{"version":"1.0.0","segments":[{"speaker":"Michael Cirillo","startTime":0.48,"endTime":1.98,"body":"You know what"},{"speaker":"Michael Cirillo","startTime":0.48,"endTime":1.98,"body":"else I didn't get while we were"},{"speaker":"Michael Cirillo","startTime":1.98,"endTime":2.61,"body":"in Philly."},{"speaker":"Unknown","startTime":9.65,"endTime":11.75,"body":"This is Auto Collabs"},{"speaker":"Michael Cirillo","startTime":11.84,"endTime":14.12,"body":"I did not get"},{"speaker":"Michael Cirillo","startTime":11.84,"endTime":14.12,"body":"to the Italian market."},{"speaker":"Paul Daly","startTime":14.66,"endTime":16.4,"body":"The one suggestion we"},{"speaker":"Paul Daly","startTime":14.66,"endTime":16.4,"body":"had"},{"speaker":"Kyle Mountsier","startTime":17.12,"endTime":20.72,"body":"the one time but"},{"speaker":"Kyle Mountsier","startTime":17.12,"endTime":20.72,"body":"one go to a place and we all"},{"speaker":"Kyle Mountsier","startTime":20.72,"endTime":22.07,"body":"didn't go to a place."},{"speaker":"Michael Cirillo","startTime":23.69,"endTime":26.03,"body":"So you know"},{"speaker":"Michael Cirillo","startTime":23.69,"endTime":26.03,"body":"what that means? 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I"},{"speaker":"Michael Cirillo","startTime":159.96,"endTime":162.51,"body":"hope you guys enjoy this"},{"speaker":"Michael Cirillo","startTime":159.96,"endTime":162.51,"body":"conversation with Tom Ryan."},{"speaker":"Paul Daly","startTime":170.31,"endTime":174.12,"body":"Tom, it is so good to"},{"speaker":"Paul Daly","startTime":170.31,"endTime":174.12,"body":"sit here with you. I remember"},{"speaker":"Paul Daly","startTime":174.12,"endTime":178.95,"body":"the very first time I saw you."},{"speaker":"Paul Daly","startTime":174.12,"endTime":178.95,"body":"We were in sun Chevrolet. And"},{"speaker":"Paul Daly","startTime":178.98,"endTime":183.42,"body":"Todd Caputo was switching over"},{"speaker":"Paul Daly","startTime":178.98,"endTime":183.42,"body":"to be one price store. 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It's like a Manila"},{"speaker":"Paul Daly","startTime":199.23,"endTime":203.25,"body":"office that is functional it and"},{"speaker":"Paul Daly","startTime":199.23,"endTime":203.25,"body":"I was like, I need to pay"},{"speaker":"Paul Daly","startTime":203.25,"endTime":206.58,"body":"attention to what this guy is"},{"speaker":"Paul Daly","startTime":203.25,"endTime":206.58,"body":"saying. So it's good to be back"},{"speaker":"Paul Daly","startTime":206.58,"endTime":208.71,"body":"with you in this. We've seen"},{"speaker":"Paul Daly","startTime":206.58,"endTime":208.71,"body":"each other a few times since"},{"speaker":"Paul Daly","startTime":208.71,"endTime":211.68,"body":"then. But I'm seeing you in"},{"speaker":"Paul Daly","startTime":208.71,"endTime":211.68,"body":"this. 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Or was he an early"},{"speaker":"Kyle Mountsier","startTime":214.89,"endTime":219.18,"body":"adopter of Lululemon pants at"},{"speaker":"Kyle Mountsier","startTime":219.18,"endTime":220.29,"body":"that point as well?"},{"speaker":"Tom Ryan","startTime":220.65,"endTime":226.44,"body":"Yeah, I didn't wear"},{"speaker":"Tom Ryan","startTime":220.65,"endTime":226.44,"body":"Yeah, by then I was although we"},{"speaker":"Tom Ryan","startTime":226.44,"endTime":231.63,"body":"still pre pandemic on"},{"speaker":"Tom Ryan","startTime":226.44,"endTime":231.63,"body":"professional settings. wore"},{"speaker":"Tom Ryan","startTime":231.63,"endTime":239.16,"body":"suits funny, my youngest"},{"speaker":"Tom Ryan","startTime":231.63,"endTime":239.16,"body":"daughter for a long time. Now"},{"speaker":"Tom Ryan","startTime":239.16,"endTime":243.9,"body":"she's 25 years old. And so in"},{"speaker":"Tom Ryan","startTime":239.16,"endTime":243.9,"body":"high school, I had to go so she"},{"speaker":"Tom Ryan","startTime":243.9,"endTime":246.39,"body":"went a bit this would have been"},{"speaker":"Tom Ryan","startTime":243.9,"endTime":246.39,"body":"seven, eight years ago, nine"},{"speaker":"Tom Ryan","startTime":246.39,"endTime":249.81,"body":"years ago, maybe more even 10."},{"speaker":"Tom Ryan","startTime":246.39,"endTime":249.81,"body":"She made me go to Lululemon to"},{"speaker":"Tom Ryan","startTime":249.81,"endTime":253.2,"body":"get her stuff get she was"},{"speaker":"Tom Ryan","startTime":249.81,"endTime":253.2,"body":"playing volleyball. 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And now that's"},{"speaker":"Tom Ryan","startTime":264.81,"endTime":265.2,"body":"it."},{"speaker":"Paul Daly","startTime":267.63,"endTime":269.97,"body":"I've never I wouldn't"},{"speaker":"Paul Daly","startTime":267.63,"endTime":269.97,"body":"have known that unless you said"},{"speaker":"Paul Daly","startTime":269.97,"endTime":274.02,"body":"that because I only saw him in"},{"speaker":"Paul Daly","startTime":269.97,"endTime":274.02,"body":"the suit which was a really well"},{"speaker":"Paul Daly","startTime":274.02,"endTime":275.4,"body":"fitting suit. I might add"},{"speaker":"Tom Ryan","startTime":277.079,"endTime":279.719,"body":"your suits which are"},{"speaker":"Tom Ryan","startTime":277.079,"endTime":279.719,"body":"wonderful Italian suits. The"},{"speaker":"Tom Ryan","startTime":279.749,"endTime":284.159,"body":"problem is I have a closet full"},{"speaker":"Tom Ryan","startTime":279.749,"endTime":284.159,"body":"of stuff now that I wear T"},{"speaker":"Tom Ryan","startTime":284.159,"endTime":285.419,"body":"shirts most of the time."},{"speaker":"Kyle Mountsier","startTime":286.14,"endTime":289.38,"body":"He's like I went"},{"speaker":"Kyle Mountsier","startTime":286.14,"endTime":289.38,"body":"full t shirt Lululemon pants,"},{"speaker":"Kyle Mountsier","startTime":289.47,"endTime":292.86,"body":"they snap out when you pull them"},{"speaker":"Kyle Mountsier","startTime":289.47,"endTime":292.86,"body":"out of the luggage"},{"speaker":"Tom Ryan","startTime":294.33,"endTime":296.46,"body":"I've never had Do you"},{"speaker":"Tom Ryan","startTime":294.33,"endTime":296.46,"body":"know the story on how they got"},{"speaker":"Tom Ryan","startTime":296.46,"endTime":298.05,"body":"their name? No,"},{"speaker":"Paul Daly","startTime":298.33,"endTime":301.93,"body":"no I'm guessing we're"},{"speaker":"Paul Daly","startTime":298.33,"endTime":301.93,"body":"about to find out. Find out."},{"speaker":"Tom Ryan","startTime":301.98,"endTime":305.61,"body":"No, it was a Canadian"},{"speaker":"Tom Ryan","startTime":301.98,"endTime":305.61,"body":"guy that founded it started"},{"speaker":"Tom Ryan","startTime":305.61,"endTime":312.81,"body":"making yoga wear in the 70s. And"},{"speaker":"Tom Ryan","startTime":305.61,"endTime":312.81,"body":"they ended up the Asian Chinese"},{"speaker":"Tom Ryan","startTime":312.81,"endTime":317.19,"body":"market knocked them off. And so"},{"speaker":"Tom Ryan","startTime":312.81,"endTime":317.19,"body":"they bootlegged all of it. 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He's like"},{"speaker":"Kyle Mountsier","startTime":339.99,"endTime":342.21,"body":"they're gonna"},{"speaker":"Kyle Mountsier","startTime":339.99,"endTime":342.21,"body":"have some rural remnants around."},{"speaker":"Kyle Mountsier","startTime":343.41,"endTime":343.8,"body":"So"},{"speaker":"Tom Ryan","startTime":346.56,"endTime":347.46,"body":"funny thing,"},{"speaker":"Kyle Mountsier","startTime":347.639,"endTime":350.759,"body":"what, what a"},{"speaker":"Kyle Mountsier","startTime":347.639,"endTime":350.759,"body":"Canadian if I've ever if I've"},{"speaker":"Kyle Mountsier","startTime":350.759,"endTime":352.049,"body":"ever heard of one Yeah."},{"speaker":"Paul Daly","startTime":352.0,"endTime":356.65,"body":"Okay. My Cirillo was"},{"speaker":"Paul Daly","startTime":352.0,"endTime":356.65,"body":"here right now to hear this. 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And Tom, just like so"},{"speaker":"Kyle Mountsier","startTime":442.82,"endTime":446.03,"body":"elegantly. I don't know, I've"},{"speaker":"Kyle Mountsier","startTime":442.82,"endTime":446.03,"body":"never told you this. But I"},{"speaker":"Kyle Mountsier","startTime":446.06,"endTime":449.57,"body":"literally I had to mute I"},{"speaker":"Kyle Mountsier","startTime":446.06,"endTime":449.57,"body":"laughed so hard after he said"},{"speaker":"Kyle Mountsier","startTime":449.57,"endTime":455.87,"body":"this. But he goes, he goes,"},{"speaker":"Kyle Mountsier","startTime":449.57,"endTime":455.87,"body":"Well, I do. I do convert one"},{"speaker":"Kyle Mountsier","startTime":455.87,"endTime":457.07,"body":"price dealerships?"},{"speaker":"Kyle Mountsier","startTime":457.319,"endTime":462.749,"body":"Yeah. Like, it was just this"},{"speaker":"Kyle Mountsier","startTime":457.319,"endTime":462.749,"body":"moment. And from then on"},{"speaker":"Kyle Mountsier","startTime":462.779,"endTime":468.839,"body":"everything. Everything that Tom"},{"speaker":"Kyle Mountsier","startTime":462.779,"endTime":468.839,"body":"Ryan has said to me, or like,"},{"speaker":"Kyle Mountsier","startTime":468.869,"endTime":472.139,"body":"interacted, like, there's always"},{"speaker":"Kyle Mountsier","startTime":468.869,"endTime":472.139,"body":"I always feel like there's a"},{"speaker":"Kyle Mountsier","startTime":472.139,"endTime":474.899,"body":"moment where there's just a"},{"speaker":"Kyle Mountsier","startTime":472.139,"endTime":474.899,"body":"pregnant pause, where he just"},{"speaker":"Kyle Mountsier","startTime":474.899,"endTime":479.009,"body":"kind of like, just kind of sets"},{"speaker":"Kyle Mountsier","startTime":474.899,"endTime":479.009,"body":"the tone for what He's about to"},{"speaker":"Kyle Mountsier","startTime":479.009,"endTime":481.799,"body":"say. And I just appreciate that"},{"speaker":"Kyle Mountsier","startTime":479.009,"endTime":481.799,"body":"that nature of"},{"speaker":"Paul Daly","startTime":482.699,"endTime":485.579,"body":"like a well placed"},{"speaker":"Paul Daly","startTime":482.699,"endTime":485.579,"body":"pregnant pause, right."},{"speaker":"Kyle Mountsier","startTime":486.05,"endTime":490.16,"body":"Yes, exactly."},{"speaker":"Kyle Mountsier","startTime":486.05,"endTime":490.16,"body":"Tom, so take us back. Because"},{"speaker":"Kyle Mountsier","startTime":490.16,"endTime":493.79,"body":"you you haven't always been, you"},{"speaker":"Kyle Mountsier","startTime":490.16,"endTime":493.79,"body":"know, with Fuse or consulting"},{"speaker":"Kyle Mountsier","startTime":493.79,"endTime":496.4,"body":"dealers on one price, one person"},{"speaker":"Kyle Mountsier","startTime":493.79,"endTime":496.4,"body":"and you've been in the industry"},{"speaker":"Kyle Mountsier","startTime":496.4,"endTime":500.51,"body":"for quite some time. Yeah, you"},{"speaker":"Kyle Mountsier","startTime":496.4,"endTime":500.51,"body":"know, I know a little bit of"},{"speaker":"Kyle Mountsier","startTime":500.51,"endTime":504.8,"body":"your history and your story. But"},{"speaker":"Kyle Mountsier","startTime":500.51,"endTime":504.8,"body":"take us back, like go all the"},{"speaker":"Kyle Mountsier","startTime":504.8,"endTime":507.11,"body":"way to the beginning. Because I"},{"speaker":"Kyle Mountsier","startTime":504.8,"endTime":507.11,"body":"think what's really interesting"},{"speaker":"Kyle Mountsier","startTime":507.11,"endTime":510.2,"body":"is that there's a through line"},{"speaker":"Kyle Mountsier","startTime":507.11,"endTime":510.2,"body":"for you that nothing has really"},{"speaker":"Kyle Mountsier","startTime":510.2,"endTime":513.98,"body":"changed, except everything's"},{"speaker":"Kyle Mountsier","startTime":510.2,"endTime":513.98,"body":"changed at all at the same time."},{"speaker":"Tom Ryan","startTime":516.27,"endTime":523.32,"body":"Yeah, so I my dad was"},{"speaker":"Tom Ryan","startTime":516.27,"endTime":523.32,"body":"part of the Walzer Automotive"},{"speaker":"Tom Ryan","startTime":523.32,"endTime":528.03,"body":"Group and my uncle founded it so"},{"speaker":"Tom Ryan","startTime":523.32,"endTime":528.03,"body":"Paul and Andrew are my cousins."},{"speaker":"Tom Ryan","startTime":528.39,"endTime":536.94,"body":"I started as a lot guy back in,"},{"speaker":"Tom Ryan","startTime":528.39,"endTime":536.94,"body":"like, in 1975, roughly. And I"},{"speaker":"Tom Ryan","startTime":536.94,"endTime":540.72,"body":"was in high school. And then"},{"speaker":"Tom Ryan","startTime":536.94,"endTime":540.72,"body":"when I got out of school, I was"},{"speaker":"Tom Ryan","startTime":540.75,"endTime":546.96,"body":"I moved in with my cousin Paul"},{"speaker":"Tom Ryan","startTime":540.75,"endTime":546.96,"body":"Walzer, who is the back then the"},{"speaker":"Tom Ryan","startTime":546.96,"endTime":551.61,"body":"used car manager of the Ford"},{"speaker":"Tom Ryan","startTime":546.96,"endTime":551.61,"body":"store. So while I was in school,"},{"speaker":"Tom Ryan","startTime":551.61,"endTime":554.34,"body":"he said, Well, why don't you"},{"speaker":"Tom Ryan","startTime":551.61,"endTime":554.34,"body":"sell a car? So I started selling"},{"speaker":"Tom Ryan","startTime":554.34,"endTime":563.52,"body":"used cars at Walzer Ford. And"},{"speaker":"Tom Ryan","startTime":554.34,"endTime":563.52,"body":"over time, that led to becoming"},{"speaker":"Tom Ryan","startTime":563.55,"endTime":567.63,"body":"a finance manager, new car"},{"speaker":"Tom Ryan","startTime":563.55,"endTime":567.63,"body":"manager used car manager, GSM"},{"speaker":"Tom Ryan","startTime":567.63,"endTime":574.26,"body":"and then the GM of three of the"},{"speaker":"Tom Ryan","startTime":567.63,"endTime":574.26,"body":"stores. I really kind of fell"},{"speaker":"Tom Ryan","startTime":574.26,"endTime":577.53,"body":"for I don't know why I really"},{"speaker":"Tom Ryan","startTime":574.26,"endTime":577.53,"body":"liked the whole training thing."},{"speaker":"Tom Ryan","startTime":577.71,"endTime":580.59,"body":"At one point, they came to me"},{"speaker":"Tom Ryan","startTime":577.71,"endTime":580.59,"body":"and said, you know, would you"},{"speaker":"Tom Ryan","startTime":580.59,"endTime":583.98,"body":"consider we want to, we're"},{"speaker":"Tom Ryan","startTime":580.59,"endTime":583.98,"body":"thinking about building out a"},{"speaker":"Tom Ryan","startTime":584.1,"endTime":586.98,"body":"training department to do all of"},{"speaker":"Tom Ryan","startTime":584.1,"endTime":586.98,"body":"the stores. I think there were a"},{"speaker":"Tom Ryan","startTime":586.98,"endTime":590.28,"body":"dozen at that point. And I said,"},{"speaker":"Tom Ryan","startTime":586.98,"endTime":590.28,"body":"Yeah, that's awesome. So let's"},{"speaker":"Tom Ryan","startTime":590.28,"endTime":595.89,"body":"build our own processes. We did"},{"speaker":"Tom Ryan","startTime":590.28,"endTime":595.89,"body":"that. Throughout then we"},{"speaker":"Tom Ryan","startTime":595.89,"endTime":602.34,"body":"converted to upfront pricing in"},{"speaker":"Tom Ryan","startTime":595.89,"endTime":602.34,"body":"2000. And I was the director of"},{"speaker":"Tom Ryan","startTime":602.34,"endTime":606.63,"body":"training. And then throughout"},{"speaker":"Tom Ryan","startTime":602.34,"endTime":606.63,"body":"this so at that time I had been"},{"speaker":"Tom Ryan","startTime":606.63,"endTime":612.21,"body":"there, you know, 25 years. And I"},{"speaker":"Tom Ryan","startTime":606.63,"endTime":612.21,"body":"always I joke about it Kyle's"},{"speaker":"Tom Ryan","startTime":612.21,"endTime":616.02,"body":"heard me say it, I always"},{"speaker":"Tom Ryan","startTime":612.21,"endTime":616.02,"body":"wondered whether I actually had"},{"speaker":"Tom Ryan","startTime":616.02,"endTime":621.72,"body":"any marketable skills, or I was"},{"speaker":"Tom Ryan","startTime":616.02,"endTime":621.72,"body":"simply related. And so, one day"},{"speaker":"Tom Ryan","startTime":621.72,"endTime":624.72,"body":"I went in and quit, and that was"},{"speaker":"Tom Ryan","startTime":621.72,"endTime":624.72,"body":"2008. Like, let's"},{"speaker":"Kyle Mountsier","startTime":624.72,"endTime":626.91,"body":"figure this out."},{"speaker":"Kyle Mountsier","startTime":624.72,"endTime":626.91,"body":"Right in the middle of"},{"speaker":"Kyle Mountsier","startTime":626.91,"endTime":628.59,"body":"everything. He's like, I'm out."},{"speaker":"Tom Ryan","startTime":629.1,"endTime":633.03,"body":"I literally went into"},{"speaker":"Tom Ryan","startTime":629.1,"endTime":633.03,"body":"my sister Peggy was there. She's"},{"speaker":"Tom Ryan","startTime":633.03,"endTime":637.05,"body":"Paul's personal assistant. And I"},{"speaker":"Tom Ryan","startTime":633.03,"endTime":637.05,"body":"told her, I said, is Paul around"},{"speaker":"Tom Ryan","startTime":637.05,"endTime":640.05,"body":"and she said, Yeah, what's up?"},{"speaker":"Tom Ryan","startTime":637.05,"endTime":640.05,"body":"And I said, I'm going to resign."},{"speaker":"Tom Ryan","startTime":642.03,"endTime":648.9,"body":"Well, she said, Well, you wait"},{"speaker":"Tom Ryan","startTime":642.03,"endTime":648.9,"body":"till I leave the building. And"},{"speaker":"Tom Ryan","startTime":648.9,"endTime":655.32,"body":"so I did. And so I left and I"},{"speaker":"Tom Ryan","startTime":648.9,"endTime":655.32,"body":"went over. And I did moreys, by"},{"speaker":"Tom Ryan","startTime":655.32,"endTime":659.1,"body":"happy promise, they called it."},{"speaker":"Tom Ryan","startTime":655.32,"endTime":659.1,"body":"And at the same time, I did the"},{"speaker":"Tom Ryan","startTime":659.1,"endTime":662.67,"body":"Holler Automotive Group, they"},{"speaker":"Tom Ryan","startTime":659.1,"endTime":662.67,"body":"were my first two clients. So it"},{"speaker":"Tom Ryan","startTime":662.67,"endTime":667.17,"body":"was a combination about 25"},{"speaker":"Tom Ryan","startTime":662.67,"endTime":667.17,"body":"stores. And we were off to the"},{"speaker":"Tom Ryan","startTime":667.17,"endTime":669.03,"body":"races. And so"},{"speaker":"Paul Daly","startTime":670.38,"endTime":674.97,"body":"and just to be clear"},{"speaker":"Paul Daly","startTime":670.38,"endTime":674.97,"body":"your clients as training them to"},{"speaker":"Paul Daly","startTime":675.03,"endTime":676.98,"body":"also do like upfront pricing,"},{"speaker":"Paul Daly","startTime":675.03,"endTime":676.98,"body":"right?"},{"speaker":"Tom Ryan","startTime":677.01,"endTime":680.73,"body":"Yeah. Yeah. And so"},{"speaker":"Tom Ryan","startTime":677.01,"endTime":680.73,"body":"there was a bit of a falling out"},{"speaker":"Tom Ryan","startTime":680.73,"endTime":685.08,"body":"between Paul and I, because we"},{"speaker":"Tom Ryan","startTime":680.73,"endTime":685.08,"body":"are, you know, I fixed him up"},{"speaker":"Tom Ryan","startTime":685.08,"endTime":688.47,"body":"with his wife, we've been really"},{"speaker":"Tom Ryan","startTime":685.08,"endTime":688.47,"body":"closer to him than my brother."},{"speaker":"Tom Ryan","startTime":688.74,"endTime":693.12,"body":"And so I was talking with a guy,"},{"speaker":"Tom Ryan","startTime":688.74,"endTime":693.12,"body":"Austin O'Brien, who did our"},{"speaker":"Tom Ryan","startTime":693.12,"endTime":697.26,"body":"website and all that stuff. And"},{"speaker":"Tom Ryan","startTime":693.12,"endTime":697.26,"body":"he's a young guy. And he said,"},{"speaker":"Tom Ryan","startTime":697.26,"endTime":699.9,"body":"Well, you know, how much contact"},{"speaker":"Tom Ryan","startTime":697.26,"endTime":699.9,"body":"you have with your family? And I"},{"speaker":"Tom Ryan","startTime":699.9,"endTime":703.08,"body":"said, Really none. And I told"},{"speaker":"Tom Ryan","startTime":699.9,"endTime":703.08,"body":"him the story. And he said, wow,"},{"speaker":"Tom Ryan","startTime":703.08,"endTime":707.58,"body":"that's really lame. And I'm"},{"speaker":"Tom Ryan","startTime":703.08,"endTime":707.58,"body":"like, Oh, Jesus, really? And"},{"speaker":"Tom Ryan","startTime":707.58,"endTime":710.37,"body":"he's like, yeah, that's your"},{"speaker":"Tom Ryan","startTime":707.58,"endTime":710.37,"body":"family. And I'm like, so I"},{"speaker":"Tom Ryan","startTime":710.37,"endTime":714.0,"body":"called Paul one day, and I said,"},{"speaker":"Tom Ryan","startTime":710.37,"endTime":714.0,"body":"you know, it's been so long. I"},{"speaker":"Tom Ryan","startTime":714.0,"endTime":715.8,"body":"can't remember why I don't like"},{"speaker":"Tom Ryan","startTime":714.0,"endTime":715.8,"body":"you."},{"speaker":"Paul Daly","startTime":719.16,"endTime":721.14,"body":"He's like, You,"},{"speaker":"Paul Daly","startTime":719.16,"endTime":721.14,"body":"right?"},{"speaker":"Tom Ryan","startTime":721.0,"endTime":724.0,"body":"Yeah. I just can't"},{"speaker":"Tom Ryan","startTime":721.0,"endTime":724.0,"body":"remember. And he said, well,"},{"speaker":"Tom Ryan","startTime":724.0,"endTime":726.85,"body":"then we should have breakfast."},{"speaker":"Tom Ryan","startTime":724.0,"endTime":726.85,"body":"So we had breakfast. We kind of"},{"speaker":"Tom Ryan","startTime":726.85,"endTime":733.0,"body":"hashed things out, spin the"},{"speaker":"Tom Ryan","startTime":726.85,"endTime":733.0,"body":"clock forward. He then we were"},{"speaker":"Tom Ryan","startTime":733.0,"endTime":736.33,"body":"working out one day said, Would"},{"speaker":"Tom Ryan","startTime":733.0,"endTime":736.33,"body":"you be willing to sell half of"},{"speaker":"Tom Ryan","startTime":736.33,"endTime":740.62,"body":"the Ryan Adams group at that"},{"speaker":"Tom Ryan","startTime":736.33,"endTime":740.62,"body":"time to Walzer? And I said I"},{"speaker":"Tom Ryan","startTime":740.68,"endTime":743.68,"body":"thought about and I thought,"},{"speaker":"Tom Ryan","startTime":740.68,"endTime":743.68,"body":"sure, why not. And I didn't know"},{"speaker":"Tom Ryan","startTime":743.68,"endTime":747.4,"body":"at that time, they had acquired"},{"speaker":"Tom Ryan","startTime":743.68,"endTime":747.4,"body":"the Luxury Collection in"},{"speaker":"Tom Ryan","startTime":747.4,"endTime":752.62,"body":"Wichita, and he was going to be"},{"speaker":"Tom Ryan","startTime":747.4,"endTime":752.62,"body":"involved with NADA. And he just"},{"speaker":"Tom Ryan","startTime":752.62,"endTime":756.52,"body":"thought that was really the wave"},{"speaker":"Tom Ryan","startTime":752.62,"endTime":756.52,"body":"of the future. And so we"},{"speaker":"Tom Ryan","startTime":756.52,"endTime":762.76,"body":"partnered back up. Another time"},{"speaker":"Tom Ryan","startTime":756.52,"endTime":762.76,"body":"at the gym. I asked him, I said,"},{"speaker":"Kyle Mountsier","startTime":763.15,"endTime":765.67,"body":"things, the gym,"},{"speaker":"Kyle Mountsier","startTime":763.15,"endTime":765.67,"body":"they do we work"},{"speaker":"Tom Ryan","startTime":765.67,"endTime":768.82,"body":"out. Just right. Just"},{"speaker":"Paul Daly","startTime":769.54,"endTime":771.1,"body":"some Lululemon"},{"speaker":"Paul Daly","startTime":769.54,"endTime":771.1,"body":"target."},{"speaker":"Tom Ryan","startTime":771.0,"endTime":773.58,"body":"I said to him, we were"},{"speaker":"Tom Ryan","startTime":771.0,"endTime":773.58,"body":"on the elliptical machines. And"},{"speaker":"Tom Ryan","startTime":773.58,"endTime":776.91,"body":"I said, you know, when would be"},{"speaker":"Tom Ryan","startTime":773.58,"endTime":776.91,"body":"a good time for you to make your"},{"speaker":"Tom Ryan","startTime":776.91,"endTime":781.35,"body":"cousin rich? And he said, Well,"},{"speaker":"Tom Ryan","startTime":776.91,"endTime":781.35,"body":"when do you want to be rich? And"},{"speaker":"Tom Ryan","startTime":781.35,"endTime":787.74,"body":"I said, I don't know, like 15"},{"speaker":"Tom Ryan","startTime":781.35,"endTime":787.74,"body":"years ago. Why don't you buy"},{"speaker":"Tom Ryan","startTime":787.74,"endTime":791.73,"body":"into some of the stores that I"},{"speaker":"Tom Ryan","startTime":787.74,"endTime":791.73,"body":"had kind of hooked him up with"},{"speaker":"Tom Ryan","startTime":791.73,"endTime":798.06,"body":"Carl Schmitt to do the Hello"},{"speaker":"Tom Ryan","startTime":791.73,"endTime":798.06,"body":"Auto Group. Yeah. And I said, I"},{"speaker":"Tom Ryan","startTime":798.09,"endTime":802.35,"body":"didn't know as an option. And he"},{"speaker":"Tom Ryan","startTime":798.09,"endTime":802.35,"body":"said, Sure. Do you want to buy"},{"speaker":"Tom Ryan","startTime":802.35,"endTime":805.77,"body":"in, you're welcome to? And I"},{"speaker":"Tom Ryan","startTime":802.35,"endTime":805.77,"body":"said, Awesome. How do you pay"},{"speaker":"Tom Ryan","startTime":805.77,"endTime":811.38,"body":"for it? He said, I have no idea."},{"speaker":"Tom Ryan","startTime":805.77,"endTime":811.38,"body":"The accountants do all that. I"},{"speaker":"Tom Ryan","startTime":811.38,"endTime":816.81,"body":"think you're gonna have to write"},{"speaker":"Tom Ryan","startTime":811.38,"endTime":816.81,"body":"a check. So, I did. And so I"},{"speaker":"Tom Ryan","startTime":816.81,"endTime":822.06,"body":"bought in to the Hello group."},{"speaker":"Tom Ryan","startTime":816.81,"endTime":822.06,"body":"And that's been awesome. And"},{"speaker":"Tom Ryan","startTime":822.06,"endTime":827.28,"body":"throughout all of this, Walser"},{"speaker":"Tom Ryan","startTime":822.06,"endTime":827.28,"body":"I've converted over to single"},{"speaker":"Tom Ryan","startTime":827.28,"endTime":832.23,"body":"point of contact, and they"},{"speaker":"Tom Ryan","startTime":827.28,"endTime":832.23,"body":"developed FUSE in about 2010"},{"speaker":"Tom Ryan","startTime":832.47,"endTime":836.58,"body":"2011 right in their fuses"},{"speaker":"Tom Ryan","startTime":832.47,"endTime":836.58,"body":"Finance Under Secured"},{"speaker":"Tom Ryan","startTime":836.58,"endTime":841.35,"body":"Environment software built as a"},{"speaker":"Tom Ryan","startTime":836.58,"endTime":841.35,"body":"cash register. And every time I"},{"speaker":"Tom Ryan","startTime":841.35,"endTime":847.86,"body":"would have clients like, Kyle's"},{"speaker":"Tom Ryan","startTime":841.35,"endTime":847.86,"body":"previous employer, they all"},{"speaker":"Tom Ryan","startTime":848.43,"endTime":853.23,"body":"excuse me, come to Minneapolis"},{"speaker":"Tom Ryan","startTime":848.43,"endTime":853.23,"body":"to sort of see what this is. And"},{"speaker":"Tom Ryan","startTime":853.23,"endTime":857.91,"body":"they'd see FUSE and say, This is"},{"speaker":"Tom Ryan","startTime":853.23,"endTime":857.91,"body":"awesome. So I had been working"},{"speaker":"Tom Ryan","startTime":857.94,"endTime":862.32,"body":"or trying to get my cousin's to"},{"speaker":"Tom Ryan","startTime":857.94,"endTime":862.32,"body":"take FUSE to market for a number"},{"speaker":"Tom Ryan","startTime":862.32,"endTime":866.91,"body":"of years. And then the pandemic"},{"speaker":"Tom Ryan","startTime":862.32,"endTime":866.91,"body":"hit. And we were in talks with"},{"speaker":"Tom Ryan","startTime":868.32,"endTime":874.32,"body":"an Israeli venture capital firm"},{"speaker":"Tom Ryan","startTime":868.32,"endTime":874.32,"body":"that Andrew was friends with."},{"speaker":"Tom Ryan","startTime":874.68,"endTime":878.28,"body":"And these were some big these"},{"speaker":"Tom Ryan","startTime":874.68,"endTime":878.28,"body":"were co founders of Skype and"},{"speaker":"Tom Ryan","startTime":878.28,"endTime":883.86,"body":"Groupon and one is the chairman"},{"speaker":"Tom Ryan","startTime":878.28,"endTime":883.86,"body":"of Wix the website company and"},{"speaker":"Tom Ryan","startTime":883.89,"endTime":888.45,"body":"you know, little word. Yeah,"},{"speaker":"Tom Ryan","startTime":883.89,"endTime":888.45,"body":"they're huge money and these"},{"speaker":"Tom Ryan","startTime":888.45,"endTime":893.7,"body":"guys were really interested. And"},{"speaker":"Tom Ryan","startTime":888.45,"endTime":893.7,"body":"so we decided to take FUSE to"},{"speaker":"Tom Ryan","startTime":893.7,"endTime":897.75,"body":"market at that time. I guess we"},{"speaker":"Tom Ryan","startTime":893.7,"endTime":897.75,"body":"didn't know right? We had no"},{"speaker":"Tom Ryan","startTime":897.75,"endTime":903.33,"body":"idea what we were doing. FUSE"},{"speaker":"Tom Ryan","startTime":897.75,"endTime":903.33,"body":"wasn't perhaps robust enough at"},{"speaker":"Tom Ryan","startTime":903.33,"endTime":907.71,"body":"that time on the platform, it"},{"speaker":"Tom Ryan","startTime":903.33,"endTime":907.71,"body":"was had to be switched over from"},{"speaker":"Tom Ryan","startTime":907.71,"endTime":914.16,"body":"Microsoft AWS built in a"},{"speaker":"Tom Ryan","startTime":907.71,"endTime":914.16,"body":"different in. So these Israeli"},{"speaker":"Tom Ryan","startTime":914.34,"endTime":918.21,"body":"development team, which there's"},{"speaker":"Tom Ryan","startTime":914.34,"endTime":918.21,"body":"30 of them over there are"},{"speaker":"Tom Ryan","startTime":918.3,"endTime":922.65,"body":"unbelievable. And so that was"},{"speaker":"Tom Ryan","startTime":918.3,"endTime":922.65,"body":"the beginning of FUSE than they"},{"speaker":"Tom Ryan","startTime":922.68,"endTime":927.39,"body":"asked if I wanted to be the VP"},{"speaker":"Tom Ryan","startTime":922.68,"endTime":927.39,"body":"of Sales for FUSE. So I sold the"},{"speaker":"Tom Ryan","startTime":927.39,"endTime":932.97,"body":"Ryan Adams group to fuse. And"},{"speaker":"Tom Ryan","startTime":927.39,"endTime":932.97,"body":"here we are, my job so,"},{"speaker":"Kyle Mountsier","startTime":933.78,"endTime":936.21,"body":"so here's,"},{"speaker":"Kyle Mountsier","startTime":933.78,"endTime":936.21,"body":"here's your job hasn't changed."},{"speaker":"Kyle Mountsier","startTime":936.51,"endTime":939.93,"body":"You said something in there. You"},{"speaker":"Kyle Mountsier","startTime":936.51,"endTime":939.93,"body":"said, We had no clue what we're"},{"speaker":"Kyle Mountsier","startTime":939.93,"endTime":944.73,"body":"doing. And when I when I like,"},{"speaker":"Kyle Mountsier","startTime":939.93,"endTime":944.73,"body":"listen back through your story,"},{"speaker":"Kyle Mountsier","startTime":944.94,"endTime":947.82,"body":"you know, it's like a lot Porter"},{"speaker":"Kyle Mountsier","startTime":944.94,"endTime":947.82,"body":"turn salesperson had no clue"},{"speaker":"Kyle Mountsier","startTime":947.82,"endTime":950.88,"body":"what I was doing, but figured it"},{"speaker":"Kyle Mountsier","startTime":947.82,"endTime":950.88,"body":"out. First training thing, I'm"},{"speaker":"Kyle Mountsier","startTime":950.88,"endTime":953.91,"body":"sure there was a moment that you"},{"speaker":"Kyle Mountsier","startTime":950.88,"endTime":953.91,"body":"were like, have no clue what"},{"speaker":"Kyle Mountsier","startTime":953.91,"endTime":957.09,"body":"we're doing. But we're gonna"},{"speaker":"Kyle Mountsier","startTime":953.91,"endTime":957.09,"body":"figure out, you know, hey, I'm"},{"speaker":"Kyle Mountsier","startTime":957.09,"endTime":960.06,"body":"gonna I'm gonna consult with"},{"speaker":"Kyle Mountsier","startTime":957.09,"endTime":960.06,"body":"dealerships to do something that"},{"speaker":"Kyle Mountsier","startTime":960.06,"endTime":963.6,"body":"we did at a at a single place"},{"speaker":"Kyle Mountsier","startTime":960.06,"endTime":963.6,"body":"for eight years had no, you"},{"speaker":"Kyle Mountsier","startTime":963.6,"endTime":966.6,"body":"know, I've actually heard you"},{"speaker":"Kyle Mountsier","startTime":963.6,"endTime":966.6,"body":"say that, like, when we started"},{"speaker":"Kyle Mountsier","startTime":966.6,"endTime":968.82,"body":"this, we had no clue what we"},{"speaker":"Kyle Mountsier","startTime":966.6,"endTime":968.82,"body":"were doing. So we built some"},{"speaker":"Kyle Mountsier","startTime":968.82,"endTime":971.73,"body":"systems and processes to move"},{"speaker":"Kyle Mountsier","startTime":968.82,"endTime":971.73,"body":"people through a six month"},{"speaker":"Kyle Mountsier","startTime":971.73,"endTime":974.82,"body":"timeline. And now currently,"},{"speaker":"Kyle Mountsier","startTime":971.73,"endTime":974.82,"body":"it's like, had no clue what"},{"speaker":"Kyle Mountsier","startTime":974.82,"endTime":978.57,"body":"we're doing. But we're figuring"},{"speaker":"Kyle Mountsier","startTime":974.82,"endTime":978.57,"body":"it out. And I think what I love"},{"speaker":"Kyle Mountsier","startTime":978.57,"endTime":982.83,"body":"about that is, I mean, you know,"},{"speaker":"Kyle Mountsier","startTime":978.57,"endTime":982.83,"body":"for the people that don't know,"},{"speaker":"Kyle Mountsier","startTime":982.83,"endTime":986.73,"body":"Tom, there's, you know, you're"},{"speaker":"Kyle Mountsier","startTime":982.83,"endTime":986.73,"body":"not on social media, big and"},{"speaker":"Kyle Mountsier","startTime":986.73,"endTime":991.17,"body":"loud or anything like that. But"},{"speaker":"Kyle Mountsier","startTime":986.73,"endTime":991.17,"body":"if you go, Hey, Tom, do you know"},{"speaker":"Kyle Mountsier","startTime":991.2,"endTime":994.68,"body":"someone at such and such and"},{"speaker":"Kyle Mountsier","startTime":991.2,"endTime":994.68,"body":"such The answer is probably"},{"speaker":"Kyle Mountsier","startTime":994.68,"endTime":999.63,"body":"something like I had dinner with"},{"speaker":"Kyle Mountsier","startTime":994.68,"endTime":999.63,"body":"him last week? Normally, right."},{"speaker":"Kyle Mountsier","startTime":1001.01,"endTime":1005.72,"body":"Yeah. But the reality is, that's"},{"speaker":"Kyle Mountsier","startTime":1001.01,"endTime":1005.72,"body":"the automotive industry. When I"},{"speaker":"Kyle Mountsier","startTime":1005.72,"endTime":1008.99,"body":"look at it, it's like, we didn't"},{"speaker":"Kyle Mountsier","startTime":1005.72,"endTime":1008.99,"body":"really know what pandemic hit."},{"speaker":"Kyle Mountsier","startTime":1008.99,"endTime":1011.87,"body":"We figured it out. All right."},{"speaker":"Kyle Mountsier","startTime":1008.99,"endTime":1011.87,"body":"And that's how I think"},{"speaker":"Tom Ryan","startTime":1011.87,"endTime":1017.9,"body":"in you and I had"},{"speaker":"Tom Ryan","startTime":1011.87,"endTime":1017.9,"body":"conversations that I never"},{"speaker":"Tom Ryan","startTime":1017.9,"endTime":1021.11,"body":"thought failure wasn't I never"},{"speaker":"Tom Ryan","startTime":1017.9,"endTime":1021.11,"body":"dawned on me that it wouldn't"},{"speaker":"Tom Ryan","startTime":1021.11,"endTime":1023.81,"body":"work. Right. It dawned on"},{"speaker":"Tom Ryan","startTime":1021.11,"endTime":1023.81,"body":"everybody in the world, that"},{"speaker":"Tom Ryan","startTime":1024.11,"endTime":1027.92,"body":"funny stories how Kyle knows,"},{"speaker":"Tom Ryan","startTime":1024.11,"endTime":1027.92,"body":"Paul, you may not. So I've been"},{"speaker":"Tom Ryan","startTime":1027.92,"endTime":1033.89,"body":"sober. 42 years, I went to rehab"},{"speaker":"Tom Ryan","startTime":1027.92,"endTime":1033.89,"body":"in 1980. So we were walking"},{"speaker":"Tom Ryan","startTime":1033.89,"endTime":1038.36,"body":"around the lake Paul, and it was"},{"speaker":"Tom Ryan","startTime":1033.89,"endTime":1038.36,"body":"my 41st year of or whatever. And"},{"speaker":"Tom Ryan","startTime":1038.36,"endTime":1043.04,"body":"he said, You know, when you went"},{"speaker":"Tom Ryan","startTime":1038.36,"endTime":1043.04,"body":"in to rehab, the over under was"},{"speaker":"Tom Ryan","startTime":1043.04,"endTime":1051.98,"body":"about 90 days. Under the thick"},{"speaker":"Tom Ryan","startTime":1043.04,"endTime":1051.98,"body":"of it, everyone did. And you"},{"speaker":"Tom Ryan","startTime":1051.98,"endTime":1056.12,"body":"know, it never dawned on me to"},{"speaker":"Tom Ryan","startTime":1051.98,"endTime":1056.12,"body":"that to not, you know, I mean,"},{"speaker":"Tom Ryan","startTime":1056.15,"endTime":1061.73,"body":"so I my whole life, have looked"},{"speaker":"Tom Ryan","startTime":1056.15,"endTime":1061.73,"body":"at it and go play up, if that"},{"speaker":"Tom Ryan","startTime":1061.73,"endTime":1064.76,"body":"makes sense. If you're if you're"},{"speaker":"Tom Ryan","startTime":1061.73,"endTime":1064.76,"body":"a tennis player, play tennis"},{"speaker":"Tom Ryan","startTime":1064.76,"endTime":1068.06,"body":"with great tennis players, and"},{"speaker":"Tom Ryan","startTime":1064.76,"endTime":1068.06,"body":"you'll succeed. If you're a"},{"speaker":"Tom Ryan","startTime":1068.06,"endTime":1072.11,"body":"golfer, play golf with great"},{"speaker":"Tom Ryan","startTime":1068.06,"endTime":1072.11,"body":"golfers, don't play with people"},{"speaker":"Tom Ryan","startTime":1072.11,"endTime":1076.31,"body":"you can beat. Do everything in"},{"speaker":"Tom Ryan","startTime":1072.11,"endTime":1076.31,"body":"life, that with people that"},{"speaker":"Tom Ryan","startTime":1076.31,"endTime":1083.03,"body":"challenge you and challenge the"},{"speaker":"Tom Ryan","startTime":1076.31,"endTime":1083.03,"body":"status quo, to bring you up, not"},{"speaker":"Tom Ryan","startTime":1083.03,"endTime":1083.93,"body":"to bring you along."},{"speaker":"Paul Daly","startTime":1083.959,"endTime":1087.529,"body":"What's the other side"},{"speaker":"Paul Daly","startTime":1083.959,"endTime":1087.529,"body":"of that? So, you know, you say"},{"speaker":"Paul Daly","startTime":1087.529,"endTime":1090.199,"body":"you know, play up so you're"},{"speaker":"Paul Daly","startTime":1087.529,"endTime":1090.199,"body":"constantly learning and gleaning"},{"speaker":"Paul Daly","startTime":1090.199,"endTime":1093.139,"body":"from people who are better than"},{"speaker":"Paul Daly","startTime":1090.199,"endTime":1093.139,"body":"you trying to be around them. So"},{"speaker":"Paul Daly","startTime":1093.139,"endTime":1096.589,"body":"you can glean from them. How"},{"speaker":"Paul Daly","startTime":1093.139,"endTime":1096.589,"body":"does that pass through you to"},{"speaker":"Paul Daly","startTime":1096.799,"endTime":1098.419,"body":"like the next person?"},{"speaker":"Tom Ryan","startTime":1098.78,"endTime":1103.16,"body":"I think you and Kyle"},{"speaker":"Tom Ryan","startTime":1098.78,"endTime":1103.16,"body":"would tell you this, simply"},{"speaker":"Tom Ryan","startTime":1103.16,"endTime":1108.05,"body":"because I know I've never been"},{"speaker":"Tom Ryan","startTime":1103.16,"endTime":1108.05,"body":"closer to him than Paul. I think"},{"speaker":"Tom Ryan","startTime":1108.05,"endTime":1111.71,"body":"I'm an open book. I don't think"},{"speaker":"Tom Ryan","startTime":1108.05,"endTime":1111.71,"body":"I hide anything. I think if they"},{"speaker":"Tom Ryan","startTime":1111.71,"endTime":1117.14,"body":"have an answer, give them the"},{"speaker":"Tom Ryan","startTime":1111.71,"endTime":1117.14,"body":"answer. And I'm always help. And"},{"speaker":"Tom Ryan","startTime":1117.14,"endTime":1124.28,"body":"I'm painfully direct Well,"},{"speaker":"Tom Ryan","startTime":1117.14,"endTime":1124.28,"body":"right. Yeah."},{"speaker":"Kyle Mountsier","startTime":1126.65,"endTime":1129.83,"body":"This is this is"},{"speaker":"Kyle Mountsier","startTime":1126.65,"endTime":1129.83,"body":"a normal conversation with with"},{"speaker":"Kyle Mountsier","startTime":1129.83,"endTime":1132.89,"body":"Tom real quick, I'll just give"},{"speaker":"Kyle Mountsier","startTime":1129.83,"endTime":1132.89,"body":"you the the basis of it. Hey,"},{"speaker":"Kyle Mountsier","startTime":1132.89,"endTime":1137.06,"body":"Tom, I was thinking, Well, I'll"},{"speaker":"Kyle Mountsier","startTime":1132.89,"endTime":1137.06,"body":"tell you well, really, that's"},{"speaker":"Kyle Mountsier","startTime":1137.06,"endTime":1141.56,"body":"all it I mean, he just I mean,"},{"speaker":"Kyle Mountsier","startTime":1137.06,"endTime":1141.56,"body":"that's what it is. And that's"},{"speaker":"Kyle Mountsier","startTime":1141.56,"endTime":1144.35,"body":"normally like by the end of the"},{"speaker":"Kyle Mountsier","startTime":1141.56,"endTime":1144.35,"body":"conversation, he's throwing his"},{"speaker":"Kyle Mountsier","startTime":1144.35,"endTime":1147.5,"body":"hands at you, shrugging his"},{"speaker":"Kyle Mountsier","startTime":1144.35,"endTime":1147.5,"body":"shoulders and being like, what"},{"speaker":"Kyle Mountsier","startTime":1147.5,"endTime":1150.77,"body":"did you expect me to say? The"},{"speaker":"Kyle Mountsier","startTime":1147.5,"endTime":1150.77,"body":"non truth"},{"speaker":"Tom Ryan","startTime":1152.22,"endTime":1156.39,"body":"there's only one north"},{"speaker":"Tom Ryan","startTime":1152.22,"endTime":1156.39,"body":"and it's easier to stick to"},{"speaker":"Tom Ryan","startTime":1156.39,"endTime":1160.62,"body":"that. And I think that's why the"},{"speaker":"Tom Ryan","startTime":1156.39,"endTime":1160.62,"body":"world's in trouble a little bit"},{"speaker":"Tom Ryan","startTime":1160.62,"endTime":1164.7,"body":"today from not to get off but"},{"speaker":"Tom Ryan","startTime":1160.62,"endTime":1164.7,"body":"from a news perspective, nobody"},{"speaker":"Tom Ryan","startTime":1164.88,"endTime":1168.18,"body":"nobody nobody knows right? You"},{"speaker":"Tom Ryan","startTime":1164.88,"endTime":1168.18,"body":"flip from one channel to the"},{"speaker":"Tom Ryan","startTime":1168.18,"endTime":1172.53,"body":"other. There can only be one"},{"speaker":"Tom Ryan","startTime":1168.18,"endTime":1172.53,"body":"baseline of North and then we"},{"speaker":"Tom Ryan","startTime":1172.53,"endTime":1176.61,"body":"can all navigate the world today"},{"speaker":"Tom Ryan","startTime":1172.53,"endTime":1176.61,"body":"we have two Yeah, and that leads"},{"speaker":"Tom Ryan","startTime":1176.61,"endTime":1180.69,"body":"to problematic right leads to"},{"speaker":"Tom Ryan","startTime":1176.61,"endTime":1180.69,"body":"North's Yeah. And so I think"},{"speaker":"Tom Ryan","startTime":1180.69,"endTime":1185.79,"body":"that that's so I tried to keep"},{"speaker":"Tom Ryan","startTime":1180.69,"endTime":1185.79,"body":"my north as consistent as I can"},{"speaker":"Tom Ryan","startTime":1185.79,"endTime":1192.48,"body":"what what is your north? I think"},{"speaker":"Tom Ryan","startTime":1185.79,"endTime":1192.48,"body":"transparency and honesty and it"},{"speaker":"Tom Ryan","startTime":1192.48,"endTime":1196.89,"body":"doesn't mean I you know, I'm"},{"speaker":"Tom Ryan","startTime":1192.48,"endTime":1196.89,"body":"like every other person that BS"},{"speaker":"Tom Ryan","startTime":1196.89,"endTime":1202.29,"body":"is my way through stuff but you"},{"speaker":"Tom Ryan","startTime":1196.89,"endTime":1202.29,"body":"In front of a group, we have"},{"speaker":"Tom Ryan","startTime":1202.56,"endTime":1210.66,"body":"standard people that all of us"},{"speaker":"Tom Ryan","startTime":1202.56,"endTime":1210.66,"body":"that are influencing this to do"},{"speaker":"Tom Ryan","startTime":1210.66,"endTime":1212.91,"body":"our best because Weren't you"},{"speaker":"Tom Ryan","startTime":1210.66,"endTime":1212.91,"body":"know, I'm an expert on"},{"speaker":"Tom Ryan","startTime":1212.91,"endTime":1216.72,"body":"yesterday, not tomorrow. 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And they asked the"},{"speaker":"Tom Ryan","startTime":1230.37,"endTime":1234.15,"body":"question, I got this, I was"},{"speaker":"Tom Ryan","startTime":1234.15,"endTime":1237.0,"body":"talking to Sherry Schultz, she"},{"speaker":"Tom Ryan","startTime":1234.15,"endTime":1237.0,"body":"worked. She's the head HR"},{"speaker":"Tom Ryan","startTime":1237.0,"endTime":1243.54,"body":"person. And in conversation, it"},{"speaker":"Tom Ryan","startTime":1237.0,"endTime":1243.54,"body":"dawned on me that because she"},{"speaker":"Tom Ryan","startTime":1243.54,"endTime":1248.19,"body":"had said that, she said, Look,"},{"speaker":"Tom Ryan","startTime":1243.54,"endTime":1248.19,"body":"our salespeople are actually"},{"speaker":"Tom Ryan","startTime":1249.57,"endTime":1254.46,"body":"customers for the first year."},{"speaker":"Tom Ryan","startTime":1249.57,"endTime":1254.46,"body":"And I went, Holy crap. 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And I think"},{"speaker":"Tom Ryan","startTime":1268.35,"endTime":1273.33,"body":"that's what customers in our"},{"speaker":"Tom Ryan","startTime":1273.33,"endTime":1277.8,"body":"world really want is they want"},{"speaker":"Tom Ryan","startTime":1273.33,"endTime":1277.8,"body":"information, they want facts,"},{"speaker":"Tom Ryan","startTime":1277.8,"endTime":1282.06,"body":"and they want answers. And"},{"speaker":"Tom Ryan","startTime":1277.8,"endTime":1282.06,"body":"they'll given that they'll"},{"speaker":"Tom Ryan","startTime":1282.06,"endTime":1286.68,"body":"conclude the right things. And"},{"speaker":"Tom Ryan","startTime":1282.06,"endTime":1286.68,"body":"so, this, the pandemic has not"},{"speaker":"Tom Ryan","startTime":1286.68,"endTime":1288.87,"body":"been good for deals. It's been"},{"speaker":"Tom Ryan","startTime":1286.68,"endTime":1288.87,"body":"awesome for all of us"},{"speaker":"Tom Ryan","startTime":1288.87,"endTime":1292.32,"body":"financially. But it's been"},{"speaker":"Tom Ryan","startTime":1288.87,"endTime":1292.32,"body":"terrible for our industry,"},{"speaker":"Tom Ryan","startTime":1292.32,"endTime":1296.37,"body":"right? They have gouged, they"},{"speaker":"Tom Ryan","startTime":1292.32,"endTime":1296.37,"body":"have they've done everything"},{"speaker":"Tom Ryan","startTime":1296.37,"endTime":1302.97,"body":"wrong to customers weekend, and"},{"speaker":"Tom Ryan","startTime":1296.37,"endTime":1302.97,"body":"high demand low availability is"},{"speaker":"Tom Ryan","startTime":1302.97,"endTime":1306.36,"body":"the worst thing for sales"},{"speaker":"Tom Ryan","startTime":1302.97,"endTime":1306.36,"body":"process in the world. Right?"},{"speaker":"Tom Ryan","startTime":1306.36,"endTime":1309.3,"body":"Because it's a take it or leave"},{"speaker":"Tom Ryan","startTime":1306.36,"endTime":1309.3,"body":"it, you don't want it someone"},{"speaker":"Tom Ryan","startTime":1309.3,"endTime":1313.98,"body":"else well, and on top of that,"},{"speaker":"Tom Ryan","startTime":1309.3,"endTime":1313.98,"body":"everything we've known about"},{"speaker":"Tom Ryan","startTime":1313.98,"endTime":1318.69,"body":"selling cars, is under scrutiny,"},{"speaker":"Tom Ryan","startTime":1313.98,"endTime":1318.69,"body":"meaning we were all taught you"},{"speaker":"Tom Ryan","startTime":1318.69,"endTime":1321.21,"body":"had to drive with them, right?"},{"speaker":"Tom Ryan","startTime":1318.69,"endTime":1321.21,"body":"We're all taught you had to sit"},{"speaker":"Tom Ryan","startTime":1321.21,"endTime":1325.5,"body":"down and do a needs analysis,"},{"speaker":"Tom Ryan","startTime":1321.21,"endTime":1325.5,"body":"but that we are also all taught"},{"speaker":"Tom Ryan","startTime":1325.68,"endTime":1329.25,"body":"they if they don't drive when"},{"speaker":"Tom Ryan","startTime":1325.68,"endTime":1329.25,"body":"they can buy one, right, no"},{"speaker":"Tom Ryan","startTime":1329.25,"endTime":1332.19,"body":"one's driven one in the last"},{"speaker":"Tom Ryan","startTime":1329.25,"endTime":1332.19,"body":"year and sold more than we've"},{"speaker":"Tom Ryan","startTime":1332.19,"endTime":1337.71,"body":"ever sold. And for more money."},{"speaker":"Tom Ryan","startTime":1332.19,"endTime":1337.71,"body":"And so I think it's there's a,"},{"speaker":"Tom Ryan","startTime":1338.76,"endTime":1343.89,"body":"you know, you have to be open to"},{"speaker":"Tom Ryan","startTime":1338.76,"endTime":1343.89,"body":"the idea that it's not the way"},{"speaker":"Tom Ryan","startTime":1343.89,"endTime":1347.94,"body":"we did it, it's how they want"},{"speaker":"Tom Ryan","startTime":1343.89,"endTime":1347.94,"body":"to. And so I think that I like"},{"speaker":"Tom Ryan","startTime":1347.94,"endTime":1354.06,"body":"change, because I'm able to"},{"speaker":"Tom Ryan","startTime":1347.94,"endTime":1354.06,"body":"distance myself between people"},{"speaker":"Tom Ryan","startTime":1354.06,"endTime":1357.45,"body":"that won't change and what the"},{"speaker":"Tom Ryan","startTime":1354.06,"endTime":1357.45,"body":"future looks like."},{"speaker":"Kyle Mountsier","startTime":1357.48,"endTime":1360.87,"body":"I love that,"},{"speaker":"Kyle Mountsier","startTime":1357.48,"endTime":1360.87,"body":"like, some people, there's kind"},{"speaker":"Kyle Mountsier","startTime":1360.87,"endTime":1366.24,"body":"of a continuous What's that?"},{"speaker":"Kyle Mountsier","startTime":1360.87,"endTime":1366.24,"body":"Yeah, it's a FUSE pen. It's a"},{"speaker":"Kyle Mountsier","startTime":1366.27,"endTime":1370.11,"body":"it's a Lammi. It's a it's an"},{"speaker":"Kyle Mountsier","startTime":1366.27,"endTime":1370.11,"body":"incredible pen, and it writes"},{"speaker":"Kyle Mountsier","startTime":1370.11,"endTime":1370.47,"body":"perfect."},{"speaker":"Paul Daly","startTime":1371.97,"endTime":1373.47,"body":"Or do you just"},{"speaker":"Paul Daly","startTime":1371.97,"endTime":1373.47,"body":"recognize it?"},{"speaker":"Kyle Mountsier","startTime":1373.89,"endTime":1376.74,"body":"You know, what's"},{"speaker":"Kyle Mountsier","startTime":1373.89,"endTime":1376.74,"body":"really funny? Tom gave it to me"},{"speaker":"Kyle Mountsier","startTime":1376.74,"endTime":1380.16,"body":"in a box that has FUSE on it,"},{"speaker":"Kyle Mountsier","startTime":1376.74,"endTime":1380.16,"body":"but this one actually didn't say"},{"speaker":"Kyle Mountsier","startTime":1380.16,"endTime":1381.87,"body":"FUSE on it. But I know it's a"},{"speaker":"Kyle Mountsier","startTime":1380.16,"endTime":1381.87,"body":"FUSE pen and everybody"},{"speaker":"Paul Daly","startTime":1382.43,"endTime":1384.47,"body":"and everybody"},{"speaker":"Paul Daly","startTime":1382.43,"endTime":1384.47,"body":"watching this podcast knows it's"},{"speaker":"Paul Daly","startTime":1384.47,"endTime":1384.98,"body":"a fuse time."},{"speaker":"Kyle Mountsier","startTime":1386.0,"endTime":1388.52,"body":"But there's a"},{"speaker":"Kyle Mountsier","startTime":1386.0,"endTime":1388.52,"body":"continuum on change. It's like,"},{"speaker":"Kyle Mountsier","startTime":1388.91,"endTime":1393.08,"body":"over here, you've got a hate"},{"speaker":"Kyle Mountsier","startTime":1388.91,"endTime":1393.08,"body":"change, then you got then you"},{"speaker":"Kyle Mountsier","startTime":1393.08,"endTime":1397.43,"body":"have I don't really like change,"},{"speaker":"Kyle Mountsier","startTime":1393.08,"endTime":1397.43,"body":"then it's I accept change, then"},{"speaker":"Kyle Mountsier","startTime":1397.43,"endTime":1400.73,"body":"it's I'm okay with change. And"},{"speaker":"Kyle Mountsier","startTime":1397.43,"endTime":1400.73,"body":"then over here, which is what I"},{"speaker":"Kyle Mountsier","startTime":1400.79,"endTime":1405.8,"body":"what I heard you say just now"},{"speaker":"Kyle Mountsier","startTime":1400.79,"endTime":1405.8,"body":"which was I love change. And"},{"speaker":"Kyle Mountsier","startTime":1405.8,"endTime":1411.29,"body":"that's an aggressive position to"},{"speaker":"Kyle Mountsier","startTime":1405.8,"endTime":1411.29,"body":"take in, in a in a place where"},{"speaker":"Kyle Mountsier","startTime":1411.29,"endTime":1416.3,"body":"comfortability is comfortable."},{"speaker":"Kyle Mountsier","startTime":1411.29,"endTime":1416.3,"body":"But if you love if you actually"},{"speaker":"Kyle Mountsier","startTime":1416.3,"endTime":1421.25,"body":"admire and pursue change, then"},{"speaker":"Kyle Mountsier","startTime":1416.3,"endTime":1421.25,"body":"like the result of that is"},{"speaker":"Kyle Mountsier","startTime":1421.25,"endTime":1425.12,"body":"change becomes a matrix that"},{"speaker":"Kyle Mountsier","startTime":1421.25,"endTime":1425.12,"body":"you're constantly able to just"},{"speaker":"Kyle Mountsier","startTime":1425.12,"endTime":1425.93,"body":"drop into."},{"speaker":"Tom Ryan","startTime":1426.29,"endTime":1431.63,"body":"Right? I think you're"},{"speaker":"Tom Ryan","startTime":1426.29,"endTime":1431.63,"body":"I'm either dumb or I'm not sure"},{"speaker":"Tom Ryan","startTime":1431.63,"endTime":1435.05,"body":"because I don't have any fear of"},{"speaker":"Tom Ryan","startTime":1431.63,"endTime":1435.05,"body":"it. I have a fair amount of"},{"speaker":"Tom Ryan","startTime":1435.05,"endTime":1438.62,"body":"confidence when I am actually"},{"speaker":"Tom Ryan","startTime":1435.05,"endTime":1438.62,"body":"very conservative. I think some"},{"speaker":"Tom Ryan","startTime":1438.62,"endTime":1442.34,"body":"people see me as a risk risk"},{"speaker":"Tom Ryan","startTime":1438.62,"endTime":1442.34,"body":"taker I'm not, they're very"},{"speaker":"Tom Ryan","startTime":1442.34,"endTime":1449.0,"body":"calculated, but I'm willing to"},{"speaker":"Tom Ryan","startTime":1442.34,"endTime":1449.0,"body":"go there because I believe in my"},{"speaker":"Tom Ryan","startTime":1449.0,"endTime":1452.66,"body":"heart that that's the right"},{"speaker":"Tom Ryan","startTime":1449.0,"endTime":1452.66,"body":"direction. And when you believe"},{"speaker":"Tom Ryan","startTime":1452.66,"endTime":1456.35,"body":"you have conviction, and I think"},{"speaker":"Tom Ryan","startTime":1452.66,"endTime":1456.35,"body":"that's appealing to people,"},{"speaker":"Tom Ryan","startTime":1456.35,"endTime":1461.9,"body":"right? I find what we do"},{"speaker":"Tom Ryan","startTime":1456.35,"endTime":1461.9,"body":"religion as it were, I think it"},{"speaker":"Tom Ryan","startTime":1461.9,"endTime":1466.58,"body":"is the right I think it's the"},{"speaker":"Tom Ryan","startTime":1461.9,"endTime":1466.58,"body":"way customers want to buy. I do"},{"speaker":"Tom Ryan","startTime":1467.0,"endTime":1474.38,"body":"and so that's easy for me to"},{"speaker":"Tom Ryan","startTime":1467.0,"endTime":1474.38,"body":"stand up and and talk about it"},{"speaker":"Paul Daly","startTime":1474.619,"endTime":1480.139,"body":"well in that thread."},{"speaker":"Paul Daly","startTime":1474.619,"endTime":1480.139,"body":"You love change. You see what's"},{"speaker":"Paul Daly","startTime":1480.139,"endTime":1482.899,"body":"going on over the last three"},{"speaker":"Paul Daly","startTime":1480.139,"endTime":1482.899,"body":"years in the industry and where"},{"speaker":"Paul Daly","startTime":1482.899,"endTime":1486.619,"body":"we are right now you have kind"},{"speaker":"Paul Daly","startTime":1482.899,"endTime":1486.619,"body":"of a front seat as for where"},{"speaker":"Paul Daly","startTime":1486.619,"endTime":1488.689,"body":"we're going because of the"},{"speaker":"Paul Daly","startTime":1486.619,"endTime":1488.689,"body":"things you're involved with."},{"speaker":"Paul Daly","startTime":1489.559,"endTime":1492.739,"body":"What are you most excited about"},{"speaker":"Paul Daly","startTime":1489.559,"endTime":1492.739,"body":"for the on the industry's"},{"speaker":"Paul Daly","startTime":1492.739,"endTime":1494.989,"body":"behalf? Because right because"},{"speaker":"Paul Daly","startTime":1492.739,"endTime":1494.989,"body":"there's a lot of challenges"},{"speaker":"Paul Daly","startTime":1494.989,"endTime":1498.049,"body":"coming up and you know, not"},{"speaker":"Paul Daly","startTime":1494.989,"endTime":1498.049,"body":"inventory aside right? We have"},{"speaker":"Paul Daly","startTime":1498.049,"endTime":1501.469,"body":"this FTC stuff we have you know"},{"speaker":"Paul Daly","startTime":1498.049,"endTime":1501.469,"body":"You know and trends in and"},{"speaker":"Paul Daly","startTime":1501.469,"endTime":1503.719,"body":"district you know quote unquote"},{"speaker":"Paul Daly","startTime":1501.469,"endTime":1503.719,"body":"disruptors, whatever we want to"},{"speaker":"Paul Daly","startTime":1503.719,"endTime":1506.509,"body":"call them, like you see all that"},{"speaker":"Paul Daly","startTime":1503.719,"endTime":1506.509,"body":"and you have a front row seat to"},{"speaker":"Paul Daly","startTime":1506.509,"endTime":1510.529,"body":"that, what are you most excited"},{"speaker":"Paul Daly","startTime":1506.509,"endTime":1510.529,"body":"for? For franchise retail auto"},{"speaker":"Paul Daly","startTime":1510.529,"endTime":1512.029,"body":"over the next 24 months,"},{"speaker":"Tom Ryan","startTime":1512.39,"endTime":1515.09,"body":"that customers get to"},{"speaker":"Tom Ryan","startTime":1512.39,"endTime":1515.09,"body":"my car the way they want?"},{"speaker":"Paul Daly","startTime":1516.8,"endTime":1519.02,"body":"No, but that's why"},{"speaker":"Paul Daly","startTime":1516.8,"endTime":1519.02,"body":"you're excited for customers?"},{"speaker":"Tom Ryan","startTime":1519.27,"endTime":1521.79,"body":"Well, I'm excited"},{"speaker":"Tom Ryan","startTime":1519.27,"endTime":1521.79,"body":"because that's going to force"},{"speaker":"Tom Ryan","startTime":1521.79,"endTime":1526.23,"body":"change on our industry in a good"},{"speaker":"Tom Ryan","startTime":1521.79,"endTime":1526.23,"body":"way. It's going to take us out"},{"speaker":"Tom Ryan","startTime":1526.23,"endTime":1529.59,"body":"of I mean, there's a reason why"},{"speaker":"Tom Ryan","startTime":1526.23,"endTime":1529.59,"body":"and I'm sure heard you know,"},{"speaker":"Tom Ryan","startTime":1529.59,"endTime":1534.9,"body":"Lexus did that study, which was"},{"speaker":"Tom Ryan","startTime":1529.59,"endTime":1534.9,"body":"the top rated occupation was the"},{"speaker":"Tom Ryan","startTime":1534.9,"endTime":1541.17,"body":"firefighter 100% 9% automotive"},{"speaker":"Tom Ryan","startTime":1534.9,"endTime":1541.17,"body":"came in at perfect strangers, if"},{"speaker":"Tom Ryan","startTime":1541.17,"endTime":1546.21,"body":"there's a punch line came in at"},{"speaker":"Tom Ryan","startTime":1541.17,"endTime":1546.21,"body":"54. That's a pretty telling"},{"speaker":"Tom Ryan","startTime":1546.21,"endTime":1552.03,"body":"thing, right? And so I don't see"},{"speaker":"Tom Ryan","startTime":1546.21,"endTime":1552.03,"body":"that when I look at you, Paul,"},{"speaker":"Tom Ryan","startTime":1552.03,"endTime":1557.04,"body":"or you, Kyle, I see friends. And"},{"speaker":"Tom Ryan","startTime":1552.03,"endTime":1557.04,"body":"I see people that if customers"},{"speaker":"Tom Ryan","startTime":1557.04,"endTime":1561.66,"body":"met us, they would trust us to"},{"speaker":"Tom Ryan","startTime":1557.04,"endTime":1561.66,"body":"do business with us. There is no"},{"speaker":"Tom Ryan","startTime":1561.66,"endTime":1566.49,"body":"other industry. There's no, no"},{"speaker":"Tom Ryan","startTime":1561.66,"endTime":1566.49,"body":"true jewelry, true mattress,"},{"speaker":"Tom Ryan","startTime":1566.49,"endTime":1570.39,"body":"there's only TrueCar. And that's"},{"speaker":"Tom Ryan","startTime":1566.49,"endTime":1570.39,"body":"a third party getting involved"},{"speaker":"Tom Ryan","startTime":1570.42,"endTime":1573.36,"body":"because of a lack of trust."},{"speaker":"Tom Ryan","startTime":1570.42,"endTime":1573.36,"body":"That's my fault, not the"},{"speaker":"Tom Ryan","startTime":1573.36,"endTime":1578.43,"body":"customers fault. If we did a"},{"speaker":"Tom Ryan","startTime":1573.36,"endTime":1578.43,"body":"better job, those industries or"},{"speaker":"Tom Ryan","startTime":1578.43,"endTime":1583.11,"body":"that those businesses wouldn't"},{"speaker":"Tom Ryan","startTime":1578.43,"endTime":1583.11,"body":"be necessary. And so I I'm"},{"speaker":"Tom Ryan","startTime":1583.11,"endTime":1588.66,"body":"excited that the industry will"},{"speaker":"Tom Ryan","startTime":1583.11,"endTime":1588.66,"body":"change or those that won't may"},{"speaker":"Tom Ryan","startTime":1588.66,"endTime":1593.91,"body":"not make it, because there's so"},{"speaker":"Tom Ryan","startTime":1588.66,"endTime":1593.91,"body":"much pressure against the agency"},{"speaker":"Tom Ryan","startTime":1593.91,"endTime":1598.11,"body":"model. Right that the electrics"},{"speaker":"Tom Ryan","startTime":1593.91,"endTime":1598.11,"body":"are. And certainly, you know,"},{"speaker":"Tom Ryan","startTime":1598.11,"endTime":1602.25,"body":"Ford has been pushing that"},{"speaker":"Tom Ryan","startTime":1598.11,"endTime":1602.25,"body":"direct kind of thing. And the"},{"speaker":"Tom Ryan","startTime":1602.25,"endTime":1605.67,"body":"only reason they're doing that"},{"speaker":"Tom Ryan","startTime":1602.25,"endTime":1605.67,"body":"is because we're not willing,"},{"speaker":"Tom Ryan","startTime":1605.85,"endTime":1610.29,"body":"today collectively as the dealer"},{"speaker":"Tom Ryan","startTime":1605.85,"endTime":1610.29,"body":"body to do it the way customers"},{"speaker":"Tom Ryan","startTime":1610.29,"endTime":1612.84,"body":"want to do it. Man."},{"speaker":"Kyle Mountsier","startTime":1613.62,"endTime":1617.07,"body":"Well, I'll tell"},{"speaker":"Kyle Mountsier","startTime":1613.62,"endTime":1617.07,"body":"you what, if you if you just met"},{"speaker":"Kyle Mountsier","startTime":1617.07,"endTime":1620.34,"body":"Tom Ryan, for the first time,"},{"speaker":"Kyle Mountsier","startTime":1617.07,"endTime":1620.34,"body":"I'm guessing you've leaned in"},{"speaker":"Kyle Mountsier","startTime":1620.34,"endTime":1622.86,"body":"just a little bit. And we're"},{"speaker":"Kyle Mountsier","startTime":1620.34,"endTime":1622.86,"body":"excited that you're going to be"},{"speaker":"Kyle Mountsier","startTime":1622.98,"endTime":1625.32,"body":"with us at ASOTU CON, I'm"},{"speaker":"Kyle Mountsier","startTime":1622.98,"endTime":1625.32,"body":"guessing people are going to be"},{"speaker":"Kyle Mountsier","startTime":1625.32,"endTime":1630.66,"body":"finding you at a lunch table"},{"speaker":"Kyle Mountsier","startTime":1625.32,"endTime":1630.66,"body":"near them. I will be right next"},{"speaker":"Kyle Mountsier","startTime":1630.66,"endTime":1634.35,"body":"to him hit by him because Tom is"},{"speaker":"Kyle Mountsier","startTime":1630.66,"endTime":1634.35,"body":"such a good friend. Tom, thank"},{"speaker":"Kyle Mountsier","startTime":1634.35,"endTime":1637.2,"body":"you so much for joining us on"},{"speaker":"Kyle Mountsier","startTime":1634.35,"endTime":1637.2,"body":"the Auto Collabs podcast. And we"},{"speaker":"Kyle Mountsier","startTime":1637.2,"endTime":1638.25,"body":"can't wait to see you soon."},{"speaker":"Tom Ryan","startTime":1638.63,"endTime":1640.07,"body":"Awesome. I can't wait."},{"speaker":"Paul Daly","startTime":1644.99,"endTime":1647.54,"body":"You know, when Tom"},{"speaker":"Paul Daly","startTime":1644.99,"endTime":1647.54,"body":"Ryan talks about believing and"},{"speaker":"Paul Daly","startTime":1647.54,"endTime":1650.39,"body":"having conviction and moving,"},{"speaker":"Paul Daly","startTime":1647.54,"endTime":1650.39,"body":"and that he's not actually a"},{"speaker":"Paul Daly","startTime":1650.39,"endTime":1654.44,"body":"risk taker, he's actually just"},{"speaker":"Paul Daly","startTime":1650.39,"endTime":1654.44,"body":"convey has conviction. The"},{"speaker":"Paul Daly","startTime":1654.44,"endTime":1657.95,"body":"direction he goes, it all of a"},{"speaker":"Paul Daly","startTime":1654.44,"endTime":1657.95,"body":"sudden clears up for me why his"},{"speaker":"Paul Daly","startTime":1657.95,"endTime":1662.15,"body":"personality is so dang magnetic."},{"speaker":"Paul Daly","startTime":1657.95,"endTime":1662.15,"body":"Right? Yeah, he just draws you"},{"speaker":"Paul Daly","startTime":1662.15,"endTime":1664.4,"body":"right in and you're like, I want"},{"speaker":"Paul Daly","startTime":1662.15,"endTime":1664.4,"body":"to pay attention to this guy. I"},{"speaker":"Paul Daly","startTime":1664.4,"endTime":1667.13,"body":"want to have a conversation with"},{"speaker":"Paul Daly","startTime":1664.4,"endTime":1667.13,"body":"him. I want to, like kind of"},{"speaker":"Paul Daly","startTime":1667.19,"endTime":1670.25,"body":"already agree that whatever"},{"speaker":"Paul Daly","startTime":1667.19,"endTime":1670.25,"body":"direction he's going in, is the"},{"speaker":"Paul Daly","startTime":1670.25,"endTime":1670.76,"body":"right one."},{"speaker":"Kyle Mountsier","startTime":1671.51,"endTime":1674.18,"body":"My favorite"},{"speaker":"Kyle Mountsier","startTime":1671.51,"endTime":1674.18,"body":"thing, like every conversation"},{"speaker":"Kyle Mountsier","startTime":1674.18,"endTime":1677.45,"body":"that I have with him is so"},{"speaker":"Kyle Mountsier","startTime":1674.18,"endTime":1677.45,"body":"matter of fact, and even in this"},{"speaker":"Kyle Mountsier","startTime":1677.45,"endTime":1681.38,"body":"conversation, it's just not"},{"speaker":"Kyle Mountsier","startTime":1677.45,"endTime":1681.38,"body":"that's just the way it is."},{"speaker":"Kyle Mountsier","startTime":1681.62,"endTime":1685.13,"body":"That's the way I feel right now."},{"speaker":"Kyle Mountsier","startTime":1681.62,"endTime":1685.13,"body":"At least, you know, or this is"},{"speaker":"Kyle Mountsier","startTime":1685.16,"endTime":1689.0,"body":"I've had the experience, just"},{"speaker":"Kyle Mountsier","startTime":1685.16,"endTime":1689.0,"body":"trust me. You know, there's no,"},{"speaker":"Kyle Mountsier","startTime":1689.42,"endTime":1693.68,"body":"there's almost not even, there's"},{"speaker":"Kyle Mountsier","startTime":1689.42,"endTime":1693.68,"body":"not this like place where he"},{"speaker":"Kyle Mountsier","startTime":1693.68,"endTime":1697.37,"body":"feels like he has to persuade"},{"speaker":"Kyle Mountsier","startTime":1693.68,"endTime":1697.37,"body":"you or push you to something."},{"speaker":"Kyle Mountsier","startTime":1697.7,"endTime":1701.15,"body":"It's just so matter of fact to"},{"speaker":"Kyle Mountsier","startTime":1697.7,"endTime":1701.15,"body":"him that you can either come on"},{"speaker":"Kyle Mountsier","startTime":1701.15,"endTime":1705.29,"body":"board and move forward or not."},{"speaker":"Kyle Mountsier","startTime":1701.15,"endTime":1705.29,"body":"And that's okay. It's your way."},{"speaker":"Kyle Mountsier","startTime":1705.29,"endTime":1707.87,"body":"It's like, Oh, you don't want to"},{"speaker":"Kyle Mountsier","startTime":1705.29,"endTime":1707.87,"body":"that's okay. That's"},{"speaker":"Paul Daly","startTime":1707.99,"endTime":1710.12,"body":"the most persuasive"},{"speaker":"Paul Daly","startTime":1707.99,"endTime":1710.12,"body":"people. If you think about it,"},{"speaker":"Paul Daly","startTime":1710.12,"endTime":1713.81,"body":"like that's exactly how they"},{"speaker":"Paul Daly","startTime":1710.12,"endTime":1713.81,"body":"operate. They're never actually"},{"speaker":"Paul Daly","startTime":1713.81,"endTime":1716.54,"body":"asking you to do anything."},{"speaker":"Paul Daly","startTime":1713.81,"endTime":1716.54,"body":"They're actually compelling you"},{"speaker":"Paul Daly","startTime":1716.81,"endTime":1719.78,"body":"through their words and their"},{"speaker":"Paul Daly","startTime":1716.81,"endTime":1719.78,"body":"body language and their"},{"speaker":"Paul Daly","startTime":1719.78,"endTime":1722.87,"body":"confidence and conviction that"},{"speaker":"Paul Daly","startTime":1719.78,"endTime":1722.87,"body":"like I, you know, I want to"},{"speaker":"Paul Daly","startTime":1722.87,"endTime":1723.2,"body":"Well, and"},{"speaker":"Kyle Mountsier","startTime":1723.2,"endTime":1725.54,"body":"here's the"},{"speaker":"Kyle Mountsier","startTime":1723.2,"endTime":1725.54,"body":"thing, when you get a guy that"},{"speaker":"Kyle Mountsier","startTime":1725.54,"endTime":1729.62,"body":"collects books, that are worth"},{"speaker":"Kyle Mountsier","startTime":1725.54,"endTime":1729.62,"body":"hundreds of 1000s of dollars,"},{"speaker":"Kyle Mountsier","startTime":1729.62,"endTime":1731.9,"body":"well, I don't know about"},{"speaker":"Kyle Mountsier","startTime":1729.62,"endTime":1731.9,"body":"hundreds of 1000s, but a lines"},{"speaker":"Kyle Mountsier","startTime":1731.9,"endTime":1735.8,"body":"of 1000s of dollars. And he"},{"speaker":"Kyle Mountsier","startTime":1731.9,"endTime":1735.8,"body":"knows everything about them, as"},{"speaker":"Kyle Mountsier","startTime":1735.8,"endTime":1739.28,"body":"well as stories like The"},{"speaker":"Kyle Mountsier","startTime":1735.8,"endTime":1739.28,"body":"Lululemon story, but you all of"},{"speaker":"Kyle Mountsier","startTime":1739.28,"endTime":1741.95,"body":"a sudden have some confidence"},{"speaker":"Kyle Mountsier","startTime":1739.28,"endTime":1741.95,"body":"that this guy knows enough about"},{"speaker":"Kyle Mountsier","startTime":1741.95,"endTime":1745.01,"body":"enough things. That was the"},{"speaker":"Kyle Mountsier","startTime":1741.95,"endTime":1745.01,"body":"thing about being an expert"},{"speaker":"Kyle Mountsier","startTime":1745.01,"endTime":1746.33,"body":"opinion here. You know,"},{"speaker":"Michael Cirillo","startTime":1747.11,"endTime":1749.12,"body":"the other word"},{"speaker":"Michael Cirillo","startTime":1747.11,"endTime":1749.12,"body":"that comes to my mind, we've"},{"speaker":"Michael Cirillo","startTime":1749.12,"endTime":1752.78,"body":"said commitment, conviction,"},{"speaker":"Michael Cirillo","startTime":1749.12,"endTime":1752.78,"body":"courage. There's a lot of"},{"speaker":"Michael Cirillo","startTime":1752.78,"endTime":1755.63,"body":"vulnerability in this episode"},{"speaker":"Michael Cirillo","startTime":1752.78,"endTime":1755.63,"body":"opening up about his story."},{"speaker":"Michael Cirillo","startTime":1755.63,"endTime":1757.46,"body":"There's sobriety, he's talking"},{"speaker":"Michael Cirillo","startTime":1755.63,"endTime":1757.46,"body":"about sobriety, and these are"},{"speaker":"Michael Cirillo","startTime":1757.46,"endTime":1759.62,"body":"not typically things we talk"},{"speaker":"Michael Cirillo","startTime":1757.46,"endTime":1759.62,"body":"about in the automotive"},{"speaker":"Michael Cirillo","startTime":1759.62,"endTime":1764.54,"body":"industry, in out in the public."},{"speaker":"Michael Cirillo","startTime":1759.62,"endTime":1764.54,"body":"And it takes a great deal of"},{"speaker":"Michael Cirillo","startTime":1764.63,"endTime":1769.55,"body":"courage, I think, to have enough"},{"speaker":"Michael Cirillo","startTime":1764.63,"endTime":1769.55,"body":"self awareness to know what you"},{"speaker":"Michael Cirillo","startTime":1769.58,"endTime":1772.7,"body":"what you're like what your mode"},{"speaker":"Michael Cirillo","startTime":1769.58,"endTime":1772.7,"body":"of operation is, and to"},{"speaker":"Michael Cirillo","startTime":1772.73,"endTime":1777.11,"body":"proactively kind of almost go"},{"speaker":"Michael Cirillo","startTime":1772.73,"endTime":1777.11,"body":"against it, like create"},{"speaker":"Michael Cirillo","startTime":1777.11,"endTime":1779.96,"body":"intentional friction against"},{"speaker":"Michael Cirillo","startTime":1777.11,"endTime":1779.96,"body":"yourself to go and do the big"},{"speaker":"Michael Cirillo","startTime":1779.96,"endTime":1784.1,"body":"thing because I think the world"},{"speaker":"Michael Cirillo","startTime":1779.96,"endTime":1784.1,"body":"that we live in today, we, you"},{"speaker":"Michael Cirillo","startTime":1784.1,"endTime":1787.31,"body":"know, on mass, we spend more"},{"speaker":"Michael Cirillo","startTime":1784.1,"endTime":1787.31,"body":"time talking ourselves out of"},{"speaker":"Michael Cirillo","startTime":1787.31,"endTime":1791.57,"body":"doing something that we want to"},{"speaker":"Michael Cirillo","startTime":1787.31,"endTime":1791.57,"body":"do for fear of whatever. And so"},{"speaker":"Michael Cirillo","startTime":1791.57,"endTime":1795.65,"body":"that conviction that ability to"},{"speaker":"Michael Cirillo","startTime":1791.57,"endTime":1795.65,"body":"be vulnerable, and do the thing"},{"speaker":"Michael Cirillo","startTime":1795.65,"endTime":1798.59,"body":"regardless requires a great"},{"speaker":"Michael Cirillo","startTime":1795.65,"endTime":1798.59,"body":"amount of courage and that"},{"speaker":"Michael Cirillo","startTime":1798.68,"endTime":1801.71,"body":"therein lies the differentiator,"},{"speaker":"Michael Cirillo","startTime":1798.68,"endTime":1801.71,"body":"you know what I mean? Like, and"},{"speaker":"Michael Cirillo","startTime":1801.71,"endTime":1803.75,"body":"that's something that I just"},{"speaker":"Michael Cirillo","startTime":1801.71,"endTime":1803.75,"body":"picked up on. And I think it's"},{"speaker":"Michael Cirillo","startTime":1803.75,"endTime":1806.06,"body":"worth noting for those that are"},{"speaker":"Michael Cirillo","startTime":1803.75,"endTime":1806.06,"body":"listening. That's what's"},{"speaker":"Michael Cirillo","startTime":1806.06,"endTime":1810.47,"body":"brilliant to me about ASOTU. And"},{"speaker":"Michael Cirillo","startTime":1806.06,"endTime":1810.47,"body":"this mission and Auto Collabs."},{"speaker":"Michael Cirillo","startTime":1810.47,"endTime":1813.17,"body":"And having these types of"},{"speaker":"Michael Cirillo","startTime":1810.47,"endTime":1813.17,"body":"conversations, this is how we"},{"speaker":"Michael Cirillo","startTime":1813.17,"endTime":1816.17,"body":"elevate this industry is by"},{"speaker":"Michael Cirillo","startTime":1813.17,"endTime":1816.17,"body":"saying like, hey, guess what,"},{"speaker":"Michael Cirillo","startTime":1816.17,"endTime":1819.83,"body":"we're, we are not automotive. We"},{"speaker":"Michael Cirillo","startTime":1816.17,"endTime":1819.83,"body":"are people that work in"},{"speaker":"Michael Cirillo","startTime":1819.83,"endTime":1823.37,"body":"automotive, and as people, we"},{"speaker":"Michael Cirillo","startTime":1819.83,"endTime":1823.37,"body":"have these things, and you can"},{"speaker":"Michael Cirillo","startTime":1823.37,"endTime":1826.76,"body":"be as courageous as Tom, and you"},{"speaker":"Michael Cirillo","startTime":1823.37,"endTime":1826.76,"body":"can go and do the things that"},{"speaker":"Michael Cirillo","startTime":1826.76,"endTime":1829.19,"body":"you want to do with as much"},{"speaker":"Michael Cirillo","startTime":1826.76,"endTime":1829.19,"body":"conviction. She"},{"speaker":"Paul Daly","startTime":1830.69,"endTime":1834.23,"body":"was a way to wrap it"},{"speaker":"Paul Daly","startTime":1830.69,"endTime":1834.23,"body":"on with that. Michael,"},{"speaker":"Michael Cirillo","startTime":1836.12,"endTime":1838.82,"body":"put on that on"},{"speaker":"Michael Cirillo","startTime":1836.12,"endTime":1838.82,"body":"that note about myself, Michael"},{"speaker":"Michael Cirillo","startTime":1838.82,"endTime":1843.02,"body":"Cirillo. Paul J Daly, and Kyle"},{"speaker":"Michael Cirillo","startTime":1838.82,"endTime":1843.02,"body":"Mountsier. Thanks for joining us"},{"speaker":"Michael Cirillo","startTime":1843.05,"endTime":1844.25,"body":"on Auto Collabs."},{"speaker":"Unknown","startTime":1844.67,"endTime":1848.12,"body":"Sign up for our free"},{"speaker":"Unknown","startTime":1844.67,"endTime":1848.12,"body":"and fun to read daily email for"},{"speaker":"Unknown","startTime":1848.12,"endTime":1851.93,"body":"free shot of relevant news and"},{"speaker":"Unknown","startTime":1848.12,"endTime":1851.93,"body":"automotive, retail media and pop"},{"speaker":"Unknown","startTime":1851.93,"endTime":1857.78,"body":"culture. You can get it now at"},{"speaker":"Unknown","startTime":1851.93,"endTime":1857.78,"body":"asotu.com That's ASOTU.com If"},{"speaker":"Unknown","startTime":1857.78,"endTime":1861.05,"body":"you love this podcast, please"},{"speaker":"Unknown","startTime":1857.78,"endTime":1861.05,"body":"leave us a review and share it"},{"speaker":"Unknown","startTime":1861.05,"endTime":1864.08,"body":"with a friend. Thanks again for"},{"speaker":"Unknown","startTime":1861.05,"endTime":1864.08,"body":"listening. We'll see you next"},{"speaker":"Unknown","startTime":1864.08,"endTime":1864.32,"body":"time."}]}