{"version":"1.0.0","segments":[{"speaker":"Kyle Mountsier","startTime":0.0,"endTime":3.12,"body":"You know, some"},{"speaker":"Kyle Mountsier","startTime":0.0,"endTime":3.12,"body":"people really, really have a"},{"speaker":"Kyle Mountsier","startTime":3.12,"endTime":4.77,"body":"desire to be on TV"},{"speaker":"Unknown","startTime":11.53,"endTime":13.36,"body":"this is auto collabs."},{"speaker":"Kyle Mountsier","startTime":13.56,"endTime":17.37,"body":"then some people"},{"speaker":"Kyle Mountsier","startTime":13.56,"endTime":17.37,"body":"actually are on TV a lot. And"},{"speaker":"Kyle Mountsier","startTime":17.37,"endTime":20.31,"body":"one of those people is Matt"},{"speaker":"Kyle Mountsier","startTime":17.37,"endTime":20.31,"body":"Jones. And you wouldn't know it"},{"speaker":"Kyle Mountsier","startTime":20.31,"endTime":24.36,"body":"from his countenance or his"},{"speaker":"Kyle Mountsier","startTime":20.31,"endTime":24.36,"body":"current position. 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So the man knows how"},{"speaker":"Kyle Mountsier","startTime":53.46,"endTime":58.62,"body":"to throw down in like a real"},{"speaker":"Kyle Mountsier","startTime":58.62,"endTime":59.46,"body":"class interview,"},{"speaker":"Paul Daly","startTime":59.489,"endTime":62.549,"body":"oh, he's got a, he's"},{"speaker":"Paul Daly","startTime":59.489,"endTime":62.549,"body":"got this way of like, coming"},{"speaker":"Paul Daly","startTime":62.549,"endTime":66.119,"body":"around to like making a point,"},{"speaker":"Paul Daly","startTime":62.549,"endTime":66.119,"body":"that he just kind of comes"},{"speaker":"Paul Daly","startTime":66.119,"endTime":69.899,"body":"alongside you. And then he puts"},{"speaker":"Paul Daly","startTime":66.119,"endTime":69.899,"body":"his arm around you. And he"},{"speaker":"Paul Daly","startTime":69.899,"endTime":73.139,"body":"explains a few things tells a"},{"speaker":"Paul Daly","startTime":69.899,"endTime":73.139,"body":"little story. 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I"},{"speaker":"Michael Cirillo","startTime":92.72,"endTime":94.49,"body":"just met him"},{"speaker":"Michael Cirillo","startTime":92.72,"endTime":94.49,"body":"for the first time a few months"},{"speaker":"Michael Cirillo","startTime":94.49,"endTime":99.11,"body":"ago at the Asotu family remix."},{"speaker":"Michael Cirillo","startTime":94.49,"endTime":99.11,"body":"It's right call it a remixes"},{"speaker":"Michael Cirillo","startTime":99.11,"endTime":99.68,"body":"reunion. 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And he sent me a"},{"speaker":"Paul Daly","startTime":164.5,"endTime":166.6,"body":"picture you said the person you"},{"speaker":"Paul Daly","startTime":166.6,"endTime":168.37,"body":"don't recognize in this photo is"},{"speaker":"Kyle Mountsier","startTime":168.37,"endTime":171.67,"body":"Matt Jones with"},{"speaker":"Kyle Mountsier","startTime":168.37,"endTime":171.67,"body":"TrueCar. And then it literally"},{"speaker":"Kyle Mountsier","startTime":171.7,"endTime":175.09,"body":"literally Paul Paul, we're on a"},{"speaker":"Kyle Mountsier","startTime":171.7,"endTime":175.09,"body":"I think you texted him while"},{"speaker":"Kyle Mountsier","startTime":175.09,"endTime":178.9,"body":"we're on a Google meet. And he"},{"speaker":"Kyle Mountsier","startTime":175.09,"endTime":178.9,"body":"he holds it up. He goes, Kyle."},{"speaker":"Kyle Mountsier","startTime":180.25,"endTime":183.43,"body":"I know that everybody you know,"},{"speaker":"Kyle Mountsier","startTime":180.25,"endTime":183.43,"body":"the TrueCar thing, but like,"},{"speaker":"Kyle Mountsier","startTime":183.88,"endTime":186.4,"body":"this guy is going to change the"},{"speaker":"Kyle Mountsier","startTime":183.88,"endTime":186.4,"body":"game and he holds it up to them."},{"speaker":"Kyle Mountsier","startTime":187.93,"endTime":193.21,"body":"So that's like our introduction"},{"speaker":"Kyle Mountsier","startTime":187.93,"endTime":193.21,"body":"level to Matt Jones. From True"},{"speaker":"Kyle Mountsier","startTime":193.21,"endTime":194.29,"body":"Car who's on Yeah, it's"},{"speaker":"Matt Jones","startTime":195.15,"endTime":197.31,"body":"a true thing, man."},{"speaker":"Matt Jones","startTime":195.15,"endTime":197.31,"body":"It's a true thing. 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He's"},{"speaker":"Matt Jones","startTime":224.61,"endTime":229.38,"body":"like 16 yards away. My old 40"},{"speaker":"Matt Jones","startTime":224.61,"endTime":229.38,"body":"time was 4.4. I can get there to"},{"speaker":"Matt Jones","startTime":229.38,"endTime":230.91,"body":"set bone had to yet."},{"speaker":"Paul Daly","startTime":231.6,"endTime":234.48,"body":"Yeah, so yeah, you"},{"speaker":"Paul Daly","startTime":231.6,"endTime":234.48,"body":"did play pretty high level"},{"speaker":"Paul Daly","startTime":234.48,"endTime":238.53,"body":"football. 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And my"},{"speaker":"Matt Jones","startTime":422.54,"endTime":426.32,"body":"man said something to me, he's"},{"speaker":"Matt Jones","startTime":426.32,"endTime":432.2,"body":"like, can you give me a deal?"},{"speaker":"Matt Jones","startTime":426.32,"endTime":432.2,"body":"And I said, No, this is the"},{"speaker":"Matt Jones","startTime":432.2,"endTime":439.01,"body":"price on this less than one"},{"speaker":"Matt Jones","startTime":432.2,"endTime":439.01,"body":"that's less, right. Because you"},{"speaker":"Matt Jones","startTime":439.01,"endTime":442.34,"body":"don't negotiate the price of the"},{"speaker":"Matt Jones","startTime":439.01,"endTime":442.34,"body":"cell phone. You can't, right?"},{"speaker":"Matt Jones","startTime":443.15,"endTime":447.05,"body":"the car guy. Well, no, no, I'm"},{"speaker":"Matt Jones","startTime":443.15,"endTime":447.05,"body":"staying on my side. I had no"},{"speaker":"Matt Jones","startTime":447.05,"endTime":450.17,"body":"control. We couldn't take off a"},{"speaker":"Matt Jones","startTime":447.05,"endTime":450.17,"body":"cent. Like we literally could"},{"speaker":"Matt Jones","startTime":450.17,"endTime":452.9,"body":"take it off. Right? And so the"},{"speaker":"Matt Jones","startTime":450.17,"endTime":452.9,"body":"guy says, you know, hey, maybe"},{"speaker":"Matt Jones","startTime":452.9,"endTime":456.74,"body":"you'd be good selling cars. I"},{"speaker":"Matt Jones","startTime":452.9,"endTime":456.74,"body":"was like selling cars. Crazy"},{"speaker":"Matt Jones","startTime":456.74,"endTime":460.16,"body":"man. You know, you know how much"},{"speaker":"Matt Jones","startTime":456.74,"endTime":460.16,"body":"Sprint pays me I'm gonna make"},{"speaker":"Matt Jones","startTime":460.16,"endTime":467.6,"body":"like 40 grand this year, you"},{"speaker":"Matt Jones","startTime":460.16,"endTime":467.6,"body":"crazy. Here with that get. And"},{"speaker":"Matt Jones","startTime":467.6,"endTime":469.85,"body":"then he showed me his check."},{"speaker":"Matt Jones","startTime":467.6,"endTime":469.85,"body":"Because you know, you know, in"},{"speaker":"Matt Jones","startTime":469.85,"endTime":472.52,"body":"the car, business retail. You"},{"speaker":"Matt Jones","startTime":469.85,"endTime":472.52,"body":"know, we get paper checks,"},{"speaker":"Matt Jones","startTime":472.52,"endTime":475.43,"body":"right? Just happened to be and I"},{"speaker":"Matt Jones","startTime":472.52,"endTime":475.43,"body":"was like, I was astounded. He"},{"speaker":"Matt Jones","startTime":475.43,"endTime":478.25,"body":"told me to go across the street"},{"speaker":"Matt Jones","startTime":475.43,"endTime":478.25,"body":"with him to his store just to"},{"speaker":"Matt Jones","startTime":478.25,"endTime":480.08,"body":"check it out cause it was"},{"speaker":"Matt Jones","startTime":478.25,"endTime":480.08,"body":"literally across the street. And"},{"speaker":"Paul Daly","startTime":480.09,"endTime":482.01,"body":"they showed you the"},{"speaker":"Paul Daly","startTime":480.09,"endTime":482.01,"body":"check. You're like, you make"},{"speaker":"Paul Daly","startTime":482.01,"endTime":484.14,"body":"that much a month. He's like,"},{"speaker":"Paul Daly","startTime":482.01,"endTime":484.14,"body":"Oh, week."},{"speaker":"Matt Jones","startTime":484.27,"endTime":487.21,"body":"So I'm telling you,"},{"speaker":"Matt Jones","startTime":484.27,"endTime":487.21,"body":"I didn't believe it. Because"},{"speaker":"Matt Jones","startTime":487.21,"endTime":493.63,"body":"until that stage of my life,"},{"speaker":"Matt Jones","startTime":487.21,"endTime":493.63,"body":"that money was like, it wasn't"},{"speaker":"Matt Jones","startTime":493.63,"endTime":496.24,"body":"real. You know what I'm saying?"},{"speaker":"Matt Jones","startTime":493.63,"endTime":496.24,"body":"Like, we walked around, and"},{"speaker":"Matt Jones","startTime":496.24,"endTime":499.03,"body":"we're doing our thing. And we"},{"speaker":"Matt Jones","startTime":496.24,"endTime":499.03,"body":"understand that Elon Musk is"},{"speaker":"Matt Jones","startTime":499.03,"endTime":504.55,"body":"worth $257 billion. But that's"},{"speaker":"Matt Jones","startTime":499.03,"endTime":504.55,"body":"not real money. Absolutely. You"},{"speaker":"Matt Jones","startTime":504.55,"endTime":507.4,"body":"can't get your head around that."},{"speaker":"Matt Jones","startTime":504.55,"endTime":507.4,"body":"Right. Yeah. And so the man's"},{"speaker":"Matt Jones","startTime":507.4,"endTime":509.92,"body":"check that he had in front of"},{"speaker":"Matt Jones","startTime":507.4,"endTime":509.92,"body":"me, and this cat was, I don't"},{"speaker":"Matt Jones","startTime":509.92,"endTime":513.28,"body":"know, five years older than me,"},{"speaker":"Matt Jones","startTime":509.92,"endTime":513.28,"body":"you know, working, breathing the"},{"speaker":"Matt Jones","startTime":513.28,"endTime":516.4,"body":"same air as me, right? I was"},{"speaker":"Matt Jones","startTime":513.28,"endTime":516.4,"body":"like, I have to go check it out"},{"speaker":"Matt Jones","startTime":516.64,"endTime":519.43,"body":"and introduce me into the car"},{"speaker":"Matt Jones","startTime":516.64,"endTime":519.43,"body":"business. Otherwise, I might"},{"speaker":"Matt Jones","startTime":519.43,"endTime":521.71,"body":"well, I don't know if Sprint"},{"speaker":"Matt Jones","startTime":519.43,"endTime":521.71,"body":"still has retail stores. But you"},{"speaker":"Matt Jones","startTime":521.71,"endTime":524.05,"body":"know what I'm saying if that"},{"speaker":"Matt Jones","startTime":521.71,"endTime":524.05,"body":"person hadn't saw somebody and"},{"speaker":"Matt Jones","startTime":524.05,"endTime":527.32,"body":"grabbed me, my whole trajectory"},{"speaker":"Matt Jones","startTime":524.05,"endTime":527.32,"body":"would have been different. And"},{"speaker":"Matt Jones","startTime":527.32,"endTime":531.79,"body":"so again, it's like, how do we"},{"speaker":"Matt Jones","startTime":527.32,"endTime":531.79,"body":"impact each individual person"},{"speaker":"Matt Jones","startTime":531.79,"endTime":534.94,"body":"and maybe show them something"},{"speaker":"Matt Jones","startTime":531.79,"endTime":534.94,"body":"that they didn't see? Or they"},{"speaker":"Matt Jones","startTime":534.94,"endTime":537.76,"body":"hadn't been exposed to? Or they"},{"speaker":"Matt Jones","startTime":534.94,"endTime":537.76,"body":"hadn't considered to make it a"},{"speaker":"Matt Jones","startTime":537.76,"endTime":540.25,"body":"little bit better? And so I am"},{"speaker":"Matt Jones","startTime":537.76,"endTime":540.25,"body":"trying to help change but like,"},{"speaker":"Matt Jones","startTime":540.28,"endTime":543.52,"body":"you know, the game a little bit,"},{"speaker":"Matt Jones","startTime":540.28,"endTime":543.52,"body":"but from a position of what have"},{"speaker":"Matt Jones","startTime":543.52,"endTime":545.77,"body":"you not thought of? Yeah, what"},{"speaker":"Matt Jones","startTime":543.52,"endTime":545.77,"body":"do you have been doing in your"},{"speaker":"Matt Jones","startTime":545.77,"endTime":548.62,"body":"store for the past 15 years or"},{"speaker":"Matt Jones","startTime":545.77,"endTime":548.62,"body":"20 years that has worked? That"},{"speaker":"Matt Jones","startTime":548.62,"endTime":551.92,"body":"absolutely works? But what else"},{"speaker":"Matt Jones","startTime":548.62,"endTime":551.92,"body":"is there that maybe you know,"},{"speaker":"Matt Jones","startTime":551.92,"endTime":555.46,"body":"that you can add on to that? You"},{"speaker":"Matt Jones","startTime":551.92,"endTime":555.46,"body":"know, so I'm trying, I'm trying,"},{"speaker":"Kyle Mountsier","startTime":555.0,"endTime":558.15,"body":"you know, it's"},{"speaker":"Kyle Mountsier","startTime":555.0,"endTime":558.15,"body":"interesting, because I do think"},{"speaker":"Kyle Mountsier","startTime":558.15,"endTime":560.76,"body":"a lot of people when they get in"},{"speaker":"Kyle Mountsier","startTime":558.15,"endTime":560.76,"body":"business, or when they get in"},{"speaker":"Kyle Mountsier","startTime":560.76,"endTime":564.69,"body":"careers, and Paul and I say this"},{"speaker":"Kyle Mountsier","startTime":560.76,"endTime":564.69,"body":"a lot even about content"},{"speaker":"Kyle Mountsier","startTime":564.69,"endTime":568.02,"body":"creators or marketers, we say"},{"speaker":"Kyle Mountsier","startTime":564.69,"endTime":568.02,"body":"like, you get into whatever"},{"speaker":"Kyle Mountsier","startTime":568.02,"endTime":572.07,"body":"thing you're doing, and you stop"},{"speaker":"Kyle Mountsier","startTime":568.02,"endTime":572.07,"body":"learning, right? Yeah, our whole"},{"speaker":"Kyle Mountsier","startTime":572.13,"endTime":576.3,"body":"our whole lives up until we're"},{"speaker":"Kyle Mountsier","startTime":572.13,"endTime":576.3,"body":"21 or 22. If you go to college"},{"speaker":"Kyle Mountsier","startTime":576.36,"endTime":581.34,"body":"are dedicated to finding new"},{"speaker":"Kyle Mountsier","startTime":576.36,"endTime":581.34,"body":"things like you are, your your"},{"speaker":"Kyle Mountsier","startTime":581.34,"endTime":584.91,"body":"whole existence is learning"},{"speaker":"Kyle Mountsier","startTime":581.34,"endTime":584.91,"body":"because whether you're learning"},{"speaker":"Kyle Mountsier","startTime":584.91,"endTime":587.82,"body":"from just the hard knocks or"},{"speaker":"Kyle Mountsier","startTime":584.91,"endTime":587.82,"body":"school, you're learning"},{"speaker":"Kyle Mountsier","startTime":587.82,"endTime":590.94,"body":"something your to your parents,"},{"speaker":"Kyle Mountsier","startTime":587.82,"endTime":590.94,"body":"and then all of a sudden you go"},{"speaker":"Kyle Mountsier","startTime":590.94,"endTime":594.81,"body":"into whatever career that you've"},{"speaker":"Kyle Mountsier","startTime":590.94,"endTime":594.81,"body":"learned everything to do for and"},{"speaker":"Kyle Mountsier","startTime":594.81,"endTime":598.65,"body":"it's like, everything happens in"},{"speaker":"Kyle Mountsier","startTime":594.81,"endTime":598.65,"body":"a little silo and yeah, you're"},{"speaker":"Kyle Mountsier","startTime":598.65,"endTime":601.89,"body":"learning either comes from Your"},{"speaker":"Kyle Mountsier","startTime":598.65,"endTime":601.89,"body":"direct mentor or the people that"},{"speaker":"Kyle Mountsier","startTime":601.89,"endTime":605.4,"body":"are right across from you, and"},{"speaker":"Kyle Mountsier","startTime":601.89,"endTime":605.4,"body":"you stop going, like, oh,"},{"speaker":"Kyle Mountsier","startTime":605.4,"endTime":609.09,"body":"there's other things that I can"},{"speaker":"Kyle Mountsier","startTime":605.4,"endTime":609.09,"body":"acquire knowledge from, and go,"},{"speaker":"Kyle Mountsier","startTime":609.09,"endTime":612.75,"body":"I can I can bring that to where"},{"speaker":"Kyle Mountsier","startTime":609.09,"endTime":612.75,"body":"I'm at whether it be inside my"},{"speaker":"Kyle Mountsier","startTime":612.75,"endTime":616.8,"body":"industry or outside of my"},{"speaker":"Kyle Mountsier","startTime":612.75,"endTime":616.8,"body":"industry. And that's valuable to"},{"speaker":"Kyle Mountsier","startTime":616.8,"endTime":620.82,"body":"what I'm doing right now. So are"},{"speaker":"Kyle Mountsier","startTime":616.8,"endTime":620.82,"body":"you, you know, and I know that"},{"speaker":"Kyle Mountsier","startTime":620.82,"endTime":623.46,"body":"your role, obviously with"},{"speaker":"Kyle Mountsier","startTime":620.82,"endTime":623.46,"body":"TrueCar, and from a marketing"},{"speaker":"Kyle Mountsier","startTime":623.46,"endTime":625.8,"body":"perspective and your"},{"speaker":"Kyle Mountsier","startTime":623.46,"endTime":625.8,"body":"understanding that but from an"},{"speaker":"Kyle Mountsier","startTime":625.8,"endTime":630.48,"body":"industry perspective, what what"},{"speaker":"Kyle Mountsier","startTime":625.8,"endTime":630.48,"body":"are you seeing are things that"},{"speaker":"Kyle Mountsier","startTime":630.48,"endTime":633.87,"body":"we can be looking at as an"},{"speaker":"Kyle Mountsier","startTime":630.48,"endTime":633.87,"body":"industry that are maybe outside"},{"speaker":"Kyle Mountsier","startTime":633.87,"endTime":636.42,"body":"of our industry, whether it's a"},{"speaker":"Kyle Mountsier","startTime":633.87,"endTime":636.42,"body":"salesperson or a manager or"},{"speaker":"Kyle Mountsier","startTime":636.42,"endTime":639.12,"body":"anything like, what are you"},{"speaker":"Kyle Mountsier","startTime":636.42,"endTime":639.12,"body":"seeing that, that we should be"},{"speaker":"Kyle Mountsier","startTime":639.12,"endTime":642.36,"body":"looking at, or looking toward"},{"speaker":"Kyle Mountsier","startTime":639.12,"endTime":642.36,"body":"from outside our industries, try"},{"speaker":"Kyle Mountsier","startTime":642.36,"endTime":645.81,"body":"and draw back to understand"},{"speaker":"Kyle Mountsier","startTime":642.36,"endTime":645.81,"body":"whether it be employee"},{"speaker":"Kyle Mountsier","startTime":645.81,"endTime":648.21,"body":"experience or consumer"},{"speaker":"Kyle Mountsier","startTime":645.81,"endTime":648.21,"body":"experience or the way that we,"},{"speaker":"Kyle Mountsier","startTime":648.33,"endTime":651.24,"body":"you know, engage in sales? What"},{"speaker":"Kyle Mountsier","startTime":648.33,"endTime":651.24,"body":"are you seeing that we should be"},{"speaker":"Kyle Mountsier","startTime":651.24,"endTime":653.97,"body":"looking to, as an industry to"},{"speaker":"Kyle Mountsier","startTime":651.24,"endTime":653.97,"body":"understand better,"},{"speaker":"Matt Jones","startTime":654.65,"endTime":657.38,"body":"I think what I see"},{"speaker":"Matt Jones","startTime":654.65,"endTime":657.38,"body":"the most of and probably the"},{"speaker":"Matt Jones","startTime":657.38,"endTime":660.74,"body":"first and foremost biggest"},{"speaker":"Matt Jones","startTime":657.38,"endTime":660.74,"body":"opportunity, in my opinion, that"},{"speaker":"Matt Jones","startTime":660.74,"endTime":663.56,"body":"I see other industries doing,"},{"speaker":"Matt Jones","startTime":660.74,"endTime":663.56,"body":"just like us learning is"},{"speaker":"Matt Jones","startTime":663.56,"endTime":666.59,"body":"actually learning in like, you"},{"speaker":"Matt Jones","startTime":663.56,"endTime":666.59,"body":"know, training opportunities"},{"speaker":"Matt Jones","startTime":666.59,"endTime":672.95,"body":"that may come from outside of"},{"speaker":"Matt Jones","startTime":666.59,"endTime":672.95,"body":"your immediate org. So I'll give"},{"speaker":"Matt Jones","startTime":672.95,"endTime":677.6,"body":"an example. For a very short"},{"speaker":"Matt Jones","startTime":672.95,"endTime":677.6,"body":"time, very short time, I was a"},{"speaker":"Matt Jones","startTime":677.6,"endTime":679.82,"body":"firefighter here in Long Beach,"},{"speaker":"Matt Jones","startTime":677.6,"endTime":679.82,"body":"and some of my best friends are"},{"speaker":"Matt Jones","startTime":679.82,"endTime":681.77,"body":"firefighters, you know, what you"},{"speaker":"Matt Jones","startTime":679.82,"endTime":681.77,"body":"have to do in order to be a"},{"speaker":"Matt Jones","startTime":681.77,"endTime":685.91,"body":"firefighter, you must have"},{"speaker":"Matt Jones","startTime":681.77,"endTime":685.91,"body":"continuing education, you must,"},{"speaker":"Matt Jones","startTime":685.91,"endTime":688.55,"body":"it's part of the deal. Because"},{"speaker":"Matt Jones","startTime":685.91,"endTime":688.55,"body":"the way that a person would"},{"speaker":"Matt Jones","startTime":688.55,"endTime":691.82,"body":"treat a heart attack changes,"},{"speaker":"Matt Jones","startTime":688.55,"endTime":691.82,"body":"the way that CPR as we learn"},{"speaker":"Matt Jones","startTime":691.82,"endTime":695.54,"body":"more about anatomy changes,"},{"speaker":"Matt Jones","startTime":691.82,"endTime":695.54,"body":"right? So it's not your captain."},{"speaker":"Matt Jones","startTime":696.29,"endTime":699.14,"body":"It's not your deputy Captain,"},{"speaker":"Matt Jones","startTime":696.29,"endTime":699.14,"body":"it's not your battalion chief."},{"speaker":"Matt Jones","startTime":699.29,"endTime":701.57,"body":"It's the American Heart"},{"speaker":"Matt Jones","startTime":699.29,"endTime":701.57,"body":"Association, and you must go"},{"speaker":"Matt Jones","startTime":701.57,"endTime":704.03,"body":"there, right. And you can take"},{"speaker":"Matt Jones","startTime":701.57,"endTime":704.03,"body":"that across other other"},{"speaker":"Matt Jones","startTime":704.03,"endTime":707.15,"body":"industries, but a lot of folks"},{"speaker":"Matt Jones","startTime":704.03,"endTime":707.15,"body":"that I've seen, we just train"},{"speaker":"Matt Jones","startTime":707.18,"endTime":710.63,"body":"internally, or we train with"},{"speaker":"Matt Jones","startTime":707.18,"endTime":710.63,"body":"video, so just opening up, you"},{"speaker":"Matt Jones","startTime":710.63,"endTime":714.56,"body":"know, our space for for"},{"speaker":"Matt Jones","startTime":710.63,"endTime":714.56,"body":"learning. The other the other"},{"speaker":"Matt Jones","startTime":714.56,"endTime":716.78,"body":"thing, though, I think that's"},{"speaker":"Matt Jones","startTime":714.56,"endTime":716.78,"body":"probably just as important, if"},{"speaker":"Matt Jones","startTime":716.78,"endTime":722.99,"body":"not more is like, is exposure to"},{"speaker":"Matt Jones","startTime":716.78,"endTime":722.99,"body":"what's possible. So, you know,"},{"speaker":"Matt Jones","startTime":723.29,"endTime":726.71,"body":"the way you know, when I sold"},{"speaker":"Matt Jones","startTime":723.29,"endTime":726.71,"body":"cars, I worked for a big group,"},{"speaker":"Matt Jones","startTime":727.67,"endTime":729.56,"body":"actually one of the biggest"},{"speaker":"Matt Jones","startTime":727.67,"endTime":729.56,"body":"groups in the country. And then"},{"speaker":"Matt Jones","startTime":729.56,"endTime":731.54,"body":"I worked for another group,"},{"speaker":"Matt Jones","startTime":729.56,"endTime":731.54,"body":"which was a big group and other"},{"speaker":"Matt Jones","startTime":731.54,"endTime":734.45,"body":"one of the biggest groups in the"},{"speaker":"Matt Jones","startTime":731.54,"endTime":734.45,"body":"country, Southern California."},{"speaker":"Matt Jones","startTime":735.14,"endTime":739.7,"body":"It's a significant car market,"},{"speaker":"Matt Jones","startTime":735.14,"endTime":739.7,"body":"right? We had this one dude at"},{"speaker":"Matt Jones","startTime":739.7,"endTime":743.3,"body":"our store, or one in our group"},{"speaker":"Matt Jones","startTime":739.7,"endTime":743.3,"body":"who sold 100 cars a month. And"},{"speaker":"Matt Jones","startTime":743.3,"endTime":746.3,"body":"then we had another dude another"},{"speaker":"Matt Jones","startTime":743.3,"endTime":746.3,"body":"store who sold like 75 cars a"},{"speaker":"Matt Jones","startTime":746.3,"endTime":750.11,"body":"month. But there was like, 400"},{"speaker":"Matt Jones","startTime":746.3,"endTime":750.11,"body":"salespeople, and there was"},{"speaker":"Matt Jones","startTime":750.11,"endTime":753.98,"body":"nobody else who sold 100 cars a"},{"speaker":"Matt Jones","startTime":750.11,"endTime":753.98,"body":"month, right? So the rest of us"},{"speaker":"Matt Jones","startTime":754.01,"endTime":758.42,"body":"were like, that dude drinks"},{"speaker":"Matt Jones","startTime":754.01,"endTime":758.42,"body":"special water. That That dude"},{"speaker":"Matt Jones","startTime":758.42,"endTime":763.91,"body":"over there? He's just beautiful."},{"speaker":"Matt Jones","startTime":758.42,"endTime":763.91,"body":"Like there's no duplicate data."},{"speaker":"Matt Jones","startTime":763.91,"endTime":766.88,"body":"Give it a reason. Right? Yeah,"},{"speaker":"Matt Jones","startTime":763.91,"endTime":766.88,"body":"right, right. There is something"},{"speaker":"Matt Jones","startTime":766.88,"endTime":770.72,"body":"intrinsically their digestive"},{"speaker":"Matt Jones","startTime":766.88,"endTime":770.72,"body":"system works different. There's"},{"speaker":"Matt Jones","startTime":770.72,"endTime":775.1,"body":"something different about these"},{"speaker":"Matt Jones","startTime":770.72,"endTime":775.1,"body":"people that I can't emulate,"},{"speaker":"Matt Jones","startTime":775.13,"endTime":778.43,"body":"right? I get out of the car"},{"speaker":"Matt Jones","startTime":775.13,"endTime":778.43,"body":"business. I learned about this"},{"speaker":"Matt Jones","startTime":778.43,"endTime":780.95,"body":"all you read a cat never I"},{"speaker":"Matt Jones","startTime":778.43,"endTime":780.95,"body":"didn't even I didn't know about"},{"speaker":"Matt Jones","startTime":780.95,"endTime":783.95,"body":"my store wasn't I wasn't, you"},{"speaker":"Matt Jones","startTime":780.95,"endTime":783.95,"body":"know, introduced to that guy."},{"speaker":"Matt Jones","startTime":784.01,"endTime":786.29,"body":"Hear about this Frank Canady"},{"speaker":"Matt Jones","startTime":784.01,"endTime":786.29,"body":"guy, I hear about this. Tonight,"},{"speaker":"Matt Jones","startTime":786.29,"endTime":789.41,"body":"I'm hearing about all these"},{"speaker":"Matt Jones","startTime":786.29,"endTime":789.41,"body":"people that are selling 50 50 70"},{"speaker":"Matt Jones","startTime":789.44,"endTime":795.08,"body":"90 100 cars, right? If somebody"},{"speaker":"Matt Jones","startTime":789.44,"endTime":795.08,"body":"had exposed me to that as a"},{"speaker":"Matt Jones","startTime":795.08,"endTime":798.89,"body":"salesperson, May that have"},{"speaker":"Matt Jones","startTime":795.08,"endTime":798.89,"body":"changed my perspective of what's"},{"speaker":"Matt Jones","startTime":798.89,"endTime":801.53,"body":"possible, as opposed to this"},{"speaker":"Matt Jones","startTime":798.89,"endTime":801.53,"body":"dude has been sitting in that"},{"speaker":"Matt Jones","startTime":801.53,"endTime":804.59,"body":"corner for like, 35 years,"},{"speaker":"Matt Jones","startTime":801.53,"endTime":804.59,"body":"right? That's why he sells 100"},{"speaker":"Matt Jones","startTime":804.59,"endTime":806.96,"body":"cars. Right. But you know what"},{"speaker":"Matt Jones","startTime":804.59,"endTime":806.96,"body":"I'm saying? So that's what I'm"},{"speaker":"Matt Jones","startTime":806.96,"endTime":810.26,"body":"talking about the exposure, get"},{"speaker":"Matt Jones","startTime":806.96,"endTime":810.26,"body":"me out of the San Fernando"},{"speaker":"Matt Jones","startTime":810.26,"endTime":813.23,"body":"Valley. That's where I'm at."},{"speaker":"Matt Jones","startTime":810.26,"endTime":813.23,"body":"Right, you know, get me out of"},{"speaker":"Matt Jones","startTime":813.23,"endTime":815.87,"body":"that space. And let me see"},{"speaker":"Matt Jones","startTime":813.23,"endTime":815.87,"body":"what's happening in Indiana."},{"speaker":"Matt Jones","startTime":816.08,"endTime":819.68,"body":"What's going on in Florida? Who"},{"speaker":"Matt Jones","startTime":816.08,"endTime":819.68,"body":"is this Brian Kramer cat? What"},{"speaker":"Matt Jones","startTime":819.68,"endTime":822.59,"body":"is what's that's what I mean is"},{"speaker":"Matt Jones","startTime":819.68,"endTime":822.59,"body":"like getting us exposure. So"},{"speaker":"Matt Jones","startTime":822.59,"endTime":824.99,"body":"outside training, and then the"},{"speaker":"Matt Jones","startTime":822.59,"endTime":824.99,"body":"exposure, I think, are the"},{"speaker":"Matt Jones","startTime":824.99,"endTime":829.04,"body":"opportunities that sometimes"},{"speaker":"Matt Jones","startTime":824.99,"endTime":829.04,"body":"don't present themselves because"},{"speaker":"Matt Jones","startTime":829.04,"endTime":830.93,"body":"we're, you know, successful."},{"speaker":"Paul Daly","startTime":831.02,"endTime":834.02,"body":"You know, we just had"},{"speaker":"Paul Daly","startTime":831.02,"endTime":834.02,"body":"a very similar conversation in"},{"speaker":"Paul Daly","startTime":834.02,"endTime":836.75,"body":"another podcast interview with a"},{"speaker":"Paul Daly","startTime":834.02,"endTime":836.75,"body":"gentleman who's also going to be"},{"speaker":"Paul Daly","startTime":836.75,"endTime":841.85,"body":"at ASOTU CON named Darren Doane."},{"speaker":"Paul Daly","startTime":836.75,"endTime":841.85,"body":"And he was talking about the"},{"speaker":"Paul Daly","startTime":841.85,"endTime":844.58,"body":"recycled metal recycling"},{"speaker":"Paul Daly","startTime":841.85,"endTime":844.58,"body":"industry and just people who are"},{"speaker":"Paul Daly","startTime":844.58,"endTime":849.41,"body":"used to dealing with big scale,"},{"speaker":"Paul Daly","startTime":844.58,"endTime":849.41,"body":"right, like acres and acres and"},{"speaker":"Paul Daly","startTime":849.44,"endTime":852.56,"body":"we're gonna level these five"},{"speaker":"Paul Daly","startTime":849.44,"endTime":852.56,"body":"blocks of buildings and he said,"},{"speaker":"Paul Daly","startTime":852.56,"endTime":856.76,"body":"when you're around people like"},{"speaker":"Paul Daly","startTime":852.56,"endTime":856.76,"body":"that, it kind of like, teaches"},{"speaker":"Paul Daly","startTime":856.76,"endTime":859.82,"body":"you to think like about you're"},{"speaker":"Paul Daly","startTime":856.76,"endTime":859.82,"body":"worried. He's like, he joked, he"},{"speaker":"Paul Daly","startTime":859.82,"endTime":863.36,"body":"said, You're worried about, you"},{"speaker":"Paul Daly","startTime":859.82,"endTime":863.36,"body":"know, getting a permit for the"},{"speaker":"Paul Daly","startTime":863.36,"endTime":866.36,"body":"little like 10 by 10 deck,"},{"speaker":"Paul Daly","startTime":863.36,"endTime":866.36,"body":"you're building in your back"},{"speaker":"Paul Daly","startTime":866.36,"endTime":869.27,"body":"yard, and you're worried that"},{"speaker":"Paul Daly","startTime":866.36,"endTime":869.27,"body":"like the railings going to be an"},{"speaker":"Paul Daly","startTime":869.27,"endTime":871.97,"body":"inch or two too low and you're"},{"speaker":"Paul Daly","startTime":869.27,"endTime":871.97,"body":"gonna get right and these guys"},{"speaker":"Paul Daly","startTime":871.97,"endTime":878.24,"body":"are like rerouting community and"},{"speaker":"Paul Daly","startTime":871.97,"endTime":878.24,"body":"rivers and electrical, high"},{"speaker":"Paul Daly","startTime":878.24,"endTime":881.69,"body":"power electrical service. And it"},{"speaker":"Paul Daly","startTime":878.24,"endTime":881.69,"body":"really the common thread here is"},{"speaker":"Paul Daly","startTime":881.9,"endTime":885.32,"body":"the broadening the horizons,"},{"speaker":"Paul Daly","startTime":881.9,"endTime":885.32,"body":"right, like pulling the drone up"},{"speaker":"Paul Daly","startTime":885.32,"endTime":888.92,"body":"so you can see the broader view,"},{"speaker":"Paul Daly","startTime":885.32,"endTime":888.92,"body":"and all of a sudden, normalizing"},{"speaker":"Paul Daly","startTime":888.92,"endTime":891.98,"body":"things that you thought were"},{"speaker":"Paul Daly","startTime":888.92,"endTime":891.98,"body":"impossible or didn't even think"},{"speaker":"Paul Daly","startTime":891.98,"endTime":895.31,"body":"of, right? It's the story of the"},{"speaker":"Paul Daly","startTime":891.98,"endTime":895.31,"body":"four minute mile. Everyone's"},{"speaker":"Paul Daly","startTime":895.31,"endTime":897.68,"body":"like, you can't do it. It's"},{"speaker":"Paul Daly","startTime":895.31,"endTime":897.68,"body":"impossible, right? Actually,"},{"speaker":"Paul Daly","startTime":897.68,"endTime":900.14,"body":"people are like, you're gonna"},{"speaker":"Paul Daly","startTime":897.68,"endTime":900.14,"body":"die. If you can't afford And"},{"speaker":"Paul Daly","startTime":900.14,"endTime":903.08,"body":"while your heart would explode,"},{"speaker":"Paul Daly","startTime":900.14,"endTime":903.08,"body":"and then one person did it, and"},{"speaker":"Paul Daly","startTime":903.08,"endTime":906.02,"body":"then that next year, a bunch of"},{"speaker":"Paul Daly","startTime":903.08,"endTime":906.02,"body":"other people did it. Right."},{"speaker":"Paul Daly","startTime":906.26,"endTime":910.31,"body":"Right. So, so take that like a"},{"speaker":"Paul Daly","startTime":906.26,"endTime":910.31,"body":"step further. So you have a"},{"speaker":"Paul Daly","startTime":910.31,"endTime":913.13,"body":"unique perspective. And I think"},{"speaker":"Paul Daly","startTime":910.31,"endTime":913.13,"body":"TrueCar has a unique perspective"},{"speaker":"Paul Daly","startTime":913.13,"endTime":917.75,"body":"because of so much data and so"},{"speaker":"Paul Daly","startTime":913.13,"endTime":917.75,"body":"much like scale. Right? What"},{"speaker":"Paul Daly","startTime":917.75,"endTime":920.24,"body":"what do you see in the industry?"},{"speaker":"Paul Daly","startTime":917.75,"endTime":920.24,"body":"What are some of the things and"},{"speaker":"Paul Daly","startTime":920.24,"endTime":922.37,"body":"opportunities you're seeing?"},{"speaker":"Paul Daly","startTime":920.24,"endTime":922.37,"body":"Because you have a little bit of"},{"speaker":"Paul Daly","startTime":922.37,"endTime":925.64,"body":"perspective, like getting some"},{"speaker":"Paul Daly","startTime":922.37,"endTime":925.64,"body":"information from consumers"},{"speaker":"Paul Daly","startTime":925.7,"endTime":928.73,"body":"directly? In a time when dealers"},{"speaker":"Paul Daly","startTime":925.7,"endTime":928.73,"body":"are like, how can we improve the"},{"speaker":"Paul Daly","startTime":928.73,"endTime":929.99,"body":"customer experience?"},{"speaker":"Matt Jones","startTime":930.26,"endTime":933.47,"body":"So it's really good"},{"speaker":"Matt Jones","startTime":930.26,"endTime":933.47,"body":"that you said that, because when"},{"speaker":"Matt Jones","startTime":933.47,"endTime":936.71,"body":"you're in the middle of a fight,"},{"speaker":"Matt Jones","startTime":933.47,"endTime":936.71,"body":"all you see is the fight. So I'm"},{"speaker":"Matt Jones","startTime":936.71,"endTime":939.65,"body":"gonna say things right now that"},{"speaker":"Matt Jones","startTime":936.71,"endTime":939.65,"body":"I may not have believed when I"},{"speaker":"Matt Jones","startTime":939.65,"endTime":943.28,"body":"was actually running an internet"},{"speaker":"Matt Jones","startTime":939.65,"endTime":943.28,"body":"sales department, that and I did"},{"speaker":"Matt Jones","startTime":943.28,"endTime":946.52,"body":"that for several years in"},{"speaker":"Matt Jones","startTime":943.28,"endTime":946.52,"body":"Southern California. The data"},{"speaker":"Matt Jones","startTime":946.52,"endTime":952.28,"body":"tells us that the story is true,"},{"speaker":"Matt Jones","startTime":946.52,"endTime":952.28,"body":"the group of people who actually"},{"speaker":"Matt Jones","startTime":952.28,"endTime":958.31,"body":"contact a consumer and create a"},{"speaker":"Matt Jones","startTime":952.28,"endTime":958.31,"body":"real human to human connection,"},{"speaker":"Matt Jones","startTime":958.67,"endTime":965.12,"body":"first, tend to win. And that's"},{"speaker":"Matt Jones","startTime":958.67,"endTime":965.12,"body":"not Besides, the auto responder"},{"speaker":"Matt Jones","startTime":965.15,"endTime":968.84,"body":"is when I really call Paul or I"},{"speaker":"Matt Jones","startTime":965.15,"endTime":968.84,"body":"really text Kyle and have a real"},{"speaker":"Matt Jones","startTime":968.84,"endTime":971.93,"body":"conversation. We've been hearing"},{"speaker":"Matt Jones","startTime":968.84,"endTime":971.93,"body":"that before, but it's never been"},{"speaker":"Matt Jones","startTime":972.86,"endTime":977.84,"body":"proven, the data actually proves"},{"speaker":"Matt Jones","startTime":972.86,"endTime":977.84,"body":"it. The conversation about the"},{"speaker":"Matt Jones","startTime":977.84,"endTime":980.87,"body":"lowest price is what's going to"},{"speaker":"Matt Jones","startTime":977.84,"endTime":980.87,"body":"get people's attention. I think"},{"speaker":"Matt Jones","startTime":980.87,"endTime":984.89,"body":"this market has proven that's"},{"speaker":"Matt Jones","startTime":980.87,"endTime":984.89,"body":"not necessarily the case. It's"},{"speaker":"Matt Jones","startTime":984.98,"endTime":990.32,"body":"the relationship and the value"},{"speaker":"Matt Jones","startTime":984.98,"endTime":990.32,"body":"that has been proven to move"},{"speaker":"Matt Jones","startTime":990.32,"endTime":994.22,"body":"consumers. But I think what's"},{"speaker":"Matt Jones","startTime":990.32,"endTime":994.22,"body":"what's really interesting about"},{"speaker":"Matt Jones","startTime":994.22,"endTime":999.74,"body":"today's time is that the data is"},{"speaker":"Matt Jones","startTime":994.22,"endTime":999.74,"body":"also proven that we need to meet"},{"speaker":"Matt Jones","startTime":999.74,"endTime":1004.12,"body":"people where where they are, and"},{"speaker":"Matt Jones","startTime":999.74,"endTime":1004.12,"body":"some people take that as a"},{"speaker":"Matt Jones","startTime":1004.12,"endTime":1008.11,"body":"conversation about, you know,"},{"speaker":"Matt Jones","startTime":1004.12,"endTime":1008.11,"body":"digital retailing, some people"},{"speaker":"Matt Jones","startTime":1008.11,"endTime":1011.83,"body":"take that as a conversation"},{"speaker":"Matt Jones","startTime":1008.11,"endTime":1011.83,"body":"around in store behaviors, or"},{"speaker":"Matt Jones","startTime":1011.83,"endTime":1015.22,"body":"apart from appointment meetings."},{"speaker":"Matt Jones","startTime":1011.83,"endTime":1015.22,"body":"Where a consumer is is where a"},{"speaker":"Matt Jones","startTime":1015.22,"endTime":1019.84,"body":"consumer is, doesn't matter"},{"speaker":"Matt Jones","startTime":1015.22,"endTime":1019.84,"body":"where it is, you meet them where"},{"speaker":"Matt Jones","startTime":1019.84,"endTime":1023.38,"body":"they are. So if we're going to"},{"speaker":"Matt Jones","startTime":1019.84,"endTime":1023.38,"body":"have like, I don't think anybody"},{"speaker":"Matt Jones","startTime":1023.38,"endTime":1026.56,"body":"who has a brick and mortar would"},{"speaker":"Matt Jones","startTime":1023.38,"endTime":1026.56,"body":"say, hey, you know what, I don't"},{"speaker":"Matt Jones","startTime":1026.56,"endTime":1029.74,"body":"have that much showroom traffic"},{"speaker":"Matt Jones","startTime":1026.56,"endTime":1029.74,"body":"anymore. I'm only going to have"},{"speaker":"Matt Jones","startTime":1030.1,"endTime":1033.37,"body":"one table to do business on. No,"},{"speaker":"Matt Jones","startTime":1030.1,"endTime":1033.37,"body":"you're still going to have a"},{"speaker":"Matt Jones","startTime":1033.37,"endTime":1035.71,"body":"beautiful brick and mortar for"},{"speaker":"Matt Jones","startTime":1033.37,"endTime":1035.71,"body":"the people who come in, right?"},{"speaker":"Matt Jones","startTime":1035.86,"endTime":1038.53,"body":"The people come on social and"},{"speaker":"Matt Jones","startTime":1035.86,"endTime":1038.53,"body":"nobody comes on Social, I'm only"},{"speaker":"Matt Jones","startTime":1038.53,"endTime":1042.85,"body":"going to have one person make a"},{"speaker":"Matt Jones","startTime":1038.53,"endTime":1042.85,"body":"post. Every eight weeks. No"},{"speaker":"Matt Jones","startTime":1042.88,"endTime":1045.64,"body":"people go on social, you have to"},{"speaker":"Matt Jones","startTime":1042.88,"endTime":1045.64,"body":"be prepared to meet people,"},{"speaker":"Matt Jones","startTime":1045.82,"endTime":1050.89,"body":"wherever they are. And what we"},{"speaker":"Matt Jones","startTime":1045.82,"endTime":1050.89,"body":"see sometimes is there's a bit"},{"speaker":"Matt Jones","startTime":1050.89,"endTime":1053.14,"body":"of reluctance. So we've all seen"},{"speaker":"Matt Jones","startTime":1050.89,"endTime":1053.14,"body":"this in the conferences and with"},{"speaker":"Matt Jones","startTime":1053.14,"endTime":1056.56,"body":"people that like it's a, it's an"},{"speaker":"Matt Jones","startTime":1053.14,"endTime":1056.56,"body":"in store experience, or it's a"},{"speaker":"Matt Jones","startTime":1056.56,"endTime":1060.19,"body":"digital retailing experience,"},{"speaker":"Matt Jones","startTime":1056.56,"endTime":1060.19,"body":"you know, but when I think of is"},{"speaker":"Matt Jones","startTime":1060.19,"endTime":1065.68,"body":"like, I I'm from LA, right? If"},{"speaker":"Matt Jones","startTime":1060.19,"endTime":1065.68,"body":"you're from from LA, every third"},{"speaker":"Matt Jones","startTime":1065.68,"endTime":1068.2,"body":"person, you know, or fourth"},{"speaker":"Matt Jones","startTime":1065.68,"endTime":1068.2,"body":"person, you know, is either in"},{"speaker":"Matt Jones","startTime":1068.2,"endTime":1072.43,"body":"the industry or wants to be in"},{"speaker":"Matt Jones","startTime":1068.2,"endTime":1072.43,"body":"the industry, right. 10 12 years"},{"speaker":"Matt Jones","startTime":1072.43,"endTime":1074.86,"body":"ago, there was a big writer"},{"speaker":"Matt Jones","startTime":1072.43,"endTime":1074.86,"body":"strike. I don't know if anybody"},{"speaker":"Matt Jones","startTime":1074.86,"endTime":1076.9,"body":"remembers that. But a lot of the"},{"speaker":"Matt Jones","startTime":1074.86,"endTime":1076.9,"body":"television writers went on"},{"speaker":"Matt Jones","startTime":1076.9,"endTime":1079.3,"body":"strike. And so we didn't get a"},{"speaker":"Matt Jones","startTime":1076.9,"endTime":1079.3,"body":"lot of television shows."},{"speaker":"Matt Jones","startTime":1080.14,"endTime":1085.6,"body":"Something sprang from that"},{"speaker":"Matt Jones","startTime":1080.14,"endTime":1085.6,"body":"reality TV that didn't need"},{"speaker":"Matt Jones","startTime":1085.6,"endTime":1091.15,"body":"writers, right. Reality TV had"},{"speaker":"Matt Jones","startTime":1085.6,"endTime":1091.15,"body":"been around for a long time. If"},{"speaker":"Matt Jones","startTime":1091.15,"endTime":1093.43,"body":"you think of even the back in"},{"speaker":"Matt Jones","startTime":1091.15,"endTime":1093.43,"body":"like the 70s the eye candid"},{"speaker":"Matt Jones","startTime":1093.43,"endTime":1096.19,"body":"camera, right. That's"},{"speaker":"Matt Jones","startTime":1093.43,"endTime":1096.19,"body":"technically reality TV. Okay."},{"speaker":"Matt Jones","startTime":1096.22,"endTime":1099.94,"body":"Yeah. Great. Yeah. Been there."},{"speaker":"Matt Jones","startTime":1096.22,"endTime":1099.94,"body":"It had been there. But autumn"},{"speaker":"Matt Jones","startTime":1099.94,"endTime":1105.01,"body":"are but but the the Hollywood"},{"speaker":"Matt Jones","startTime":1099.94,"endTime":1105.01,"body":"had a crisis, right. And the"},{"speaker":"Matt Jones","startTime":1105.01,"endTime":1108.76,"body":"crisis was the writer strike."},{"speaker":"Matt Jones","startTime":1105.01,"endTime":1108.76,"body":"And something came out of the"},{"speaker":"Matt Jones","startTime":1108.76,"endTime":1111.97,"body":"writers there the writer strike,"},{"speaker":"Matt Jones","startTime":1108.76,"endTime":1111.97,"body":"which is this reality TV, which"},{"speaker":"Matt Jones","startTime":1111.97,"endTime":1115.75,"body":"is now a part of our"},{"speaker":"Matt Jones","startTime":1111.97,"endTime":1115.75,"body":"entertainment landscape, right?"},{"speaker":"Matt Jones","startTime":1116.56,"endTime":1120.61,"body":"Like it didn't take away"},{"speaker":"Matt Jones","startTime":1116.56,"endTime":1120.61,"body":"structured or regular TV. It's,"},{"speaker":"Matt Jones","startTime":1120.85,"endTime":1124.69,"body":"and it's an and, right. And when"},{"speaker":"Matt Jones","startTime":1120.85,"endTime":1124.69,"body":"I think about digital retailing,"},{"speaker":"Matt Jones","startTime":1124.69,"endTime":1126.88,"body":"when I think about people"},{"speaker":"Matt Jones","startTime":1124.69,"endTime":1126.88,"body":"wanting to go front to back, and"},{"speaker":"Matt Jones","startTime":1126.88,"endTime":1129.64,"body":"then some people's reluctance,"},{"speaker":"Matt Jones","startTime":1126.88,"endTime":1129.64,"body":"it's like, oh, it's not an"},{"speaker":"Matt Jones","startTime":1129.67,"endTime":1133.75,"body":"either or it's an end. Right."},{"speaker":"Matt Jones","startTime":1129.67,"endTime":1133.75,"body":"You know, when McDonald's"},{"speaker":"Matt Jones","startTime":1133.75,"endTime":1137.23,"body":"introduced chicken, it didn't"},{"speaker":"Matt Jones","startTime":1133.75,"endTime":1137.23,"body":"get rid of the burger to get rid"},{"speaker":"Matt Jones","startTime":1137.23,"endTime":1139.42,"body":"of the big. Mac is still there."},{"speaker":"Unknown","startTime":1139.91,"endTime":1141.44,"body":"Right? Right. Right."},{"speaker":"Unknown","startTime":1139.91,"endTime":1141.44,"body":"Yeah."},{"speaker":"Matt Jones","startTime":1141.47,"endTime":1144.14,"body":"Now, people who"},{"speaker":"Matt Jones","startTime":1141.47,"endTime":1144.14,"body":"wouldn't have gone to McDonald's"},{"speaker":"Matt Jones","startTime":1144.14,"endTime":1146.93,"body":"because they don't eat beef. Now"},{"speaker":"Matt Jones","startTime":1144.14,"endTime":1146.93,"body":"they have the chicken Patty,"},{"speaker":"Matt Jones","startTime":1146.96,"endTime":1150.14,"body":"right. Same thing with the drive"},{"speaker":"Matt Jones","startTime":1146.96,"endTime":1150.14,"body":"thru. So there's just examples"},{"speaker":"Matt Jones","startTime":1150.14,"endTime":1154.73,"body":"all across our regular"},{"speaker":"Matt Jones","startTime":1150.14,"endTime":1154.73,"body":"collective existence of that, of"},{"speaker":"Matt Jones","startTime":1154.73,"endTime":1157.97,"body":"that. And, and I think that's"},{"speaker":"Matt Jones","startTime":1154.73,"endTime":1157.97,"body":"one of the things that I that,"},{"speaker":"Matt Jones","startTime":1158.48,"endTime":1162.53,"body":"that I don't know that we do so"},{"speaker":"Matt Jones","startTime":1158.48,"endTime":1162.53,"body":"well, in automotive is think"},{"speaker":"Matt Jones","startTime":1162.53,"endTime":1165.2,"body":"about the end, as opposed to"},{"speaker":"Matt Jones","startTime":1162.53,"endTime":1165.2,"body":"like the zero sum game, you know"},{"speaker":"Matt Jones","startTime":1165.2,"endTime":1166.55,"body":"what I mean? Well, that makes"},{"speaker":"Matt Jones","startTime":1165.2,"endTime":1166.55,"body":"sense at"},{"speaker":"Kyle Mountsier","startTime":1166.0,"endTime":1169.12,"body":"all. Yeah. And"},{"speaker":"Kyle Mountsier","startTime":1166.0,"endTime":1169.12,"body":"as an industry, we're well"},{"speaker":"Kyle Mountsier","startTime":1169.12,"endTime":1172.96,"body":"equipped to handle that. I think"},{"speaker":"Kyle Mountsier","startTime":1169.12,"endTime":1172.96,"body":"we've we've constantly been"},{"speaker":"Kyle Mountsier","startTime":1172.96,"endTime":1176.65,"body":"flexible in this meeting the"},{"speaker":"Kyle Mountsier","startTime":1172.96,"endTime":1176.65,"body":"customer where they're at. And I"},{"speaker":"Kyle Mountsier","startTime":1176.65,"endTime":1179.89,"body":"do think that that's important"},{"speaker":"Kyle Mountsier","startTime":1176.65,"endTime":1179.89,"body":"to not just say like, you know,"},{"speaker":"Kyle Mountsier","startTime":1179.89,"endTime":1183.04,"body":"because all the research"},{"speaker":"Kyle Mountsier","startTime":1179.89,"endTime":1183.04,"body":"studies, I was actually joking"},{"speaker":"Kyle Mountsier","startTime":1183.04,"endTime":1185.68,"body":"with someone I was like, Well,"},{"speaker":"Kyle Mountsier","startTime":1183.04,"endTime":1185.68,"body":"of course the person is going to"},{"speaker":"Kyle Mountsier","startTime":1185.68,"endTime":1188.14,"body":"answer that they want to buy"},{"speaker":"Kyle Mountsier","startTime":1185.68,"endTime":1188.14,"body":"cars online, because the"},{"speaker":"Kyle Mountsier","startTime":1188.14,"endTime":1191.74,"body":"question is, if you had an"},{"speaker":"Kyle Mountsier","startTime":1188.14,"endTime":1191.74,"body":"opportunity to buy a car online,"},{"speaker":"Kyle Mountsier","startTime":1191.8,"endTime":1195.73,"body":"would you? I mean, who's not"},{"speaker":"Kyle Mountsier","startTime":1191.8,"endTime":1195.73,"body":"going to answer yes to that and"},{"speaker":"Kyle Mountsier","startTime":1195.73,"endTime":1201.04,"body":"then the storyline comes out and"},{"speaker":"Kyle Mountsier","startTime":1195.73,"endTime":1201.04,"body":"it's like 73% of customers only"},{"speaker":"Kyle Mountsier","startTime":1201.04,"endTime":1204.79,"body":"want to buy a car online, right?"},{"speaker":"Kyle Mountsier","startTime":1201.04,"endTime":1204.79,"body":"And you're like, Yo, that's"},{"speaker":"Kyle Mountsier","startTime":1204.79,"endTime":1208.24,"body":"probably not right. Because I'm"},{"speaker":"Kyle Mountsier","startTime":1204.79,"endTime":1208.24,"body":"telling you 97% of them are"},{"speaker":"Kyle Mountsier","startTime":1208.24,"endTime":1211.6,"body":"sitting in the showroom down the"},{"speaker":"Kyle Mountsier","startTime":1208.24,"endTime":1211.6,"body":"street, right? Yeah, well, and"},{"speaker":"Kyle Mountsier","startTime":1211.63,"endTime":1216.25,"body":"so I think that, like having the"},{"speaker":"Kyle Mountsier","startTime":1211.63,"endTime":1216.25,"body":"mental capacity to understand"},{"speaker":"Kyle Mountsier","startTime":1216.52,"endTime":1220.33,"body":"that people have different ways"},{"speaker":"Kyle Mountsier","startTime":1216.52,"endTime":1220.33,"body":"of wanting to do business and,"},{"speaker":"Kyle Mountsier","startTime":1220.66,"endTime":1224.14,"body":"and the the intentionality"},{"speaker":"Kyle Mountsier","startTime":1220.66,"endTime":1224.14,"body":"around, hey, there may be"},{"speaker":"Kyle Mountsier","startTime":1224.14,"endTime":1227.68,"body":"different people wanting to do"},{"speaker":"Kyle Mountsier","startTime":1224.14,"endTime":1227.68,"body":"different things in order to"},{"speaker":"Kyle Mountsier","startTime":1227.68,"endTime":1231.13,"body":"interact with my business. And"},{"speaker":"Kyle Mountsier","startTime":1227.68,"endTime":1231.13,"body":"knowing that, hey, you might not"},{"speaker":"Kyle Mountsier","startTime":1231.13,"endTime":1234.19,"body":"be able to do all of it, but you"},{"speaker":"Kyle Mountsier","startTime":1231.13,"endTime":1234.19,"body":"shouldn't be able to do some of"},{"speaker":"Kyle Mountsier","startTime":1234.19,"endTime":1238.09,"body":"it well, and and that way of"},{"speaker":"Kyle Mountsier","startTime":1234.19,"endTime":1238.09,"body":"interacting with customers, I"},{"speaker":"Kyle Mountsier","startTime":1238.09,"endTime":1240.61,"body":"think is going to be really"},{"speaker":"Kyle Mountsier","startTime":1238.09,"endTime":1240.61,"body":"important. You know, when it"},{"speaker":"Kyle Mountsier","startTime":1240.61,"endTime":1244.3,"body":"comes to, you know, is"},{"speaker":"Kyle Mountsier","startTime":1240.61,"endTime":1244.3,"body":"interesting, you say this, like"},{"speaker":"Kyle Mountsier","startTime":1244.39,"endTime":1247.27,"body":"that price isn't the driving"},{"speaker":"Kyle Mountsier","startTime":1244.39,"endTime":1247.27,"body":"factor, and a lot of people"},{"speaker":"Kyle Mountsier","startTime":1247.27,"endTime":1251.86,"body":"associate, I think TrueCar with"},{"speaker":"Kyle Mountsier","startTime":1247.27,"endTime":1251.86,"body":"just price price price. And"},{"speaker":"Kyle Mountsier","startTime":1252.01,"endTime":1256.0,"body":"that's the driving factor to"},{"speaker":"Kyle Mountsier","startTime":1252.01,"endTime":1256.0,"body":"even the you know, having any"},{"speaker":"Kyle Mountsier","startTime":1256.0,"endTime":1259.39,"body":"intentionality around being on a"},{"speaker":"Kyle Mountsier","startTime":1256.0,"endTime":1259.39,"body":"TrueCar website or a partner"},{"speaker":"Kyle Mountsier","startTime":1259.39,"endTime":1263.08,"body":"website. Are you seeing that"},{"speaker":"Kyle Mountsier","startTime":1259.39,"endTime":1263.08,"body":"trend transition, and even the"},{"speaker":"Kyle Mountsier","startTime":1263.08,"endTime":1267.37,"body":"way that people are interacting"},{"speaker":"Kyle Mountsier","startTime":1263.08,"endTime":1267.37,"body":"with shopping behaviors on like,"},{"speaker":"Kyle Mountsier","startTime":1267.61,"endTime":1271.75,"body":"like relational selling, being"},{"speaker":"Kyle Mountsier","startTime":1267.61,"endTime":1271.75,"body":"desired from the consumer side,"},{"speaker":"Kyle Mountsier","startTime":1271.75,"endTime":1273.79,"body":"not just price? Are you seeing"},{"speaker":"Kyle Mountsier","startTime":1271.75,"endTime":1273.79,"body":"that in the way they're"},{"speaker":"Kyle Mountsier","startTime":1273.79,"endTime":1275.62,"body":"interacting with their shopping"},{"speaker":"Kyle Mountsier","startTime":1273.79,"endTime":1275.62,"body":"behaviors?"},{"speaker":"Matt Jones","startTime":1276.01,"endTime":1277.96,"body":"Yeah. And so, you"},{"speaker":"Matt Jones","startTime":1276.01,"endTime":1277.96,"body":"know, if you think about our"},{"speaker":"Matt Jones","startTime":1277.96,"endTime":1281.5,"body":"origin a million years ago, you"},{"speaker":"Matt Jones","startTime":1277.96,"endTime":1281.5,"body":"know, TrueCar was very, very"},{"speaker":"Matt Jones","startTime":1281.5,"endTime":1283.63,"body":"price oriented, right? And we"},{"speaker":"Matt Jones","startTime":1281.5,"endTime":1283.63,"body":"still are, that's, you know,"},{"speaker":"Matt Jones","startTime":1283.63,"endTime":1288.64,"body":"people you know care about"},{"speaker":"Matt Jones","startTime":1283.63,"endTime":1288.64,"body":"price. But it is a part of the"},{"speaker":"Matt Jones","startTime":1288.64,"endTime":1292.03,"body":"conversation. Now, it is not the"},{"speaker":"Matt Jones","startTime":1288.64,"endTime":1292.03,"body":"conversation. And it's not, it's"},{"speaker":"Matt Jones","startTime":1292.03,"endTime":1294.64,"body":"not just us, like a part of the"},{"speaker":"Matt Jones","startTime":1292.03,"endTime":1294.64,"body":"conversation is okay, here's the"},{"speaker":"Matt Jones","startTime":1294.64,"endTime":1300.07,"body":"price, but we have to be, let's"},{"speaker":"Matt Jones","startTime":1294.64,"endTime":1300.07,"body":"be realistic here. Average cart"},{"speaker":"Matt Jones","startTime":1300.07,"endTime":1303.28,"body":"price is like $48,000. Right"},{"speaker":"Matt Jones","startTime":1300.07,"endTime":1303.28,"body":"now, how many people are walking"},{"speaker":"Matt Jones","startTime":1303.28,"endTime":1308.32,"body":"in stroking a check for $48,000?"},{"speaker":"Matt Jones","startTime":1303.28,"endTime":1308.32,"body":"Very few. It's like 85 87% of"},{"speaker":"Matt Jones","startTime":1308.32,"endTime":1311.47,"body":"people use some sort of"},{"speaker":"Matt Jones","startTime":1308.32,"endTime":1311.47,"body":"financing via loan or lease,"},{"speaker":"Matt Jones","startTime":1311.47,"endTime":1316.51,"body":"right? So is price, all that"},{"speaker":"Matt Jones","startTime":1311.47,"endTime":1316.51,"body":"matters, now know, help me"},{"speaker":"Matt Jones","startTime":1316.51,"endTime":1319.72,"body":"understand what I'm doing,"},{"speaker":"Matt Jones","startTime":1316.51,"endTime":1319.72,"body":"right. And so true car has tools"},{"speaker":"Matt Jones","startTime":1319.72,"endTime":1322.48,"body":"that helps people understand"},{"speaker":"Matt Jones","startTime":1319.72,"endTime":1322.48,"body":"what they're doing, you know,"},{"speaker":"Matt Jones","startTime":1322.48,"endTime":1324.46,"body":"who else has tools that help"},{"speaker":"Matt Jones","startTime":1322.48,"endTime":1324.46,"body":"people understand what they're"},{"speaker":"Matt Jones","startTime":1324.46,"endTime":1327.7,"body":"doing? A human who forms a"},{"speaker":"Matt Jones","startTime":1324.46,"endTime":1327.7,"body":"connection? Right? And so it's"},{"speaker":"Matt Jones","startTime":1327.7,"endTime":1330.7,"body":"like, we are seeing that yeah,"},{"speaker":"Matt Jones","startTime":1327.7,"endTime":1330.7,"body":"behaviors are changing price is"},{"speaker":"Matt Jones","startTime":1330.7,"endTime":1332.53,"body":"still you know, one of the, you"},{"speaker":"Matt Jones","startTime":1330.7,"endTime":1332.53,"body":"know, one of the pillars that"},{"speaker":"Matt Jones","startTime":1332.53,"endTime":1336.13,"body":"draws people in, but it's not"},{"speaker":"Matt Jones","startTime":1332.53,"endTime":1336.13,"body":"everything. Actually we did. We"},{"speaker":"Matt Jones","startTime":1336.13,"endTime":1341.17,"body":"did a survey or a study about a"},{"speaker":"Matt Jones","startTime":1336.13,"endTime":1341.17,"body":"year ago, around used car"},{"speaker":"Matt Jones","startTime":1341.17,"endTime":1344.14,"body":"shopper behaviors, what"},{"speaker":"Matt Jones","startTime":1341.17,"endTime":1344.14,"body":"motivated a used car buyer to"},{"speaker":"Matt Jones","startTime":1344.17,"endTime":1350.44,"body":"choose us over new choose a"},{"speaker":"Matt Jones","startTime":1344.17,"endTime":1350.44,"body":"particular car and choose a"},{"speaker":"Matt Jones","startTime":1350.44,"endTime":1355.12,"body":"particular dealership, right? We"},{"speaker":"Matt Jones","startTime":1350.44,"endTime":1355.12,"body":"want to understand their thought"},{"speaker":"Matt Jones","startTime":1355.12,"endTime":1361.3,"body":"process. Of course, price"},{"speaker":"Matt Jones","startTime":1355.12,"endTime":1361.3,"body":"matter. But it was not. It was"},{"speaker":"Matt Jones","startTime":1361.3,"endTime":1364.18,"body":"nowhere near the only thing that"},{"speaker":"Matt Jones","startTime":1361.3,"endTime":1364.18,"body":"these consumers have already"},{"speaker":"Matt Jones","startTime":1364.18,"endTime":1368.23,"body":"purchased. That was important."},{"speaker":"Matt Jones","startTime":1364.18,"endTime":1368.23,"body":"How was my How was my"},{"speaker":"Matt Jones","startTime":1368.23,"endTime":1372.82,"body":"experience? How are they talking"},{"speaker":"Matt Jones","startTime":1368.23,"endTime":1372.82,"body":"about the car? How are they"},{"speaker":"Matt Jones","startTime":1372.82,"endTime":1374.89,"body":"treating me? What information"},{"speaker":"Matt Jones","startTime":1372.82,"endTime":1374.89,"body":"are they giving me? Are they"},{"speaker":"Matt Jones","startTime":1374.89,"endTime":1377.68,"body":"making you feel like they're"},{"speaker":"Matt Jones","startTime":1374.89,"endTime":1377.68,"body":"hiding anything? Are they making"},{"speaker":"Matt Jones","startTime":1377.68,"endTime":1380.38,"body":"me feel like I'm included?"},{"speaker":"Matt Jones","startTime":1377.68,"endTime":1380.38,"body":"Right? So price was there. But"},{"speaker":"Matt Jones","startTime":1380.38,"endTime":1384.31,"body":"it's not the only thing. When"},{"speaker":"Matt Jones","startTime":1380.38,"endTime":1384.31,"body":"you're in the middle of a when"},{"speaker":"Matt Jones","startTime":1384.31,"endTime":1388.45,"body":"you're working selling cars,"},{"speaker":"Matt Jones","startTime":1384.31,"endTime":1388.45,"body":"speaking from experience, and"},{"speaker":"Matt Jones","startTime":1388.45,"endTime":1391.09,"body":"you have five customers in a"},{"speaker":"Matt Jones","startTime":1388.45,"endTime":1391.09,"body":"week tell you that Johnny down"},{"speaker":"Matt Jones","startTime":1391.09,"endTime":1395.47,"body":"the street is less, it's very,"},{"speaker":"Matt Jones","startTime":1391.09,"endTime":1395.47,"body":"very easy to internalize that"},{"speaker":"Matt Jones","startTime":1395.47,"endTime":1398.14,"body":"less is all that matters,"},{"speaker":"Matt Jones","startTime":1395.47,"endTime":1398.14,"body":"because you hear that from the"},{"speaker":"Matt Jones","startTime":1398.14,"endTime":1401.32,"body":"people who that you're directly"},{"speaker":"Matt Jones","startTime":1398.14,"endTime":1401.32,"body":"talking with. Right? So that's"},{"speaker":"Matt Jones","startTime":1401.32,"endTime":1404.05,"body":"what I'm saying. I would not"},{"speaker":"Matt Jones","startTime":1401.32,"endTime":1404.05,"body":"have believed that when I was"},{"speaker":"Matt Jones","startTime":1404.05,"endTime":1407.41,"body":"selling cars, because that's the"},{"speaker":"Matt Jones","startTime":1404.05,"endTime":1407.41,"body":"world that I was in, right? When"},{"speaker":"Matt Jones","startTime":1407.41,"endTime":1409.45,"body":"you step back a little bit and"},{"speaker":"Matt Jones","startTime":1407.41,"endTime":1409.45,"body":"you look at people's buyers"},{"speaker":"Matt Jones","startTime":1409.45,"endTime":1413.65,"body":"behavior, we see that it's not"},{"speaker":"Matt Jones","startTime":1409.45,"endTime":1413.65,"body":"always the price, it's how are"},{"speaker":"Matt Jones","startTime":1413.65,"endTime":1416.44,"body":"they being taken care of is the"},{"speaker":"Matt Jones","startTime":1413.65,"endTime":1416.44,"body":"dealership meeting them where"},{"speaker":"Matt Jones","startTime":1416.44,"endTime":1419.5,"body":"they need to be or where the"},{"speaker":"Matt Jones","startTime":1416.44,"endTime":1419.5,"body":"customer is, whether that's with"},{"speaker":"Matt Jones","startTime":1419.5,"endTime":1423.7,"body":"a digital retailing application"},{"speaker":"Matt Jones","startTime":1419.5,"endTime":1423.7,"body":"or in store over phone or over"},{"speaker":"Matt Jones","startTime":1423.7,"endTime":1428.29,"body":"text, so the data actually bears"},{"speaker":"Matt Jones","startTime":1423.7,"endTime":1428.29,"body":"it out. Now I have to say there"},{"speaker":"Matt Jones","startTime":1428.29,"endTime":1431.56,"body":"is going to be that contingent"},{"speaker":"Matt Jones","startTime":1428.29,"endTime":1431.56,"body":"of 20% No matter what you do,"},{"speaker":"Matt Jones","startTime":1431.65,"endTime":1434.74,"body":"every time all they care is"},{"speaker":"Matt Jones","startTime":1431.65,"endTime":1434.74,"body":"about saving every quarter every"},{"speaker":"Matt Jones","startTime":1434.74,"endTime":1437.74,"body":"penny, right? But we're not"},{"speaker":"Matt Jones","startTime":1434.74,"endTime":1437.74,"body":"trying to live for that. 20%"},{"speaker":"Matt Jones","startTime":1437.77,"endTime":1440.8,"body":"We're trying to live for the"},{"speaker":"Matt Jones","startTime":1437.77,"endTime":1440.8,"body":"other 80% they want a good deal."},{"speaker":"Matt Jones","startTime":1440.83,"endTime":1442.93,"body":"And they want to feel like"},{"speaker":"Matt Jones","startTime":1440.83,"endTime":1442.93,"body":"they're getting it in the in the"},{"speaker":"Matt Jones","startTime":1442.93,"endTime":1445.27,"body":"right way. It's really a nice"},{"speaker":"Matt Jones","startTime":1442.93,"endTime":1445.27,"body":"thing to see. Because this is"},{"speaker":"Matt Jones","startTime":1445.27,"endTime":1449.29,"body":"what this is. This is how other"},{"speaker":"Matt Jones","startTime":1445.27,"endTime":1449.29,"body":"businesses get down. Right."},{"speaker":"Matt Jones","startTime":1449.35,"endTime":1451.96,"body":"Yeah. So like it's nice that"},{"speaker":"Matt Jones","startTime":1449.35,"endTime":1451.96,"body":"we're getting there."},{"speaker":"Kyle Mountsier","startTime":1452.02,"endTime":1454.63,"body":"Yeah. Well,"},{"speaker":"Kyle Mountsier","startTime":1452.02,"endTime":1454.63,"body":"Matt, I really appreciate you"},{"speaker":"Kyle Mountsier","startTime":1454.63,"endTime":1458.35,"body":"giving us this perspective of"},{"speaker":"Kyle Mountsier","startTime":1454.63,"endTime":1458.35,"body":"like there's there was a kind of"},{"speaker":"Kyle Mountsier","startTime":1458.38,"endTime":1462.49,"body":"common thread of hey, zoom out a"},{"speaker":"Kyle Mountsier","startTime":1458.38,"endTime":1462.49,"body":"little bit. Look, look across"},{"speaker":"Kyle Mountsier","startTime":1462.61,"endTime":1465.37,"body":"not just the whole of the"},{"speaker":"Kyle Mountsier","startTime":1462.61,"endTime":1465.37,"body":"automotive industry, but look at"},{"speaker":"Kyle Mountsier","startTime":1465.37,"endTime":1468.85,"body":"cross industry and retail as a"},{"speaker":"Kyle Mountsier","startTime":1465.37,"endTime":1468.85,"body":"whole. And that's that's"},{"speaker":"Kyle Mountsier","startTime":1468.88,"endTime":1473.98,"body":"something that as ASOTU we can"},{"speaker":"Kyle Mountsier","startTime":1468.88,"endTime":1473.98,"body":"definitely get down with and we"},{"speaker":"Kyle Mountsier","startTime":1473.98,"endTime":1477.04,"body":"know that you are you are one of"},{"speaker":"Kyle Mountsier","startTime":1473.98,"endTime":1477.04,"body":"those troublemakers that is that"},{"speaker":"Kyle Mountsier","startTime":1477.04,"endTime":1481.84,"body":"is pushing back with us against"},{"speaker":"Kyle Mountsier","startTime":1477.04,"endTime":1481.84,"body":"against the norm. So Matt can't"},{"speaker":"Kyle Mountsier","startTime":1481.84,"endTime":1486.4,"body":"wait to see you shortly. And"},{"speaker":"Kyle Mountsier","startTime":1481.84,"endTime":1486.4,"body":"yeah, glad that we got to"},{"speaker":"Kyle Mountsier","startTime":1486.4,"endTime":1488.92,"body":"introduce you to the community"},{"speaker":"Kyle Mountsier","startTime":1486.4,"endTime":1488.92,"body":"and thanks for coming on with us"},{"speaker":"Kyle Mountsier","startTime":1488.92,"endTime":1489.22,"body":"today."},{"speaker":"Matt Jones","startTime":1489.26,"endTime":1490.76,"body":"Oh, you guys rock"},{"speaker":"Matt Jones","startTime":1489.26,"endTime":1490.76,"body":"and roll. Thank you for"},{"speaker":"Matt Jones","startTime":1490.76,"endTime":1494.3,"body":"everything that you do. And"},{"speaker":"Matt Jones","startTime":1490.76,"endTime":1494.3,"body":"please, as a personal note, if"},{"speaker":"Matt Jones","startTime":1494.3,"endTime":1497.78,"body":"you do see me double fisted with"},{"speaker":"Matt Jones","startTime":1494.3,"endTime":1497.78,"body":"cheese steaks, not one of them"},{"speaker":"Matt Jones","startTime":1497.78,"endTime":1498.32,"body":"out of My hand."},{"speaker":"Paul Daly","startTime":1500.0,"endTime":1503.87,"body":"I needed to talk to"},{"speaker":"Paul Daly","startTime":1500.0,"endTime":1503.87,"body":"you later."},{"speaker":"Michael Cirillo","startTime":1508.58,"endTime":1510.5,"body":"So you'll learn"},{"speaker":"Michael Cirillo","startTime":1508.58,"endTime":1510.5,"body":"the guy's a firefighter. And I'm"},{"speaker":"Michael Cirillo","startTime":1510.5,"endTime":1514.13,"body":"just disappointed that neither"},{"speaker":"Michael Cirillo","startTime":1510.5,"endTime":1514.13,"body":"of you got his spin on the movie"},{"speaker":"Michael Cirillo","startTime":1514.13,"endTime":1515.69,"body":"backdrop, he that's why"},{"speaker":"Paul Daly","startTime":1515.96,"endTime":1518.33,"body":"that's why we need"},{"speaker":"Paul Daly","startTime":1515.96,"endTime":1518.33,"body":"you, you ask all the hard"},{"speaker":"Paul Daly","startTime":1518.33,"endTime":1521.54,"body":"hitting questions that people"},{"speaker":"Paul Daly","startTime":1518.33,"endTime":1521.54,"body":"want to know, the answers to No,"},{"speaker":"Paul Daly","startTime":1521.57,"endTime":1525.35,"body":"no Backdraft questions, the"},{"speaker":"Paul Daly","startTime":1521.57,"endTime":1525.35,"body":"element of, you know, first of"},{"speaker":"Paul Daly","startTime":1525.35,"endTime":1527.9,"body":"all, like, all of a sudden, you"},{"speaker":"Paul Daly","startTime":1525.35,"endTime":1527.9,"body":"start thinking of like LA"},{"speaker":"Paul Daly","startTime":1527.9,"endTime":1530.96,"body":"firefighter West Coast"},{"speaker":"Paul Daly","startTime":1527.9,"endTime":1530.96,"body":"mentality, like his whole"},{"speaker":"Paul Daly","startTime":1530.96,"endTime":1533.09,"body":"personality starts to come into"},{"speaker":"Paul Daly","startTime":1530.96,"endTime":1533.09,"body":"view a little bit more like,"},{"speaker":"Paul Daly","startTime":1533.09,"endTime":1536.75,"body":"that's why he seems so laid"},{"speaker":"Paul Daly","startTime":1533.09,"endTime":1536.75,"body":"back, right, he just grew up on"},{"speaker":"Paul Daly","startTime":1536.75,"endTime":1539.93,"body":"a different in a different place"},{"speaker":"Paul Daly","startTime":1536.75,"endTime":1539.93,"body":"in a different zone. But his"},{"speaker":"Paul Daly","startTime":1539.96,"endTime":1544.04,"body":"talk about his talk his his"},{"speaker":"Paul Daly","startTime":1539.96,"endTime":1544.04,"body":"point about being exposed to"},{"speaker":"Paul Daly","startTime":1544.04,"endTime":1547.4,"body":"things outside the box that you"},{"speaker":"Paul Daly","startTime":1544.04,"endTime":1547.4,"body":"live in every day, so that you"},{"speaker":"Paul Daly","startTime":1547.4,"endTime":1551.18,"body":"can see and understand what is"},{"speaker":"Paul Daly","startTime":1547.4,"endTime":1551.18,"body":"actually possible. That is"},{"speaker":"Paul Daly","startTime":1551.18,"endTime":1556.22,"body":"applicable across the board, in"},{"speaker":"Paul Daly","startTime":1551.18,"endTime":1556.22,"body":"every area. And it's really, we"},{"speaker":"Paul Daly","startTime":1556.22,"endTime":1558.83,"body":"see so many dealerships and"},{"speaker":"Paul Daly","startTime":1556.22,"endTime":1558.83,"body":"industry partners that have"},{"speaker":"Paul Daly","startTime":1558.83,"endTime":1562.1,"body":"their head down, hands in the"},{"speaker":"Paul Daly","startTime":1558.83,"endTime":1562.1,"body":"dirt, so much so that they don't"},{"speaker":"Paul Daly","startTime":1562.1,"endTime":1565.52,"body":"look up and look out and the way"},{"speaker":"Paul Daly","startTime":1562.1,"endTime":1565.52,"body":"they do things becomes the only"},{"speaker":"Paul Daly","startTime":1565.52,"endTime":1569.3,"body":"way to do things. And in this"},{"speaker":"Paul Daly","startTime":1565.52,"endTime":1569.3,"body":"landscape like that just won't"},{"speaker":"Paul Daly","startTime":1569.3,"endTime":1570.2,"body":"cut it anymore."},{"speaker":"Kyle Mountsier","startTime":1570.83,"endTime":1572.87,"body":"Well, it's"},{"speaker":"Kyle Mountsier","startTime":1570.83,"endTime":1572.87,"body":"interesting to me, because I"},{"speaker":"Kyle Mountsier","startTime":1572.87,"endTime":1577.13,"body":"hear a lot, it's like this, this"},{"speaker":"Kyle Mountsier","startTime":1572.87,"endTime":1577.13,"body":"conversation of that can't be"},{"speaker":"Kyle Mountsier","startTime":1577.13,"endTime":1581.51,"body":"done, or even, it's not even"},{"speaker":"Kyle Mountsier","startTime":1577.13,"endTime":1581.51,"body":"being done, that it doesn't"},{"speaker":"Kyle Mountsier","startTime":1581.51,"endTime":1584.72,"body":"exist. And that happens from"},{"speaker":"Kyle Mountsier","startTime":1581.51,"endTime":1584.72,"body":"dealers and industry partners."},{"speaker":"Kyle Mountsier","startTime":1584.72,"endTime":1587.3,"body":"I'll talk to industry partners"},{"speaker":"Kyle Mountsier","startTime":1584.72,"endTime":1587.3,"body":"that are like, Oh, no, nobody"},{"speaker":"Kyle Mountsier","startTime":1587.3,"endTime":1591.68,"body":"does technology that way. And"},{"speaker":"Kyle Mountsier","startTime":1587.3,"endTime":1591.68,"body":"it's like, there's actually over"},{"speaker":"Kyle Mountsier","startTime":1591.68,"endTime":1596.42,"body":"here, except for actually right"},{"speaker":"Kyle Mountsier","startTime":1591.68,"endTime":1596.42,"body":"now. And then for dealers, it's"},{"speaker":"Kyle Mountsier","startTime":1596.42,"endTime":1599.27,"body":"like, you know, whether you"},{"speaker":"Kyle Mountsier","startTime":1596.42,"endTime":1599.27,"body":"maybe you got a single rooftop,"},{"speaker":"Kyle Mountsier","startTime":1599.27,"endTime":1603.92,"body":"and you know, you, you can't see"},{"speaker":"Kyle Mountsier","startTime":1599.27,"endTime":1603.92,"body":"that, that going from 100 to 700"},{"speaker":"Kyle Mountsier","startTime":1603.92,"endTime":1606.77,"body":"cars is a possibility or you've"},{"speaker":"Kyle Mountsier","startTime":1603.92,"endTime":1606.77,"body":"got multiple rooftops, and you"},{"speaker":"Kyle Mountsier","startTime":1606.77,"endTime":1609.62,"body":"don't understand how you can"},{"speaker":"Kyle Mountsier","startTime":1606.77,"endTime":1609.62,"body":"execute to economies of scale,"},{"speaker":"Kyle Mountsier","startTime":1609.8,"endTime":1612.65,"body":"because you haven't seen or"},{"speaker":"Kyle Mountsier","startTime":1609.8,"endTime":1612.65,"body":"looked outside. And just, I"},{"speaker":"Kyle Mountsier","startTime":1612.65,"endTime":1616.28,"body":"think, you know, there's there's"},{"speaker":"Kyle Mountsier","startTime":1612.65,"endTime":1616.28,"body":"just so much across the auto"},{"speaker":"Kyle Mountsier","startTime":1616.28,"endTime":1619.7,"body":"industry, that just recognizing"},{"speaker":"Kyle Mountsier","startTime":1616.28,"endTime":1619.7,"body":"that someone may be doing what"},{"speaker":"Kyle Mountsier","startTime":1619.7,"endTime":1622.91,"body":"you're headed toward or wanting"},{"speaker":"Kyle Mountsier","startTime":1619.7,"endTime":1622.91,"body":"to head toward. And and that"},{"speaker":"Kyle Mountsier","startTime":1622.94,"endTime":1626.63,"body":"going and find and looking at"},{"speaker":"Kyle Mountsier","startTime":1622.94,"endTime":1626.63,"body":"those learnings, whether you are"},{"speaker":"Kyle Mountsier","startTime":1626.78,"endTime":1629.72,"body":"a salesperson and service"},{"speaker":"Kyle Mountsier","startTime":1626.78,"endTime":1629.72,"body":"advisor, a dealership owner"},{"speaker":"Kyle Mountsier","startTime":1629.84,"endTime":1632.54,"body":"doesn't matter that that there"},{"speaker":"Kyle Mountsier","startTime":1629.84,"endTime":1632.54,"body":"are those perspectives out"},{"speaker":"Kyle Mountsier","startTime":1632.54,"endTime":1636.02,"body":"there. And, you know, people"},{"speaker":"Kyle Mountsier","startTime":1632.54,"endTime":1636.02,"body":"like Matt Jones, people like us,"},{"speaker":"Kyle Mountsier","startTime":1636.02,"endTime":1639.8,"body":"we'd love to help you find those"},{"speaker":"Kyle Mountsier","startTime":1636.02,"endTime":1639.8,"body":"perspectives. It's also"},{"speaker":"Michael Cirillo","startTime":1639.8,"endTime":1643.31,"body":"like, hey, drop"},{"speaker":"Michael Cirillo","startTime":1639.8,"endTime":1643.31,"body":"the ego, you don't need to be"},{"speaker":"Michael Cirillo","startTime":1643.31,"endTime":1647.18,"body":"the only person or the one that"},{"speaker":"Michael Cirillo","startTime":1643.31,"endTime":1647.18,"body":"figured this out, like reach"},{"speaker":"Michael Cirillo","startTime":1647.18,"endTime":1650.24,"body":"beyond yourself and get"},{"speaker":"Michael Cirillo","startTime":1647.18,"endTime":1650.24,"body":"inspired. You know, like, I"},{"speaker":"Michael Cirillo","startTime":1650.24,"endTime":1654.17,"body":"think about that even in a in a"},{"speaker":"Michael Cirillo","startTime":1650.24,"endTime":1654.17,"body":"small context. Like, you know,"},{"speaker":"Michael Cirillo","startTime":1654.17,"endTime":1659.51,"body":"I've watched the two of you how"},{"speaker":"Michael Cirillo","startTime":1654.17,"endTime":1659.51,"body":"you navigate content creation"},{"speaker":"Michael Cirillo","startTime":1659.51,"endTime":1662.63,"body":"and business conversations and"},{"speaker":"Michael Cirillo","startTime":1659.51,"endTime":1662.63,"body":"things of that nature. And I'm"},{"speaker":"Michael Cirillo","startTime":1662.63,"endTime":1665.75,"body":"like, Man, I'm inspired by this,"},{"speaker":"Michael Cirillo","startTime":1662.63,"endTime":1665.75,"body":"it gives you ideas that it's"},{"speaker":"Michael Cirillo","startTime":1665.75,"endTime":1668.93,"body":"like it's a true testament to"},{"speaker":"Michael Cirillo","startTime":1665.75,"endTime":1668.93,"body":"why you need to be paying"},{"speaker":"Michael Cirillo","startTime":1668.96,"endTime":1673.49,"body":"attention. And, and being"},{"speaker":"Michael Cirillo","startTime":1668.96,"endTime":1673.49,"body":"willing to learn so that you can"},{"speaker":"Michael Cirillo","startTime":1673.49,"endTime":1676.67,"body":"take those things back and apply"},{"speaker":"Michael Cirillo","startTime":1673.49,"endTime":1676.67,"body":"them to the context of your"},{"speaker":"Michael Cirillo","startTime":1676.67,"endTime":1680.09,"body":"circumstances. And just think"},{"speaker":"Michael Cirillo","startTime":1676.67,"endTime":1680.09,"body":"about like, what, what a single"},{"speaker":"Michael Cirillo","startTime":1680.09,"endTime":1682.94,"body":"rooftop dealer would look like"},{"speaker":"Michael Cirillo","startTime":1680.09,"endTime":1682.94,"body":"if that was their mode of"},{"speaker":"Michael Cirillo","startTime":1682.94,"endTime":1684.56,"body":"operation. Yeah,"},{"speaker":"Paul Daly","startTime":1684.56,"endTime":1686.774,"body":"a lot different is"},{"speaker":"Paul Daly","startTime":1684.56,"endTime":1686.774,"body":"the answer to that question. A"},{"speaker":"Paul Daly","startTime":1686.819,"endTime":1689.396,"body":"lot different. Well, we hope"},{"speaker":"Paul Daly","startTime":1686.819,"endTime":1689.396,"body":"that your life is at least a"},{"speaker":"Paul Daly","startTime":1689.441,"endTime":1692.062,"body":"little bit different for the"},{"speaker":"Paul Daly","startTime":1689.441,"endTime":1692.062,"body":"better for spending some time"},{"speaker":"Paul Daly","startTime":1692.108,"endTime":1695.0,"body":"with us today. On behalf of Kyle"},{"speaker":"Paul Daly","startTime":1692.108,"endTime":1695.0,"body":"Mountsier, Michael Cirillo, and"},{"speaker":"Paul Daly","startTime":1695.046,"endTime":1697.938,"body":"myself. Thanks for listening to"},{"speaker":"Paul Daly","startTime":1695.046,"endTime":1697.938,"body":"auto collabs. We'll see you next"},{"speaker":"Paul Daly","startTime":1697.984,"endTime":1698.21,"body":"time."},{"speaker":"Unknown","startTime":1698.51,"endTime":1704.663,"body":"Sign up for our free"},{"speaker":"Unknown","startTime":1698.51,"endTime":1704.663,"body":"and fun to read daily email for"},{"speaker":"Unknown","startTime":1704.781,"endTime":1712.473,"body":"a free shot of relevant news and"},{"speaker":"Unknown","startTime":1704.781,"endTime":1712.473,"body":"automotive, retail media and pop"},{"speaker":"Unknown","startTime":1712.592,"endTime":1719.574,"body":"culture. You can get it now @"},{"speaker":"Unknown","startTime":1712.592,"endTime":1719.574,"body":"asotu.com That's ASOTu.com If"},{"speaker":"Unknown","startTime":1719.692,"endTime":1726.792,"body":"you love this podcast, please"},{"speaker":"Unknown","startTime":1719.692,"endTime":1726.792,"body":"leave us a review and share it"},{"speaker":"Unknown","startTime":1726.911,"endTime":1734.84,"body":"with a friend. Thanks again for"},{"speaker":"Unknown","startTime":1726.911,"endTime":1734.84,"body":"listening. We'll see you next time."}]}