{"version":"1.0.0","segments":[{"speaker":"Michael Cirillo","startTime":0.0,"endTime":1.59,"body":"Do we have any"},{"speaker":"Michael Cirillo","startTime":0.0,"endTime":1.59,"body":"sponsors yet?"},{"speaker":"Unknown","startTime":8.2,"endTime":10.21,"body":"This is Auto Collabs"},{"speaker":"Paul Daly","startTime":11.53,"endTime":15.01,"body":"The best way to start"},{"speaker":"Paul Daly","startTime":11.53,"endTime":15.01,"body":"an episode I've we're keeping"},{"speaker":"Paul Daly","startTime":15.01,"endTime":18.88,"body":"this episode. Yes, that's"},{"speaker":"Paul Daly","startTime":15.01,"endTime":18.88,"body":"perfect because my we have not"},{"speaker":"Paul Daly","startTime":18.88,"endTime":21.28,"body":"even talked about sponsorship"},{"speaker":"Paul Daly","startTime":18.88,"endTime":21.28,"body":"the show ever."},{"speaker":"Michael Cirillo","startTime":22.15,"endTime":25.0,"body":"Does the Dealer"},{"speaker":"Michael Cirillo","startTime":22.15,"endTime":25.0,"body":"Playbook have sponsorship? No."},{"speaker":"Paul Daly","startTime":25.87,"endTime":27.76,"body":"Did your wife just"},{"speaker":"Paul Daly","startTime":25.87,"endTime":27.76,"body":"text you to ask me that?"},{"speaker":"Michael Cirillo","startTime":28.78,"endTime":30.28,"body":"What do you"},{"speaker":"Michael Cirillo","startTime":28.78,"endTime":30.28,"body":"getting for that trip to Philly?"},{"speaker":"Paul Daly","startTime":33.58,"endTime":36.1,"body":"Fantastic. Well, on"},{"speaker":"Paul Daly","startTime":33.58,"endTime":36.1,"body":"that note,"},{"speaker":"Michael Cirillo","startTime":36.52,"endTime":38.32,"body":"well let's talk"},{"speaker":"Michael Cirillo","startTime":36.52,"endTime":38.32,"body":"about building something from"},{"speaker":"Michael Cirillo","startTime":38.32,"endTime":40.99,"body":"nothing because that's the first"},{"speaker":"Michael Cirillo","startTime":38.32,"endTime":40.99,"body":"thought that comes into my mind"},{"speaker":"Michael Cirillo","startTime":41.26,"endTime":44.86,"body":"when it when it pertains to our"},{"speaker":"Michael Cirillo","startTime":41.26,"endTime":44.86,"body":"guest today, Scott Simons one of"},{"speaker":"Michael Cirillo","startTime":44.86,"endTime":48.55,"body":"the most caring individuals in"},{"speaker":"Michael Cirillo","startTime":44.86,"endTime":48.55,"body":"the auto industry and I, I hope"},{"speaker":"Michael Cirillo","startTime":48.55,"endTime":51.37,"body":"listeners are and viewers are"},{"speaker":"Michael Cirillo","startTime":48.55,"endTime":51.37,"body":"picking up on a theme here on"},{"speaker":"Michael Cirillo","startTime":51.37,"endTime":55.12,"body":"the people that we're bringing"},{"speaker":"Michael Cirillo","startTime":51.37,"endTime":55.12,"body":"on the show. That they they have"},{"speaker":"Michael Cirillo","startTime":55.12,"endTime":60.16,"body":"common character traits. And and"},{"speaker":"Michael Cirillo","startTime":55.12,"endTime":60.16,"body":"Scott Simons is no exception to"},{"speaker":"Michael Cirillo","startTime":60.16,"endTime":65.59,"body":"that. But this whole idea of"},{"speaker":"Michael Cirillo","startTime":60.16,"endTime":65.59,"body":"starting from nothing he thinks,"},{"speaker":"Michael Cirillo","startTime":66.19,"endTime":70.75,"body":"I thought you were gonna say"},{"speaker":"Michael Cirillo","startTime":66.19,"endTime":70.75,"body":"people of substance. There's an"},{"speaker":"Michael Cirillo","startTime":70.75,"endTime":76.12,"body":"inside joke you'll have to watch"},{"speaker":"Michael Cirillo","startTime":70.75,"endTime":76.12,"body":"stuff sell but but he he always"},{"speaker":"Michael Cirillo","startTime":76.12,"endTime":81.58,"body":"impresses me because he is the"},{"speaker":"Michael Cirillo","startTime":76.12,"endTime":81.58,"body":"American dream. Yeah, he really"},{"speaker":"Michael Cirillo","startTime":81.58,"endTime":84.61,"body":"is right like started from"},{"speaker":"Michael Cirillo","startTime":81.58,"endTime":84.61,"body":"nothing had a had a very"},{"speaker":"Michael Cirillo","startTime":84.61,"endTime":88.09,"body":"impoverished upbringing, a very"},{"speaker":"Michael Cirillo","startTime":84.61,"endTime":88.09,"body":"rough upbringing, puts himself"},{"speaker":"Michael Cirillo","startTime":88.09,"endTime":91.72,"body":"through school gets a degree,"},{"speaker":"Michael Cirillo","startTime":88.09,"endTime":91.72,"body":"his brother, I don't know if"},{"speaker":"Michael Cirillo","startTime":91.72,"endTime":94.9,"body":"many know this, his brother, I"},{"speaker":"Michael Cirillo","startTime":91.72,"endTime":94.9,"body":"think is a surgeon in Texas, put"},{"speaker":"Michael Cirillo","startTime":94.9,"endTime":97.99,"body":"himself through like they came"},{"speaker":"Michael Cirillo","startTime":94.9,"endTime":97.99,"body":"from nothing and prove that with"},{"speaker":"Michael Cirillo","startTime":98.35,"endTime":101.38,"body":"determination, focus vision,"},{"speaker":"Michael Cirillo","startTime":98.35,"endTime":101.38,"body":"like all the things you read"},{"speaker":"Michael Cirillo","startTime":101.38,"endTime":104.68,"body":"about in the books, you can"},{"speaker":"Michael Cirillo","startTime":101.38,"endTime":104.68,"body":"absolutely achieve the life of"},{"speaker":"Michael Cirillo","startTime":104.68,"endTime":110.53,"body":"your dreams. 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I got"},{"speaker":"Kyle Mountsier","startTime":126.72,"endTime":131.43,"body":"to see it firsthand in this way"},{"speaker":"Kyle Mountsier","startTime":131.43,"endTime":136.71,"body":"that when he was around his"},{"speaker":"Kyle Mountsier","startTime":131.43,"endTime":136.71,"body":"people, there was this genuine"},{"speaker":"Kyle Mountsier","startTime":136.71,"endTime":137.13,"body":"like,"},{"speaker":"Paul Daly","startTime":137.16,"endTime":139.65,"body":"I like"},{"speaker":"Paul Daly","startTime":137.16,"endTime":139.65,"body":"responsibility. And yeah, it was"},{"speaker":"Kyle Mountsier","startTime":139.0,"endTime":142.54,"body":"like a dad. It"},{"speaker":"Kyle Mountsier","startTime":139.0,"endTime":142.54,"body":"was like, No, you're under this"},{"speaker":"Kyle Mountsier","startTime":142.54,"endTime":145.51,"body":"wing. And you're under this"},{"speaker":"Kyle Mountsier","startTime":142.54,"endTime":145.51,"body":"wing. And you better come on in"},{"speaker":"Kyle Mountsier","startTime":145.51,"endTime":150.58,"body":"close. And then I could imagine"},{"speaker":"Kyle Mountsier","startTime":145.51,"endTime":150.58,"body":"like, if anybody tried to talk"},{"speaker":"Kyle Mountsier","startTime":150.58,"endTime":154.42,"body":"about one of his people, one of"},{"speaker":"Kyle Mountsier","startTime":150.58,"endTime":154.42,"body":"his stores, right? Um, see all"},{"speaker":"Kyle Mountsier","startTime":154.42,"endTime":157.36,"body":"the guns come out, right? You'd"},{"speaker":"Kyle Mountsier","startTime":154.42,"endTime":157.36,"body":"be like, so I got this rack,"},{"speaker":"Kyle Mountsier","startTime":157.36,"endTime":157.6,"body":"right."},{"speaker":"Michael Cirillo","startTime":159.84,"endTime":161.49,"body":"And it's in"},{"speaker":"Michael Cirillo","startTime":159.84,"endTime":161.49,"body":"every facet of his life. It's"},{"speaker":"Michael Cirillo","startTime":161.49,"endTime":164.28,"body":"not just business. It's not just"},{"speaker":"Michael Cirillo","startTime":161.49,"endTime":164.28,"body":"school, he'll tell you his"},{"speaker":"Michael Cirillo","startTime":164.28,"endTime":166.65,"body":"story. And I'm sure we'll hear a"},{"speaker":"Michael Cirillo","startTime":164.28,"endTime":166.65,"body":"little bit about it. But like,"},{"speaker":"Michael Cirillo","startTime":166.74,"endTime":169.23,"body":"he was like, I'm overweight and"},{"speaker":"Michael Cirillo","startTime":166.74,"endTime":169.23,"body":"I'm out of shape. And this is"},{"speaker":"Michael Cirillo","startTime":169.23,"endTime":172.35,"body":"disgusting. And he snapped"},{"speaker":"Michael Cirillo","startTime":169.23,"endTime":172.35,"body":"himself into the gear. And the"},{"speaker":"Michael Cirillo","startTime":172.35,"endTime":176.52,"body":"guys just he he exercises he"},{"speaker":"Michael Cirillo","startTime":172.35,"endTime":176.52,"body":"takes care of himself and, and,"},{"speaker":"Michael Cirillo","startTime":176.55,"endTime":178.95,"body":"and to me that always impresses"},{"speaker":"Michael Cirillo","startTime":176.55,"endTime":178.95,"body":"me because those are the harder"},{"speaker":"Michael Cirillo","startTime":178.95,"endTime":179.43,"body":"things"},{"speaker":"Paul Daly","startTime":179.52,"endTime":181.62,"body":"and he'll say it to"},{"speaker":"Paul Daly","startTime":179.52,"endTime":181.62,"body":"he'll be like, I'm not doing"},{"speaker":"Paul Daly","startTime":181.62,"endTime":184.47,"body":"this so I can be on Instagram."},{"speaker":"Paul Daly","startTime":181.62,"endTime":184.47,"body":"He's like, I hate it. I hate"},{"speaker":"Paul Daly","startTime":184.47,"endTime":187.68,"body":"eating healthy, right? I hate"},{"speaker":"Paul Daly","startTime":184.47,"endTime":187.68,"body":"exercising. But I'm doing it"},{"speaker":"Paul Daly","startTime":187.68,"endTime":189.87,"body":"because people depend on me and"},{"speaker":"Paul Daly","startTime":187.68,"endTime":189.87,"body":"I need to be in good shape"},{"speaker":"Paul Daly","startTime":189.9,"endTime":192.06,"body":"literally back to your point to"},{"speaker":"Paul Daly","startTime":189.9,"endTime":192.06,"body":"take care of them."},{"speaker":"Kyle Mountsier","startTime":192.0,"endTime":194.37,"body":"Yeah, you know"},{"speaker":"Kyle Mountsier","startTime":192.0,"endTime":194.37,"body":"the other thing that strikes me"},{"speaker":"Kyle Mountsier","startTime":194.37,"endTime":198.39,"body":"about Scott and this is actually"},{"speaker":"Kyle Mountsier","startTime":194.37,"endTime":198.39,"body":"really tied in with ASOTU"},{"speaker":"Kyle Mountsier","startTime":198.42,"endTime":202.05,"body":"because many of you if you if"},{"speaker":"Kyle Mountsier","startTime":198.42,"endTime":202.05,"body":"you're listening know that he is"},{"speaker":"Kyle Mountsier","startTime":202.05,"endTime":206.01,"body":"an investor in ASOTU one of our"},{"speaker":"Kyle Mountsier","startTime":202.05,"endTime":206.01,"body":"dealer investors but you know, I"},{"speaker":"Kyle Mountsier","startTime":206.01,"endTime":209.1,"body":"think Scott knew both of us kind"},{"speaker":"Kyle Mountsier","startTime":206.01,"endTime":209.1,"body":"of from Clubhouse from a"},{"speaker":"Kyle Mountsier","startTime":209.1,"endTime":211.71,"body":"distance. But you got the"},{"speaker":"Kyle Mountsier","startTime":209.1,"endTime":211.71,"body":"opportunity to go on Glenn's"},{"speaker":"Kyle Mountsier","startTime":211.71,"endTime":214.44,"body":"Clubhouse show and just share"},{"speaker":"Kyle Mountsier","startTime":211.71,"endTime":214.44,"body":"what we were doing with"},{"speaker":"Kyle Mountsier","startTime":214.44,"endTime":218.52,"body":"Automotive State of the Union."},{"speaker":"Kyle Mountsier","startTime":214.44,"endTime":218.52,"body":"And he he's uh, he also doesn't"},{"speaker":"Kyle Mountsier","startTime":218.52,"endTime":221.88,"body":"mince actions or words right so"},{"speaker":"Kyle Mountsier","startTime":218.52,"endTime":221.88,"body":"I heard something that he"},{"speaker":"Kyle Mountsier","startTime":221.88,"endTime":227.31,"body":"believed in took quick action on"},{"speaker":"Kyle Mountsier","startTime":221.88,"endTime":227.31,"body":"it connected and now you know it"},{"speaker":"Kyle Mountsier","startTime":227.31,"endTime":231.51,"body":"like this. He's consistently"},{"speaker":"Kyle Mountsier","startTime":227.31,"endTime":231.51,"body":"encouraging us and and feeding"},{"speaker":"Kyle Mountsier","startTime":231.51,"endTime":234.99,"body":"back Oh giving and there's"},{"speaker":"Kyle Mountsier","startTime":231.51,"endTime":234.99,"body":"there's no shortage of like"},{"speaker":"Kyle Mountsier","startTime":234.99,"endTime":237.48,"body":"intentionality around everything"},{"speaker":"Kyle Mountsier","startTime":234.99,"endTime":237.48,"body":"that he does."},{"speaker":"Paul Daly","startTime":237.54,"endTime":239.82,"body":"That's right. So we"},{"speaker":"Paul Daly","startTime":237.54,"endTime":239.82,"body":"know you're gonna love him if"},{"speaker":"Paul Daly","startTime":239.82,"endTime":241.77,"body":"you haven't met him already. We"},{"speaker":"Paul Daly","startTime":239.82,"endTime":241.77,"body":"hope you enjoyed this interview"},{"speaker":"Paul Daly","startTime":241.77,"endTime":242.7,"body":"with Scott Simons."},{"speaker":"Paul Daly","startTime":250.35,"endTime":253.2,"body":"Scott, thank you so much for"},{"speaker":"Paul Daly","startTime":250.35,"endTime":253.2,"body":"spending some time with us. I've"},{"speaker":"Paul Daly","startTime":253.2,"endTime":256.29,"body":"been looking forward to this"},{"speaker":"Paul Daly","startTime":253.2,"endTime":256.29,"body":"one. Just because of your"},{"speaker":"Paul Daly","startTime":256.29,"endTime":259.23,"body":"personality. I never know what's"},{"speaker":"Paul Daly","startTime":256.29,"endTime":259.23,"body":"going to come out of you. Right,"},{"speaker":"Paul Daly","startTime":259.23,"endTime":263.31,"body":"because you tell it like it is."},{"speaker":"Paul Daly","startTime":259.23,"endTime":263.31,"body":"Right. But also like the real"},{"speaker":"Paul Daly","startTime":263.31,"endTime":266.13,"body":"world experience is always"},{"speaker":"Paul Daly","startTime":263.31,"endTime":266.13,"body":"something that I know people"},{"speaker":"Paul Daly","startTime":266.13,"endTime":268.08,"body":"bring a lot of value for. So"},{"speaker":"Paul Daly","startTime":266.13,"endTime":268.08,"body":"thanks for being here with us"},{"speaker":"Paul Daly","startTime":268.08,"endTime":268.41,"body":"today."},{"speaker":"Scott Simons","startTime":268.6,"endTime":271.0,"body":"Hey, guys, thanks"},{"speaker":"Scott Simons","startTime":268.6,"endTime":271.0,"body":"for having me on. And you know,"},{"speaker":"Scott Simons","startTime":271.0,"endTime":272.44,"body":"I need a black hat and a beard."},{"speaker":"Paul Daly","startTime":275.32,"endTime":277.27,"body":"Get you the hat."},{"speaker":"Paul Daly","startTime":275.32,"endTime":277.27,"body":"Yeah, I've got the hat. I"},{"speaker":"Scott Simons","startTime":277.27,"endTime":280.21,"body":"should have wore"},{"speaker":"Scott Simons","startTime":277.27,"endTime":280.21,"body":"it today. All right. Do you have"},{"speaker":"Scott Simons","startTime":280.21,"endTime":285.43,"body":"a hat? Got this swag out there."},{"speaker":"Scott Simons","startTime":280.21,"endTime":285.43,"body":"I mean, no one can even compare"},{"speaker":"Paul Daly","startTime":285.46,"endTime":286.75,"body":"I have one do you"},{"speaker":"Paul Daly","startTime":285.46,"endTime":286.75,"body":"have?"},{"speaker":"Kyle Mountsier","startTime":286.78,"endTime":289.3,"body":"Do you have it?"},{"speaker":"Kyle Mountsier","startTime":286.78,"endTime":289.3,"body":"Paul, are we going to this is"},{"speaker":"Kyle Mountsier","startTime":289.3,"endTime":291.52,"body":"the first time that anyone has"},{"speaker":"Kyle Mountsier","startTime":289.3,"endTime":291.52,"body":"seen this Are you"},{"speaker":"Paul Daly","startTime":292.45,"endTime":295.6,"body":"okay, so we always"},{"speaker":"Paul Daly","startTime":292.45,"endTime":295.6,"body":"try to level up with swag and so"},{"speaker":"Paul Daly","startTime":295.6,"endTime":297.91,"body":"this year for ASOTU CON the only"},{"speaker":"Paul Daly","startTime":295.6,"endTime":297.91,"body":"way you can get one of these is"},{"speaker":"Paul Daly","startTime":297.91,"endTime":299.56,"body":"by being there. It's legit"},{"speaker":"Scott Simons","startTime":300.48,"endTime":304.62,"body":"sock. So legit, I"},{"speaker":"Scott Simons","startTime":300.48,"endTime":304.62,"body":"love it. I love"},{"speaker":"Paul Daly","startTime":304.74,"endTime":309.18,"body":"this. We got this,"},{"speaker":"Paul Daly","startTime":304.74,"endTime":309.18,"body":"like this. Yeah. So you're the"},{"speaker":"Paul Daly","startTime":309.18,"endTime":310.38,"body":"first one to see that. That is"},{"speaker":"Kyle Mountsier","startTime":310.979,"endTime":312.809,"body":"if you're"},{"speaker":"Kyle Mountsier","startTime":310.979,"endTime":312.809,"body":"listening to the audio version"},{"speaker":"Kyle Mountsier","startTime":312.809,"endTime":315.869,"body":"of this, you gotta go find"},{"speaker":"Kyle Mountsier","startTime":312.809,"endTime":315.869,"body":"something on social or YouTube"},{"speaker":"Kyle Mountsier","startTime":315.869,"endTime":319.139,"body":"or LinkedIn and go find the way"},{"speaker":"Kyle Mountsier","startTime":315.869,"endTime":319.139,"body":"it looks because it's it's a"},{"speaker":"Kyle Mountsier","startTime":319.139,"endTime":320.549,"body":"real fun thing. So yes,"},{"speaker":"Paul Daly","startTime":320.58,"endTime":323.16,"body":"thanks. All right,"},{"speaker":"Paul Daly","startTime":320.58,"endTime":323.16,"body":"Scott. Thanks. So good. All"},{"speaker":"Paul Daly","startTime":323.16,"endTime":325.35,"body":"right. So we've been asking this"},{"speaker":"Paul Daly","startTime":323.16,"endTime":325.35,"body":"question to it to a lot of"},{"speaker":"Paul Daly","startTime":325.35,"endTime":328.35,"body":"people and I think it's a very"},{"speaker":"Paul Daly","startTime":325.35,"endTime":328.35,"body":"valid one, because you you"},{"speaker":"Paul Daly","startTime":328.35,"endTime":330.54,"body":"understand more about the person"},{"speaker":"Paul Daly","startTime":328.35,"endTime":330.54,"body":"what they're doing, if you"},{"speaker":"Paul Daly","startTime":330.54,"endTime":334.65,"body":"understand where they came from."},{"speaker":"Paul Daly","startTime":330.54,"endTime":334.65,"body":"So how did you find your way"},{"speaker":"Paul Daly","startTime":334.65,"endTime":337.38,"body":"into the automotive industry?"},{"speaker":"Paul Daly","startTime":334.65,"endTime":337.38,"body":"How did that even happen?"},{"speaker":"Scott Simons","startTime":337.0,"endTime":339.7,"body":"Yeah, so I'm"},{"speaker":"Scott Simons","startTime":337.0,"endTime":339.7,"body":"originally from southern West"},{"speaker":"Scott Simons","startTime":339.7,"endTime":343.69,"body":"Virginia, and my parents weren't"},{"speaker":"Scott Simons","startTime":339.7,"endTime":343.69,"body":"in the auto industry. My dad was"},{"speaker":"Scott Simons","startTime":343.69,"endTime":347.44,"body":"a pupil personnel specialist. He"},{"speaker":"Scott Simons","startTime":343.69,"endTime":347.44,"body":"would, he would literally work"},{"speaker":"Scott Simons","startTime":347.44,"endTime":349.81,"body":"for the county. And in southern"},{"speaker":"Scott Simons","startTime":347.44,"endTime":349.81,"body":"West Virginia, if you didn't go"},{"speaker":"Scott Simons","startTime":349.81,"endTime":352.75,"body":"to school, your parents could go"},{"speaker":"Scott Simons","startTime":349.81,"endTime":352.75,"body":"to jail. So he was a truant"},{"speaker":"Scott Simons","startTime":352.75,"endTime":357.94,"body":"officer. My mom worked in a, she"},{"speaker":"Scott Simons","startTime":352.75,"endTime":357.94,"body":"was a lab supervisor. And we"},{"speaker":"Scott Simons","startTime":357.94,"endTime":362.38,"body":"were very conservative kind of"},{"speaker":"Scott Simons","startTime":357.94,"endTime":362.38,"body":"lower. There we were at was a,"},{"speaker":"Scott Simons","startTime":362.44,"endTime":367.06,"body":"you know, lower income area. And"},{"speaker":"Scott Simons","startTime":362.44,"endTime":367.06,"body":"I remember one day, I saw a guy"},{"speaker":"Scott Simons","startTime":367.09,"endTime":369.91,"body":"with really nice clothes drive a"},{"speaker":"Scott Simons","startTime":367.09,"endTime":369.91,"body":"really nice car, and I said,"},{"speaker":"Scott Simons","startTime":369.94,"endTime":373.75,"body":"What's that guy did? And they're"},{"speaker":"Scott Simons","startTime":369.94,"endTime":373.75,"body":"like, he sells cars. And I'm"},{"speaker":"Scott Simons","startTime":373.75,"endTime":376.6,"body":"like, damn, I'd like to drive a"},{"speaker":"Scott Simons","startTime":373.75,"endTime":376.6,"body":"nice car like that, or wear nice"},{"speaker":"Scott Simons","startTime":376.6,"endTime":379.87,"body":"clothes like that. Okay, so then"},{"speaker":"Scott Simons","startTime":376.6,"endTime":379.87,"body":"they're like, then I started"},{"speaker":"Scott Simons","startTime":379.87,"endTime":383.62,"body":"finding out that the, you know,"},{"speaker":"Scott Simons","startTime":379.87,"endTime":383.62,"body":"to enter the auto industry, you"},{"speaker":"Scott Simons","startTime":383.62,"endTime":387.31,"body":"know, pretty much you anybody"},{"speaker":"Scott Simons","startTime":383.62,"endTime":387.31,"body":"can enter, and anybody could go"},{"speaker":"Scott Simons","startTime":387.31,"endTime":391.93,"body":"sell cars. So I said, Damn, it"},{"speaker":"Scott Simons","startTime":387.31,"endTime":391.93,"body":"sounds like me. So anyway, I"},{"speaker":"Scott Simons","startTime":391.93,"endTime":394.9,"body":"went to college, got my master's"},{"speaker":"Scott Simons","startTime":391.93,"endTime":394.9,"body":"degree, said, I'd like to own a"},{"speaker":"Scott Simons","startTime":394.9,"endTime":397.18,"body":"car dealership one day. And I"},{"speaker":"Scott Simons","startTime":394.9,"endTime":397.18,"body":"said, Wait, so"},{"speaker":"Paul Daly","startTime":397.41,"endTime":399.57,"body":"you went to college"},{"speaker":"Paul Daly","startTime":397.41,"endTime":399.57,"body":"with the intention of owning a"},{"speaker":"Paul Daly","startTime":399.57,"endTime":400.65,"body":"dealership there."},{"speaker":"Scott Simons","startTime":400.68,"endTime":403.98,"body":"I've always had a"},{"speaker":"Scott Simons","startTime":400.68,"endTime":403.98,"body":"goal of at one point, maybe I"},{"speaker":"Scott Simons","startTime":403.98,"endTime":407.52,"body":"had a dream of being a sports"},{"speaker":"Scott Simons","startTime":403.98,"endTime":407.52,"body":"agent. And then I saw how much"},{"speaker":"Scott Simons","startTime":407.52,"endTime":411.21,"body":"school that takes a law school"},{"speaker":"Scott Simons","startTime":407.52,"endTime":411.21,"body":"was not me. You've been"},{"speaker":"Paul Daly","startTime":411.21,"endTime":413.31,"body":"awesome. Sports would"},{"speaker":"Paul Daly","startTime":411.21,"endTime":413.31,"body":"be a great sport."},{"speaker":"Unknown","startTime":413.0,"endTime":415.829,"body":"So I think I went and"},{"speaker":"Unknown","startTime":413.0,"endTime":415.829,"body":"got my master's degree was"},{"speaker":"Unknown","startTime":415.888,"endTime":419.661,"body":"supposed to go to law school. I"},{"speaker":"Unknown","startTime":415.888,"endTime":419.661,"body":"finished six years of school and"},{"speaker":"Unknown","startTime":419.72,"endTime":423.494,"body":"four. So I got my undergrad and"},{"speaker":"Unknown","startTime":419.72,"endTime":423.494,"body":"two and a half years, got my MBA"},{"speaker":"Unknown","startTime":423.552,"endTime":427.208,"body":"in a year and a half. And then"},{"speaker":"Unknown","startTime":423.552,"endTime":427.208,"body":"I'm going to sell cars, and my"},{"speaker":"Unknown","startTime":427.267,"endTime":430.627,"body":"dad said, Why did you go to"},{"speaker":"Unknown","startTime":427.267,"endTime":430.627,"body":"school? After all? He's like,"},{"speaker":"Unknown","startTime":430.686,"endTime":434.518,"body":"What is wrong with you? And, you"},{"speaker":"Unknown","startTime":430.686,"endTime":434.518,"body":"know, actually said this is this"},{"speaker":"Unknown","startTime":434.577,"endTime":438.35,"body":"is dumb. And I said, Well, Dad,"},{"speaker":"Unknown","startTime":434.577,"endTime":438.35,"body":"if I'm ever gonna, you know, own"},{"speaker":"Unknown","startTime":438.409,"endTime":442.005,"body":"a car dealership, I need to go"},{"speaker":"Unknown","startTime":438.409,"endTime":442.005,"body":"sell cars. Like I don't get to"},{"speaker":"Unknown","startTime":442.064,"endTime":445.602,"body":"go on a car dealership because I"},{"speaker":"Unknown","startTime":442.064,"endTime":445.602,"body":"got a master's degree. So I"},{"speaker":"Unknown","startTime":445.661,"endTime":449.316,"body":"started at Saturn of Richmond"},{"speaker":"Unknown","startTime":445.661,"endTime":449.316,"body":"for a guy named Huddy Harmon and"},{"speaker":"Unknown","startTime":449.375,"endTime":452.912,"body":"Johnny Cates and they kind of"},{"speaker":"Unknown","startTime":449.375,"endTime":452.912,"body":"looked at me and they're like,"},{"speaker":"Unknown","startTime":452.971,"endTime":456.508,"body":"you want to sell cars? Yeah,"},{"speaker":"Unknown","startTime":452.971,"endTime":456.508,"body":"yeah. I got made fun of by some"},{"speaker":"Unknown","startTime":456.567,"endTime":460.399,"body":"people I graduated with, they're"},{"speaker":"Unknown","startTime":456.567,"endTime":460.399,"body":"like, you're gonna sell cars? Of"},{"speaker":"Unknown","startTime":460.458,"endTime":464.29,"body":"course. Yeah. So John, I said so"},{"speaker":"Unknown","startTime":460.458,"endTime":464.29,"body":"I'd like to own a car dealership"},{"speaker":"Unknown","startTime":464.349,"endTime":468.181,"body":"one day in both the guys laughed"},{"speaker":"Unknown","startTime":464.349,"endTime":468.181,"body":"at me. They literally laughed at"},{"speaker":"Unknown","startTime":468.24,"endTime":471.66,"body":"me. They said, What is your"},{"speaker":"Unknown","startTime":468.24,"endTime":471.66,"body":"parents on the car dealership?"},{"speaker":"Unknown","startTime":471.719,"endTime":475.138,"body":"I'm like, No. Do you have any"},{"speaker":"Unknown","startTime":471.719,"endTime":475.138,"body":"money? No. Boy, exactly what"},{"speaker":"Unknown","startTime":475.197,"endTime":478.793,"body":"they said, Boy, we'll see what"},{"speaker":"Unknown","startTime":475.197,"endTime":478.793,"body":"you got. That's when I started"},{"speaker":"Unknown","startTime":478.852,"endTime":482.449,"body":"working for Saturn. You're like,"},{"speaker":"Unknown","startTime":478.852,"endTime":482.449,"body":"I'll show you then. Yeah, so"},{"speaker":"Unknown","startTime":482.508,"endTime":486.163,"body":"hey, give me an opportunity. So"},{"speaker":"Unknown","startTime":482.508,"endTime":486.163,"body":"I was in sales, a short amount"},{"speaker":"Unknown","startTime":486.222,"endTime":489.464,"body":"of time went into finance,"},{"speaker":"Unknown","startTime":486.222,"endTime":489.464,"body":"finance, finance director to"},{"speaker":"Unknown","startTime":489.523,"endTime":492.707,"body":"general manager was an ever"},{"speaker":"Unknown","startTime":489.523,"endTime":492.707,"body":"sales manager, GSM general"},{"speaker":"Unknown","startTime":492.766,"endTime":496.539,"body":"manager and a managing partner."},{"speaker":"Unknown","startTime":492.766,"endTime":496.539,"body":"So I was the general manager. So"},{"speaker":"Unknown","startTime":496.598,"endTime":500.371,"body":"I've been here for 11 years. 20"},{"speaker":"Unknown","startTime":496.598,"endTime":500.371,"body":"years see 19 years ago 49v 28 29"},{"speaker":"Unknown","startTime":500.43,"endTime":501.02,"body":"was at GM."},{"speaker":"Kyle Mountsier","startTime":502.01,"endTime":506.48,"body":"Wow. That's I"},{"speaker":"Kyle Mountsier","startTime":502.01,"endTime":506.48,"body":"just love the story where you're"},{"speaker":"Kyle Mountsier","startTime":506.48,"endTime":508.76,"body":"like, we're gonna do this"},{"speaker":"Kyle Mountsier","startTime":506.48,"endTime":508.76,"body":"college thing, but it's really"},{"speaker":"Kyle Mountsier","startTime":508.76,"endTime":511.28,"body":"just a facade. I'm gonna go over"},{"speaker":"Kyle Mountsier","startTime":508.76,"endTime":511.28,"body":"here and own a dealership."},{"speaker":"Unknown","startTime":513.8,"endTime":516.95,"body":"I was never a good test"},{"speaker":"Unknown","startTime":513.8,"endTime":516.95,"body":"taker. Like, if you check my"},{"speaker":"Unknown","startTime":516.95,"endTime":520.94,"body":"intelligence, I've never score"},{"speaker":"Unknown","startTime":516.95,"endTime":520.94,"body":"high on any of those. I just got"},{"speaker":"Unknown","startTime":520.94,"endTime":524.54,"body":"a lot of hustle and was blessed"},{"speaker":"Unknown","startTime":520.94,"endTime":524.54,"body":"with a lot of common sense. But"},{"speaker":"Unknown","startTime":524.54,"endTime":527.39,"body":"I didn't test well like even my"},{"speaker":"Unknown","startTime":524.54,"endTime":527.39,"body":"SATs. I don't think I cracked"},{"speaker":"Unknown","startTime":527.42,"endTime":531.53,"body":"1000 You know, the LSAT, I"},{"speaker":"Unknown","startTime":527.42,"endTime":531.53,"body":"didn't score well. The GMAT I"},{"speaker":"Unknown","startTime":531.53,"endTime":534.56,"body":"didn't score well on and a lot"},{"speaker":"Unknown","startTime":531.53,"endTime":534.56,"body":"of times to college even just"},{"speaker":"Unknown","startTime":534.56,"endTime":537.26,"body":"memorize stuff. I just like"},{"speaker":"Unknown","startTime":534.56,"endTime":537.26,"body":"literally through the MBA and"},{"speaker":"Unknown","startTime":537.26,"endTime":540.83,"body":"memorize which I just wanted to"},{"speaker":"Unknown","startTime":537.26,"endTime":540.83,"body":"prove that I could do it. And,"},{"speaker":"Unknown","startTime":541.37,"endTime":543.5,"body":"you know, no one can ever take"},{"speaker":"Unknown","startTime":541.37,"endTime":543.5,"body":"it away from you. There's a lot"},{"speaker":"Unknown","startTime":543.5,"endTime":547.43,"body":"of life experiences you get in"},{"speaker":"Unknown","startTime":543.5,"endTime":547.43,"body":"college that I needed."},{"speaker":"Unknown","startTime":547.46,"endTime":552.89,"body":"Definitely more. You know, my my"},{"speaker":"Unknown","startTime":547.46,"endTime":552.89,"body":"roommate when I got my master's"},{"speaker":"Unknown","startTime":552.89,"endTime":557.3,"body":"degree was from Sri Lanka, which"},{"speaker":"Unknown","startTime":552.89,"endTime":557.3,"body":"is a little island off India. So"},{"speaker":"Unknown","startTime":557.3,"endTime":560.87,"body":"I taught him how to shoot pool"},{"speaker":"Unknown","startTime":557.3,"endTime":560.87,"body":"and drink beer. And he taught me"},{"speaker":"Unknown","startTime":560.9,"endTime":562.82,"body":"he made spicy food. So it"},{"speaker":"Kyle Mountsier","startTime":565.49,"endTime":568.28,"body":"sounds like a"},{"speaker":"Kyle Mountsier","startTime":565.49,"endTime":568.28,"body":"crazy night. Yeah."},{"speaker":"Unknown","startTime":570.8,"endTime":573.53,"body":"I still keep in contact"},{"speaker":"Unknown","startTime":570.8,"endTime":573.53,"body":"with him. His name was Boodi"},{"speaker":"Unknown","startTime":573.56,"endTime":577.58,"body":"Offadooda and I learned a lot"},{"speaker":"Unknown","startTime":573.56,"endTime":577.58,"body":"about culture because from being"},{"speaker":"Unknown","startTime":577.58,"endTime":580.52,"body":"from southern West Virginia, you"},{"speaker":"Unknown","startTime":577.58,"endTime":580.52,"body":"know, I didn't get to experience"},{"speaker":"Unknown","startTime":580.52,"endTime":584.06,"body":"a whole lot of culture so it was"},{"speaker":"Unknown","startTime":580.52,"endTime":584.06,"body":"a good thing. Started working"},{"speaker":"Unknown","startTime":584.06,"endTime":587.63,"body":"for Huddy great guy, you know"},{"speaker":"Unknown","startTime":584.06,"endTime":587.63,"body":"still stay in contact with him"},{"speaker":"Unknown","startTime":587.81,"endTime":591.11,"body":"went to work for guy named Steve"},{"speaker":"Unknown","startTime":587.81,"endTime":591.11,"body":"Bayard as a finance director."},{"speaker":"Unknown","startTime":591.89,"endTime":594.71,"body":"Real good guy. Richmond left"},{"speaker":"Unknown","startTime":591.89,"endTime":594.71,"body":"that market went to"},{"speaker":"Unknown","startTime":594.71,"endTime":597.47,"body":"Harrisonburg, Virginia. For a"},{"speaker":"Unknown","startTime":594.71,"endTime":597.47,"body":"guy named Nielsen Schwartz was"},{"speaker":"Unknown","startTime":597.47,"endTime":601.16,"body":"there nine years then teamed up"},{"speaker":"Unknown","startTime":597.47,"endTime":601.16,"body":"with Liza Borches and Carter 11"},{"speaker":"Unknown","startTime":601.19,"endTime":604.22,"body":"years ago, so they bought a"},{"speaker":"Unknown","startTime":601.19,"endTime":604.22,"body":"Honda store, neighboring the"},{"speaker":"Unknown","startTime":604.22,"endTime":607.01,"body":"Honda store I ran and they used"},{"speaker":"Unknown","startTime":604.22,"endTime":607.01,"body":"to come and check out our store"},{"speaker":"Unknown","startTime":607.4,"endTime":610.94,"body":"to see how we sold so many cars"},{"speaker":"Unknown","startTime":607.4,"endTime":610.94,"body":"in a much smaller market. And I"},{"speaker":"Unknown","startTime":610.94,"endTime":613.79,"body":"kept in contact with them. And"},{"speaker":"Unknown","startTime":610.94,"endTime":613.79,"body":"when they bought the store, they"},{"speaker":"Unknown","startTime":613.79,"endTime":614.72,"body":"made me a partner,"},{"speaker":"Paul Daly","startTime":614.9,"endTime":617.66,"body":"Scott was like, I'm"},{"speaker":"Paul Daly","startTime":614.9,"endTime":617.66,"body":"how I'm how they sell so many"},{"speaker":"Paul Daly","startTime":617.66,"endTime":618.59,"body":"cars. Yeah."},{"speaker":"Kyle Mountsier","startTime":619.62,"endTime":621.87,"body":"Fast forward,"},{"speaker":"Kyle Mountsier","startTime":619.62,"endTime":621.87,"body":"because you said something about"},{"speaker":"Kyle Mountsier","startTime":621.9,"endTime":625.05,"body":"you that you kept in contact"},{"speaker":"Kyle Mountsier","startTime":621.9,"endTime":625.05,"body":"with your original employer at"},{"speaker":"Kyle Mountsier","startTime":625.05,"endTime":629.64,"body":"that dealership. And, you know,"},{"speaker":"Kyle Mountsier","startTime":625.05,"endTime":629.64,"body":"so we were out at your store and"},{"speaker":"Kyle Mountsier","startTime":629.64,"endTime":632.43,"body":"got to hang out, see your team"},{"speaker":"Kyle Mountsier","startTime":629.64,"endTime":632.43,"body":"and meet you. And there was this"},{"speaker":"Kyle Mountsier","startTime":632.43,"endTime":636.54,"body":"moment that I will literally"},{"speaker":"Kyle Mountsier","startTime":632.43,"endTime":636.54,"body":"never forget. We're all sitting"},{"speaker":"Kyle Mountsier","startTime":636.54,"endTime":638.61,"body":"around. And you're you're"},{"speaker":"Kyle Mountsier","startTime":636.54,"endTime":638.61,"body":"talking and we're talking a"},{"speaker":"Kyle Mountsier","startTime":638.61,"endTime":641.46,"body":"little bit about marketing a"},{"speaker":"Kyle Mountsier","startTime":638.61,"endTime":641.46,"body":"little bit about operations and,"},{"speaker":"Kyle Mountsier","startTime":641.64,"endTime":644.79,"body":"and then you're like, you know,"},{"speaker":"Kyle Mountsier","startTime":641.64,"endTime":644.79,"body":"what we really do is we ask our"},{"speaker":"Kyle Mountsier","startTime":644.79,"endTime":647.46,"body":"people to make sure they're"},{"speaker":"Kyle Mountsier","startTime":644.79,"endTime":647.46,"body":"contacting everybody in their"},{"speaker":"Kyle Mountsier","startTime":647.46,"endTime":650.22,"body":"phone every year. And we're"},{"speaker":"Kyle Mountsier","startTime":647.46,"endTime":650.22,"body":"like, Oh, that can't be that"},{"speaker":"Kyle Mountsier","startTime":650.22,"endTime":653.07,"body":"crazy difficult. Everyone's"},{"speaker":"Kyle Mountsier","startTime":650.22,"endTime":653.07,"body":"probably got a few 100 contacts"},{"speaker":"Kyle Mountsier","startTime":653.07,"endTime":656.52,"body":"in there, they go to a couple a"},{"speaker":"Kyle Mountsier","startTime":653.07,"endTime":656.52,"body":"day. And then you dropped how"},{"speaker":"Kyle Mountsier","startTime":656.52,"endTime":659.4,"body":"many contacts you have your"},{"speaker":"Kyle Mountsier","startTime":656.52,"endTime":659.4,"body":"phone"},{"speaker":"Unknown","startTime":659.72,"endTime":668.69,"body":"6000 365 into 6000. If"},{"speaker":"Unknown","startTime":659.72,"endTime":668.69,"body":"I contact 16 people a day, just"},{"speaker":"Unknown","startTime":668.69,"endTime":671.51,"body":"touch him with a text message."},{"speaker":"Unknown","startTime":668.69,"endTime":671.51,"body":"That means I'll contact"},{"speaker":"Unknown","startTime":671.51,"endTime":674.09,"body":"everybody in my phone. And"},{"speaker":"Unknown","startTime":671.51,"endTime":674.09,"body":"that's what we teach. Because"},{"speaker":"Unknown","startTime":674.09,"endTime":676.94,"body":"that's your that's your network."},{"speaker":"Unknown","startTime":674.09,"endTime":676.94,"body":"That's your circle of influence."},{"speaker":"Unknown","startTime":676.94,"endTime":680.42,"body":"If anybody contacts you save"},{"speaker":"Unknown","startTime":676.94,"endTime":680.42,"body":"your phone. And another trick is"},{"speaker":"Unknown","startTime":680.63,"endTime":683.18,"body":"if I go to meeting with you all"},{"speaker":"Unknown","startTime":680.63,"endTime":683.18,"body":"and I want and I connect with"},{"speaker":"Unknown","startTime":683.18,"endTime":686.9,"body":"you, I'll say Hey, Paul, what's"},{"speaker":"Unknown","startTime":683.18,"endTime":686.9,"body":"your cell phone? Kyle? What's"},{"speaker":"Unknown","startTime":686.9,"endTime":689.03,"body":"your cell phone even for you"},{"speaker":"Unknown","startTime":686.9,"endTime":689.03,"body":"think you just spit it out? And"},{"speaker":"Unknown","startTime":689.03,"endTime":694.55,"body":"then I take my  my contact in"},{"speaker":"Unknown","startTime":689.03,"endTime":694.55,"body":"with everything text it to you"},{"speaker":"Unknown","startTime":694.64,"endTime":697.1,"body":"and say hey, just click that and"},{"speaker":"Unknown","startTime":694.64,"endTime":697.1,"body":"save my contact and then I've"},{"speaker":"Unknown","startTime":697.1,"endTime":700.67,"body":"got your cell phone. That's how"},{"speaker":"Unknown","startTime":697.1,"endTime":700.67,"body":"I've gotten a lot of influencers"},{"speaker":"Unknown","startTime":700.67,"endTime":704.03,"body":"cell phones and you know what's"},{"speaker":"Unknown","startTime":700.67,"endTime":704.03,"body":"how like Grant Cardone did my"},{"speaker":"Unknown","startTime":704.03,"endTime":706.85,"body":"Saturday Morning Sales Meeting."},{"speaker":"Unknown","startTime":704.03,"endTime":706.85,"body":"He texts me is like, Hey, man,"},{"speaker":"Unknown","startTime":706.85,"endTime":709.16,"body":"you've been up to? Hey Grant"},{"speaker":"Unknown","startTime":706.85,"endTime":709.16,"body":"we're doing great bro. I said,"},{"speaker":"Unknown","startTime":709.16,"endTime":712.1,"body":"hey, would you talk to my team"},{"speaker":"Unknown","startTime":709.16,"endTime":712.1,"body":"this morning? He did a 15 minute"},{"speaker":"Unknown","startTime":712.1,"endTime":715.79,"body":"sales meeting to my team this"},{"speaker":"Unknown","startTime":712.1,"endTime":715.79,"body":"last Saturday, this this past"},{"speaker":"Unknown","startTime":715.79,"endTime":716.18,"body":"Saturday?"},{"speaker":"Paul Daly","startTime":716.34,"endTime":719.16,"body":"You know, so Scott,"},{"speaker":"Paul Daly","startTime":716.34,"endTime":719.16,"body":"we have there's so many"},{"speaker":"Paul Daly","startTime":719.16,"endTime":723.36,"body":"conversations going on ad"},{"speaker":"Paul Daly","startTime":719.16,"endTime":723.36,"body":"infinitum. In automotive right"},{"speaker":"Paul Daly","startTime":723.36,"endTime":727.83,"body":"now, between processes and"},{"speaker":"Paul Daly","startTime":723.36,"endTime":727.83,"body":"technology, specifically,"},{"speaker":"Paul Daly","startTime":727.83,"endTime":731.67,"body":"technology and CRMs. And how"},{"speaker":"Paul Daly","startTime":727.83,"endTime":731.67,"body":"everything's communicating. You"},{"speaker":"Paul Daly","startTime":731.67,"endTime":735.57,"body":"seem like somebody who"},{"speaker":"Paul Daly","startTime":731.67,"endTime":735.57,"body":"understands the value of doing"},{"speaker":"Paul Daly","startTime":735.78,"endTime":738.12,"body":"that the fount, the"},{"speaker":"Paul Daly","startTime":735.78,"endTime":738.12,"body":"fundamentals, and the principles"},{"speaker":"Paul Daly","startTime":738.15,"endTime":741.96,"body":"like basic groundwork on the"},{"speaker":"Paul Daly","startTime":738.15,"endTime":741.96,"body":"sales game. Am I getting that"},{"speaker":"Paul Daly","startTime":741.96,"endTime":742.35,"body":"right?"},{"speaker":"Unknown","startTime":742.42,"endTime":745.15,"body":"Yeah, yeah, when"},{"speaker":"Unknown","startTime":742.42,"endTime":745.15,"body":"everybody's going in automation."},{"speaker":"Unknown","startTime":745.6,"endTime":749.95,"body":"I agree. It's important. But I"},{"speaker":"Unknown","startTime":745.6,"endTime":749.95,"body":"want to build a model to where"},{"speaker":"Unknown","startTime":749.95,"endTime":753.7,"body":"my team, I teach them how to"},{"speaker":"Unknown","startTime":749.95,"endTime":753.7,"body":"brand, teach them how to promote"},{"speaker":"Unknown","startTime":753.7,"endTime":756.67,"body":"themselves, teach them how to"},{"speaker":"Unknown","startTime":753.7,"endTime":756.67,"body":"build relationships, there's"},{"speaker":"Unknown","startTime":756.67,"endTime":758.8,"body":"some dealerships that buy every"},{"speaker":"Unknown","startTime":756.67,"endTime":758.8,"body":"lead that's out there, and they"},{"speaker":"Unknown","startTime":758.8,"endTime":761.89,"body":"have a really good BDC. And they"},{"speaker":"Unknown","startTime":758.8,"endTime":761.89,"body":"turn and burn. And there's"},{"speaker":"Unknown","startTime":761.89,"endTime":765.7,"body":"nothing wrong with it. I want to"},{"speaker":"Unknown","startTime":761.89,"endTime":765.7,"body":"build relationships to where"},{"speaker":"Unknown","startTime":765.73,"endTime":767.83,"body":"when we first started tracking"},{"speaker":"Unknown","startTime":765.73,"endTime":767.83,"body":"your relationships sales,"},{"speaker":"Unknown","startTime":767.83,"endTime":771.67,"body":"relationships sales means, that"},{"speaker":"Unknown","startTime":767.83,"endTime":771.67,"body":"Kyle brought Paul in and bought"},{"speaker":"Unknown","startTime":771.67,"endTime":776.23,"body":"a vehicle, he brought in that"},{"speaker":"Unknown","startTime":771.67,"endTime":776.23,"body":"lead. that We started tracking"},{"speaker":"Unknown","startTime":776.26,"endTime":778.24,"body":"transactional versus"},{"speaker":"Unknown","startTime":776.26,"endTime":778.24,"body":"relationship. And if you're"},{"speaker":"Unknown","startTime":778.24,"endTime":780.7,"body":"transactional, we want to turn"},{"speaker":"Unknown","startTime":778.24,"endTime":780.7,"body":"you into a relationship where"},{"speaker":"Unknown","startTime":780.7,"endTime":783.46,"body":"you don't shop with anybody"},{"speaker":"Unknown","startTime":780.7,"endTime":783.46,"body":"else. So we first started"},{"speaker":"Unknown","startTime":783.46,"endTime":785.68,"body":"tracking that. And before we"},{"speaker":"Unknown","startTime":783.46,"endTime":785.68,"body":"started training, we were 5%."},{"speaker":"Unknown","startTime":786.4,"endTime":791.2,"body":"Relational. Now we're 45%. So"},{"speaker":"Unknown","startTime":786.4,"endTime":791.2,"body":"that means almost one out of"},{"speaker":"Unknown","startTime":791.2,"endTime":794.02,"body":"every two cars we sale is"},{"speaker":"Unknown","startTime":791.2,"endTime":794.02,"body":"generated through social media,"},{"speaker":"Unknown","startTime":794.08,"endTime":798.01,"body":"by the sales rep, not by the"},{"speaker":"Unknown","startTime":794.08,"endTime":798.01,"body":"dealer. My goal is to get it"},{"speaker":"Unknown","startTime":798.01,"endTime":801.49,"body":"close to 100%. Not even how to"},{"speaker":"Unknown","startTime":798.01,"endTime":801.49,"body":"advertise at all. That's my"},{"speaker":"Unknown","startTime":801.49,"endTime":802.51,"body":"goal. Now, it's"},{"speaker":"Paul Daly","startTime":802.65,"endTime":803.7,"body":"amazing. Yeah,"},{"speaker":"Scott Simons","startTime":803.729,"endTime":806.909,"body":"I mean, it works."},{"speaker":"Scott Simons","startTime":803.729,"endTime":806.909,"body":"But you got to work, you know?"},{"speaker":"Scott Simons","startTime":806.909,"endTime":807.449,"body":"Yeah. Right."},{"speaker":"Kyle Mountsier","startTime":807.66,"endTime":809.88,"body":"Right. Yeah."},{"speaker":"Kyle Mountsier","startTime":807.66,"endTime":809.88,"body":"Like you got to put everybody's"},{"speaker":"Kyle Mountsier","startTime":809.88,"endTime":811.59,"body":"got to be bought in period,"},{"speaker":"Paul Daly","startTime":811.859,"endTime":815.189,"body":"or meeting for the"},{"speaker":"Paul Daly","startTime":811.859,"endTime":815.189,"body":"long term. That doesn't happen"},{"speaker":"Paul Daly","startTime":815.189,"endTime":818.369,"body":"in six months or 12 months,"},{"speaker":"Paul Daly","startTime":815.189,"endTime":818.369,"body":"right? That happens over a long"},{"speaker":"Paul Daly","startTime":818.369,"endTime":822.509,"body":"time. You know, I have this this"},{"speaker":"Paul Daly","startTime":818.369,"endTime":822.509,"body":"mentality of, I call it brand"},{"speaker":"Paul Daly","startTime":822.509,"endTime":824.969,"body":"conversion versus sales,"},{"speaker":"Paul Daly","startTime":822.509,"endTime":824.969,"body":"conversion, and a sales"},{"speaker":"Paul Daly","startTime":824.969,"endTime":827.819,"body":"conversion equals one sale ring"},{"speaker":"Paul Daly","startTime":824.969,"endTime":827.819,"body":"the bell, everybody's excited."},{"speaker":"Paul Daly","startTime":827.819,"endTime":829.709,"body":"But when you make a brand"},{"speaker":"Paul Daly","startTime":827.819,"endTime":829.709,"body":"conversion, it means people"},{"speaker":"Paul Daly","startTime":829.709,"endTime":832.979,"body":"actually have integrated you in"},{"speaker":"Paul Daly","startTime":829.709,"endTime":832.979,"body":"the way they think about things"},{"speaker":"Paul Daly","startTime":832.979,"endTime":835.139,"body":"and you just become a part of"},{"speaker":"Paul Daly","startTime":832.979,"endTime":835.139,"body":"their regular flow of life. It"},{"speaker":"Paul Daly","startTime":835.139,"endTime":836.849,"body":"sounds like you're saying the"},{"speaker":"Paul Daly","startTime":835.139,"endTime":836.849,"body":"same thing. When you have a"},{"speaker":"Paul Daly","startTime":836.849,"endTime":839.639,"body":"relationship, like a real one,"},{"speaker":"Paul Daly","startTime":836.849,"endTime":839.639,"body":"right? Everyone's like, No, I"},{"speaker":"Paul Daly","startTime":839.639,"endTime":841.829,"body":"want a relationship. That's not"},{"speaker":"Paul Daly","startTime":839.639,"endTime":841.829,"body":"a sale. It's like, I don't know,"},{"speaker":"Paul Daly","startTime":841.829,"endTime":844.079,"body":"ask the customer if they feel"},{"speaker":"Paul Daly","startTime":841.829,"endTime":844.079,"body":"like it's a relationship."},{"speaker":"Unknown","startTime":844.0,"endTime":847.81,"body":"This is what we train."},{"speaker":"Unknown","startTime":844.0,"endTime":847.81,"body":"You know, if I if I'm on the"},{"speaker":"Unknown","startTime":847.81,"endTime":850.9,"body":"sales floor I'm gonna get here"},{"speaker":"Unknown","startTime":847.81,"endTime":850.9,"body":"at 715 I'm gonna make the"},{"speaker":"Unknown","startTime":850.9,"endTime":853.12,"body":"customers coming in. I'm gonna"},{"speaker":"Unknown","startTime":850.9,"endTime":853.12,"body":"find out what my customers are"},{"speaker":"Unknown","startTime":853.12,"endTime":855.91,"body":"coming in that morning, because"},{"speaker":"Unknown","startTime":853.12,"endTime":855.91,"body":"most people drop off at 730. And"},{"speaker":"Unknown","startTime":855.91,"endTime":858.64,"body":"then any or any orphans, anybody"},{"speaker":"Unknown","startTime":855.91,"endTime":858.64,"body":"that doesn't have anybody"},{"speaker":"Unknown","startTime":858.64,"endTime":860.53,"body":"assigned to themsad, I wanna"},{"speaker":"Unknown","startTime":858.64,"endTime":860.53,"body":"make sure I say hello to him."},{"speaker":"Unknown","startTime":861.04,"endTime":864.07,"body":"And then I'm just going to help"},{"speaker":"Unknown","startTime":861.04,"endTime":864.07,"body":"service check him in, you know,"},{"speaker":"Unknown","startTime":864.1,"endTime":867.52,"body":"just be there. Obviously, we're"},{"speaker":"Unknown","startTime":864.1,"endTime":867.52,"body":"waiting areas. Oh, by the way,"},{"speaker":"Unknown","startTime":867.52,"endTime":872.26,"body":"you know, Hey, Paul, I'm Scott."},{"speaker":"Unknown","startTime":867.52,"endTime":872.26,"body":"You know, I noticed that the"},{"speaker":"Unknown","startTime":872.26,"endTime":874.84,"body":"sales rep that you had is no"},{"speaker":"Unknown","startTime":872.26,"endTime":874.84,"body":"longer here. I would like to"},{"speaker":"Unknown","startTime":874.84,"endTime":877.72,"body":"help you. If you contact me"},{"speaker":"Unknown","startTime":874.84,"endTime":877.72,"body":"directly. If the service"},{"speaker":"Unknown","startTime":877.72,"endTime":881.92,"body":"departments really busy I can, I"},{"speaker":"Unknown","startTime":877.72,"endTime":881.92,"body":"can squeeze you in. I'll also"},{"speaker":"Unknown","startTime":881.95,"endTime":884.86,"body":"Paul, nobody really likes to"},{"speaker":"Unknown","startTime":881.95,"endTime":884.86,"body":"come to the car dealership. I'll"},{"speaker":"Unknown","startTime":884.86,"endTime":888.19,"body":"go pick up your car for you"},{"speaker":"Unknown","startTime":884.86,"endTime":888.19,"body":"bring you a loaner next time and"},{"speaker":"Unknown","startTime":888.19,"endTime":891.61,"body":"I'll bring it for you'll do that"},{"speaker":"Unknown","startTime":888.19,"endTime":891.61,"body":"for me? Of course I'll do that"},{"speaker":"Unknown","startTime":891.61,"endTime":894.91,"body":"for you. And then you build your"},{"speaker":"Unknown","startTime":891.61,"endTime":894.91,"body":"relationships there to build up"},{"speaker":"Unknown","startTime":894.91,"endTime":897.94,"body":"your funnel. And then that"},{"speaker":"Unknown","startTime":894.91,"endTime":897.94,"body":"customers will be loyal to me."},{"speaker":"Unknown","startTime":898.03,"endTime":900.01,"body":"I'm gonna touch them after they"},{"speaker":"Unknown","startTime":898.03,"endTime":900.01,"body":"leave. I'm not gonna try to sell"},{"speaker":"Unknown","startTime":900.01,"endTime":902.17,"body":"If anything, I'm not gonna try"},{"speaker":"Unknown","startTime":900.01,"endTime":902.17,"body":"to give him a free appraisal"},{"speaker":"Unknown","startTime":902.17,"endTime":904.51,"body":"that day, I'm just going to"},{"speaker":"Unknown","startTime":902.17,"endTime":904.51,"body":"touch him. Next time they come"},{"speaker":"Unknown","startTime":904.51,"endTime":905.98,"body":"in, I'm going to pick up their"},{"speaker":"Unknown","startTime":904.51,"endTime":905.98,"body":"car, but give him a free"},{"speaker":"Unknown","startTime":905.98,"endTime":908.23,"body":"appraisal. And then I'm gonna"},{"speaker":"Unknown","startTime":905.98,"endTime":908.23,"body":"say, Hey, you don't contact"},{"speaker":"Unknown","startTime":908.23,"endTime":910.9,"body":"them, text me, text me and I'll"},{"speaker":"Unknown","startTime":908.23,"endTime":910.9,"body":"set your appointment for you."},{"speaker":"Unknown","startTime":911.17,"endTime":913.27,"body":"Right? Then I'm gonna go out at"},{"speaker":"Unknown","startTime":911.17,"endTime":913.27,"body":"eight o'clock, and I'm gonna do"},{"speaker":"Unknown","startTime":913.27,"endTime":917.62,"body":"a Facebook post of Hey, Scott"},{"speaker":"Unknown","startTime":913.27,"endTime":917.62,"body":"Simons in front of a car, hey,"},{"speaker":"Unknown","startTime":917.71,"endTime":919.96,"body":"I'm gonna check in Facebook"},{"speaker":"Unknown","startTime":917.71,"endTime":919.96,"body":"every single day, and I'm gonna"},{"speaker":"Unknown","startTime":919.96,"endTime":922.96,"body":"make a post every single day."},{"speaker":"Unknown","startTime":919.96,"endTime":922.96,"body":"And people say, Well, Scott,"},{"speaker":"Unknown","startTime":922.96,"endTime":925.12,"body":"people know where you work. I"},{"speaker":"Unknown","startTime":922.96,"endTime":925.12,"body":"know that, but I need to stay in"},{"speaker":"Unknown","startTime":925.12,"endTime":928.18,"body":"front of them. If I got 5000"},{"speaker":"Unknown","startTime":925.12,"endTime":928.18,"body":"friends on Facebook, only 15% of"},{"speaker":"Unknown","startTime":928.18,"endTime":930.73,"body":"people see that post. So I'm"},{"speaker":"Unknown","startTime":928.18,"endTime":930.73,"body":"gonna do it every single day,"},{"speaker":"Unknown","startTime":930.76,"endTime":933.85,"body":"I'm gonna be every single day, I"},{"speaker":"Unknown","startTime":930.76,"endTime":933.85,"body":"will make that post at 10"},{"speaker":"Unknown","startTime":933.85,"endTime":936.46,"body":"o'clock, I'm gonna go and I'm"},{"speaker":"Unknown","startTime":933.85,"endTime":936.46,"body":"gonna find out and unique used"},{"speaker":"Unknown","startTime":936.46,"endTime":939.67,"body":"car, and I'm gonna post that"},{"speaker":"Unknown","startTime":936.46,"endTime":939.67,"body":"used car. hey just trade it in,"},{"speaker":"Unknown","startTime":940.06,"endTime":943.69,"body":"you know, please contact me,"},{"speaker":"Unknown","startTime":940.06,"endTime":943.69,"body":"it's not gonna last long, it's"},{"speaker":"Unknown","startTime":943.69,"endTime":945.91,"body":"gonna be something unique about"},{"speaker":"Unknown","startTime":943.69,"endTime":945.91,"body":"I'm gonna tell a story. When I"},{"speaker":"Unknown","startTime":945.91,"endTime":948.7,"body":"sell you a car, I'm gonna friend"},{"speaker":"Unknown","startTime":945.91,"endTime":948.7,"body":"you. I'm gonna tag you in the"},{"speaker":"Unknown","startTime":948.7,"endTime":951.28,"body":"post. And then if you got a"},{"speaker":"Unknown","startTime":948.7,"endTime":951.28,"body":"trade, I'm gonna post your"},{"speaker":"Unknown","startTime":951.28,"endTime":954.19,"body":"trade. I'm gonna say hey, and"},{"speaker":"Unknown","startTime":951.28,"endTime":954.19,"body":"I'm also going to ask you Hey,"},{"speaker":"Unknown","startTime":954.28,"endTime":956.38,"body":"Paul, do you know anybody that's"},{"speaker":"Unknown","startTime":954.28,"endTime":956.38,"body":"wrote in your vehicle lately"},{"speaker":"Unknown","startTime":956.38,"endTime":958.15,"body":"that would be interested in"},{"speaker":"Unknown","startTime":956.38,"endTime":958.15,"body":"purchasing your car. They never"},{"speaker":"Unknown","startTime":958.15,"endTime":962.65,"body":"said you if you ever sell this"},{"speaker":"Unknown","startTime":958.15,"endTime":962.65,"body":"car to let them know."},{"speaker":"Kyle Mountsier","startTime":962.7,"endTime":965.07,"body":"So before hits"},{"speaker":"Kyle Mountsier","startTime":962.7,"endTime":965.07,"body":"the light, let's go."},{"speaker":"Scott Simons","startTime":965.22,"endTime":967.89,"body":"We're turning cars"},{"speaker":"Scott Simons","startTime":965.22,"endTime":967.89,"body":"so fast. We're not going to get"},{"speaker":"Scott Simons","startTime":968.04,"endTime":970.86,"body":"there posted. My team is posting"},{"speaker":"Scott Simons","startTime":968.04,"endTime":970.86,"body":"and selling before they're even"},{"speaker":"Scott Simons","startTime":970.86,"endTime":972.0,"body":"making the websites."},{"speaker":"Kyle Mountsier","startTime":972.15,"endTime":975.06,"body":"That's so"},{"speaker":"Kyle Mountsier","startTime":972.15,"endTime":975.06,"body":"because here's what's here's"},{"speaker":"Kyle Mountsier","startTime":975.06,"endTime":977.01,"body":"what most dealerships have a"},{"speaker":"Kyle Mountsier","startTime":975.06,"endTime":977.01,"body":"struggle with. They're like,"},{"speaker":"Kyle Mountsier","startTime":977.07,"endTime":980.1,"body":"Yeah, but I can't hire a"},{"speaker":"Kyle Mountsier","startTime":977.07,"endTime":980.1,"body":"marketing team. Because you"},{"speaker":"Kyle Mountsier","startTime":980.1,"endTime":982.35,"body":"know, I don't know what their"},{"speaker":"Kyle Mountsier","startTime":980.1,"endTime":982.35,"body":"ROI is. And are they gonna put"},{"speaker":"Kyle Mountsier","startTime":982.35,"endTime":984.99,"body":"out enough videos and we got to"},{"speaker":"Kyle Mountsier","startTime":982.35,"endTime":984.99,"body":"create a team, you're like,"},{"speaker":"Kyle Mountsier","startTime":984.99,"endTime":989.31,"body":"actually, actually, I have 223"},{"speaker":"Kyle Mountsier","startTime":984.99,"endTime":989.31,"body":"employees across the seven"},{"speaker":"Kyle Mountsier","startTime":989.31,"endTime":992.76,"body":"dealerships. And so every single"},{"speaker":"Kyle Mountsier","startTime":989.31,"endTime":992.76,"body":"one of them every single day is"},{"speaker":"Kyle Mountsier","startTime":992.76,"endTime":996.3,"body":"making me seven pieces of"},{"speaker":"Kyle Mountsier","startTime":992.76,"endTime":996.3,"body":"content. And I am literally the"},{"speaker":"Kyle Mountsier","startTime":996.3,"endTime":999.39,"body":"mayor of the town as a group,"},{"speaker":"Unknown","startTime":999.71,"endTime":1002.74,"body":"right. And they're"},{"speaker":"Unknown","startTime":999.71,"endTime":1002.74,"body":"there now. So now Paul is"},{"speaker":"Unknown","startTime":1002.74,"endTime":1007.45,"body":"hurrying up a posting that car"},{"speaker":"Unknown","startTime":1002.74,"endTime":1007.45,"body":"before I posted before you post"},{"speaker":"Unknown","startTime":1007.45,"endTime":1010.12,"body":"it Kyle, because whoever posted"},{"speaker":"Unknown","startTime":1007.45,"endTime":1010.12,"body":"first based on amount of"},{"speaker":"Unknown","startTime":1010.12,"endTime":1013.75,"body":"customers the ability to sell"},{"speaker":"Unknown","startTime":1010.12,"endTime":1013.75,"body":"that car first. We're competing"},{"speaker":"Unknown","startTime":1013.93,"endTime":1017.5,"body":"to sell that trade before"},{"speaker":"Unknown","startTime":1013.93,"endTime":1017.5,"body":"someone else sells. And then we"},{"speaker":"Unknown","startTime":1017.5,"endTime":1019.99,"body":"also train if everybody posts"},{"speaker":"Unknown","startTime":1017.5,"endTime":1019.99,"body":"that used car, and then"},{"speaker":"Unknown","startTime":1019.99,"endTime":1023.8,"body":"everybody shares that post, then"},{"speaker":"Unknown","startTime":1019.99,"endTime":1023.8,"body":"you don't have to go grab that"},{"speaker":"Unknown","startTime":1023.8,"endTime":1027.28,"body":"car. You don't because everybody"},{"speaker":"Unknown","startTime":1023.8,"endTime":1027.28,"body":"share it. Right? And you know,"},{"speaker":"Unknown","startTime":1027.28,"endTime":1029.02,"body":"now you can just grab off here,"},{"speaker":"Unknown","startTime":1027.28,"endTime":1029.02,"body":"but if you didn't"},{"speaker":"Kyle Mountsier","startTime":1029.06,"endTime":1032.27,"body":"a spider web,"},{"speaker":"Kyle Mountsier","startTime":1029.06,"endTime":1032.27,"body":"it's a big old spider web man."},{"speaker":"Kyle Mountsier","startTime":1032.3,"endTime":1033.83,"body":"Yeah. But so you said"},{"speaker":"Unknown","startTime":1033.0,"endTime":1037.74,"body":"to it takes time and we"},{"speaker":"Unknown","startTime":1033.0,"endTime":1037.74,"body":"have daily worksheets, if we if"},{"speaker":"Unknown","startTime":1037.74,"endTime":1040.86,"body":"I asked him to do and then if I"},{"speaker":"Unknown","startTime":1037.74,"endTime":1040.86,"body":"don't go back and do it myself"},{"speaker":"Unknown","startTime":1040.86,"endTime":1043.35,"body":"and lead by example. And if I"},{"speaker":"Unknown","startTime":1040.86,"endTime":1043.35,"body":"don't make sure they're doing"},{"speaker":"Unknown","startTime":1043.35,"endTime":1046.05,"body":"that process, every couple of"},{"speaker":"Unknown","startTime":1043.35,"endTime":1046.05,"body":"days, they'll stop doing the"},{"speaker":"Unknown","startTime":1046.05,"endTime":1048.33,"body":"good ones. You'll tell once and"},{"speaker":"Unknown","startTime":1046.05,"endTime":1048.33,"body":"I know those are the will be our"},{"speaker":"Unknown","startTime":1048.33,"endTime":1050.94,"body":"future leaders. They'll take"},{"speaker":"Unknown","startTime":1048.33,"endTime":1050.94,"body":"what I suggest and they'll"},{"speaker":"Unknown","startTime":1051.18,"endTime":1054.75,"body":"they'll do it 10x They'll make"},{"speaker":"Unknown","startTime":1051.18,"endTime":1054.75,"body":"it creative. They'll instead of"},{"speaker":"Unknown","startTime":1054.75,"endTime":1056.97,"body":"doing a picture, they'll do"},{"speaker":"Unknown","startTime":1054.75,"endTime":1056.97,"body":"Facebook Live. That's when I"},{"speaker":"Unknown","startTime":1056.97,"endTime":1059.79,"body":"know I've got somebody I've got"},{"speaker":"Unknown","startTime":1056.97,"endTime":1059.79,"body":"somebody to pour into and the"},{"speaker":"Unknown","startTime":1059.79,"endTime":1063.06,"body":"ones I have to remind I know"},{"speaker":"Unknown","startTime":1059.79,"endTime":1063.06,"body":"they're there just to just to"},{"speaker":"Paul Daly","startTime":1063.0,"endTime":1066.51,"body":"not they're trading"},{"speaker":"Paul Daly","startTime":1063.0,"endTime":1066.51,"body":"time for money. That's it. Yeah."},{"speaker":"Unknown","startTime":1063.0,"endTime":1085.47,"body":"Yeah. Yeah, I knew he"},{"speaker":"Unknown","startTime":1063.0,"endTime":1085.47,"body":"was going to be you know, you"},{"speaker":"Unknown","startTime":1063.09,"endTime":1063.93,"body":"just to have a job. They're"},{"speaker":"Unknown","startTime":1066.99,"endTime":1069.81,"body":"So yeah, we train on that. Got"},{"speaker":"Unknown","startTime":1066.99,"endTime":1069.81,"body":"to put you on the spot for a"},{"speaker":"Unknown","startTime":1069.81,"endTime":1073.26,"body":"second. Yes. You said Grant"},{"speaker":"Unknown","startTime":1069.81,"endTime":1073.26,"body":"Cardone spoke to your sales"},{"speaker":"Unknown","startTime":1073.26,"endTime":1076.59,"body":"team. Yep. On Saturday,"},{"speaker":"Unknown","startTime":1073.26,"endTime":1076.59,"body":"obviously you and he had go back"},{"speaker":"Unknown","startTime":1076.59,"endTime":1079.89,"body":"a little ways, about 20 years."},{"speaker":"Unknown","startTime":1076.59,"endTime":1079.89,"body":"Oh, I've just 20 years. That's"},{"speaker":"Unknown","startTime":1079.89,"endTime":1083.16,"body":"it. He was he his life was a"},{"speaker":"Unknown","startTime":1079.89,"endTime":1083.16,"body":"little different. 20 years ago."},{"speaker":"Unknown","startTime":1085.47,"endTime":1087.81,"body":"meet people. When I met y'all"},{"speaker":"Unknown","startTime":1085.47,"endTime":1087.81,"body":"too. there's something special"},{"speaker":"Unknown","startTime":1087.81,"endTime":1090.99,"body":"about people in real recognizes"},{"speaker":"Unknown","startTime":1087.81,"endTime":1090.99,"body":"that I knew some there's gonna"},{"speaker":"Unknown","startTime":1090.99,"endTime":1094.5,"body":"be some special about Grant."},{"speaker":"Unknown","startTime":1090.99,"endTime":1094.5,"body":"Actually, I got a funny story. I"},{"speaker":"Unknown","startTime":1094.5,"endTime":1101.55,"body":"snuck him into an NADA Honda"},{"speaker":"Unknown","startTime":1094.5,"endTime":1101.55,"body":"reception. He's like, Hey, man,"},{"speaker":"Unknown","startTime":1101.58,"endTime":1103.89,"body":"all the Honda dealers are going"},{"speaker":"Unknown","startTime":1101.58,"endTime":1103.89,"body":"to be at the Super Bowl party in"},{"speaker":"Unknown","startTime":1103.89,"endTime":1105.57,"body":"Vegas. This was years ago."},{"speaker":"Unknown","startTime":1103.89,"endTime":1105.57,"body":"years,"},{"speaker":"Paul Daly","startTime":1105.57,"endTime":1107.28,"body":"you're gonna say"},{"speaker":"Paul Daly","startTime":1105.57,"endTime":1107.28,"body":"like, Grant you're like, Hey,"},{"speaker":"Paul Daly","startTime":1107.28,"endTime":1112.05,"body":"man. Hey, the dealers are gonna"},{"speaker":"Paul Daly","startTime":1107.28,"endTime":1112.05,"body":"be there I need to be you"},{"speaker":"Unknown","startTime":1112.05,"endTime":1114.99,"body":"gotta get to you so and"},{"speaker":"Unknown","startTime":1112.05,"endTime":1114.99,"body":"I wanted him to meet with Liza"},{"speaker":"Unknown","startTime":1114.99,"endTime":1118.53,"body":"back then. So I actually put him"},{"speaker":"Unknown","startTime":1114.99,"endTime":1118.53,"body":"on as a an employee on our"},{"speaker":"Unknown","startTime":1118.53,"endTime":1123.72,"body":"roster. So everybody in Yeah,"},{"speaker":"Unknown","startTime":1118.53,"endTime":1123.72,"body":"Honda was like, Don't ever do"},{"speaker":"Unknown","startTime":1123.72,"endTime":1127.65,"body":"that again. Because I got I got"},{"speaker":"Unknown","startTime":1123.72,"endTime":1127.65,"body":"talked to after that because"},{"speaker":"Unknown","startTime":1127.68,"endTime":1131.01,"body":"obviously they knew that he"},{"speaker":"Unknown","startTime":1127.68,"endTime":1131.01,"body":"didn't work for me and I snuck"},{"speaker":"Kyle Mountsier","startTime":1131.0,"endTime":1134.75,"body":"in a backroom in"},{"speaker":"Kyle Mountsier","startTime":1131.0,"endTime":1134.75,"body":"a Vegas in Vegas casino with a"},{"speaker":"Kyle Mountsier","startTime":1134.75,"endTime":1135.35,"body":"light on him."},{"speaker":"Unknown","startTime":1136.55,"endTime":1140.81,"body":"Everybody's like, Grant"},{"speaker":"Unknown","startTime":1136.55,"endTime":1140.81,"body":"Cardone not like the"},{"speaker":"Paul Daly","startTime":1141.56,"endTime":1142.94,"body":"says he works for."},{"speaker":"Scott Simons","startTime":1144.95,"endTime":1146.93,"body":"So I got a little"},{"speaker":"Scott Simons","startTime":1144.95,"endTime":1146.93,"body":"bit of trouble over that one."},{"speaker":"Scott Simons","startTime":1146.93,"endTime":1147.5,"body":"But it was fun."},{"speaker":"Paul Daly","startTime":1148.04,"endTime":1150.2,"body":"Talking about it for"},{"speaker":"Paul Daly","startTime":1148.04,"endTime":1150.2,"body":"a while. That's a great story."},{"speaker":"Paul Daly","startTime":1150.2,"endTime":1152.81,"body":"So he spoke to your team on"},{"speaker":"Paul Daly","startTime":1150.2,"endTime":1152.81,"body":"Saturday. What do you remember"},{"speaker":"Paul Daly","startTime":1152.81,"endTime":1156.05,"body":"what he told your team about"},{"speaker":"Paul Daly","startTime":1152.81,"endTime":1156.05,"body":"building relationships?"},{"speaker":"Scott Simons","startTime":1156.17,"endTime":1158.63,"body":"Which is perfect."},{"speaker":"Scott Simons","startTime":1156.17,"endTime":1158.63,"body":"You know, I learned it from him"},{"speaker":"Scott Simons","startTime":1158.66,"endTime":1161.39,"body":"a long time ago. Learn from"},{"speaker":"Scott Simons","startTime":1158.66,"endTime":1161.39,"body":"Grant about build relationships"},{"speaker":"Scott Simons","startTime":1161.39,"endTime":1164.51,"body":"and branding yourself. I mean,"},{"speaker":"Scott Simons","startTime":1161.39,"endTime":1164.51,"body":"remember back when sales rep"},{"speaker":"Scott Simons","startTime":1164.51,"endTime":1167.75,"body":"started and we didn't even want"},{"speaker":"Scott Simons","startTime":1164.51,"endTime":1167.75,"body":"them to put their cell phone on"},{"speaker":"Scott Simons","startTime":1167.75,"endTime":1170.75,"body":"their business card. Yeah. Don't"},{"speaker":"Scott Simons","startTime":1167.75,"endTime":1170.75,"body":"you dare be bigger than the"},{"speaker":"Scott Simons","startTime":1170.75,"endTime":1173.9,"body":"store? Or go and brand yourself?"},{"speaker":"Paul Daly","startTime":1174.17,"endTime":1177.17,"body":"Yeah, I mean, I hear"},{"speaker":"Paul Daly","startTime":1174.17,"endTime":1177.17,"body":"that today too. Especially, you"},{"speaker":"Paul Daly","startTime":1177.17,"endTime":1180.35,"body":"know, we were at your stores and"},{"speaker":"Paul Daly","startTime":1177.17,"endTime":1180.35,"body":"we seen like, hey, people who is"},{"speaker":"Paul Daly","startTime":1180.35,"endTime":1184.97,"body":"it? Lucy? Yeah, Lucy. So banner"},{"speaker":"Paul Daly","startTime":1180.35,"endTime":1184.97,"body":"ad that's amazing. Like there's"},{"speaker":"Paul Daly","startTime":1184.97,"endTime":1187.49,"body":"a whole like pull up banner in"},{"speaker":"Paul Daly","startTime":1184.97,"endTime":1187.49,"body":"her little office in the"},{"speaker":"Paul Daly","startTime":1187.49,"endTime":1190.7,"body":"souvenir store. And I think"},{"speaker":"Paul Daly","startTime":1187.49,"endTime":1190.7,"body":"there is definitely this"},{"speaker":"Paul Daly","startTime":1190.7,"endTime":1194.45,"body":"hesitancy to say like, Hey, if"},{"speaker":"Paul Daly","startTime":1190.7,"endTime":1194.45,"body":"I'm going to let my salespeople"},{"speaker":"Paul Daly","startTime":1194.45,"endTime":1197.96,"body":"build their brand, that makes"},{"speaker":"Paul Daly","startTime":1194.45,"endTime":1197.96,"body":"the dealer vulnerable. What's"},{"speaker":"Paul Daly","startTime":1197.96,"endTime":1200.18,"body":"your position? I mean, obviously"},{"speaker":"Paul Daly","startTime":1197.96,"endTime":1200.18,"body":"you encourage your people But to"},{"speaker":"Paul Daly","startTime":1200.18,"endTime":1202.52,"body":"do that, but why do you think"},{"speaker":"Paul Daly","startTime":1200.18,"endTime":1202.52,"body":"that's the winning formula?"},{"speaker":"Unknown","startTime":1202.0,"endTime":1206.26,"body":"It's, it's what's two"},{"speaker":"Unknown","startTime":1202.0,"endTime":1206.26,"body":"ways they can they're both are"},{"speaker":"Unknown","startTime":1206.26,"endTime":1210.07,"body":"successful, right? The ones that"},{"speaker":"Unknown","startTime":1206.26,"endTime":1210.07,"body":"build a big buy, every lead"},{"speaker":"Unknown","startTime":1210.07,"endTime":1213.46,"body":"that's out there, and they get a"},{"speaker":"Unknown","startTime":1210.07,"endTime":1213.46,"body":"ton of leads and have a hammer"},{"speaker":"Unknown","startTime":1213.46,"endTime":1217.6,"body":"BDC. And then, and then they"},{"speaker":"Unknown","startTime":1213.46,"endTime":1217.6,"body":"have a delivery coordinator"},{"speaker":"Unknown","startTime":1217.6,"endTime":1220.27,"body":"delivers them. I told my team,"},{"speaker":"Unknown","startTime":1217.6,"endTime":1220.27,"body":"listen, if you don't brand"},{"speaker":"Unknown","startTime":1220.27,"endTime":1222.94,"body":"yourself, and if you don't build"},{"speaker":"Unknown","startTime":1220.27,"endTime":1222.94,"body":"relationships, you're going to"},{"speaker":"Unknown","startTime":1222.94,"endTime":1227.11,"body":"become extinct, you're gonna"},{"speaker":"Unknown","startTime":1222.94,"endTime":1227.11,"body":"become extinct. So you have to"},{"speaker":"Unknown","startTime":1227.11,"endTime":1230.62,"body":"brand yourself, or I'll go to"},{"speaker":"Unknown","startTime":1227.11,"endTime":1230.62,"body":"the model where I'll buy every"},{"speaker":"Unknown","startTime":1230.62,"endTime":1234.7,"body":"lead, I'll have a rockstar BDC"},{"speaker":"Unknown","startTime":1230.62,"endTime":1234.7,"body":"and I was hired people, hourly"},{"speaker":"Unknown","startTime":1234.7,"endTime":1237.7,"body":"people to go over the tech, the"},{"speaker":"Unknown","startTime":1234.7,"endTime":1237.7,"body":"technology. Y'all don't want"},{"speaker":"Unknown","startTime":1237.7,"endTime":1240.61,"body":"that. I don't want that. I want"},{"speaker":"Unknown","startTime":1237.7,"endTime":1240.61,"body":"to see y'all make really good"},{"speaker":"Unknown","startTime":1240.61,"endTime":1241.03,"body":"money."},{"speaker":"Paul Daly","startTime":1241.06,"endTime":1242.89,"body":"You don't build"},{"speaker":"Paul Daly","startTime":1241.06,"endTime":1242.89,"body":"relationships that way. So"},{"speaker":"Unknown","startTime":1242.92,"endTime":1246.94,"body":"what plus plus no one's"},{"speaker":"Unknown","startTime":1242.92,"endTime":1246.94,"body":"bigger than our team, not me,"},{"speaker":"Unknown","startTime":1247.0,"endTime":1252.37,"body":"not them. Together, we make"},{"speaker":"Unknown","startTime":1247.0,"endTime":1252.37,"body":"value we make CMA what it is."},{"speaker":"Unknown","startTime":1252.61,"endTime":1255.82,"body":"And that's all true right there."},{"speaker":"Unknown","startTime":1252.61,"endTime":1255.82,"body":"That's on all time. CMA will be"},{"speaker":"Unknown","startTime":1255.82,"endTime":1258.34,"body":"here at Valley. We'll be here"},{"speaker":"Unknown","startTime":1255.82,"endTime":1258.34,"body":"long after Scott Simons is gone."},{"speaker":"Unknown","startTime":1258.73,"endTime":1261.76,"body":"But my legacy is going to be the"},{"speaker":"Unknown","startTime":1258.73,"endTime":1261.76,"body":"people that I train and coach"},{"speaker":"Unknown","startTime":1261.76,"endTime":1265.36,"body":"and the impact they make long"},{"speaker":"Unknown","startTime":1261.76,"endTime":1265.36,"body":"after I'm gone. And I just truly"},{"speaker":"Unknown","startTime":1265.36,"endTime":1268.9,"body":"believe it's the right way to go"},{"speaker":"Unknown","startTime":1265.36,"endTime":1268.9,"body":"plus, guess what, if I am"},{"speaker":"Unknown","startTime":1268.9,"endTime":1272.23,"body":"selling half the cars through"},{"speaker":"Unknown","startTime":1268.9,"endTime":1272.23,"body":"them, and I train them, and it"},{"speaker":"Unknown","startTime":1272.23,"endTime":1276.07,"body":"takes their time, at maybe can"},{"speaker":"Unknown","startTime":1272.23,"endTime":1276.07,"body":"spend a little bit less in"},{"speaker":"Unknown","startTime":1276.07,"endTime":1279.58,"body":"advertising or maybe reallocae"},{"speaker":"Unknown","startTime":1276.07,"endTime":1279.58,"body":"it to, we call all the local"},{"speaker":"Unknown","startTime":1279.58,"endTime":1283.0,"body":"high schools and gave them all"},{"speaker":"Unknown","startTime":1279.58,"endTime":1283.0,"body":"money. And they were like, what,"},{"speaker":"Unknown","startTime":1283.15,"endTime":1283.51,"body":"like,"},{"speaker":"Kyle Mountsier","startTime":1284.09,"endTime":1287.45,"body":"what we have to"},{"speaker":"Kyle Mountsier","startTime":1284.09,"endTime":1287.45,"body":"call you down and get through"},{"speaker":"Unknown","startTime":1287.0,"endTime":1291.95,"body":"You call it every high"},{"speaker":"Unknown","startTime":1287.0,"endTime":1291.95,"body":"school in our county, and said"},{"speaker":"Unknown","startTime":1287.45,"endTime":1287.6,"body":"it."},{"speaker":"Unknown","startTime":1291.95,"endTime":1295.37,"body":"what program needs money? So we"},{"speaker":"Unknown","startTime":1291.95,"endTime":1295.37,"body":"took some of the advertising"},{"speaker":"Unknown","startTime":1295.37,"endTime":1299.12,"body":"budget that we saved and donated"},{"speaker":"Unknown","startTime":1295.37,"endTime":1299.12,"body":"to local schools. It was the"},{"speaker":"Unknown","startTime":1299.12,"endTime":1301.64,"body":"weirdest phone call ever my"},{"speaker":"Unknown","startTime":1299.12,"endTime":1301.64,"body":"assistant's, it's like, Laura,"},{"speaker":"Unknown","startTime":1301.64,"endTime":1304.79,"body":"my assistand, she's like, Scott,"},{"speaker":"Unknown","startTime":1301.64,"endTime":1304.79,"body":"the they're like, What do you"},{"speaker":"Unknown","startTime":1304.79,"endTime":1308.24,"body":"want from them? I'm like it, we"},{"speaker":"Unknown","startTime":1304.79,"endTime":1308.24,"body":"bought cheerleaders,"},{"speaker":"Unknown","startTime":1308.9,"endTime":1312.35,"body":"cheerleaders needed new outfits,"},{"speaker":"Unknown","startTime":1308.9,"endTime":1312.35,"body":"right? So instead of giving them"},{"speaker":"Unknown","startTime":1312.35,"endTime":1315.44,"body":"a check, if we do that, we want"},{"speaker":"Unknown","startTime":1312.35,"endTime":1315.44,"body":"them to come here. So out in"},{"speaker":"Unknown","startTime":1315.44,"endTime":1319.28,"body":"front of the Honda, we built"},{"speaker":"Unknown","startTime":1315.44,"endTime":1319.28,"body":"like a pyramid shot of them with"},{"speaker":"Unknown","startTime":1319.28,"endTime":1322.97,"body":"the cheerleaders. No, because if"},{"speaker":"Unknown","startTime":1319.28,"endTime":1322.97,"body":"you're going to give that check"},{"speaker":"Unknown","startTime":1322.97,"endTime":1326.12,"body":"and make an impact, we want them"},{"speaker":"Unknown","startTime":1322.97,"endTime":1326.12,"body":"to come by and see our stores."},{"speaker":"Unknown","startTime":1326.33,"endTime":1329.27,"body":"We want them to come and see us."},{"speaker":"Unknown","startTime":1326.33,"endTime":1329.27,"body":"And then you know, a little bit"},{"speaker":"Unknown","startTime":1329.27,"endTime":1333.8,"body":"of PR out of that isn't a bad"},{"speaker":"Unknown","startTime":1329.27,"endTime":1333.8,"body":"thing. Is crazy guys out there"},{"speaker":"Unknown","startTime":1333.8,"endTime":1335.78,"body":"doing it a cheer, you know, so"},{"speaker":"Paul Daly","startTime":1336.23,"endTime":1338.6,"body":"well it goes around,"},{"speaker":"Paul Daly","startTime":1336.23,"endTime":1338.6,"body":"right? Because the bottom line"},{"speaker":"Paul Daly","startTime":1338.6,"endTime":1341.72,"body":"is, the more successful you are"},{"speaker":"Paul Daly","startTime":1338.6,"endTime":1341.72,"body":"if your mindset is how do I sow"},{"speaker":"Paul Daly","startTime":1341.72,"endTime":1344.69,"body":"into the community? Right, the"},{"speaker":"Paul Daly","startTime":1341.72,"endTime":1344.69,"body":"more the community supports you,"},{"speaker":"Paul Daly","startTime":1344.69,"endTime":1347.39,"body":"it just it's it's very cyclical,"},{"speaker":"Paul Daly","startTime":1344.69,"endTime":1347.39,"body":"and they feed each other."},{"speaker":"Unknown","startTime":1347.6,"endTime":1351.05,"body":"Absolutely. But just"},{"speaker":"Unknown","startTime":1347.6,"endTime":1351.05,"body":"givin a check, anybody can just"},{"speaker":"Unknown","startTime":1351.05,"endTime":1353.51,"body":"give a check and absolutely make"},{"speaker":"Unknown","startTime":1351.05,"endTime":1353.51,"body":"a difference. And we want to"},{"speaker":"Unknown","startTime":1353.51,"endTime":1356.36,"body":"capture that and tell our story."},{"speaker":"Unknown","startTime":1353.51,"endTime":1356.36,"body":"I mean, you got to we got to"},{"speaker":"Unknown","startTime":1356.36,"endTime":1359.72,"body":"admit, you know, on the trust"},{"speaker":"Unknown","startTime":1356.36,"endTime":1359.72,"body":"scale, there were I think we're"},{"speaker":"Unknown","startTime":1359.72,"endTime":1364.22,"body":"climbing you know, good dealers,"},{"speaker":"Unknown","startTime":1359.72,"endTime":1364.22,"body":"but we're still pretty attorneys"},{"speaker":"Unknown","startTime":1364.22,"endTime":1366.59,"body":"are down there. Maybe ambulance"},{"speaker":"Unknown","startTime":1364.22,"endTime":1366.59,"body":"chasers? I"},{"speaker":"Paul Daly","startTime":1366.59,"endTime":1371.06,"body":"don't politicians."},{"speaker":"Paul Daly","startTime":1366.59,"endTime":1371.06,"body":"It's not it's not the stellar"},{"speaker":"Paul Daly","startTime":1371.06,"endTime":1374.42,"body":"group we'd all want to affiliate"},{"speaker":"Paul Daly","startTime":1371.06,"endTime":1374.42,"body":"with openly. So yeah, no doubt"},{"speaker":"Paul Daly","startTime":1374.42,"endTime":1374.84,"body":"there."},{"speaker":"Kyle Mountsier","startTime":1374.9,"endTime":1376.97,"body":"Yeah, I think a"},{"speaker":"Kyle Mountsier","startTime":1374.9,"endTime":1376.97,"body":"few years ago, I think it was"},{"speaker":"Kyle Mountsier","startTime":1376.97,"endTime":1380.39,"body":"Acura or Lexus that did a study"},{"speaker":"Kyle Mountsier","startTime":1376.97,"endTime":1380.39,"body":"in a perfect seat stranger"},{"speaker":"Kyle Mountsier","startTime":1380.42,"endTime":1383.84,"body":"ranked 57 or something on a"},{"speaker":"Kyle Mountsier","startTime":1380.42,"endTime":1383.84,"body":"trust scale. And then dealer,"},{"speaker":"Kyle Mountsier","startTime":1384.35,"endTime":1389.03,"body":"salesperson was nine. So perfect"},{"speaker":"Kyle Mountsier","startTime":1384.35,"endTime":1389.03,"body":"stranger."},{"speaker":"Unknown","startTime":1389.42,"endTime":1392.69,"body":"You know what our"},{"speaker":"Unknown","startTime":1389.42,"endTime":1392.69,"body":"industry did a tire sale, right?"},{"speaker":"Unknown","startTime":1392.72,"endTime":1396.29,"body":"No bad credit, no credit forced"},{"speaker":"Unknown","startTime":1392.72,"endTime":1396.29,"body":"forward toe all the smoke and"},{"speaker":"Unknown","startTime":1396.29,"endTime":1399.89,"body":"mirrors and all the things that"},{"speaker":"Unknown","startTime":1396.29,"endTime":1399.89,"body":"we don't do the pirate sales we"},{"speaker":"Unknown","startTime":1399.89,"endTime":1402.38,"body":"used to make. When we first came"},{"speaker":"Unknown","startTime":1399.89,"endTime":1402.38,"body":"here, we kind of doubt it back."},{"speaker":"Unknown","startTime":1402.38,"endTime":1405.11,"body":"We used to make fun of"},{"speaker":"Unknown","startTime":1402.38,"endTime":1405.11,"body":"traditional car dealers. Because"},{"speaker":"Unknown","startTime":1405.11,"endTime":1407.75,"body":"you know, we're a retailer,"},{"speaker":"Unknown","startTime":1405.11,"endTime":1407.75,"body":"we're a partner. We don't"},{"speaker":"Unknown","startTime":1407.75,"endTime":1411.74,"body":"consider ourselves a car"},{"speaker":"Unknown","startTime":1407.75,"endTime":1411.74,"body":"dealership. And we made fun of"},{"speaker":"Unknown","startTime":1411.74,"endTime":1413.9,"body":"them. So we actually made fun of"},{"speaker":"Unknown","startTime":1411.74,"endTime":1413.9,"body":"the power of sales into"},{"speaker":"Unknown","startTime":1413.9,"endTime":1416.84,"body":"scratchers. You never won. And"},{"speaker":"Unknown","startTime":1413.9,"endTime":1416.84,"body":"lost it said, Scott, you kind of"},{"speaker":"Unknown","startTime":1416.84,"endTime":1420.11,"body":"got to tone it down a little bit"},{"speaker":"Unknown","startTime":1416.84,"endTime":1420.11,"body":"to make fun of our industry. But"},{"speaker":"Unknown","startTime":1420.23,"endTime":1426.08,"body":"I said, No, but it's pretty it's"},{"speaker":"Unknown","startTime":1420.23,"endTime":1426.08,"body":"pretty fun. No,"},{"speaker":"Kyle Mountsier","startTime":1427.31,"endTime":1428.66,"body":"it's really hard"},{"speaker":"Kyle Mountsier","startTime":1427.31,"endTime":1428.66,"body":"at that run."},{"speaker":"Unknown","startTime":1428.66,"endTime":1431.03,"body":"You know, we did one"},{"speaker":"Unknown","startTime":1428.66,"endTime":1431.03,"body":"where you know, you had to key"},{"speaker":"Unknown","startTime":1431.03,"endTime":1434.24,"body":"that and start the car. Yeah."},{"speaker":"Unknown","startTime":1431.03,"endTime":1434.24,"body":"And we gave a skeleton key, you"},{"speaker":"Unknown","startTime":1434.24,"endTime":1437.24,"body":"know, like the big old school"},{"speaker":"Unknown","startTime":1434.24,"endTime":1437.24,"body":"skeleton key, right? Yeah. So"},{"speaker":"Unknown","startTime":1437.24,"endTime":1439.58,"body":"they came in, like, we think we"},{"speaker":"Unknown","startTime":1437.24,"endTime":1439.58,"body":"want the car and we're like,"},{"speaker":"Unknown","startTime":1440.9,"endTime":1446.39,"body":"this won't fit a car like Yes."},{"speaker":"Unknown","startTime":1440.9,"endTime":1446.39,"body":"You gotta kind of tone down the"},{"speaker":"Unknown","startTime":1446.39,"endTime":1446.72,"body":"rhetoric."},{"speaker":"Paul Daly","startTime":1448.13,"endTime":1449.54,"body":"A lot of a lot of"},{"speaker":"Paul Daly","startTime":1448.13,"endTime":1449.54,"body":"phone calls, I'm"},{"speaker":"Michael Cirillo","startTime":1449.54,"endTime":1450.89,"body":"sure. Oh, yeah."},{"speaker":"Paul Daly","startTime":1451.46,"endTime":1452.9,"body":"Title diplomat real"},{"speaker":"Paul Daly","startTime":1451.46,"endTime":1452.9,"body":"quick."},{"speaker":"Kyle Mountsier","startTime":1452.93,"endTime":1458.15,"body":"level that I"},{"speaker":"Kyle Mountsier","startTime":1452.93,"endTime":1458.15,"body":"think would be impactful. And"},{"speaker":"Kyle Mountsier","startTime":1458.21,"endTime":1462.38,"body":"you You talk a lot about, you"},{"speaker":"Kyle Mountsier","startTime":1458.21,"endTime":1462.38,"body":"know, just what you've done. And"},{"speaker":"Kyle Mountsier","startTime":1462.53,"endTime":1468.62,"body":"I know that like you are, you're"},{"speaker":"Kyle Mountsier","startTime":1462.53,"endTime":1468.62,"body":"this guy that on Instagram and"},{"speaker":"Kyle Mountsier","startTime":1468.62,"endTime":1474.35,"body":"Facebook, a lot of your content"},{"speaker":"Kyle Mountsier","startTime":1468.62,"endTime":1474.35,"body":"is around is around car sales"},{"speaker":"Kyle Mountsier","startTime":1474.35,"endTime":1477.38,"body":"and what you're doing at the"},{"speaker":"Kyle Mountsier","startTime":1474.35,"endTime":1477.38,"body":"dealership, but I see photos"},{"speaker":"Kyle Mountsier","startTime":1477.41,"endTime":1481.31,"body":"every single day, or almost"},{"speaker":"Kyle Mountsier","startTime":1477.41,"endTime":1481.31,"body":"every single day. Have you"},{"speaker":"Kyle Mountsier","startTime":1481.31,"endTime":1485.75,"body":"playing racquetball? Yeah, yes."},{"speaker":"Kyle Mountsier","startTime":1481.31,"endTime":1485.75,"body":"I just met one of your buddies"},{"speaker":"Kyle Mountsier","startTime":1485.75,"endTime":1488.96,"body":"that also plays racquetball with"},{"speaker":"Kyle Mountsier","startTime":1485.75,"endTime":1488.96,"body":"you. I want to know like, how"},{"speaker":"Kyle Mountsier","startTime":1488.96,"endTime":1492.14,"body":"did you get into playing"},{"speaker":"Kyle Mountsier","startTime":1488.96,"endTime":1492.14,"body":"racquetball and it like, was"},{"speaker":"Kyle Mountsier","startTime":1492.14,"endTime":1494.27,"body":"that like part of a"},{"speaker":"Kyle Mountsier","startTime":1492.14,"endTime":1494.27,"body":"transformation or have you"},{"speaker":"Kyle Mountsier","startTime":1494.27,"endTime":1497.21,"body":"always played racquetball? Where"},{"speaker":"Kyle Mountsier","startTime":1494.27,"endTime":1497.21,"body":"does that where does that come"},{"speaker":"Kyle Mountsier","startTime":1497.21,"endTime":1500.42,"body":"from in in Scott Simons life."},{"speaker":"Kyle Mountsier","startTime":1497.21,"endTime":1500.42,"body":"Yeah. So"},{"speaker":"Unknown","startTime":1501.08,"endTime":1504.383,"body":"when I worked at a gym,"},{"speaker":"Unknown","startTime":1501.08,"endTime":1504.383,"body":"I would go work the front desk"},{"speaker":"Unknown","startTime":1504.444,"endTime":1508.299,"body":"in high school. And if a people"},{"speaker":"Unknown","startTime":1504.444,"endTime":1508.299,"body":"had what they would show up and"},{"speaker":"Unknown","startTime":1508.36,"endTime":1512.153,"body":"say their their partner wouldn't"},{"speaker":"Unknown","startTime":1508.36,"endTime":1512.153,"body":"show up, they would say, Hey,"},{"speaker":"Unknown","startTime":1512.214,"endTime":1516.129,"body":"young man complaint with as well"},{"speaker":"Unknown","startTime":1512.214,"endTime":1516.129,"body":"I was on the clock getting paid"},{"speaker":"Unknown","startTime":1516.191,"endTime":1519.555,"body":"to play racquetball sounds"},{"speaker":"Unknown","startTime":1516.191,"endTime":1519.555,"body":"awesome. I'm like the member"},{"speaker":"Unknown","startTime":1519.617,"endTime":1523.226,"body":"asked, and so I've got my butt"},{"speaker":"Unknown","startTime":1519.617,"endTime":1523.226,"body":"kicked for a lot of years. I"},{"speaker":"Unknown","startTime":1523.287,"endTime":1527.203,"body":"just enjoy it. There's a lot of"},{"speaker":"Unknown","startTime":1523.287,"endTime":1527.203,"body":"chess, it's kind of. It's a fast"},{"speaker":"Unknown","startTime":1527.264,"endTime":1530.751,"body":"paced game, also, through"},{"speaker":"Unknown","startTime":1527.264,"endTime":1530.751,"body":"CrossFit hurt my left shoulder,"},{"speaker":"Unknown","startTime":1530.812,"endTime":1534.666,"body":"so I'm right handed, so I could"},{"speaker":"Unknown","startTime":1530.812,"endTime":1534.666,"body":"play racquetball and it doesn't"},{"speaker":"Unknown","startTime":1534.728,"endTime":1538.643,"body":"affect my left shoulder. But at"},{"speaker":"Unknown","startTime":1534.728,"endTime":1538.643,"body":"one point. I'm not that way. Now"},{"speaker":"Unknown","startTime":1538.704,"endTime":1542.191,"body":"I'm about 190 pounds, but at one"},{"speaker":"Unknown","startTime":1538.704,"endTime":1542.191,"body":"point, I was 265 pounds,"},{"speaker":"Unknown","startTime":1542.253,"endTime":1545.862,"body":"terrible health. I was winning"},{"speaker":"Unknown","startTime":1542.253,"endTime":1545.862,"body":"in business before I came to"},{"speaker":"Unknown","startTime":1545.923,"endTime":1549.349,"body":"work at CMA. I just wasn't a"},{"speaker":"Unknown","startTime":1545.923,"endTime":1549.349,"body":"good dude. You know, I just"},{"speaker":"Unknown","startTime":1549.411,"endTime":1553.326,"body":"wasn't, I wasn't a good husband."},{"speaker":"Unknown","startTime":1549.411,"endTime":1553.326,"body":"I lost. I lost who I was. And I"},{"speaker":"Unknown","startTime":1553.387,"endTime":1556.935,"body":"remember he got so point so bad"},{"speaker":"Unknown","startTime":1553.387,"endTime":1556.935,"body":"that I shaved in the dark,"},{"speaker":"Unknown","startTime":1556.997,"endTime":1560.851,"body":"because I didn't even like what"},{"speaker":"Unknown","startTime":1556.997,"endTime":1560.851,"body":"I look like. And my wife talked"},{"speaker":"Unknown","startTime":1560.912,"endTime":1564.522,"body":"to me I was on all this blood"},{"speaker":"Unknown","startTime":1560.912,"endTime":1564.522,"body":"pressure medication, I almost"},{"speaker":"Unknown","startTime":1564.583,"endTime":1568.498,"body":"had a heart attack or stroke. I"},{"speaker":"Unknown","startTime":1564.583,"endTime":1568.498,"body":"think they said I had one or the"},{"speaker":"Unknown","startTime":1568.559,"endTime":1572.475,"body":"other at the dealership I worked"},{"speaker":"Unknown","startTime":1568.559,"endTime":1572.475,"body":"in before. And the reason why I"},{"speaker":"Unknown","startTime":1572.536,"endTime":1576.146,"body":"lost myself because I was I was"},{"speaker":"Unknown","startTime":1572.536,"endTime":1576.146,"body":"so hell bent on being a car"},{"speaker":"Unknown","startTime":1576.207,"endTime":1579.939,"body":"dealer that I was going to do"},{"speaker":"Unknown","startTime":1576.207,"endTime":1579.939,"body":"whatever it took to be a dealer"},{"speaker":"Unknown","startTime":1580.0,"endTime":1583.732,"body":"to be a dealer and part of the"},{"speaker":"Unknown","startTime":1580.0,"endTime":1583.732,"body":"dealership that it engulfed my"},{"speaker":"Unknown","startTime":1583.793,"endTime":1587.035,"body":"life. And I wasn't a good"},{"speaker":"Unknown","startTime":1583.793,"endTime":1587.035,"body":"husband wasn't good day. It"},{"speaker":"Unknown","startTime":1587.096,"endTime":1590.584,"body":"wasn't a good friend wasn't a"},{"speaker":"Unknown","startTime":1587.096,"endTime":1590.584,"body":"good leader. And it took me"},{"speaker":"Unknown","startTime":1590.645,"endTime":1594.621,"body":"almost having a heart attack and"},{"speaker":"Unknown","startTime":1590.645,"endTime":1594.621,"body":"died and shaving in the dark and"},{"speaker":"Unknown","startTime":1594.683,"endTime":1598.047,"body":"my wife looking at me and"},{"speaker":"Unknown","startTime":1594.683,"endTime":1598.047,"body":"saying, hey, you know, if you"},{"speaker":"Unknown","startTime":1598.109,"endTime":1601.963,"body":"don't change and you die, whic"},{"speaker":"Unknown","startTime":1598.109,"endTime":1601.963,"body":"you're going to you know, when I"},{"speaker":"Unknown","startTime":1602.024,"endTime":1605.45,"body":"want you to think about"},{"speaker":"Unknown","startTime":1602.024,"endTime":1605.45,"body":"something I want you think about"},{"speaker":"Unknown","startTime":1605.511,"endTime":1609.365,"body":"another man and he's going to be"},{"speaker":"Unknown","startTime":1605.511,"endTime":1609.365,"body":"much younger than you is going"},{"speaker":"Unknown","startTime":1609.427,"endTime":1613.281,"body":"to walk your daughter down the"},{"speaker":"Unknown","startTime":1609.427,"endTime":1613.281,"body":"aisle when your dead and I said,"},{"speaker":"Unknown","startTime":1613.342,"endTime":1616.768,"body":"Oh my god, okay. me off. And"},{"speaker":"Unknown","startTime":1613.342,"endTime":1616.768,"body":"after once I you know, when"},{"speaker":"Unknown","startTime":1616.829,"endTime":1620.561,"body":"you're when you put on a bunch"},{"speaker":"Unknown","startTime":1616.829,"endTime":1620.561,"body":"of weight, and you have people"},{"speaker":"Unknown","startTime":1620.622,"endTime":1624.293,"body":"telling you that you need to"},{"speaker":"Unknown","startTime":1620.622,"endTime":1624.293,"body":"make changes. I was, hey, I was"},{"speaker":"Unknown","startTime":1624.354,"endTime":1627.964,"body":"such a bad person. I would get"},{"speaker":"Unknown","startTime":1624.354,"endTime":1627.964,"body":"off work, I'd 15 minute ride"},{"speaker":"Unknown","startTime":1628.025,"endTime":1631.696,"body":"home, I would drink a 40 ounce"},{"speaker":"Unknown","startTime":1628.025,"endTime":1631.696,"body":"before I was home. Wow. In 15"},{"speaker":"Unknown","startTime":1631.757,"endTime":1635.611,"body":"minutes, 40 ounce. And my wife"},{"speaker":"Unknown","startTime":1631.757,"endTime":1635.611,"body":"was like, what's going on? Like,"},{"speaker":"Unknown","startTime":1635.672,"endTime":1639.588,"body":"you've been at a bar and I might"},{"speaker":"Unknown","startTime":1635.672,"endTime":1639.588,"body":"not actually have been at work."},{"speaker":"Unknown","startTime":1639.649,"endTime":1643.381,"body":"I'm like, I drink this between"},{"speaker":"Unknown","startTime":1639.649,"endTime":1643.381,"body":"here and there. Because I just"},{"speaker":"Unknown","startTime":1643.442,"endTime":1647.051,"body":"wasn't a happy but wasn't a"},{"speaker":"Unknown","startTime":1643.442,"endTime":1647.051,"body":"happy person. I lost who I was."},{"speaker":"Unknown","startTime":1647.113,"endTime":1651.028,"body":"And I started working out did 75"},{"speaker":"Unknown","startTime":1647.113,"endTime":1651.028,"body":"Part A play racquetball twice a"},{"speaker":"Unknown","startTime":1651.089,"endTime":1654.638,"body":"day in the morning in the"},{"speaker":"Unknown","startTime":1651.089,"endTime":1654.638,"body":"evening? And if I can't do that,"},{"speaker":"Unknown","startTime":1654.699,"endTime":1658.614,"body":"I'll go to the gym get the heavy"},{"speaker":"Unknown","startTime":1654.699,"endTime":1658.614,"body":"bag. But I'll work out probably"},{"speaker":"Unknown","startTime":1658.675,"endTime":1661.979,"body":"twice on Monday, twice on"},{"speaker":"Unknown","startTime":1658.675,"endTime":1661.979,"body":"Tuesday, twice on Wednesday,"},{"speaker":"Unknown","startTime":1662.04,"endTime":1665.527,"body":"twice on Thursday, once on"},{"speaker":"Unknown","startTime":1662.04,"endTime":1665.527,"body":"Friday, once a Saturday once a"},{"speaker":"Unknown","startTime":1665.588,"endTime":1669.504,"body":"Sunday. Wow, whatever that works"},{"speaker":"Unknown","startTime":1665.588,"endTime":1669.504,"body":"out to be a see for a lot 11 11"},{"speaker":"Unknown","startTime":1669.565,"endTime":1673.542,"body":"times a week. Yeah. But it helps"},{"speaker":"Unknown","startTime":1669.565,"endTime":1673.542,"body":"me with my I'm aggressive person"},{"speaker":"Unknown","startTime":1673.603,"endTime":1677.579,"body":"person. It helps me you know get"},{"speaker":"Unknown","startTime":1673.603,"endTime":1677.579,"body":"up at four o'clock every day put"},{"speaker":"Unknown","startTime":1677.641,"endTime":1678.62,"body":"a post out there"},{"speaker":"Paul Daly","startTime":1678.62,"endTime":1680.78,"body":"and if I don't show"},{"speaker":"Paul Daly","startTime":1678.62,"endTime":1680.78,"body":"up Rogan does the same thing. He"},{"speaker":"Paul Daly","startTime":1680.78,"endTime":1683.96,"body":"says when he works out that's"},{"speaker":"Paul Daly","startTime":1680.78,"endTime":1683.96,"body":"when it's that really helps him"},{"speaker":"Paul Daly","startTime":1683.96,"endTime":1687.5,"body":"be so like dialed in and"},{"speaker":"Paul Daly","startTime":1683.96,"endTime":1687.5,"body":"focused. Because he has all that"},{"speaker":"Paul Daly","startTime":1687.5,"endTime":1691.7,"body":"energy. He has all that focus"},{"speaker":"Paul Daly","startTime":1687.5,"endTime":1691.7,"body":"and as all that drive. So there"},{"speaker":"Paul Daly","startTime":1691.7,"endTime":1694.28,"body":"you're among here among some"},{"speaker":"Paul Daly","startTime":1691.7,"endTime":1694.28,"body":"some other greats have turned"},{"speaker":"Unknown","startTime":1694.01,"endTime":1697.25,"body":"50 This year, you now"},{"speaker":"Unknown","startTime":1694.01,"endTime":1697.25,"body":"turned 50 in December, and I've"},{"speaker":"Unknown","startTime":1697.25,"endTime":1701.0,"body":"worked really hard to get to"},{"speaker":"Unknown","startTime":1697.25,"endTime":1701.0,"body":"where I'm at and why would, I'm"},{"speaker":"Unknown","startTime":1701.0,"endTime":1703.46,"body":"gonna throw all that away, knock"},{"speaker":"Unknown","startTime":1701.0,"endTime":1703.46,"body":"it down, the more you know, any"},{"speaker":"Unknown","startTime":1703.46,"endTime":1708.35,"body":"of us good. We're not none of us"},{"speaker":"Unknown","startTime":1703.46,"endTime":1708.35,"body":"upon us tomorrow, right? Like, I"},{"speaker":"Unknown","startTime":1708.35,"endTime":1710.72,"body":"want to try to be the best"},{"speaker":"Unknown","startTime":1708.35,"endTime":1710.72,"body":"version of me in all aspects of"},{"speaker":"Unknown","startTime":1710.72,"endTime":1714.11,"body":"life. No one I'm nowhere close."},{"speaker":"Unknown","startTime":1710.72,"endTime":1714.11,"body":"And I mean, when I looked in the"},{"speaker":"Unknown","startTime":1714.11,"endTime":1716.87,"body":"mirror were saved in the dark,"},{"speaker":"Unknown","startTime":1714.11,"endTime":1716.87,"body":"man. I looked like Jabba the"},{"speaker":"Unknown","startTime":1716.87,"endTime":1719.63,"body":"Hutt. I'm like, bro, like, I"},{"speaker":"Unknown","startTime":1716.87,"endTime":1719.63,"body":"gotta do something, you know?"},{"speaker":"Unknown","startTime":1720.38,"endTime":1723.83,"body":"Like it, I was fat, like people"},{"speaker":"Unknown","startTime":1720.38,"endTime":1723.83,"body":"say, you know, I still could"},{"speaker":"Unknown","startTime":1723.83,"endTime":1726.62,"body":"lose some weight. But they're"},{"speaker":"Unknown","startTime":1723.83,"endTime":1726.62,"body":"like, you know, I was fat. So"},{"speaker":"Unknown","startTime":1726.62,"endTime":1728.48,"body":"Kyle I had and make some"},{"speaker":"Unknown","startTime":1726.62,"endTime":1728.48,"body":"changes. And that has happened"},{"speaker":"Unknown","startTime":1728.48,"endTime":1732.11,"body":"enjoy racquetball. And it's, you"},{"speaker":"Unknown","startTime":1728.48,"endTime":1732.11,"body":"know, it's a competitive sport."},{"speaker":"Unknown","startTime":1732.11,"endTime":1734.69,"body":"And it's hard, you know, have"},{"speaker":"Unknown","startTime":1732.11,"endTime":1734.69,"body":"velocity. So that's reason why I"},{"speaker":"Unknown","startTime":1734.69,"endTime":1735.11,"body":"play."},{"speaker":"Kyle Mountsier","startTime":1735.14,"endTime":1737.75,"body":"I love it. I"},{"speaker":"Kyle Mountsier","startTime":1735.14,"endTime":1737.75,"body":"absolutely love that story. And"},{"speaker":"Kyle Mountsier","startTime":1737.75,"endTime":1743.18,"body":"I think that what I love so much"},{"speaker":"Kyle Mountsier","startTime":1737.75,"endTime":1743.18,"body":"about it is that you you figured"},{"speaker":"Kyle Mountsier","startTime":1743.18,"endTime":1747.05,"body":"out how to be even more"},{"speaker":"Kyle Mountsier","startTime":1743.18,"endTime":1747.05,"body":"successful, spending more time"},{"speaker":"Kyle Mountsier","startTime":1747.05,"endTime":1751.76,"body":"taking care of yourself, right,"},{"speaker":"Kyle Mountsier","startTime":1747.05,"endTime":1751.76,"body":"that those actually, it actually"},{"speaker":"Kyle Mountsier","startTime":1751.76,"endTime":1755.3,"body":"sped up your success and you're"},{"speaker":"Kyle Mountsier","startTime":1751.76,"endTime":1755.3,"body":"able to pass that on to others"},{"speaker":"Kyle Mountsier","startTime":1755.3,"endTime":1758.6,"body":"and pass that on to the work"},{"speaker":"Kyle Mountsier","startTime":1755.3,"endTime":1758.6,"body":"ethic of your people and, and"},{"speaker":"Kyle Mountsier","startTime":1758.72,"endTime":1761.48,"body":"like a lot of people might hear"},{"speaker":"Kyle Mountsier","startTime":1758.72,"endTime":1761.48,"body":"this kind of regimen of like,"},{"speaker":"Kyle Mountsier","startTime":1761.66,"endTime":1764.57,"body":"get in at seven and do these"},{"speaker":"Kyle Mountsier","startTime":1761.66,"endTime":1764.57,"body":"things. And make sure you post"},{"speaker":"Kyle Mountsier","startTime":1764.57,"endTime":1767.21,"body":"this and it sounds probably"},{"speaker":"Kyle Mountsier","startTime":1764.57,"endTime":1767.21,"body":"exhausting to a lot of people"},{"speaker":"Kyle Mountsier","startTime":1767.21,"endTime":1770.78,"body":"but you've set yourself up and"},{"speaker":"Kyle Mountsier","startTime":1767.21,"endTime":1770.78,"body":"probably your team up outside of"},{"speaker":"Kyle Mountsier","startTime":1770.78,"endTime":1774.59,"body":"their work day so that they are"},{"speaker":"Kyle Mountsier","startTime":1770.78,"endTime":1774.59,"body":"ready to go and dialed in and"},{"speaker":"Kyle Mountsier","startTime":1774.59,"endTime":1777.86,"body":"can execute on these things."},{"speaker":"Kyle Mountsier","startTime":1774.59,"endTime":1777.86,"body":"Because of how you care for"},{"speaker":"Kyle Mountsier","startTime":1777.86,"endTime":1780.74,"body":"yourself. And you probably pass"},{"speaker":"Kyle Mountsier","startTime":1777.86,"endTime":1780.74,"body":"that on to to your people so"},{"speaker":"Kyle Mountsier","startTime":1780.74,"endTime":1782.06,"body":"that they're caring for"},{"speaker":"Kyle Mountsier","startTime":1780.74,"endTime":1782.06,"body":"themselves."},{"speaker":"Unknown","startTime":1782.06,"endTime":1784.61,"body":"Oh, we've got people"},{"speaker":"Unknown","startTime":1782.06,"endTime":1784.61,"body":"here they work together in"},{"speaker":"Unknown","startTime":1784.61,"endTime":1787.13,"body":"groups and they hold each other"},{"speaker":"Unknown","startTime":1784.61,"endTime":1787.13,"body":"accountable. And I mentor my"},{"speaker":"Unknown","startTime":1787.13,"endTime":1790.07,"body":"team and this comes up and"},{"speaker":"Unknown","startTime":1787.13,"endTime":1790.07,"body":"mentorships about hey, what's"},{"speaker":"Unknown","startTime":1790.07,"endTime":1792.92,"body":"your you know one thing and"},{"speaker":"Unknown","startTime":1790.07,"endTime":1792.92,"body":"y'all have heard this and you"},{"speaker":"Unknown","startTime":1792.92,"endTime":1795.44,"body":"know, we ask each associate"},{"speaker":"Unknown","startTime":1792.92,"endTime":1795.44,"body":"which your three personal three"},{"speaker":"Unknown","startTime":1795.44,"endTime":1798.77,"body":"professional goals, and then we"},{"speaker":"Unknown","startTime":1795.44,"endTime":1798.77,"body":"review those with them. And Liza"},{"speaker":"Unknown","startTime":1798.77,"endTime":1802.04,"body":"liked it so much she"},{"speaker":"Unknown","startTime":1798.77,"endTime":1802.04,"body":"incorporated them at CMA. So,"},{"speaker":"Unknown","startTime":1802.1,"endTime":1804.32,"body":"you know, well would be I need"},{"speaker":"Unknown","startTime":1802.1,"endTime":1804.32,"body":"to lose weight. Now, how much"},{"speaker":"Unknown","startTime":1804.32,"endTime":1807.14,"body":"weight do you want to lose? The"},{"speaker":"Unknown","startTime":1804.32,"endTime":1807.14,"body":"goal is, I want to, you know,"},{"speaker":"Unknown","startTime":1807.17,"endTime":1809.9,"body":"make more money, how much do you"},{"speaker":"Unknown","startTime":1807.17,"endTime":1809.9,"body":"want to make your goal may be, I"},{"speaker":"Unknown","startTime":1809.9,"endTime":1812.57,"body":"want to pay for my kids college,"},{"speaker":"Unknown","startTime":1809.9,"endTime":1812.57,"body":"you know, or I want to buy my"},{"speaker":"Unknown","startTime":1812.57,"endTime":1816.32,"body":"first house, okay? Specifically,"},{"speaker":"Unknown","startTime":1812.57,"endTime":1816.32,"body":"what, you know how much money"},{"speaker":"Unknown","startTime":1816.32,"endTime":1819.77,"body":"you're gonna buy, you know what"},{"speaker":"Unknown","startTime":1816.32,"endTime":1819.77,"body":"your credit score is. So in this"},{"speaker":"Unknown","startTime":1819.77,"endTime":1823.01,"body":"mentorships, we, we tell them,"},{"speaker":"Unknown","startTime":1819.77,"endTime":1823.01,"body":"Hey, everybody, write down your"},{"speaker":"Unknown","startTime":1823.01,"endTime":1826.01,"body":"credit score, the next week,"},{"speaker":"Unknown","startTime":1823.01,"endTime":1826.01,"body":"everybody print out free credit"},{"speaker":"Unknown","startTime":1826.01,"endTime":1829.13,"body":"report, go print it, bring it"},{"speaker":"Unknown","startTime":1826.01,"endTime":1829.13,"body":"in, we're gonna give 50 or $100"},{"speaker":"Unknown","startTime":1829.16,"endTime":1832.79,"body":"to whoever's closest, one person"},{"speaker":"Unknown","startTime":1829.16,"endTime":1832.79,"body":"was two points away, one person"},{"speaker":"Unknown","startTime":1832.79,"endTime":1836.93,"body":"was 250. away. So this person"},{"speaker":"Unknown","startTime":1832.79,"endTime":1836.93,"body":"looks at he has a new who he"},{"speaker":"Unknown","startTime":1836.93,"endTime":1841.49,"body":"thought he was a 600. He was a"},{"speaker":"Unknown","startTime":1836.93,"endTime":1841.49,"body":"602, which used to be a 450. One"},{"speaker":"Unknown","startTime":1841.49,"endTime":1844.55,"body":"guy thought he was a 500. He's a"},{"speaker":"Unknown","startTime":1841.49,"endTime":1844.55,"body":"750. Because his parents put him"},{"speaker":"Unknown","startTime":1844.55,"endTime":1848.69,"body":"as authorized user on account."},{"speaker":"Unknown","startTime":1844.55,"endTime":1848.69,"body":"Wow. Those are things that we do"},{"speaker":"Unknown","startTime":1848.72,"endTime":1853.13,"body":"here. I don't mean to like real"},{"speaker":"Unknown","startTime":1848.72,"endTime":1853.13,"body":"life stuff. Yeah. Because we're"},{"speaker":"Unknown","startTime":1853.13,"endTime":1855.65,"body":"trying to help them in all"},{"speaker":"Unknown","startTime":1853.13,"endTime":1855.65,"body":"aspects of life. But let me ask"},{"speaker":"Unknown","startTime":1855.65,"endTime":1857.96,"body":"you, how much loyalty Do you"},{"speaker":"Unknown","startTime":1855.65,"endTime":1857.96,"body":"think we have?"},{"speaker":"Paul Daly","startTime":1857.93,"endTime":1860.9,"body":"Absolutely. Well,"},{"speaker":"Paul Daly","startTime":1857.93,"endTime":1860.9,"body":"you're back to your right back"},{"speaker":"Paul Daly","startTime":1860.9,"endTime":1864.29,"body":"to relational versus"},{"speaker":"Paul Daly","startTime":1860.9,"endTime":1864.29,"body":"transactional. Like, you're"},{"speaker":"Paul Daly","startTime":1864.29,"endTime":1866.51,"body":"right back to that, right."},{"speaker":"Paul Daly","startTime":1864.29,"endTime":1866.51,"body":"You're building relationship and"},{"speaker":"Paul Daly","startTime":1866.51,"endTime":1868.94,"body":"not just an employment"},{"speaker":"Paul Daly","startTime":1866.51,"endTime":1868.94,"body":"transaction, right. And"},{"speaker":"Paul Daly","startTime":1868.94,"endTime":1871.43,"body":"employment, but it's"},{"speaker":"Paul Daly","startTime":1868.94,"endTime":1871.43,"body":"relationship. So it's just the"},{"speaker":"Paul Daly","startTime":1871.43,"endTime":1874.04,"body":"consistent thread through"},{"speaker":"Paul Daly","startTime":1871.43,"endTime":1874.04,"body":"everything you do? Yeah, yeah."},{"speaker":"Paul Daly","startTime":1874.25,"endTime":1876.32,"body":"It's automatic to you at this"},{"speaker":"Paul Daly","startTime":1874.25,"endTime":1876.32,"body":"point? Absolutely."},{"speaker":"Unknown","startTime":1876.35,"endTime":1879.44,"body":"Yeah. I've been really"},{"speaker":"Unknown","startTime":1876.35,"endTime":1879.44,"body":"fortunate. You know, I have, you"},{"speaker":"Unknown","startTime":1879.44,"endTime":1882.56,"body":"know, get you know, Liza."},{"speaker":"Unknown","startTime":1879.44,"endTime":1882.56,"body":"Carter. Liza has been so good to"},{"speaker":"Unknown","startTime":1882.56,"endTime":1885.77,"body":"me, she helped me realize a"},{"speaker":"Unknown","startTime":1882.56,"endTime":1885.77,"body":"dream and it's paying it back."},{"speaker":"Unknown","startTime":1886.04,"endTime":1889.28,"body":"You know, it's given back to"},{"speaker":"Unknown","startTime":1886.04,"endTime":1889.28,"body":"others, because it's been given"},{"speaker":"Unknown","startTime":1889.28,"endTime":1891.8,"body":"to me, and I'm a flawed"},{"speaker":"Unknown","startTime":1889.28,"endTime":1891.8,"body":"individual guys. I'm not perfect"},{"speaker":"Unknown","startTime":1891.8,"endTime":1894.62,"body":"by any stretch of imagination."},{"speaker":"Unknown","startTime":1891.8,"endTime":1894.62,"body":"But I'm much better than I was."},{"speaker":"Unknown","startTime":1894.62,"endTime":1896.69,"body":"I know that. So Well,"},{"speaker":"Kyle Mountsier","startTime":1896.81,"endTime":1899.57,"body":"Scott, I'm"},{"speaker":"Kyle Mountsier","startTime":1896.81,"endTime":1899.57,"body":"grateful you're a friend, and a"},{"speaker":"Kyle Mountsier","startTime":1899.57,"endTime":1902.45,"body":"partner in this in this thing"},{"speaker":"Kyle Mountsier","startTime":1899.57,"endTime":1902.45,"body":"that we're doing with ASOTU, I"},{"speaker":"Kyle Mountsier","startTime":1902.45,"endTime":1906.26,"body":"can't wait to hang out with you"},{"speaker":"Kyle Mountsier","startTime":1902.45,"endTime":1906.26,"body":"at ASOTU CON and just hear some"},{"speaker":"Kyle Mountsier","startTime":1906.26,"endTime":1910.91,"body":"of these thoughts and others"},{"speaker":"Kyle Mountsier","startTime":1906.26,"endTime":1910.91,"body":"that you have. And, man, I think"},{"speaker":"Kyle Mountsier","startTime":1910.91,"endTime":1914.27,"body":"our industry is well served just"},{"speaker":"Kyle Mountsier","startTime":1910.91,"endTime":1914.27,"body":"to have you in it and amongst"},{"speaker":"Kyle Mountsier","startTime":1914.27,"endTime":1916.97,"body":"it, and I can't wait for more"},{"speaker":"Kyle Mountsier","startTime":1914.27,"endTime":1916.97,"body":"people to to hear about what"},{"speaker":"Kyle Mountsier","startTime":1916.97,"endTime":1919.94,"body":"you're doing through the years."},{"speaker":"Kyle Mountsier","startTime":1916.97,"endTime":1919.94,"body":"So thanks for joining us here on"},{"speaker":"Kyle Mountsier","startTime":1919.94,"endTime":1923.0,"body":"Auto Collabs. And, and yeah, I"},{"speaker":"Kyle Mountsier","startTime":1919.94,"endTime":1923.0,"body":"can't wait to see you soon."},{"speaker":"Unknown","startTime":1923.51,"endTime":1925.76,"body":"Hey, grab your tickets"},{"speaker":"Unknown","startTime":1923.51,"endTime":1925.76,"body":"to that event, that's going to"},{"speaker":"Unknown","startTime":1925.76,"endTime":1928.79,"body":"be a fun event, we're gonna get"},{"speaker":"Unknown","startTime":1925.76,"endTime":1928.79,"body":"to go to see a great dealer, a"},{"speaker":"Unknown","startTime":1928.79,"endTime":1931.85,"body":"very progressive dealership,"},{"speaker":"Unknown","startTime":1928.79,"endTime":1931.85,"body":"it's in a great city, it's in a"},{"speaker":"Unknown","startTime":1931.85,"endTime":1935.57,"body":"great venue, you're going to"},{"speaker":"Unknown","startTime":1931.85,"endTime":1935.57,"body":"have these two awesome gentlemen"},{"speaker":"Unknown","startTime":1935.57,"endTime":1938.84,"body":"there, their whole team, you're"},{"speaker":"Unknown","startTime":1935.57,"endTime":1938.84,"body":"gonna have a bunch of superstars"},{"speaker":"Unknown","startTime":1938.84,"endTime":1941.3,"body":"in the auto industry. And"},{"speaker":"Unknown","startTime":1938.84,"endTime":1941.3,"body":"somehow they let me in there,"},{"speaker":"Unknown","startTime":1941.3,"endTime":1945.41,"body":"and I'm gonna be speaking a"},{"speaker":"Unknown","startTime":1941.3,"endTime":1945.41,"body":"little bit. So I'll be I'll be"},{"speaker":"Unknown","startTime":1945.41,"endTime":1948.02,"body":"the year pouring in. So if you"},{"speaker":"Unknown","startTime":1945.41,"endTime":1948.02,"body":"have not got those tickets, I"},{"speaker":"Unknown","startTime":1948.02,"endTime":1951.38,"body":"would love to see you there and"},{"speaker":"Unknown","startTime":1948.02,"endTime":1951.38,"body":"come up and shake my hand while"},{"speaker":"Unknown","startTime":1951.38,"endTime":1954.26,"body":"you're there. So I'm terribly"},{"speaker":"Unknown","startTime":1951.38,"endTime":1954.26,"body":"excited about that event, where"},{"speaker":"Unknown","startTime":1954.26,"endTime":1954.59,"body":"a lot of"},{"speaker":"Scott Simons","startTime":1954.86,"endTime":1957.53,"body":"awesome sounds"},{"speaker":"Scott Simons","startTime":1954.86,"endTime":1957.53,"body":"can't wait to talk to you soon."},{"speaker":"Scott Simons","startTime":1957.59,"endTime":1958.28,"body":"Thank you, gentlemen."},{"speaker":"Michael Cirillo","startTime":1962.77,"endTime":1964.39,"body":"All right, that"},{"speaker":"Michael Cirillo","startTime":1962.77,"endTime":1964.39,"body":"was our conversation with the"},{"speaker":"Michael Cirillo","startTime":1964.39,"endTime":1968.14,"body":"man Scott Simons. I mean, the"},{"speaker":"Michael Cirillo","startTime":1964.39,"endTime":1968.14,"body":"guy never lets down. He's"},{"speaker":"Michael Cirillo","startTime":1968.2,"endTime":1972.67,"body":"clearly so passionate about"},{"speaker":"Michael Cirillo","startTime":1968.2,"endTime":1972.67,"body":"everything that he does. And in"},{"speaker":"Michael Cirillo","startTime":1972.67,"endTime":1976.75,"body":"particular, the thing that"},{"speaker":"Michael Cirillo","startTime":1972.67,"endTime":1976.75,"body":"stands out to me about him is he"},{"speaker":"Michael Cirillo","startTime":1977.23,"endTime":1981.34,"body":"does not from a leadership"},{"speaker":"Michael Cirillo","startTime":1977.23,"endTime":1981.34,"body":"perspective does not ask or"},{"speaker":"Michael Cirillo","startTime":1981.34,"endTime":1985.42,"body":"require his team to do anything"},{"speaker":"Michael Cirillo","startTime":1981.34,"endTime":1985.42,"body":"that he is not willing to"},{"speaker":"Michael Cirillo","startTime":1985.42,"endTime":1989.86,"body":"demonstrate, teach, do with"},{"speaker":"Michael Cirillo","startTime":1985.42,"endTime":1989.86,"body":"them, and then set them free and"},{"speaker":"Michael Cirillo","startTime":1989.86,"endTime":1992.05,"body":"let them do on their own. And"},{"speaker":"Michael Cirillo","startTime":1989.86,"endTime":1992.05,"body":"certainly, that's a huge"},{"speaker":"Michael Cirillo","startTime":1992.59,"endTime":1994.0,"body":"takeaway for me. You know,"},{"speaker":"Kyle Mountsier","startTime":1994.28,"endTime":1997.16,"body":"actually before"},{"speaker":"Kyle Mountsier","startTime":1994.28,"endTime":1997.16,"body":"it was either right before or"},{"speaker":"Kyle Mountsier","startTime":1997.16,"endTime":2001.63,"body":"after the interview, he said,"},{"speaker":"Kyle Mountsier","startTime":1997.16,"endTime":2001.63,"body":"You know, I've got this office"},{"speaker":"Kyle Mountsier","startTime":2001.63,"endTime":2004.63,"body":"in because he's a managing"},{"speaker":"Kyle Mountsier","startTime":2001.63,"endTime":2004.63,"body":"partner of or five Valley stores"},{"speaker":"Kyle Mountsier","startTime":2004.63,"endTime":2007.15,"body":"at CMA. He's like, I got this"},{"speaker":"Kyle Mountsier","startTime":2004.63,"endTime":2007.15,"body":"office at the one store. And"},{"speaker":"Kyle Mountsier","startTime":2007.15,"endTime":2009.61,"body":"that's where he did the the"},{"speaker":"Kyle Mountsier","startTime":2007.15,"endTime":2009.61,"body":"interview. He was like, I don't"},{"speaker":"Kyle Mountsier","startTime":2009.61,"endTime":2011.65,"body":"really have an office, I just"},{"speaker":"Kyle Mountsier","startTime":2009.61,"endTime":2011.65,"body":"kind of find where I'm at,"},{"speaker":"Kyle Mountsier","startTime":2011.65,"endTime":2014.32,"body":"because I'm not really good at"},{"speaker":"Kyle Mountsier","startTime":2011.65,"endTime":2014.32,"body":"sitting down. I just like to be"},{"speaker":"Kyle Mountsier","startTime":2014.32,"endTime":2018.31,"body":"among the people and do things"},{"speaker":"Kyle Mountsier","startTime":2014.32,"endTime":2018.31,"body":"all day. And I can see that in"},{"speaker":"Kyle Mountsier","startTime":2018.46,"endTime":2021.67,"body":"the way he communicates the way"},{"speaker":"Kyle Mountsier","startTime":2018.46,"endTime":2021.67,"body":"he's a part of his team. Even"},{"speaker":"Kyle Mountsier","startTime":2021.67,"endTime":2026.29,"body":"the way he asks he, he's around"},{"speaker":"Kyle Mountsier","startTime":2021.67,"endTime":2026.29,"body":"social media, he's pressing into"},{"speaker":"Kyle Mountsier","startTime":2026.29,"endTime":2030.82,"body":"his community. And then you go"},{"speaker":"Kyle Mountsier","startTime":2026.29,"endTime":2030.82,"body":"to his store, and you're like,"},{"speaker":"Kyle Mountsier","startTime":2031.0,"endTime":2034.18,"body":"everybody else is that way, too."},{"speaker":"Kyle Mountsier","startTime":2031.0,"endTime":2034.18,"body":"I think I saw like three people"},{"speaker":"Kyle Mountsier","startTime":2034.18,"endTime":2037.09,"body":"sitting down when we went there."},{"speaker":"Kyle Mountsier","startTime":2034.18,"endTime":2037.09,"body":"You know, all the general"},{"speaker":"Kyle Mountsier","startTime":2037.09,"endTime":2039.7,"body":"managers are up there, you know,"},{"speaker":"Kyle Mountsier","startTime":2037.09,"endTime":2039.7,"body":"they're looking around, they're"},{"speaker":"Kyle Mountsier","startTime":2039.7,"endTime":2042.01,"body":"trying to find exactly what's"},{"speaker":"Kyle Mountsier","startTime":2039.7,"endTime":2042.01,"body":"going on. And that's, that's a"},{"speaker":"Kyle Mountsier","startTime":2042.01,"endTime":2046.12,"body":"testament to that type of"},{"speaker":"Kyle Mountsier","startTime":2042.01,"endTime":2046.12,"body":"leadership. And I think, you"},{"speaker":"Kyle Mountsier","startTime":2046.12,"endTime":2049.42,"body":"know, he's not he's not an"},{"speaker":"Kyle Mountsier","startTime":2046.12,"endTime":2049.42,"body":"armchair analyst of how to run"},{"speaker":"Kyle Mountsier","startTime":2049.42,"endTime":2053.26,"body":"his dealerships. He gets in the"},{"speaker":"Kyle Mountsier","startTime":2049.42,"endTime":2053.26,"body":"dirt with its people. It's"},{"speaker":"Kyle Mountsier","startTime":2053.26,"endTime":2054.16,"body":"pretty amazing"},{"speaker":"Paul Daly","startTime":2054.19,"endTime":2058.3,"body":"how he said he wanted"},{"speaker":"Paul Daly","startTime":2054.19,"endTime":2058.3,"body":"to be a car dealer from kind of"},{"speaker":"Paul Daly","startTime":2058.33,"endTime":2062.08,"body":"early on, I don't know what he"},{"speaker":"Paul Daly","startTime":2058.33,"endTime":2062.08,"body":"was when he, I mean, when he"},{"speaker":"Paul Daly","startTime":2062.08,"endTime":2065.02,"body":"started that story, it was"},{"speaker":"Paul Daly","startTime":2062.08,"endTime":2065.02,"body":"probably like in his late teens,"},{"speaker":"Paul Daly","startTime":2065.2,"endTime":2068.38,"body":"I'm guessing late teens, early"},{"speaker":"Paul Daly","startTime":2065.2,"endTime":2068.38,"body":"20s When he realized like, I"},{"speaker":"Paul Daly","startTime":2068.38,"endTime":2071.02,"body":"want to be a car dealer. And it"},{"speaker":"Paul Daly","startTime":2068.38,"endTime":2071.02,"body":"was be you know, the, it's a"},{"speaker":"Paul Daly","startTime":2071.02,"endTime":2075.1,"body":"funny story, but at the same"},{"speaker":"Paul Daly","startTime":2071.02,"endTime":2075.1,"body":"time, he said he wanted to go to"},{"speaker":"Paul Daly","startTime":2075.1,"endTime":2078.49,"body":"college as well. So he went to"},{"speaker":"Paul Daly","startTime":2075.1,"endTime":2078.49,"body":"college with the intention to"},{"speaker":"Paul Daly","startTime":2078.49,"endTime":2081.04,"body":"become a car dealer and said I"},{"speaker":"Paul Daly","startTime":2078.49,"endTime":2081.04,"body":"wasn't really good at the"},{"speaker":"Paul Daly","startTime":2081.04,"endTime":2085.63,"body":"education thing. So he basically"},{"speaker":"Paul Daly","startTime":2081.04,"endTime":2085.63,"body":"outworked everybody by"},{"speaker":"Paul Daly","startTime":2085.63,"endTime":2088.9,"body":"memorizing so much, right? You"},{"speaker":"Paul Daly","startTime":2085.63,"endTime":2088.9,"body":"can, you can if you don't"},{"speaker":"Paul Daly","startTime":2088.9,"endTime":2091.15,"body":"understand the concepts and"},{"speaker":"Paul Daly","startTime":2088.9,"endTime":2091.15,"body":"principles you get really far by"},{"speaker":"Paul Daly","startTime":2091.15,"endTime":2094.87,"body":"memorizing, especially in like a"},{"speaker":"Paul Daly","startTime":2091.15,"endTime":2094.87,"body":"formalized education scenario."},{"speaker":"Paul Daly","startTime":2095.29,"endTime":2099.52,"body":"And I felt like that just"},{"speaker":"Paul Daly","startTime":2095.29,"endTime":2099.52,"body":"carried through in his auto"},{"speaker":"Paul Daly","startTime":2099.55,"endTime":2103.9,"body":"dealer. Career like he just"},{"speaker":"Paul Daly","startTime":2099.55,"endTime":2103.9,"body":"knows, he can outwork everybody."},{"speaker":"Paul Daly","startTime":2104.02,"endTime":2107.14,"body":"And he just knows if he trains"},{"speaker":"Paul Daly","startTime":2104.02,"endTime":2107.14,"body":"his people that it's worth"},{"speaker":"Paul Daly","startTime":2107.14,"endTime":2110.17,"body":"putting in the work and watching"},{"speaker":"Paul Daly","startTime":2107.14,"endTime":2110.17,"body":"the reward on the other side,"},{"speaker":"Paul Daly","startTime":2110.65,"endTime":2113.98,"body":"like he does have that critical"},{"speaker":"Paul Daly","startTime":2110.65,"endTime":2113.98,"body":"mass now, you know that they've"},{"speaker":"Paul Daly","startTime":2113.98,"endTime":2119.29,"body":"gone from that 5% referral sales"},{"speaker":"Paul Daly","startTime":2113.98,"endTime":2119.29,"body":"to 40% referral sales on their"},{"speaker":"Paul Daly","startTime":2119.29,"endTime":2123.49,"body":"way to 100% referral sales, so"},{"speaker":"Paul Daly","startTime":2119.29,"endTime":2123.49,"body":"he doesn't have to worry about"},{"speaker":"Paul Daly","startTime":2123.49,"endTime":2126.13,"body":"leads ever again. You know,"},{"speaker":"Kyle Mountsier","startTime":2126.67,"endTime":2129.229,"body":"what I would"},{"speaker":"Kyle Mountsier","startTime":2126.67,"endTime":2129.229,"body":"encourage people is to go if"},{"speaker":"Kyle Mountsier","startTime":2129.292,"endTime":2132.975,"body":"you're like, I don't know how"},{"speaker":"Kyle Mountsier","startTime":2129.292,"endTime":2132.975,"body":"that works, literally, follow"},{"speaker":"Kyle Mountsier","startTime":2133.038,"endTime":2136.971,"body":"Scott and then follow all of the"},{"speaker":"Kyle Mountsier","startTime":2133.038,"endTime":2136.971,"body":"25 people in his in his stores"},{"speaker":"Kyle Mountsier","startTime":2137.033,"endTime":2140.779,"body":"that are all doing the exact"},{"speaker":"Kyle Mountsier","startTime":2137.033,"endTime":2140.779,"body":"same thing on a daily basis and"},{"speaker":"Kyle Mountsier","startTime":2140.842,"endTime":2144.525,"body":"you can watch it in motion. And"},{"speaker":"Kyle Mountsier","startTime":2140.842,"endTime":2144.525,"body":"so when you think about the"},{"speaker":"Kyle Mountsier","startTime":2144.588,"endTime":2148.459,"body":"thought leaders and the people"},{"speaker":"Kyle Mountsier","startTime":2144.588,"endTime":2148.459,"body":"that are that are communicating"},{"speaker":"Kyle Mountsier","startTime":2148.521,"endTime":2152.392,"body":"within automotive, look for the"},{"speaker":"Kyle Mountsier","startTime":2148.521,"endTime":2152.392,"body":"practitioners and Scott Simons"},{"speaker":"Kyle Mountsier","startTime":2152.454,"endTime":2156.013,"body":"is definitely a practitioner."},{"speaker":"Kyle Mountsier","startTime":2152.454,"endTime":2156.013,"body":"Well, thank you so much for"},{"speaker":"Kyle Mountsier","startTime":2156.076,"endTime":2159.822,"body":"joining us on this episode of"},{"speaker":"Kyle Mountsier","startTime":2156.076,"endTime":2159.822,"body":"Auto Collabs. For Paul J Daly,"},{"speaker":"Kyle Mountsier","startTime":2159.884,"endTime":2164.13,"body":"Michael Cirillo, and myself Kyle"},{"speaker":"Kyle Mountsier","startTime":2159.884,"endTime":2164.13,"body":"Mountsier. We'll see you next time."},{"speaker":"Unknown","startTime":2164.23,"endTime":2170.338,"body":"Sign up for our free"},{"speaker":"Unknown","startTime":2164.23,"endTime":2170.338,"body":"and fun to read daily email for"},{"speaker":"Unknown","startTime":2170.456,"endTime":2178.092,"body":"a free shot of relevant news and"},{"speaker":"Unknown","startTime":2170.456,"endTime":2178.092,"body":"automotive, retail media and pop"},{"speaker":"Unknown","startTime":2178.209,"endTime":2185.375,"body":"culture. You can get it now at"},{"speaker":"Unknown","startTime":2178.209,"endTime":2185.375,"body":"asotu.com that's ASOTU.com. If"},{"speaker":"Unknown","startTime":2185.493,"endTime":2192.541,"body":"you love this podcast, please"},{"speaker":"Unknown","startTime":2185.493,"endTime":2192.541,"body":"leave us a review and share it"},{"speaker":"Unknown","startTime":2192.659,"endTime":2200.53,"body":"with a friend. Thanks again for"},{"speaker":"Unknown","startTime":2192.659,"endTime":2200.53,"body":"listening. We'll see you next time."}]}