{"version":"1.0.0","segments":[{"speaker":"Paul Daly","startTime":0.0,"endTime":3.27,"body":"So Glenn Pasch is one"},{"speaker":"Paul Daly","startTime":0.0,"endTime":3.27,"body":"of the very few people in the"},{"speaker":"Paul Daly","startTime":3.27,"endTime":6.15,"body":"automotive industry that"},{"speaker":"Paul Daly","startTime":3.27,"endTime":6.15,"body":"actually has been to my house."},{"speaker":"Unknown","startTime":12.51,"endTime":14.58,"body":"This is Auto Collabs."},{"speaker":"Paul Daly","startTime":14.61,"endTime":17.61,"body":"Kyle, you're one of"},{"speaker":"Paul Daly","startTime":14.61,"endTime":17.61,"body":"them. Right, I Cirilo. We'll see"},{"speaker":"Paul Daly","startTime":17.61,"endTime":21.21,"body":"what happens. But Glenn, in"},{"speaker":"Paul Daly","startTime":17.61,"endTime":21.21,"body":"typical fashion, was going on"},{"speaker":"Paul Daly","startTime":21.21,"endTime":23.88,"body":"vacation somewhere in I think it"},{"speaker":"Paul Daly","startTime":21.21,"endTime":23.88,"body":"was Niagara Falls, New York, and"},{"speaker":"Paul Daly","startTime":23.88,"endTime":26.55,"body":"he sent me a text like, hey,"},{"speaker":"Paul Daly","startTime":23.88,"endTime":26.55,"body":"we'd love to stop by and say hi,"},{"speaker":"Paul Daly","startTime":26.55,"endTime":28.56,"body":"cuz he's always thinking that"},{"speaker":"Paul Daly","startTime":26.55,"endTime":28.56,"body":"that person personal"},{"speaker":"Paul Daly","startTime":28.56,"endTime":31.41,"body":"relationship building, came over"},{"speaker":"Paul Daly","startTime":28.56,"endTime":31.41,"body":"with his wife, his sons had a"},{"speaker":"Paul Daly","startTime":31.41,"endTime":35.01,"body":"beautiful evening. And, you"},{"speaker":"Paul Daly","startTime":31.41,"endTime":35.01,"body":"know, Glenn is just the same"},{"speaker":"Paul Daly","startTime":35.01,"endTime":37.95,"body":"person, regardless of where he"},{"speaker":"Paul Daly","startTime":35.01,"endTime":37.95,"body":"is, and professional life,"},{"speaker":"Paul Daly","startTime":37.95,"endTime":40.56,"body":"personal life. And he's"},{"speaker":"Paul Daly","startTime":37.95,"endTime":40.56,"body":"obviously someone I would trust"},{"speaker":"Paul Daly","startTime":40.56,"endTime":41.49,"body":"to be in my house with my"},{"speaker":"Paul Daly","startTime":40.56,"endTime":41.49,"body":"family,"},{"speaker":"Unknown","startTime":42.0,"endTime":43.02,"body":"which I think"},{"speaker":"Kyle Mountsier","startTime":43.05,"endTime":44.97,"body":"I think Glenn"},{"speaker":"Kyle Mountsier","startTime":43.05,"endTime":44.97,"body":"when I was leaving the"},{"speaker":"Kyle Mountsier","startTime":44.97,"endTime":48.03,"body":"dealership when he found out and"},{"speaker":"Kyle Mountsier","startTime":44.97,"endTime":48.03,"body":"we had, you know, we knew each"},{"speaker":"Kyle Mountsier","startTime":48.03,"endTime":51.69,"body":"other beforehand, but I think he"},{"speaker":"Kyle Mountsier","startTime":48.03,"endTime":51.69,"body":"was like, the third person after"},{"speaker":"Kyle Mountsier","startTime":51.69,"endTime":55.83,"body":"my mom and one other person that"},{"speaker":"Kyle Mountsier","startTime":51.69,"endTime":55.83,"body":"called me and was like, oh, man,"},{"speaker":"Kyle Mountsier","startTime":55.83,"endTime":59.76,"body":"I'm excited for you can't wait"},{"speaker":"Kyle Mountsier","startTime":55.83,"endTime":59.76,"body":"to see what you do. I'm here,"},{"speaker":"Kyle Mountsier","startTime":59.85,"endTime":63.27,"body":"let me know, I've started"},{"speaker":"Kyle Mountsier","startTime":59.85,"endTime":63.27,"body":"businesses, I'd be glad to help"},{"speaker":"Kyle Mountsier","startTime":63.27,"endTime":67.29,"body":"if anything goes crazy. Like"},{"speaker":"Kyle Mountsier","startTime":63.27,"endTime":67.29,"body":"there. It's not just me, but"},{"speaker":"Kyle Mountsier","startTime":67.29,"endTime":69.84,"body":"there's a lot of other people in"},{"speaker":"Kyle Mountsier","startTime":67.29,"endTime":69.84,"body":"automotive that are here for"},{"speaker":"Kyle Mountsier","startTime":69.84,"endTime":73.86,"body":"you. And so he's just and he's"},{"speaker":"Kyle Mountsier","startTime":69.84,"endTime":73.86,"body":"done that a few times. It's"},{"speaker":"Kyle Mountsier","startTime":73.86,"endTime":76.65,"body":"normally random calls and when"},{"speaker":"Kyle Mountsier","startTime":73.86,"endTime":76.65,"body":"you're least expecting it, and"},{"speaker":"Kyle Mountsier","startTime":76.65,"endTime":80.43,"body":"then He never asks anything."},{"speaker":"Kyle Mountsier","startTime":76.65,"endTime":80.43,"body":"It's just a bunch of give. And"},{"speaker":"Kyle Mountsier","startTime":80.43,"endTime":83.22,"body":"that's, he's he does that"},{"speaker":"Kyle Mountsier","startTime":80.43,"endTime":83.22,"body":"throughout automotive, which is"},{"speaker":"Kyle Mountsier","startTime":83.22,"endTime":83.76,"body":"incredible."},{"speaker":"Michael Cirillo","startTime":84.93,"endTime":93.06,"body":"I am indebted"},{"speaker":"Michael Cirillo","startTime":84.93,"endTime":93.06,"body":"to him, because he's the first"},{"speaker":"Michael Cirillo","startTime":93.06,"endTime":94.5,"body":"guy who gave me a shot."},{"speaker":"Paul Daly","startTime":95.19,"endTime":96.93,"body":"Really? What do you"},{"speaker":"Paul Daly","startTime":95.19,"endTime":96.93,"body":"mean by that?"},{"speaker":"Kyle Mountsier","startTime":96.99,"endTime":99.21,"body":"He's like, he's"},{"speaker":"Kyle Mountsier","startTime":96.99,"endTime":99.21,"body":"like, so Paul. And Kyle."},{"speaker":"Unknown","startTime":99.21,"endTime":101.64,"body":"That's a cool story."},{"speaker":"Unknown","startTime":99.21,"endTime":101.64,"body":"moderates that room on"},{"speaker":"Unknown","startTime":101.64,"endTime":102.54,"body":"clubhouse."},{"speaker":"Michael Cirillo","startTime":102.0,"endTime":105.99,"body":"Yeah, the"},{"speaker":"Michael Cirillo","startTime":102.0,"endTime":105.99,"body":"moderator. No. So let's go back."},{"speaker":"Michael Cirillo","startTime":106.14,"endTime":110.31,"body":"I'll spare the details. And I'll"},{"speaker":"Michael Cirillo","startTime":106.14,"endTime":110.31,"body":"just get to the TLDR version of"},{"speaker":"Michael Cirillo","startTime":110.31,"endTime":114.96,"body":"it. But basically, when I was"},{"speaker":"Michael Cirillo","startTime":110.31,"endTime":114.96,"body":"overcoming my demons and said, I"},{"speaker":"Michael Cirillo","startTime":114.96,"endTime":118.95,"body":"need to meet other successful"},{"speaker":"Michael Cirillo","startTime":114.96,"endTime":118.95,"body":"people, and I need to know them."},{"speaker":"Michael Cirillo","startTime":119.13,"endTime":123.96,"body":"I wrote his and his brother's"},{"speaker":"Michael Cirillo","startTime":119.13,"endTime":123.96,"body":"name down in the in a book. And"},{"speaker":"Michael Cirillo","startTime":124.2,"endTime":127.26,"body":"took took a shot. And they were"},{"speaker":"Michael Cirillo","startTime":124.2,"endTime":127.26,"body":"putting on a conference called"},{"speaker":"Michael Cirillo","startTime":127.32,"endTime":132.81,"body":"metaphor, Auto Con, Auto Con"},{"speaker":"Michael Cirillo","startTime":127.32,"endTime":132.81,"body":"2011, or something like that."},{"speaker":"Michael Cirillo","startTime":133.2,"endTime":136.89,"body":"And I man, I was so freaking"},{"speaker":"Michael Cirillo","startTime":133.2,"endTime":136.89,"body":"nervous. And I applied. And they"},{"speaker":"Michael Cirillo","startTime":136.89,"endTime":139.32,"body":"were like, never heard of this"},{"speaker":"Michael Cirillo","startTime":136.89,"endTime":139.32,"body":"guy before. But let's give them"},{"speaker":"Michael Cirillo","startTime":139.32,"endTime":140.07,"body":"a chance. And"},{"speaker":"Paul Daly","startTime":140.07,"endTime":143.1,"body":"you literally have"},{"speaker":"Paul Daly","startTime":140.07,"endTime":143.1,"body":"known Glenn for 12 years. Yeah,"},{"speaker":"Paul Daly","startTime":143.1,"endTime":143.85,"body":"11 years."},{"speaker":"Michael Cirillo","startTime":143.91,"endTime":146.55,"body":"Yeah. And but"},{"speaker":"Michael Cirillo","startTime":143.91,"endTime":146.55,"body":"it just validates everything"},{"speaker":"Michael Cirillo","startTime":146.55,"endTime":148.95,"body":"that you guys were saying. And I"},{"speaker":"Michael Cirillo","startTime":146.55,"endTime":148.95,"body":"wanted to just get that in there"},{"speaker":"Michael Cirillo","startTime":148.95,"endTime":153.63,"body":"and say, it's absolutely true."},{"speaker":"Michael Cirillo","startTime":148.95,"endTime":153.63,"body":"He he's never looking for"},{"speaker":"Michael Cirillo","startTime":153.63,"endTime":156.6,"body":"anything in return. But when you"},{"speaker":"Michael Cirillo","startTime":153.63,"endTime":156.6,"body":"ask him a question, he"},{"speaker":"Michael Cirillo","startTime":156.6,"endTime":159.75,"body":"immediately has an answer. And I"},{"speaker":"Michael Cirillo","startTime":156.6,"endTime":159.75,"body":"think that's just so unique. And"},{"speaker":"Michael Cirillo","startTime":159.75,"endTime":163.2,"body":"I And and so just always"},{"speaker":"Michael Cirillo","startTime":159.75,"endTime":163.2,"body":"grateful for anytime we get the"},{"speaker":"Michael Cirillo","startTime":163.2,"endTime":164.94,"body":"chance, the chance to chat with"},{"speaker":"Michael Cirillo","startTime":163.2,"endTime":164.94,"body":"him."},{"speaker":"Paul Daly","startTime":165.48,"endTime":168.9,"body":"Well, hope you enjoy"},{"speaker":"Paul Daly","startTime":165.48,"endTime":168.9,"body":"our conversation with Glenn."},{"speaker":"Paul Daly","startTime":177.84,"endTime":180.48,"body":"Glenn, thank you so much for"},{"speaker":"Paul Daly","startTime":177.84,"endTime":180.48,"body":"spending some time with us"},{"speaker":"Paul Daly","startTime":180.48,"endTime":183.84,"body":"today. I hope we can get through"},{"speaker":"Paul Daly","startTime":180.48,"endTime":183.84,"body":"this interview without breaking"},{"speaker":"Paul Daly","startTime":183.84,"endTime":186.39,"body":"down and laughter or referring"},{"speaker":"Paul Daly","startTime":183.84,"endTime":186.39,"body":"to ourselves in the third"},{"speaker":"Paul Daly","startTime":186.39,"endTime":187.02,"body":"person."},{"speaker":"Kyle Mountsier","startTime":187.77,"endTime":189.6,"body":"I hope we can't"},{"speaker":"Kyle Mountsier","startTime":187.77,"endTime":189.6,"body":"make it through it actually."},{"speaker":"Paul Daly","startTime":191.91,"endTime":194.1,"body":"We all know what's"},{"speaker":"Paul Daly","startTime":191.91,"endTime":194.1,"body":"going on here. That's got to"},{"speaker":"Paul Daly","startTime":194.1,"endTime":197.13,"body":"happen. But Glenn, thanks for"},{"speaker":"Paul Daly","startTime":194.1,"endTime":197.13,"body":"joining us today. We appreciate"},{"speaker":"Paul Daly","startTime":197.13,"endTime":197.25,"body":"it."},{"speaker":"Glenn Pasch","startTime":197.28,"endTime":199.35,"body":"No, thanks for"},{"speaker":"Glenn Pasch","startTime":197.28,"endTime":199.35,"body":"having me. This is gonna be fun."},{"speaker":"Glenn Pasch","startTime":199.83,"endTime":200.49,"body":"Okay, so"},{"speaker":"Paul Daly","startTime":200.52,"endTime":205.89,"body":"you're somebody who I"},{"speaker":"Paul Daly","startTime":200.52,"endTime":205.89,"body":"would consider a host a person a"},{"speaker":"Paul Daly","startTime":205.89,"endTime":211.77,"body":"leader who knows how to ask good"},{"speaker":"Paul Daly","startTime":205.89,"endTime":211.77,"body":"questions. And, you know, when"},{"speaker":"Paul Daly","startTime":211.8,"endTime":214.53,"body":"when you started talking about"},{"speaker":"Paul Daly","startTime":211.8,"endTime":214.53,"body":"like, you're in charge now what,"},{"speaker":"Paul Daly","startTime":214.56,"endTime":217.35,"body":"which was, you know, kind of"},{"speaker":"Paul Daly","startTime":214.56,"endTime":217.35,"body":"your trajectory over the last, I"},{"speaker":"Paul Daly","startTime":217.35,"endTime":219.66,"body":"don't know, probably three"},{"speaker":"Paul Daly","startTime":217.35,"endTime":219.66,"body":"years, when that first started"},{"speaker":"Paul Daly","startTime":219.66,"endTime":223.26,"body":"kind of hitting the scene, you"},{"speaker":"Paul Daly","startTime":219.66,"endTime":223.26,"body":"seem you seem really focused and"},{"speaker":"Paul Daly","startTime":223.26,"endTime":226.2,"body":"obsessed almost, with asking the"},{"speaker":"Paul Daly","startTime":223.26,"endTime":226.2,"body":"right questions. Why"},{"speaker":"Glenn Pasch","startTime":226.2,"endTime":232.38,"body":"is that? I think"},{"speaker":"Glenn Pasch","startTime":226.2,"endTime":232.38,"body":"that a lot of people, they get"},{"speaker":"Glenn Pasch","startTime":232.38,"endTime":236.43,"body":"stuck in the classroom. So think"},{"speaker":"Glenn Pasch","startTime":232.38,"endTime":236.43,"body":"of it that way. You're you're"},{"speaker":"Glenn Pasch","startTime":236.43,"endTime":242.31,"body":"stuck in listening to a podcast,"},{"speaker":"Glenn Pasch","startTime":236.43,"endTime":242.31,"body":"or you read a book and you get"},{"speaker":"Glenn Pasch","startTime":242.31,"endTime":246.72,"body":"stuck with a bunch of ideas that"},{"speaker":"Glenn Pasch","startTime":242.31,"endTime":246.72,"body":"are written down. And if you're"},{"speaker":"Glenn Pasch","startTime":246.72,"endTime":250.29,"body":"not asking the right questions"},{"speaker":"Glenn Pasch","startTime":246.72,"endTime":250.29,"body":"of okay, well, what do I do with"},{"speaker":"Glenn Pasch","startTime":250.29,"endTime":253.95,"body":"this information or this data,"},{"speaker":"Glenn Pasch","startTime":250.29,"endTime":253.95,"body":"then it just sits there. And"},{"speaker":"Glenn Pasch","startTime":253.95,"endTime":256.86,"body":"then, you know, people get"},{"speaker":"Glenn Pasch","startTime":253.95,"endTime":256.86,"body":"frustrated that nothing's"},{"speaker":"Glenn Pasch","startTime":256.86,"endTime":261.99,"body":"changing. And so I think that's"},{"speaker":"Glenn Pasch","startTime":256.86,"endTime":261.99,"body":"the essence of a good leader is"},{"speaker":"Glenn Pasch","startTime":261.99,"endTime":265.59,"body":"not to tell people what to do."},{"speaker":"Glenn Pasch","startTime":261.99,"endTime":265.59,"body":"It's to ask them the question,"},{"speaker":"Glenn Pasch","startTime":265.59,"endTime":271.53,"body":"so they end up finding the path"},{"speaker":"Glenn Pasch","startTime":265.59,"endTime":271.53,"body":"I want them to go on. But they"},{"speaker":"Glenn Pasch","startTime":271.53,"endTime":276.0,"body":"find the path themselves. And so"},{"speaker":"Glenn Pasch","startTime":271.53,"endTime":276.0,"body":"my best trait, or I think one of"},{"speaker":"Glenn Pasch","startTime":276.0,"endTime":279.93,"body":"the best traits of good leaders"},{"speaker":"Glenn Pasch","startTime":276.0,"endTime":279.93,"body":"is asking questions that you may"},{"speaker":"Glenn Pasch","startTime":279.93,"endTime":283.23,"body":"already know the answer to, but"},{"speaker":"Glenn Pasch","startTime":279.93,"endTime":283.23,"body":"it's not my idea. It's yours."},{"speaker":"Paul Daly","startTime":284.16,"endTime":286.89,"body":"So you're saying ask"},{"speaker":"Paul Daly","startTime":284.16,"endTime":286.89,"body":"a question in some instances"},{"speaker":"Paul Daly","startTime":286.89,"endTime":289.32,"body":"that you already know the answer"},{"speaker":"Paul Daly","startTime":286.89,"endTime":289.32,"body":"to because you want the other"},{"speaker":"Paul Daly","startTime":289.32,"endTime":291.18,"body":"person to work through it. Yes."},{"speaker":"Glenn Pasch","startTime":291.21,"endTime":294.3,"body":"So if so, for"},{"speaker":"Glenn Pasch","startTime":291.21,"endTime":294.3,"body":"example, if you're coaching"},{"speaker":"Glenn Pasch","startTime":294.3,"endTime":297.42,"body":"somebody and you don't get the"},{"speaker":"Glenn Pasch","startTime":294.3,"endTime":297.42,"body":"results that you want, you know,"},{"speaker":"Glenn Pasch","startTime":297.42,"endTime":299.97,"body":"a lot of times people will"},{"speaker":"Glenn Pasch","startTime":297.42,"endTime":299.97,"body":"default or some leaders will do"},{"speaker":"Glenn Pasch","startTime":300.0,"endTime":302.91,"body":"Call to just say, Well, Michael,"},{"speaker":"Glenn Pasch","startTime":300.0,"endTime":302.91,"body":"you know what to do, Paul, you"},{"speaker":"Glenn Pasch","startTime":302.91,"endTime":305.91,"body":"know what to do? Or, hey, how"},{"speaker":"Glenn Pasch","startTime":302.91,"endTime":305.91,"body":"many times have I told you to do"},{"speaker":"Glenn Pasch","startTime":305.91,"endTime":310.08,"body":"this? But if I sat there and I"},{"speaker":"Glenn Pasch","startTime":305.91,"endTime":310.08,"body":"said, Well, Kyle, let me ask you"},{"speaker":"Glenn Pasch","startTime":310.08,"endTime":314.4,"body":"a question. What do you remember"},{"speaker":"Glenn Pasch","startTime":310.08,"endTime":314.4,"body":"from training about x? I'm gonna"},{"speaker":"Glenn Pasch","startTime":314.4,"endTime":318.63,"body":"unlock where the disconnect is,"},{"speaker":"Glenn Pasch","startTime":314.4,"endTime":318.63,"body":"is it that Kyle forgets what"},{"speaker":"Glenn Pasch","startTime":318.63,"endTime":323.37,"body":"they were supposed to do? Is it?"},{"speaker":"Glenn Pasch","startTime":318.63,"endTime":323.37,"body":"He is half and half? Or is it"},{"speaker":"Glenn Pasch","startTime":323.52,"endTime":327.57,"body":"that Kyle knows exactly what to"},{"speaker":"Glenn Pasch","startTime":323.52,"endTime":327.57,"body":"do. But Kyle's choosing not to"},{"speaker":"Glenn Pasch","startTime":327.57,"endTime":330.63,"body":"do it. So it's a completely"},{"speaker":"Glenn Pasch","startTime":327.57,"endTime":330.63,"body":"different reason. But if my"},{"speaker":"Glenn Pasch","startTime":330.66,"endTime":333.15,"body":"default is always well, Kyle"},{"speaker":"Glenn Pasch","startTime":330.66,"endTime":333.15,"body":"doesn't know what to do. And"},{"speaker":"Glenn Pasch","startTime":333.15,"endTime":337.2,"body":"that's all I say to them. I"},{"speaker":"Glenn Pasch","startTime":333.15,"endTime":337.2,"body":"disconnect. But if he tells me"},{"speaker":"Glenn Pasch","startTime":337.2,"endTime":339.78,"body":"this, then it's easier for me to"},{"speaker":"Glenn Pasch","startTime":337.2,"endTime":339.78,"body":"go, Oh, here's where we're"},{"speaker":"Glenn Pasch","startTime":339.78,"endTime":344.4,"body":"going. But again, it's it's that"},{"speaker":"Glenn Pasch","startTime":339.78,"endTime":344.4,"body":"idea of they're leading the"},{"speaker":"Glenn Pasch","startTime":344.4,"endTime":348.42,"body":"conversation, even though I know"},{"speaker":"Glenn Pasch","startTime":344.4,"endTime":348.42,"body":"where I want you to go. It's"},{"speaker":"Glenn Pasch","startTime":348.42,"endTime":348.63,"body":"like a"},{"speaker":"Michael Cirillo","startTime":348.63,"endTime":351.63,"body":"therapist."},{"speaker":"Michael Cirillo","startTime":348.63,"endTime":351.63,"body":"Well, it's the ultimate, it's"},{"speaker":"Michael Cirillo","startTime":351.63,"endTime":356.22,"body":"the ultimate maintenance of"},{"speaker":"Michael Cirillo","startTime":351.63,"endTime":356.22,"body":"control in a positive way, for"},{"speaker":"Michael Cirillo","startTime":356.22,"endTime":359.64,"body":"example, you know, the way I see"},{"speaker":"Michael Cirillo","startTime":356.22,"endTime":359.64,"body":"it, because Glenn and I, I mean,"},{"speaker":"Michael Cirillo","startTime":359.67,"endTime":363.78,"body":"you and I have had tons of"},{"speaker":"Michael Cirillo","startTime":359.67,"endTime":363.78,"body":"conversations, just after hours,"},{"speaker":"Michael Cirillo","startTime":363.78,"endTime":367.41,"body":"weekends, you know, I'll ask you"},{"speaker":"Michael Cirillo","startTime":363.78,"endTime":367.41,"body":"your input on certain things."},{"speaker":"Michael Cirillo","startTime":367.41,"endTime":370.47,"body":"And, and I've experienced what"},{"speaker":"Michael Cirillo","startTime":367.41,"endTime":370.47,"body":"you're talking about hear"},{"speaker":"Michael Cirillo","startTime":370.47,"endTime":375.48,"body":"firsthand from you. And what"},{"speaker":"Michael Cirillo","startTime":370.47,"endTime":375.48,"body":"always interests me, what I"},{"speaker":"Michael Cirillo","startTime":375.48,"endTime":380.37,"body":"always tend to pick up on is if"},{"speaker":"Michael Cirillo","startTime":375.48,"endTime":380.37,"body":"you can deploy that type of"},{"speaker":"Michael Cirillo","startTime":380.37,"endTime":383.4,"body":"leadership style, it's because"},{"speaker":"Michael Cirillo","startTime":380.37,"endTime":383.4,"body":"you have confidence that you've"},{"speaker":"Michael Cirillo","startTime":383.4,"endTime":389.49,"body":"also created the the parameters"},{"speaker":"Michael Cirillo","startTime":383.4,"endTime":389.49,"body":"within which the person will"},{"speaker":"Michael Cirillo","startTime":389.49,"endTime":392.67,"body":"operate. Right. And most people"},{"speaker":"Michael Cirillo","startTime":389.49,"endTime":392.67,"body":"are afraid of this, because they"},{"speaker":"Michael Cirillo","startTime":392.67,"endTime":396.78,"body":"have absolutely no control. They"},{"speaker":"Michael Cirillo","startTime":392.67,"endTime":396.78,"body":"have no clarity on what they"},{"speaker":"Michael Cirillo","startTime":396.78,"endTime":399.45,"body":"want, what their business looks"},{"speaker":"Michael Cirillo","startTime":396.78,"endTime":399.45,"body":"like, where are the walls, what"},{"speaker":"Michael Cirillo","startTime":399.45,"endTime":403.41,"body":"are the parameters? What's the"},{"speaker":"Michael Cirillo","startTime":399.45,"endTime":403.41,"body":"context? And so I, I don't know"},{"speaker":"Michael Cirillo","startTime":403.41,"endTime":405.51,"body":"what your thoughts are on that."},{"speaker":"Michael Cirillo","startTime":403.41,"endTime":405.51,"body":"But I feel like that that needs"},{"speaker":"Michael Cirillo","startTime":405.51,"endTime":409.2,"body":"to be key to this whole"},{"speaker":"Michael Cirillo","startTime":405.51,"endTime":409.2,"body":"infrastructure is you need to"},{"speaker":"Michael Cirillo","startTime":409.2,"endTime":412.5,"body":"have clarity as the leader on"},{"speaker":"Michael Cirillo","startTime":409.2,"endTime":412.5,"body":"the context with which they will"},{"speaker":"Michael Cirillo","startTime":412.5,"endTime":413.01,"body":"operate."},{"speaker":"Glenn Pasch","startTime":413.25,"endTime":417.0,"body":"Yeah, I agree. I"},{"speaker":"Glenn Pasch","startTime":413.25,"endTime":417.0,"body":"think I've been very lucky."},{"speaker":"Glenn Pasch","startTime":417.93,"endTime":421.89,"body":"Throughout my life, you know,"},{"speaker":"Glenn Pasch","startTime":417.93,"endTime":421.89,"body":"being in certain situations, you"},{"speaker":"Glenn Pasch","startTime":421.89,"endTime":425.4,"body":"know, I played music, you know,"},{"speaker":"Glenn Pasch","startTime":421.89,"endTime":425.4,"body":"in school, and there's a"},{"speaker":"Glenn Pasch","startTime":425.4,"endTime":427.23,"body":"framework to that there sports."},{"speaker":"Paul Daly","startTime":427.71,"endTime":428.91,"body":"By the way. I,"},{"speaker":"Glenn Pasch","startTime":429.42,"endTime":433.56,"body":"I played trumpet."},{"speaker":"Glenn Pasch","startTime":429.42,"endTime":433.56,"body":"My, my grandfather owned the"},{"speaker":"Glenn Pasch","startTime":433.56,"endTime":437.46,"body":"largest music store in central"},{"speaker":"Glenn Pasch","startTime":433.56,"endTime":437.46,"body":"New Jersey. So when fourth grade"},{"speaker":"Glenn Pasch","startTime":437.46,"endTime":441.03,"body":"came around, you had to have"},{"speaker":"Glenn Pasch","startTime":437.46,"endTime":441.03,"body":"pickup instrument. So I went"},{"speaker":"Glenn Pasch","startTime":441.03,"endTime":443.88,"body":"into the store, and I picked"},{"speaker":"Glenn Pasch","startTime":441.03,"endTime":443.88,"body":"whatever was easiest to carry"},{"speaker":"Glenn Pasch","startTime":443.88,"endTime":446.76,"body":"back and forth, because I had to"},{"speaker":"Glenn Pasch","startTime":443.88,"endTime":446.76,"body":"walk almost a mile to school. So"},{"speaker":"Glenn Pasch","startTime":449.58,"endTime":453.93,"body":"my friend Brian, my brother,"},{"speaker":"Glenn Pasch","startTime":449.58,"endTime":453.93,"body":"Brian picked clarinet. I picked"},{"speaker":"Glenn Pasch","startTime":453.93,"endTime":458.49,"body":"trumpet. And my older brother, I"},{"speaker":"Glenn Pasch","startTime":453.93,"endTime":458.49,"body":"think he was first and he picked"},{"speaker":"Glenn Pasch","startTime":458.49,"endTime":460.92,"body":"it. I think he picked the"},{"speaker":"Glenn Pasch","startTime":458.49,"endTime":460.92,"body":"trombone. And I said, that's way"},{"speaker":"Glenn Pasch","startTime":460.92,"endTime":464.13,"body":"too big. So we went for Trump"},{"speaker":"Glenn Pasch","startTime":460.92,"endTime":464.13,"body":"did the three of you"},{"speaker":"Paul Daly","startTime":464.13,"endTime":467.55,"body":"like learn that? That"},{"speaker":"Paul Daly","startTime":464.13,"endTime":467.55,"body":"little song from the first"},{"speaker":"Paul Daly","startTime":467.55,"endTime":469.35,"body":"episode of Star Wars, you know,"},{"speaker":"Glenn Pasch","startTime":469.0,"endTime":474.13,"body":"burnt butter? For"},{"speaker":"Glenn Pasch","startTime":469.0,"endTime":474.13,"body":"butter? We're actually we're in"},{"speaker":"Glenn Pasch","startTime":474.13,"endTime":476.65,"body":"the back there. We're playing"},{"speaker":"Glenn Pasch","startTime":474.13,"endTime":476.65,"body":"that's all I gotta say, Brian,"},{"speaker":"Glenn Pasch","startTime":476.65,"endTime":480.25,"body":"rocker the clarinet on that. So"},{"speaker":"Glenn Pasch","startTime":476.65,"endTime":480.25,"body":"I know, I know. Benny Goodman"},{"speaker":"Glenn Pasch","startTime":480.25,"endTime":486.25,"body":"asked, there he goes. No"},{"speaker":"Glenn Pasch","startTime":480.25,"endTime":486.25,"body":"instrument, Glenn Pasch, oh. But"},{"speaker":"Glenn Pasch","startTime":486.28,"endTime":490.75,"body":"when you when you are in that,"},{"speaker":"Glenn Pasch","startTime":486.28,"endTime":490.75,"body":"or you played sports, or I did a"},{"speaker":"Glenn Pasch","startTime":490.75,"endTime":494.95,"body":"lot of work in hospitality, and,"},{"speaker":"Glenn Pasch","startTime":490.75,"endTime":494.95,"body":"you know, I was an actor for a"},{"speaker":"Glenn Pasch","startTime":494.95,"endTime":498.67,"body":"long time. There are barriers"},{"speaker":"Glenn Pasch","startTime":494.95,"endTime":498.67,"body":"and there are people and I"},{"speaker":"Glenn Pasch","startTime":498.67,"endTime":503.8,"body":"remember this, clearly, having a"},{"speaker":"Glenn Pasch","startTime":498.67,"endTime":503.8,"body":"director have a discussion with"},{"speaker":"Glenn Pasch","startTime":503.8,"endTime":506.47,"body":"an actor at one time. And he"},{"speaker":"Glenn Pasch","startTime":503.8,"endTime":506.47,"body":"said, all of this, you're"},{"speaker":"Glenn Pasch","startTime":506.47,"endTime":509.02,"body":"telling me all these things that"},{"speaker":"Glenn Pasch","startTime":506.47,"endTime":509.02,"body":"I have to do when I have to do"},{"speaker":"Glenn Pasch","startTime":509.02,"endTime":513.19,"body":"it, you're you know, you're"},{"speaker":"Glenn Pasch","startTime":509.02,"endTime":513.19,"body":"restricting my creativity. And"},{"speaker":"Glenn Pasch","startTime":513.19,"endTime":516.43,"body":"he said, actually, it's"},{"speaker":"Glenn Pasch","startTime":513.19,"endTime":516.43,"body":"counterintuitive. The more you"},{"speaker":"Glenn Pasch","startTime":516.43,"endTime":521.14,"body":"have that framework, the freer"},{"speaker":"Glenn Pasch","startTime":516.43,"endTime":521.14,"body":"you can be. Yeah. Because now"},{"speaker":"Glenn Pasch","startTime":521.14,"endTime":523.84,"body":"you're not thinking about it,"},{"speaker":"Glenn Pasch","startTime":521.14,"endTime":523.84,"body":"you can actually sit and"},{"speaker":"Glenn Pasch","startTime":523.84,"endTime":529.39,"body":"respond. So if you think you're"},{"speaker":"Glenn Pasch","startTime":523.84,"endTime":529.39,"body":"like jazz, it's exactly it's so"},{"speaker":"Glenn Pasch","startTime":529.42,"endTime":533.53,"body":"the more that you have in let's"},{"speaker":"Glenn Pasch","startTime":529.42,"endTime":533.53,"body":"do in automotive, the more"},{"speaker":"Glenn Pasch","startTime":533.53,"endTime":536.71,"body":"processes you have, or the more"},{"speaker":"Glenn Pasch","startTime":533.53,"endTime":536.71,"body":"guardrails you have or"},{"speaker":"Glenn Pasch","startTime":536.71,"endTime":541.12,"body":"frameworks, then I don't have to"},{"speaker":"Glenn Pasch","startTime":536.71,"endTime":541.12,"body":"think about what should I do"},{"speaker":"Glenn Pasch","startTime":541.12,"endTime":545.32,"body":"next, I can just be and then I"},{"speaker":"Glenn Pasch","startTime":541.12,"endTime":545.32,"body":"really can run fast. So like"},{"speaker":"Glenn Pasch","startTime":545.32,"endTime":549.04,"body":"sports, if I know that one, this"},{"speaker":"Glenn Pasch","startTime":545.32,"endTime":549.04,"body":"play, that's where I have to go."},{"speaker":"Glenn Pasch","startTime":549.25,"endTime":554.11,"body":"I can just accelerate and"},{"speaker":"Glenn Pasch","startTime":549.25,"endTime":554.11,"body":"everything. It frees me up. So"},{"speaker":"Glenn Pasch","startTime":554.14,"endTime":557.62,"body":"So to your point, Michael, the"},{"speaker":"Glenn Pasch","startTime":554.14,"endTime":557.62,"body":"more that you have these as a"},{"speaker":"Glenn Pasch","startTime":557.62,"endTime":561.25,"body":"leader, you need to provide that"},{"speaker":"Glenn Pasch","startTime":557.62,"endTime":561.25,"body":"structure for your for your"},{"speaker":"Glenn Pasch","startTime":561.25,"endTime":563.32,"body":"people. That's why it's"},{"speaker":"Glenn Pasch","startTime":561.25,"endTime":563.32,"body":"important to have all of their"},{"speaker":"Glenn Pasch","startTime":563.32,"endTime":567.28,"body":"roles and responsibilities"},{"speaker":"Glenn Pasch","startTime":563.32,"endTime":567.28,"body":"documented. So when you hire"},{"speaker":"Glenn Pasch","startTime":567.28,"endTime":569.98,"body":"someone, you can say, Kyle, can"},{"speaker":"Glenn Pasch","startTime":567.28,"endTime":569.98,"body":"you do this? And they go, Yes, I"},{"speaker":"Glenn Pasch","startTime":569.98,"endTime":574.12,"body":"can or no, that's not my style,"},{"speaker":"Glenn Pasch","startTime":569.98,"endTime":574.12,"body":"saves time. But now we're all"},{"speaker":"Glenn Pasch","startTime":574.12,"endTime":578.35,"body":"training off the same playbook."},{"speaker":"Glenn Pasch","startTime":574.12,"endTime":578.35,"body":"And hopefully, we're unshackling"},{"speaker":"Glenn Pasch","startTime":578.35,"endTime":583.54,"body":"Kyle to be able to run fast and"},{"speaker":"Glenn Pasch","startTime":578.35,"endTime":583.54,"body":"so his whole personality can be"},{"speaker":"Glenn Pasch","startTime":583.54,"endTime":586.33,"body":"delivered to this. The problem"},{"speaker":"Glenn Pasch","startTime":583.54,"endTime":586.33,"body":"is Automotive is such a"},{"speaker":"Glenn Pasch","startTime":586.33,"endTime":590.26,"body":"personality driven business. We"},{"speaker":"Glenn Pasch","startTime":586.33,"endTime":590.26,"body":"think if you have a great"},{"speaker":"Glenn Pasch","startTime":590.26,"endTime":594.19,"body":"personality, you don't need the"},{"speaker":"Glenn Pasch","startTime":590.26,"endTime":594.19,"body":"structure instead of"},{"speaker":"Glenn Pasch","startTime":594.19,"endTime":598.72,"body":"understanding. You could be even"},{"speaker":"Glenn Pasch","startTime":594.19,"endTime":598.72,"body":"better with that all of what you"},{"speaker":"Glenn Pasch","startTime":598.72,"endTime":601.06,"body":"bring to the table with your"},{"speaker":"Glenn Pasch","startTime":598.72,"endTime":601.06,"body":"purse. Now the if you had the"},{"speaker":"Glenn Pasch","startTime":601.06,"endTime":601.57,"body":"structure,"},{"speaker":"Kyle Mountsier","startTime":602.56,"endTime":605.98,"body":"you know, one of"},{"speaker":"Kyle Mountsier","startTime":602.56,"endTime":605.98,"body":"the things that I, as I'm"},{"speaker":"Kyle Mountsier","startTime":605.98,"endTime":608.95,"body":"listening to you, and as I kind"},{"speaker":"Kyle Mountsier","startTime":605.98,"endTime":608.95,"body":"of like watch you around"},{"speaker":"Kyle Mountsier","startTime":608.98,"endTime":612.34,"body":"automotive spaces, I noticed"},{"speaker":"Kyle Mountsier","startTime":608.98,"endTime":612.34,"body":"that you have a particular"},{"speaker":"Kyle Mountsier","startTime":612.61,"endTime":618.61,"body":"passion for just allowing"},{"speaker":"Kyle Mountsier","startTime":612.61,"endTime":618.61,"body":"leaders to lead better across"},{"speaker":"Kyle Mountsier","startTime":618.61,"endTime":623.38,"body":"automotive like it's a, it's a"},{"speaker":"Kyle Mountsier","startTime":618.61,"endTime":623.38,"body":"broad reaching desire that you"},{"speaker":"Kyle Mountsier","startTime":623.38,"endTime":628.84,"body":"have that's that's like deeply"},{"speaker":"Kyle Mountsier","startTime":623.38,"endTime":628.84,"body":"rooted in who you are. And, you"},{"speaker":"Kyle Mountsier","startTime":628.84,"endTime":632.77,"body":"know, when I found out that,"},{"speaker":"Kyle Mountsier","startTime":628.84,"endTime":632.77,"body":"that the majority of your adult"},{"speaker":"Kyle Mountsier","startTime":632.98,"endTime":636.88,"body":"career prior to automotive was"},{"speaker":"Kyle Mountsier","startTime":632.98,"endTime":636.88,"body":"in hospitality, I was like, Oh,"},{"speaker":"Kyle Mountsier","startTime":636.88,"endTime":640.6,"body":"my goodness, absolute straight"},{"speaker":"Kyle Mountsier","startTime":636.88,"endTime":640.6,"body":"line to what I would tell what I"},{"speaker":"Kyle Mountsier","startTime":640.6,"endTime":646.33,"body":"see you like imploring people in"},{"speaker":"Kyle Mountsier","startTime":640.6,"endTime":646.33,"body":"automotive with how they lead"},{"speaker":"Kyle Mountsier","startTime":646.33,"endTime":650.29,"body":"how they operate their"},{"speaker":"Kyle Mountsier","startTime":646.33,"endTime":650.29,"body":"businesses. And so like I want"},{"speaker":"Kyle Mountsier","startTime":650.29,"endTime":653.08,"body":"to hear about, as you"},{"speaker":"Kyle Mountsier","startTime":650.29,"endTime":653.08,"body":"transitioned into the auto"},{"speaker":"Kyle Mountsier","startTime":653.08,"endTime":657.76,"body":"space, what about as you came"},{"speaker":"Kyle Mountsier","startTime":653.08,"endTime":657.76,"body":"into auto learned it more and"},{"speaker":"Kyle Mountsier","startTime":657.76,"endTime":662.26,"body":"then and then sunk your teeth"},{"speaker":"Kyle Mountsier","startTime":657.76,"endTime":662.26,"body":"in, like created this desire to"},{"speaker":"Kyle Mountsier","startTime":662.26,"endTime":667.03,"body":"have a focus in how people are"},{"speaker":"Kyle Mountsier","startTime":662.26,"endTime":667.03,"body":"leading or operating their"},{"speaker":"Kyle Mountsier","startTime":667.03,"endTime":670.27,"body":"businesses more than just, you"},{"speaker":"Kyle Mountsier","startTime":667.03,"endTime":670.27,"body":"know, because you've got PCG,"},{"speaker":"Kyle Mountsier","startTime":670.27,"endTime":672.91,"body":"and you've got the marketing"},{"speaker":"Kyle Mountsier","startTime":670.27,"endTime":672.91,"body":"side, but you have a much"},{"speaker":"Kyle Mountsier","startTime":672.91,"endTime":677.35,"body":"broader, you know, focus in in"},{"speaker":"Kyle Mountsier","startTime":672.91,"endTime":677.35,"body":"how to care for the industry?"},{"speaker":"Kyle Mountsier","startTime":677.5,"endTime":681.19,"body":"How did that shift come about,"},{"speaker":"Kyle Mountsier","startTime":677.5,"endTime":681.19,"body":"as you moved industries and kind"},{"speaker":"Kyle Mountsier","startTime":681.19,"endTime":682.36,"body":"of learned automotive?"},{"speaker":"Glenn Pasch","startTime":683.41,"endTime":685.57,"body":"Well, automotive,"},{"speaker":"Glenn Pasch","startTime":683.41,"endTime":685.57,"body":"it was more of the marketing"},{"speaker":"Glenn Pasch","startTime":685.57,"endTime":689.11,"body":"side originally, when I before I"},{"speaker":"Glenn Pasch","startTime":685.57,"endTime":689.11,"body":"joined with Brian in the agency"},{"speaker":"Glenn Pasch","startTime":689.11,"endTime":692.35,"body":"side, I was building and trying"},{"speaker":"Glenn Pasch","startTime":689.11,"endTime":692.35,"body":"to build a business that would"},{"speaker":"Glenn Pasch","startTime":692.35,"endTime":695.44,"body":"go in and focus on customer"},{"speaker":"Glenn Pasch","startTime":692.35,"endTime":695.44,"body":"service and process and"},{"speaker":"Glenn Pasch","startTime":695.44,"endTime":699.34,"body":"organizational structure and"},{"speaker":"Glenn Pasch","startTime":695.44,"endTime":699.34,"body":"discipline and things like that."},{"speaker":"Glenn Pasch","startTime":699.34,"endTime":703.03,"body":"And then we pivoted into joining"},{"speaker":"Glenn Pasch","startTime":699.34,"endTime":703.03,"body":"him. And that's really what I"},{"speaker":"Glenn Pasch","startTime":703.03,"endTime":705.91,"body":"did. Initially, it wasn't that I"},{"speaker":"Glenn Pasch","startTime":703.03,"endTime":705.91,"body":"loved marketing, or really even"},{"speaker":"Glenn Pasch","startTime":705.91,"endTime":709.21,"body":"understood it, I was helping him"},{"speaker":"Glenn Pasch","startTime":705.91,"endTime":709.21,"body":"build the infrastructure for his"},{"speaker":"Glenn Pasch","startTime":709.21,"endTime":713.5,"body":"company. And so I learned the"},{"speaker":"Glenn Pasch","startTime":709.21,"endTime":713.5,"body":"marketing side by side. And the"},{"speaker":"Glenn Pasch","startTime":713.5,"endTime":718.06,"body":"marketing made sense up to a"},{"speaker":"Glenn Pasch","startTime":713.5,"endTime":718.06,"body":"point like I'm not this"},{"speaker":"Glenn Pasch","startTime":718.09,"endTime":722.41,"body":"analytics junkie, right? He is"},{"speaker":"Glenn Pasch","startTime":718.09,"endTime":722.41,"body":"He loves it, as we can see now"},{"speaker":"Glenn Pasch","startTime":722.41,"endTime":725.71,"body":"with, you know, the GA 4 council"},{"speaker":"Glenn Pasch","startTime":722.41,"endTime":725.71,"body":"and putting we're going to"},{"speaker":"Glenn Pasch","startTime":725.71,"endTime":730.45,"body":"system ties all of these"},{"speaker":"Glenn Pasch","startTime":725.71,"endTime":730.45,"body":"metrics. Data to me doesn't do"},{"speaker":"Glenn Pasch","startTime":730.45,"endTime":733.39,"body":"anything unless I know I can do"},{"speaker":"Glenn Pasch","startTime":730.45,"endTime":733.39,"body":"something with it. And that's"},{"speaker":"Glenn Pasch","startTime":733.39,"endTime":736.96,"body":"where I saw an automotive there"},{"speaker":"Glenn Pasch","startTime":733.39,"endTime":736.96,"body":"was tons and tons of data which"},{"speaker":"Glenn Pasch","startTime":736.96,"endTime":741.1,"body":"bogged people down or the"},{"speaker":"Glenn Pasch","startTime":736.96,"endTime":741.1,"body":"ignoring of data, because, well,"},{"speaker":"Glenn Pasch","startTime":741.1,"endTime":747.61,"body":"this is the way we did it. But"},{"speaker":"Glenn Pasch","startTime":741.1,"endTime":747.61,"body":"my brain just sees puzzles,"},{"speaker":"Glenn Pasch","startTime":747.67,"endTime":751.3,"body":"meaning when I see flow workflow"},{"speaker":"Glenn Pasch","startTime":747.67,"endTime":751.3,"body":"and how people interact with"},{"speaker":"Glenn Pasch","startTime":751.3,"endTime":754.18,"body":"each other. It's always about"},{"speaker":"Glenn Pasch","startTime":751.3,"endTime":754.18,"body":"the customer. That's all I ever"},{"speaker":"Glenn Pasch","startTime":754.18,"endTime":757.45,"body":"cared about. Because that came"},{"speaker":"Glenn Pasch","startTime":754.18,"endTime":757.45,"body":"from hospitality. It's always"},{"speaker":"Glenn Pasch","startTime":757.45,"endTime":760.33,"body":"serving the customer. So when I"},{"speaker":"Glenn Pasch","startTime":757.45,"endTime":760.33,"body":"came into automotive and went"},{"speaker":"Glenn Pasch","startTime":760.33,"endTime":763.84,"body":"into the dealerships, even"},{"speaker":"Glenn Pasch","startTime":760.33,"endTime":763.84,"body":"before I joined Brian, I started"},{"speaker":"Glenn Pasch","startTime":763.84,"endTime":766.03,"body":"working with a dealership"},{"speaker":"Glenn Pasch","startTime":763.84,"endTime":766.03,"body":"because he said, you know, no"},{"speaker":"Glenn Pasch","startTime":766.03,"endTime":768.43,"body":"one's going to respect you in"},{"speaker":"Glenn Pasch","startTime":766.03,"endTime":768.43,"body":"automotive, if you haven't"},{"speaker":"Glenn Pasch","startTime":768.43,"endTime":770.41,"body":"worked with dealer, so of"},{"speaker":"Glenn Pasch","startTime":768.43,"endTime":770.41,"body":"course, I went to a dealer and"},{"speaker":"Glenn Pasch","startTime":770.41,"endTime":773.5,"body":"said, You need customer service"},{"speaker":"Glenn Pasch","startTime":770.41,"endTime":773.5,"body":"training. And he's like, I don't"},{"speaker":"Glenn Pasch","startTime":773.5,"endTime":779.02,"body":"know what that means, but gave"},{"speaker":"Glenn Pasch","startTime":773.5,"endTime":779.02,"body":"me a shot. And people that first"},{"speaker":"Glenn Pasch","startTime":779.02,"endTime":781.99,"body":"of course, pushed on it. But"},{"speaker":"Glenn Pasch","startTime":779.02,"endTime":781.99,"body":"later on, some salespeople came"},{"speaker":"Glenn Pasch","startTime":781.99,"endTime":785.02,"body":"up and said, you make sense, we"},{"speaker":"Glenn Pasch","startTime":781.99,"endTime":785.02,"body":"really should be doing something"},{"speaker":"Glenn Pasch","startTime":785.02,"endTime":789.19,"body":"like that. So automotive and"},{"speaker":"Glenn Pasch","startTime":785.02,"endTime":789.19,"body":"hospitality are very similar."},{"speaker":"Glenn Pasch","startTime":789.34,"endTime":791.83,"body":"Every day is different, you"},{"speaker":"Glenn Pasch","startTime":789.34,"endTime":791.83,"body":"could be swamped. You could be"},{"speaker":"Glenn Pasch","startTime":791.83,"endTime":795.31,"body":"dead, you have products, you"},{"speaker":"Glenn Pasch","startTime":791.83,"endTime":795.31,"body":"have structures, but it's"},{"speaker":"Glenn Pasch","startTime":795.31,"endTime":800.47,"body":"people. And that's what I love."},{"speaker":"Glenn Pasch","startTime":795.31,"endTime":800.47,"body":"Watching is developing teams"},{"speaker":"Glenn Pasch","startTime":800.71,"endTime":806.8,"body":"playing the game. And leaders"},{"speaker":"Glenn Pasch","startTime":800.71,"endTime":806.8,"body":"just, I just want people to I"},{"speaker":"Glenn Pasch","startTime":806.8,"endTime":810.91,"body":"want to help people, be better"},{"speaker":"Glenn Pasch","startTime":806.8,"endTime":810.91,"body":"leaders or better coaches to"},{"speaker":"Glenn Pasch","startTime":810.91,"endTime":813.94,"body":"their teams, because that's how"},{"speaker":"Glenn Pasch","startTime":810.91,"endTime":813.94,"body":"they're going to accelerate. And"},{"speaker":"Glenn Pasch","startTime":813.94,"endTime":815.98,"body":"at the end of the day, they're"},{"speaker":"Glenn Pasch","startTime":813.94,"endTime":815.98,"body":"going to take care of the"},{"speaker":"Glenn Pasch","startTime":815.98,"endTime":818.47,"body":"customers, which means they're"},{"speaker":"Glenn Pasch","startTime":815.98,"endTime":818.47,"body":"going to generate more revenue"},{"speaker":"Glenn Pasch","startTime":818.65,"endTime":822.28,"body":"for themselves. So that's really"},{"speaker":"Glenn Pasch","startTime":818.65,"endTime":822.28,"body":"what I see. And it frustrates me"},{"speaker":"Glenn Pasch","startTime":822.28,"endTime":827.59,"body":"because I can't stop seeing it."},{"speaker":"Glenn Pasch","startTime":822.28,"endTime":827.59,"body":"Yeah, you know, my son now works"},{"speaker":"Glenn Pasch","startTime":827.59,"endTime":829.93,"body":"in a restaurant. And now when we"},{"speaker":"Glenn Pasch","startTime":827.59,"endTime":829.93,"body":"go out to eat, he goes, Oh, I"},{"speaker":"Glenn Pasch","startTime":829.93,"endTime":836.56,"body":"see everything now. And he goes,"},{"speaker":"Glenn Pasch","startTime":829.93,"endTime":836.56,"body":"I just see it now and I go Yeah,"},{"speaker":"Glenn Pasch","startTime":836.56,"endTime":839.53,"body":"well you're not going to be able"},{"speaker":"Glenn Pasch","startTime":836.56,"endTime":839.53,"body":"to unsee it and so for me when I"},{"speaker":"Glenn Pasch","startTime":839.53,"endTime":843.82,"body":"go into it, it's exciting when I"},{"speaker":"Glenn Pasch","startTime":839.53,"endTime":843.82,"body":"see it running really well and"},{"speaker":"Glenn Pasch","startTime":843.82,"endTime":847.57,"body":"flowing really well and you but"},{"speaker":"Glenn Pasch","startTime":843.82,"endTime":847.57,"body":"I just can't help seeing well"},{"speaker":"Glenn Pasch","startTime":847.57,"endTime":849.79,"body":"they could do that a little"},{"speaker":"Glenn Pasch","startTime":847.57,"endTime":849.79,"body":"better. That's that it's just"},{"speaker":"Glenn Pasch","startTime":849.79,"endTime":851.92,"body":"the way my brain sees things."},{"speaker":"Michael Cirillo","startTime":852.46,"endTime":854.17,"body":"Do you think"},{"speaker":"Michael Cirillo","startTime":852.46,"endTime":854.17,"body":"this is why you're such a good"},{"speaker":"Michael Cirillo","startTime":854.17,"endTime":859.06,"body":"cook? Because you need you see"},{"speaker":"Michael Cirillo","startTime":854.17,"endTime":859.06,"body":"all of the ingredients needed in"},{"speaker":"Michael Cirillo","startTime":859.06,"endTime":863.14,"body":"order to how do you know he's a"},{"speaker":"Michael Cirillo","startTime":859.06,"endTime":863.14,"body":"good cook? Do you not follow"},{"speaker":"Michael Cirillo","startTime":863.14,"endTime":865.45,"body":"your guests on social media?"},{"speaker":"Michael Cirillo","startTime":863.14,"endTime":865.45,"body":"Just"},{"speaker":"Glenn Pasch","startTime":866.62,"endTime":868.33,"body":"because I picture"},{"speaker":"Glenn Pasch","startTime":866.62,"endTime":868.33,"body":"food"},{"speaker":"Kyle Mountsier","startTime":868.33,"endTime":869.92,"body":"all the time."},{"speaker":"Kyle Mountsier","startTime":868.33,"endTime":869.92,"body":"It's unlike"},{"speaker":"Michael Cirillo","startTime":870.49,"endTime":873.37,"body":"just made me"},{"speaker":"Michael Cirillo","startTime":870.49,"endTime":873.37,"body":"exchange rest appears to taste"},{"speaker":"Michael Cirillo","startTime":873.37,"endTime":873.76,"body":"good"},{"speaker":"Paul Daly","startTime":873.79,"endTime":875.92,"body":"on the internet mean"},{"speaker":"Michael Cirillo","startTime":876.22,"endTime":879.82,"body":"that he sent me"},{"speaker":"Michael Cirillo","startTime":876.22,"endTime":879.82,"body":"recipes they actually taste"},{"speaker":"Michael Cirillo","startTime":879.82,"endTime":881.26,"body":"good. Also, she has"},{"speaker":"Kyle Mountsier","startTime":881.26,"endTime":883.75,"body":"to be clear"},{"speaker":"Kyle Mountsier","startTime":881.26,"endTime":883.75,"body":"about this. Like Glenn is very"},{"speaker":"Kyle Mountsier","startTime":883.75,"endTime":887.44,"body":"good about his social media"},{"speaker":"Kyle Mountsier","startTime":883.75,"endTime":887.44,"body":"etiquette and done post photos"},{"speaker":"Kyle Mountsier","startTime":887.44,"endTime":891.13,"body":"of food on LinkedIn. It's only"},{"speaker":"Kyle Mountsier","startTime":887.44,"endTime":891.13,"body":"on Facebook. And Paul doesn't"},{"speaker":"Kyle Mountsier","startTime":891.13,"endTime":893.95,"body":"even know Facebook, so that's"},{"speaker":"Michael Cirillo","startTime":894.13,"endTime":896.92,"body":"Okay, gotcha."},{"speaker":"Michael Cirillo","startTime":894.13,"endTime":896.92,"body":"Okay, that makes more sense. But"},{"speaker":"Michael Cirillo","startTime":896.92,"endTime":903.01,"body":"But do you think I think about"},{"speaker":"Michael Cirillo","startTime":896.92,"endTime":903.01,"body":"The similarities between hobby"},{"speaker":"Michael Cirillo","startTime":903.22,"endTime":907.03,"body":"of enjoy cooking delicious meals"},{"speaker":"Michael Cirillo","startTime":903.22,"endTime":907.03,"body":"and the business workplace,"},{"speaker":"Michael Cirillo","startTime":907.18,"endTime":912.91,"body":"because you're one of the few, I"},{"speaker":"Michael Cirillo","startTime":907.18,"endTime":912.91,"body":"think that can actually point"},{"speaker":"Michael Cirillo","startTime":912.94,"endTime":917.02,"body":"out logically, there's a great"},{"speaker":"Michael Cirillo","startTime":912.94,"endTime":917.02,"body":"deal of common sense I find in,"},{"speaker":"Michael Cirillo","startTime":917.26,"endTime":921.61,"body":"in your approach, a great deal"},{"speaker":"Michael Cirillo","startTime":917.26,"endTime":921.61,"body":"of logic you say? I mean, for"},{"speaker":"Michael Cirillo","startTime":921.61,"endTime":924.43,"body":"example, what you just said"},{"speaker":"Michael Cirillo","startTime":921.61,"endTime":924.43,"body":"about leadership, you and I both"},{"speaker":"Michael Cirillo","startTime":924.43,"endTime":927.61,"body":"know full well that, first you"},{"speaker":"Michael Cirillo","startTime":924.43,"endTime":927.61,"body":"need to be able to lead"},{"speaker":"Michael Cirillo","startTime":927.61,"endTime":931.12,"body":"yourself. Right? And you have a"},{"speaker":"Michael Cirillo","startTime":927.61,"endTime":931.12,"body":"lot of discussion about that."},{"speaker":"Michael Cirillo","startTime":931.12,"endTime":934.69,"body":"How can I? How can I implore"},{"speaker":"Michael Cirillo","startTime":931.12,"endTime":934.69,"body":"these others to do something"},{"speaker":"Michael Cirillo","startTime":934.69,"endTime":938.35,"body":"that I'm not willing to at least"},{"speaker":"Michael Cirillo","startTime":934.69,"endTime":938.35,"body":"do for myself? How do I lead and"},{"speaker":"Michael Cirillo","startTime":938.35,"endTime":941.83,"body":"discipline myself? And so I"},{"speaker":"Michael Cirillo","startTime":938.35,"endTime":941.83,"body":"find, you know, as you teach,"},{"speaker":"Michael Cirillo","startTime":941.83,"endTime":945.43,"body":"and as I wit lean in, that tends"},{"speaker":"Michael Cirillo","startTime":941.83,"endTime":945.43,"body":"to be a common thread you."},{"speaker":"Michael Cirillo","startTime":945.82,"endTime":948.28,"body":"You're very good at"},{"speaker":"Michael Cirillo","startTime":945.82,"endTime":948.28,"body":"articulating, here's all the"},{"speaker":"Michael Cirillo","startTime":948.28,"endTime":951.37,"body":"ingredients for success. Now,"},{"speaker":"Michael Cirillo","startTime":948.28,"endTime":951.37,"body":"let's go do something with it."},{"speaker":"Glenn Pasch","startTime":951.49,"endTime":955.57,"body":"Yeah, I look at a"},{"speaker":"Glenn Pasch","startTime":951.49,"endTime":955.57,"body":"little I don't know, if I'm, I"},{"speaker":"Glenn Pasch","startTime":955.57,"endTime":961.45,"body":"think I'm a good cook. So Paul,"},{"speaker":"Glenn Pasch","startTime":955.57,"endTime":961.45,"body":"yes. But by the way, it's more"},{"speaker":"Glenn Pasch","startTime":961.45,"endTime":966.7,"body":"that my wife always says this to"},{"speaker":"Glenn Pasch","startTime":961.45,"endTime":966.7,"body":"me, like, I'm happiest. Taking"},{"speaker":"Glenn Pasch","startTime":966.7,"endTime":971.47,"body":"care of other people. She goes,"},{"speaker":"Glenn Pasch","startTime":966.7,"endTime":971.47,"body":"You love making sure"},{"speaker":"Glenn Pasch","startTime":971.47,"endTime":975.19,"body":"everything's together, like"},{"speaker":"Glenn Pasch","startTime":971.47,"endTime":975.19,"body":"you're happy, what you're"},{"speaker":"Glenn Pasch","startTime":975.22,"endTime":979.06,"body":"uncomfortable, if you have to"},{"speaker":"Glenn Pasch","startTime":975.22,"endTime":979.06,"body":"sit there and do nothing. Like"},{"speaker":"Glenn Pasch","startTime":979.06,"endTime":981.64,"body":"you want to be part of the team"},{"speaker":"Glenn Pasch","startTime":979.06,"endTime":981.64,"body":"that somebody brings you over to"},{"speaker":"Glenn Pasch","startTime":981.64,"endTime":984.67,"body":"their house, you want to help"},{"speaker":"Glenn Pasch","startTime":981.64,"endTime":984.67,"body":"them, it's not to say, Oh, get"},{"speaker":"Glenn Pasch","startTime":984.67,"endTime":988.81,"body":"out of the way. I'm better, it's"},{"speaker":"Glenn Pasch","startTime":984.67,"endTime":988.81,"body":"more I need something to do. So"},{"speaker":"Glenn Pasch","startTime":988.81,"endTime":994.18,"body":"I think my approach always is is"},{"speaker":"Glenn Pasch","startTime":988.81,"endTime":994.18,"body":"that team effort. I try I've I"},{"speaker":"Glenn Pasch","startTime":994.18,"endTime":996.94,"body":"learned this from again, in"},{"speaker":"Glenn Pasch","startTime":994.18,"endTime":996.94,"body":"hospitality at this one"},{"speaker":"Glenn Pasch","startTime":996.94,"endTime":1001.8,"body":"restaurant who wanted a mentor"},{"speaker":"Glenn Pasch","startTime":996.94,"endTime":1001.8,"body":"said, and here here is the owner"},{"speaker":"Glenn Pasch","startTime":1001.8,"endTime":1004.26,"body":"and he's getting water for"},{"speaker":"Glenn Pasch","startTime":1001.8,"endTime":1004.26,"body":"people are doing things he goes,"},{"speaker":"Glenn Pasch","startTime":1004.41,"endTime":1008.19,"body":"my job's not more important than"},{"speaker":"Glenn Pasch","startTime":1004.41,"endTime":1008.19,"body":"anybody else's. It's we all have"},{"speaker":"Glenn Pasch","startTime":1008.19,"endTime":1011.67,"body":"to do it to be successful. And I"},{"speaker":"Glenn Pasch","startTime":1008.19,"endTime":1011.67,"body":"always took that away like"},{"speaker":"Glenn Pasch","startTime":1011.67,"endTime":1016.83,"body":"titles mean nothing to me, it's"},{"speaker":"Glenn Pasch","startTime":1011.67,"endTime":1016.83,"body":"about our we take our mission is"},{"speaker":"Glenn Pasch","startTime":1016.83,"endTime":1020.04,"body":"to take care of our customers."},{"speaker":"Glenn Pasch","startTime":1016.83,"endTime":1020.04,"body":"So whatever it has to happen,"},{"speaker":"Glenn Pasch","startTime":1020.04,"endTime":1023.31,"body":"we're going to take care of our"},{"speaker":"Glenn Pasch","startTime":1020.04,"endTime":1023.31,"body":"customers. And so you have to be"},{"speaker":"Glenn Pasch","startTime":1023.31,"endTime":1027.12,"body":"willing, not that you're showing"},{"speaker":"Glenn Pasch","startTime":1023.31,"endTime":1027.12,"body":"off, you have you I think the"},{"speaker":"Glenn Pasch","startTime":1027.12,"endTime":1030.21,"body":"biggest problem is sometimes"},{"speaker":"Glenn Pasch","startTime":1027.12,"endTime":1030.21,"body":"some leaders push people out of"},{"speaker":"Glenn Pasch","startTime":1030.21,"endTime":1033.87,"body":"the way to go take care of"},{"speaker":"Glenn Pasch","startTime":1030.21,"endTime":1033.87,"body":"something thinking they're"},{"speaker":"Glenn Pasch","startTime":1033.87,"endTime":1038.04,"body":"helping, when in reality,"},{"speaker":"Glenn Pasch","startTime":1033.87,"endTime":1038.04,"body":"they're causing a disconnect,"},{"speaker":"Glenn Pasch","startTime":1038.04,"endTime":1041.64,"body":"because when you're not there"},{"speaker":"Glenn Pasch","startTime":1038.04,"endTime":1041.64,"body":"that those people are not able"},{"speaker":"Glenn Pasch","startTime":1041.64,"endTime":1045.33,"body":"to do their job. So you have to"},{"speaker":"Glenn Pasch","startTime":1041.64,"endTime":1045.33,"body":"do your job, the further up, you"},{"speaker":"Glenn Pasch","startTime":1045.33,"endTime":1049.23,"body":"go away from the front lines,"},{"speaker":"Glenn Pasch","startTime":1045.33,"endTime":1049.23,"body":"you're more responsible to coach"},{"speaker":"Glenn Pasch","startTime":1049.23,"endTime":1053.37,"body":"and train than you are to do"},{"speaker":"Glenn Pasch","startTime":1049.23,"endTime":1053.37,"body":"like that becomes your job. And"},{"speaker":"Glenn Pasch","startTime":1053.37,"endTime":1057.12,"body":"I think that's a disconnect for"},{"speaker":"Glenn Pasch","startTime":1053.37,"endTime":1057.12,"body":"some leaders, because they still"},{"speaker":"Glenn Pasch","startTime":1057.12,"endTime":1060.42,"body":"want to be in the game. You"},{"speaker":"Glenn Pasch","startTime":1057.12,"endTime":1060.42,"body":"know, they want to be they want"},{"speaker":"Glenn Pasch","startTime":1060.42,"endTime":1061.77,"body":"to show it's really"},{"speaker":"Paul Daly","startTime":1061.77,"endTime":1065.04,"body":"tough. I mean,"},{"speaker":"Paul Daly","startTime":1061.77,"endTime":1065.04,"body":"everybody was seen. It was"},{"speaker":"Paul Daly","startTime":1065.07,"endTime":1068.91,"body":"horrible. I think it was in"},{"speaker":"Paul Daly","startTime":1065.07,"endTime":1068.91,"body":"saving No, no Band of Brothers."},{"speaker":"Paul Daly","startTime":1069.12,"endTime":1072.99,"body":"Have you ever seen a Band of"},{"speaker":"Paul Daly","startTime":1069.12,"endTime":1072.99,"body":"Brothers and you have Lieutenant"},{"speaker":"Paul Daly","startTime":1072.99,"endTime":1075.84,"body":"Winters, who was one of the main"},{"speaker":"Paul Daly","startTime":1072.99,"endTime":1075.84,"body":"characters, he got promoted, and"},{"speaker":"Paul Daly","startTime":1075.84,"endTime":1078.21,"body":"his men had to attack a"},{"speaker":"Paul Daly","startTime":1075.84,"endTime":1078.21,"body":"position, he came up with a"},{"speaker":"Paul Daly","startTime":1078.21,"endTime":1082.38,"body":"strategy, and something went"},{"speaker":"Paul Daly","startTime":1078.21,"endTime":1082.38,"body":"wrong. And he went to run, like"},{"speaker":"Paul Daly","startTime":1082.38,"endTime":1086.13,"body":"grab his gun and go help. And"},{"speaker":"Paul Daly","startTime":1082.38,"endTime":1086.13,"body":"the general grabbed him like by"},{"speaker":"Paul Daly","startTime":1086.13,"endTime":1088.92,"body":"the neck and said, No, you have"},{"speaker":"Paul Daly","startTime":1086.13,"endTime":1088.92,"body":"to stay back here. Right?"},{"speaker":"Paul Daly","startTime":1088.92,"endTime":1092.16,"body":"Because if you were there, you"},{"speaker":"Paul Daly","startTime":1088.92,"endTime":1092.16,"body":"can no longer see everything"},{"speaker":"Paul Daly","startTime":1092.16,"endTime":1094.68,"body":"that's going on, we need you to"},{"speaker":"Paul Daly","startTime":1092.16,"endTime":1094.68,"body":"pay attention to everything"},{"speaker":"Paul Daly","startTime":1094.68,"endTime":1095.94,"body":"else. You know,"},{"speaker":"Paul Daly","startTime":1095.97,"endTime":1098.25,"body":"it makes me think back to the"},{"speaker":"Paul Daly","startTime":1095.97,"endTime":1098.25,"body":"beginning of the conversation,"},{"speaker":"Paul Daly","startTime":1098.25,"endTime":1100.98,"body":"when you're talking about the"},{"speaker":"Paul Daly","startTime":1098.25,"endTime":1100.98,"body":"framework that kind of frees you"},{"speaker":"Paul Daly","startTime":1100.98,"endTime":1103.38,"body":"up. He's talking about acting,"},{"speaker":"Paul Daly","startTime":1100.98,"endTime":1103.38,"body":"you know, Colorado jazz music."},{"speaker":"Paul Daly","startTime":1103.62,"endTime":1107.13,"body":"What are some of the frameworks"},{"speaker":"Paul Daly","startTime":1103.62,"endTime":1107.13,"body":"in automotive, that you think"},{"speaker":"Paul Daly","startTime":1107.13,"endTime":1110.31,"body":"need to be in place? Or what is"},{"speaker":"Paul Daly","startTime":1107.13,"endTime":1110.31,"body":"like one or two frameworks that"},{"speaker":"Paul Daly","startTime":1110.31,"endTime":1113.22,"body":"you feel like if that's in"},{"speaker":"Paul Daly","startTime":1110.31,"endTime":1113.22,"body":"place, it allows people to move"},{"speaker":"Paul Daly","startTime":1113.22,"endTime":1115.08,"body":"freely and serve other people?"},{"speaker":"Paul Daly","startTime":1115.08,"endTime":1116.46,"body":"Let's talk about the sales"},{"speaker":"Paul Daly","startTime":1115.08,"endTime":1116.46,"body":"department."},{"speaker":"Glenn Pasch","startTime":1117.09,"endTime":1121.32,"body":"Well, I think every"},{"speaker":"Glenn Pasch","startTime":1117.09,"endTime":1121.32,"body":"every aspect, so I try to make"},{"speaker":"Glenn Pasch","startTime":1121.32,"endTime":1124.26,"body":"it a little bit simple. So if"},{"speaker":"Glenn Pasch","startTime":1121.32,"endTime":1124.26,"body":"you save yourself and work"},{"speaker":"Glenn Pasch","startTime":1124.26,"endTime":1126.81,"body":"backwards, saying how do I want"},{"speaker":"Glenn Pasch","startTime":1124.26,"endTime":1126.81,"body":"my customers to feel so in your"},{"speaker":"Glenn Pasch","startTime":1126.81,"endTime":1131.46,"body":"case, salesperson, when they"},{"speaker":"Glenn Pasch","startTime":1126.81,"endTime":1131.46,"body":"after they leave? And after that"},{"speaker":"Glenn Pasch","startTime":1131.46,"endTime":1135.12,"body":"sales interaction, whether they"},{"speaker":"Glenn Pasch","startTime":1131.46,"endTime":1135.12,"body":"buy or not? How do they feel?"},{"speaker":"Glenn Pasch","startTime":1135.18,"endTime":1137.91,"body":"What what do we want them to"},{"speaker":"Glenn Pasch","startTime":1135.18,"endTime":1137.91,"body":"feel? Then we say, Okay, well,"},{"speaker":"Glenn Pasch","startTime":1137.91,"endTime":1140.55,"body":"what does that salesperson have"},{"speaker":"Glenn Pasch","startTime":1137.91,"endTime":1140.55,"body":"to do to generate those"},{"speaker":"Glenn Pasch","startTime":1140.55,"endTime":1143.49,"body":"feelings? And then we're"},{"speaker":"Glenn Pasch","startTime":1140.55,"endTime":1143.49,"body":"building a process. So I think,"},{"speaker":"Glenn Pasch","startTime":1143.7,"endTime":1146.97,"body":"for everyone in terms of sales,"},{"speaker":"Glenn Pasch","startTime":1143.7,"endTime":1146.97,"body":"what are the roles and"},{"speaker":"Glenn Pasch","startTime":1146.97,"endTime":1152.19,"body":"responsibilities of that"},{"speaker":"Glenn Pasch","startTime":1146.97,"endTime":1152.19,"body":"individual? That job? See, and"},{"speaker":"Glenn Pasch","startTime":1152.19,"endTime":1155.97,"body":"so again, what are some of the"},{"speaker":"Glenn Pasch","startTime":1152.19,"endTime":1155.97,"body":"problems in a lot of images?"},{"speaker":"Kyle Mountsier","startTime":1156.21,"endTime":1157.95,"body":"Because people"},{"speaker":"Kyle Mountsier","startTime":1156.21,"endTime":1157.95,"body":"are gonna miss this. And I have"},{"speaker":"Kyle Mountsier","startTime":1157.95,"endTime":1160.74,"body":"to point this out, you're about"},{"speaker":"Kyle Mountsier","startTime":1157.95,"endTime":1160.74,"body":"to go down a thing. And if I"},{"speaker":"Kyle Mountsier","startTime":1160.74,"endTime":1164.82,"body":"don't get back to this, okay, I"},{"speaker":"Kyle Mountsier","startTime":1160.74,"endTime":1164.82,"body":"want to, I want to draw this"},{"speaker":"Kyle Mountsier","startTime":1164.82,"endTime":1169.74,"body":"line between, I think a lot of"},{"speaker":"Kyle Mountsier","startTime":1164.82,"endTime":1169.74,"body":"times what we ask about what we"},{"speaker":"Kyle Mountsier","startTime":1169.74,"endTime":1173.55,"body":"want for customers, is we ask"},{"speaker":"Kyle Mountsier","startTime":1169.74,"endTime":1173.55,"body":"what do we want them to do? Now"},{"speaker":"Kyle Mountsier","startTime":1173.55,"endTime":1176.85,"body":"we might not ask that in"},{"speaker":"Kyle Mountsier","startTime":1173.55,"endTime":1176.85,"body":"particular, but we we are asking"},{"speaker":"Kyle Mountsier","startTime":1176.85,"endTime":1179.94,"body":"ourselves the framework of"},{"speaker":"Kyle Mountsier","startTime":1176.85,"endTime":1179.94,"body":"sales, the framework of a job"},{"speaker":"Kyle Mountsier","startTime":1179.97,"endTime":1183.87,"body":"responsibility, the framework of"},{"speaker":"Kyle Mountsier","startTime":1179.97,"endTime":1183.87,"body":"how someone does business is"},{"speaker":"Kyle Mountsier","startTime":1184.02,"endTime":1186.66,"body":"what do what do we want them to"},{"speaker":"Kyle Mountsier","startTime":1184.02,"endTime":1186.66,"body":"do? which the answer is buy a"},{"speaker":"Kyle Mountsier","startTime":1186.66,"endTime":1191.22,"body":"car, right? And you lead with a"},{"speaker":"Kyle Mountsier","startTime":1186.66,"endTime":1191.22,"body":"totally different question,"},{"speaker":"Kyle Mountsier","startTime":1192.3,"endTime":1198.12,"body":"which is, how do we want them to"},{"speaker":"Kyle Mountsier","startTime":1192.3,"endTime":1198.12,"body":"feel when they leave? Leading"},{"speaker":"Kyle Mountsier","startTime":1198.12,"endTime":1202.32,"body":"with that is like In a different"},{"speaker":"Kyle Mountsier","startTime":1198.12,"endTime":1202.32,"body":"framework, that's a totally"},{"speaker":"Kyle Mountsier","startTime":1202.32,"endTime":1205.44,"body":"different framework that that"},{"speaker":"Kyle Mountsier","startTime":1202.32,"endTime":1205.44,"body":"enters the whole conversation"},{"speaker":"Kyle Mountsier","startTime":1205.44,"endTime":1208.59,"body":"from a different perspective"},{"speaker":"Kyle Mountsier","startTime":1205.44,"endTime":1208.59,"body":"than what do we want them to do?"},{"speaker":"Kyle Mountsier","startTime":1208.62,"endTime":1212.61,"body":"It's how do we want them to"},{"speaker":"Kyle Mountsier","startTime":1208.62,"endTime":1212.61,"body":"feel? Which, you know, and if"},{"speaker":"Kyle Mountsier","startTime":1212.61,"endTime":1215.31,"body":"anyone kind of follows Paul over"},{"speaker":"Kyle Mountsier","startTime":1212.61,"endTime":1215.31,"body":"the last few years, which is"},{"speaker":"Kyle Mountsier","startTime":1215.31,"endTime":1220.68,"body":"directly related to an overall"},{"speaker":"Kyle Mountsier","startTime":1215.31,"endTime":1220.68,"body":"business's brand, but like that"},{"speaker":"Kyle Mountsier","startTime":1220.68,"endTime":1224.34,"body":"entrance into a framework,"},{"speaker":"Kyle Mountsier","startTime":1220.68,"endTime":1224.34,"body":"totally readjust how you do a"},{"speaker":"Kyle Mountsier","startTime":1224.34,"endTime":1228.24,"body":"job description, or a payment"},{"speaker":"Kyle Mountsier","startTime":1224.34,"endTime":1228.24,"body":"plan or anything along those"},{"speaker":"Kyle Mountsier","startTime":1228.24,"endTime":1232.05,"body":"lines by just asking the first"},{"speaker":"Kyle Mountsier","startTime":1228.24,"endTime":1232.05,"body":"question differently back to how"},{"speaker":"Kyle Mountsier","startTime":1232.05,"endTime":1233.61,"body":"you ask questions. Right?"},{"speaker":"Glenn Pasch","startTime":1233.97,"endTime":1237.3,"body":"Right. So so when"},{"speaker":"Glenn Pasch","startTime":1233.97,"endTime":1237.3,"body":"you do that, then you go into"},{"speaker":"Glenn Pasch","startTime":1237.3,"endTime":1242.01,"body":"well, there are actions and then"},{"speaker":"Glenn Pasch","startTime":1237.3,"endTime":1242.01,"body":"actions turn into a process. The"},{"speaker":"Glenn Pasch","startTime":1242.01,"endTime":1250.29,"body":"key is, it's for that role, we"},{"speaker":"Glenn Pasch","startTime":1242.01,"endTime":1250.29,"body":"have a tendency to create job"},{"speaker":"Glenn Pasch","startTime":1250.29,"endTime":1253.71,"body":"descriptions or positions about"},{"speaker":"Glenn Pasch","startTime":1250.29,"endTime":1253.71,"body":"the person that's in it, right,"},{"speaker":"Glenn Pasch","startTime":1253.74,"endTime":1256.14,"body":"especially when you go up"},{"speaker":"Glenn Pasch","startTime":1253.74,"endTime":1256.14,"body":"further, it's the general"},{"speaker":"Glenn Pasch","startTime":1256.14,"endTime":1260.07,"body":"manager Michael's the general"},{"speaker":"Glenn Pasch","startTime":1256.14,"endTime":1260.07,"body":"manager. No, he's not. Michael's"},{"speaker":"Glenn Pasch","startTime":1260.07,"endTime":1263.04,"body":"fulfilling the role of the"},{"speaker":"Glenn Pasch","startTime":1260.07,"endTime":1263.04,"body":"General Manager, which means"},{"speaker":"Glenn Pasch","startTime":1263.07,"endTime":1267.36,"body":"Michael follows these roles and"},{"speaker":"Glenn Pasch","startTime":1263.07,"endTime":1267.36,"body":"responsibilities and tasks and"},{"speaker":"Glenn Pasch","startTime":1267.36,"endTime":1270.0,"body":"duties on a daily, weekly,"},{"speaker":"Glenn Pasch","startTime":1267.36,"endTime":1270.0,"body":"monthly basis. If he goes on"},{"speaker":"Glenn Pasch","startTime":1270.0,"endTime":1275.4,"body":"vacation, someone has to step in"},{"speaker":"Glenn Pasch","startTime":1270.0,"endTime":1275.4,"body":"to do that role. In order for"},{"speaker":"Glenn Pasch","startTime":1275.4,"endTime":1278.7,"body":"the machine to keep going"},{"speaker":"Glenn Pasch","startTime":1275.4,"endTime":1278.7,"body":"forward. The key is, I have to"},{"speaker":"Glenn Pasch","startTime":1278.7,"endTime":1283.5,"body":"train somebody to be able to do"},{"speaker":"Glenn Pasch","startTime":1278.7,"endTime":1283.5,"body":"that. But if not, we make it"},{"speaker":"Glenn Pasch","startTime":1283.53,"endTime":1286.5,"body":"Michael's the keeper of the"},{"speaker":"Glenn Pasch","startTime":1283.53,"endTime":1286.5,"body":"secrets when Michael leaves no"},{"speaker":"Glenn Pasch","startTime":1286.5,"endTime":1290.04,"body":"one knows what to do. So if you"},{"speaker":"Glenn Pasch","startTime":1286.5,"endTime":1290.04,"body":"have the roles and"},{"speaker":"Glenn Pasch","startTime":1290.04,"endTime":1293.28,"body":"responsibilities of a"},{"speaker":"Glenn Pasch","startTime":1290.04,"endTime":1293.28,"body":"salesperson written out, we"},{"speaker":"Glenn Pasch","startTime":1293.28,"endTime":1297.21,"body":"train on him. Now when I hire, I"},{"speaker":"Glenn Pasch","startTime":1293.28,"endTime":1297.21,"body":"can say this is what we do. The"},{"speaker":"Glenn Pasch","startTime":1297.21,"endTime":1300.6,"body":"role of the General Sales"},{"speaker":"Glenn Pasch","startTime":1297.21,"endTime":1300.6,"body":"Manager or desk manager or f\u0026i,"},{"speaker":"Glenn Pasch","startTime":1300.6,"endTime":1304.29,"body":"manager, or general manager, all"},{"speaker":"Glenn Pasch","startTime":1300.6,"endTime":1304.29,"body":"of those roles have to be"},{"speaker":"Glenn Pasch","startTime":1304.29,"endTime":1308.79,"body":"documented. And then it's easy"},{"speaker":"Glenn Pasch","startTime":1304.29,"endTime":1308.79,"body":"to transition. So where there's"},{"speaker":"Glenn Pasch","startTime":1308.79,"endTime":1312.54,"body":"usually a breakdown is that"},{"speaker":"Glenn Pasch","startTime":1308.79,"endTime":1312.54,"body":"promotion, we do a very good job"},{"speaker":"Glenn Pasch","startTime":1313.47,"endTime":1316.89,"body":"of training salespeople in"},{"speaker":"Glenn Pasch","startTime":1313.47,"endTime":1316.89,"body":"automotive, that a lot of that's"},{"speaker":"Glenn Pasch","startTime":1316.89,"endTime":1319.77,"body":"written out. But when you're"},{"speaker":"Glenn Pasch","startTime":1316.89,"endTime":1319.77,"body":"promoted to a desk manager or"},{"speaker":"Glenn Pasch","startTime":1320.37,"endTime":1324.15,"body":"f\u0026i Manager, is there a"},{"speaker":"Glenn Pasch","startTime":1320.37,"endTime":1324.15,"body":"handbook? Is there something"},{"speaker":"Glenn Pasch","startTime":1324.15,"endTime":1327.15,"body":"written out that says, here's"},{"speaker":"Glenn Pasch","startTime":1324.15,"endTime":1327.15,"body":"your duties? Or is it go trail"},{"speaker":"Glenn Pasch","startTime":1327.15,"endTime":1329.97,"body":"Paul for a little while, and"},{"speaker":"Glenn Pasch","startTime":1327.15,"endTime":1329.97,"body":"they'll tell you what to do. And"},{"speaker":"Glenn Pasch","startTime":1329.97,"endTime":1334.11,"body":"then it's all the versions of"},{"speaker":"Glenn Pasch","startTime":1329.97,"endTime":1334.11,"body":"the telephone game? Versus No,"},{"speaker":"Glenn Pasch","startTime":1334.26,"endTime":1338.49,"body":"here's the handbook. Have to be"},{"speaker":"Glenn Pasch","startTime":1334.26,"endTime":1338.49,"body":"a General Sales Manager. Here's"},{"speaker":"Glenn Pasch","startTime":1338.49,"endTime":1342.27,"body":"what we do here. Here's how we"},{"speaker":"Glenn Pasch","startTime":1338.49,"endTime":1342.27,"body":"desk here's how we do this."},{"speaker":"Glenn Pasch","startTime":1342.27,"endTime":1344.46,"body":"Here's how we do this. You're"},{"speaker":"Glenn Pasch","startTime":1342.27,"endTime":1344.46,"body":"going to be a general manager."},{"speaker":"Glenn Pasch","startTime":1344.46,"endTime":1347.88,"body":"Well, in our group, this is what"},{"speaker":"Glenn Pasch","startTime":1344.46,"endTime":1347.88,"body":"the general manager does. That"},{"speaker":"Glenn Pasch","startTime":1347.88,"endTime":1351.78,"body":"takes away the personality of,"},{"speaker":"Glenn Pasch","startTime":1347.88,"endTime":1351.78,"body":"well, when Paul's running it, we"},{"speaker":"Glenn Pasch","startTime":1351.78,"endTime":1356.46,"body":"do this? Well, Michael's here,"},{"speaker":"Glenn Pasch","startTime":1351.78,"endTime":1356.46,"body":"it's this. And then Well, Paul"},{"speaker":"Glenn Pasch","startTime":1356.46,"endTime":1358.56,"body":"decided to change something. So"},{"speaker":"Glenn Pasch","startTime":1356.46,"endTime":1358.56,"body":"I don't even know what the"},{"speaker":"Glenn Pasch","startTime":1358.56,"endTime":1362.04,"body":"hell's going on. That to me are"},{"speaker":"Glenn Pasch","startTime":1358.56,"endTime":1362.04,"body":"the structures if you start"},{"speaker":"Glenn Pasch","startTime":1362.04,"endTime":1366.72,"body":"working on those pillars, and it"},{"speaker":"Glenn Pasch","startTime":1362.04,"endTime":1366.72,"body":"doesn't have to take forever,"},{"speaker":"Glenn Pasch","startTime":1366.75,"endTime":1370.44,"body":"literally, the general manager"},{"speaker":"Glenn Pasch","startTime":1366.75,"endTime":1370.44,"body":"over lunch one day could just"},{"speaker":"Glenn Pasch","startTime":1370.44,"endTime":1375.15,"body":"say, what would be the if I if I"},{"speaker":"Glenn Pasch","startTime":1370.44,"endTime":1375.15,"body":"as general sales man, General"},{"speaker":"Glenn Pasch","startTime":1375.15,"endTime":1377.91,"body":"Manager, the only thing I had to"},{"speaker":"Glenn Pasch","startTime":1375.15,"endTime":1377.91,"body":"do in this dealership was be a"},{"speaker":"Glenn Pasch","startTime":1377.91,"endTime":1382.47,"body":"salesperson, how would I map out"},{"speaker":"Glenn Pasch","startTime":1377.91,"endTime":1382.47,"body":"my day? And just map it out and"},{"speaker":"Glenn Pasch","startTime":1382.47,"endTime":1385.56,"body":"say, Okay, what skills do I"},{"speaker":"Glenn Pasch","startTime":1382.47,"endTime":1385.56,"body":"think I would need as a"},{"speaker":"Glenn Pasch","startTime":1385.56,"endTime":1389.22,"body":"salesperson tink, tink, tink."},{"speaker":"Glenn Pasch","startTime":1385.56,"endTime":1389.22,"body":"Great. That's a starting point,"},{"speaker":"Glenn Pasch","startTime":1389.25,"endTime":1392.13,"body":"get all the salespeople doing"},{"speaker":"Glenn Pasch","startTime":1389.25,"endTime":1392.13,"body":"that? Well, if I had to be a"},{"speaker":"Glenn Pasch","startTime":1392.13,"endTime":1395.46,"body":"General Sales Manager, if I had"},{"speaker":"Glenn Pasch","startTime":1392.13,"endTime":1395.46,"body":"to be a desk manager, what do I"},{"speaker":"Glenn Pasch","startTime":1395.46,"endTime":1398.91,"body":"need to do? Write it out. And"},{"speaker":"Glenn Pasch","startTime":1395.46,"endTime":1398.91,"body":"it's not, oh, everything has to"},{"speaker":"Glenn Pasch","startTime":1398.91,"endTime":1401.79,"body":"be done today, if you didn't"},{"speaker":"Glenn Pasch","startTime":1398.91,"endTime":1401.79,"body":"have it, but if you said in six"},{"speaker":"Glenn Pasch","startTime":1401.79,"endTime":1405.51,"body":"months, we could have a little"},{"speaker":"Glenn Pasch","startTime":1401.79,"endTime":1405.51,"body":"playbook for all of this. Then"},{"speaker":"Glenn Pasch","startTime":1405.51,"endTime":1408.3,"body":"we're all singing off the same"},{"speaker":"Glenn Pasch","startTime":1405.51,"endTime":1408.3,"body":"song sheet. We're all playing"},{"speaker":"Glenn Pasch","startTime":1408.3,"endTime":1411.12,"body":"off the same playbook. And more"},{"speaker":"Glenn Pasch","startTime":1408.3,"endTime":1411.12,"body":"importantly, as you get"},{"speaker":"Glenn Pasch","startTime":1411.12,"endTime":1415.35,"body":"promoted, there's a handbook for"},{"speaker":"Glenn Pasch","startTime":1411.12,"endTime":1415.35,"body":"you. And here's the processes."},{"speaker":"Glenn Pasch","startTime":1415.35,"endTime":1419.16,"body":"And here's what you have to do"},{"speaker":"Glenn Pasch","startTime":1415.35,"endTime":1419.16,"body":"when you're this. Versus you're"},{"speaker":"Glenn Pasch","startTime":1419.16,"endTime":1421.53,"body":"just promoted, you're guessing"},{"speaker":"Glenn Pasch","startTime":1419.16,"endTime":1421.53,"body":"you're looking over your"},{"speaker":"Glenn Pasch","startTime":1421.53,"endTime":1425.22,"body":"shoulder hoping you don't get"},{"speaker":"Glenn Pasch","startTime":1421.53,"endTime":1425.22,"body":"yelled at. Yeah, because I just"},{"speaker":"Glenn Pasch","startTime":1425.22,"endTime":1427.86,"body":"think the further up you go, the"},{"speaker":"Glenn Pasch","startTime":1425.22,"endTime":1427.86,"body":"less training there is in this"},{"speaker":"Glenn Pasch","startTime":1427.86,"endTime":1428.73,"body":"industry, going back"},{"speaker":"Glenn Pasch","startTime":1428.0,"endTime":1435.92,"body":"I will go with that"},{"speaker":"Glenn Pasch","startTime":1428.0,"endTime":1435.92,"body":"right. When it happened when you"},{"speaker":"Kyle Mountsier","startTime":1428.51,"endTime":1431.712,"body":"to jazz, because"},{"speaker":"Kyle Mountsier","startTime":1428.51,"endTime":1431.712,"body":"the jazz musicians, right? When"},{"speaker":"Kyle Mountsier","startTime":1431.779,"endTime":1435.983,"body":"you're a jazz musician, you are"},{"speaker":"Kyle Mountsier","startTime":1431.779,"endTime":1435.983,"body":"like the most accomplished of a"},{"speaker":"Kyle Mountsier","startTime":1436.05,"endTime":1440.12,"body":"musician. You don't get into"},{"speaker":"Kyle Mountsier","startTime":1436.05,"endTime":1440.12,"body":"jazz and be like, add jazz, it's"},{"speaker":"Kyle Mountsier","startTime":1436.4,"endTime":1498.29,"body":"install this. I'm working with a"},{"speaker":"Kyle Mountsier","startTime":1436.4,"endTime":1498.29,"body":"group right now and we just did"},{"speaker":"Kyle Mountsier","startTime":1440.187,"endTime":1444.19,"body":"kind of I play whatever I want,"},{"speaker":"Kyle Mountsier","startTime":1440.187,"endTime":1444.19,"body":"when I want to write jazz is"},{"speaker":"Kyle Mountsier","startTime":1444.257,"endTime":1448.461,"body":"like, that's the one where you"},{"speaker":"Kyle Mountsier","startTime":1444.257,"endTime":1448.461,"body":"got to know where everybody else"},{"speaker":"Kyle Mountsier","startTime":1448.527,"endTime":1452.464,"body":"is at. You got to know when he"},{"speaker":"Kyle Mountsier","startTime":1448.527,"endTime":1452.464,"body":"breaks off the lead then I'm"},{"speaker":"Kyle Mountsier","startTime":1452.531,"endTime":1456.068,"body":"coming in and when he's moving"},{"speaker":"Kyle Mountsier","startTime":1452.531,"endTime":1456.068,"body":"those when those those"},{"speaker":"Kyle Mountsier","startTime":1456.134,"endTime":1459.938,"body":"progressions I, you know, and"},{"speaker":"Kyle Mountsier","startTime":1456.134,"endTime":1459.938,"body":"it's it's this orchestrated"},{"speaker":"Kyle Mountsier","startTime":1460.004,"endTime":1463.808,"body":"entity and you have to know,"},{"speaker":"Kyle Mountsier","startTime":1460.004,"endTime":1463.808,"body":"every, every scale and every"},{"speaker":"Kyle Mountsier","startTime":1463.875,"endTime":1467.945,"body":"piece, if you don't know music,"},{"speaker":"Kyle Mountsier","startTime":1463.875,"endTime":1467.945,"body":"it's like, being able to play"},{"speaker":"Kyle Mountsier","startTime":1468.012,"endTime":1472.149,"body":"jazz Well, comes from the most"},{"speaker":"Kyle Mountsier","startTime":1468.012,"endTime":1472.149,"body":"experienced musicians, not the,"},{"speaker":"Kyle Mountsier","startTime":1472.215,"endTime":1475.952,"body":"oh, you know, they just throw"},{"speaker":"Kyle Mountsier","startTime":1472.215,"endTime":1475.952,"body":"some notes together and it"},{"speaker":"Kyle Mountsier","startTime":1476.019,"endTime":1480.156,"body":"sounds good. And I think that"},{"speaker":"Kyle Mountsier","startTime":1476.019,"endTime":1480.156,"body":"the what you're saying is, is we"},{"speaker":"Kyle Mountsier","startTime":1480.223,"endTime":1484.493,"body":"need to be playing jazz instead"},{"speaker":"Kyle Mountsier","startTime":1480.223,"endTime":1484.493,"body":"of church music, nothing against"},{"speaker":"Kyle Mountsier","startTime":1484.56,"endTime":1488.03,"body":"church music, but that's like 1"},{"speaker":"Kyle Mountsier","startTime":1484.56,"endTime":1488.03,"body":"4 5 1 You're not me."},{"speaker":"Kyle Mountsier","startTime":1498.29,"endTime":1501.65,"body":"those couple exercises just as"},{"speaker":"Kyle Mountsier","startTime":1498.29,"endTime":1501.65,"body":"salespersons day, whatever. And"},{"speaker":"Kyle Mountsier","startTime":1501.65,"endTime":1505.58,"body":"I got this one person's day"},{"speaker":"Kyle Mountsier","startTime":1501.65,"endTime":1505.58,"body":"organized. And it was such a"},{"speaker":"Kyle Mountsier","startTime":1505.58,"endTime":1509.18,"body":"refreshing. And I felt really"},{"speaker":"Kyle Mountsier","startTime":1505.58,"endTime":1509.18,"body":"good about he called me up and"},{"speaker":"Kyle Mountsier","startTime":1509.18,"endTime":1513.23,"body":"he said, You know what, I've"},{"speaker":"Kyle Mountsier","startTime":1509.18,"endTime":1513.23,"body":"been doing this for 25 years. He"},{"speaker":"Kyle Mountsier","startTime":1513.23,"endTime":1516.38,"body":"goes, this is the first time"},{"speaker":"Kyle Mountsier","startTime":1513.23,"endTime":1516.38,"body":"because the store we worked at"},{"speaker":"Kyle Mountsier","startTime":1516.5,"endTime":1519.5,"body":"salespeople knew what they to"},{"speaker":"Kyle Mountsier","startTime":1516.5,"endTime":1519.5,"body":"do, the desk managers knew what"},{"speaker":"Kyle Mountsier","startTime":1519.5,"endTime":1522.59,"body":"to do. He knew how to interact"},{"speaker":"Kyle Mountsier","startTime":1519.5,"endTime":1522.59,"body":"with it, because he didn't have"},{"speaker":"Kyle Mountsier","startTime":1522.59,"endTime":1525.08,"body":"to be there to wonder what's"},{"speaker":"Kyle Mountsier","startTime":1522.59,"endTime":1525.08,"body":"going on. Because he had mapped"},{"speaker":"Kyle Mountsier","startTime":1525.08,"endTime":1529.37,"body":"it out. He said, It's the first"},{"speaker":"Kyle Mountsier","startTime":1525.08,"endTime":1529.37,"body":"time in 25 years that I feel in"},{"speaker":"Kyle Mountsier","startTime":1529.37,"endTime":1534.38,"body":"control of my day. And I said,"},{"speaker":"Kyle Mountsier","startTime":1529.37,"endTime":1534.38,"body":"Wow, he goes, I usually pull up"},{"speaker":"Kyle Mountsier","startTime":1534.77,"endTime":1538.31,"body":"to the dealership, take a"},{"speaker":"Kyle Mountsier","startTime":1534.77,"endTime":1538.31,"body":"breath, open up my laptop, as"},{"speaker":"Kyle Mountsier","startTime":1538.31,"endTime":1540.68,"body":"soon as I get in. And he goes, I"},{"speaker":"Kyle Mountsier","startTime":1538.31,"endTime":1540.68,"body":"feel like I'm putting on the"},{"speaker":"Kyle Mountsier","startTime":1540.68,"endTime":1544.28,"body":"fire suit what fires are going"},{"speaker":"Kyle Mountsier","startTime":1540.68,"endTime":1544.28,"body":"on. And he goes for the first"},{"speaker":"Kyle Mountsier","startTime":1544.28,"endTime":1548.33,"body":"time, I had a five minute"},{"speaker":"Kyle Mountsier","startTime":1544.28,"endTime":1548.33,"body":"conversation with the general"},{"speaker":"Kyle Mountsier","startTime":1548.33,"endTime":1552.2,"body":"manager, they got off knew"},{"speaker":"Kyle Mountsier","startTime":1548.33,"endTime":1552.2,"body":"exactly how to get the day"},{"speaker":"Kyle Mountsier","startTime":1552.2,"endTime":1554.93,"body":"started, he goes, now I could"},{"speaker":"Kyle Mountsier","startTime":1552.2,"endTime":1554.93,"body":"sit down and start doing work"},{"speaker":"Kyle Mountsier","startTime":1554.93,"endTime":1560.03,"body":"that I had to do to move this"},{"speaker":"Kyle Mountsier","startTime":1554.93,"endTime":1560.03,"body":"forward. And he said, I just"},{"speaker":"Kyle Mountsier","startTime":1560.03,"endTime":1563.03,"body":"felt a weight off of my"},{"speaker":"Kyle Mountsier","startTime":1560.03,"endTime":1563.03,"body":"shoulders. And I said, Because"},{"speaker":"Kyle Mountsier","startTime":1563.03,"endTime":1567.89,"body":"you put the processes in place."},{"speaker":"Kyle Mountsier","startTime":1563.03,"endTime":1567.89,"body":"People now know what to do. And"},{"speaker":"Kyle Mountsier","startTime":1567.89,"endTime":1570.77,"body":"more importantly, you know what"},{"speaker":"Kyle Mountsier","startTime":1567.89,"endTime":1570.77,"body":"they should be doing. And you"},{"speaker":"Kyle Mountsier","startTime":1570.77,"endTime":1572.81,"body":"don't even have to be in the"},{"speaker":"Kyle Mountsier","startTime":1570.77,"endTime":1572.81,"body":"building to know what they're"},{"speaker":"Kyle Mountsier","startTime":1572.81,"endTime":1575.18,"body":"supposed to do. And he goes, I"},{"speaker":"Kyle Mountsier","startTime":1572.81,"endTime":1575.18,"body":"never thought about it that"},{"speaker":"Kyle Mountsier","startTime":1575.18,"endTime":1575.72,"body":"morning."},{"speaker":"Michael Cirillo","startTime":1576.35,"endTime":1581.27,"body":"So good. Let me"},{"speaker":"Michael Cirillo","startTime":1576.35,"endTime":1581.27,"body":"ask you this. As I'm listening"},{"speaker":"Michael Cirillo","startTime":1581.27,"endTime":1585.65,"body":"to you talk about documentation"},{"speaker":"Michael Cirillo","startTime":1581.27,"endTime":1585.65,"body":"and process. But I couldn't"},{"speaker":"Michael Cirillo","startTime":1585.65,"endTime":1587.96,"body":"agree more like it just"},{"speaker":"Michael Cirillo","startTime":1585.65,"endTime":1587.96,"body":"everything needs to be"},{"speaker":"Michael Cirillo","startTime":1587.96,"endTime":1592.58,"body":"documented. Everything needs to"},{"speaker":"Michael Cirillo","startTime":1587.96,"endTime":1592.58,"body":"be documented. But in so doing,"},{"speaker":"Michael Cirillo","startTime":1592.61,"endTime":1596.09,"body":"how do you make sure that it"},{"speaker":"Michael Cirillo","startTime":1592.61,"endTime":1596.09,"body":"doesn't become robotic? How do"},{"speaker":"Michael Cirillo","startTime":1596.09,"endTime":1600.44,"body":"you how do you document nuance,"},{"speaker":"Michael Cirillo","startTime":1596.09,"endTime":1600.44,"body":"right? How do you how do you?"},{"speaker":"Michael Cirillo","startTime":1600.77,"endTime":1604.34,"body":"Great make it so that person"},{"speaker":"Michael Cirillo","startTime":1600.77,"endTime":1604.34,"body":"filling in the role, right? And"},{"speaker":"Michael Cirillo","startTime":1604.34,"endTime":1607.58,"body":"if I'm the GM, and I have, and"},{"speaker":"Michael Cirillo","startTime":1604.34,"endTime":1607.58,"body":"I'm here to fulfill roles and"},{"speaker":"Michael Cirillo","startTime":1607.58,"endTime":1612.44,"body":"responsibilities, there's so"},{"speaker":"Michael Cirillo","startTime":1607.58,"endTime":1612.44,"body":"much nuance politics, different"},{"speaker":"Michael Cirillo","startTime":1612.44,"endTime":1615.77,"body":"variations of the playing field,"},{"speaker":"Michael Cirillo","startTime":1612.44,"endTime":1615.77,"body":"people, you know, like you said"},{"speaker":"Michael Cirillo","startTime":1615.77,"endTime":1619.07,"body":"earlier, playing to different"},{"speaker":"Michael Cirillo","startTime":1615.77,"endTime":1619.07,"body":"personality types so that they"},{"speaker":"Michael Cirillo","startTime":1619.07,"endTime":1622.31,"body":"can learn more. How do you"},{"speaker":"Michael Cirillo","startTime":1619.07,"endTime":1622.31,"body":"document for that? How do you"},{"speaker":"Michael Cirillo","startTime":1622.31,"endTime":1623.24,"body":"train on that?"},{"speaker":"Glenn Pasch","startTime":1624.26,"endTime":1627.05,"body":"I don't know if"},{"speaker":"Glenn Pasch","startTime":1624.26,"endTime":1627.05,"body":"there's documentation other than"},{"speaker":"Glenn Pasch","startTime":1627.05,"endTime":1630.74,"body":"giving them some education on"},{"speaker":"Glenn Pasch","startTime":1627.05,"endTime":1630.74,"body":"people's learning profiles or"},{"speaker":"Glenn Pasch","startTime":1630.74,"endTime":1634.61,"body":"communication. Some of that just"},{"speaker":"Glenn Pasch","startTime":1630.74,"endTime":1634.61,"body":"comes with experience, I think"},{"speaker":"Glenn Pasch","startTime":1635.57,"endTime":1640.58,"body":"it's the more I believe the more"},{"speaker":"Glenn Pasch","startTime":1635.57,"endTime":1640.58,"body":"that you're comfortable in the"},{"speaker":"Glenn Pasch","startTime":1640.58,"endTime":1643.94,"body":"framework, the more you relax"},{"speaker":"Glenn Pasch","startTime":1640.58,"endTime":1643.94,"body":"into your personality, the more"},{"speaker":"Glenn Pasch","startTime":1643.94,"endTime":1649.58,"body":"you're aware, and you can react"},{"speaker":"Glenn Pasch","startTime":1643.94,"endTime":1649.58,"body":"versus you can't respond to"},{"speaker":"Glenn Pasch","startTime":1649.58,"endTime":1652.01,"body":"something and be thinking in"},{"speaker":"Glenn Pasch","startTime":1649.58,"endTime":1652.01,"body":"your head at the same time,"},{"speaker":"Glenn Pasch","startTime":1652.01,"endTime":1654.92,"body":"there's a disconnect. But if I'm"},{"speaker":"Glenn Pasch","startTime":1652.01,"endTime":1654.92,"body":"very comfortable, and what at"},{"speaker":"Glenn Pasch","startTime":1654.92,"endTime":1658.94,"body":"least the process is now,"},{"speaker":"Glenn Pasch","startTime":1654.92,"endTime":1658.94,"body":"hopefully, and this is where,"},{"speaker":"Glenn Pasch","startTime":1659.06,"endTime":1663.47,"body":"again, we have to be very clear"},{"speaker":"Glenn Pasch","startTime":1659.06,"endTime":1663.47,"body":"about this, no matter what"},{"speaker":"Glenn Pasch","startTime":1663.47,"endTime":1667.67,"body":"position you're fulfilling,"},{"speaker":"Glenn Pasch","startTime":1663.47,"endTime":1667.67,"body":"you're on someone else's team."},{"speaker":"Glenn Pasch","startTime":1668.15,"endTime":1669.83,"body":"Right. So if you're a"},{"speaker":"Glenn Pasch","startTime":1668.15,"endTime":1669.83,"body":"salesperson, you're on the"},{"speaker":"Glenn Pasch","startTime":1669.83,"endTime":1672.92,"body":"general sales managers team, so"},{"speaker":"Glenn Pasch","startTime":1669.83,"endTime":1672.92,"body":"to speak, if I'm a desk manager,"},{"speaker":"Glenn Pasch","startTime":1672.92,"endTime":1676.58,"body":"general salesman, I'm on the GMs"},{"speaker":"Glenn Pasch","startTime":1672.92,"endTime":1676.58,"body":"team, if I'm a GM, I'm on the"},{"speaker":"Glenn Pasch","startTime":1676.58,"endTime":1679.58,"body":"dealer's team, right. And the"},{"speaker":"Glenn Pasch","startTime":1676.58,"endTime":1679.58,"body":"dealer is on the 20 groups team"},{"speaker":"Glenn Pasch","startTime":1679.58,"endTime":1682.28,"body":"or something like there's always"},{"speaker":"Glenn Pasch","startTime":1679.58,"endTime":1682.28,"body":"someone that's holding you"},{"speaker":"Glenn Pasch","startTime":1682.28,"endTime":1686.09,"body":"accountable or asking, that's"},{"speaker":"Glenn Pasch","startTime":1682.28,"endTime":1686.09,"body":"that person that again, part of"},{"speaker":"Glenn Pasch","startTime":1686.09,"endTime":1690.02,"body":"their job is inspecting what"},{"speaker":"Glenn Pasch","startTime":1686.09,"endTime":1690.02,"body":"that person's doing, who's on"},{"speaker":"Glenn Pasch","startTime":1690.02,"endTime":1693.02,"body":"your team, and helping guide"},{"speaker":"Glenn Pasch","startTime":1690.02,"endTime":1693.02,"body":"that situation. So if there's a"},{"speaker":"Glenn Pasch","startTime":1693.02,"endTime":1697.37,"body":"chaotic situation, or something"},{"speaker":"Glenn Pasch","startTime":1693.02,"endTime":1697.37,"body":"that was not handled correctly,"},{"speaker":"Glenn Pasch","startTime":1697.58,"endTime":1700.55,"body":"or you follow the process, but"},{"speaker":"Glenn Pasch","startTime":1697.58,"endTime":1700.55,"body":"you sort of bumbled, you're"},{"speaker":"Glenn Pasch","startTime":1700.97,"endTime":1704.33,"body":"presenting it to them or your"},{"speaker":"Glenn Pasch","startTime":1700.97,"endTime":1704.33,"body":"coach, well, then it's my job to"},{"speaker":"Glenn Pasch","startTime":1704.36,"endTime":1708.08,"body":"coach you to give you feedback"},{"speaker":"Glenn Pasch","startTime":1704.36,"endTime":1708.08,"body":"and build those skills up. So"},{"speaker":"Glenn Pasch","startTime":1708.08,"endTime":1711.53,"body":"the next time it happens, you"},{"speaker":"Glenn Pasch","startTime":1708.08,"endTime":1711.53,"body":"go, Oh, I remember, I got to"},{"speaker":"Glenn Pasch","startTime":1711.53,"endTime":1714.77,"body":"learn. So there, it's that"},{"speaker":"Glenn Pasch","startTime":1711.53,"endTime":1714.77,"body":"constant learning. So I think"},{"speaker":"Glenn Pasch","startTime":1714.77,"endTime":1718.55,"body":"sometimes we we potentially"},{"speaker":"Glenn Pasch","startTime":1714.77,"endTime":1718.55,"body":"overthink things and try to make"},{"speaker":"Glenn Pasch","startTime":1718.55,"endTime":1722.09,"body":"everything perfect before we go."},{"speaker":"Glenn Pasch","startTime":1718.55,"endTime":1722.09,"body":"Right. So very similar. I'm"},{"speaker":"Glenn Pasch","startTime":1722.09,"endTime":1724.79,"body":"looking at Seth Godin 's book,"},{"speaker":"Glenn Pasch","startTime":1722.09,"endTime":1724.79,"body":"and we've talked about this same"},{"speaker":"Glenn Pasch","startTime":1724.79,"endTime":1728.33,"body":"thing with the innovation stack,"},{"speaker":"Glenn Pasch","startTime":1724.79,"endTime":1728.33,"body":"because we have to, you know,"},{"speaker":"Glenn Pasch","startTime":1728.33,"endTime":1731.78,"body":"his was, hey, you got to have a"},{"speaker":"Glenn Pasch","startTime":1728.33,"endTime":1731.78,"body":"ship date, we got to go. So same"},{"speaker":"Glenn Pasch","startTime":1731.78,"endTime":1735.8,"body":"thing I can only give you so"},{"speaker":"Glenn Pasch","startTime":1731.78,"endTime":1735.8,"body":"much of the process is and you"},{"speaker":"Glenn Pasch","startTime":1735.8,"endTime":1740.21,"body":"got to stumble and figure it out"},{"speaker":"Glenn Pasch","startTime":1735.8,"endTime":1740.21,"body":"yourself. But I My job is to not"},{"speaker":"Glenn Pasch","startTime":1740.21,"endTime":1743.84,"body":"let you hang out there on your"},{"speaker":"Glenn Pasch","startTime":1740.21,"endTime":1743.84,"body":"own or leave you hanging, I have"},{"speaker":"Glenn Pasch","startTime":1743.84,"endTime":1747.41,"body":"to be there and coach you"},{"speaker":"Glenn Pasch","startTime":1743.84,"endTime":1747.41,"body":"through some of those nuances in"},{"speaker":"Glenn Pasch","startTime":1747.41,"endTime":1751.13,"body":"situations that are gonna be"},{"speaker":"Glenn Pasch","startTime":1747.41,"endTime":1751.13,"body":"subtleties, but a lot of that is"},{"speaker":"Glenn Pasch","startTime":1751.13,"endTime":1756.02,"body":"just experience, you know, the"},{"speaker":"Glenn Pasch","startTime":1751.13,"endTime":1756.02,"body":"way I look back at what was"},{"speaker":"Glenn Pasch","startTime":1756.02,"endTime":1760.79,"body":"going on, you know, 25 30 years"},{"speaker":"Glenn Pasch","startTime":1756.02,"endTime":1760.79,"body":"ago, and to where I am now and"},{"speaker":"Glenn Pasch","startTime":1761.06,"endTime":1765.14,"body":"the things I take for granted"},{"speaker":"Glenn Pasch","startTime":1761.06,"endTime":1765.14,"body":"back then you owe them but the"},{"speaker":"Glenn Pasch","startTime":1765.14,"endTime":1769.1,"body":"only get there because you fall"},{"speaker":"Glenn Pasch","startTime":1765.14,"endTime":1769.1,"body":"on your face a million times."},{"speaker":"Glenn Pasch","startTime":1769.34,"endTime":1772.1,"body":"And you've had some good mentors"},{"speaker":"Glenn Pasch","startTime":1769.34,"endTime":1772.1,"body":"who are gonna pick you up, dust"},{"speaker":"Glenn Pasch","startTime":1772.1,"endTime":1774.95,"body":"you off and smack in the head"},{"speaker":"Glenn Pasch","startTime":1772.1,"endTime":1774.95,"body":"and go, didn't I tell you not to"},{"speaker":"Glenn Pasch","startTime":1774.95,"endTime":1777.26,"body":"run into the wall? And that's"},{"speaker":"Glenn Pasch","startTime":1774.95,"endTime":1777.26,"body":"pretty much it."},{"speaker":"Michael Cirillo","startTime":1777.62,"endTime":1783.11,"body":"He's well, let"},{"speaker":"Michael Cirillo","startTime":1777.62,"endTime":1783.11,"body":"me just say this in closing, I I"},{"speaker":"Michael Cirillo","startTime":1783.26,"endTime":1789.23,"body":"never have so much fun learning"},{"speaker":"Michael Cirillo","startTime":1783.26,"endTime":1789.23,"body":"everything I don't know. Except"},{"speaker":"Michael Cirillo","startTime":1789.23,"endTime":1793.55,"body":"for when I'm with you. Glenn, I"},{"speaker":"Michael Cirillo","startTime":1789.23,"endTime":1793.55,"body":"want to thank you so much for"},{"speaker":"Michael Cirillo","startTime":1793.55,"endTime":1797.18,"body":"joining us on Auto Collabs it's"},{"speaker":"Michael Cirillo","startTime":1793.55,"endTime":1797.18,"body":"always always a pleasure to hang"},{"speaker":"Michael Cirillo","startTime":1797.18,"endTime":1798.53,"body":"out with you and get to spend"},{"speaker":"Michael Cirillo","startTime":1797.18,"endTime":1798.53,"body":"some time."},{"speaker":"Glenn Pasch","startTime":1798.74,"endTime":1801.38,"body":"Thank you. Thank"},{"speaker":"Glenn Pasch","startTime":1798.74,"endTime":1801.38,"body":"you and Uh, I cannot wait for"},{"speaker":"Glenn Pasch","startTime":1801.38,"endTime":1803.9,"body":"your guys event that's coming"},{"speaker":"Glenn Pasch","startTime":1801.38,"endTime":1803.9,"body":"up. I know this is probably"},{"speaker":"Glenn Pasch","startTime":1803.9,"endTime":1806.72,"body":"going to be before so looking"},{"speaker":"Glenn Pasch","startTime":1803.9,"endTime":1806.72,"body":"forward to being a part of that"},{"speaker":"Glenn Pasch","startTime":1806.72,"endTime":1809.48,"body":"as well. So I can like I said,"},{"speaker":"Glenn Pasch","startTime":1806.72,"endTime":1809.48,"body":"I'm looking forward to wishing"},{"speaker":"Glenn Pasch","startTime":1809.48,"endTime":1811.31,"body":"you guys nothing but success"},{"speaker":"Glenn Pasch","startTime":1809.48,"endTime":1811.31,"body":"with this"},{"speaker":"Michael Cirillo","startTime":1817.1,"endTime":1818.99,"body":"Alright, that"},{"speaker":"Michael Cirillo","startTime":1817.1,"endTime":1818.99,"body":"was our conversation with the"},{"speaker":"Michael Cirillo","startTime":1818.99,"endTime":1821.69,"body":"man Glenn Pasch, we're always"},{"speaker":"Michael Cirillo","startTime":1818.99,"endTime":1821.69,"body":"grateful for the chances we get"},{"speaker":"Michael Cirillo","startTime":1821.69,"endTime":1825.95,"body":"to speak with him because he"},{"speaker":"Michael Cirillo","startTime":1821.69,"endTime":1825.95,"body":"always goes, I mean, you ask a"},{"speaker":"Michael Cirillo","startTime":1825.95,"endTime":1828.8,"body":"question. And sometimes I don't"},{"speaker":"Michael Cirillo","startTime":1825.95,"endTime":1828.8,"body":"know if you to find this, you"},{"speaker":"Michael Cirillo","startTime":1828.8,"endTime":1831.83,"body":"ask a question. You think you"},{"speaker":"Michael Cirillo","startTime":1828.8,"endTime":1831.83,"body":"might know where they're gonna"},{"speaker":"Michael Cirillo","startTime":1831.83,"endTime":1836.78,"body":"go with it? And he goes to that"},{"speaker":"Michael Cirillo","startTime":1831.83,"endTime":1836.78,"body":"place and then says, Hey, maybe"},{"speaker":"Michael Cirillo","startTime":1836.78,"endTime":1840.53,"body":"go maybe think bigger and he"},{"speaker":"Michael Cirillo","startTime":1836.78,"endTime":1840.53,"body":"takes you deeper and deeper. And"},{"speaker":"Michael Cirillo","startTime":1840.53,"endTime":1844.01,"body":"it's just, it's the right"},{"speaker":"Michael Cirillo","startTime":1840.53,"endTime":1844.01,"body":"balance. Kyle, I loved your your"},{"speaker":"Michael Cirillo","startTime":1844.16,"endTime":1847.4,"body":"analogy, your comparison to jazz"},{"speaker":"Michael Cirillo","startTime":1844.16,"endTime":1847.4,"body":"because it's the right balance"},{"speaker":"Michael Cirillo","startTime":1847.4,"endTime":1852.74,"body":"of tactic. technical, but also"},{"speaker":"Michael Cirillo","startTime":1847.4,"endTime":1852.74,"body":"with with a whole lot of feeling"},{"speaker":"Michael Cirillo","startTime":1852.74,"endTime":1856.46,"body":"and just practicality. So lots"},{"speaker":"Michael Cirillo","startTime":1852.74,"endTime":1856.46,"body":"of lots of takeaways for me from"},{"speaker":"Michael Cirillo","startTime":1856.46,"endTime":1856.79,"body":"one."},{"speaker":"Kyle Mountsier","startTime":1857.35,"endTime":1860.5,"body":"Well, I so I've"},{"speaker":"Kyle Mountsier","startTime":1857.35,"endTime":1860.5,"body":"been I think I've interviewed"},{"speaker":"Kyle Mountsier","startTime":1860.5,"endTime":1864.61,"body":"him on a couple podcasts and and"},{"speaker":"Kyle Mountsier","startTime":1860.5,"endTime":1864.61,"body":"been live with him a couple"},{"speaker":"Kyle Mountsier","startTime":1864.61,"endTime":1869.44,"body":"events and even been on his"},{"speaker":"Kyle Mountsier","startTime":1864.61,"endTime":1869.44,"body":"podcast. And my goal because I"},{"speaker":"Kyle Mountsier","startTime":1869.44,"endTime":1873.43,"body":"know he does. He asked the right"},{"speaker":"Kyle Mountsier","startTime":1869.44,"endTime":1873.43,"body":"questions too. When when we say"},{"speaker":"Kyle Mountsier","startTime":1873.43,"endTime":1876.49,"body":"that, like go listen to the"},{"speaker":"Kyle Mountsier","startTime":1873.43,"endTime":1876.49,"body":"You're In Charge podcast, I"},{"speaker":"Kyle Mountsier","startTime":1876.52,"endTime":1880.36,"body":"encourage you to do it. Because"},{"speaker":"Kyle Mountsier","startTime":1876.52,"endTime":1880.36,"body":"he just digs in. He actually did"},{"speaker":"Kyle Mountsier","startTime":1880.36,"endTime":1883.81,"body":"it for Paul and I when we're on"},{"speaker":"Kyle Mountsier","startTime":1880.36,"endTime":1883.81,"body":"his podcast, and we came off the"},{"speaker":"Kyle Mountsier","startTime":1883.81,"endTime":1889.57,"body":"podcast, we're like, gold"},{"speaker":"Kyle Mountsier","startTime":1883.81,"endTime":1889.57,"body":"goodness. We're doing but I"},{"speaker":"Michael Cirillo","startTime":1889.57,"endTime":1891.25,"body":"didn't realize"},{"speaker":"Michael Cirillo","startTime":1889.57,"endTime":1891.25,"body":"I was this good."},{"speaker":"Kyle Mountsier","startTime":1893.35,"endTime":1896.26,"body":"What What I love"},{"speaker":"Kyle Mountsier","startTime":1893.35,"endTime":1896.26,"body":"about it is well, what I've been"},{"speaker":"Kyle Mountsier","startTime":1896.26,"endTime":1899.11,"body":"trying to do is I've been trying"},{"speaker":"Kyle Mountsier","startTime":1896.26,"endTime":1899.11,"body":"to find the question to ask him"},{"speaker":"Kyle Mountsier","startTime":1899.38,"endTime":1903.1,"body":"that, like kind of makes him"},{"speaker":"Kyle Mountsier","startTime":1899.38,"endTime":1903.1,"body":"pause for a second. And I think"},{"speaker":"Kyle Mountsier","startTime":1903.13,"endTime":1906.82,"body":"that the the reality of a great"},{"speaker":"Kyle Mountsier","startTime":1903.13,"endTime":1906.82,"body":"question asker. And you You"},{"speaker":"Kyle Mountsier","startTime":1906.82,"endTime":1911.08,"body":"alluded to this, Michael in the"},{"speaker":"Kyle Mountsier","startTime":1906.82,"endTime":1911.08,"body":"in the podcast is that a person"},{"speaker":"Kyle Mountsier","startTime":1911.08,"endTime":1914.86,"body":"that has the capacity to ask"},{"speaker":"Kyle Mountsier","startTime":1911.08,"endTime":1914.86,"body":"really great questions has asked"},{"speaker":"Kyle Mountsier","startTime":1914.86,"endTime":1918.07,"body":"it of themselves first. And so"},{"speaker":"Kyle Mountsier","startTime":1914.86,"endTime":1918.07,"body":"it is hard to kind of like,"},{"speaker":"Kyle Mountsier","startTime":1918.13,"endTime":1921.52,"body":"quote unquote, stump Glenn, not"},{"speaker":"Kyle Mountsier","startTime":1918.13,"endTime":1921.52,"body":"because he just has the perfect"},{"speaker":"Kyle Mountsier","startTime":1921.52,"endTime":1924.79,"body":"answer for everything. But he's"},{"speaker":"Kyle Mountsier","startTime":1921.52,"endTime":1924.79,"body":"been really studious about his"},{"speaker":"Kyle Mountsier","startTime":1924.79,"endTime":1929.35,"body":"approach on the whole of life,"},{"speaker":"Kyle Mountsier","startTime":1924.79,"endTime":1929.35,"body":"especially business. And it"},{"speaker":"Kyle Mountsier","startTime":1929.35,"endTime":1931.87,"body":"comes out in the way that he"},{"speaker":"Kyle Mountsier","startTime":1929.35,"endTime":1931.87,"body":"communicates and cares for the"},{"speaker":"Kyle Mountsier","startTime":1931.87,"endTime":1932.89,"body":"automotive community."},{"speaker":"Paul Daly","startTime":1933.49,"endTime":1935.98,"body":"I really appreciate"},{"speaker":"Paul Daly","startTime":1933.49,"endTime":1935.98,"body":"that mentality that he brought,"},{"speaker":"Paul Daly","startTime":1935.98,"endTime":1940.09,"body":"when we started by talking about"},{"speaker":"Paul Daly","startTime":1935.98,"endTime":1940.09,"body":"the frameworks that free you up,"},{"speaker":"Paul Daly","startTime":1940.09,"endTime":1942.1,"body":"you get the framework, right,"},{"speaker":"Paul Daly","startTime":1940.09,"endTime":1942.1,"body":"and then you're freed up to move"},{"speaker":"Paul Daly","startTime":1942.1,"endTime":1945.49,"body":"within that, how it tied to the"},{"speaker":"Paul Daly","startTime":1942.1,"endTime":1945.49,"body":"jazz music, and then just really"},{"speaker":"Paul Daly","startTime":1945.49,"endTime":1948.25,"body":"how it plays out throughout the"},{"speaker":"Paul Daly","startTime":1945.49,"endTime":1948.25,"body":"rest of what he does for a"},{"speaker":"Paul Daly","startTime":1948.25,"endTime":1950.35,"body":"living. And I think we can all"},{"speaker":"Paul Daly","startTime":1948.25,"endTime":1950.35,"body":"take a lot of cues from that in"},{"speaker":"Paul Daly","startTime":1950.35,"endTime":1952.84,"body":"whatever we're doing, whether"},{"speaker":"Paul Daly","startTime":1950.35,"endTime":1952.84,"body":"we're working in the dealership"},{"speaker":"Paul Daly","startTime":1952.84,"endTime":1956.53,"body":"or an industry partner, thinking"},{"speaker":"Paul Daly","startTime":1952.84,"endTime":1956.53,"body":"about establishing the macro"},{"speaker":"Paul Daly","startTime":1956.53,"endTime":1959.02,"body":"framework, right? And he was the"},{"speaker":"Paul Daly","startTime":1956.53,"endTime":1959.02,"body":"example of like, how do I want"},{"speaker":"Paul Daly","startTime":1959.2,"endTime":1962.08,"body":"someone a customer to feel when"},{"speaker":"Paul Daly","startTime":1959.2,"endTime":1962.08,"body":"they walk out? Right? Let's"},{"speaker":"Paul Daly","startTime":1962.11,"endTime":1964.96,"body":"establish the framework around"},{"speaker":"Paul Daly","startTime":1962.11,"endTime":1964.96,"body":"that. And then we'll reverse"},{"speaker":"Paul Daly","startTime":1964.96,"endTime":1965.89,"body":"engineer it. So"},{"speaker":"Paul Daly","startTime":1966.34,"endTime":1969.37,"body":"we hope that this helps you"},{"speaker":"Paul Daly","startTime":1966.34,"endTime":1969.37,"body":"maybe establish a little bit of"},{"speaker":"Paul Daly","startTime":1969.37,"endTime":1972.01,"body":"that framework for yourself"},{"speaker":"Paul Daly","startTime":1969.37,"endTime":1972.01,"body":"today, regardless of what"},{"speaker":"Paul Daly","startTime":1972.01,"endTime":1974.02,"body":"industry you're in, or what"},{"speaker":"Paul Daly","startTime":1972.01,"endTime":1974.02,"body":"you're doing. And thanks for"},{"speaker":"Paul Daly","startTime":1974.02,"endTime":1976.09,"body":"spending a little time with us"},{"speaker":"Paul Daly","startTime":1974.02,"endTime":1976.09,"body":"today. So on behalf of Michael"},{"speaker":"Paul Daly","startTime":1976.09,"endTime":1979.15,"body":"Cirillo Kyle Mountsier and"},{"speaker":"Paul Daly","startTime":1976.09,"endTime":1979.15,"body":"myself, this is Auto Collabs."},{"speaker":"Paul Daly","startTime":1979.15,"endTime":1980.05,"body":"We'll see you next time."},{"speaker":"Unknown","startTime":1980.57,"endTime":1983.99,"body":"Sign up for our free"},{"speaker":"Unknown","startTime":1980.57,"endTime":1983.99,"body":"and fun to read daily email for"},{"speaker":"Unknown","startTime":1983.99,"endTime":1987.83,"body":"a free shot of relevant news and"},{"speaker":"Unknown","startTime":1983.99,"endTime":1987.83,"body":"automotive, retail media and pop"},{"speaker":"Unknown","startTime":1987.83,"endTime":1993.65,"body":"culture. You can get it now at"},{"speaker":"Unknown","startTime":1987.83,"endTime":1993.65,"body":"ASOTU.com that's ASOTU.com If"},{"speaker":"Unknown","startTime":1993.65,"endTime":1996.95,"body":"you love this podcast, please"},{"speaker":"Unknown","startTime":1993.65,"endTime":1996.95,"body":"leave us a review and share it"},{"speaker":"Unknown","startTime":1996.95,"endTime":1999.98,"body":"with a friend. Thanks again for"},{"speaker":"Unknown","startTime":1996.95,"endTime":1999.98,"body":"listening. We'll see you next"},{"speaker":"Unknown","startTime":1999.98,"endTime":2000.19,"body":"time!"}]}