startTime":1812.74,"endTime":1815.44,"body":"Things Used Cars. David will be"},{"speaker":"Kyle Mountsier","startTime":1815.44,"endTime":1818.35,"body":"a part of a lot of other"},{"speaker":"Kyle Mountsier","startTime":1815.44,"endTime":1818.35,"body":"conversations there. And you"},{"speaker":"Kyle Mountsier","startTime":1818.35,"endTime":1821.47,"body":"might get the warm embrace that"},{"speaker":"Kyle Mountsier","startTime":1818.35,"endTime":1821.47,"body":"Michael Cirillo is having. And"},{"speaker":"Kyle Mountsier","startTime":1821.86,"endTime":1825.67,"body":"David, just thanks so much."},{"speaker":"Kyle Mountsier","startTime":1821.86,"endTime":1825.67,"body":"Thanks so much for joining us on"},{"speaker":"Kyle Mountsier","startTime":1825.67,"endTime":1829.03,"body":"Auto Collabs. Always just a"},{"speaker":"Kyle Mountsier","startTime":1825.67,"endTime":1829.03,"body":"pleasure hanging out and"},{"speaker":"Kyle Mountsier","startTime":1829.03,"endTime":1830.86,"body":"chatting with you. Yeah, it"},{"speaker":"David Long","startTime":1830.9,"endTime":1833.84,"body":"was great to see."},{"speaker":"David Long","startTime":1830.9,"endTime":1833.84,"body":"I'll see you in less than 30"},{"speaker":"David Long","startTime":1833.84,"endTime":1834.38,"body":"days. Right."},{"speaker":"Kyle Mountsier","startTime":1834.38,"endTime":1836.48,"body":"Is that about"},{"speaker":"Kyle Mountsier","startTime":1834.38,"endTime":1836.48,"body":"it? Yes, sir. It's awesome."},{"speaker":"David Long","startTime":1837.44,"endTime":1838.52,"body":"Great to spend time"},{"speaker":"David Long","startTime":1837.44,"endTime":1838.52,"body":"with you. I'll"},{"speaker":"Kyle Mountsier","startTime":1838.52,"endTime":1845.27,"body":"see you soon."},{"speaker":"Kyle Mountsier","startTime":1838.52,"endTime":1845.27,"body":"All right, thanks, David. Look,"},{"speaker":"Kyle Mountsier","startTime":1845.27,"endTime":1850.76,"body":"guys, every time, every time"},{"speaker":"Kyle Mountsier","startTime":1845.27,"endTime":1850.76,"body":"that I've ever been on the"},{"speaker":"Kyle Mountsier","startTime":1850.76,"endTime":1854.72,"body":"phone, Zoom call, clubhouse"},{"speaker":"Kyle Mountsier","startTime":1850.76,"endTime":1854.72,"body":"room, anything that I get to"},{"speaker":"Kyle Mountsier","startTime":1854.72,"endTime":1860.69,"body":"hang out with David Long, I get"},{"speaker":"Kyle Mountsier","startTime":1854.72,"endTime":1860.69,"body":"some piece that is additional"},{"speaker":"Kyle Mountsier","startTime":1861.29,"endTime":1865.13,"body":"than than what I knew before,"},{"speaker":"Kyle Mountsier","startTime":1861.29,"endTime":1865.13,"body":"right. And the texture from the"},{"speaker":"Kyle Mountsier","startTime":1865.13,"endTime":1867.95,"body":"texture in the way that he"},{"speaker":"Kyle Mountsier","startTime":1865.13,"endTime":1867.95,"body":"implements and the way that he's"},{"speaker":"Kyle Mountsier","startTime":1867.95,"endTime":1871.13,"body":"careful about the way he"},{"speaker":"Kyle Mountsier","startTime":1867.95,"endTime":1871.13,"body":"approaches people or processes."},{"speaker":"Kyle Mountsier","startTime":1871.79,"endTime":1874.31,"body":"You know, I get there's probably"},{"speaker":"Kyle Mountsier","startTime":1871.79,"endTime":1874.31,"body":"some things that I can just go"},{"speaker":"Kyle Mountsier","startTime":1874.31,"endTime":1876.65,"body":"yep, that's what David's gonna"},{"speaker":"Kyle Mountsier","startTime":1874.31,"endTime":1876.65,"body":"say the answer to that one, but"},{"speaker":"Kyle Mountsier","startTime":1876.65,"endTime":1880.46,"body":"then he'll give this texture."},{"speaker":"Kyle Mountsier","startTime":1876.65,"endTime":1880.46,"body":"And he's so poignant and, and"},{"speaker":"Kyle Mountsier","startTime":1880.46,"endTime":1883.91,"body":"careful with his words. I even"},{"speaker":"Kyle Mountsier","startTime":1880.46,"endTime":1883.91,"body":"just love the fact that we would"},{"speaker":"Kyle Mountsier","startTime":1883.91,"endTime":1887.03,"body":"ask him a question. And so many"},{"speaker":"Kyle Mountsier","startTime":1883.91,"endTime":1887.03,"body":"people just kind of like, boom,"},{"speaker":"Kyle Mountsier","startTime":1887.03,"endTime":1891.05,"body":"they hit you. And he would just"},{"speaker":"Kyle Mountsier","startTime":1887.03,"endTime":1891.05,"body":"take that pause, right? And"},{"speaker":"Kyle Mountsier","startTime":1891.05,"endTime":1894.95,"body":"being thoughtful and, and, and"},{"speaker":"Kyle Mountsier","startTime":1891.05,"endTime":1894.95,"body":"present with his words and his"},{"speaker":"Kyle Mountsier","startTime":1894.95,"endTime":1898.07,"body":"thoughts. And man, what an"},{"speaker":"Kyle Mountsier","startTime":1894.95,"endTime":1898.07,"body":"encouraging guy to hang out"},{"speaker":"Kyle Mountsier","startTime":1898.07,"endTime":1898.4,"body":"with."},{"speaker":"Paul Daly","startTime":1899.24,"endTime":1903.56,"body":"So like, Michael was"},{"speaker":"Paul Daly","startTime":1899.24,"endTime":1903.56,"body":"gonna say this thing, Michael,"},{"speaker":"Paul Daly","startTime":1903.65,"endTime":1904.76,"body":"it's your turn to say something?"},{"speaker":"Paul Daly","startTime":1911.89,"endTime":1914.11,"body":"Oh, he's gonna pull his earbuds"},{"speaker":"Paul Daly","startTime":1911.89,"endTime":1914.11,"body":"out. He's gonna walk away in"},{"speaker":"Paul Daly","startTime":1914.11,"endTime":1914.44,"body":"anger."},{"speaker":"Michael Cirillo","startTime":1920.5,"endTime":1922.96,"body":"There's 100"},{"speaker":"Michael Cirillo","startTime":1920.5,"endTime":1922.96,"body":"million Italians, once you've"},{"speaker":"Michael Cirillo","startTime":1922.96,"endTime":1924.28,"body":"met one, you've kind of met all?"},{"speaker":"Paul Daly","startTime":1925.06,"endTime":1927.07,"body":"Well, you can say"},{"speaker":"Paul Daly","startTime":1925.06,"endTime":1927.07,"body":"that? Yes, I"},{"speaker":"Michael Cirillo","startTime":1927.07,"endTime":1931.33,"body":"can. What I"},{"speaker":"Michael Cirillo","startTime":1927.07,"endTime":1931.33,"body":"love about that is especially"},{"speaker":"Michael Cirillo","startTime":1931.93,"endTime":1937.27,"body":"when you contrast that against"},{"speaker":"Michael Cirillo","startTime":1931.93,"endTime":1937.27,"body":"social media, the news, all of"},{"speaker":"Michael Cirillo","startTime":1937.27,"endTime":1941.2,"body":"the things chirping in our ears,"},{"speaker":"Michael Cirillo","startTime":1937.27,"endTime":1941.2,"body":"where it's like, no, it's speed,"},{"speaker":"Michael Cirillo","startTime":1941.2,"endTime":1943.72,"body":"speed, speed, speed, speed, you"},{"speaker":"Michael Cirillo","startTime":1941.2,"endTime":1943.72,"body":"got to go fast, you got to move"},{"speaker":"Michael Cirillo","startTime":1943.72,"endTime":1950.05,"body":"fast. him not being afraid to"},{"speaker":"Michael Cirillo","startTime":1943.72,"endTime":1950.05,"body":"take a pause. He pauses so he"},{"speaker":"Michael Cirillo","startTime":1950.05,"endTime":1952.96,"body":"can accelerate because like, to"},{"speaker":"Michael Cirillo","startTime":1950.05,"endTime":1952.96,"body":"your point what he hits you"},{"speaker":"Michael Cirillo","startTime":1952.96,"endTime":1956.29,"body":"with, you're like, Whoa, there's"},{"speaker":"Michael Cirillo","startTime":1952.96,"endTime":1956.29,"body":"so much in there. And I love"},{"speaker":"Michael Cirillo","startTime":1956.29,"endTime":1961.21,"body":"that we start we kind of round"},{"speaker":"Michael Cirillo","startTime":1956.29,"endTime":1961.21,"body":"it out what I believe makes a"},{"speaker":"Michael Cirillo","startTime":1961.21,"endTime":1965.44,"body":"really powerful operator, there"},{"speaker":"Michael Cirillo","startTime":1961.21,"endTime":1965.44,"body":"is this human side, this heart,"},{"speaker":"Michael Cirillo","startTime":1965.83,"endTime":1968.98,"body":"this deep, caring. But there's"},{"speaker":"Michael Cirillo","startTime":1965.83,"endTime":1968.98,"body":"also the accountability side."},{"speaker":"Michael Cirillo","startTime":1968.98,"endTime":1972.88,"body":"And I find especially when you"},{"speaker":"Michael Cirillo","startTime":1968.98,"endTime":1972.88,"body":"talk to leaders, great leaders,"},{"speaker":"Michael Cirillo","startTime":1973.0,"endTime":1975.61,"body":"they know how to balance both of"},{"speaker":"Michael Cirillo","startTime":1973.0,"endTime":1975.61,"body":"those things, those that"},{"speaker":"Michael Cirillo","startTime":1975.61,"endTime":1978.01,"body":"struggle in leadership, they"},{"speaker":"Michael Cirillo","startTime":1975.61,"endTime":1978.01,"body":"never hold their teams"},{"speaker":"Michael Cirillo","startTime":1978.01,"endTime":1980.71,"body":"accountable enough. Their teams"},{"speaker":"Michael Cirillo","startTime":1978.01,"endTime":1980.71,"body":"never know what the expectations"},{"speaker":"Michael Cirillo","startTime":1980.71,"endTime":1982.51,"body":"are. That was a huge takeaway"},{"speaker":"Michael Cirillo","startTime":1980.71,"endTime":1982.51,"body":"for me."},{"speaker":"Paul Daly","startTime":1983.71,"endTime":1986.35,"body":"Finding someone that"},{"speaker":"Paul Daly","startTime":1983.71,"endTime":1986.35,"body":"can balance it right? Without"},{"speaker":"Paul Daly","startTime":1986.35,"endTime":1991.36,"body":"being without being volatile, I"},{"speaker":"Paul Daly","startTime":1986.35,"endTime":1991.36,"body":"think is a key because like when"},{"speaker":"Paul Daly","startTime":1991.36,"endTime":1994.78,"body":"you have hold both of those"},{"speaker":"Paul Daly","startTime":1991.36,"endTime":1994.78,"body":"things, if your team is asking"},{"speaker":"Paul Daly","startTime":1994.78,"endTime":1999.19,"body":"which 1am I going to get? Right?"},{"speaker":"Paul Daly","startTime":1994.78,"endTime":1999.19,"body":"That would be an unhealthy way"},{"speaker":"Paul Daly","startTime":1999.19,"endTime":2001.92,"body":"to go about it. Right? Because"},{"speaker":"Paul Daly","startTime":1999.19,"endTime":2001.92,"body":"that's, that's the volatile"},{"speaker":"Paul Daly","startTime":2001.92,"endTime":2004.74,"body":"personality that people can't"},{"speaker":"Paul Daly","startTime":2001.92,"endTime":2004.74,"body":"trust. And he does seem to have"},{"speaker":"Paul Daly","startTime":2004.74,"endTime":2007.65,"body":"found the balance. Because"},{"speaker":"Paul Daly","startTime":2004.74,"endTime":2007.65,"body":"everywhere you go and you look"},{"speaker":"Paul Daly","startTime":2007.65,"endTime":2009.96,"body":"at, you know, the different"},{"speaker":"Paul Daly","startTime":2007.65,"endTime":2009.96,"body":"groups he's worked with, with"},{"speaker":"Paul Daly","startTime":2009.96,"endTime":2012.45,"body":"the fact that he has, you know,"},{"speaker":"Paul Daly","startTime":2009.96,"endTime":2012.45,"body":"these bi centers across the"},{"speaker":"Paul Daly","startTime":2012.45,"endTime":2016.83,"body":"country helps people set up the"},{"speaker":"Paul Daly","startTime":2012.45,"endTime":2016.83,"body":"Pandemic of Positivity, and just"},{"speaker":"Paul Daly","startTime":2016.86,"endTime":2020.04,"body":"meant whenever I see him around"},{"speaker":"Paul Daly","startTime":2016.86,"endTime":2020.04,"body":"a group of people, I get NADA,"},{"speaker":"Paul Daly","startTime":2020.04,"endTime":2023.46,"body":"we get to see him around, you"},{"speaker":"Paul Daly","startTime":2020.04,"endTime":2023.46,"body":"know, Dale Pollack and Jonathan"},{"speaker":"Paul Daly","startTime":2023.46,"endTime":2027.51,"body":"Smoke and Tommy Gibbs and all"},{"speaker":"Paul Daly","startTime":2023.46,"endTime":2027.51,"body":"these people. You just watch"},{"speaker":"Paul Daly","startTime":2027.51,"endTime":2032.22,"body":"balance the business side, and"},{"speaker":"Paul Daly","startTime":2027.51,"endTime":2032.22,"body":"the people side as if they"},{"speaker":"Paul Daly","startTime":2032.22,"endTime":2035.88,"body":"belong together. Right, which,"},{"speaker":"Paul Daly","startTime":2032.22,"endTime":2035.88,"body":"which is why it's so rare to see"},{"speaker":"Paul Daly","startTime":2035.88,"endTime":2038.55,"body":"somebody execute on both sides"},{"speaker":"Paul Daly","startTime":2035.88,"endTime":2038.55,"body":"of that, right. But when you do,"},{"speaker":"Paul Daly","startTime":2038.73,"endTime":2042.66,"body":"it stands out. We hope that you"},{"speaker":"Paul Daly","startTime":2038.73,"endTime":2042.66,"body":"take a little bit away from this"},{"speaker":"Paul Daly","startTime":2042.66,"endTime":2046.02,"body":"interview, and maybe even just"},{"speaker":"Paul Daly","startTime":2042.66,"endTime":2046.02,"body":"implement a little bit of it"},{"speaker":"Paul Daly","startTime":2046.35,"endTime":2049.2,"body":"into your business today is"},{"speaker":"Paul Daly","startTime":2046.35,"endTime":2049.2,"body":"whether it's your store, you're"},{"speaker":"Paul Daly","startTime":2049.2,"endTime":2052.83,"body":"an industry partner, because one"},{"speaker":"Paul Daly","startTime":2049.2,"endTime":2052.83,"body":"thing is for sure, the more we"},{"speaker":"Paul Daly","startTime":2052.83,"endTime":2056.28,"body":"can embrace that balance like"},{"speaker":"Paul Daly","startTime":2052.83,"endTime":2056.28,"body":"David does. I think the better"},{"speaker":"Paul Daly","startTime":2056.28,"endTime":2059.73,"body":"the whole industry will be on"},{"speaker":"Paul Daly","startTime":2056.28,"endTime":2059.73,"body":"behalf of Michael Cirillo, Kyle"},{"speaker":"Paul Daly","startTime":2059.73,"endTime":2062.55,"body":"Mountsier, myself. We'll see you"},{"speaker":"Paul Daly","startTime":2059.73,"endTime":2062.55,"body":"next time on Auto Clubs."},{"speaker":"Unknown","startTime":2062.7,"endTime":2066.09,"body":"Sign up for our free"},{"speaker":"Unknown","startTime":2062.7,"endTime":2066.09,"body":"and fun to read daily email for"},{"speaker":"Unknown","startTime":2066.09,"endTime":2069.93,"body":"a free shot of relevant news and"},{"speaker":"Unknown","startTime":2066.09,"endTime":2069.93,"body":"automotive, retail media and pop"},{"speaker":"Unknown","startTime":2069.93,"endTime":2075.78,"body":"culture. You can get it now at"},{"speaker":"Unknown","startTime":2069.93,"endTime":2075.78,"body":"ASOTU.com that's ASOTU.com. If"},{"speaker":"Unknown","startTime":2075.78,"endTime":2079.05,"body":"you love this podcast, please"},{"speaker":"Unknown","startTime":2075.78,"endTime":2079.05,"body":"leave us a review and share it"},{"speaker":"Unknown","startTime":2079.05,"endTime":2082.08,"body":"with a friend. Thanks again for"},{"speaker":"Unknown","startTime":2079.05,"endTime":2082.08,"body":"listening. We'll see you next"},{"speaker":"Unknown","startTime":2082.08,"endTime":2082.32,"body":"time."}]}