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Michael, who"},{"speaker":"Paul Daly","startTime":73.8,"endTime":78.42,"body":"we're talking about today."},{"speaker":"Paul Daly","startTime":73.8,"endTime":78.42,"body":"Speaking of getting arrested. I"},{"speaker":"Paul Daly","startTime":78.42,"endTime":80.31,"body":"don't know where to go with that"},{"speaker":"Paul Daly","startTime":78.42,"endTime":80.31,"body":"segue. I don't know if he's ever"},{"speaker":"Paul Daly","startTime":80.31,"endTime":83.34,"body":"been arrested. But Brian Kramer"},{"speaker":"Paul Daly","startTime":80.31,"endTime":83.34,"body":"that was the weirdest intro"},{"speaker":"Paul Daly","startTime":83.34,"endTime":87.48,"body":"ever. Brian Kramer is someone"},{"speaker":"Paul Daly","startTime":83.34,"endTime":87.48,"body":"who loves a good laugh, right?"},{"speaker":"Paul Daly","startTime":87.48,"endTime":89.61,"body":"He's probably laughing along"},{"speaker":"Paul Daly","startTime":87.48,"endTime":89.61,"body":"with this right now without a"},{"speaker":"Paul Daly","startTime":89.61,"endTime":93.3,"body":"doubt. But with without a doubt."},{"speaker":"Paul Daly","startTime":89.61,"endTime":93.3,"body":"Also, he is one of the sharpest"},{"speaker":"Paul Daly","startTime":93.3,"endTime":96.99,"body":"people like I know, period, not"},{"speaker":"Paul Daly","startTime":93.3,"endTime":96.99,"body":"in the automotive industry. It's"},{"speaker":"Paul Daly","startTime":96.99,"endTime":100.14,"body":"every year whenever he starts"},{"speaker":"Paul Daly","startTime":96.99,"endTime":100.14,"body":"talking, I think to myself, I"},{"speaker":"Paul Daly","startTime":100.14,"endTime":102.21,"body":"hope I can keep up. Yeah."},{"speaker":"Kyle Mountsier","startTime":103.59,"endTime":106.32,"body":"And here's the"},{"speaker":"Kyle Mountsier","startTime":103.59,"endTime":106.32,"body":"thing. It's unassuming, as all"},{"speaker":"Kyle Mountsier","startTime":106.32,"endTime":108.9,"body":"get out, right? Because every"},{"speaker":"Kyle Mountsier","startTime":106.32,"endTime":108.9,"body":"makes sense. Everybody the way"},{"speaker":"Kyle Mountsier","startTime":108.9,"endTime":111.96,"body":"he said, Well, it's so matter of"},{"speaker":"Kyle Mountsier","startTime":108.9,"endTime":111.96,"body":"fact, like, well, if you if you"},{"speaker":"Kyle Mountsier","startTime":111.96,"endTime":114.84,"body":"read the Carvana report on their"},{"speaker":"Kyle Mountsier","startTime":111.96,"endTime":114.84,"body":"latest quarterly earnings call,"},{"speaker":"Kyle Mountsier","startTime":114.87,"endTime":117.72,"body":"and you're like, skirt ended and"},{"speaker":"Kyle Mountsier","startTime":114.87,"endTime":117.72,"body":"you already"},{"speaker":"Paul Daly","startTime":117.72,"endTime":119.61,"body":"wrote 20,000 words on"},{"speaker":"Paul Daly","startTime":117.72,"endTime":119.61,"body":"it? Yes,"},{"speaker":"Kyle Mountsier","startTime":119.63,"endTime":122.6,"body":"exactly. 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You know, when we when we"},{"speaker":"Kyle Mountsier","startTime":138.11,"endTime":142.67,"body":"got the first recording of him"},{"speaker":"Kyle Mountsier","startTime":138.11,"endTime":142.67,"body":"doing the Metaverse signing, he"},{"speaker":"Kyle Mountsier","startTime":142.67,"endTime":147.59,"body":"was not too proud to say like,"},{"speaker":"Kyle Mountsier","startTime":142.67,"endTime":147.59,"body":"people aren't ready for this."},{"speaker":"Kyle Mountsier","startTime":147.8,"endTime":152.72,"body":"Even us we struggled. And yes,"},{"speaker":"Kyle Mountsier","startTime":147.8,"endTime":152.72,"body":"it's maybe on the horizon, but"},{"speaker":"Kyle Mountsier","startTime":152.75,"endTime":156.05,"body":"it's way far out over the"},{"speaker":"Kyle Mountsier","startTime":152.75,"endTime":156.05,"body":"horizon. And maybe the tech"},{"speaker":"Kyle Mountsier","startTime":156.05,"endTime":159.59,"body":"isn't ready, the 5g isn't there,"},{"speaker":"Kyle Mountsier","startTime":156.05,"endTime":159.59,"body":"even the customer, right,"},{"speaker":"Kyle Mountsier","startTime":159.62,"endTime":161.84,"body":"recognized that it wasn't right."},{"speaker":"Kyle Mountsier","startTime":159.62,"endTime":161.84,"body":"So he did pretend"},{"speaker":"Kyle Mountsier","startTime":161.84,"endTime":163.88,"body":"this is going to fix everything."},{"speaker":"Kyle Mountsier","startTime":161.84,"endTime":163.88,"body":"Exactly, exactly."},{"speaker":"Michael Cirillo","startTime":163.97,"endTime":165.83,"body":"But he's not"},{"speaker":"Michael Cirillo","startTime":163.97,"endTime":165.83,"body":"afraid to get his hands dirty"},{"speaker":"Michael Cirillo","startTime":165.83,"endTime":169.79,"body":"and try something right. Like"},{"speaker":"Michael Cirillo","startTime":165.83,"endTime":169.79,"body":"when I had him on my show, we"},{"speaker":"Michael Cirillo","startTime":169.79,"endTime":172.43,"body":"talked a lot about that. And I"},{"speaker":"Michael Cirillo","startTime":169.79,"endTime":172.43,"body":"really think the term for him is"},{"speaker":"Michael Cirillo","startTime":172.43,"endTime":176.72,"body":"pioneer. He was a pioneer"},{"speaker":"Michael Cirillo","startTime":172.43,"endTime":176.72,"body":"because he's willing to go where"},{"speaker":"Michael Cirillo","startTime":176.72,"endTime":180.2,"body":"no one else has gone before,"},{"speaker":"Michael Cirillo","startTime":176.72,"endTime":180.2,"body":"really, to your point, like"},{"speaker":"Michael Cirillo","startTime":180.23,"endTime":183.59,"body":"first a paperless transaction"},{"speaker":"Michael Cirillo","startTime":180.23,"endTime":183.59,"body":"for his stores. And he talks"},{"speaker":"Michael Cirillo","startTime":183.59,"endTime":185.87,"body":"about the ups and downs of"},{"speaker":"Michael Cirillo","startTime":183.59,"endTime":185.87,"body":"trying to figure that out. Now"},{"speaker":"Michael Cirillo","startTime":185.87,"endTime":188.63,"body":"the Metaverse doing the first"},{"speaker":"Michael Cirillo","startTime":185.87,"endTime":188.63,"body":"card transaction in the"},{"speaker":"Michael Cirillo","startTime":188.63,"endTime":192.02,"body":"metaverse and, and when I tried"},{"speaker":"Michael Cirillo","startTime":188.63,"endTime":192.02,"body":"to book him on my show the last"},{"speaker":"Michael Cirillo","startTime":192.02,"endTime":197.33,"body":"time he's like, why don't we do"},{"speaker":"Michael Cirillo","startTime":192.02,"endTime":197.33,"body":"it in the Metaverse? Where I"},{"speaker":"Michael Cirillo","startTime":197.33,"endTime":200.27,"body":"think most people are like, That"},{"speaker":"Michael Cirillo","startTime":197.33,"endTime":200.27,"body":"sounds expensive. Yeah. Well,"},{"speaker":"Michael Cirillo","startTime":200.27,"endTime":203.06,"body":"you know, what, if you're"},{"speaker":"Michael Cirillo","startTime":200.27,"endTime":203.06,"body":"playing the long game, and"},{"speaker":"Michael Cirillo","startTime":203.06,"endTime":206.48,"body":"you're looking to your point to"},{"speaker":"Michael Cirillo","startTime":203.06,"endTime":206.48,"body":"the to the tip of the horizon,"},{"speaker":"Michael Cirillo","startTime":206.78,"endTime":210.47,"body":"that's the name of the game. 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Well,"},{"speaker":"Michael Cirillo","startTime":217.64,"endTime":219.08,"body":"and"},{"speaker":"Kyle Mountsier","startTime":219.21,"endTime":221.37,"body":"I think, you"},{"speaker":"Kyle Mountsier","startTime":219.21,"endTime":221.37,"body":"know, what, a lot of people when"},{"speaker":"Kyle Mountsier","startTime":221.37,"endTime":224.07,"body":"they see that they just think,"},{"speaker":"Kyle Mountsier","startTime":221.37,"endTime":224.07,"body":"Oh, that's so over the horizon."},{"speaker":"Kyle Mountsier","startTime":224.07,"endTime":226.32,"body":"That's not for me. That's and I"},{"speaker":"Kyle Mountsier","startTime":224.07,"endTime":226.32,"body":"think we just have to be"},{"speaker":"Kyle Mountsier","startTime":226.32,"endTime":230.55,"body":"realized that there are people"},{"speaker":"Kyle Mountsier","startTime":226.32,"endTime":230.55,"body":"in business that will always go"},{"speaker":"Kyle Mountsier","startTime":230.55,"endTime":234.42,"body":"before and that's okay, right,"},{"speaker":"Kyle Mountsier","startTime":230.55,"endTime":234.42,"body":"that, that you don't have to"},{"speaker":"Kyle Mountsier","startTime":234.42,"endTime":238.17,"body":"just be Brian Kramer and go"},{"speaker":"Kyle Mountsier","startTime":234.42,"endTime":238.17,"body":"before and do the newest and"},{"speaker":"Kyle Mountsier","startTime":238.17,"endTime":241.29,"body":"greatest and that type of thing."},{"speaker":"Kyle Mountsier","startTime":238.17,"endTime":241.29,"body":"But being aware that he's doing"},{"speaker":"Kyle Mountsier","startTime":241.29,"endTime":244.02,"body":"that pushing the boundaries and"},{"speaker":"Kyle Mountsier","startTime":241.29,"endTime":244.02,"body":"seeking to understand it"},{"speaker":"Kyle Mountsier","startTime":244.05,"endTime":247.08,"body":"alongside of him, and knowing"},{"speaker":"Kyle Mountsier","startTime":244.05,"endTime":247.08,"body":"that he wants you to be there"},{"speaker":"Kyle Mountsier","startTime":247.08,"endTime":250.56,"body":"with him is important for every"},{"speaker":"Kyle Mountsier","startTime":247.08,"endTime":250.56,"body":"business operator all the way"},{"speaker":"Kyle Mountsier","startTime":250.56,"endTime":252.87,"body":"down to someone that's just"},{"speaker":"Kyle Mountsier","startTime":250.56,"endTime":252.87,"body":"entered a business."},{"speaker":"Paul Daly","startTime":252.93,"endTime":255.72,"body":"Absolutely. You know,"},{"speaker":"Paul Daly","startTime":252.93,"endTime":255.72,"body":"aside from that horizon of the"},{"speaker":"Paul Daly","startTime":255.72,"endTime":257.13,"body":"metaverse and, you know,"},{"speaker":"Paul Daly","startTime":255.72,"endTime":257.13,"body":"thinking of where we might be"},{"speaker":"Paul Daly","startTime":257.13,"endTime":258.21,"body":"going and, you know, putting"},{"speaker":"Paul Daly","startTime":257.13,"endTime":258.21,"body":"some feelers out and seeing he"},{"speaker":"Paul Daly","startTime":258.21,"endTime":259.47,"body":"was one of the best operators,"},{"speaker":"Paul Daly","startTime":258.21,"endTime":259.47,"body":"especially in the used car side"},{"speaker":"Paul Daly","startTime":259.47,"endTime":260.76,"body":"of the business, which is why if"},{"speaker":"Paul Daly","startTime":259.47,"endTime":260.76,"body":"you didn't know he recently made"},{"speaker":"Paul Daly","startTime":260.76,"endTime":270.24,"body":"a transition from being a"},{"speaker":"Paul Daly","startTime":260.76,"endTime":270.24,"body":"general manager of a dealership"},{"speaker":"Paul Daly","startTime":270.45,"endTime":276.09,"body":"to being the EVP at Cars.com and"},{"speaker":"Paul Daly","startTime":270.45,"endTime":276.09,"body":"the GM of Accu trade so we hope"},{"speaker":"Paul Daly","startTime":276.09,"endTime":278.07,"body":"you enjoy this interview with"},{"speaker":"Paul Daly","startTime":276.09,"endTime":278.07,"body":"Brian Kramer."},{"speaker":"Kyle Mountsier","startTime":287.69,"endTime":291.95,"body":"So I'm reading a"},{"speaker":"Kyle Mountsier","startTime":287.69,"endTime":291.95,"body":"DISC profile that was sent to me"},{"speaker":"Kyle Mountsier","startTime":292.13,"endTime":294.71,"body":"from Brian Kramer it says most"},{"speaker":"Kyle Mountsier","startTime":292.13,"endTime":294.71,"body":"likely you want to have the"},{"speaker":"Kyle Mountsier","startTime":294.71,"endTime":298.88,"body":"freedom to set your own course."},{"speaker":"Kyle Mountsier","startTime":294.71,"endTime":298.88,"body":"Ladies and gentlemen, we're"},{"speaker":"Kyle Mountsier","startTime":298.88,"endTime":304.55,"body":"hanging out and With if you"},{"speaker":"Kyle Mountsier","startTime":298.88,"endTime":304.55,"body":"didn't know Brian Kramer and"},{"speaker":"Kyle Mountsier","startTime":304.58,"endTime":309.35,"body":"there's not there's not a more"},{"speaker":"Kyle Mountsier","startTime":304.58,"endTime":309.35,"body":"aptly positioned the line and a"},{"speaker":"Kyle Mountsier","startTime":309.35,"endTime":313.67,"body":"DISC profile of which we just"},{"speaker":"Kyle Mountsier","startTime":309.35,"endTime":313.67,"body":"found out that that Brian Kramer"},{"speaker":"Kyle Mountsier","startTime":313.67,"endTime":318.08,"body":"is a DI he's not a high D he's a"},{"speaker":"Kyle Mountsier","startTime":313.67,"endTime":318.08,"body":"DI so we can we can talk about"},{"speaker":"Kyle Mountsier","startTime":318.08,"endTime":321.02,"body":"that. But Brian, thanks for"},{"speaker":"Kyle Mountsier","startTime":318.08,"endTime":321.02,"body":"joining us here on Auto Collabs."},{"speaker":"Brian Kramer","startTime":321.83,"endTime":324.8,"body":"Thanks for having"},{"speaker":"Brian Kramer","startTime":321.83,"endTime":324.8,"body":"me. All right, so this is gonna"},{"speaker":"Brian Kramer","startTime":324.8,"endTime":325.37,"body":"be a good crew."},{"speaker":"Paul Daly","startTime":325.85,"endTime":328.19,"body":"Every time on every"},{"speaker":"Paul Daly","startTime":325.85,"endTime":328.19,"body":"time I'm on a zoom call with"},{"speaker":"Paul Daly","startTime":328.19,"endTime":331.16,"body":"Brian Kramer, I'm reminded of"},{"speaker":"Paul Daly","startTime":328.19,"endTime":331.16,"body":"how handsome I am not"},{"speaker":"Brian Kramer","startTime":334.61,"endTime":336.59,"body":"I'm by far the"},{"speaker":"Brian Kramer","startTime":334.61,"endTime":336.59,"body":"oldest person on this whole"},{"speaker":"Brian Kramer","startTime":336.83,"endTime":337.34,"body":"call,"},{"speaker":"Michael Cirillo","startTime":337.58,"endTime":340.13,"body":"which is even"},{"speaker":"Michael Cirillo","startTime":337.58,"endTime":340.13,"body":"more discouraging to me. This"},{"speaker":"Michael Cirillo","startTime":340.13,"endTime":342.47,"body":"might be the first time I've"},{"speaker":"Michael Cirillo","startTime":340.13,"endTime":342.47,"body":"seen him with a real backdrop"},{"speaker":"Michael Cirillo","startTime":342.47,"endTime":345.95,"body":"unless it's a green screen."},{"speaker":"Michael Cirillo","startTime":342.47,"endTime":345.95,"body":"Real. Move your hand quickly."},{"speaker":"Michael Cirillo","startTime":346.55,"endTime":351.71,"body":"You're not in the Metaverse."},{"speaker":"Michael Cirillo","startTime":346.55,"endTime":351.71,"body":"Impressed has come from the"},{"speaker":"Michael Cirillo","startTime":351.71,"endTime":354.59,"body":"Metaverse into the real world,"},{"speaker":"Michael Cirillo","startTime":351.71,"endTime":354.59,"body":"the"},{"speaker":"Kyle Mountsier","startTime":355.13,"endTime":357.29,"body":"corporate world"},{"speaker":"Kyle Mountsier","startTime":355.13,"endTime":357.29,"body":"do you get your hair cut once a"},{"speaker":"Kyle Mountsier","startTime":357.29,"endTime":359.78,"body":"week? Is that a thing now? Is"},{"speaker":"Kyle Mountsier","startTime":357.29,"endTime":359.78,"body":"that like you've got to be"},{"speaker":"Kyle Mountsier","startTime":359.81,"endTime":362.12,"body":"trimmed up and ready to go with"},{"speaker":"Kyle Mountsier","startTime":359.81,"endTime":362.12,"body":"the with the"},{"speaker":"Brian Kramer","startTime":363.32,"endTime":365.63,"body":"well so I'm"},{"speaker":"Brian Kramer","startTime":363.32,"endTime":365.63,"body":"getting my hair cut tomorrow but"},{"speaker":"Brian Kramer","startTime":365.63,"endTime":370.7,"body":"it's actually I've got a few"},{"speaker":"Brian Kramer","startTime":365.63,"endTime":370.7,"body":"different weird things. Okay, it"},{"speaker":"Brian Kramer","startTime":370.7,"endTime":375.62,"body":"is yeah, yeah. You know, no uh"},{"speaker":"Brian Kramer","startTime":370.7,"endTime":375.62,"body":"sideburns and all the standard"},{"speaker":"Brian Kramer","startTime":375.62,"endTime":380.45,"body":"issue but the day that actually"},{"speaker":"Brian Kramer","startTime":375.62,"endTime":380.45,"body":"yeah, I think the lat the second"},{"speaker":"Brian Kramer","startTime":380.45,"endTime":383.33,"body":"the last day of I was working to"},{"speaker":"Brian Kramer","startTime":380.45,"endTime":383.33,"body":"Germain I was going going over"},{"speaker":"Brian Kramer","startTime":383.33,"endTime":386.06,"body":"to get my hair cut running late"},{"speaker":"Brian Kramer","startTime":383.33,"endTime":386.06,"body":"because I was going out of town"},{"speaker":"Brian Kramer","startTime":386.06,"endTime":389.69,"body":"or something. I ended up buying"},{"speaker":"Brian Kramer","startTime":386.06,"endTime":389.69,"body":"my daughter's car in the barber"},{"speaker":"Brian Kramer","startTime":389.69,"endTime":393.59,"body":"chair. Now you bring it up and"},{"speaker":"Brian Kramer","startTime":389.69,"endTime":393.59,"body":"did it completely digitally my"},{"speaker":"Brian Kramer","startTime":393.65,"endTime":395.45,"body":"barber sitting because what are"},{"speaker":"Brian Kramer","startTime":393.65,"endTime":395.45,"body":"you doing? I said what's looking"},{"speaker":"Brian Kramer","startTime":395.45,"endTime":398.63,"body":"at doing a buying a car? He goes"},{"speaker":"Brian Kramer","startTime":395.45,"endTime":398.63,"body":"on your phone? You've been"},{"speaker":"Brian Kramer","startTime":398.63,"endTime":401.63,"body":"living under a rock. How do you"},{"speaker":"Brian Kramer","startTime":398.63,"endTime":401.63,"body":"buy your cars? I didn't know"},{"speaker":"Brian Kramer","startTime":401.63,"endTime":402.5,"body":"that was even a thing."},{"speaker":"Kyle Mountsier","startTime":402.92,"endTime":406.34,"body":"He's like I was"},{"speaker":"Kyle Mountsier","startTime":402.92,"endTime":406.34,"body":"on my phone."},{"speaker":"Paul Daly","startTime":406.52,"endTime":408.5,"body":"I don't know. if I'm"},{"speaker":"Paul Daly","startTime":406.52,"endTime":408.5,"body":"giving Sass to the dude with"},{"speaker":"Paul Daly","startTime":408.5,"endTime":409.76,"body":"scissors near my head."},{"speaker":"Brian Kramer","startTime":411.08,"endTime":412.37,"body":"Oh, he's only"},{"speaker":"Brian Kramer","startTime":411.08,"endTime":412.37,"body":"using"},{"speaker":"Paul Daly","startTime":413.45,"endTime":416.9,"body":"the Clippers"},{"speaker":"Paul Daly","startTime":413.45,"endTime":416.9,"body":"clippers. Okay. Okay, fair"},{"speaker":"Paul Daly","startTime":416.9,"endTime":418.34,"body":"enough. Fair, fair,"},{"speaker":"Brian Kramer","startTime":418.45,"endTime":420.07,"body":"actually was on"},{"speaker":"Brian Kramer","startTime":418.45,"endTime":420.07,"body":"the call of Spisak once I'm"},{"speaker":"Brian Kramer","startTime":420.07,"endTime":422.65,"body":"talking about the metaverse, and"},{"speaker":"Brian Kramer","startTime":420.07,"endTime":422.65,"body":"he was working with Brian, can I"},{"speaker":"Brian Kramer","startTime":422.65,"endTime":428.11,"body":"ask you a question? I go Yeah,"},{"speaker":"Brian Kramer","startTime":422.65,"endTime":428.11,"body":"what's up? And he said, in the"},{"speaker":"Brian Kramer","startTime":428.11,"endTime":432.88,"body":"back, are you getting your hair"},{"speaker":"Brian Kramer","startTime":428.11,"endTime":432.88,"body":"cut? I am. Because I thought so."},{"speaker":"Brian Kramer","startTime":433.39,"endTime":436.09,"body":"He wasn't fazed by it. He wasn't"},{"speaker":"Brian Kramer","startTime":433.39,"endTime":436.09,"body":"trying to like connect."},{"speaker":"Kyle Mountsier","startTime":436.09,"endTime":438.64,"body":"I just wanted to"},{"speaker":"Kyle Mountsier","startTime":436.09,"endTime":438.64,"body":"make sure he wanted he wanted to"},{"speaker":"Kyle Mountsier","startTime":438.7,"endTime":441.22,"body":"lean in and make sure well, so"},{"speaker":"Kyle Mountsier","startTime":438.7,"endTime":441.22,"body":"if you don't know"},{"speaker":"Brian Kramer","startTime":441.22,"endTime":442.99,"body":"that we get having"},{"speaker":"Brian Kramer","startTime":441.22,"endTime":442.99,"body":"weekends off. I almost don't"},{"speaker":"Brian Kramer","startTime":442.99,"endTime":445.15,"body":"know what to do with my life to"},{"speaker":"Brian Kramer","startTime":442.99,"endTime":445.15,"body":"answer your question."},{"speaker":"Kyle Mountsier","startTime":445.57,"endTime":448.51,"body":"So if you don't"},{"speaker":"Kyle Mountsier","startTime":445.57,"endTime":448.51,"body":"know Brian Kramer has recently"},{"speaker":"Kyle Mountsier","startTime":448.51,"endTime":451.33,"body":"left dealership world. This is"},{"speaker":"Kyle Mountsier","startTime":448.51,"endTime":451.33,"body":"what we're talking about. He was"},{"speaker":"Kyle Mountsier","startTime":451.33,"endTime":456.25,"body":"at Germain Toyota of Naples and"},{"speaker":"Kyle Mountsier","startTime":451.33,"endTime":456.25,"body":"before that, spent some time"},{"speaker":"Kyle Mountsier","startTime":456.25,"endTime":458.95,"body":"with Auto Nation and has been in"},{"speaker":"Kyle Mountsier","startTime":456.25,"endTime":458.95,"body":"dealership world for years and"},{"speaker":"Kyle Mountsier","startTime":458.95,"endTime":462.52,"body":"years, probably what 30 plus"},{"speaker":"Kyle Mountsier","startTime":458.95,"endTime":462.52,"body":"years at this point right? Close"},{"speaker":"Kyle Mountsier","startTime":462.52,"endTime":467.83,"body":"to it almost 30 years, and has"},{"speaker":"Kyle Mountsier","startTime":462.52,"endTime":467.83,"body":"transitioned to the EVP and"},{"speaker":"Kyle Mountsier","startTime":467.83,"endTime":471.07,"body":"General Manager of I hope I got"},{"speaker":"Kyle Mountsier","startTime":467.83,"endTime":471.07,"body":"that right of Accu-trade at"},{"speaker":"Kyle Mountsier","startTime":471.07,"endTime":476.77,"body":"Cars.com. And so is enjoying"},{"speaker":"Kyle Mountsier","startTime":471.07,"endTime":476.77,"body":"weekends to himself and going to"},{"speaker":"Kyle Mountsier","startTime":476.77,"endTime":480.07,"body":"Kentucky Derbies and things like"},{"speaker":"Kyle Mountsier","startTime":476.77,"endTime":480.07,"body":"that, that you do when you're an"},{"speaker":"Kyle Mountsier","startTime":480.07,"endTime":484.12,"body":"EVP at Cars.com No, they do a"},{"speaker":"Kyle Mountsier","startTime":480.07,"endTime":484.12,"body":"ton more. So, Brian, we kind of"},{"speaker":"Kyle Mountsier","startTime":484.12,"endTime":486.82,"body":"wanted to hear a little bit"},{"speaker":"Kyle Mountsier","startTime":484.12,"endTime":486.82,"body":"about I know, I know, across the"},{"speaker":"Kyle Mountsier","startTime":486.82,"endTime":489.61,"body":"interwebs a lot of people know a"},{"speaker":"Kyle Mountsier","startTime":486.82,"endTime":489.61,"body":"little bit of your story. But"},{"speaker":"Kyle Mountsier","startTime":489.82,"endTime":495.01,"body":"what what what was the what's"},{"speaker":"Kyle Mountsier","startTime":489.82,"endTime":495.01,"body":"the moves been like since moving"},{"speaker":"Kyle Mountsier","startTime":495.04,"endTime":499.12,"body":"out of the dealership into this"},{"speaker":"Kyle Mountsier","startTime":495.04,"endTime":499.12,"body":"vendor world?"},{"speaker":"Brian Kramer","startTime":500.7,"endTime":502.83,"body":"Well, I got a"},{"speaker":"Brian Kramer","startTime":500.7,"endTime":502.83,"body":"taste I guess, like you did,"},{"speaker":"Brian Kramer","startTime":502.83,"endTime":505.14,"body":"Paul, probably when when you"},{"speaker":"Brian Kramer","startTime":502.83,"endTime":505.14,"body":"sold your business and you"},{"speaker":"Brian Kramer","startTime":505.14,"endTime":508.92,"body":"stopped working? And I've sat"},{"speaker":"Brian Kramer","startTime":505.14,"endTime":508.92,"body":"down thought to myself, I go."},{"speaker":"Brian Kramer","startTime":510.09,"endTime":512.88,"body":"Right. But what the week before"},{"speaker":"Brian Kramer","startTime":510.09,"endTime":512.88,"body":"you started another business."},{"speaker":"Paul Daly","startTime":513.87,"endTime":516.24,"body":"I just had a rolling"},{"speaker":"Paul Daly","startTime":513.87,"endTime":516.24,"body":"start from one end to the other."},{"speaker":"Brian Kramer","startTime":517.44,"endTime":520.08,"body":"So So I'm sitting"},{"speaker":"Brian Kramer","startTime":517.44,"endTime":520.08,"body":"there, I'm like, What am I going"},{"speaker":"Brian Kramer","startTime":520.08,"endTime":523.5,"body":"to do now? Like on Saturday, I'm"},{"speaker":"Brian Kramer","startTime":520.08,"endTime":523.5,"body":"pacing around my courtyard. I'm"},{"speaker":"Brian Kramer","startTime":523.5,"endTime":525.87,"body":"like trying to, like call Greece"},{"speaker":"Brian Kramer","startTime":523.5,"endTime":525.87,"body":"like do what he told me for I'm"},{"speaker":"Brian Kramer","startTime":525.87,"endTime":529.29,"body":"working. Yeah. And I'm like,"},{"speaker":"Brian Kramer","startTime":525.87,"endTime":529.29,"body":"what do you do on the weekends"},{"speaker":"Brian Kramer","startTime":529.29,"endTime":530.52,"body":"and my wife because you don't"},{"speaker":"Brian Kramer","startTime":529.29,"endTime":530.52,"body":"know what you're doing? You"},{"speaker":"Brian Kramer","startTime":530.52,"endTime":532.08,"body":"gotta get out of here. Right?"},{"speaker":"Brian Kramer","startTime":530.52,"endTime":532.08,"body":"She's like,"},{"speaker":"Paul Daly","startTime":532.62,"endTime":535.56,"body":"sign up for you to be"},{"speaker":"Paul Daly","startTime":532.62,"endTime":535.56,"body":"home, that's for sure. Right?"},{"speaker":"Brian Kramer","startTime":535.87,"endTime":538.57,"body":"So she said, You"},{"speaker":"Brian Kramer","startTime":535.87,"endTime":538.57,"body":"gotta get an office. So I had to"},{"speaker":"Brian Kramer","startTime":538.57,"endTime":542.71,"body":"get an office space for this is"},{"speaker":"Brian Kramer","startTime":538.57,"endTime":542.71,"body":"just too disruptive your"},{"speaker":"Brian Kramer","startTime":542.71,"endTime":549.22,"body":"district office. So trying to"},{"speaker":"Brian Kramer","startTime":542.71,"endTime":549.22,"body":"figure that out, and then I'm"},{"speaker":"Brian Kramer","startTime":549.22,"endTime":551.65,"body":"like, man, you know, waking up"},{"speaker":"Brian Kramer","startTime":549.22,"endTime":551.65,"body":"in the morning. I gotta be there"},{"speaker":"Brian Kramer","startTime":551.65,"endTime":554.23,"body":"for the meeting. But no, I"},{"speaker":"Brian Kramer","startTime":551.65,"endTime":554.23,"body":"don't. I'm like, but then you"},{"speaker":"Brian Kramer","startTime":554.26,"endTime":556.87,"body":"you miss. It's like going to"},{"speaker":"Brian Kramer","startTime":554.26,"endTime":556.87,"body":"church, when you're when you're"},{"speaker":"Brian Kramer","startTime":556.87,"endTime":559.87,"body":"a dealer. Right. And that's like"},{"speaker":"Brian Kramer","startTime":556.87,"endTime":559.87,"body":"one of Luckily, I got to attend"},{"speaker":"Brian Kramer","startTime":560.23,"endTime":563.92,"body":"a morning meeting. Right? Right."},{"speaker":"Brian Kramer","startTime":560.23,"endTime":563.92,"body":"So it's like everybody gets and"},{"speaker":"Brian Kramer","startTime":563.92,"endTime":565.69,"body":"that's that's probably what I"},{"speaker":"Brian Kramer","startTime":563.92,"endTime":565.69,"body":"missed the most is that"},{"speaker":"Brian Kramer","startTime":565.84,"endTime":569.26,"body":"camaraderie, whatever, or that"},{"speaker":"Brian Kramer","startTime":565.84,"endTime":569.26,"body":"kind of stuff. But the Saturday"},{"speaker":"Brian Kramer","startTime":569.26,"endTime":572.29,"body":"morning meetings, so I just go"},{"speaker":"Brian Kramer","startTime":569.26,"endTime":572.29,"body":"and try to hijack other people's"},{"speaker":"Brian Kramer","startTime":572.29,"endTime":575.44,"body":"Saturday morning meetings now."},{"speaker":"Brian Kramer","startTime":572.29,"endTime":575.44,"body":"Yes. And attend there's, which"},{"speaker":"Brian Kramer","startTime":575.44,"endTime":577.12,"body":"is why it's like kind of like"},{"speaker":"Brian Kramer","startTime":575.44,"endTime":577.12,"body":"babysitting somebody else's"},{"speaker":"Brian Kramer","startTime":577.12,"endTime":577.54,"body":"kids."},{"speaker":"Paul Daly","startTime":577.68,"endTime":580.5,"body":"All right, answer"},{"speaker":"Paul Daly","startTime":577.68,"endTime":580.5,"body":"this for the end of the day. So"},{"speaker":"Paul Daly","startTime":580.53,"endTime":584.67,"body":"what is you'd like we all like"},{"speaker":"Paul Daly","startTime":580.53,"endTime":584.67,"body":"to think we understand the other"},{"speaker":"Paul Daly","startTime":584.67,"endTime":587.61,"body":"side, right? And we try to"},{"speaker":"Paul Daly","startTime":584.67,"endTime":587.61,"body":"empathize. We're like I know."},{"speaker":"Paul Daly","startTime":587.64,"endTime":590.1,"body":"Right? And you make demands of"},{"speaker":"Paul Daly","startTime":587.64,"endTime":590.1,"body":"other people on the other side"},{"speaker":"Paul Daly","startTime":590.1,"endTime":594.84,"body":"and you have expectations. What"},{"speaker":"Paul Daly","startTime":590.1,"endTime":594.84,"body":"is the biggest surprise about"},{"speaker":"Paul Daly","startTime":594.84,"endTime":599.4,"body":"being on the other side that you"},{"speaker":"Paul Daly","startTime":594.84,"endTime":599.4,"body":"realize now that you as a dealer"},{"speaker":"Brian Kramer","startTime":599.0,"endTime":603.65,"body":"Understand? I"},{"speaker":"Brian Kramer","startTime":599.0,"endTime":603.65,"body":"don't know that I didn't"},{"speaker":"Brian Kramer","startTime":599.4,"endTime":599.97,"body":"did not have"},{"speaker":"Brian Kramer","startTime":603.65,"endTime":606.95,"body":"understand it, I would say more"},{"speaker":"Brian Kramer","startTime":603.65,"endTime":606.95,"body":"than just didn't care. But now I"},{"speaker":"Brian Kramer","startTime":606.95,"endTime":612.92,"body":"feel it on the other side of"},{"speaker":"Brian Kramer","startTime":606.95,"endTime":612.92,"body":"when I get on a call with, with"},{"speaker":"Brian Kramer","startTime":612.92,"endTime":616.91,"body":"somebody who's getting their"},{"speaker":"Brian Kramer","startTime":612.92,"endTime":616.91,"body":"call care for who are you? And"},{"speaker":"Brian Kramer","startTime":616.91,"endTime":620.57,"body":"what, and why are you calling"},{"speaker":"Brian Kramer","startTime":616.91,"endTime":620.57,"body":"me? I'm selling cars, I'm doing"},{"speaker":"Brian Kramer","startTime":620.57,"endTime":623.81,"body":"this and I'm like, that was I"},{"speaker":"Brian Kramer","startTime":620.57,"endTime":623.81,"body":"was on the other end of this"},{"speaker":"Brian Kramer","startTime":623.81,"endTime":627.23,"body":"call 10s of 1000s of times,"},{"speaker":"Brian Kramer","startTime":623.81,"endTime":627.23,"body":"whatever, bro, I'll call you"},{"speaker":"Brian Kramer","startTime":627.23,"endTime":630.2,"body":"back when I can call you back. I"},{"speaker":"Brian Kramer","startTime":627.23,"endTime":630.2,"body":"don't know, you know, I've got"},{"speaker":"Brian Kramer","startTime":630.2,"endTime":634.01,"body":"to, you know, on this side of"},{"speaker":"Brian Kramer","startTime":630.2,"endTime":634.01,"body":"schedule, it's really rigorous,"},{"speaker":"Brian Kramer","startTime":634.01,"endTime":637.07,"body":"a lot more structured than"},{"speaker":"Brian Kramer","startTime":634.01,"endTime":637.07,"body":"anything I've ever done. So"},{"speaker":"Brian Kramer","startTime":637.07,"endTime":640.31,"body":"there's everything's planned out"},{"speaker":"Brian Kramer","startTime":637.07,"endTime":640.31,"body":"to the minute. And that doesn't"},{"speaker":"Brian Kramer","startTime":640.31,"endTime":642.98,"body":"work. Right. So I never sat"},{"speaker":"Brian Kramer","startTime":640.31,"endTime":642.98,"body":"there and looked at it from that"},{"speaker":"Brian Kramer","startTime":642.98,"endTime":645.98,"body":"lens. Man, these guys, I've just"},{"speaker":"Brian Kramer","startTime":642.98,"endTime":645.98,"body":"figured they were like, you"},{"speaker":"Brian Kramer","startTime":645.98,"endTime":648.38,"body":"know, some of us on a slow day,"},{"speaker":"Brian Kramer","startTime":645.98,"endTime":648.38,"body":"they're just sitting around who"},{"speaker":"Brian Kramer","startTime":648.38,"endTime":651.14,"body":"am I gonna call you know what"},{"speaker":"Brian Kramer","startTime":648.38,"endTime":651.14,"body":"I'm gonna call I'm gonna call"},{"speaker":"Brian Kramer","startTime":651.41,"endTime":653.96,"body":"Germain Toyota. Just let's,"},{"speaker":"Brian Kramer","startTime":651.41,"endTime":653.96,"body":"let's see what they're doing."},{"speaker":"Brian Kramer","startTime":654.29,"endTime":658.13,"body":"You know, like, like, some save"},{"speaker":"Brian Kramer","startTime":654.29,"endTime":658.13,"body":"a deal training or something."},{"speaker":"Brian Kramer","startTime":658.13,"endTime":663.5,"body":"And it's not like that, you"},{"speaker":"Brian Kramer","startTime":658.13,"endTime":663.5,"body":"know? And then on the other end,"},{"speaker":"Brian Kramer","startTime":663.5,"endTime":666.8,"body":"I'm like, you know, it's the"},{"speaker":"Brian Kramer","startTime":663.5,"endTime":666.8,"body":"last day of the month. Do you"},{"speaker":"Brian Kramer","startTime":666.8,"endTime":668.84,"body":"even know anything about the car"},{"speaker":"Brian Kramer","startTime":666.8,"endTime":668.84,"body":"business last day of the month?"},{"speaker":"Brian Kramer","startTime":669.14,"endTime":673.19,"body":"It was like, you know, because"},{"speaker":"Brian Kramer","startTime":669.14,"endTime":673.19,"body":"most people outside of retail"},{"speaker":"Brian Kramer","startTime":673.19,"endTime":675.65,"body":"don't know that. You know, even"},{"speaker":"Brian Kramer","startTime":673.19,"endTime":675.65,"body":"my extended family didn't know"},{"speaker":"Brian Kramer","startTime":675.65,"endTime":677.57,"body":"that for a long time. I would"},{"speaker":"Brian Kramer","startTime":675.65,"endTime":677.57,"body":"get really offended when they"},{"speaker":"Brian Kramer","startTime":677.57,"endTime":681.08,"body":"would ask I'm coming over for"},{"speaker":"Brian Kramer","startTime":677.57,"endTime":681.08,"body":"around the holidays. Are you"},{"speaker":"Brian Kramer","startTime":681.08,"endTime":686.51,"body":"kidding me? It's December to"},{"speaker":"Brian Kramer","startTime":681.08,"endTime":686.51,"body":"Remember. That's half my income."},{"speaker":"Brian Kramer","startTime":686.78,"endTime":688.67,"body":"Why would I come over to your"},{"speaker":"Brian Kramer","startTime":686.78,"endTime":688.67,"body":"house?"},{"speaker":"Paul Daly","startTime":690.17,"endTime":691.64,"body":"To do all these?"},{"speaker":"Paul Daly","startTime":690.17,"endTime":691.64,"body":"Knock?"},{"speaker":"Brian Kramer","startTime":691.67,"endTime":695.63,"body":"Are you ding the"},{"speaker":"Brian Kramer","startTime":691.67,"endTime":695.63,"body":"dong bell the bell, baby, this"},{"speaker":"Brian Kramer","startTime":695.63,"endTime":698.0,"body":"is the this is the time I think"},{"speaker":"Brian Kramer","startTime":695.63,"endTime":698.0,"body":"I'm gonna sit there. I'll come"},{"speaker":"Brian Kramer","startTime":698.0,"endTime":698.96,"body":"to you in January. We"},{"speaker":"Michael Cirillo","startTime":699.09,"endTime":699.9,"body":"can open the"},{"speaker":"Michael Cirillo","startTime":699.09,"endTime":699.9,"body":"mail."},{"speaker":"Paul Daly","startTime":700.77,"endTime":702.45,"body":"They look at each"},{"speaker":"Paul Daly","startTime":700.77,"endTime":702.45,"body":"other and they just shake their"},{"speaker":"Brian Kramer","startTime":702.0,"endTime":706.74,"body":"Right? I told my"},{"speaker":"Brian Kramer","startTime":702.0,"endTime":706.74,"body":"wife Stephanie. She was yes. You"},{"speaker":"Brian Kramer","startTime":702.45,"endTime":702.78,"body":"head."},{"speaker":"Brian Kramer","startTime":706.92,"endTime":709.71,"body":"probably already thought you"},{"speaker":"Brian Kramer","startTime":706.92,"endTime":709.71,"body":"were like a prick for so long."},{"speaker":"Brian Kramer","startTime":709.71,"endTime":712.02,"body":"Yeah, that's what they that"},{"speaker":"Brian Kramer","startTime":709.71,"endTime":712.02,"body":"you're looking at it the right"},{"speaker":"Brian Kramer","startTime":712.02,"endTime":716.28,"body":"way, Brian? And I'm like, wow, I"},{"speaker":"Brian Kramer","startTime":712.02,"endTime":716.28,"body":"never knew any other way."},{"speaker":"Brian Kramer","startTime":716.31,"endTime":719.22,"body":"Because it's since I was 16 17"},{"speaker":"Brian Kramer","startTime":716.31,"endTime":719.22,"body":"years old. I'm working washing"},{"speaker":"Brian Kramer","startTime":719.22,"endTime":722.79,"body":"cars and stuff. So I've never"},{"speaker":"Brian Kramer","startTime":719.22,"endTime":722.79,"body":"really experienced anything else"},{"speaker":"Brian Kramer","startTime":722.79,"endTime":728.43,"body":"besides automotive retail and"},{"speaker":"Brian Kramer","startTime":722.79,"endTime":728.43,"body":"the rawness of it right? And"},{"speaker":"Brian Kramer","startTime":728.43,"endTime":730.8,"body":"then looked at it, you know,"},{"speaker":"Brian Kramer","startTime":728.43,"endTime":730.8,"body":"like, I call it like a civilian,"},{"speaker":"Brian Kramer","startTime":730.95,"endTime":734.49,"body":"I guess what I am now. So you"},{"speaker":"Brian Kramer","startTime":730.95,"endTime":734.49,"body":"know, the civilian life weekends"},{"speaker":"Brian Kramer","startTime":734.49,"endTime":734.94,"body":"off?"},{"speaker":"Paul Daly","startTime":735.17,"endTime":737.57,"body":"Isn't that"},{"speaker":"Paul Daly","startTime":735.17,"endTime":737.57,"body":"interesting way to talk civilian"},{"speaker":"Paul Daly","startTime":737.57,"endTime":740.03,"body":"life? Right. I think that's what"},{"speaker":"Paul Daly","startTime":737.57,"endTime":740.03,"body":"we're going to title this"},{"speaker":"Paul Daly","startTime":740.03,"endTime":744.89,"body":"episode civilian life with Brian"},{"speaker":"Paul Daly","startTime":740.03,"endTime":744.89,"body":"Kramer. But let me ask you this."},{"speaker":"Michael Cirillo","startTime":744.959,"endTime":746.339,"body":"Brian, let me"},{"speaker":"Michael Cirillo","startTime":744.959,"endTime":746.339,"body":"ask you this. I mean, we were"},{"speaker":"Michael Cirillo","startTime":746.339,"endTime":749.819,"body":"on. It was one of our other"},{"speaker":"Michael Cirillo","startTime":746.339,"endTime":749.819,"body":"podcasts. I think, Kyle, you"},{"speaker":"Michael Cirillo","startTime":749.819,"endTime":754.619,"body":"brought this up where you were"},{"speaker":"Michael Cirillo","startTime":749.819,"endTime":754.619,"body":"like, you know, vendors need to"},{"speaker":"Michael Cirillo","startTime":754.619,"endTime":758.729,"body":"stop with the kind of word"},{"speaker":"Michael Cirillo","startTime":754.619,"endTime":758.729,"body":"tracks of like, oh, dealers just"},{"speaker":"Michael Cirillo","startTime":758.729,"endTime":763.889,"body":"need to do this. Now that you've"},{"speaker":"Michael Cirillo","startTime":758.729,"endTime":763.889,"body":"experienced both sides, now that"},{"speaker":"Michael Cirillo","startTime":763.889,"endTime":767.879,"body":"you're on the other side, this"},{"speaker":"Michael Cirillo","startTime":763.889,"endTime":767.879,"body":"is like this. This is like, I"},{"speaker":"Michael Cirillo","startTime":767.879,"endTime":771.749,"body":"feel like we're interviewing"},{"speaker":"Michael Cirillo","startTime":767.879,"endTime":771.749,"body":"Anakin as he's about to become."},{"speaker":"Brian Kramer","startTime":774.69,"endTime":778.29,"body":"Like, you still"},{"speaker":"Brian Kramer","startTime":774.69,"endTime":778.29,"body":"gotta grace. I got a few months"},{"speaker":"Brian Kramer","startTime":778.29,"endTime":779.25,"body":"of street cred left."},{"speaker":"Kyle Mountsier","startTime":779.76,"endTime":781.41,"body":"Right? So I'm"},{"speaker":"Kyle Mountsier","startTime":779.76,"endTime":781.41,"body":"telling you,"},{"speaker":"Paul Daly","startTime":782.82,"endTime":785.43,"body":"parachutes really"},{"speaker":"Paul Daly","startTime":782.82,"endTime":785.43,"body":"quickly, three months"},{"speaker":"Kyle Mountsier","startTime":785.43,"endTime":788.52,"body":"and 23 days, and"},{"speaker":"Kyle Mountsier","startTime":785.43,"endTime":788.52,"body":"when you get to the 24th day, it"},{"speaker":"Kyle Mountsier","startTime":788.52,"endTime":791.07,"body":"rolls over your now event,"},{"speaker":"Kyle Mountsier","startTime":788.52,"endTime":791.07,"body":"you're done. Right? Yeah."},{"speaker":"Brian Kramer","startTime":791.67,"endTime":793.02,"body":"That might have"},{"speaker":"Brian Kramer","startTime":791.67,"endTime":793.02,"body":"worked back then. But that"},{"speaker":"Brian Kramer","startTime":793.02,"endTime":794.19,"body":"doesn't work here now."},{"speaker":"Michael Cirillo","startTime":794.61,"endTime":798.93,"body":"So let me ask"},{"speaker":"Michael Cirillo","startTime":794.61,"endTime":798.93,"body":"you this as as a vendor now, how"},{"speaker":"Michael Cirillo","startTime":798.93,"endTime":801.93,"body":"does your How do you think the"},{"speaker":"Michael Cirillo","startTime":798.93,"endTime":801.93,"body":"narrative needs to shift? What"},{"speaker":"Michael Cirillo","startTime":801.93,"endTime":805.08,"body":"kind of conversations should we"},{"speaker":"Michael Cirillo","startTime":801.93,"endTime":805.08,"body":"be having? What what's your"},{"speaker":"Michael Cirillo","startTime":805.08,"endTime":807.96,"body":"approach going to look like to"},{"speaker":"Michael Cirillo","startTime":805.08,"endTime":807.96,"body":"dealer? Is it any different? Is"},{"speaker":"Michael Cirillo","startTime":807.96,"endTime":812.73,"body":"it? Is it? I mean, is it more"},{"speaker":"Michael Cirillo","startTime":807.96,"endTime":812.73,"body":"collaborative? Is it like, how"},{"speaker":"Michael Cirillo","startTime":812.73,"endTime":817.35,"body":"do you approach that? Let's have"},{"speaker":"Michael Cirillo","startTime":812.73,"endTime":817.35,"body":"a question. So"},{"speaker":"Kyle Mountsier","startTime":819.03,"endTime":822.66,"body":"I can be with"},{"speaker":"Kyle Mountsier","startTime":819.03,"endTime":822.66,"body":"you, Michael. So yes, I'm known"},{"speaker":"Kyle Mountsier","startTime":822.66,"endTime":825.39,"body":"in 70 countries. Like, here's"},{"speaker":"Kyle Mountsier","startTime":822.66,"endTime":825.39,"body":"my,"},{"speaker":"Brian Kramer","startTime":825.0,"endTime":831.03,"body":"here's your heart."},{"speaker":"Brian Kramer","startTime":825.0,"endTime":831.03,"body":"I'm going to show it to you. So"},{"speaker":"Brian Kramer","startTime":831.06,"endTime":834.48,"body":"I think that everybody on both"},{"speaker":"Brian Kramer","startTime":831.06,"endTime":834.48,"body":"sides needs to get a lot more I"},{"speaker":"Brian Kramer","startTime":834.48,"endTime":836.76,"body":"was actually just talking to"},{"speaker":"Brian Kramer","startTime":834.48,"endTime":836.76,"body":"Peter Cooper about this earlier."},{"speaker":"Brian Kramer","startTime":837.3,"endTime":840.12,"body":"These to get more sincere,"},{"speaker":"Brian Kramer","startTime":837.3,"endTime":840.12,"body":"genuine and authentic across the"},{"speaker":"Brian Kramer","startTime":840.12,"endTime":844.2,"body":"board, not trying to, as I call"},{"speaker":"Brian Kramer","startTime":840.12,"endTime":844.2,"body":"it, pitch slapping people. And"},{"speaker":"Brian Kramer","startTime":844.2,"endTime":846.0,"body":"just oh, hey, by the way, I got"},{"speaker":"Brian Kramer","startTime":844.2,"endTime":846.0,"body":"this other widget, and I got"},{"speaker":"Brian Kramer","startTime":846.0,"endTime":849.63,"body":"this other thing I want to sell"},{"speaker":"Brian Kramer","startTime":846.0,"endTime":849.63,"body":"you and you haven't resolved the"},{"speaker":"Brian Kramer","startTime":853.29,"endTime":862.05,"body":"exact same thing pitch slapping."},{"speaker":"Brian Kramer","startTime":853.29,"endTime":862.05,"body":"And just right, and, oh, here's"},{"speaker":"Brian Kramer","startTime":862.05,"endTime":864.39,"body":"another pitch, but you haven't"},{"speaker":"Brian Kramer","startTime":862.05,"endTime":864.39,"body":"fixed my other issue. You"},{"speaker":"Brian Kramer","startTime":864.39,"endTime":866.82,"body":"haven't fixed. I thought you"},{"speaker":"Brian Kramer","startTime":864.39,"endTime":866.82,"body":"were gonna get the website"},{"speaker":"Brian Kramer","startTime":866.82,"endTime":870.42,"body":"fixed? Well, no, I've got this"},{"speaker":"Brian Kramer","startTime":866.82,"endTime":870.42,"body":"other product I haven't told you"},{"speaker":"Brian Kramer","startTime":870.42,"endTime":873.33,"body":"about yet. And we need to, you"},{"speaker":"Brian Kramer","startTime":870.42,"endTime":873.33,"body":"know, talk about that. So not"},{"speaker":"Brian Kramer","startTime":873.33,"endTime":875.85,"body":"that everybody's doing that."},{"speaker":"Brian Kramer","startTime":873.33,"endTime":875.85,"body":"That's an extreme example,"},{"speaker":"Brian Kramer","startTime":875.85,"endTime":879.81,"body":"whatever, but no more pitch"},{"speaker":"Brian Kramer","startTime":875.85,"endTime":879.81,"body":"slapping. And then, which we"},{"speaker":"Brian Kramer","startTime":879.81,"endTime":884.16,"body":"were just talking about earlier."},{"speaker":"Brian Kramer","startTime":879.81,"endTime":884.16,"body":"Really being sincere about you"},{"speaker":"Brian Kramer","startTime":884.16,"endTime":887.91,"body":"know, even though dealers might"},{"speaker":"Brian Kramer","startTime":884.16,"endTime":887.91,"body":"want more leads, I wanted more"},{"speaker":"Brian Kramer","startTime":887.91,"endTime":891.81,"body":"leads, more leads no differently"},{"speaker":"Brian Kramer","startTime":887.91,"endTime":891.81,"body":"than a doctor over prescribing"},{"speaker":"Brian Kramer","startTime":891.81,"endTime":895.44,"body":"medication to somebody. There's"},{"speaker":"Brian Kramer","startTime":891.81,"endTime":895.44,"body":"a responsibility that we have to"},{"speaker":"Brian Kramer","startTime":895.44,"endTime":899.46,"body":"not over prescribe leads and not"},{"speaker":"Brian Kramer","startTime":895.44,"endTime":899.46,"body":"over prescribe all this other"},{"speaker":"Brian Kramer","startTime":899.46,"endTime":902.25,"body":"stuff. You want more here? I'll"},{"speaker":"Brian Kramer","startTime":899.46,"endTime":902.25,"body":"give you some more reading."},{"speaker":"Brian Kramer","startTime":902.25,"endTime":906.87,"body":"They're ODN. And they're fishing"},{"speaker":"Brian Kramer","startTime":902.25,"endTime":906.87,"body":"out and on leads. How do I get"},{"speaker":"Brian Kramer","startTime":906.87,"endTime":911.76,"body":"it up year over year? Right? And"},{"speaker":"Brian Kramer","startTime":906.87,"endTime":911.76,"body":"now, instead of that, how about"},{"speaker":"Brian Kramer","startTime":911.76,"endTime":916.2,"body":"we figure out what's the best"},{"speaker":"Brian Kramer","startTime":911.76,"endTime":916.2,"body":"use of your people's time is 68."},{"speaker":"Brian Kramer","startTime":916.23,"endTime":918.87,"body":"Email only leads with no cell"},{"speaker":"Brian Kramer","startTime":916.23,"endTime":918.87,"body":"phone number. And trust me, I've"},{"speaker":"Brian Kramer","startTime":918.87,"endTime":921.96,"body":"been the guy standing back in"},{"speaker":"Brian Kramer","startTime":918.87,"endTime":921.96,"body":"the same video meeting, I don't"},{"speaker":"Brian Kramer","startTime":921.96,"endTime":925.41,"body":"care. You get on that phone,"},{"speaker":"Brian Kramer","startTime":921.96,"endTime":925.41,"body":"don't get weak on me. Don't get"},{"speaker":"Brian Kramer","startTime":925.41,"endTime":928.89,"body":"weak. If you can't handle it. No"},{"speaker":"Brian Kramer","startTime":925.41,"endTime":928.89,"body":"handed over here. Just take"},{"speaker":"Brian Kramer","startTime":928.89,"endTime":931.95,"body":"this, email them and say I got"},{"speaker":"Brian Kramer","startTime":928.89,"endTime":931.95,"body":"this number for your trade."},{"speaker":"Brian Kramer","startTime":931.95,"endTime":934.62,"body":"What's the best number to text"},{"speaker":"Brian Kramer","startTime":931.95,"endTime":934.62,"body":"it to your for? Okay, right."},{"speaker":"Brian Kramer","startTime":934.65,"endTime":937.44,"body":"Everybody's sitting back there."},{"speaker":"Brian Kramer","startTime":934.65,"endTime":937.44,"body":"Like, I'm like to do you only"},{"speaker":"Brian Kramer","startTime":937.44,"endTime":940.05,"body":"got 28 more, come on, let's go."},{"speaker":"Brian Kramer","startTime":937.44,"endTime":940.05,"body":"Come on, then we're going to"},{"speaker":"Brian Kramer","startTime":940.05,"endTime":940.68,"body":"make the calls."},{"speaker":"Paul Daly","startTime":941.37,"endTime":943.95,"body":"And Glengary Glenn"},{"speaker":"Paul Daly","startTime":941.37,"endTime":943.95,"body":"Ross is going through my head."},{"speaker":"Paul Daly","startTime":944.49,"endTime":945.51,"body":"And they're like, No more."},{"speaker":"Brian Kramer","startTime":945.84,"endTime":948.12,"body":"No weak, no more"},{"speaker":"Brian Kramer","startTime":945.84,"endTime":948.12,"body":"email leads, I don't I don't"},{"speaker":"Brian Kramer","startTime":948.12,"endTime":950.01,"body":"want to I don't want to be in"},{"speaker":"Brian Kramer","startTime":948.12,"endTime":950.01,"body":"the internet department anymore."},{"speaker":"Brian Kramer","startTime":950.28,"endTime":954.33,"body":"I don't want to you what you"},{"speaker":"Brian Kramer","startTime":950.28,"endTime":954.33,"body":"think it's just that easy. You"},{"speaker":"Brian Kramer","startTime":954.33,"endTime":959.01,"body":"can just leave you can leave."},{"speaker":"Brian Kramer","startTime":954.33,"endTime":959.01,"body":"Like a mafia, you sit back down."},{"speaker":"Brian Kramer","startTime":959.97,"endTime":962.43,"body":"This is going to be looked at on"},{"speaker":"Brian Kramer","startTime":959.97,"endTime":962.43,"body":"a movie, you know, you'll be"},{"speaker":"Brian Kramer","startTime":962.43,"endTime":965.28,"body":"dead to the family. If you do"},{"speaker":"Brian Kramer","startTime":962.43,"endTime":965.28,"body":"this. Don't give up on us. Just"},{"speaker":"Brian Kramer","startTime":965.28,"endTime":967.11,"body":"because you give up on yourself."},{"speaker":"Brian Kramer","startTime":965.28,"endTime":967.11,"body":"I'm not giving up on you pick up"},{"speaker":"Brian Kramer","startTime":967.11,"endTime":968.4,"body":"the damn phone. And,"},{"speaker":"Michael Cirillo","startTime":969.54,"endTime":973.29,"body":"and put your"},{"speaker":"Michael Cirillo","startTime":969.54,"endTime":973.29,"body":"name on it."},{"speaker":"Brian Kramer","startTime":974.43,"endTime":977.1,"body":"So instead of"},{"speaker":"Brian Kramer","startTime":974.43,"endTime":977.1,"body":"trying to sell everybody on why"},{"speaker":"Brian Kramer","startTime":977.1,"endTime":980.16,"body":"those leads, you know, Hey, it's"},{"speaker":"Brian Kramer","startTime":977.1,"endTime":980.16,"body":"2%. But guess what, it's still"},{"speaker":"Brian Kramer","startTime":980.16,"endTime":981.9,"body":"some extra deals you wouldn't"},{"speaker":"Brian Kramer","startTime":980.16,"endTime":981.9,"body":"have had it's incremental"},{"speaker":"Brian Kramer","startTime":981.9,"endTime":985.11,"body":"business. It's a waste of time"},{"speaker":"Brian Kramer","startTime":981.9,"endTime":985.11,"body":"is what it is for your people"},{"speaker":"Brian Kramer","startTime":985.11,"endTime":987.0,"body":"that they can't be contacting"},{"speaker":"Brian Kramer","startTime":985.11,"endTime":987.0,"body":"somebody else that they do at"},{"speaker":"Brian Kramer","startTime":987.0,"endTime":989.58,"body":"the contact information on. So"},{"speaker":"Brian Kramer","startTime":987.0,"endTime":989.58,"body":"it all gets diluted"},{"speaker":"Paul Daly","startTime":989.64,"endTime":994.17,"body":"and emotionally burns"},{"speaker":"Paul Daly","startTime":989.64,"endTime":994.17,"body":"them out. Yes. Lead fatigue"},{"speaker":"Michael Cirillo","startTime":994.92,"endTime":996.45,"body":"problem. I"},{"speaker":"Michael Cirillo","startTime":994.92,"endTime":996.45,"body":"mean, but like, here's the"},{"speaker":"Michael Cirillo","startTime":996.45,"endTime":999.99,"body":"thing. We're talking about a"},{"speaker":"Michael Cirillo","startTime":996.45,"endTime":999.99,"body":"huge culture shift here. This is"},{"speaker":"Michael Cirillo","startTime":999.99,"endTime":1003.98,"body":"like when you get married. And"},{"speaker":"Michael Cirillo","startTime":999.99,"endTime":1003.98,"body":"on your honeymoon. You and your"},{"speaker":"Michael Cirillo","startTime":1003.98,"endTime":1008.24,"body":"spouse are are making breakfast"},{"speaker":"Michael Cirillo","startTime":1003.98,"endTime":1008.24,"body":"together and you realize, why"},{"speaker":"Michael Cirillo","startTime":1008.24,"endTime":1015.47,"body":"does she flip her eggs that way?"},{"speaker":"Michael Cirillo","startTime":1008.24,"endTime":1015.47,"body":"Everything's weird. Sexy,"},{"speaker":"Michael Cirillo","startTime":1015.47,"endTime":1018.83,"body":"married a weird egg flipper."},{"speaker":"Michael Cirillo","startTime":1015.47,"endTime":1018.83,"body":"They've been she's been flipping"},{"speaker":"Michael Cirillo","startTime":1018.83,"endTime":1022.28,"body":"her eggs like this. That sounds"},{"speaker":"Michael Cirillo","startTime":1018.83,"endTime":1022.28,"body":"weird. All this talk about B and"},{"speaker":"Michael Cirillo","startTime":1022.28,"endTime":1028.55,"body":"eggs. And all right. How do we"},{"speaker":"Michael Cirillo","startTime":1022.28,"endTime":1028.55,"body":"because it's one thing for three"},{"speaker":"Michael Cirillo","startTime":1028.55,"endTime":1032.45,"body":"bearded dudes and clean cut guy"},{"speaker":"Michael Cirillo","startTime":1028.55,"endTime":1032.45,"body":"with hair to be like, Yeah,"},{"speaker":"Michael Cirillo","startTime":1032.45,"endTime":1037.82,"body":"well, you know, just get used to"},{"speaker":"Michael Cirillo","startTime":1032.45,"endTime":1037.82,"body":"part time."},{"speaker":"Brian Kramer","startTime":1037.0,"endTime":1040.69,"body":"And all that other"},{"speaker":"Brian Kramer","startTime":1037.0,"endTime":1040.69,"body":"stuff. That's kind of what's"},{"speaker":"Brian Kramer","startTime":1040.69,"endTime":1044.41,"body":"happening. After you know"},{"speaker":"Brian Kramer","startTime":1040.69,"endTime":1044.41,"body":"everybody my mentor has done"},{"speaker":"Brian Kramer","startTime":1044.41,"endTime":1046.84,"body":"because Brian, just remember"},{"speaker":"Brian Kramer","startTime":1044.41,"endTime":1046.84,"body":"that everybody on an interview,"},{"speaker":"Brian Kramer","startTime":1046.87,"endTime":1048.73,"body":"like, it's very much like your"},{"speaker":"Brian Kramer","startTime":1046.87,"endTime":1048.73,"body":"honeymoon. Everybody looks sexy"},{"speaker":"Brian Kramer","startTime":1048.73,"endTime":1051.25,"body":"in the honeymoon. But then when"},{"speaker":"Brian Kramer","startTime":1048.73,"endTime":1051.25,"body":"you after the honeymoon, you"},{"speaker":"Brian Kramer","startTime":1051.25,"endTime":1054.7,"body":"know, three days later, you're"},{"speaker":"Brian Kramer","startTime":1051.25,"endTime":1054.7,"body":"like, Okay, we gotta live"},{"speaker":"Brian Kramer","startTime":1054.7,"endTime":1057.34,"body":"together. Now they move my"},{"speaker":"Brian Kramer","startTime":1054.7,"endTime":1057.34,"body":"stuff. And now this and whoa,"},{"speaker":"Brian Kramer","startTime":1057.34,"endTime":1060.28,"body":"why are you picking up that much"},{"speaker":"Brian Kramer","startTime":1057.34,"endTime":1060.28,"body":"of the sink and all these things"},{"speaker":"Kyle Mountsier","startTime":1061.23,"endTime":1062.79,"body":"back to the you"},{"speaker":"Kyle Mountsier","startTime":1061.23,"endTime":1062.79,"body":"got to take care of the leads"},{"speaker":"Kyle Mountsier","startTime":1062.79,"endTime":1066.06,"body":"the same way back to the leads."},{"speaker":"Kyle Mountsier","startTime":1062.79,"endTime":1066.06,"body":"Okay, so listen, it's employee"},{"speaker":"Kyle Mountsier","startTime":1066.06,"endTime":1069.63,"body":"fatigue, lead fatigue, we get"},{"speaker":"Kyle Mountsier","startTime":1066.06,"endTime":1069.63,"body":"into this place where maybe we"},{"speaker":"Kyle Mountsier","startTime":1069.63,"endTime":1073.05,"body":"look at a lead source, I don't"},{"speaker":"Kyle Mountsier","startTime":1069.63,"endTime":1073.05,"body":"care if it's Cars.com or Gurus"},{"speaker":"Kyle Mountsier","startTime":1073.05,"endTime":1075.63,"body":"or Auto Trader or Facebook or"},{"speaker":"Kyle Mountsier","startTime":1073.05,"endTime":1075.63,"body":"your website or anything like"},{"speaker":"Kyle Mountsier","startTime":1075.63,"endTime":1078.24,"body":"that. If there's lead fatigue,"},{"speaker":"Kyle Mountsier","startTime":1075.63,"endTime":1078.24,"body":"you know, they're not getting"},{"speaker":"Kyle Mountsier","startTime":1078.24,"endTime":1081.48,"body":"cared for. So what happens is,"},{"speaker":"Kyle Mountsier","startTime":1078.24,"endTime":1081.48,"body":"you start to see it go from 8%"},{"speaker":"Kyle Mountsier","startTime":1081.87,"endTime":1086.46,"body":"to 6% to 4%, net delivery ratio."},{"speaker":"Kyle Mountsier","startTime":1081.87,"endTime":1086.46,"body":"And then what happens is, is you"},{"speaker":"Kyle Mountsier","startTime":1086.46,"endTime":1090.69,"body":"go get cancelled as as a as an"},{"speaker":"Kyle Mountsier","startTime":1086.46,"endTime":1090.69,"body":"as a vendor, right? Because the"},{"speaker":"Kyle Mountsier","startTime":1090.69,"endTime":1093.87,"body":"BDC can't handle it? Well, it's"},{"speaker":"Kyle Mountsier","startTime":1090.69,"endTime":1093.87,"body":"not that it's not that there's"},{"speaker":"Kyle Mountsier","startTime":1093.87,"endTime":1096.06,"body":"not good people on the other"},{"speaker":"Kyle Mountsier","startTime":1093.87,"endTime":1096.06,"body":"side of it. It's that there's"},{"speaker":"Kyle Mountsier","startTime":1096.06,"endTime":1098.7,"body":"lead fatigue, because of the"},{"speaker":"Kyle Mountsier","startTime":1096.06,"endTime":1098.7,"body":"volume of stuff that's not"},{"speaker":"Kyle Mountsier","startTime":1098.7,"endTime":1101.22,"body":"working. Here's what's crazy, is"},{"speaker":"Kyle Mountsier","startTime":1098.7,"endTime":1101.22,"body":"I think, you know, Paul and I"},{"speaker":"Kyle Mountsier","startTime":1101.22,"endTime":1102.63,"body":"have been talking about this,"},{"speaker":"Kyle Mountsier","startTime":1101.22,"endTime":1102.63,"body":"that we're really trying to"},{"speaker":"Kyle Mountsier","startTime":1102.63,"endTime":1106.47,"body":"solve for the customer"},{"speaker":"Kyle Mountsier","startTime":1102.63,"endTime":1106.47,"body":"experience. And, you know, one"},{"speaker":"Kyle Mountsier","startTime":1106.47,"endTime":1109.32,"body":"of the things that I did a while"},{"speaker":"Kyle Mountsier","startTime":1106.47,"endTime":1109.32,"body":"back, and I'm just gonna give"},{"speaker":"Kyle Mountsier","startTime":1109.32,"endTime":1111.57,"body":"you this, I'm gonna just like"},{"speaker":"Kyle Mountsier","startTime":1109.32,"endTime":1111.57,"body":"toss this in your hand now that"},{"speaker":"Kyle Mountsier","startTime":1111.57,"endTime":1114.96,"body":"your Cars.com employee, and I've"},{"speaker":"Kyle Mountsier","startTime":1111.57,"endTime":1114.96,"body":"told everyone there is I went"},{"speaker":"Kyle Mountsier","startTime":1114.96,"endTime":1118.14,"body":"and I saw I wanted to figure out"},{"speaker":"Kyle Mountsier","startTime":1114.96,"endTime":1118.14,"body":"how many leads I could submit on"},{"speaker":"Kyle Mountsier","startTime":1118.14,"endTime":1122.76,"body":"Cars.com, Autotrader and"},{"speaker":"Kyle Mountsier","startTime":1118.14,"endTime":1122.76,"body":"CarGurus. In one minute, in one"},{"speaker":"Kyle Mountsier","startTime":1122.76,"endTime":1126.54,"body":"minute. Every single site, I"},{"speaker":"Kyle Mountsier","startTime":1122.76,"endTime":1126.54,"body":"could submit 13 leads in one"},{"speaker":"Kyle Mountsier","startTime":1126.54,"endTime":1130.59,"body":"minute. So you better believe"},{"speaker":"Kyle Mountsier","startTime":1126.54,"endTime":1130.59,"body":"that customers are doing that,"},{"speaker":"Kyle Mountsier","startTime":1130.59,"endTime":1134.46,"body":"which means now they're getting,"},{"speaker":"Kyle Mountsier","startTime":1130.59,"endTime":1134.46,"body":"let's see, if all 13 dealerships"},{"speaker":"Kyle Mountsier","startTime":1134.46,"endTime":1137.79,"body":"are doing it close to correct."},{"speaker":"Kyle Mountsier","startTime":1134.46,"endTime":1137.79,"body":"They're getting somewhere in the"},{"speaker":"Kyle Mountsier","startTime":1137.79,"endTime":1140.67,"body":"neighborhood of 39"},{"speaker":"Kyle Mountsier","startTime":1137.79,"endTime":1140.67,"body":"communications in the next hour."},{"speaker":"Brian Kramer","startTime":1141.42,"endTime":1142.38,"body":"auto responders."},{"speaker":"Kyle Mountsier","startTime":1143.85,"endTime":1147.54,"body":"Right, email,"},{"speaker":"Kyle Mountsier","startTime":1143.85,"endTime":1147.54,"body":"text, call, call. There it is."},{"speaker":"Kyle Mountsier","startTime":1147.87,"endTime":1151.62,"body":"So and then you also lose"},{"speaker":"Kyle Mountsier","startTime":1147.87,"endTime":1151.62,"body":"customer experience, right?"},{"speaker":"Brian Kramer","startTime":1152.04,"endTime":1153.45,"body":"And you're"},{"speaker":"Brian Kramer","startTime":1152.04,"endTime":1153.45,"body":"treating customers that are"},{"speaker":"Brian Kramer","startTime":1153.45,"endTime":1157.59,"body":"buyers, like ones that might"},{"speaker":"Brian Kramer","startTime":1153.45,"endTime":1157.59,"body":"just be some nameless, faceless"},{"speaker":"Brian Kramer","startTime":1157.59,"endTime":1160.98,"body":"entity. I'll tell you another"},{"speaker":"Brian Kramer","startTime":1157.59,"endTime":1160.98,"body":"thing that was just remembered"},{"speaker":"Brian Kramer","startTime":1161.01,"endTime":1163.62,"body":"that was earth shattering. So"},{"speaker":"Brian Kramer","startTime":1161.01,"endTime":1163.62,"body":"they're giving this presentation"},{"speaker":"Brian Kramer","startTime":1163.68,"endTime":1167.28,"body":"to the Cars.com team at the"},{"speaker":"Brian Kramer","startTime":1163.68,"endTime":1167.28,"body":"Leadership Conference, which was"},{"speaker":"Brian Kramer","startTime":1167.28,"endTime":1170.94,"body":"amazing. But as they're going"},{"speaker":"Brian Kramer","startTime":1167.28,"endTime":1170.94,"body":"up, I'm watching I'm like, wow,"},{"speaker":"Brian Kramer","startTime":1170.94,"endTime":1173.55,"body":"I didn't realize they do all"},{"speaker":"Brian Kramer","startTime":1170.94,"endTime":1173.55,"body":"this. And all this SEO and SEM"},{"speaker":"Brian Kramer","startTime":1173.55,"endTime":1177.6,"body":"I'm like, wow, this stuff so far"},{"speaker":"Brian Kramer","startTime":1173.55,"endTime":1177.6,"body":"over my head. You know, these"},{"speaker":"Brian Kramer","startTime":1177.6,"endTime":1180.93,"body":"people are literally brilliant."},{"speaker":"Brian Kramer","startTime":1177.6,"endTime":1180.93,"body":"I'm, I was the least educated"},{"speaker":"Brian Kramer","startTime":1180.93,"endTime":1184.89,"body":"person in that room. Period."},{"speaker":"Brian Kramer","startTime":1180.93,"endTime":1184.89,"body":"That's the opinion Just the"},{"speaker":"Brian Kramer","startTime":1184.89,"endTime":1187.98,"body":"fact. And as I'm looking around,"},{"speaker":"Brian Kramer","startTime":1184.89,"endTime":1187.98,"body":"they call on me I'm like, how am"},{"speaker":"Brian Kramer","startTime":1187.98,"endTime":1190.95,"body":"I gonna follow all the stuff"},{"speaker":"Brian Kramer","startTime":1187.98,"endTime":1190.95,"body":"that talking all these acronyms?"},{"speaker":"Brian Kramer","startTime":1190.95,"endTime":1192.84,"body":"I don't even really know half"},{"speaker":"Brian Kramer","startTime":1190.95,"endTime":1192.84,"body":"the stuff they're talking about."},{"speaker":"Brian Kramer","startTime":1193.26,"endTime":1197.43,"body":"And I get up there and I said,"},{"speaker":"Brian Kramer","startTime":1193.26,"endTime":1197.43,"body":"Here's all I can really when I"},{"speaker":"Brian Kramer","startTime":1197.43,"endTime":1200.58,"body":"went completely off track and"},{"speaker":"Brian Kramer","startTime":1197.43,"endTime":1200.58,"body":"off script and I said I don't"},{"speaker":"Brian Kramer","startTime":1200.58,"endTime":1204.72,"body":"know if you realize this or not,"},{"speaker":"Brian Kramer","startTime":1200.58,"endTime":1204.72,"body":"but you, you have your drive"},{"speaker":"Brian Kramer","startTime":1204.75,"endTime":1206.88,"body":"you're doing. I didn't know"},{"speaker":"Brian Kramer","startTime":1204.75,"endTime":1206.88,"body":"you're doing all this to drive"},{"speaker":"Brian Kramer","startTime":1206.88,"endTime":1210.18,"body":"all that traffic and to optimize"},{"speaker":"Brian Kramer","startTime":1206.88,"endTime":1210.18,"body":"all these things. Do you know"},{"speaker":"Brian Kramer","startTime":1210.18,"endTime":1213.27,"body":"what happens when you send you"},{"speaker":"Brian Kramer","startTime":1210.18,"endTime":1213.27,"body":"do all that work and you"},{"speaker":"Brian Kramer","startTime":1213.27,"endTime":1216.69,"body":"optimize everything, and then"},{"speaker":"Brian Kramer","startTime":1213.27,"endTime":1216.69,"body":"that email only lead comes in,"},{"speaker":"Brian Kramer","startTime":1216.87,"endTime":1220.83,"body":"in a group of other, you know,"},{"speaker":"Brian Kramer","startTime":1216.87,"endTime":1220.83,"body":"Mickey Mouse Donald Duck leads."},{"speaker":"Brian Kramer","startTime":1221.16,"endTime":1223.02,"body":"And there could be somebody who"},{"speaker":"Brian Kramer","startTime":1221.16,"endTime":1223.02,"body":"really does want to buy"},{"speaker":"Brian Kramer","startTime":1223.02,"endTime":1225.69,"body":"something, but it's just, you"},{"speaker":"Brian Kramer","startTime":1223.02,"endTime":1225.69,"body":"know, and but also on the other"},{"speaker":"Brian Kramer","startTime":1225.69,"endTime":1227.73,"body":"parts of the website, we make it"},{"speaker":"Brian Kramer","startTime":1225.69,"endTime":1227.73,"body":"optional. You don't have to do"},{"speaker":"Brian Kramer","startTime":1227.73,"endTime":1229.38,"body":"this don't have to do that."},{"speaker":"Brian Kramer","startTime":1227.73,"endTime":1229.38,"body":"Because obviously, that's gonna"},{"speaker":"Brian Kramer","startTime":1229.38,"endTime":1232.53,"body":"affect lead count, right? So, so"},{"speaker":"Brian Kramer","startTime":1229.38,"endTime":1232.53,"body":"when they see that you know what"},{"speaker":"Brian Kramer","startTime":1232.53,"endTime":1235.2,"body":"they do? Everybody just debates,"},{"speaker":"Brian Kramer","startTime":1232.53,"endTime":1235.2,"body":"all the different reasons why"},{"speaker":"Brian Kramer","startTime":1235.2,"endTime":1237.6,"body":"that person's not going to buy a"},{"speaker":"Brian Kramer","startTime":1235.2,"endTime":1237.6,"body":"car, because it wasn't better."},{"speaker":"Brian Kramer","startTime":1238.5,"endTime":1242.01,"body":"Now, conversely, when you"},{"speaker":"Brian Kramer","startTime":1238.5,"endTime":1242.01,"body":"tighten up the radius, and you"},{"speaker":"Brian Kramer","startTime":1242.01,"endTime":1244.17,"body":"do all the things you were just"},{"speaker":"Brian Kramer","startTime":1242.01,"endTime":1244.17,"body":"talking about, Kyle, now all of"},{"speaker":"Brian Kramer","startTime":1244.17,"endTime":1248.34,"body":"a sudden, they're like, these"},{"speaker":"Brian Kramer","startTime":1244.17,"endTime":1248.34,"body":"leads close at 20%. They believe"},{"speaker":"Brian Kramer","startTime":1248.34,"endTime":1251.4,"body":"it's the deal. There is no"},{"speaker":"Brian Kramer","startTime":1248.34,"endTime":1251.4,"body":"differently than pre qualifying"},{"speaker":"Brian Kramer","startTime":1251.4,"endTime":1254.82,"body":"customers, your pre qualifying"},{"speaker":"Brian Kramer","startTime":1251.4,"endTime":1254.82,"body":"leads, it's the same epidemic"},{"speaker":"Brian Kramer","startTime":1254.82,"endTime":1257.67,"body":"that we used to have at the"},{"speaker":"Brian Kramer","startTime":1254.82,"endTime":1257.67,"body":"curb. But now it's happening"},{"speaker":"Brian Kramer","startTime":1257.67,"endTime":1261.09,"body":"online. So to answer your"},{"speaker":"Brian Kramer","startTime":1257.67,"endTime":1261.09,"body":"question, like that's the one of"},{"speaker":"Brian Kramer","startTime":1261.09,"endTime":1263.31,"body":"the things that needs to change"},{"speaker":"Brian Kramer","startTime":1261.09,"endTime":1263.31,"body":"as an industry and they because"},{"speaker":"Brian Kramer","startTime":1263.31,"endTime":1266.7,"body":"they said Well, hold on a second"},{"speaker":"Brian Kramer","startTime":1263.31,"endTime":1266.7,"body":"that people see the lead count"},{"speaker":"Brian Kramer","startTime":1266.7,"endTime":1270.39,"body":"go down. I agree. But this"},{"speaker":"Brian Kramer","startTime":1266.7,"endTime":1270.39,"body":"that's why nobody's done it yet."},{"speaker":"Brian Kramer","startTime":1270.39,"endTime":1272.85,"body":"Right? Because that's why with"},{"speaker":"Brian Kramer","startTime":1270.39,"endTime":1272.85,"body":"digital retail when I drove over"},{"speaker":"Brian Kramer","startTime":1272.85,"endTime":1277.23,"body":"the printers of my FJ Cruiser"},{"speaker":"Brian Kramer","startTime":1272.85,"endTime":1277.23,"body":"and crushed him with the, you"},{"speaker":"Brian Kramer","startTime":1277.23,"endTime":1278.22,"body":"know, like getting the office."},{"speaker":"Kyle Mountsier","startTime":1279.02,"endTime":1281.54,"body":"He actually did"},{"speaker":"Kyle Mountsier","startTime":1279.02,"endTime":1281.54,"body":"oh, yeah, it's amazing."},{"speaker":"Paul Daly","startTime":1283.25,"endTime":1284.09,"body":"That's amazing."},{"speaker":"Brian Kramer","startTime":1284.27,"endTime":1286.16,"body":"And, and then"},{"speaker":"Brian Kramer","startTime":1284.27,"endTime":1286.16,"body":"texted it to the finance team"},{"speaker":"Brian Kramer","startTime":1286.16,"endTime":1288.35,"body":"and said, Hey, by the way, we're"},{"speaker":"Brian Kramer","startTime":1286.16,"endTime":1288.35,"body":"going"},{"speaker":"Paul Daly","startTime":1288.8,"endTime":1290.12,"body":"for you printers,"},{"speaker":"Brian Kramer","startTime":1290.96,"endTime":1293.75,"body":"you better go"},{"speaker":"Brian Kramer","startTime":1290.96,"endTime":1293.75,"body":"digital, because they're not"},{"speaker":"Brian Kramer","startTime":1293.75,"endTime":1301.52,"body":"there. I traded I traded Pena."},{"speaker":"Brian Kramer","startTime":1293.75,"endTime":1301.52,"body":"But that's what has to happen"},{"speaker":"Brian Kramer","startTime":1301.52,"endTime":1303.44,"body":"with this. And it's gonna hurt"},{"speaker":"Brian Kramer","startTime":1301.52,"endTime":1303.44,"body":"for a minute, because it always"},{"speaker":"Brian Kramer","startTime":1303.44,"endTime":1306.38,"body":"does, right with any type of"},{"speaker":"Brian Kramer","startTime":1303.44,"endTime":1306.38,"body":"transformation. But this is a"},{"speaker":"Brian Kramer","startTime":1307.01,"endTime":1311.36,"body":"self correction, I think that"},{"speaker":"Brian Kramer","startTime":1307.01,"endTime":1311.36,"body":"that's long over, do and, and on"},{"speaker":"Brian Kramer","startTime":1311.36,"endTime":1314.48,"body":"both sides, right? The dealers"},{"speaker":"Brian Kramer","startTime":1311.36,"endTime":1314.48,"body":"also have to when they would get"},{"speaker":"Brian Kramer","startTime":1314.48,"endTime":1318.92,"body":"them in the will buy your car,"},{"speaker":"Brian Kramer","startTime":1314.48,"endTime":1318.92,"body":"we can't like, you know, 90% of"},{"speaker":"Brian Kramer","startTime":1318.92,"endTime":1321.08,"body":"people that I mystery shop, it"},{"speaker":"Brian Kramer","startTime":1318.92,"endTime":1321.08,"body":"comes back and they're trying to"},{"speaker":"Brian Kramer","startTime":1321.08,"endTime":1323.72,"body":"sell me a car when I didn't ask"},{"speaker":"Brian Kramer","startTime":1321.08,"endTime":1323.72,"body":"to buy one. But that's the way"},{"speaker":"Brian Kramer","startTime":1323.72,"endTime":1326.45,"body":"the CRM process works. And it's"},{"speaker":"Brian Kramer","startTime":1323.72,"endTime":1326.45,"body":"all mapped out. And there's no"},{"speaker":"Brian Kramer","startTime":1326.45,"endTime":1329.6,"body":"rule by your current workflow."},{"speaker":"Brian Kramer","startTime":1326.45,"endTime":1329.6,"body":"So they keep on just pitch slap"},{"speaker":"Brian Kramer","startTime":1329.6,"endTime":1332.72,"body":"and race. Right? Hey, wouldn't"},{"speaker":"Brian Kramer","startTime":1329.6,"endTime":1332.72,"body":"you be interested in replacing"},{"speaker":"Brian Kramer","startTime":1332.72,"endTime":1336.5,"body":"it with something not really,"},{"speaker":"Brian Kramer","startTime":1332.72,"endTime":1336.5,"body":"oh, right away and then earn"},{"speaker":"Brian Kramer","startTime":1336.5,"endTime":1339.2,"body":"equipped the salespeople to or"},{"speaker":"Brian Kramer","startTime":1336.5,"endTime":1339.2,"body":"BDC to be able to handle that"},{"speaker":"Brian Kramer","startTime":1339.2,"endTime":1342.14,"body":"objection. So I'll just goes off"},{"speaker":"Brian Kramer","startTime":1339.2,"endTime":1342.14,"body":"the rails, you know, that was,"},{"speaker":"Brian Kramer","startTime":1342.59,"endTime":1345.2,"body":"you know, stroke, not real, it's"},{"speaker":"Brian Kramer","startTime":1342.59,"endTime":1345.2,"body":"not real buyer probably couldn't"},{"speaker":"Brian Kramer","startTime":1345.2,"endTime":1348.71,"body":"even get them approved, market"},{"speaker":"Brian Kramer","startTime":1345.2,"endTime":1348.71,"body":"loss, or market bad, right? It"},{"speaker":"Brian Kramer","startTime":1348.71,"endTime":1351.35,"body":"wouldn't didn't have all the"},{"speaker":"Brian Kramer","startTime":1348.71,"endTime":1351.35,"body":"applicable data and all that"},{"speaker":"Brian Kramer","startTime":1351.35,"endTime":1353.81,"body":"stuff. And then all of a sudden,"},{"speaker":"Brian Kramer","startTime":1351.35,"endTime":1353.81,"body":"somebody puts the heat from the"},{"speaker":"Brian Kramer","startTime":1353.81,"endTime":1356.24,"body":"dealership, hey, when we're"},{"speaker":"Brian Kramer","startTime":1353.81,"endTime":1356.24,"body":"selling the cars, I can tell you"},{"speaker":"Brian Kramer","startTime":1356.24,"endTime":1359.03,"body":"why we're not looking at that"},{"speaker":"Brian Kramer","startTime":1356.24,"endTime":1359.03,"body":"right there at 6% closing ratio."},{"speaker":"Brian Kramer","startTime":1359.78,"endTime":1362.78,"body":"And if anybody is my gift to"},{"speaker":"Brian Kramer","startTime":1359.78,"endTime":1362.78,"body":"everybody on this call, if"},{"speaker":"Brian Kramer","startTime":1362.9,"endTime":1364.97,"body":"anybody wants to know when"},{"speaker":"Brian Kramer","startTime":1362.9,"endTime":1364.97,"body":"somebody's going to cancel a"},{"speaker":"Brian Kramer","startTime":1364.97,"endTime":1368.27,"body":"vendor, here's when they're"},{"speaker":"Brian Kramer","startTime":1364.97,"endTime":1368.27,"body":"going to cancel it, when it"},{"speaker":"Brian Kramer","startTime":1368.27,"endTime":1371.21,"body":"affects their pay plan. So if"},{"speaker":"Brian Kramer","startTime":1368.27,"endTime":1371.21,"body":"you know what the purpose of the"},{"speaker":"Brian Kramer","startTime":1371.33,"endTime":1374.3,"body":"internet sales managers pay plan"},{"speaker":"Brian Kramer","startTime":1371.33,"endTime":1374.3,"body":"is based on 12% 14, whatever it"},{"speaker":"Brian Kramer","startTime":1374.3,"endTime":1378.86,"body":"is, when your your closing ratio"},{"speaker":"Brian Kramer","startTime":1374.3,"endTime":1378.86,"body":"gets below that that's a we're"},{"speaker":"Brian Kramer","startTime":1378.86,"endTime":1382.07,"body":"early warning radar to pump the"},{"speaker":"Brian Kramer","startTime":1378.86,"endTime":1382.07,"body":"brakes and be proactive, which"},{"speaker":"Brian Kramer","startTime":1382.07,"endTime":1384.89,"body":"is what we're going to do. And"},{"speaker":"Brian Kramer","startTime":1382.07,"endTime":1384.89,"body":"we're doing already going out"},{"speaker":"Brian Kramer","startTime":1384.89,"endTime":1387.95,"body":"there and saying, Hey, by the"},{"speaker":"Brian Kramer","startTime":1384.89,"endTime":1387.95,"body":"way, this is you know, notice"},{"speaker":"Brian Kramer","startTime":1387.95,"endTime":1390.05,"body":"that your close ratio is going"},{"speaker":"Brian Kramer","startTime":1387.95,"endTime":1390.05,"body":"down, should we tighten up this"},{"speaker":"Brian Kramer","startTime":1390.05,"endTime":1395.72,"body":"so we change this, you know, the"},{"speaker":"Brian Kramer","startTime":1390.05,"endTime":1395.72,"body":"what we do, right? Wow, just"},{"speaker":"Brian Kramer","startTime":1395.72,"endTime":1397.49,"body":"went off the rails on that"},{"speaker":"Brian Kramer","startTime":1395.72,"endTime":1397.49,"body":"question. No, I'm"},{"speaker":"Michael Cirillo","startTime":1398.2,"endTime":1401.14,"body":"created. We're"},{"speaker":"Michael Cirillo","startTime":1398.2,"endTime":1401.14,"body":"trying to keep up. I'm enraged"},{"speaker":"Michael Cirillo","startTime":1401.14,"endTime":1406.54,"body":"by this conversation. You know,"},{"speaker":"Michael Cirillo","startTime":1401.14,"endTime":1406.54,"body":"you got me thinking, Brian, you"},{"speaker":"Michael Cirillo","startTime":1406.54,"endTime":1410.86,"body":"got me thinking about if I could"},{"speaker":"Michael Cirillo","startTime":1406.54,"endTime":1410.86,"body":"loop this all together. Kyle,"},{"speaker":"Michael Cirillo","startTime":1410.86,"endTime":1413.35,"body":"Paul having conversations about"},{"speaker":"Michael Cirillo","startTime":1410.86,"endTime":1413.35,"body":"mapping to the customer"},{"speaker":"Michael Cirillo","startTime":1413.35,"endTime":1416.41,"body":"experience, you just said"},{"speaker":"Michael Cirillo","startTime":1413.35,"endTime":1416.41,"body":"something to me, that makes me"},{"speaker":"Michael Cirillo","startTime":1416.41,"endTime":1419.86,"body":"want to punch the air like that"},{"speaker":"Michael Cirillo","startTime":1416.41,"endTime":1419.86,"body":"dude who came out with Tae-Bo,"},{"speaker":"Michael Cirillo","startTime":1419.89,"endTime":1420.91,"body":"you remember that guy,"},{"speaker":"Paul Daly","startTime":1420.94,"endTime":1426.13,"body":"Billy Boy, I want to"},{"speaker":"Paul Daly","startTime":1420.94,"endTime":1426.13,"body":"remember to get to get to get"},{"speaker":"Paul Daly","startTime":1426.13,"endTime":1426.22,"body":"that."},{"speaker":"Michael Cirillo","startTime":1428.56,"endTime":1431.92,"body":"You said the"},{"speaker":"Michael Cirillo","startTime":1428.56,"endTime":1431.92,"body":"CRM process is mapped to this"},{"speaker":"Michael Cirillo","startTime":1431.92,"endTime":1437.74,"body":"like push them to a sale thing,"},{"speaker":"Michael Cirillo","startTime":1431.92,"endTime":1437.74,"body":"right? Largely has come from"},{"speaker":"Michael Cirillo","startTime":1437.74,"endTime":1442.51,"body":"just getting a ton of customer"},{"speaker":"Michael Cirillo","startTime":1437.74,"endTime":1442.51,"body":"feedback. So we look at this"},{"speaker":"Michael Cirillo","startTime":1442.51,"endTime":1445.06,"body":"like compounding ripple effect"},{"speaker":"Michael Cirillo","startTime":1442.51,"endTime":1445.06,"body":"over the years that if we're"},{"speaker":"Michael Cirillo","startTime":1445.09,"endTime":1449.5,"body":"only so vendors, you know,"},{"speaker":"Michael Cirillo","startTime":1445.09,"endTime":1449.5,"body":"listening and if we're only"},{"speaker":"Michael Cirillo","startTime":1449.98,"endTime":1453.82,"body":"okay, I don't even know how to"},{"speaker":"Michael Cirillo","startTime":1449.98,"endTime":1453.82,"body":"phrase. What I'm saying. Always."},{"speaker":"Michael Cirillo","startTime":1456.55,"endTime":1457.27,"body":"raged."},{"speaker":"Paul Daly","startTime":1458.2,"endTime":1459.34,"body":"Same thing I"},{"speaker":"Michael Cirillo","startTime":1459.34,"endTime":1461.53,"body":"have like"},{"speaker":"Michael Cirillo","startTime":1459.34,"endTime":1461.53,"body":"caught passion. We'll call it"},{"speaker":"Michael Cirillo","startTime":1461.56,"endTime":1467.23,"body":"Curb Your Enthusiasm rage. If"},{"speaker":"Michael Cirillo","startTime":1461.56,"endTime":1467.23,"body":"you only listen to your"},{"speaker":"Michael Cirillo","startTime":1467.23,"endTime":1470.56,"body":"customer, but your customer is"},{"speaker":"Michael Cirillo","startTime":1467.23,"endTime":1470.56,"body":"approaching from a biased"},{"speaker":"Michael Cirillo","startTime":1470.86,"endTime":1476.08,"body":"position, you might end up"},{"speaker":"Michael Cirillo","startTime":1470.86,"endTime":1476.08,"body":"developing a product that leads"},{"speaker":"Michael Cirillo","startTime":1476.08,"endTime":1477.49,"body":"the whole industry astray."},{"speaker":"Paul Daly","startTime":1479.92,"endTime":1484.15,"body":"That's a keen"},{"speaker":"Paul Daly","startTime":1479.92,"endTime":1484.15,"body":"observation and cut tape, which"},{"speaker":"Paul Daly","startTime":1484.15,"endTime":1484.66,"body":"is kind of where"},{"speaker":"Michael Cirillo","startTime":1484.66,"endTime":1490.66,"body":"we're at. Like"},{"speaker":"Michael Cirillo","startTime":1484.66,"endTime":1490.66,"body":"we could well This to me is why"},{"speaker":"Michael Cirillo","startTime":1490.66,"endTime":1493.33,"body":"we want to have these types of"},{"speaker":"Michael Cirillo","startTime":1490.66,"endTime":1493.33,"body":"conversations on Auto Collabs."},{"speaker":"Michael Cirillo","startTime":1493.33,"endTime":1497.17,"body":"Why I think this is so powerful"},{"speaker":"Michael Cirillo","startTime":1493.33,"endTime":1497.17,"body":"is because somebody somebody's"},{"speaker":"Michael Cirillo","startTime":1497.17,"endTime":1501.34,"body":"got to start talking about that."},{"speaker":"Michael Cirillo","startTime":1497.17,"endTime":1501.34,"body":"Yeah. because we need to realize"},{"speaker":"Michael Cirillo","startTime":1501.34,"endTime":1506.56,"body":"that it's neither them or us or"},{"speaker":"Michael Cirillo","startTime":1501.34,"endTime":1506.56,"body":"us or them against one another,"},{"speaker":"Michael Cirillo","startTime":1506.56,"endTime":1509.89,"body":"we both created the situation"},{"speaker":"Michael Cirillo","startTime":1506.56,"endTime":1509.89,"body":"that we're in, we need to start"},{"speaker":"Michael Cirillo","startTime":1509.89,"endTime":1512.68,"body":"looking at it from a different"},{"speaker":"Michael Cirillo","startTime":1509.89,"endTime":1512.68,"body":"angle. Like, I feel like in my"},{"speaker":"Michael Cirillo","startTime":1512.68,"endTime":1515.05,"body":"business, I need to look at"},{"speaker":"Michael Cirillo","startTime":1512.68,"endTime":1515.05,"body":"certain activities. To your"},{"speaker":"Michael Cirillo","startTime":1515.05,"endTime":1518.35,"body":"point, Brian, I need to say"},{"speaker":"Michael Cirillo","startTime":1515.05,"endTime":1518.35,"body":"these activities map to opening"},{"speaker":"Michael Cirillo","startTime":1518.35,"endTime":1522.64,"body":"doors, that's the KPI, how many"},{"speaker":"Michael Cirillo","startTime":1518.35,"endTime":1522.64,"body":"doors did that open, there are"},{"speaker":"Michael Cirillo","startTime":1522.64,"endTime":1526.03,"body":"activities that are walked"},{"speaker":"Michael Cirillo","startTime":1522.64,"endTime":1526.03,"body":"through the door. And then there"},{"speaker":"Michael Cirillo","startTime":1526.03,"endTime":1529.0,"body":"are activities that say, Take"},{"speaker":"Michael Cirillo","startTime":1526.03,"endTime":1529.0,"body":"money that's on the other side"},{"speaker":"Michael Cirillo","startTime":1529.0,"endTime":1531.79,"body":"of the door. But we've"},{"speaker":"Michael Cirillo","startTime":1529.0,"endTime":1531.79,"body":"attributed everything to take"},{"speaker":"Michael Cirillo","startTime":1532.03,"endTime":1535.78,"body":"the money, not realizing that"},{"speaker":"Michael Cirillo","startTime":1532.03,"endTime":1535.78,"body":"we're skewing our own"},{"speaker":"Michael Cirillo","startTime":1535.78,"endTime":1537.85,"body":"perspective of how to pursue the"},{"speaker":"Michael Cirillo","startTime":1535.78,"endTime":1537.85,"body":"business."},{"speaker":"Brian Kramer","startTime":1539.04,"endTime":1541.92,"body":"And we made a"},{"speaker":"Brian Kramer","startTime":1539.04,"endTime":1541.92,"body":"decision to Cars.com similar to"},{"speaker":"Brian Kramer","startTime":1541.92,"endTime":1545.76,"body":"like JM family, Se Toyota,"},{"speaker":"Brian Kramer","startTime":1541.92,"endTime":1545.76,"body":"similar to Automotive State of"},{"speaker":"Brian Kramer","startTime":1545.76,"endTime":1550.05,"body":"the Union, to be for the dealer,"},{"speaker":"Brian Kramer","startTime":1545.76,"endTime":1550.05,"body":"which then you got to make some"},{"speaker":"Brian Kramer","startTime":1550.05,"endTime":1553.17,"body":"decisions, right? When it comes"},{"speaker":"Brian Kramer","startTime":1550.05,"endTime":1553.17,"body":"down to some tough decisions,"},{"speaker":"Brian Kramer","startTime":1553.32,"endTime":1555.69,"body":"can we get some no different"},{"speaker":"Brian Kramer","startTime":1553.32,"endTime":1555.69,"body":"than in a dealership or any"},{"speaker":"Brian Kramer","startTime":1555.69,"endTime":1558.42,"body":"other business? Right? Well,"},{"speaker":"Brian Kramer","startTime":1555.69,"endTime":1558.42,"body":"then we can generate this much"},{"speaker":"Brian Kramer","startTime":1558.42,"endTime":1561.72,"body":"more revenue if we did this. But"},{"speaker":"Brian Kramer","startTime":1558.42,"endTime":1561.72,"body":"is it the best thing for the"},{"speaker":"Brian Kramer","startTime":1561.72,"endTime":1565.53,"body":"dealer? Right? Is this going? Is"},{"speaker":"Brian Kramer","startTime":1561.72,"endTime":1565.53,"body":"this true to our core values?"},{"speaker":"Brian Kramer","startTime":1565.77,"endTime":1568.92,"body":"Are we are we arming the rebels?"},{"speaker":"Brian Kramer","startTime":1565.77,"endTime":1568.92,"body":"And then the decision is clear,"},{"speaker":"Brian Kramer","startTime":1568.92,"endTime":1571.29,"body":"I will say that about Cars.com?"},{"speaker":"Brian Kramer","startTime":1568.92,"endTime":1571.29,"body":"It's not even a question, right?"},{"speaker":"Brian Kramer","startTime":1571.29,"endTime":1574.41,"body":"When you say that, it's clear"},{"speaker":"Brian Kramer","startTime":1571.29,"endTime":1574.41,"body":"what the vision is. And it's"},{"speaker":"Brian Kramer","startTime":1574.41,"endTime":1577.38,"body":"clear what they're all aligned"},{"speaker":"Brian Kramer","startTime":1574.41,"endTime":1577.38,"body":"to. And maybe people's minds"},{"speaker":"Brian Kramer","startTime":1577.38,"endTime":1579.66,"body":"might go there. But when you"},{"speaker":"Brian Kramer","startTime":1577.38,"endTime":1579.66,"body":"when you go there, they're like,"},{"speaker":"Brian Kramer","startTime":1579.99,"endTime":1583.68,"body":"it's, it's clear that they know"},{"speaker":"Brian Kramer","startTime":1579.99,"endTime":1583.68,"body":"that that's, you know, out of"},{"speaker":"Brian Kramer","startTime":1583.68,"endTime":1585.81,"body":"bounds, whatever. And then"},{"speaker":"Brian Kramer","startTime":1583.68,"endTime":1585.81,"body":"everybody comes back on track"},{"speaker":"Brian Kramer","startTime":1585.81,"endTime":1590.79,"body":"and then moves forward. And I"},{"speaker":"Brian Kramer","startTime":1585.81,"endTime":1590.79,"body":"will say they execute. And they,"},{"speaker":"Brian Kramer","startTime":1591.0,"endTime":1593.88,"body":"you know, I'm experiencing it"},{"speaker":"Brian Kramer","startTime":1591.0,"endTime":1593.88,"body":"work a lot harder than I"},{"speaker":"Brian Kramer","startTime":1593.88,"endTime":1598.02,"body":"thought. Because it's a good"},{"speaker":"Brian Kramer","startTime":1593.88,"endTime":1598.02,"body":"deal. That's a lot faster pace."},{"speaker":"Brian Kramer","startTime":1598.02,"endTime":1599.64,"body":"But I mean, I'll tell you,"},{"speaker":"Brian Kramer","startTime":1598.02,"endTime":1599.64,"body":"there's a lot of people there"},{"speaker":"Brian Kramer","startTime":1599.67,"endTime":1602.67,"body":"that are working in the same"},{"speaker":"Brian Kramer","startTime":1599.67,"endTime":1602.67,"body":"direction, to really transform"},{"speaker":"Brian Kramer","startTime":1602.67,"endTime":1605.64,"body":"this industry, I mean, Vetter"},{"speaker":"Brian Kramer","startTime":1602.67,"endTime":1605.64,"body":"is, has put this north star out"},{"speaker":"Brian Kramer","startTime":1605.64,"endTime":1610.71,"body":"there of really empowering"},{"speaker":"Brian Kramer","startTime":1605.64,"endTime":1610.71,"body":"dealers for all the disruption"},{"speaker":"Brian Kramer","startTime":1610.71,"endTime":1613.23,"body":"that's happening to be like a"},{"speaker":"Brian Kramer","startTime":1610.71,"endTime":1613.23,"body":"safe haven to be able to sit"},{"speaker":"Brian Kramer","startTime":1613.23,"endTime":1616.86,"body":"there and just be arming them"},{"speaker":"Brian Kramer","startTime":1613.23,"endTime":1616.86,"body":"with a with as many tools as"},{"speaker":"Brian Kramer","startTime":1616.86,"endTime":1620.61,"body":"possible to hang with any"},{"speaker":"Brian Kramer","startTime":1616.86,"endTime":1620.61,"body":"disrupter that comes into the"},{"speaker":"Brian Kramer","startTime":1620.61,"endTime":1624.75,"body":"space, and make it easier and"},{"speaker":"Brian Kramer","startTime":1620.61,"endTime":1624.75,"body":"simpler so that they don't have"},{"speaker":"Brian Kramer","startTime":1624.75,"endTime":1628.29,"body":"to do an insane amount of work"},{"speaker":"Brian Kramer","startTime":1624.75,"endTime":1628.29,"body":"to do it. But with the sourcing"},{"speaker":"Brian Kramer","startTime":1628.29,"endTime":1631.05,"body":"and all the all the things at"},{"speaker":"Brian Kramer","startTime":1628.29,"endTime":1631.05,"body":"scale that have always been just"},{"speaker":"Brian Kramer","startTime":1631.05,"endTime":1634.62,"body":"a thorn in my side, right? If"},{"speaker":"Brian Kramer","startTime":1631.05,"endTime":1634.62,"body":"somebody gets on the accucheck"},{"speaker":"Brian Kramer","startTime":1634.62,"endTime":1637.17,"body":"website, and they want to know"},{"speaker":"Brian Kramer","startTime":1634.62,"endTime":1637.17,"body":"what their car is worth, but"},{"speaker":"Brian Kramer","startTime":1637.17,"endTime":1642.51,"body":"they got on the VDP versus the"},{"speaker":"Brian Kramer","startTime":1637.17,"endTime":1642.51,"body":"main page, the hero page, is it"},{"speaker":"Brian Kramer","startTime":1642.51,"endTime":1645.0,"body":"sourced that way in your CRM?"},{"speaker":"Brian Kramer","startTime":1642.51,"endTime":1645.0,"body":"Are you able to segment that to"},{"speaker":"Brian Kramer","startTime":1645.0,"endTime":1649.44,"body":"be able to dissect that, and the"},{"speaker":"Brian Kramer","startTime":1645.0,"endTime":1649.44,"body":"80% of the dealers in middle"},{"speaker":"Brian Kramer","startTime":1649.44,"endTime":1652.44,"body":"America have the resources to be"},{"speaker":"Brian Kramer","startTime":1649.44,"endTime":1652.44,"body":"able to deep dive that the way"},{"speaker":"Brian Kramer","startTime":1652.44,"endTime":1658.02,"body":"that you guys do? Probably not."},{"speaker":"Brian Kramer","startTime":1652.44,"endTime":1658.02,"body":"So the more that we can simplify"},{"speaker":"Brian Kramer","startTime":1658.02,"endTime":1661.32,"body":"that. So the people can"},{"speaker":"Brian Kramer","startTime":1658.02,"endTime":1661.32,"body":"translate the reporting and"},{"speaker":"Brian Kramer","startTime":1661.32,"endTime":1664.71,"body":"simplify the reporting in a"},{"speaker":"Brian Kramer","startTime":1661.32,"endTime":1664.71,"body":"common language, if you will, so"},{"speaker":"Brian Kramer","startTime":1664.71,"endTime":1668.13,"body":"that everybody's saying the same"},{"speaker":"Brian Kramer","startTime":1664.71,"endTime":1668.13,"body":"things, instead of being like I"},{"speaker":"Brian Kramer","startTime":1668.13,"endTime":1670.29,"body":"was, for a long time being"},{"speaker":"Brian Kramer","startTime":1668.13,"endTime":1670.29,"body":"embarrassed to say I didn't"},{"speaker":"Brian Kramer","startTime":1670.29,"endTime":1673.29,"body":"fully understand Google"},{"speaker":"Brian Kramer","startTime":1670.29,"endTime":1673.29,"body":"Analytics. So I just was like, I"},{"speaker":"Brian Kramer","startTime":1673.29,"endTime":1676.29,"body":"don't need that. You know, I'm"},{"speaker":"Brian Kramer","startTime":1673.29,"endTime":1676.29,"body":"not worried about that. Buy"},{"speaker":"Brian Kramer","startTime":1676.29,"endTime":1677.58,"body":"more, buy more TV."},{"speaker":"Paul Daly","startTime":1678.11,"endTime":1683.39,"body":"We can fix that. Fix"},{"speaker":"Paul Daly","startTime":1678.11,"endTime":1683.39,"body":"that. Well, Brian, we can't be"},{"speaker":"Paul Daly","startTime":1683.39,"endTime":1686.9,"body":"more excited to do this in"},{"speaker":"Paul Daly","startTime":1683.39,"endTime":1686.9,"body":"person at ASOTU CON in"},{"speaker":"Paul Daly","startTime":1686.9,"endTime":1689.96,"body":"September, we're going to try"},{"speaker":"Paul Daly","startTime":1686.9,"endTime":1689.96,"body":"not to get in too much trouble."},{"speaker":"Paul Daly","startTime":1690.14,"endTime":1694.16,"body":"We appreciate the heart behind"},{"speaker":"Paul Daly","startTime":1690.14,"endTime":1694.16,"body":"cars.com and Alex's position to"},{"speaker":"Paul Daly","startTime":1694.16,"endTime":1697.64,"body":"be a dealer advocate bringing"},{"speaker":"Paul Daly","startTime":1694.16,"endTime":1697.64,"body":"you on board was just I mean"},{"speaker":"Paul Daly","startTime":1697.64,"endTime":1700.16,"body":"when we when we heard it was"},{"speaker":"Paul Daly","startTime":1697.64,"endTime":1700.16,"body":"like Oh, that makes a whole lot"},{"speaker":"Paul Daly","startTime":1700.16,"endTime":1703.76,"body":"of sense. Fire. Yep. Really,"},{"speaker":"Paul Daly","startTime":1700.16,"endTime":1703.76,"body":"really, really excited"},{"speaker":"Brian Kramer","startTime":1703.76,"endTime":1706.58,"body":"and the colors are"},{"speaker":"Brian Kramer","startTime":1703.76,"endTime":1706.58,"body":"all logo that's why we have the"},{"speaker":"Brian Kramer","startTime":1706.58,"endTime":1707.54,"body":"purple integration. That's"},{"speaker":"Paul Daly","startTime":1707.54,"endTime":1711.77,"body":"exactly why we have"},{"speaker":"Paul Daly","startTime":1707.54,"endTime":1711.77,"body":"the purple. Thank you so much"},{"speaker":"Paul Daly","startTime":1711.77,"endTime":1714.29,"body":"for spending a few minutes with"},{"speaker":"Paul Daly","startTime":1711.77,"endTime":1714.29,"body":"us here on Auto collabs. We"},{"speaker":"Paul Daly","startTime":1714.29,"endTime":1717.11,"body":"can't wait to see you in Philly,"},{"speaker":"Paul Daly","startTime":1714.29,"endTime":1717.11,"body":"and I can't wait to see what"},{"speaker":"Paul Daly","startTime":1717.11,"endTime":1725.99,"body":"trouble you make next. You know,"},{"speaker":"Paul Daly","startTime":1717.11,"endTime":1725.99,"body":"it really did remind me of what"},{"speaker":"Paul Daly","startTime":1725.99,"endTime":1729.71,"body":"happens when someone comes out"},{"speaker":"Paul Daly","startTime":1725.99,"endTime":1729.71,"body":"of combat and they go home and"},{"speaker":"Paul Daly","startTime":1729.98,"endTime":1732.83,"body":"you know, they don't know they"},{"speaker":"Paul Daly","startTime":1729.98,"endTime":1732.83,"body":"have to calibrate for a minute"},{"speaker":"Paul Daly","startTime":1732.83,"endTime":1736.34,"body":"and right here and Brian and"},{"speaker":"Paul Daly","startTime":1732.83,"endTime":1736.34,"body":"that in that mode was was in my"},{"speaker":"Paul Daly","startTime":1736.34,"endTime":1741.71,"body":"mind like a real clear indicator"},{"speaker":"Paul Daly","startTime":1736.34,"endTime":1741.71,"body":"that we should never ever assume"},{"speaker":"Paul Daly","startTime":1742.13,"endTime":1744.56,"body":"what it's like to be on the"},{"speaker":"Paul Daly","startTime":1742.13,"endTime":1744.56,"body":"other side whether it's dealer"},{"speaker":"Paul Daly","startTime":1744.56,"endTime":1749.03,"body":"or industry partner because the"},{"speaker":"Paul Daly","startTime":1744.56,"endTime":1749.03,"body":"pace and the intentionality is"},{"speaker":"Paul Daly","startTime":1749.03,"endTime":1752.45,"body":"so different and even though a"},{"speaker":"Paul Daly","startTime":1749.03,"endTime":1752.45,"body":"lot of us a lot of us in this"},{"speaker":"Paul Daly","startTime":1752.48,"endTime":1757.58,"body":"audience in this a so two"},{"speaker":"Paul Daly","startTime":1752.48,"endTime":1757.58,"body":"audience probably think we know"},{"speaker":"Paul Daly","startTime":1758.18,"endTime":1760.88,"body":"right but it's probably been a"},{"speaker":"Paul Daly","startTime":1758.18,"endTime":1760.88,"body":"while since we've been on the"},{"speaker":"Paul Daly","startTime":1760.88,"endTime":1763.52,"body":"other side even if we live the"},{"speaker":"Paul Daly","startTime":1760.88,"endTime":1763.52,"body":"life on both sides. So for me it"},{"speaker":"Paul Daly","startTime":1763.52,"endTime":1767.84,"body":"was just a very stark reminder"},{"speaker":"Paul Daly","startTime":1763.52,"endTime":1767.84,"body":"talking to Brian, like so. So"},{"speaker":"Paul Daly","startTime":1767.84,"endTime":1771.8,"body":"like soon after this transition,"},{"speaker":"Paul Daly","startTime":1767.84,"endTime":1771.8,"body":"that empathy takes a lot of work"},{"speaker":"Paul Daly","startTime":1772.13,"endTime":1774.65,"body":"and the more of it we can have"},{"speaker":"Paul Daly","startTime":1772.13,"endTime":1774.65,"body":"on the dealer industry partner"},{"speaker":"Paul Daly","startTime":1774.65,"endTime":1776.03,"body":"side like the better off we're"},{"speaker":"Paul Daly","startTime":1774.65,"endTime":1776.03,"body":"going"},{"speaker":"Kyle Mountsier","startTime":1776.03,"endTime":1780.56,"body":"to be Yeah, you"},{"speaker":"Kyle Mountsier","startTime":1776.03,"endTime":1780.56,"body":"know, I was struck by his kind"},{"speaker":"Kyle Mountsier","startTime":1780.56,"endTime":1784.88,"body":"of like, what what are you"},{"speaker":"Kyle Mountsier","startTime":1780.56,"endTime":1784.88,"body":"seeing around the the Cars.com"},{"speaker":"Kyle Mountsier","startTime":1784.88,"endTime":1788.6,"body":"world and it was it was really"},{"speaker":"Kyle Mountsier","startTime":1784.88,"endTime":1788.6,"body":"cool to hear him like Man, these"},{"speaker":"Kyle Mountsier","startTime":1788.6,"endTime":1793.28,"body":"people, these people put in the"},{"speaker":"Kyle Mountsier","startTime":1788.6,"endTime":1793.28,"body":"work. These people go hard at"},{"speaker":"Kyle Mountsier","startTime":1793.28,"endTime":1796.73,"body":"making sure that the customer"},{"speaker":"Kyle Mountsier","startTime":1793.28,"endTime":1796.73,"body":"and dealer experience is"},{"speaker":"Kyle Mountsier","startTime":1796.73,"endTime":1800.03,"body":"matching and they are asking"},{"speaker":"Kyle Mountsier","startTime":1796.73,"endTime":1800.03,"body":"questions of the way the web"},{"speaker":"Kyle Mountsier","startTime":1800.03,"endTime":1802.97,"body":"sight works. And they're digging"},{"speaker":"Kyle Mountsier","startTime":1800.03,"endTime":1802.97,"body":"into SEO, and they're digging"},{"speaker":"Kyle Mountsier","startTime":1802.97,"endTime":1807.02,"body":"into all this type of stuff. And"},{"speaker":"Kyle Mountsier","startTime":1802.97,"endTime":1807.02,"body":"he was just what was really cool"},{"speaker":"Kyle Mountsier","startTime":1807.02,"endTime":1809.96,"body":"was he was like, man, they're"},{"speaker":"Kyle Mountsier","startTime":1807.02,"endTime":1809.96,"body":"putting in all this work. But"},{"speaker":"Kyle Mountsier","startTime":1809.96,"endTime":1814.97,"body":"then like, the very tip of the"},{"speaker":"Kyle Mountsier","startTime":1809.96,"endTime":1814.97,"body":"spear, is where there's a,"},{"speaker":"Kyle Mountsier","startTime":1815.0,"endTime":1818.21,"body":"there's a miss calibration,"},{"speaker":"Kyle Mountsier","startTime":1815.0,"endTime":1818.21,"body":"right? And he talked about how"},{"speaker":"Kyle Mountsier","startTime":1818.33,"endTime":1821.81,"body":"the quantity of leads has led"},{"speaker":"Kyle Mountsier","startTime":1818.33,"endTime":1821.81,"body":"the conversation over the"},{"speaker":"Kyle Mountsier","startTime":1821.81,"endTime":1824.87,"body":"quality of those interactions"},{"speaker":"Kyle Mountsier","startTime":1821.81,"endTime":1824.87,"body":"that and that that tip of the"},{"speaker":"Kyle Mountsier","startTime":1824.87,"endTime":1828.29,"body":"spear, if that can get shifted"},{"speaker":"Kyle Mountsier","startTime":1824.87,"endTime":1828.29,"body":"for cars.com. And for the"},{"speaker":"Kyle Mountsier","startTime":1828.29,"endTime":1831.89,"body":"dealers, whether it be the way"},{"speaker":"Kyle Mountsier","startTime":1828.29,"endTime":1831.89,"body":"that you interact with those or"},{"speaker":"Kyle Mountsier","startTime":1831.89,"endTime":1835.16,"body":"the way the customer interacts"},{"speaker":"Kyle Mountsier","startTime":1831.89,"endTime":1835.16,"body":"with the experience is that and"},{"speaker":"Kyle Mountsier","startTime":1835.16,"endTime":1837.11,"body":"I think that's the tip of the"},{"speaker":"Kyle Mountsier","startTime":1835.16,"endTime":1837.11,"body":"spear that we're all talking"},{"speaker":"Kyle Mountsier","startTime":1837.11,"endTime":1840.44,"body":"about, which is how do we"},{"speaker":"Kyle Mountsier","startTime":1837.11,"endTime":1840.44,"body":"actually get to not just like,"},{"speaker":"Kyle Mountsier","startTime":1840.62,"endTime":1843.8,"body":"we need more leads, or we need"},{"speaker":"Kyle Mountsier","startTime":1840.62,"endTime":1843.8,"body":"more this or change this process"},{"speaker":"Kyle Mountsier","startTime":1843.8,"endTime":1846.56,"body":"or flip out this technology,"},{"speaker":"Kyle Mountsier","startTime":1843.8,"endTime":1846.56,"body":"it's like the tip of the spear"},{"speaker":"Kyle Mountsier","startTime":1846.56,"endTime":1849.5,"body":"is the customer experience. And"},{"speaker":"Kyle Mountsier","startTime":1846.56,"endTime":1849.5,"body":"if we're if we do a disservice"},{"speaker":"Kyle Mountsier","startTime":1849.5,"endTime":1853.22,"body":"at that level, then then we've"},{"speaker":"Kyle Mountsier","startTime":1849.5,"endTime":1853.22,"body":"then we've missed serve the"},{"speaker":"Kyle Mountsier","startTime":1853.22,"endTime":1856.49,"body":"whole other part of the"},{"speaker":"Kyle Mountsier","startTime":1853.22,"endTime":1856.49,"body":"spectrum. And doesn't matter how"},{"speaker":"Kyle Mountsier","startTime":1856.49,"endTime":1859.49,"body":"much SEO how much marketing how"},{"speaker":"Kyle Mountsier","startTime":1856.49,"endTime":1859.49,"body":"much process how much technology"},{"speaker":"Kyle Mountsier","startTime":1859.49,"endTime":1862.7,"body":"how much people if we miss judge"},{"speaker":"Kyle Mountsier","startTime":1859.49,"endTime":1862.7,"body":"the tip of the spear, then then"},{"speaker":"Kyle Mountsier","startTime":1862.7,"endTime":1863.54,"body":"we miss everything."},{"speaker":"Michael Cirillo","startTime":1864.44,"endTime":1866.48,"body":"It reminds me"},{"speaker":"Michael Cirillo","startTime":1864.44,"endTime":1866.48,"body":"of a conversation I was having"},{"speaker":"Michael Cirillo","startTime":1866.48,"endTime":1872.18,"body":"with one of our client partners"},{"speaker":"Michael Cirillo","startTime":1866.48,"endTime":1872.18,"body":"in Canada. He's not only is he a"},{"speaker":"Michael Cirillo","startTime":1872.18,"endTime":1876.83,"body":"dealer, this is Aaron Lange,"},{"speaker":"Michael Cirillo","startTime":1872.18,"endTime":1876.83,"body":"shout out to Aaron, phenomenal,"},{"speaker":"Michael Cirillo","startTime":1876.86,"endTime":1882.2,"body":"phenomenal individual. He's also"},{"speaker":"Michael Cirillo","startTime":1876.86,"endTime":1882.2,"body":"a farmer. And he brought me out"},{"speaker":"Michael Cirillo","startTime":1882.2,"endTime":1884.81,"body":"to his farm like active farmer,"},{"speaker":"Michael Cirillo","startTime":1882.2,"endTime":1884.81,"body":"there have been times where I"},{"speaker":"Michael Cirillo","startTime":1884.81,"endTime":1887.48,"body":"text him and he's like, I'm in"},{"speaker":"Michael Cirillo","startTime":1884.81,"endTime":1887.48,"body":"the tractor right now."},{"speaker":"Paul Daly","startTime":1887.69,"endTime":1891.62,"body":"Like a real farm not"},{"speaker":"Paul Daly","startTime":1887.69,"endTime":1891.62,"body":"like I have two chickens live"},{"speaker":"Michael Cirillo","startTime":1891.62,"endTime":1893.63,"body":"known as"},{"speaker":"Michael Cirillo","startTime":1891.62,"endTime":1893.63,"body":"livestock. In fact, he's got"},{"speaker":"Michael Cirillo","startTime":1893.63,"endTime":1897.41,"body":"another company kind of like a"},{"speaker":"Michael Cirillo","startTime":1893.63,"endTime":1897.41,"body":"not a HelloFresh. But like, I"},{"speaker":"Michael Cirillo","startTime":1897.41,"endTime":1899.54,"body":"don't want to say Omaha Steaks"},{"speaker":"Michael Cirillo","startTime":1897.41,"endTime":1899.54,"body":"either. That's probably an"},{"speaker":"Michael Cirillo","startTime":1899.54,"endTime":1902.66,"body":"insult, but like you can order"},{"speaker":"Michael Cirillo","startTime":1899.54,"endTime":1902.66,"body":"like butcher boxes and stuff"},{"speaker":"Michael Cirillo","startTime":1902.66,"endTime":1905.54,"body":"from him. But But when he"},{"speaker":"Michael Cirillo","startTime":1902.66,"endTime":1905.54,"body":"brought me out to the farm, what"},{"speaker":"Michael Cirillo","startTime":1905.54,"endTime":1909.08,"body":"I thought was so interesting."},{"speaker":"Michael Cirillo","startTime":1905.54,"endTime":1909.08,"body":"And I promise I'll tie this back"},{"speaker":"Michael Cirillo","startTime":1909.08,"endTime":1914.06,"body":"somehow. speaking to me about"},{"speaker":"Michael Cirillo","startTime":1909.08,"endTime":1914.06,"body":"the important elements of the"},{"speaker":"Michael Cirillo","startTime":1914.06,"endTime":1918.35,"body":"ecosystem, he's like, we don't"},{"speaker":"Michael Cirillo","startTime":1914.06,"endTime":1918.35,"body":"use certain pesticides and"},{"speaker":"Michael Cirillo","startTime":1918.35,"endTime":1920.96,"body":"whatnot, because there's a"},{"speaker":"Michael Cirillo","startTime":1918.35,"endTime":1920.96,"body":"ripple effect that if we do"},{"speaker":"Michael Cirillo","startTime":1920.96,"endTime":1925.88,"body":"that, then the soil eventually"},{"speaker":"Michael Cirillo","startTime":1920.96,"endTime":1925.88,"body":"gets, like torched or burned up"},{"speaker":"Michael Cirillo","startTime":1925.88,"endTime":1929.72,"body":"and it's no good. It doesn't"},{"speaker":"Michael Cirillo","startTime":1925.88,"endTime":1929.72,"body":"produce the same fruit. Kyle and"},{"speaker":"Michael Cirillo","startTime":1929.72,"endTime":1934.25,"body":"talking about your tip of the"},{"speaker":"Michael Cirillo","startTime":1929.72,"endTime":1934.25,"body":"the spear here. I think so often"},{"speaker":"Michael Cirillo","startTime":1934.25,"endTime":1937.04,"body":"we've we've gone through years"},{"speaker":"Michael Cirillo","startTime":1934.25,"endTime":1937.04,"body":"and years and years of"},{"speaker":"Michael Cirillo","startTime":1937.1,"endTime":1940.46,"body":"oversimplification of both sides"},{"speaker":"Michael Cirillo","startTime":1937.1,"endTime":1940.46,"body":"of the fence that we talked"},{"speaker":"Michael Cirillo","startTime":1940.46,"endTime":1943.16,"body":"about in this episode with"},{"speaker":"Michael Cirillo","startTime":1940.46,"endTime":1943.16,"body":"Brian, that now it's like, oh,"},{"speaker":"Michael Cirillo","startTime":1943.16,"endTime":1946.88,"body":"just run better marketing. Oh,"},{"speaker":"Michael Cirillo","startTime":1943.16,"endTime":1946.88,"body":"no, you want better leads don't"},{"speaker":"Michael Cirillo","startTime":1946.91,"endTime":1950.69,"body":"run that or don't do that. And"},{"speaker":"Michael Cirillo","startTime":1946.91,"endTime":1950.69,"body":"it's like, no, that's like"},{"speaker":"Michael Cirillo","startTime":1950.69,"endTime":1954.89,"body":"explaining. That's like, that's"},{"speaker":"Michael Cirillo","startTime":1950.69,"endTime":1954.89,"body":"like saying, You know what, just"},{"speaker":"Michael Cirillo","startTime":1954.89,"endTime":1959.96,"body":"get rid of clouds. You don't"},{"speaker":"Michael Cirillo","startTime":1954.89,"endTime":1959.96,"body":"understand the impact of clouds"},{"speaker":"Michael Cirillo","startTime":1959.99,"endTime":1963.95,"body":"on your day to day life until"},{"speaker":"Michael Cirillo","startTime":1959.99,"endTime":1963.95,"body":"they disappear and never come"},{"speaker":"Michael Cirillo","startTime":1963.95,"endTime":1967.85,"body":"back. Or you don't understand"},{"speaker":"Michael Cirillo","startTime":1963.95,"endTime":1967.85,"body":"the ripple effect of like, you"},{"speaker":"Michael Cirillo","startTime":1967.85,"endTime":1972.83,"body":"know, oversimplifying something"},{"speaker":"Michael Cirillo","startTime":1967.85,"endTime":1972.83,"body":"as like routine as pesticides on"},{"speaker":"Michael Cirillo","startTime":1972.83,"endTime":1976.67,"body":"the on the, you know, soil until"},{"speaker":"Michael Cirillo","startTime":1972.83,"endTime":1976.67,"body":"the crop doesn't grow the same"},{"speaker":"Michael Cirillo","startTime":1976.67,"endTime":1980.84,"body":"way. And for us in the industry,"},{"speaker":"Michael Cirillo","startTime":1976.67,"endTime":1980.84,"body":"in our pursuit to like find"},{"speaker":"Michael Cirillo","startTime":1980.84,"endTime":1984.05,"body":"attribution and understand how"},{"speaker":"Michael Cirillo","startTime":1980.84,"endTime":1984.05,"body":"things are working. We've we've"},{"speaker":"Michael Cirillo","startTime":1984.08,"endTime":1986.69,"body":"gotten to the point where we're"},{"speaker":"Michael Cirillo","startTime":1984.08,"endTime":1986.69,"body":"like, Oh, that's easy. You want"},{"speaker":"Michael Cirillo","startTime":1986.84,"endTime":1990.98,"body":"you want higher quality leads,"},{"speaker":"Michael Cirillo","startTime":1986.84,"endTime":1990.98,"body":"just don't do that anymore. But"},{"speaker":"Michael Cirillo","startTime":1992.03,"endTime":1994.34,"body":"and now all of a sudden, we're"},{"speaker":"Michael Cirillo","startTime":1992.03,"endTime":1994.34,"body":"seeing Brian from a very"},{"speaker":"Michael Cirillo","startTime":1994.34,"endTime":1997.79,"body":"different vantage point who's"},{"speaker":"Michael Cirillo","startTime":1994.34,"endTime":1997.79,"body":"getting his fingers in the soil"},{"speaker":"Michael Cirillo","startTime":1998.3,"endTime":2002.32,"body":"from a different on a different"},{"speaker":"Michael Cirillo","startTime":1998.3,"endTime":2002.32,"body":"field. And he's like, oh, okay,"},{"speaker":"Michael Cirillo","startTime":2002.32,"endTime":2005.98,"body":"and I think that vantage point"},{"speaker":"Michael Cirillo","startTime":2002.32,"endTime":2005.98,"body":"really speaks to this whole, you"},{"speaker":"Michael Cirillo","startTime":2005.98,"endTime":2008.71,"body":"know, the importance of this"},{"speaker":"Michael Cirillo","startTime":2005.98,"endTime":2008.71,"body":"Auto Collabs collaboration, I"},{"speaker":"Michael Cirillo","startTime":2008.71,"endTime":2010.99,"body":"think it was really very, very"},{"speaker":"Michael Cirillo","startTime":2008.71,"endTime":2010.99,"body":"insightful."},{"speaker":"Kyle Mountsier","startTime":2012.13,"endTime":2015.28,"body":"Well, thanks so"},{"speaker":"Kyle Mountsier","startTime":2012.13,"endTime":2015.28,"body":"much for hanging out with us."},{"speaker":"Kyle Mountsier","startTime":2015.28,"endTime":2020.65,"body":"That was our conversation with"},{"speaker":"Kyle Mountsier","startTime":2015.28,"endTime":2020.65,"body":"Brian Kramer. We appreciate you"},{"speaker":"Kyle Mountsier","startTime":2021.1,"endTime":2026.53,"body":"for listening to this episode of"},{"speaker":"Kyle Mountsier","startTime":2021.1,"endTime":2026.53,"body":"auto collabs for myself Kyle"},{"speaker":"Kyle Mountsier","startTime":2026.56,"endTime":2089.47,"body":"Mountsier, Paul J. Daly and"},{"speaker":"Kyle Mountsier","startTime":2026.56,"endTime":2089.47,"body":"Michael Cirillo. We will see you"},{"speaker":"Kyle Mountsier","startTime":2089.47,"endTime":2089.95,"body":"next time."},{"speaker":"Unknown","startTime":2090.46,"endTime":2093.88,"body":"Sign up for our free"},{"speaker":"Unknown","startTime":2090.46,"endTime":2093.88,"body":"and fun to read daily email for"},{"speaker":"Unknown","startTime":2093.88,"endTime":2097.69,"body":"free shot of relevant news and"},{"speaker":"Unknown","startTime":2093.88,"endTime":2097.69,"body":"automotive, retail media and pop"},{"speaker":"Unknown","startTime":2097.69,"endTime":2102.25,"body":"culture. You can get it now at"},{"speaker":"Unknown","startTime":2097.69,"endTime":2102.25,"body":"ASOTU dot com. That's ASOTU.com."},{"speaker":"Unknown","startTime":2103.3,"endTime":2106.84,"body":"If you love this podcast, please"},{"speaker":"Unknown","startTime":2103.3,"endTime":2106.84,"body":"leave us a review and share it"},{"speaker":"Unknown","startTime":2106.84,"endTime":2109.84,"body":"with a friend. Thanks again for"},{"speaker":"Unknown","startTime":2106.84,"endTime":2109.84,"body":"listening. We'll see you next"},{"speaker":"Unknown","startTime":2109.84,"endTime":2110.05,"body":"time"}]}