{"version":"1.0.0","segments":[{"speaker":"Michael Cirillo","startTime":0.3,"endTime":2.94,"body":"I was shocked"},{"speaker":"Michael Cirillo","startTime":0.3,"endTime":2.94,"body":"the first time I had ever met"},{"speaker":"Michael Cirillo","startTime":2.94,"endTime":6.3,"body":"Durran Cage shocked for a couple"},{"speaker":"Michael Cirillo","startTime":2.94,"endTime":6.3,"body":"of reasons."},{"speaker":"Paul Daly","startTime":6.84,"endTime":8.43,"body":"I already know what"},{"speaker":"Paul Daly","startTime":6.84,"endTime":8.43,"body":"one of them's gonna be"},{"speaker":"Unknown","startTime":15.03,"endTime":16.98,"body":"this is Auto Collabs"},{"speaker":"Michael Cirillo","startTime":17.19,"endTime":18.33,"body":"the first one"},{"speaker":"Michael Cirillo","startTime":17.19,"endTime":18.33,"body":"because"},{"speaker":"Kyle Mountsier","startTime":18.36,"endTime":20.85,"body":"it says because"},{"speaker":"Kyle Mountsier","startTime":18.36,"endTime":20.85,"body":"he was taller than you that"},{"speaker":"Kyle Mountsier","startTime":20.85,"endTime":24.99,"body":"doesn't work in your situation."},{"speaker":"Kyle Mountsier","startTime":20.85,"endTime":24.99,"body":"I know. But like, Aren't you"},{"speaker":"Kyle Mountsier","startTime":24.99,"endTime":26.43,"body":"shocked by everybody? You're"},{"speaker":"Kyle Mountsier","startTime":24.99,"endTime":26.43,"body":"like,"},{"speaker":"Michael Cirillo","startTime":27.18,"endTime":29.1,"body":"Wow, no,"},{"speaker":"Michael Cirillo","startTime":27.18,"endTime":29.1,"body":"because it was that I needed"},{"speaker":"Michael Cirillo","startTime":29.1,"endTime":35.7,"body":"binoculars to see his face. Like"},{"speaker":"Michael Cirillo","startTime":29.1,"endTime":35.7,"body":"tall was one thing to be"},{"speaker":"Michael Cirillo","startTime":35.73,"endTime":37.71,"body":"insanely stratospherical"},{"speaker":"Paul Daly","startTime":37.739,"endTime":40.199,"body":"is a total different."},{"speaker":"Paul Daly","startTime":37.739,"endTime":40.199,"body":"Like if he"},{"speaker":"Kyle Mountsier","startTime":40.2,"endTime":42.3,"body":"was he's like"},{"speaker":"Kyle Mountsier","startTime":40.2,"endTime":42.3,"body":"he's trying to high five him"},{"speaker":"Kyle Mountsier","startTime":42.33,"endTime":42.93,"body":"jumping."},{"speaker":"Michael Cirillo","startTime":44.01,"endTime":46.56,"body":"I was like,"},{"speaker":"Michael Cirillo","startTime":44.01,"endTime":46.56,"body":"reaching his belt buckle at one"},{"speaker":"Michael Cirillo","startTime":46.56,"endTime":49.62,"body":"time. I think I got like, stuck"},{"speaker":"Michael Cirillo","startTime":46.56,"endTime":49.62,"body":"on his belt buckle and he just"},{"speaker":"Michael Cirillo","startTime":49.62,"endTime":50.13,"body":"like dreads"},{"speaker":"Paul Daly","startTime":50.37,"endTime":52.74,"body":"special kinda height."},{"speaker":"Paul Daly","startTime":50.37,"endTime":52.74,"body":"It's a special."},{"speaker":"Michael Cirillo","startTime":53.32,"endTime":55.66,"body":"Like if they"},{"speaker":"Michael Cirillo","startTime":53.32,"endTime":55.66,"body":"cast Durran cage to play"},{"speaker":"Michael Cirillo","startTime":55.66,"endTime":59.35,"body":"Hercules which he has the"},{"speaker":"Michael Cirillo","startTime":55.66,"endTime":59.35,"body":"physique to do. He would not"},{"speaker":"Michael Cirillo","startTime":59.35,"endTime":62.83,"body":"have to climb Mount Olympus. He"},{"speaker":"Michael Cirillo","startTime":59.35,"endTime":62.83,"body":"would just have to go on his"},{"speaker":"Michael Cirillo","startTime":62.83,"endTime":67.0,"body":"tippy toes. And his he would see"},{"speaker":"Michael Cirillo","startTime":62.83,"endTime":67.0,"body":"the mount top of Mount Olympus."},{"speaker":"Michael Cirillo","startTime":67.0,"endTime":67.87,"body":"He's so tall. Yeah,"},{"speaker":"Kyle Mountsier","startTime":67.87,"endTime":69.37,"body":"wiggle is a"},{"speaker":"Kyle Mountsier","startTime":67.87,"endTime":69.37,"body":"little Yes."},{"speaker":"Michael Cirillo","startTime":70.75,"endTime":73.12,"body":"He's got and"},{"speaker":"Michael Cirillo","startTime":70.75,"endTime":73.12,"body":"the second thing that was"},{"speaker":"Michael Cirillo","startTime":73.12,"endTime":78.16,"body":"shocking to me was how, even"},{"speaker":"Michael Cirillo","startTime":73.12,"endTime":78.16,"body":"like, you know, usually you see"},{"speaker":"Michael Cirillo","startTime":78.16,"endTime":81.22,"body":"people online and you're like,"},{"speaker":"Michael Cirillo","startTime":78.16,"endTime":81.22,"body":"what a strapling good looking"},{"speaker":"Michael Cirillo","startTime":81.22,"endTime":83.95,"body":"brute? Yeah. And then you meet"},{"speaker":"Michael Cirillo","startTime":81.22,"endTime":83.95,"body":"that person in real life. And"},{"speaker":"Michael Cirillo","startTime":83.95,"endTime":87.37,"body":"you're like, cool. So you took"},{"speaker":"Michael Cirillo","startTime":83.95,"endTime":87.37,"body":"your profile photo 18 years ago,"},{"speaker":"Michael Cirillo","startTime":87.37,"endTime":90.46,"body":"your high school glamour shot"},{"speaker":"Michael Cirillo","startTime":87.37,"endTime":90.46,"body":"those your high school, but he"},{"speaker":"Michael Cirillo","startTime":90.46,"endTime":94.42,"body":"is strikingly beautiful in real"},{"speaker":"Michael Cirillo","startTime":90.46,"endTime":94.42,"body":"life. And that's a shock to me"},{"speaker":"Michael Cirillo","startTime":94.42,"endTime":96.49,"body":"and makes me annoyed all in the"},{"speaker":"Michael Cirillo","startTime":94.42,"endTime":96.49,"body":"same bundle."},{"speaker":"Paul Daly","startTime":96.52,"endTime":99.19,"body":"I do. Every time I"},{"speaker":"Paul Daly","startTime":96.52,"endTime":99.19,"body":"see him. I call him the Denzel"},{"speaker":"Paul Daly","startTime":99.22,"endTime":102.97,"body":"of the automotive industry. He"},{"speaker":"Paul Daly","startTime":99.22,"endTime":102.97,"body":"did you know that when they"},{"speaker":"Paul Daly","startTime":102.97,"endTime":106.48,"body":"tested this is a random comment"},{"speaker":"Paul Daly","startTime":102.97,"endTime":106.48,"body":"that does tie back when they"},{"speaker":"Paul Daly","startTime":106.51,"endTime":110.41,"body":"tested faces in front of babies"},{"speaker":"Paul Daly","startTime":106.51,"endTime":110.41,"body":"to see which ones made them"},{"speaker":"Paul Daly","startTime":110.41,"endTime":116.2,"body":"smile. Denzel Washington was"},{"speaker":"Paul Daly","startTime":110.41,"endTime":116.2,"body":"number one. Not really. So"},{"speaker":"Paul Daly","startTime":116.2,"endTime":118.09,"body":"absolutely. And it has to"},{"speaker":"Michael Cirillo","startTime":118.09,"endTime":119.8,"body":"do with"},{"speaker":"Michael Cirillo","startTime":118.09,"endTime":119.8,"body":"symmetry. All right, okay."},{"speaker":"Paul Daly","startTime":119.83,"endTime":123.16,"body":"They say it has to do"},{"speaker":"Paul Daly","startTime":119.83,"endTime":123.16,"body":"this. Okay. Oh, no, but I bet"},{"speaker":"Paul Daly","startTime":123.16,"endTime":127.96,"body":"Durran Cage has the same effect,"},{"speaker":"Paul Daly","startTime":123.16,"endTime":127.96,"body":"honestly. And then you pair him"},{"speaker":"Paul Daly","startTime":128.14,"endTime":132.07,"body":"with his rockstar wife, Paige"},{"speaker":"Paul Daly","startTime":128.14,"endTime":132.07,"body":"Cage. And when they walk into a"},{"speaker":"Paul Daly","startTime":132.07,"endTime":135.31,"body":"room you feel like Hollywood"},{"speaker":"Paul Daly","startTime":132.07,"endTime":135.31,"body":"just showed up seriously."},{"speaker":"Kyle Mountsier","startTime":135.63,"endTime":137.94,"body":"And they walk in"},{"speaker":"Kyle Mountsier","startTime":135.63,"endTime":137.94,"body":"like that. It's like a little"},{"speaker":"Kyle Mountsier","startTime":137.94,"endTime":139.8,"body":"bit of swagger, right? A little"},{"speaker":"Kyle Mountsier","startTime":137.94,"endTime":139.8,"body":"bit"},{"speaker":"Michael Cirillo","startTime":139.8,"endTime":141.21,"body":"late, a little"},{"speaker":"Michael Cirillo","startTime":139.8,"endTime":141.21,"body":"bit late, a"},{"speaker":"Paul Daly","startTime":141.21,"endTime":144.27,"body":"little late, a lot of"},{"speaker":"Paul Daly","startTime":141.21,"endTime":144.27,"body":"kindness and a lot of kindness,"},{"speaker":"Paul Daly","startTime":144.27,"endTime":145.11,"body":"lot of smiles a"},{"speaker":"Kyle Mountsier","startTime":145.0,"endTime":147.16,"body":"lot of kindness."},{"speaker":"Kyle Mountsier","startTime":145.0,"endTime":147.16,"body":"And he carries that, you know,"},{"speaker":"Kyle Mountsier","startTime":147.16,"endTime":149.38,"body":"I've had to I've had the"},{"speaker":"Kyle Mountsier","startTime":147.16,"endTime":149.38,"body":"pleasure of getting to know him"},{"speaker":"Kyle Mountsier","startTime":149.38,"endTime":152.41,"body":"like in the way that he works"},{"speaker":"Kyle Mountsier","startTime":149.38,"endTime":152.41,"body":"with dealers a little bit. And"},{"speaker":"Kyle Mountsier","startTime":152.41,"endTime":155.32,"body":"he carries that right in his"},{"speaker":"Kyle Mountsier","startTime":152.41,"endTime":155.32,"body":"passion for people the way he"},{"speaker":"Kyle Mountsier","startTime":155.32,"endTime":158.32,"body":"cares about stores. The way he"},{"speaker":"Kyle Mountsier","startTime":155.32,"endTime":158.32,"body":"gets like, emotionally and"},{"speaker":"Kyle Mountsier","startTime":158.32,"endTime":160.99,"body":"mentally invested. He's like,"},{"speaker":"Kyle Mountsier","startTime":158.32,"endTime":160.99,"body":"No, I want to see them succeed."},{"speaker":"Kyle Mountsier","startTime":160.99,"endTime":165.64,"body":"So bad, right, bad. And so he"},{"speaker":"Kyle Mountsier","startTime":160.99,"endTime":165.64,"body":"carries that in. Well, we hope"},{"speaker":"Kyle Mountsier","startTime":165.64,"endTime":168.91,"body":"that you enjoy our conversation"},{"speaker":"Kyle Mountsier","startTime":165.64,"endTime":168.91,"body":"with Durran Cage."},{"speaker":"Kyle Mountsier","startTime":177.13,"endTime":182.59,"body":"There are few people in"},{"speaker":"Kyle Mountsier","startTime":177.13,"endTime":182.59,"body":"automotive that can be as"},{"speaker":"Kyle Mountsier","startTime":182.59,"endTime":187.63,"body":"dynamic as this man Durran Cage."},{"speaker":"Kyle Mountsier","startTime":182.59,"endTime":187.63,"body":"Thank you so much. You"},{"speaker":"Paul Daly","startTime":187.63,"endTime":189.55,"body":"forgot handsome"},{"speaker":"Paul Daly","startTime":187.63,"endTime":189.55,"body":"George forgot handsome,"},{"speaker":"Kyle Mountsier","startTime":189.97,"endTime":193.51,"body":"dynamic,"},{"speaker":"Kyle Mountsier","startTime":189.97,"endTime":193.51,"body":"handsome like the man that can"},{"speaker":"Kyle Mountsier","startTime":193.51,"endTime":197.08,"body":"look sly with that with glasses"},{"speaker":"Kyle Mountsier","startTime":193.51,"endTime":197.08,"body":"without glasses. He's got his no"},{"speaker":"Kyle Mountsier","startTime":197.08,"endTime":200.2,"body":"crisis can win shirt on today."},{"speaker":"Kyle Mountsier","startTime":197.08,"endTime":200.2,"body":"He's pulling the brand. It's"},{"speaker":"Kyle Mountsier","startTime":200.2,"endTime":204.43,"body":"unbelievable. This guy, I'm"},{"speaker":"Kyle Mountsier","startTime":200.2,"endTime":204.43,"body":"telling you, you are everywhere."},{"speaker":"Kyle Mountsier","startTime":204.43,"endTime":207.61,"body":"And I'm so glad that you've"},{"speaker":"Kyle Mountsier","startTime":204.43,"endTime":207.61,"body":"joined us on Auto Collabs today,"},{"speaker":"Kyle Mountsier","startTime":207.61,"endTime":207.94,"body":"man."},{"speaker":"Durran Cage","startTime":208.72,"endTime":210.58,"body":"Man, that's the"},{"speaker":"Durran Cage","startTime":208.72,"endTime":210.58,"body":"first time I've been called"},{"speaker":"Durran Cage","startTime":210.58,"endTime":216.31,"body":"dynamic. So we're gonna call"},{"speaker":"Durran Cage","startTime":210.58,"endTime":216.31,"body":"that dynamic ran or website man"},{"speaker":"Durran Cage","startTime":216.31,"endTime":220.27,"body":"updated. That's dynamic. That's"},{"speaker":"Durran Cage","startTime":216.31,"endTime":220.27,"body":"a big, that's a big word."},{"speaker":"Paul Daly","startTime":221.35,"endTime":225.04,"body":"Literally second that"},{"speaker":"Paul Daly","startTime":221.35,"endTime":225.04,"body":"I second that this dynamic. I'll"},{"speaker":"Paul Daly","startTime":225.04,"endTime":225.31,"body":"take"},{"speaker":"Durran Cage","startTime":225.31,"endTime":228.46,"body":"that. So thank you,"},{"speaker":"Durran Cage","startTime":225.31,"endTime":228.46,"body":"Kyle. And thank you, Paul, both"},{"speaker":"Durran Cage","startTime":228.46,"endTime":231.4,"body":"for having me on. And for"},{"speaker":"Durran Cage","startTime":228.46,"endTime":231.4,"body":"everything that you guys have"},{"speaker":"Durran Cage","startTime":231.4,"endTime":233.95,"body":"done in the industry. It's"},{"speaker":"Durran Cage","startTime":231.4,"endTime":233.95,"body":"refreshing. It's cool. And I'm"},{"speaker":"Durran Cage","startTime":233.95,"endTime":237.25,"body":"just thankful to be a part of"},{"speaker":"Durran Cage","startTime":233.95,"endTime":237.25,"body":"it. And I get to learn from two"},{"speaker":"Durran Cage","startTime":237.25,"endTime":238.06,"body":"of the greatest."},{"speaker":"Kyle Mountsier","startTime":238.96,"endTime":240.85,"body":"Awesome,"},{"speaker":"Kyle Mountsier","startTime":238.96,"endTime":240.85,"body":"awesome. All right, so I get the"},{"speaker":"Kyle Mountsier","startTime":240.85,"endTime":246.07,"body":"first question. I get the first"},{"speaker":"Kyle Mountsier","startTime":240.85,"endTime":246.07,"body":"punch. All right. So so Durran"},{"speaker":"Kyle Mountsier","startTime":246.1,"endTime":249.13,"body":"you you've been consulting now"},{"speaker":"Kyle Mountsier","startTime":246.1,"endTime":249.13,"body":"for some time, and you work with"},{"speaker":"Kyle Mountsier","startTime":249.13,"endTime":252.43,"body":"dealerships and the BDC and all"},{"speaker":"Kyle Mountsier","startTime":249.13,"endTime":252.43,"body":"that type of stuff. But you've"},{"speaker":"Kyle Mountsier","startTime":252.43,"endTime":256.42,"body":"got a long history on the retail"},{"speaker":"Kyle Mountsier","startTime":252.43,"endTime":256.42,"body":"side of the business actually"},{"speaker":"Kyle Mountsier","startTime":256.54,"endTime":262.18,"body":"walk us back into kind of those"},{"speaker":"Kyle Mountsier","startTime":256.54,"endTime":262.18,"body":"early years in automotive and"},{"speaker":"Kyle Mountsier","startTime":262.18,"endTime":265.96,"body":"and what like how you saw them"},{"speaker":"Kyle Mountsier","startTime":262.18,"endTime":265.96,"body":"preparing you for what you're"},{"speaker":"Kyle Mountsier","startTime":265.96,"endTime":266.89,"body":"doing right now?"},{"speaker":"Durran Cage","startTime":267.47,"endTime":269.78,"body":"Yeah, so in the"},{"speaker":"Durran Cage","startTime":267.47,"endTime":269.78,"body":"early days of automotive, it's"},{"speaker":"Durran Cage","startTime":269.78,"endTime":274.58,"body":"almost three phases. First phase"},{"speaker":"Durran Cage","startTime":269.78,"endTime":274.58,"body":"was like 2002 selling cars as a"},{"speaker":"Durran Cage","startTime":274.58,"endTime":277.28,"body":"green pea you know a lot of us"},{"speaker":"Durran Cage","startTime":274.58,"endTime":277.28,"body":"where you just kind of go out"},{"speaker":"Durran Cage","startTime":277.28,"endTime":280.79,"body":"there you make a make a friend"},{"speaker":"Durran Cage","startTime":277.28,"endTime":280.79,"body":"and you make a what a sale,"},{"speaker":"Durran Cage","startTime":280.82,"endTime":285.05,"body":"right? That's what you learned."},{"speaker":"Durran Cage","startTime":280.82,"endTime":285.05,"body":"Then it gets to like 2008 Six"},{"speaker":"Durran Cage","startTime":285.05,"endTime":287.48,"body":"years later, I'm back on the"},{"speaker":"Durran Cage","startTime":285.05,"endTime":287.48,"body":"retail and then now it's more"},{"speaker":"Durran Cage","startTime":287.48,"endTime":291.38,"body":"the digital aspect. So now it's"},{"speaker":"Durran Cage","startTime":287.48,"endTime":291.38,"body":"it's dealing with the internet"},{"speaker":"Durran Cage","startTime":291.38,"endTime":293.81,"body":"leads, you know, people are"},{"speaker":"Durran Cage","startTime":291.38,"endTime":293.81,"body":"still kind of scared trying to"},{"speaker":"Durran Cage","startTime":293.81,"endTime":297.29,"body":"figure out how to work that"},{"speaker":"Durran Cage","startTime":293.81,"endTime":297.29,"body":"thing out. But you got 2008 to"},{"speaker":"Durran Cage","startTime":297.29,"endTime":302.3,"body":"2016 where I'm in retail. In And"},{"speaker":"Durran Cage","startTime":297.29,"endTime":302.3,"body":"there's so much digital"},{"speaker":"Durran Cage","startTime":302.3,"endTime":304.88,"body":"transformation that's happening"},{"speaker":"Durran Cage","startTime":302.3,"endTime":304.88,"body":"during that time, you know,"},{"speaker":"Durran Cage","startTime":304.88,"endTime":309.08,"body":"we're starting to see CRMs being"},{"speaker":"Durran Cage","startTime":304.88,"endTime":309.08,"body":"used more video being used more"},{"speaker":"Durran Cage","startTime":309.08,"endTime":312.14,"body":"and even back then I talked"},{"speaker":"Durran Cage","startTime":309.08,"endTime":312.14,"body":"about this a lot, even digital"},{"speaker":"Durran Cage","startTime":312.14,"endTime":316.55,"body":"retailing is already starting to"},{"speaker":"Durran Cage","startTime":312.14,"endTime":316.55,"body":"become a thing back in 2007."},{"speaker":"Durran Cage","startTime":316.58,"endTime":318.95,"body":"It's just now of course, we know"},{"speaker":"Durran Cage","startTime":316.58,"endTime":318.95,"body":"what the narrative over the last"},{"speaker":"Durran Cage","startTime":318.95,"endTime":323.69,"body":"few years. But the biggest thing"},{"speaker":"Durran Cage","startTime":318.95,"endTime":323.69,"body":"that I've seen is just speed,"},{"speaker":"Durran Cage","startTime":323.72,"endTime":326.15,"body":"you know, speed of learning how"},{"speaker":"Durran Cage","startTime":323.72,"endTime":326.15,"body":"to use the innovations that"},{"speaker":"Durran Cage","startTime":326.15,"endTime":329.21,"body":"we're getting. So it's like, we"},{"speaker":"Durran Cage","startTime":326.15,"endTime":329.21,"body":"can all sell cars, but there's"},{"speaker":"Durran Cage","startTime":329.21,"endTime":332.36,"body":"so much innovation and tech"},{"speaker":"Durran Cage","startTime":329.21,"endTime":332.36,"body":"that's there. And I posted about"},{"speaker":"Durran Cage","startTime":332.36,"endTime":335.18,"body":"this recently, but just making"},{"speaker":"Durran Cage","startTime":332.36,"endTime":335.18,"body":"sure that we're aligning with"},{"speaker":"Durran Cage","startTime":335.18,"endTime":338.72,"body":"the tech and the innovations and"},{"speaker":"Durran Cage","startTime":335.18,"endTime":338.72,"body":"using it to the best of not just"},{"speaker":"Durran Cage","startTime":338.72,"endTime":341.54,"body":"the customer experience, but"},{"speaker":"Durran Cage","startTime":338.72,"endTime":341.54,"body":"also for the employee"},{"speaker":"Durran Cage","startTime":341.54,"endTime":344.75,"body":"experience. But that's what I've"},{"speaker":"Durran Cage","startTime":341.54,"endTime":344.75,"body":"seen over the last several years"},{"speaker":"Durran Cage","startTime":344.75,"endTime":346.67,"body":"and several several years in"},{"speaker":"Durran Cage","startTime":344.75,"endTime":346.67,"body":"retail."},{"speaker":"Kyle Mountsier","startTime":346.0,"endTime":350.65,"body":"Okay, so take me"},{"speaker":"Kyle Mountsier","startTime":346.0,"endTime":350.65,"body":"back like, 08 09, which is the"},{"speaker":"Kyle Mountsier","startTime":350.65,"endTime":354.46,"body":"recession, you know, you got"},{"speaker":"Kyle Mountsier","startTime":350.65,"endTime":354.46,"body":"cash for clunkers. And I"},{"speaker":"Kyle Mountsier","startTime":354.46,"endTime":357.1,"body":"remember, that's when I came in"},{"speaker":"Kyle Mountsier","startTime":354.46,"endTime":357.1,"body":"the business, right? So the"},{"speaker":"Kyle Mountsier","startTime":357.1,"endTime":362.5,"body":"store that I was at, and it was"},{"speaker":"Kyle Mountsier","startTime":357.1,"endTime":362.5,"body":"nuts, literally the last I came"},{"speaker":"Kyle Mountsier","startTime":362.5,"endTime":365.2,"body":"into the business the last week"},{"speaker":"Kyle Mountsier","startTime":362.5,"endTime":365.2,"body":"of cash for clunkers. That's not"},{"speaker":"Kyle Mountsier","startTime":365.2,"endTime":367.66,"body":"a joke, right? It was like,"},{"speaker":"Kyle Mountsier","startTime":365.2,"endTime":367.66,"body":"there were cars literally"},{"speaker":"Kyle Mountsier","startTime":367.66,"endTime":370.63,"body":"stacked on stacked in the back"},{"speaker":"Kyle Mountsier","startTime":367.66,"endTime":370.63,"body":"of the lot. I feel like it was"},{"speaker":"Kyle Mountsier","startTime":370.63,"endTime":375.25,"body":"unbelievable. But take us back"},{"speaker":"Kyle Mountsier","startTime":370.63,"endTime":375.25,"body":"to that. Because I remember at"},{"speaker":"Kyle Mountsier","startTime":375.25,"endTime":378.1,"body":"my store, and at least the"},{"speaker":"Kyle Mountsier","startTime":375.25,"endTime":378.1,"body":"stores that I knew back then in"},{"speaker":"Kyle Mountsier","startTime":378.1,"endTime":382.54,"body":"the area that I was at, you"},{"speaker":"Kyle Mountsier","startTime":378.1,"endTime":382.54,"body":"would have like one, maybe two"},{"speaker":"Kyle Mountsier","startTime":382.54,"endTime":387.34,"body":"people that like understood that"},{"speaker":"Kyle Mountsier","startTime":382.54,"endTime":387.34,"body":"even the website existed still"},{"speaker":"Kyle Mountsier","startTime":387.34,"endTime":390.04,"body":"at that point, right? I mean, I"},{"speaker":"Kyle Mountsier","startTime":387.34,"endTime":390.04,"body":"know that we're already in"},{"speaker":"Kyle Mountsier","startTime":390.04,"endTime":392.26,"body":"smartphones, but in automotive,"},{"speaker":"Kyle Mountsier","startTime":390.04,"endTime":392.26,"body":"it's like, Yep, there's a"},{"speaker":"Kyle Mountsier","startTime":392.26,"endTime":395.35,"body":"website, and we get people that"},{"speaker":"Kyle Mountsier","startTime":392.26,"endTime":395.35,"body":"click on things send us"},{"speaker":"Kyle Mountsier","startTime":395.35,"endTime":398.38,"body":"information, then we call them"},{"speaker":"Kyle Mountsier","startTime":395.35,"endTime":398.38,"body":"type thing. Was that kind of"},{"speaker":"Kyle Mountsier","startTime":398.38,"endTime":400.78,"body":"your experience leading in? And"},{"speaker":"Kyle Mountsier","startTime":398.38,"endTime":400.78,"body":"were you at a little bit more of"},{"speaker":"Kyle Mountsier","startTime":400.78,"endTime":404.11,"body":"a progressive place? Like what"},{"speaker":"Kyle Mountsier","startTime":400.78,"endTime":404.11,"body":"did that first interaction from?"},{"speaker":"Kyle Mountsier","startTime":404.41,"endTime":407.62,"body":"You know, like, what is what was"},{"speaker":"Kyle Mountsier","startTime":404.41,"endTime":407.62,"body":"the learning matrix that you had"},{"speaker":"Kyle Mountsier","startTime":407.62,"endTime":409.63,"body":"to go through? Or your"},{"speaker":"Kyle Mountsier","startTime":407.62,"endTime":409.63,"body":"dealership had to go through at"},{"speaker":"Kyle Mountsier","startTime":409.63,"endTime":414.19,"body":"that point? In this like new"},{"speaker":"Kyle Mountsier","startTime":409.63,"endTime":414.19,"body":"internet, you know, ecommerce"},{"speaker":"Kyle Mountsier","startTime":414.4,"endTime":415.15,"body":"ecosystem?"},{"speaker":"Durran Cage","startTime":415.29,"endTime":418.38,"body":"Oh, yeah, no, I can"},{"speaker":"Durran Cage","startTime":415.29,"endTime":418.38,"body":"remember like yesterday, because"},{"speaker":"Durran Cage","startTime":418.92,"endTime":422.31,"body":"the dealership I was at, we have"},{"speaker":"Durran Cage","startTime":418.92,"endTime":422.31,"body":"a projector. So literally, I"},{"speaker":"Durran Cage","startTime":422.31,"endTime":425.19,"body":"hooked up the laptop. And I was"},{"speaker":"Durran Cage","startTime":422.31,"endTime":425.19,"body":"showing them what was that"},{"speaker":"Durran Cage","startTime":425.19,"endTime":427.89,"body":"website? Was it like fast? I'm"},{"speaker":"Durran Cage","startTime":425.19,"endTime":427.89,"body":"trying to remember what it was"},{"speaker":"Durran Cage","startTime":427.89,"endTime":431.85,"body":"something.gov Whatever, that"},{"speaker":"Durran Cage","startTime":427.89,"endTime":431.85,"body":"kept up with a fuel efficiency."},{"speaker":"Durran Cage","startTime":432.24,"endTime":435.09,"body":"Oh, my gosh, yeah. But in the"},{"speaker":"Durran Cage","startTime":432.24,"endTime":435.09,"body":"competitive models, maybe you"},{"speaker":"Durran Cage","startTime":435.09,"endTime":439.83,"body":"could put it in here. And so the"},{"speaker":"Durran Cage","startTime":435.09,"endTime":439.83,"body":"best way was, we would just get"},{"speaker":"Durran Cage","startTime":439.83,"endTime":442.38,"body":"the whole team in there. And I"},{"speaker":"Durran Cage","startTime":439.83,"endTime":442.38,"body":"would just pull it up on the"},{"speaker":"Durran Cage","startTime":442.38,"endTime":445.53,"body":"computer. And we would just show"},{"speaker":"Durran Cage","startTime":442.38,"endTime":445.53,"body":"him everything. Like, here's"},{"speaker":"Durran Cage","startTime":445.53,"endTime":447.69,"body":"where the site is, here's how"},{"speaker":"Durran Cage","startTime":445.53,"endTime":447.69,"body":"we're going to mark it. We"},{"speaker":"Durran Cage","startTime":447.69,"endTime":451.11,"body":"printed off all the materials as"},{"speaker":"Durran Cage","startTime":447.69,"endTime":451.11,"body":"well. So we made sure to make it"},{"speaker":"Durran Cage","startTime":451.14,"endTime":455.1,"body":"we pretty much merchandise our"},{"speaker":"Durran Cage","startTime":451.14,"endTime":455.1,"body":"store to match what that what"},{"speaker":"Durran Cage","startTime":455.1,"endTime":458.94,"body":"that message was. And then the"},{"speaker":"Durran Cage","startTime":455.1,"endTime":458.94,"body":"one of the best things we did is"},{"speaker":"Durran Cage","startTime":458.94,"endTime":461.97,"body":"we bought it was cash for"},{"speaker":"Durran Cage","startTime":458.94,"endTime":461.97,"body":"clunkers.org. Or it was dot"},{"speaker":"Durran Cage","startTime":461.97,"endTime":465.03,"body":"something. So this is back when"},{"speaker":"Durran Cage","startTime":461.97,"endTime":465.03,"body":"most people wouldn't invest no"},{"speaker":"Durran Cage","startTime":465.33,"endTime":469.05,"body":"GS, though. Yeah. And so we put"},{"speaker":"Durran Cage","startTime":465.33,"endTime":469.05,"body":"billboards all over West"},{"speaker":"Durran Cage","startTime":469.05,"endTime":473.79,"body":"Tennessee. And we did. Yeah, we"},{"speaker":"Durran Cage","startTime":469.05,"endTime":473.79,"body":"built a microsite. And then we"},{"speaker":"Durran Cage","startTime":473.79,"endTime":476.67,"body":"had everybody just going to cash"},{"speaker":"Durran Cage","startTime":473.79,"endTime":476.67,"body":"for clunkers.org It was like"},{"speaker":"Durran Cage","startTime":476.67,"endTime":480.09,"body":"cash for clunkers. T n.org. It"},{"speaker":"Durran Cage","startTime":476.67,"endTime":480.09,"body":"was something but we put"},{"speaker":"Durran Cage","startTime":480.09,"endTime":483.48,"body":"billboards everywhere. It came"},{"speaker":"Durran Cage","startTime":480.09,"endTime":483.48,"body":"in to me and my team and we tore"},{"speaker":"Durran Cage","startTime":483.48,"endTime":484.53,"body":"it up. Let's go"},{"speaker":"Kyle Mountsier","startTime":484.54,"endTime":488.26,"body":"that's, that's a"},{"speaker":"Kyle Mountsier","startTime":484.54,"endTime":488.26,"body":"mate. Like, that sucks. You know"},{"speaker":"Kyle Mountsier","startTime":488.26,"endTime":491.89,"body":"what, you know what? Like the,"},{"speaker":"Kyle Mountsier","startTime":488.26,"endTime":491.89,"body":"the one of the greatest art,"},{"speaker":"Kyle Mountsier","startTime":492.1,"endTime":495.55,"body":"like one of the greatest art,"},{"speaker":"Kyle Mountsier","startTime":492.1,"endTime":495.55,"body":"art, art artists, artistic"},{"speaker":"Kyle Mountsier","startTime":495.55,"endTime":499.21,"body":"things that happens in"},{"speaker":"Kyle Mountsier","startTime":495.55,"endTime":499.21,"body":"automotive, or in business? Is"},{"speaker":"Kyle Mountsier","startTime":499.21,"endTime":502.42,"body":"people going like, there's a"},{"speaker":"Kyle Mountsier","startTime":499.21,"endTime":502.42,"body":"thing that's happening, I'm"},{"speaker":"Kyle Mountsier","startTime":502.42,"endTime":506.35,"body":"gonna buy the URL that people"},{"speaker":"Kyle Mountsier","startTime":502.42,"endTime":506.35,"body":"are gonna be like, Oh, that's"},{"speaker":"Kyle Mountsier","startTime":506.35,"endTime":511.03,"body":"where I go to find information."},{"speaker":"Kyle Mountsier","startTime":506.35,"endTime":511.03,"body":"So for you to so early on, as a"},{"speaker":"Kyle Mountsier","startTime":511.03,"endTime":514.42,"body":"store, go, oh, yeah, we're gonna"},{"speaker":"Kyle Mountsier","startTime":511.03,"endTime":514.42,"body":"capitalize on that heck at it,"},{"speaker":"Kyle Mountsier","startTime":514.45,"endTime":518.5,"body":"there's gonna be perfect. That's"},{"speaker":"Kyle Mountsier","startTime":514.45,"endTime":518.5,"body":"unbelievable. So was it like an"},{"speaker":"Kyle Mountsier","startTime":518.5,"endTime":522.22,"body":"education site? Or did you? Did"},{"speaker":"Kyle Mountsier","startTime":518.5,"endTime":522.22,"body":"you just like create a microsite"},{"speaker":"Kyle Mountsier","startTime":522.22,"endTime":525.01,"body":"of vehicles? What was like the"},{"speaker":"Kyle Mountsier","startTime":522.22,"endTime":525.01,"body":"intention around that?"},{"speaker":"Durran Cage","startTime":525.149,"endTime":527.819,"body":"Yeah, no, it was"},{"speaker":"Durran Cage","startTime":525.149,"endTime":527.819,"body":"just an education shots site. So"},{"speaker":"Durran Cage","startTime":527.819,"endTime":530.639,"body":"it just like broke down?"},{"speaker":"Durran Cage","startTime":527.819,"endTime":530.639,"body":"Exactly. Hey, here's what's"},{"speaker":"Durran Cage","startTime":530.639,"endTime":533.909,"body":"going on. Here's how this works."},{"speaker":"Durran Cage","startTime":530.639,"endTime":533.909,"body":"This is who we're affiliated"},{"speaker":"Durran Cage","startTime":533.909,"endTime":537.059,"body":"with. So we had our, you know,"},{"speaker":"Durran Cage","startTime":533.909,"endTime":537.059,"body":"our you can go to get more"},{"speaker":"Durran Cage","startTime":537.059,"endTime":540.209,"body":"information at this dealership"},{"speaker":"Durran Cage","startTime":537.059,"endTime":540.209,"body":"or fill out this information"},{"speaker":"Durran Cage","startTime":540.209,"endTime":542.429,"body":"below, and one of our team"},{"speaker":"Durran Cage","startTime":540.209,"endTime":542.429,"body":"members will be in touch with"},{"speaker":"Durran Cage","startTime":542.429,"endTime":545.279,"body":"you. So more informational,"},{"speaker":"Durran Cage","startTime":542.429,"endTime":545.279,"body":"educational, there wasn't"},{"speaker":"Durran Cage","startTime":545.309,"endTime":549.269,"body":"anything really about inventory."},{"speaker":"Durran Cage","startTime":545.309,"endTime":549.269,"body":"So you couldn't search inventory"},{"speaker":"Durran Cage","startTime":549.269,"endTime":553.619,"body":"by cars on there was 100% around"},{"speaker":"Durran Cage","startTime":549.269,"endTime":553.619,"body":"their car, and the fuel economy"},{"speaker":"Durran Cage","startTime":553.619,"endTime":554.879,"body":"and how to get that going. Wow."},{"speaker":"Kyle Mountsier","startTime":554.909,"endTime":557.039,"body":"Do you see any"},{"speaker":"Kyle Mountsier","startTime":554.909,"endTime":557.039,"body":"dealers doing that today? No."},{"speaker":"Kyle Mountsier","startTime":557.039,"endTime":561.299,"body":"You've seen dealers like, create"},{"speaker":"Kyle Mountsier","startTime":557.039,"endTime":561.299,"body":"education lanes around time."},{"speaker":"Kyle Mountsier","startTime":561.689,"endTime":566.549,"body":"It's like, it's like, you know,"},{"speaker":"Kyle Mountsier","startTime":561.689,"endTime":566.549,"body":"by E ve t at t n.com. Like"},{"speaker":"Kyle Mountsier","startTime":566.549,"endTime":569.729,"body":"someone go buy that thing right"},{"speaker":"Kyle Mountsier","startTime":566.549,"endTime":569.729,"body":"now, if you're in Tennessee, and"},{"speaker":"Kyle Mountsier","startTime":569.759,"endTime":573.599,"body":"I'm like, I'm mad at myself as a"},{"speaker":"Kyle Mountsier","startTime":569.759,"endTime":573.599,"body":"marketer for not creating"},{"speaker":"Kyle Mountsier","startTime":573.629,"endTime":577.679,"body":"education microsites that drive"},{"speaker":"Kyle Mountsier","startTime":573.629,"endTime":577.679,"body":"to our affiliate partner, the"},{"speaker":"Kyle Mountsier","startTime":577.679,"endTime":581.699,"body":"dealership over here. Yeah. Are"},{"speaker":"Kyle Mountsier","startTime":577.679,"endTime":581.699,"body":"you seeing that at all?"},{"speaker":"Durran Cage","startTime":581.0,"endTime":584.27,"body":"No, not much. And"},{"speaker":"Durran Cage","startTime":581.0,"endTime":584.27,"body":"you know, that's how you could"},{"speaker":"Durran Cage","startTime":584.27,"endTime":586.46,"body":"you remember a while back,"},{"speaker":"Durran Cage","startTime":584.27,"endTime":586.46,"body":"that's how third party lead"},{"speaker":"Durran Cage","startTime":586.46,"endTime":590.06,"body":"providers, not the inventory"},{"speaker":"Durran Cage","startTime":586.46,"endTime":590.06,"body":"ones but how they used to sell"},{"speaker":"Durran Cage","startTime":590.06,"endTime":592.19,"body":"us leads. And I know there's"},{"speaker":"Durran Cage","startTime":590.06,"endTime":592.19,"body":"still some companies that do"},{"speaker":"Durran Cage","startTime":592.19,"endTime":595.01,"body":"that not saying that it's wrong"},{"speaker":"Durran Cage","startTime":592.19,"endTime":595.01,"body":"if you're if you're buying from"},{"speaker":"Durran Cage","startTime":595.01,"endTime":598.4,"body":"that, but that's really all"},{"speaker":"Durran Cage","startTime":595.01,"endTime":598.4,"body":"those sites are, is their sites"},{"speaker":"Durran Cage","startTime":598.4,"endTime":602.57,"body":"that have lots of information"},{"speaker":"Durran Cage","startTime":598.4,"endTime":602.57,"body":"Lots of SEO content on em. And"},{"speaker":"Durran Cage","startTime":602.57,"endTime":604.82,"body":"then they draw customers there."},{"speaker":"Durran Cage","startTime":602.57,"endTime":604.82,"body":"And then they sell that back to"},{"speaker":"Durran Cage","startTime":604.82,"endTime":607.4,"body":"the dealership. And I've always"},{"speaker":"Durran Cage","startTime":604.82,"endTime":607.4,"body":"said, dealers, why don't you"},{"speaker":"Durran Cage","startTime":607.4,"endTime":610.91,"body":"have your own, like, why not"},{"speaker":"Durran Cage","startTime":607.4,"endTime":610.91,"body":"have your own information sites"},{"speaker":"Durran Cage","startTime":610.91,"endTime":613.91,"body":"and certain markets that you"},{"speaker":"Durran Cage","startTime":610.91,"endTime":613.91,"body":"work with, and filter it that"},{"speaker":"Durran Cage","startTime":613.91,"endTime":617.18,"body":"way back into your dealership,"},{"speaker":"Durran Cage","startTime":613.91,"endTime":617.18,"body":"that's just really around giving"},{"speaker":"Durran Cage","startTime":617.18,"endTime":617.96,"body":"them research, we"},{"speaker":"Paul Daly","startTime":617.97,"endTime":619.95,"body":"literally had this"},{"speaker":"Paul Daly","startTime":617.97,"endTime":619.95,"body":"conversation this morning,"},{"speaker":"Paul Daly","startTime":619.95,"endTime":622.53,"body":"because of the same frustration"},{"speaker":"Paul Daly","startTime":619.95,"endTime":622.53,"body":"we've been, we've been saying"},{"speaker":"Paul Daly","startTime":622.53,"endTime":626.22,"body":"this for the better part of a"},{"speaker":"Paul Daly","startTime":622.53,"endTime":626.22,"body":"year now. Like, just be the"},{"speaker":"Paul Daly","startTime":626.22,"endTime":628.71,"body":"smartest person on EVs in your"},{"speaker":"Paul Daly","startTime":626.22,"endTime":628.71,"body":"community, you have the"},{"speaker":"Paul Daly","startTime":628.71,"endTime":631.41,"body":"opportunity, the field is wide"},{"speaker":"Paul Daly","startTime":628.71,"endTime":631.41,"body":"open, I don't care if you're"},{"speaker":"Paul Daly","startTime":631.41,"endTime":635.01,"body":"single point, it doesn't matter"},{"speaker":"Paul Daly","startTime":631.41,"endTime":635.01,"body":"how big you are, physically, you"},{"speaker":"Paul Daly","startTime":635.01,"endTime":638.22,"body":"can be the biggest authority on"},{"speaker":"Paul Daly","startTime":635.01,"endTime":638.22,"body":"EVs in your region, in your"},{"speaker":"Paul Daly","startTime":638.22,"endTime":640.35,"body":"neighborhood, even in the"},{"speaker":"Paul Daly","startTime":638.22,"endTime":640.35,"body":"country these days, if you do a"},{"speaker":"Paul Daly","startTime":640.35,"endTime":643.74,"body":"good enough job, and I just"},{"speaker":"Paul Daly","startTime":640.35,"endTime":643.74,"body":"don't see it yet. And we might"},{"speaker":"Paul Daly","startTime":643.74,"endTime":644.28,"body":"have to do it."},{"speaker":"Kyle Mountsier","startTime":645.36,"endTime":647.88,"body":"That's"},{"speaker":"Kyle Mountsier","startTime":645.36,"endTime":647.88,"body":"unbelievable. So now I'm like,"},{"speaker":"Kyle Mountsier","startTime":647.88,"endTime":650.91,"body":"I'm done with the podcast,"},{"speaker":"Kyle Mountsier","startTime":647.88,"endTime":650.91,"body":"because I got like 18 marketing,"},{"speaker":"Kyle Mountsier","startTime":651.0,"endTime":654.06,"body":"we gotta go. Gotta go. Some"},{"speaker":"Kyle Mountsier","startTime":651.0,"endTime":654.06,"body":"people gotta put some education"},{"speaker":"Kyle Mountsier","startTime":654.06,"endTime":658.59,"body":"sites up. All right, so So fast"},{"speaker":"Kyle Mountsier","startTime":654.06,"endTime":658.59,"body":"forward just a little bit,"},{"speaker":"Kyle Mountsier","startTime":658.59,"endTime":662.4,"body":"because then you you kind of"},{"speaker":"Kyle Mountsier","startTime":658.59,"endTime":662.4,"body":"came through the industry"},{"speaker":"Kyle Mountsier","startTime":662.4,"endTime":664.92,"body":"partner matrix and went through"},{"speaker":"Kyle Mountsier","startTime":662.4,"endTime":664.92,"body":"that. And I want to fast"},{"speaker":"Kyle Mountsier","startTime":664.92,"endTime":668.31,"body":"forward, kind of the learning"},{"speaker":"Kyle Mountsier","startTime":664.92,"endTime":668.31,"body":"there to what you're doing now,"},{"speaker":"Kyle Mountsier","startTime":668.31,"endTime":672.63,"body":"which is, which is supporting"},{"speaker":"Kyle Mountsier","startTime":668.31,"endTime":672.63,"body":"and educating dealers on that"},{"speaker":"Kyle Mountsier","startTime":672.66,"endTime":675.72,"body":"primarily their business"},{"speaker":"Kyle Mountsier","startTime":672.66,"endTime":675.72,"body":"development practices, but also"},{"speaker":"Kyle Mountsier","startTime":675.72,"endTime":679.26,"body":"some level of marketing. Talk"},{"speaker":"Kyle Mountsier","startTime":675.72,"endTime":679.26,"body":"about maybe like the trends"},{"speaker":"Kyle Mountsier","startTime":679.26,"endTime":683.31,"body":"you're seeing in customer"},{"speaker":"Kyle Mountsier","startTime":679.26,"endTime":683.31,"body":"engagement, specifically, like"},{"speaker":"Kyle Mountsier","startTime":683.31,"endTime":686.79,"body":"how customers and dealerships"},{"speaker":"Kyle Mountsier","startTime":683.31,"endTime":686.79,"body":"are communicating and engaging"},{"speaker":"Kyle Mountsier","startTime":686.79,"endTime":689.76,"body":"with each other in this like"},{"speaker":"Kyle Mountsier","startTime":686.79,"endTime":689.76,"body":"sales process."},{"speaker":"Durran Cage","startTime":690.2,"endTime":692.57,"body":"Yeah, so the"},{"speaker":"Durran Cage","startTime":690.2,"endTime":692.57,"body":"biggest thing that I've seen"},{"speaker":"Durran Cage","startTime":692.57,"endTime":695.78,"body":"recently that I'm pushing for,"},{"speaker":"Durran Cage","startTime":692.57,"endTime":695.78,"body":"and people that you've seen my"},{"speaker":"Durran Cage","startTime":695.78,"endTime":699.32,"body":"content on social media is"},{"speaker":"Durran Cage","startTime":695.78,"endTime":699.32,"body":"really just empowering your"},{"speaker":"Durran Cage","startTime":699.32,"endTime":703.16,"body":"employees more to be able to"},{"speaker":"Durran Cage","startTime":699.32,"endTime":703.16,"body":"create that smooth experience"},{"speaker":"Durran Cage","startTime":703.16,"endTime":705.35,"body":"for the customers. Because"},{"speaker":"Durran Cage","startTime":703.16,"endTime":705.35,"body":"there's, I feel like there's so"},{"speaker":"Durran Cage","startTime":705.35,"endTime":708.5,"body":"many things that we want"},{"speaker":"Durran Cage","startTime":705.35,"endTime":708.5,"body":"customers to do online. But"},{"speaker":"Durran Cage","startTime":708.5,"endTime":711.53,"body":"we're not equipping our people"},{"speaker":"Durran Cage","startTime":708.5,"endTime":711.53,"body":"to be able to do that. And so"},{"speaker":"Durran Cage","startTime":711.53,"endTime":715.4,"body":"right now, it's really just"},{"speaker":"Durran Cage","startTime":711.53,"endTime":715.4,"body":"teaching dealers and GMs leaders"},{"speaker":"Durran Cage","startTime":715.4,"endTime":719.78,"body":"to like, break down these walls,"},{"speaker":"Durran Cage","startTime":715.4,"endTime":719.78,"body":"and stop calling BDCs a BDC."},{"speaker":"Durran Cage","startTime":719.87,"endTime":723.05,"body":"Because it's so much more than"},{"speaker":"Durran Cage","startTime":719.87,"endTime":723.05,"body":"that. These are, these are"},{"speaker":"Durran Cage","startTime":723.05,"endTime":726.14,"body":"professionals that are in these"},{"speaker":"Durran Cage","startTime":723.05,"endTime":726.14,"body":"departments now, that need to be"},{"speaker":"Durran Cage","startTime":726.14,"endTime":730.07,"body":"empowered to be able when, when"},{"speaker":"Durran Cage","startTime":726.14,"endTime":730.07,"body":"Paul says hey man like won't"},{"speaker":"Durran Cage","startTime":730.07,"endTime":732.68,"body":"really be the difference between"},{"speaker":"Durran Cage","startTime":730.07,"endTime":732.68,"body":"a lease and finance, they all"},{"speaker":"Durran Cage","startTime":732.68,"endTime":736.4,"body":"need to be equipped to have that"},{"speaker":"Durran Cage","startTime":732.68,"endTime":736.4,"body":"conversation. And if they can't,"},{"speaker":"Durran Cage","startTime":736.43,"endTime":739.25,"body":"they need to be equipped to have"},{"speaker":"Durran Cage","startTime":736.43,"endTime":739.25,"body":"somebody that's right there,"},{"speaker":"Durran Cage","startTime":739.28,"endTime":742.73,"body":"that's a specialist in that"},{"speaker":"Durran Cage","startTime":739.28,"endTime":742.73,"body":"area. That's what I feel like"},{"speaker":"Durran Cage","startTime":742.73,"endTime":745.64,"body":"both not just the customers, but"},{"speaker":"Durran Cage","startTime":742.73,"endTime":745.64,"body":"both customers and employees"},{"speaker":"Durran Cage","startTime":745.64,"endTime":749.51,"body":"want is the most frictionless"},{"speaker":"Durran Cage","startTime":745.64,"endTime":749.51,"body":"experience that they can get by"},{"speaker":"Durran Cage","startTime":749.51,"endTime":753.77,"body":"making sure if there's any walls"},{"speaker":"Durran Cage","startTime":749.51,"endTime":753.77,"body":"that are that are holding us in"},{"speaker":"Durran Cage","startTime":753.77,"endTime":756.17,"body":"our process, when somebody is"},{"speaker":"Durran Cage","startTime":753.77,"endTime":756.17,"body":"trying to do something, whether"},{"speaker":"Durran Cage","startTime":756.17,"endTime":759.74,"body":"it be for sales or service, we"},{"speaker":"Durran Cage","startTime":756.17,"endTime":759.74,"body":"need to always be evaluating"},{"speaker":"Durran Cage","startTime":759.74,"endTime":763.07,"body":"that. And then when there's a"},{"speaker":"Durran Cage","startTime":759.74,"endTime":763.07,"body":"hiccup, you know, like, oh, a"},{"speaker":"Durran Cage","startTime":763.07,"endTime":765.71,"body":"person wants to get pre"},{"speaker":"Durran Cage","startTime":763.07,"endTime":765.71,"body":"approved, they live two hours"},{"speaker":"Durran Cage","startTime":765.71,"endTime":770.33,"body":"away. There, it's taken them six"},{"speaker":"Durran Cage","startTime":765.71,"endTime":770.33,"body":"hours, there needs to be okay,"},{"speaker":"Durran Cage","startTime":770.33,"endTime":773.27,"body":"that's a hiccup. So then we need"},{"speaker":"Durran Cage","startTime":770.33,"endTime":773.27,"body":"to empower our people and put"},{"speaker":"Durran Cage","startTime":773.27,"endTime":776.12,"body":"the right people in price place"},{"speaker":"Durran Cage","startTime":773.27,"endTime":776.12,"body":"to make sure that we create the"},{"speaker":"Durran Cage","startTime":776.12,"endTime":779.27,"body":"smoothest experience. So that's"},{"speaker":"Durran Cage","startTime":776.12,"endTime":779.27,"body":"what I'm seeing a lot is really"},{"speaker":"Durran Cage","startTime":779.27,"endTime":782.27,"body":"just growing those leaders in"},{"speaker":"Durran Cage","startTime":779.27,"endTime":782.27,"body":"the internet department to be"},{"speaker":"Durran Cage","startTime":782.27,"endTime":785.96,"body":"able to do more or to bring in"},{"speaker":"Durran Cage","startTime":782.27,"endTime":785.96,"body":"more leaders outside of that"},{"speaker":"Durran Cage","startTime":786.11,"endTime":789.59,"body":"department to work cohesively,"},{"speaker":"Durran Cage","startTime":786.11,"endTime":789.59,"body":"like work with them as an online"},{"speaker":"Durran Cage","startTime":789.59,"endTime":793.34,"body":"experience team, rather than a"},{"speaker":"Durran Cage","startTime":789.59,"endTime":793.34,"body":"separated silo, but make sure"},{"speaker":"Durran Cage","startTime":793.34,"endTime":794.72,"body":"we're bringing everybody"},{"speaker":"Durran Cage","startTime":793.34,"endTime":794.72,"body":"together."},{"speaker":"Paul Daly","startTime":795.12,"endTime":797.16,"body":"I don't know if this"},{"speaker":"Paul Daly","startTime":795.12,"endTime":797.16,"body":"is going to be a redundant"},{"speaker":"Paul Daly","startTime":797.16,"endTime":800.79,"body":"answer. But I'm always"},{"speaker":"Paul Daly","startTime":797.16,"endTime":800.79,"body":"fascinated to talk to trainers,"},{"speaker":"Paul Daly","startTime":801.09,"endTime":804.81,"body":"because they get to experience a"},{"speaker":"Paul Daly","startTime":801.09,"endTime":804.81,"body":"lot of different scenarios and"},{"speaker":"Paul Daly","startTime":804.81,"endTime":808.05,"body":"no two dealers do it the same"},{"speaker":"Paul Daly","startTime":804.81,"endTime":808.05,"body":"way. Right. Nor nor really,"},{"speaker":"Paul Daly","startTime":808.05,"endTime":810.84,"body":"should they because every"},{"speaker":"Paul Daly","startTime":808.05,"endTime":810.84,"body":"dynamic is different. Even if"},{"speaker":"Paul Daly","startTime":810.84,"endTime":814.2,"body":"you sell the same make you're"},{"speaker":"Paul Daly","startTime":810.84,"endTime":814.2,"body":"still in a different market with"},{"speaker":"Paul Daly","startTime":814.2,"endTime":816.84,"body":"different people, right and no"},{"speaker":"Paul Daly","startTime":814.2,"endTime":816.84,"body":"two leadership teams are the"},{"speaker":"Paul Daly","startTime":816.84,"endTime":820.95,"body":"same. So you get to see a lot"},{"speaker":"Paul Daly","startTime":816.84,"endTime":820.95,"body":"from a broad spectrum of"},{"speaker":"Paul Daly","startTime":820.95,"endTime":825.72,"body":"dealerships. Can you distill"},{"speaker":"Paul Daly","startTime":820.95,"endTime":825.72,"body":"down like maybe like the top one"},{"speaker":"Paul Daly","startTime":825.72,"endTime":830.16,"body":"to three mistakes that you see"},{"speaker":"Paul Daly","startTime":825.72,"endTime":830.16,"body":"commonly across the board? When"},{"speaker":"Paul Daly","startTime":830.16,"endTime":833.07,"body":"it comes to you know, when it"},{"speaker":"Paul Daly","startTime":830.16,"endTime":833.07,"body":"comes to BDC? Or when it comes?"},{"speaker":"Paul Daly","startTime":833.28,"endTime":836.82,"body":"Actually not even limited to"},{"speaker":"Paul Daly","startTime":833.28,"endTime":836.82,"body":"that? What are the top one to"},{"speaker":"Paul Daly","startTime":836.82,"endTime":839.82,"body":"three things you see, you know,"},{"speaker":"Paul Daly","startTime":836.82,"endTime":839.82,"body":"dealers tripping up on in your"},{"speaker":"Paul Daly","startTime":839.82,"endTime":840.54,"body":"experience?"},{"speaker":"Durran Cage","startTime":841.139,"endTime":844.799,"body":"Yes, great question"},{"speaker":"Durran Cage","startTime":841.139,"endTime":844.799,"body":"number one communication, no"},{"speaker":"Durran Cage","startTime":844.799,"endTime":846.359,"body":"hands down communicators"},{"speaker":"Paul Daly","startTime":846.36,"endTime":848.37,"body":"and unpack that a"},{"speaker":"Paul Daly","startTime":846.36,"endTime":848.37,"body":"minute, right? Because like, you"},{"speaker":"Paul Daly","startTime":848.37,"endTime":850.92,"body":"can you can say what we could"},{"speaker":"Paul Daly","startTime":848.37,"endTime":850.92,"body":"fix this whole thing if we just"},{"speaker":"Paul Daly","startTime":850.92,"endTime":853.5,"body":"communicated better. Yeah,"},{"speaker":"Paul Daly","startTime":850.92,"endTime":853.5,"body":"right. Like, you can always say"},{"speaker":"Paul Daly","startTime":853.5,"endTime":857.01,"body":"that, but but like communication"},{"speaker":"Paul Daly","startTime":853.5,"endTime":857.01,"body":"breakdown, what specifically"},{"speaker":"Paul Daly","startTime":857.04,"endTime":859.14,"body":"like what are the breakdowns"},{"speaker":"Paul Daly","startTime":857.04,"endTime":859.14,"body":"that you see are like the most"},{"speaker":"Paul Daly","startTime":859.14,"endTime":859.56,"body":"potent?"},{"speaker":"Durran Cage","startTime":860.309,"endTime":862.679,"body":"Yeah, so a"},{"speaker":"Durran Cage","startTime":860.309,"endTime":862.679,"body":"communication breakdown could be"},{"speaker":"Durran Cage","startTime":862.679,"endTime":866.639,"body":"something as simple is as"},{"speaker":"Durran Cage","startTime":862.679,"endTime":866.639,"body":"inventory, right? So something"},{"speaker":"Durran Cage","startTime":866.639,"endTime":870.569,"body":"as simple as somebody wants to"},{"speaker":"Durran Cage","startTime":866.639,"endTime":870.569,"body":"put a deposit or reserve a"},{"speaker":"Durran Cage","startTime":870.569,"endTime":874.739,"body":"certain car custom order."},{"speaker":"Durran Cage","startTime":870.569,"endTime":874.739,"body":"Communication, is making sure"},{"speaker":"Durran Cage","startTime":874.739,"endTime":877.349,"body":"that you're being proactive with"},{"speaker":"Durran Cage","startTime":874.739,"endTime":877.349,"body":"communication with your teams"},{"speaker":"Durran Cage","startTime":877.349,"endTime":880.649,"body":"and communicating to them which"},{"speaker":"Durran Cage","startTime":877.349,"endTime":880.649,"body":"vehicles are even eligible to do"},{"speaker":"Durran Cage","startTime":880.649,"endTime":884.039,"body":"custom orders or even do that"},{"speaker":"Durran Cage","startTime":880.649,"endTime":884.039,"body":"process, or which ones right now"},{"speaker":"Durran Cage","startTime":884.039,"endTime":887.489,"body":"we have to handle a separate"},{"speaker":"Durran Cage","startTime":884.039,"endTime":887.489,"body":"way. But when a when somebody"},{"speaker":"Durran Cage","startTime":887.489,"endTime":890.339,"body":"that gets that interaction has"},{"speaker":"Durran Cage","startTime":887.489,"endTime":890.339,"body":"no idea because nobody"},{"speaker":"Durran Cage","startTime":890.339,"endTime":894.119,"body":"communicated to them upfront"},{"speaker":"Durran Cage","startTime":890.339,"endTime":894.119,"body":"about hey, it's important to"},{"speaker":"Durran Cage","startTime":894.119,"endTime":898.169,"body":"know that this is happening."},{"speaker":"Durran Cage","startTime":894.119,"endTime":898.169,"body":"Then they talk to a customer"},{"speaker":"Durran Cage","startTime":898.289,"endTime":902.759,"body":"waste the customer is trying to"},{"speaker":"Durran Cage","startTime":898.289,"endTime":902.759,"body":"do. And then now they gotta go"},{"speaker":"Durran Cage","startTime":902.759,"endTime":905.609,"body":"back to the customer and"},{"speaker":"Durran Cage","startTime":902.759,"endTime":905.609,"body":"communicate to him. I'm so"},{"speaker":"Durran Cage","startTime":905.609,"endTime":908.339,"body":"sorry. So it's little things,"},{"speaker":"Durran Cage","startTime":905.609,"endTime":908.339,"body":"it's going to be different"},{"speaker":"Durran Cage","startTime":908.339,"endTime":911.459,"body":"communication points. It could"},{"speaker":"Durran Cage","startTime":908.339,"endTime":911.459,"body":"be communication in terms of"},{"speaker":"Durran Cage","startTime":911.609,"endTime":915.569,"body":"breaking down what an actual"},{"speaker":"Durran Cage","startTime":911.609,"endTime":915.569,"body":"online process should look like."},{"speaker":"Durran Cage","startTime":915.869,"endTime":919.259,"body":"Be, it sounds stupid, but really"},{"speaker":"Durran Cage","startTime":915.869,"endTime":919.259,"body":"a lot of deals. Sometimes we"},{"speaker":"Durran Cage","startTime":919.259,"endTime":922.289,"body":"don't communicate that clearly"},{"speaker":"Durran Cage","startTime":919.259,"endTime":922.289,"body":"in terms of what exactly we're"},{"speaker":"Durran Cage","startTime":922.289,"endTime":923.129,"body":"looking for."},{"speaker":"Paul Daly","startTime":923.519,"endTime":926.249,"body":"Right to your own"},{"speaker":"Paul Daly","startTime":923.519,"endTime":926.249,"body":"people, like to your own people,"},{"speaker":"Paul Daly","startTime":926.249,"endTime":930.089,"body":"right? saying like, Hey, this is"},{"speaker":"Paul Daly","startTime":926.249,"endTime":930.089,"body":"our strategy. This is how we"},{"speaker":"Paul Daly","startTime":930.089,"endTime":933.209,"body":"want our online process to look"},{"speaker":"Paul Daly","startTime":930.089,"endTime":933.209,"body":"like, right, like, they don't"},{"speaker":"Paul Daly","startTime":933.209,"endTime":936.929,"body":"start there. They just like,"},{"speaker":"Paul Daly","startTime":933.209,"endTime":936.929,"body":"kind of lump a bunch of things"},{"speaker":"Paul Daly","startTime":936.929,"endTime":940.019,"body":"into one like, okay, it's gonna"},{"speaker":"Paul Daly","startTime":936.929,"endTime":940.019,"body":"be something like this. Is that"},{"speaker":"Paul Daly","startTime":940.019,"endTime":940.769,"body":"what you're saying?"},{"speaker":"Durran Cage","startTime":941.17,"endTime":943.57,"body":"Yes, it's not"},{"speaker":"Durran Cage","startTime":941.17,"endTime":943.57,"body":"specific. It's almost it needs"},{"speaker":"Durran Cage","startTime":943.57,"endTime":946.6,"body":"to be a playbook. Like, there"},{"speaker":"Durran Cage","startTime":943.57,"endTime":946.6,"body":"should be no questions. I say"},{"speaker":"Durran Cage","startTime":946.6,"endTime":949.75,"body":"this a lot. And sometimes it can"},{"speaker":"Durran Cage","startTime":946.6,"endTime":949.75,"body":"be taken offensive, but"},{"speaker":"Durran Cage","startTime":949.75,"endTime":952.72,"body":"everything needs to be broken"},{"speaker":"Durran Cage","startTime":949.75,"endTime":952.72,"body":"down to a third grade level, you"},{"speaker":"Durran Cage","startTime":952.72,"endTime":956.83,"body":"know, to where everybody my son,"},{"speaker":"Durran Cage","startTime":952.72,"endTime":956.83,"body":"my, my, I could bring in Preston"},{"speaker":"Durran Cage","startTime":956.83,"endTime":959.89,"body":"James, and he would understand"},{"speaker":"Durran Cage","startTime":956.83,"endTime":959.89,"body":"it and be like, Yep, I got it."},{"speaker":"Durran Cage","startTime":960.46,"endTime":963.79,"body":"To me, it is not to offend"},{"speaker":"Durran Cage","startTime":960.46,"endTime":963.79,"body":"people. But it needs to be that"},{"speaker":"Durran Cage","startTime":963.79,"endTime":967.93,"body":"simple. The next thing I would"},{"speaker":"Durran Cage","startTime":963.79,"endTime":967.93,"body":"say, is just accountability, you"},{"speaker":"Durran Cage","startTime":967.93,"endTime":970.69,"body":"know, and that's praising too."},{"speaker":"Durran Cage","startTime":967.93,"endTime":970.69,"body":"So when I say accountability,"},{"speaker":"Durran Cage","startTime":970.69,"endTime":973.87,"body":"it's on both sides. But going"},{"speaker":"Durran Cage","startTime":970.69,"endTime":973.87,"body":"back with communication, there"},{"speaker":"Durran Cage","startTime":973.87,"endTime":977.44,"body":"needs to be clarity about what"},{"speaker":"Durran Cage","startTime":973.87,"endTime":977.44,"body":"we expect. And then not just"},{"speaker":"Durran Cage","startTime":977.44,"endTime":980.8,"body":"about what we expect, but what"},{"speaker":"Durran Cage","startTime":977.44,"endTime":980.8,"body":"happens when we're not getting"},{"speaker":"Durran Cage","startTime":980.8,"endTime":983.47,"body":"the behaviors that we're looking"},{"speaker":"Durran Cage","startTime":980.8,"endTime":983.47,"body":"for. And that's the key"},{"speaker":"Durran Cage","startTime":983.47,"endTime":986.17,"body":"separator between the clients, I"},{"speaker":"Durran Cage","startTime":983.47,"endTime":986.17,"body":"have that win. And the ones that"},{"speaker":"Durran Cage","startTime":986.17,"endTime":989.62,"body":"don't is the leader is either"},{"speaker":"Durran Cage","startTime":986.17,"endTime":989.62,"body":"frustrated, Paul and Kyle, I"},{"speaker":"Durran Cage","startTime":989.62,"endTime":992.47,"body":"can't get them to do anything."},{"speaker":"Durran Cage","startTime":989.62,"endTime":992.47,"body":"They're lazy. And I'm like,"},{"speaker":"Durran Cage","startTime":992.47,"endTime":995.41,"body":"Dude, don't ever say that."},{"speaker":"Durran Cage","startTime":992.47,"endTime":995.41,"body":"Because they're a representation"},{"speaker":"Durran Cage","startTime":995.41,"endTime":1005.28,"body":"of you. You know? As a leader,"},{"speaker":"Durran Cage","startTime":995.41,"endTime":1005.28,"body":"you cannot complain to me about"},{"speaker":"Durran Cage","startTime":1005.28,"endTime":1008.07,"body":"your people, every time I'm"},{"speaker":"Durran Cage","startTime":1005.28,"endTime":1008.07,"body":"going to push right back on you"},{"speaker":"Durran Cage","startTime":1008.07,"endTime":1010.08,"body":"punched in the mouth? Because"},{"speaker":"Durran Cage","startTime":1008.07,"endTime":1010.08,"body":"I'm like, What did you"},{"speaker":"Durran Cage","startTime":1010.08,"endTime":1013.02,"body":"communicate that? Have you had a"},{"speaker":"Durran Cage","startTime":1010.08,"endTime":1013.02,"body":"one on one? When's the last time"},{"speaker":"Durran Cage","startTime":1013.02,"endTime":1017.73,"body":"you, coach? You say, so we only"},{"speaker":"Durran Cage","startTime":1013.02,"endTime":1017.73,"body":"have to do three? Those are the"},{"speaker":"Durran Cage","startTime":1017.73,"endTime":1020.31,"body":"two things, being really"},{"speaker":"Durran Cage","startTime":1017.73,"endTime":1020.31,"body":"specific with your"},{"speaker":"Durran Cage","startTime":1020.31,"endTime":1025.2,"body":"communication. But communication"},{"speaker":"Durran Cage","startTime":1020.31,"endTime":1025.2,"body":"to again, is asking people, What"},{"speaker":"Durran Cage","startTime":1025.2,"endTime":1027.84,"body":"is it that I just did a coaching"},{"speaker":"Durran Cage","startTime":1025.2,"endTime":1027.84,"body":"call before this a training. And"},{"speaker":"Durran Cage","startTime":1027.84,"endTime":1031.5,"body":"that's the first thing I do."},{"speaker":"Durran Cage","startTime":1027.84,"endTime":1031.5,"body":"Give me one thing that's keeping"},{"speaker":"Durran Cage","startTime":1031.5,"endTime":1034.11,"body":"you from having the smoothest"},{"speaker":"Durran Cage","startTime":1031.5,"endTime":1034.11,"body":"process possible with your"},{"speaker":"Durran Cage","startTime":1034.11,"endTime":1036.87,"body":"customers. And I just write them"},{"speaker":"Durran Cage","startTime":1034.11,"endTime":1036.87,"body":"down, boom, boom, boom, and then"},{"speaker":"Durran Cage","startTime":1036.87,"endTime":1038.97,"body":"we get with leadership. Okay,"},{"speaker":"Durran Cage","startTime":1036.87,"endTime":1038.97,"body":"this is what should happen in"},{"speaker":"Durran Cage","startTime":1038.97,"endTime":1042.96,"body":"this situation. This is that's"},{"speaker":"Durran Cage","startTime":1038.97,"endTime":1042.96,"body":"the communication that employees"},{"speaker":"Durran Cage","startTime":1042.99,"endTime":1046.14,"body":"and customers are looking for."},{"speaker":"Durran Cage","startTime":1042.99,"endTime":1046.14,"body":"And then the accountability in"},{"speaker":"Durran Cage","startTime":1046.14,"endTime":1048.78,"body":"the praising side is just making"},{"speaker":"Durran Cage","startTime":1046.14,"endTime":1048.78,"body":"sure that we take time to"},{"speaker":"Durran Cage","startTime":1048.78,"endTime":1051.48,"body":"recognize those behaviors that"},{"speaker":"Durran Cage","startTime":1048.78,"endTime":1051.48,"body":"we're really looking for to help"},{"speaker":"Durran Cage","startTime":1051.48,"endTime":1052.5,"body":"the teams win. Sounds a"},{"speaker":"Paul Daly","startTime":1052.52,"endTime":1056.21,"body":"lot like relationship"},{"speaker":"Paul Daly","startTime":1052.52,"endTime":1056.21,"body":"therapy. Yes, you're more you're"},{"speaker":"Paul Daly","startTime":1056.21,"endTime":1058.58,"body":"more of a therapist, I'm sure"},{"speaker":"Paul Daly","startTime":1056.21,"endTime":1058.58,"body":"you figure out right when you"},{"speaker":"Paul Daly","startTime":1058.58,"endTime":1059.66,"body":"get in. I would"},{"speaker":"Durran Cage","startTime":1059.66,"endTime":1063.02,"body":"say my job is 50%"},{"speaker":"Durran Cage","startTime":1059.66,"endTime":1063.02,"body":"therapy and other 50% is"},{"speaker":"Durran Cage","startTime":1063.02,"endTime":1064.07,"body":"definitely execution."},{"speaker":"Paul Daly","startTime":1064.88,"endTime":1067.52,"body":"Man, we got we got"},{"speaker":"Paul Daly","startTime":1064.88,"endTime":1067.52,"body":"three minutes left. I know, I"},{"speaker":"Paul Daly","startTime":1067.52,"endTime":1070.82,"body":"know. You have somewhere to be"},{"speaker":"Paul Daly","startTime":1067.52,"endTime":1070.82,"body":"of clients to serve Kyle, why"},{"speaker":"Paul Daly","startTime":1070.82,"endTime":1073.13,"body":"don't why don't you take the"},{"speaker":"Paul Daly","startTime":1070.82,"endTime":1073.13,"body":"last three minutes?"},{"speaker":"Kyle Mountsier","startTime":1073.67,"endTime":1076.85,"body":"Yeah, speaking"},{"speaker":"Kyle Mountsier","startTime":1073.67,"endTime":1076.85,"body":"of relationships is and this is"},{"speaker":"Kyle Mountsier","startTime":1076.85,"endTime":1080.3,"body":"what I think is so wonderful"},{"speaker":"Kyle Mountsier","startTime":1076.85,"endTime":1080.3,"body":"about you. Like, everywhere, I"},{"speaker":"Kyle Mountsier","startTime":1080.3,"endTime":1083.33,"body":"everywhere you go, I see your"},{"speaker":"Kyle Mountsier","startTime":1080.3,"endTime":1083.33,"body":"wife with you. And then like"},{"speaker":"Kyle Mountsier","startTime":1083.39,"endTime":1086.66,"body":"you're always taking your kids"},{"speaker":"Kyle Mountsier","startTime":1083.39,"endTime":1086.66,"body":"places and doing that. And then"},{"speaker":"Kyle Mountsier","startTime":1086.75,"endTime":1090.44,"body":"you and your wife actually have"},{"speaker":"Kyle Mountsier","startTime":1086.75,"endTime":1090.44,"body":"a thing going like she's got a"},{"speaker":"Kyle Mountsier","startTime":1090.44,"endTime":1093.41,"body":"thing going on with with"},{"speaker":"Kyle Mountsier","startTime":1090.44,"endTime":1093.41,"body":"supporting health with people"},{"speaker":"Kyle Mountsier","startTime":1093.5,"endTime":1099.77,"body":"everywhere. I everywhere you go,"},{"speaker":"Kyle Mountsier","startTime":1093.5,"endTime":1099.77,"body":"I see you, like being a purveyor"},{"speaker":"Kyle Mountsier","startTime":1099.8,"endTime":1103.88,"body":"of positive relationships like"},{"speaker":"Kyle Mountsier","startTime":1099.8,"endTime":1103.88,"body":"that is the that's the route."},{"speaker":"Kyle Mountsier","startTime":1104.12,"endTime":1110.57,"body":"What has that enabled you to to"},{"speaker":"Kyle Mountsier","startTime":1104.12,"endTime":1110.57,"body":"be better in like these areas of"},{"speaker":"Kyle Mountsier","startTime":1110.93,"endTime":1114.68,"body":"process, or of, you know,"},{"speaker":"Kyle Mountsier","startTime":1110.93,"endTime":1114.68,"body":"dialing in and execution or"},{"speaker":"Kyle Mountsier","startTime":1114.68,"endTime":1118.88,"body":"communications? Like what about"},{"speaker":"Kyle Mountsier","startTime":1114.68,"endTime":1118.88,"body":"the family relationship, or the"},{"speaker":"Kyle Mountsier","startTime":1118.88,"endTime":1122.18,"body":"ability to create relationships"},{"speaker":"Kyle Mountsier","startTime":1118.88,"endTime":1122.18,"body":"in multiple different mediums,"},{"speaker":"Kyle Mountsier","startTime":1122.36,"endTime":1126.17,"body":"enables you and could"},{"speaker":"Kyle Mountsier","startTime":1122.36,"endTime":1126.17,"body":"potentially enable other people"},{"speaker":"Kyle Mountsier","startTime":1126.23,"endTime":1128.3,"body":"to be better in their everyday"},{"speaker":"Kyle Mountsier","startTime":1126.23,"endTime":1128.3,"body":"businesses?"},{"speaker":"Durran Cage","startTime":1128.93,"endTime":1131.12,"body":"Kyle would go"},{"speaker":"Durran Cage","startTime":1128.93,"endTime":1131.12,"body":"there, man. Well, thank you for"},{"speaker":"Durran Cage","startTime":1131.12,"endTime":1136.55,"body":"saying that. And I know, that's"},{"speaker":"Durran Cage","startTime":1131.12,"endTime":1136.55,"body":"our time. But what I would say"},{"speaker":"Durran Cage","startTime":1136.58,"endTime":1138.89,"body":"it's the same way that I teach."},{"speaker":"Durran Cage","startTime":1136.58,"endTime":1138.89,"body":"And training is the same way in"},{"speaker":"Durran Cage","startTime":1138.89,"endTime":1141.62,"body":"my personal life when I'm"},{"speaker":"Durran Cage","startTime":1138.89,"endTime":1141.62,"body":"talking to people, as a lot of"},{"speaker":"Durran Cage","startTime":1141.62,"endTime":1144.29,"body":"stuff that I'm teaching people"},{"speaker":"Durran Cage","startTime":1141.62,"endTime":1144.29,"body":"is through my personal pain."},{"speaker":"Durran Cage","startTime":1144.41,"endTime":1146.6,"body":"That's why we get mentors,"},{"speaker":"Durran Cage","startTime":1144.41,"endTime":1146.6,"body":"right? You know, we have"},{"speaker":"Durran Cage","startTime":1146.6,"endTime":1149.45,"body":"mentors, because we want to"},{"speaker":"Durran Cage","startTime":1146.6,"endTime":1149.45,"body":"learn how to avoid certain"},{"speaker":"Durran Cage","startTime":1149.45,"endTime":1153.08,"body":"paints, like give me the, tell"},{"speaker":"Durran Cage","startTime":1149.45,"endTime":1153.08,"body":"me what you see. And so I've"},{"speaker":"Durran Cage","startTime":1153.08,"endTime":1156.32,"body":"been that guy that didn't"},{"speaker":"Durran Cage","startTime":1153.08,"endTime":1156.32,"body":"prioritize my wife as much as I"},{"speaker":"Durran Cage","startTime":1156.32,"endTime":1159.23,"body":"wanted her to, or my kids. You"},{"speaker":"Durran Cage","startTime":1156.32,"endTime":1159.23,"body":"know, I've been that guy that"},{"speaker":"Durran Cage","startTime":1159.23,"endTime":1163.28,"body":"never saw basketball game. And I"},{"speaker":"Durran Cage","startTime":1159.23,"endTime":1163.28,"body":"saw the effects of that. And so"},{"speaker":"Durran Cage","startTime":1163.28,"endTime":1166.55,"body":"I don't want other people to go"},{"speaker":"Durran Cage","startTime":1163.28,"endTime":1166.55,"body":"through that because there's"},{"speaker":"Durran Cage","startTime":1166.55,"endTime":1169.16,"body":"always a better way. It's just"},{"speaker":"Durran Cage","startTime":1166.55,"endTime":1169.16,"body":"sometimes we don't have the"},{"speaker":"Durran Cage","startTime":1169.16,"endTime":1172.34,"body":"information to know how to"},{"speaker":"Durran Cage","startTime":1169.16,"endTime":1172.34,"body":"balance things out. And we think"},{"speaker":"Durran Cage","startTime":1172.34,"endTime":1174.95,"body":"the only thing there is is to"},{"speaker":"Durran Cage","startTime":1172.34,"endTime":1174.95,"body":"chase success. And now I do"},{"speaker":"Durran Cage","startTime":1174.95,"endTime":1178.58,"body":"Chase positivity, family,"},{"speaker":"Durran Cage","startTime":1174.95,"endTime":1178.58,"body":"friendship, and things of that"},{"speaker":"Durran Cage","startTime":1178.58,"endTime":1180.44,"body":"nature. Because that's really"},{"speaker":"Durran Cage","startTime":1178.58,"endTime":1180.44,"body":"what's important at the end of"},{"speaker":"Durran Cage","startTime":1180.44,"endTime":1183.35,"body":"the day, man. Automotive is"},{"speaker":"Durran Cage","startTime":1180.44,"endTime":1183.35,"body":"great and stuff, but at the end"},{"speaker":"Durran Cage","startTime":1183.35,"endTime":1185.63,"body":"of the day, it's all about us"},{"speaker":"Durran Cage","startTime":1183.35,"endTime":1185.63,"body":"just connecting with one another"},{"speaker":"Durran Cage","startTime":1185.63,"endTime":1188.03,"body":"and helping each other out."},{"speaker":"Durran Cage","startTime":1185.63,"endTime":1188.03,"body":"That's that's what helps us"},{"speaker":"Durran Cage","startTime":1188.27,"endTime":1189.44,"body":"enjoy life. Right?"},{"speaker":"Paul Daly","startTime":1189.75,"endTime":1192.57,"body":"Man. Look, we could"},{"speaker":"Paul Daly","startTime":1189.75,"endTime":1192.57,"body":"easily continue this"},{"speaker":"Paul Daly","startTime":1192.57,"endTime":1197.01,"body":"conversation for a full hour."},{"speaker":"Paul Daly","startTime":1192.57,"endTime":1197.01,"body":"But people got places to go and"},{"speaker":"Paul Daly","startTime":1197.01,"endTime":1200.73,"body":"people to serve and live to do"},{"speaker":"Paul Daly","startTime":1197.01,"endTime":1200.73,"body":"their thing by We're excited"},{"speaker":"Paul Daly","startTime":1200.73,"endTime":1204.93,"body":"that we get to hang out at ASOTU"},{"speaker":"Paul Daly","startTime":1200.73,"endTime":1204.93,"body":"CON in person. In just I think"},{"speaker":"Paul Daly","startTime":1204.93,"endTime":1208.56,"body":"it's just, I mean, two weeks,"},{"speaker":"Paul Daly","startTime":1204.93,"endTime":1208.56,"body":"two weeks a little more. Durran,"},{"speaker":"Paul Daly","startTime":1208.59,"endTime":1210.69,"body":"thank you so much for giving us"},{"speaker":"Paul Daly","startTime":1208.59,"endTime":1210.69,"body":"some of your time today on"},{"speaker":"Paul Daly","startTime":1210.69,"endTime":1214.74,"body":"behalf of Kyle myself. Thank you"},{"speaker":"Paul Daly","startTime":1210.69,"endTime":1214.74,"body":"for listening to Auto Collabs."},{"speaker":"Paul Daly","startTime":1214.83,"endTime":1217.8,"body":"Thank you for wearing no crisis"},{"speaker":"Paul Daly","startTime":1214.83,"endTime":1217.8,"body":"can win t shirt. And we'll see"},{"speaker":"Paul Daly","startTime":1217.8,"endTime":1218.13,"body":"you soon."},{"speaker":"Durran Cage","startTime":1218.91,"endTime":1220.23,"body":"Thank you guys take"},{"speaker":"Durran Cage","startTime":1218.91,"endTime":1220.23,"body":"care"},{"speaker":"Kyle Mountsier","startTime":1225.3,"endTime":1228.42,"body":"y'all, he"},{"speaker":"Kyle Mountsier","startTime":1225.3,"endTime":1228.42,"body":"straight shots fired when he"},{"speaker":"Kyle Mountsier","startTime":1228.42,"endTime":1231.96,"body":"said, if you're a leader, and"},{"speaker":"Kyle Mountsier","startTime":1228.42,"endTime":1231.96,"body":"you're complaining about your"},{"speaker":"Kyle Mountsier","startTime":1231.96,"endTime":1234.99,"body":"people, you're doing the wrong"},{"speaker":"Kyle Mountsier","startTime":1231.96,"endTime":1234.99,"body":"complaining, gosh, he was like,"},{"speaker":"Kyle Mountsier","startTime":1234.99,"endTime":1238.5,"body":"no, no, actually, if you're"},{"speaker":"Kyle Mountsier","startTime":1234.99,"endTime":1238.5,"body":"complaining about your people,"},{"speaker":"Kyle Mountsier","startTime":1238.74,"endTime":1243.99,"body":"that's on you. And that the it's"},{"speaker":"Kyle Mountsier","startTime":1238.74,"endTime":1243.99,"body":"tough, right? That's the truth."},{"speaker":"Kyle Mountsier","startTime":1244.02,"endTime":1246.45,"body":"I mean, if you start talking"},{"speaker":"Kyle Mountsier","startTime":1244.02,"endTime":1246.45,"body":"about your like, there's there's"},{"speaker":"Kyle Mountsier","startTime":1246.45,"endTime":1250.05,"body":"only two routes, get your people"},{"speaker":"Kyle Mountsier","startTime":1246.45,"endTime":1250.05,"body":"good or get good people that was"},{"speaker":"Kyle Mountsier","startTime":1250.05,"endTime":1252.84,"body":"drilled into me from what from"},{"speaker":"Kyle Mountsier","startTime":1250.05,"endTime":1252.84,"body":"some of my managers and the"},{"speaker":"Kyle Mountsier","startTime":1252.84,"endTime":1256.35,"body":"leaders that I met. And and it's"},{"speaker":"Kyle Mountsier","startTime":1252.84,"endTime":1256.35,"body":"true, like, if you are if you're"},{"speaker":"Kyle Mountsier","startTime":1256.35,"endTime":1258.96,"body":"a leader, like you can't just"},{"speaker":"Kyle Mountsier","startTime":1256.35,"endTime":1258.96,"body":"sit there and be like, My people"},{"speaker":"Kyle Mountsier","startTime":1258.96,"endTime":1261.63,"body":"don't do anything, they can't do"},{"speaker":"Kyle Mountsier","startTime":1258.96,"endTime":1261.63,"body":"this, they can't do that they"},{"speaker":"Kyle Mountsier","startTime":1261.63,"endTime":1265.59,"body":"better get better. Alright, he's"},{"speaker":"Kyle Mountsier","startTime":1261.63,"endTime":1265.59,"body":"calling it out. Like you're,"},{"speaker":"Kyle Mountsier","startTime":1265.59,"endTime":1269.46,"body":"it's your responsibility at this"},{"speaker":"Kyle Mountsier","startTime":1265.59,"endTime":1269.46,"body":"point, to either say that's not"},{"speaker":"Kyle Mountsier","startTime":1269.46,"endTime":1272.61,"body":"the right fit, or if it is the"},{"speaker":"Kyle Mountsier","startTime":1269.46,"endTime":1272.61,"body":"right fit, get them better,"},{"speaker":"Kyle Mountsier","startTime":1272.64,"endTime":1275.16,"body":"because that's your role. And"},{"speaker":"Kyle Mountsier","startTime":1272.64,"endTime":1275.16,"body":"that and I think that that's a"},{"speaker":"Kyle Mountsier","startTime":1275.19,"endTime":1278.07,"body":"that's a cold, hard truth that a"},{"speaker":"Kyle Mountsier","startTime":1275.19,"endTime":1278.07,"body":"lot of leaders that no matter"},{"speaker":"Kyle Mountsier","startTime":1278.07,"endTime":1281.07,"body":"what capacity no matter what"},{"speaker":"Kyle Mountsier","startTime":1278.07,"endTime":1281.07,"body":"level, it's hard to swallow,"},{"speaker":"Kyle Mountsier","startTime":1281.07,"endTime":1285.51,"body":"because you just get that pride"},{"speaker":"Kyle Mountsier","startTime":1281.07,"endTime":1285.51,"body":"level. And man I appreciate like"},{"speaker":"Kyle Mountsier","startTime":1285.51,"endTime":1287.94,"body":"that's, that's, that's ownership"},{"speaker":"Kyle Mountsier","startTime":1285.51,"endTime":1287.94,"body":"for me that I've got to take"},{"speaker":"Kyle Mountsier","startTime":1287.94,"endTime":1288.51,"body":"more often."},{"speaker":"Michael Cirillo","startTime":1289.14,"endTime":1290.97,"body":"It's one of"},{"speaker":"Michael Cirillo","startTime":1289.14,"endTime":1290.97,"body":"those like, it makes me think"},{"speaker":"Michael Cirillo","startTime":1291.15,"endTime":1295.47,"body":"what makes you so special? Like,"},{"speaker":"Michael Cirillo","startTime":1291.15,"endTime":1295.47,"body":"what makes you so special that"},{"speaker":"Michael Cirillo","startTime":1295.47,"endTime":1299.01,"body":"you think you even know what to"},{"speaker":"Michael Cirillo","startTime":1295.47,"endTime":1299.01,"body":"look for in people?"},{"speaker":"Paul Daly","startTime":1299.04,"endTime":1302.4,"body":"He's like, seven feet"},{"speaker":"Paul Daly","startTime":1299.04,"endTime":1302.4,"body":"tall. I'm good looking. Yeah."},{"speaker":"Michael Cirillo","startTime":1303.0,"endTime":1304.68,"body":"No, no, I'm not"},{"speaker":"Michael Cirillo","startTime":1303.0,"endTime":1304.68,"body":"talking about Durran. I'm"},{"speaker":"Michael Cirillo","startTime":1304.68,"endTime":1308.73,"body":"talking about the sentiment of"},{"speaker":"Michael Cirillo","startTime":1304.68,"endTime":1308.73,"body":"like, you know, it's, it's all"},{"speaker":"Michael Cirillo","startTime":1308.73,"endTime":1311.01,"body":"fun and games and easy to"},{"speaker":"Michael Cirillo","startTime":1308.73,"endTime":1311.01,"body":"understand when we post the"},{"speaker":"Michael Cirillo","startTime":1311.01,"endTime":1314.64,"body":"visual of here's what leaders"},{"speaker":"Michael Cirillo","startTime":1311.01,"endTime":1314.64,"body":"look like, you know, that slave"},{"speaker":"Michael Cirillo","startTime":1314.64,"endTime":1317.34,"body":"driver versus like walking"},{"speaker":"Michael Cirillo","startTime":1314.64,"endTime":1317.34,"body":"beside type of a thing. But it's"},{"speaker":"Michael Cirillo","startTime":1317.34,"endTime":1321.72,"body":"like, that's the question to"},{"speaker":"Michael Cirillo","startTime":1317.34,"endTime":1321.72,"body":"probably better phrase it not to"},{"speaker":"Michael Cirillo","startTime":1321.72,"endTime":1324.54,"body":"sound like I'm digging at Durran"},{"speaker":"Michael Cirillo","startTime":1321.72,"endTime":1324.54,"body":"because I'm not just feeding off"},{"speaker":"Michael Cirillo","startTime":1324.54,"endTime":1329.34,"body":"of what he's saying is like, as"},{"speaker":"Michael Cirillo","startTime":1324.54,"endTime":1329.34,"body":"a leader, how do I feel about my"},{"speaker":"Michael Cirillo","startTime":1329.34,"endTime":1332.04,"body":"people? That's going to be the"},{"speaker":"Michael Cirillo","startTime":1329.34,"endTime":1332.04,"body":"first indication whether or not"},{"speaker":"Michael Cirillo","startTime":1332.04,"endTime":1334.32,"body":"I'm a boss manager or an actual"},{"speaker":"Michael Cirillo","startTime":1332.04,"endTime":1334.32,"body":"leader?"},{"speaker":"Paul Daly","startTime":1334.47,"endTime":1336.69,"body":"Yeah, I mean, you"},{"speaker":"Paul Daly","startTime":1334.47,"endTime":1336.69,"body":"take that down. And a leader is"},{"speaker":"Paul Daly","startTime":1336.69,"endTime":1339.66,"body":"always someone who looks"},{"speaker":"Paul Daly","startTime":1336.69,"endTime":1339.66,"body":"inwardly first, right? Who"},{"speaker":"Paul Daly","startTime":1339.66,"endTime":1342.78,"body":"always raises the hand to take"},{"speaker":"Paul Daly","startTime":1339.66,"endTime":1342.78,"body":"accountability before they start"},{"speaker":"Paul Daly","startTime":1342.78,"endTime":1345.33,"body":"to point the finger to say who"},{"speaker":"Paul Daly","startTime":1342.78,"endTime":1345.33,"body":"can I blame for this? I mean,"},{"speaker":"Paul Daly","startTime":1345.33,"endTime":1348.93,"body":"it's just a, it's a real simple"},{"speaker":"Paul Daly","startTime":1345.33,"endTime":1348.93,"body":"litmus test on your reaction,"},{"speaker":"Paul Daly","startTime":1348.99,"endTime":1352.02,"body":"right? When somebody in your"},{"speaker":"Paul Daly","startTime":1348.99,"endTime":1352.02,"body":"organization does something"},{"speaker":"Paul Daly","startTime":1352.02,"endTime":1354.42,"body":"wrong, or does something you"},{"speaker":"Paul Daly","startTime":1352.02,"endTime":1354.42,"body":"know, that they shouldn't have"},{"speaker":"Paul Daly","startTime":1354.42,"endTime":1358.17,"body":"done? What's the first thing you"},{"speaker":"Paul Daly","startTime":1354.42,"endTime":1358.17,"body":"do? Right, like, is it what"},{"speaker":"Paul Daly","startTime":1358.17,"endTime":1361.53,"body":"could I have done to not have"},{"speaker":"Paul Daly","startTime":1358.17,"endTime":1361.53,"body":"them in that position? Or is it"},{"speaker":"Paul Daly","startTime":1361.53,"endTime":1365.25,"body":"like, let's let them know just"},{"speaker":"Paul Daly","startTime":1361.53,"endTime":1365.25,"body":"how bad they did? Right? It"},{"speaker":"Paul Daly","startTime":1365.25,"endTime":1367.92,"body":"really is a great litmus test."},{"speaker":"Paul Daly","startTime":1365.25,"endTime":1367.92,"body":"Well, we hope that you enjoyed"},{"speaker":"Paul Daly","startTime":1367.92,"endTime":1372.0,"body":"that conversation with the"},{"speaker":"Paul Daly","startTime":1367.92,"endTime":1372.0,"body":"handsomeness man, especially if"},{"speaker":"Paul Daly","startTime":1372.0,"endTime":1374.31,"body":"you're on a podcast, Michael"},{"speaker":"Paul Daly","startTime":1372.0,"endTime":1374.31,"body":"Cirillo is the handsomest man if"},{"speaker":"Paul Daly","startTime":1374.31,"endTime":1376.92,"body":"you're on a podcast, but if"},{"speaker":"Paul Daly","startTime":1374.31,"endTime":1376.92,"body":"you're watching it's Durran Cage"},{"speaker":"Paul Daly","startTime":1376.92,"endTime":1379.53,"body":"that true spend some time with"},{"speaker":"Paul Daly","startTime":1376.92,"endTime":1379.53,"body":"us here on Auto Collabs. On"},{"speaker":"Paul Daly","startTime":1379.53,"endTime":1382.56,"body":"behalf of Michael Cirillo, and"},{"speaker":"Paul Daly","startTime":1379.53,"endTime":1382.56,"body":"myself and Kyle Mountsier. I"},{"speaker":"Paul Daly","startTime":1382.56,"endTime":1384.99,"body":"messed up the order there. We'll"},{"speaker":"Paul Daly","startTime":1382.56,"endTime":1384.99,"body":"see you next time."},{"speaker":"Unknown","startTime":1385.11,"endTime":1388.53,"body":"Sign up for our free"},{"speaker":"Unknown","startTime":1385.11,"endTime":1388.53,"body":"and fun to read daily email for"},{"speaker":"Unknown","startTime":1388.53,"endTime":1392.37,"body":"a free shot of relevant news and"},{"speaker":"Unknown","startTime":1388.53,"endTime":1392.37,"body":"automotive, retail media and pop"},{"speaker":"Unknown","startTime":1392.37,"endTime":1398.19,"body":"culture. You can get it now @"},{"speaker":"Unknown","startTime":1392.37,"endTime":1398.19,"body":"asotu.com That's ASOTu.com If"},{"speaker":"Unknown","startTime":1398.19,"endTime":1401.49,"body":"you love this podcast, please"},{"speaker":"Unknown","startTime":1398.19,"endTime":1401.49,"body":"leave us a review and share it"},{"speaker":"Unknown","startTime":1401.49,"endTime":1404.52,"body":"with a friend. Thanks again for"},{"speaker":"Unknown","startTime":1401.49,"endTime":1404.52,"body":"listening. We'll see you next"},{"speaker":"Unknown","startTime":1404.52,"endTime":1404.73,"body":"time."}]}