{"version":"1.0.0","segments":[{"speaker":"Michael Cirillo","startTime":0.0,"endTime":3.81,"body":"Today we are"},{"speaker":"Michael Cirillo","startTime":0.0,"endTime":3.81,"body":"sitting down with the director"},{"speaker":"Michael Cirillo","startTime":3.81,"endTime":6.75,"body":"of enterprise sales at Stella"},{"speaker":"Michael Cirillo","startTime":3.81,"endTime":6.75,"body":"automotive Ron Smith"},{"speaker":"Unknown","startTime":12.63,"endTime":14.7,"body":"This is Auto collabs."},{"speaker":"Paul Daly","startTime":14.79,"endTime":17.13,"body":"enterprise sales"},{"speaker":"Paul Daly","startTime":14.79,"endTime":17.13,"body":"Sales"},{"speaker":"Michael Cirillo","startTime":17.82,"endTime":18.66,"body":"Director."},{"speaker":"Kyle Mountsier","startTime":18.9,"endTime":22.23,"body":"Hey, guys get"},{"speaker":"Kyle Mountsier","startTime":18.9,"endTime":22.23,"body":"just real quick real quick."},{"speaker":"Kyle Mountsier","startTime":22.62,"endTime":26.7,"body":"First of all, when you fly into"},{"speaker":"Kyle Mountsier","startTime":22.62,"endTime":26.7,"body":"Chicago and it's rainy and"},{"speaker":"Kyle Mountsier","startTime":26.7,"endTime":29.28,"body":"cloudy you're like oh, bout"},{"speaker":"Kyle Mountsier","startTime":26.7,"endTime":29.28,"body":"right"},{"speaker":"Paul Daly","startTime":29.46,"endTime":32.25,"body":"back to Chicago even"},{"speaker":"Paul Daly","startTime":29.46,"endTime":32.25,"body":"not really Chicago we in the"},{"speaker":"Paul Daly","startTime":32.25,"endTime":34.17,"body":"spring it should be a little"},{"speaker":"Paul Daly","startTime":32.25,"endTime":34.17,"body":"nicer about"},{"speaker":"Kyle Mountsier","startTime":34.2,"endTime":36.69,"body":"this should be"},{"speaker":"Kyle Mountsier","startTime":34.2,"endTime":36.69,"body":"nicer. It's unbelievable. But I"},{"speaker":"Kyle Mountsier","startTime":36.69,"endTime":39.57,"body":"will say the salad that I had"},{"speaker":"Kyle Mountsier","startTime":36.69,"endTime":39.57,"body":"was extremely nice. And it was"},{"speaker":"Kyle Mountsier","startTime":39.57,"endTime":43.2,"body":"wondering about this salad. Keep"},{"speaker":"Kyle Mountsier","startTime":39.57,"endTime":43.2,"body":"talking about a salad. I got to"},{"speaker":"Kyle Mountsier","startTime":43.2,"endTime":44.64,"body":"talk about yourself promissory"},{"speaker":"Michael Cirillo","startTime":44.64,"endTime":47.91,"body":"note that real"},{"speaker":"Michael Cirillo","startTime":44.64,"endTime":47.91,"body":"food will sooner restaurants"},{"speaker":"Michael Cirillo","startTime":49.56,"endTime":54.3,"body":"because my restaurants bring it"},{"speaker":"Michael Cirillo","startTime":49.56,"endTime":54.3,"body":"out for you."},{"speaker":"Kyle Mountsier","startTime":54.54,"endTime":56.79,"body":"Well, it's okay."},{"speaker":"Kyle Mountsier","startTime":54.54,"endTime":56.79,"body":"I just got invited to lunch. So"},{"speaker":"Kyle Mountsier","startTime":56.79,"endTime":59.64,"body":"maybe I'll go eat the meat here"},{"speaker":"Kyle Mountsier","startTime":56.79,"endTime":59.64,"body":"in a second. I'll go get."},{"speaker":"Michael Cirillo","startTime":61.77,"endTime":64.02,"body":"Go get a deep"},{"speaker":"Michael Cirillo","startTime":61.77,"endTime":64.02,"body":"dish. Well, hey, we are sitting"},{"speaker":"Michael Cirillo","startTime":64.02,"endTime":67.77,"body":"down with the director of"},{"speaker":"Michael Cirillo","startTime":64.02,"endTime":67.77,"body":"enterprise sales at Stella"},{"speaker":"Michael Cirillo","startTime":67.77,"endTime":71.76,"body":"automotive, Ron Smith. Tell me a"},{"speaker":"Michael Cirillo","startTime":67.77,"endTime":71.76,"body":"little bit more about what do"},{"speaker":"Michael Cirillo","startTime":71.76,"endTime":74.31,"body":"you guys know about Ron, he won"},{"speaker":"Michael Cirillo","startTime":71.76,"endTime":74.31,"body":"the pitch tank,"},{"speaker":"Kyle Mountsier","startTime":75.09,"endTime":78.12,"body":"won the pitch"},{"speaker":"Kyle Mountsier","startTime":75.09,"endTime":78.12,"body":"tank? That's most of what I know"},{"speaker":"Kyle Mountsier","startTime":78.12,"endTime":81.72,"body":"about Ron except for he works"},{"speaker":"Kyle Mountsier","startTime":78.12,"endTime":81.72,"body":"for Stella. No. Well, I met him"},{"speaker":"Kyle Mountsier","startTime":81.75,"endTime":86.19,"body":"I met him at ASOTU Con last"},{"speaker":"Kyle Mountsier","startTime":81.75,"endTime":86.19,"body":"year, tons of energy. I think he"},{"speaker":"Kyle Mountsier","startTime":86.19,"endTime":88.74,"body":"was actually new in the role."},{"speaker":"Kyle Mountsier","startTime":86.19,"endTime":88.74,"body":"They brought their whole team to"},{"speaker":"Kyle Mountsier","startTime":88.77,"endTime":93.0,"body":"ASOTU CON, I will say just the"},{"speaker":"Kyle Mountsier","startTime":88.77,"endTime":93.0,"body":"stellar team. I just has a ton"},{"speaker":"Kyle Mountsier","startTime":93.0,"endTime":96.18,"body":"of energy. They're aligned with"},{"speaker":"Kyle Mountsier","startTime":93.0,"endTime":96.18,"body":"what we're doing here at ASOTU."},{"speaker":"Kyle Mountsier","startTime":96.75,"endTime":100.32,"body":"Just as like person, like"},{"speaker":"Kyle Mountsier","startTime":96.75,"endTime":100.32,"body":"personally they are. And so it's"},{"speaker":"Kyle Mountsier","startTime":100.32,"endTime":102.51,"body":"always encouraging. Yeah,"},{"speaker":"Kyle Mountsier","startTime":100.32,"endTime":102.51,"body":"they're just kind people. It's"},{"speaker":"Kyle Mountsier","startTime":102.51,"endTime":106.89,"body":"always encouraging to jam with"},{"speaker":"Kyle Mountsier","startTime":102.51,"endTime":106.89,"body":"them. And so I'm sure that I'm"},{"speaker":"Kyle Mountsier","startTime":106.89,"endTime":109.98,"body":"sure that we're going to"},{"speaker":"Kyle Mountsier","startTime":106.89,"endTime":109.98,"body":"discover things that that, that"},{"speaker":"Kyle Mountsier","startTime":109.98,"endTime":113.43,"body":"we'll all look back and be like,"},{"speaker":"Kyle Mountsier","startTime":109.98,"endTime":113.43,"body":"yeah, Ron's one of our own, you"},{"speaker":"Kyle Mountsier","startTime":113.43,"endTime":115.32,"body":"know, just because I know the"},{"speaker":"Kyle Mountsier","startTime":113.43,"endTime":115.32,"body":"vibe of the people that they"},{"speaker":"Kyle Mountsier","startTime":115.32,"endTime":118.08,"body":"typically bring bring around. So"},{"speaker":"Kyle Mountsier","startTime":115.32,"endTime":118.08,"body":"we hope you enjoy this"},{"speaker":"Kyle Mountsier","startTime":118.08,"endTime":120.33,"body":"conversation with Ron"},{"speaker":"Kyle Mountsier","startTime":124.35,"endTime":126.9,"body":"Ron, what's up, man, we are"},{"speaker":"Kyle Mountsier","startTime":124.35,"endTime":126.9,"body":"excited to be hanging out with"},{"speaker":"Kyle Mountsier","startTime":126.9,"endTime":130.68,"body":"you, you were the winner of one"},{"speaker":"Kyle Mountsier","startTime":126.9,"endTime":130.68,"body":"of the months of pinch tank"},{"speaker":"Kyle Mountsier","startTime":130.71,"endTime":133.32,"body":"championships. So"},{"speaker":"Kyle Mountsier","startTime":130.71,"endTime":133.32,"body":"congratulations first on that,"},{"speaker":"Kyle Mountsier","startTime":133.32,"endTime":136.08,"body":"because that's a whole deal. And"},{"speaker":"Kyle Mountsier","startTime":133.32,"endTime":136.08,"body":"thanks."},{"speaker":"Ron Smith","startTime":136.95,"endTime":139.05,"body":"We appreciate it. We"},{"speaker":"Ron Smith","startTime":136.95,"endTime":139.05,"body":"appreciate the opportunity"},{"speaker":"Ron Smith","startTime":139.05,"endTime":141.66,"body":"getting getting into there and"},{"speaker":"Ron Smith","startTime":139.05,"endTime":141.66,"body":"winning it. So it's great to be"},{"speaker":"Ron Smith","startTime":141.72,"endTime":142.26,"body":"here real quick."},{"speaker":"Kyle Mountsier","startTime":142.29,"endTime":144.15,"body":"For those that"},{"speaker":"Kyle Mountsier","startTime":142.29,"endTime":144.15,"body":"don't know what pitch tank is."},{"speaker":"Kyle Mountsier","startTime":144.15,"endTime":147.18,"body":"It's like a three minute audio"},{"speaker":"Kyle Mountsier","startTime":144.15,"endTime":147.18,"body":"only presentation. If you're"},{"speaker":"Kyle Mountsier","startTime":147.18,"endTime":149.94,"body":"watching this on video, Ron can"},{"speaker":"Kyle Mountsier","startTime":147.18,"endTime":149.94,"body":"actually he's got a great voice"},{"speaker":"Kyle Mountsier","startTime":149.94,"endTime":154.8,"body":"for radio too. But tell the"},{"speaker":"Kyle Mountsier","startTime":149.94,"endTime":154.8,"body":"people like what the preparation"},{"speaker":"Kyle Mountsier","startTime":154.8,"endTime":158.37,"body":"the process and the feeling is"},{"speaker":"Kyle Mountsier","startTime":154.8,"endTime":158.37,"body":"going into just having to"},{"speaker":"Kyle Mountsier","startTime":158.37,"endTime":163.14,"body":"explain everything you do in"},{"speaker":"Kyle Mountsier","startTime":158.37,"endTime":163.14,"body":"under three minutes. Without a"},{"speaker":"Kyle Mountsier","startTime":163.14,"endTime":167.19,"body":"deck. Like how does that? How"},{"speaker":"Kyle Mountsier","startTime":163.14,"endTime":167.19,"body":"does that work in your brain"},{"speaker":"Kyle Mountsier","startTime":167.19,"endTime":169.59,"body":"leading up to something like"},{"speaker":"Kyle Mountsier","startTime":167.19,"endTime":169.59,"body":"that? Oh, man,"},{"speaker":"Ron Smith","startTime":169.59,"endTime":172.26,"body":"well, like one thing"},{"speaker":"Ron Smith","startTime":169.59,"endTime":172.26,"body":"that really helps us out is the"},{"speaker":"Ron Smith","startTime":172.26,"endTime":175.89,"body":"fact that our API, we usually do"},{"speaker":"Ron Smith","startTime":172.26,"endTime":175.89,"body":"live demos, and we can usually"},{"speaker":"Ron Smith","startTime":175.89,"endTime":178.41,"body":"get on and off the phone in a"},{"speaker":"Ron Smith","startTime":175.89,"endTime":178.41,"body":"minute and 20 seconds. So I can"},{"speaker":"Ron Smith","startTime":178.41,"endTime":180.78,"body":"just fill up a minute and 20 of"},{"speaker":"Ron Smith","startTime":178.41,"endTime":180.78,"body":"the three minutes."},{"speaker":"Paul Daly","startTime":181.109,"endTime":183.059,"body":"That isn't on that's"},{"speaker":"Paul Daly","startTime":181.109,"endTime":183.059,"body":"a pretty great advance."},{"speaker":"Ron Smith","startTime":183.6,"endTime":186.09,"body":"That's that's like"},{"speaker":"Ron Smith","startTime":183.6,"endTime":186.09,"body":"the easiest part about it. So we"},{"speaker":"Ron Smith","startTime":186.09,"endTime":189.18,"body":"do we do like our little Intro"},{"speaker":"Ron Smith","startTime":186.09,"endTime":189.18,"body":"Hey, this is what Stella does"},{"speaker":"Ron Smith","startTime":189.27,"endTime":192.24,"body":"show something cool and new to"},{"speaker":"Ron Smith","startTime":189.27,"endTime":192.24,"body":"everybody. And on the outro"},{"speaker":"Ron Smith","startTime":192.24,"endTime":194.94,"body":"just, you know, just touch a"},{"speaker":"Ron Smith","startTime":192.24,"endTime":194.94,"body":"little bit more put a hook and"},{"speaker":"Ron Smith","startTime":194.94,"endTime":197.43,"body":"get the dealers to want to pump"},{"speaker":"Ron Smith","startTime":194.94,"endTime":197.43,"body":"up but there was preparation we"},{"speaker":"Ron Smith","startTime":197.43,"endTime":201.36,"body":"had to do on there. Right? I"},{"speaker":"Ron Smith","startTime":197.43,"endTime":201.36,"body":"probably ran through it 10 times"},{"speaker":"Ron Smith","startTime":201.36,"endTime":203.76,"body":"my VP of Marketing just to"},{"speaker":"Ron Smith","startTime":201.36,"endTime":203.76,"body":"ensure that I was falling within"},{"speaker":"Ron Smith","startTime":203.76,"endTime":206.01,"body":"that three minute timeframe. Did"},{"speaker":"Ron Smith","startTime":203.76,"endTime":206.01,"body":"that change"},{"speaker":"Kyle Mountsier","startTime":206.01,"endTime":208.26,"body":"the game for"},{"speaker":"Kyle Mountsier","startTime":206.01,"endTime":208.26,"body":"you? Like with the rest of stuff"},{"speaker":"Kyle Mountsier","startTime":208.26,"endTime":210.63,"body":"because your pitch you know,"},{"speaker":"Kyle Mountsier","startTime":208.26,"endTime":210.63,"body":"you're in the sales environment?"},{"speaker":"Kyle Mountsier","startTime":210.63,"endTime":213.78,"body":"Did that change the game for you"},{"speaker":"Kyle Mountsier","startTime":210.63,"endTime":213.78,"body":"to pitch in, like you're in"},{"speaker":"Kyle Mountsier","startTime":213.78,"endTime":217.92,"body":"elevators at nada, just like"},{"speaker":"Kyle Mountsier","startTime":213.78,"endTime":217.92,"body":"just so you know, here it is,"},{"speaker":"Kyle Mountsier","startTime":217.92,"endTime":219.84,"body":"right? You know, it did"},{"speaker":"Ron Smith","startTime":219.84,"endTime":221.73,"body":"so just to tell you"},{"speaker":"Ron Smith","startTime":219.84,"endTime":221.73,"body":"all this like a little behind"},{"speaker":"Ron Smith","startTime":221.73,"endTime":224.91,"body":"the scenes, the last pitch that"},{"speaker":"Ron Smith","startTime":221.73,"endTime":224.91,"body":"I did, we decided to change the"},{"speaker":"Ron Smith","startTime":224.91,"endTime":227.25,"body":"entire pitch up 30 minutes"},{"speaker":"Ron Smith","startTime":224.91,"endTime":227.25,"body":"before that's the first time I"},{"speaker":"Ron Smith","startTime":227.25,"endTime":231.33,"body":"ever did that pitch. And, and"},{"speaker":"Ron Smith","startTime":227.25,"endTime":231.33,"body":"legitimately the whole entire"},{"speaker":"Ron Smith","startTime":231.33,"endTime":233.7,"body":"team has taken that pitch and"},{"speaker":"Ron Smith","startTime":231.33,"endTime":233.7,"body":"just ran with it across the"},{"speaker":"Ron Smith","startTime":233.7,"endTime":237.87,"body":"board. So like we found new ways"},{"speaker":"Ron Smith","startTime":233.7,"endTime":237.87,"body":"to talk about Stella just by"},{"speaker":"Ron Smith","startTime":237.87,"endTime":240.96,"body":"going through a little a three"},{"speaker":"Ron Smith","startTime":237.87,"endTime":240.96,"body":"minute timeframe of a pitch tank"},{"speaker":"Ron Smith","startTime":240.96,"endTime":241.68,"body":"it was pretty cool."},{"speaker":"Paul Daly","startTime":242.25,"endTime":245.73,"body":"So tell me what it"},{"speaker":"Paul Daly","startTime":242.25,"endTime":245.73,"body":"was like training the person"},{"speaker":"Paul Daly","startTime":245.97,"endTime":254.73,"body":"that you call to sound just like"},{"speaker":"Paul Daly","startTime":245.97,"endTime":254.73,"body":"Stella Just kidding, man I was"},{"speaker":"Paul Daly","startTime":254.73,"endTime":258.81,"body":"on I was on that pitch and it"},{"speaker":"Paul Daly","startTime":254.73,"endTime":258.81,"body":"was awesome to just hear hear go"},{"speaker":"Paul Daly","startTime":258.81,"endTime":261.75,"body":"the way it went. And like you"},{"speaker":"Paul Daly","startTime":258.81,"endTime":261.75,"body":"had such an advantage of like"},{"speaker":"Paul Daly","startTime":261.75,"endTime":264.27,"body":"that mic drop moment, like oh,"},{"speaker":"Paul Daly","startTime":261.75,"endTime":264.27,"body":"well you don't believe me? I'm"},{"speaker":"Paul Daly","startTime":264.27,"endTime":267.09,"body":"gonna call in right now is"},{"speaker":"Paul Daly","startTime":264.27,"endTime":267.09,"body":"probably how a lot of your"},{"speaker":"Paul Daly","startTime":267.09,"endTime":267.69,"body":"pitches go."},{"speaker":"Ron Smith","startTime":268.65,"endTime":271.86,"body":"It is. A lot of times"},{"speaker":"Ron Smith","startTime":268.65,"endTime":271.86,"body":"I was like, wow, that that"},{"speaker":"Ron Smith","startTime":271.86,"endTime":276.6,"body":"person just talked to me, right?"},{"speaker":"Ron Smith","startTime":271.86,"endTime":276.6,"body":"They just responded. And so like"},{"speaker":"Ron Smith","startTime":276.69,"endTime":279.42,"body":"many times when we go through"},{"speaker":"Ron Smith","startTime":276.69,"endTime":279.42,"body":"the pitch, I'm always like,"},{"speaker":"Ron Smith","startTime":279.81,"endTime":282.06,"body":"Alright, Mister missus car"},{"speaker":"Ron Smith","startTime":279.81,"endTime":282.06,"body":"dealer. Just please let me get"},{"speaker":"Ron Smith","startTime":282.06,"endTime":284.31,"body":"through these three calls."},{"speaker":"Ron Smith","startTime":282.06,"endTime":284.31,"body":"Usually after Call Number one, I"},{"speaker":"Ron Smith","startTime":284.31,"endTime":286.44,"body":"don't go any further. I'm"},{"speaker":"Ron Smith","startTime":284.31,"endTime":286.44,"body":"already answering questions"},{"speaker":"Ron Smith","startTime":286.44,"endTime":289.29,"body":"because they're just like so"},{"speaker":"Ron Smith","startTime":286.44,"endTime":289.29,"body":"intrigued about how fast that"},{"speaker":"Ron Smith","startTime":289.29,"endTime":291.27,"body":"responsiveness was with the AI."},{"speaker":"Michael Cirillo","startTime":291.0,"endTime":295.98,"body":"I was gonna say"},{"speaker":"Michael Cirillo","startTime":291.0,"endTime":295.98,"body":"for those that are, you know,"},{"speaker":"Michael Cirillo","startTime":295.98,"endTime":298.38,"body":"maybe tuning in for the first"},{"speaker":"Michael Cirillo","startTime":295.98,"endTime":298.38,"body":"time or maybe this is the first"},{"speaker":"Michael Cirillo","startTime":298.38,"endTime":301.77,"body":"time they've heard Stella. Can"},{"speaker":"Michael Cirillo","startTime":298.38,"endTime":301.77,"body":"you can you give me the Cliff's"},{"speaker":"Michael Cirillo","startTime":301.77,"endTime":305.31,"body":"Notes on what it is? What What"},{"speaker":"Michael Cirillo","startTime":301.77,"endTime":305.31,"body":"problem does it solve?"},{"speaker":"Ron Smith","startTime":306.12,"endTime":309.63,"body":"So Stella is a"},{"speaker":"Ron Smith","startTime":306.12,"endTime":309.63,"body":"conversational AI leading"},{"speaker":"Ron Smith","startTime":309.66,"endTime":312.6,"body":"leading provider in all of"},{"speaker":"Ron Smith","startTime":309.66,"endTime":312.6,"body":"automotive, right Stella will"},{"speaker":"Ron Smith","startTime":312.6,"endTime":315.9,"body":"book change or cancel all of the"},{"speaker":"Ron Smith","startTime":312.6,"endTime":315.9,"body":"inbound phone call traffic that"},{"speaker":"Ron Smith","startTime":315.9,"endTime":319.62,"body":"comes into the service"},{"speaker":"Ron Smith","startTime":315.9,"endTime":319.62,"body":"department will also do location"},{"speaker":"Ron Smith","startTime":319.65,"endTime":323.82,"body":"hours roadside assistance. We"},{"speaker":"Ron Smith","startTime":319.65,"endTime":323.82,"body":"also just launched a new product"},{"speaker":"Ron Smith","startTime":323.82,"endTime":326.88,"body":"called our front end reception"},{"speaker":"Ron Smith","startTime":323.82,"endTime":326.88,"body":"that will basically eliminate"},{"speaker":"Ron Smith","startTime":326.88,"endTime":329.94,"body":"the the ability for an IVR,"},{"speaker":"Ron Smith","startTime":326.88,"endTime":329.94,"body":"press one for sales, press two"},{"speaker":"Ron Smith","startTime":329.94,"endTime":333.15,"body":"for service, just let Stella"},{"speaker":"Ron Smith","startTime":329.94,"endTime":333.15,"body":"pick it up. I mean, on average,"},{"speaker":"Ron Smith","startTime":333.18,"endTime":337.02,"body":"20 30% of inbound phone calls"},{"speaker":"Ron Smith","startTime":333.18,"endTime":337.02,"body":"are going just missed. So Stella"},{"speaker":"Ron Smith","startTime":337.02,"endTime":340.23,"body":"just helps facilitate all of"},{"speaker":"Ron Smith","startTime":337.02,"endTime":340.23,"body":"that traffic to ensure the"},{"speaker":"Ron Smith","startTime":340.23,"endTime":342.69,"body":"dealers don't miss any more"},{"speaker":"Ron Smith","startTime":340.23,"endTime":342.69,"body":"phone calls. Plus give the"},{"speaker":"Ron Smith","startTime":342.69,"endTime":344.82,"body":"consumers the good experience of"},{"speaker":"Ron Smith","startTime":342.69,"endTime":344.82,"body":"ensuring they're going to"},{"speaker":"Ron Smith","startTime":344.82,"endTime":346.65,"body":"accomplish their goals when"},{"speaker":"Ron Smith","startTime":344.82,"endTime":346.65,"body":"they're on the phone."},{"speaker":"Kyle Mountsier","startTime":347.34,"endTime":350.31,"body":"Nice. Okay."},{"speaker":"Kyle Mountsier","startTime":347.34,"endTime":350.31,"body":"Okay, enough about Stella,"},{"speaker":"Kyle Mountsier","startTime":350.49,"endTime":353.64,"body":"because this is a little bit"},{"speaker":"Kyle Mountsier","startTime":350.49,"endTime":353.64,"body":"more about Ron. Oh, yeah. You"},{"speaker":"Kyle Mountsier","startTime":353.64,"endTime":360.27,"body":"know, she's she's exciting and"},{"speaker":"Kyle Mountsier","startTime":353.64,"endTime":360.27,"body":"all that type of stuff. So, just"},{"speaker":"Kyle Mountsier","startTime":360.27,"endTime":365.73,"body":"so everyone knows, I'm in a mess"},{"speaker":"Kyle Mountsier","startTime":360.27,"endTime":365.73,"body":"of a day, I'm in the mood. I'm"},{"speaker":"Kyle Mountsier","startTime":365.73,"endTime":368.64,"body":"in a whole mood. I just had a"},{"speaker":"Kyle Mountsier","startTime":365.73,"endTime":368.64,"body":"really, really great salad that"},{"speaker":"Kyle Mountsier","startTime":368.67,"endTime":371.73,"body":"at a place that I've ever been,"},{"speaker":"Kyle Mountsier","startTime":368.67,"endTime":371.73,"body":"so I'm on I'm on cloud nine with"},{"speaker":"Kyle Mountsier","startTime":371.73,"endTime":372.24,"body":"the sound and"},{"speaker":"Michael Cirillo","startTime":372.24,"endTime":375.39,"body":"we know Kyle's"},{"speaker":"Michael Cirillo","startTime":372.24,"endTime":375.39,"body":"a liar. Okay. Really good."},{"speaker":"Michael Cirillo","startTime":375.39,"endTime":376.38,"body":"Solid. Yeah."},{"speaker":"Paul Daly","startTime":377.7,"endTime":380.37,"body":"Great, solid, great."},{"speaker":"Paul Daly","startTime":377.7,"endTime":380.37,"body":"All want to be somebody else. So"},{"speaker":"Paul Daly","startTime":380.37,"endTime":380.94,"body":"Ron,"},{"speaker":"Kyle Mountsier","startTime":381.87,"endTime":383.82,"body":"take us back."},{"speaker":"Kyle Mountsier","startTime":381.87,"endTime":383.82,"body":"Maybe not to your childhood."},{"speaker":"Kyle Mountsier","startTime":383.82,"endTime":386.88,"body":"But, you know, talk to us a"},{"speaker":"Kyle Mountsier","startTime":383.82,"endTime":386.88,"body":"little bit about what your"},{"speaker":"Kyle Mountsier","startTime":386.88,"endTime":391.17,"body":"career in automotive has been."},{"speaker":"Kyle Mountsier","startTime":386.88,"endTime":391.17,"body":"Have you it was stellar, the"},{"speaker":"Kyle Mountsier","startTime":391.17,"endTime":393.96,"body":"first stop or have you been in"},{"speaker":"Kyle Mountsier","startTime":391.17,"endTime":393.96,"body":"automotive and a few other"},{"speaker":"Kyle Mountsier","startTime":393.96,"endTime":394.92,"body":"places before that?"},{"speaker":"Ron Smith","startTime":394.0,"endTime":397.24,"body":"Oh, okay. So I'll"},{"speaker":"Ron Smith","startTime":394.0,"endTime":397.24,"body":"take you back to my childhood."},{"speaker":"Ron Smith","startTime":397.24,"endTime":401.65,"body":"My dad's in the car business at"},{"speaker":"Ron Smith","startTime":397.24,"endTime":401.65,"body":"now. So 13 years old, I was"},{"speaker":"Ron Smith","startTime":401.65,"endTime":404.2,"body":"already pushing this thing"},{"speaker":"Ron Smith","startTime":401.65,"endTime":404.2,"body":"called a billy goat through the"},{"speaker":"Ron Smith","startTime":404.2,"endTime":407.92,"body":"lot for $5 An hour picking up"},{"speaker":"Ron Smith","startTime":404.2,"endTime":407.92,"body":"all the cigarette butts. I know"},{"speaker":"Ron Smith","startTime":407.92,"endTime":411.94,"body":"exactly what you're talking"},{"speaker":"Ron Smith","startTime":407.92,"endTime":411.94,"body":"about. Yeah. So. So that's what"},{"speaker":"Ron Smith","startTime":411.94,"endTime":414.85,"body":"I started. So like I never asked"},{"speaker":"Ron Smith","startTime":411.94,"endTime":414.85,"body":"my dad. I'll ask him at dinner"},{"speaker":"Ron Smith","startTime":414.85,"endTime":418.27,"body":"was i How many cars you sell"},{"speaker":"Ron Smith","startTime":414.85,"endTime":418.27,"body":"today? Right like that? Yeah. So"},{"speaker":"Ron Smith","startTime":418.27,"endTime":422.14,"body":"I went into officially a lot"},{"speaker":"Ron Smith","startTime":418.27,"endTime":422.14,"body":"porter at 18 sold cars for him."},{"speaker":"Ron Smith","startTime":422.14,"endTime":425.44,"body":"And then I was the house mouse"},{"speaker":"Ron Smith","startTime":422.14,"endTime":425.44,"body":"apparently. Right. So what I had"},{"speaker":"Ron Smith","startTime":425.44,"endTime":429.49,"body":"to do was moved from my dad down"},{"speaker":"Ron Smith","startTime":425.44,"endTime":429.49,"body":"to Florida and started selling"},{"speaker":"Ron Smith","startTime":429.49,"endTime":433.78,"body":"cars with Asbury automotive at"},{"speaker":"Ron Smith","startTime":429.49,"endTime":433.78,"body":"Coggan Honda in Jack's. So I did"},{"speaker":"Ron Smith","startTime":433.78,"endTime":436.99,"body":"that I made it all the way up to"},{"speaker":"Ron Smith","startTime":433.78,"endTime":436.99,"body":"used car director for the first"},{"speaker":"Ron Smith","startTime":438.01,"endTime":441.25,"body":"five years there and then I did"},{"speaker":"Ron Smith","startTime":438.01,"endTime":441.25,"body":"a 10 year stint at Cox"},{"speaker":"Ron Smith","startTime":441.25,"endTime":445.75,"body":"automotive trade in my last"},{"speaker":"Ron Smith","startTime":441.25,"endTime":445.75,"body":"traded marketplace. I spent my"},{"speaker":"Ron Smith","startTime":445.75,"endTime":450.55,"body":"last five years with V auto in"},{"speaker":"Ron Smith","startTime":445.75,"endTime":450.55,"body":"particular. And then Stella"},{"speaker":"Ron Smith","startTime":450.55,"endTime":454.15,"body":"decided to launch a sales team"},{"speaker":"Ron Smith","startTime":450.55,"endTime":454.15,"body":"in August. I got a basically"},{"speaker":"Ron Smith","startTime":454.15,"endTime":457.42,"body":"like my Shark Tank pitch. I got"},{"speaker":"Ron Smith","startTime":454.15,"endTime":457.42,"body":"a three minute phone call with"},{"speaker":"Ron Smith","startTime":457.42,"endTime":462.7,"body":"them. I was like okay, ai I'm"},{"speaker":"Ron Smith","startTime":457.42,"endTime":462.7,"body":"in. So I came here in August. So"},{"speaker":"Ron Smith","startTime":462.7,"endTime":464.59,"body":"I've been in the car business"},{"speaker":"Ron Smith","startTime":462.7,"endTime":464.59,"body":"for over 20 years, guys. It's"},{"speaker":"Ron Smith","startTime":464.59,"endTime":466.99,"body":"been it's been amazing seeing"},{"speaker":"Ron Smith","startTime":464.59,"endTime":466.99,"body":"the changes. Like I"},{"speaker":"Paul Daly","startTime":467.16,"endTime":471.39,"body":"think that there's"},{"speaker":"Paul Daly","startTime":467.16,"endTime":471.39,"body":"always just such a wasted time"},{"speaker":"Paul Daly","startTime":471.39,"endTime":474.18,"body":"slot in the beginning of anyone"},{"speaker":"Paul Daly","startTime":471.39,"endTime":474.18,"body":"who's selling a tech product in"},{"speaker":"Paul Daly","startTime":474.18,"endTime":477.84,"body":"automotive to be like, I grew up"},{"speaker":"Paul Daly","startTime":474.18,"endTime":477.84,"body":"on the lot, right? Yeah, I grew"},{"speaker":"Paul Daly","startTime":477.84,"endTime":480.66,"body":"up pushing the billy goat"},{"speaker":"Paul Daly","startTime":477.84,"endTime":480.66,"body":"building go to dinner"},{"speaker":"Paul Daly","startTime":480.66,"endTime":483.87,"body":"conversation was how many did"},{"speaker":"Paul Daly","startTime":480.66,"endTime":483.87,"body":"you sell? And I already knew my"},{"speaker":"Paul Daly","startTime":483.87,"endTime":486.09,"body":"dad's attitude. How many about"},{"speaker":"Paul Daly","startTime":483.87,"endTime":486.09,"body":"that was"},{"speaker":"Ron Smith","startTime":488.88,"endTime":491.28,"body":"was a junior so like,"},{"speaker":"Ron Smith","startTime":488.88,"endTime":491.28,"body":"I would always people would"},{"speaker":"Ron Smith","startTime":491.28,"endTime":494.01,"body":"always come in and look for Ron"},{"speaker":"Ron Smith","startTime":491.28,"endTime":494.01,"body":"at the dealership and my dad"},{"speaker":"Ron Smith","startTime":494.16,"endTime":496.47,"body":"would give deals to like other"},{"speaker":"Ron Smith","startTime":494.16,"endTime":496.47,"body":"people because they would send"},{"speaker":"Ron Smith","startTime":496.47,"endTime":499.59,"body":"it to my dad and I was like,"},{"speaker":"Ron Smith","startTime":496.47,"endTime":499.59,"body":"What the heck, but all the all"},{"speaker":"Ron Smith","startTime":499.59,"endTime":503.94,"body":"the settings to call me Junebug"},{"speaker":"Ron Smith","startTime":499.59,"endTime":503.94,"body":"at the dealership. So then I"},{"speaker":"Ron Smith","startTime":503.94,"endTime":506.85,"body":"started going by Junebug and I"},{"speaker":"Ron Smith","startTime":503.94,"endTime":506.85,"body":"never miss another deal again,"},{"speaker":"Ron Smith","startTime":506.94,"endTime":509.28,"body":"from that standpoint, because"},{"speaker":"Ron Smith","startTime":506.94,"endTime":509.28,"body":"you just had to get creative"},{"speaker":"Ron Smith","startTime":509.28,"endTime":512.82,"body":"back. It was fun. I was also the"},{"speaker":"Ron Smith","startTime":509.28,"endTime":512.82,"body":"internet manager because I knew"},{"speaker":"Ron Smith","startTime":512.82,"endTime":515.34,"body":"how to change the printer ink at"},{"speaker":"Ron Smith","startTime":512.82,"endTime":515.34,"body":"the time, which was"},{"speaker":"Kyle Mountsier","startTime":517.14,"endTime":519.18,"body":"good. Good news"},{"speaker":"Kyle Mountsier","startTime":517.14,"endTime":519.18,"body":"is nothing's changed."},{"speaker":"Paul Daly","startTime":520.559,"endTime":522.599,"body":"Now you just know how"},{"speaker":"Paul Daly","startTime":520.559,"endTime":522.599,"body":"to reset passwords"},{"speaker":"Kyle Mountsier","startTime":528.18,"endTime":530.85,"body":"Oh, no."},{"speaker":"Kyle Mountsier","startTime":528.18,"endTime":530.85,"body":"Sideways."},{"speaker":"Paul Daly","startTime":531.87,"endTime":534.27,"body":"Okay, get over the"},{"speaker":"Paul Daly","startTime":531.87,"endTime":534.27,"body":"billing code. Let's know the"},{"speaker":"Paul Daly","startTime":534.27,"endTime":536.19,"body":"billing, you're just thinking"},{"speaker":"Paul Daly","startTime":534.27,"endTime":536.19,"body":"about that little thing. You"},{"speaker":"Paul Daly","startTime":536.19,"endTime":538.65,"body":"push it and it just eats up"},{"speaker":"Paul Daly","startTime":536.19,"endTime":538.65,"body":"everything in its sight. Right?"},{"speaker":"Paul Daly","startTime":539.73,"endTime":541.8,"body":"Remember that? Remember the lots"},{"speaker":"Paul Daly","startTime":539.73,"endTime":541.8,"body":"were littered with cigarette"},{"speaker":"Paul Daly","startTime":541.8,"endTime":546.51,"body":"butts. Okay, so it dealers,"},{"speaker":"Paul Daly","startTime":541.8,"endTime":546.51,"body":"industry partners, right? It's"},{"speaker":"Paul Daly","startTime":546.51,"endTime":550.71,"body":"this age old, like, I need you."},{"speaker":"Paul Daly","startTime":546.51,"endTime":550.71,"body":"But when you get out of my"},{"speaker":"Paul Daly","startTime":550.71,"endTime":554.37,"body":"office kind of mentality. So you"},{"speaker":"Paul Daly","startTime":550.71,"endTime":554.37,"body":"as a dealer, you know, you've"},{"speaker":"Paul Daly","startTime":554.37,"endTime":558.99,"body":"seen the sales pitch from both"},{"speaker":"Paul Daly","startTime":554.37,"endTime":558.99,"body":"sides. As a vendor, you've seen"},{"speaker":"Paul Daly","startTime":558.99,"endTime":562.38,"body":"the sales pitch from the like,"},{"speaker":"Paul Daly","startTime":558.99,"endTime":562.38,"body":"Okay, how quickly can I get this"},{"speaker":"Paul Daly","startTime":562.38,"endTime":565.2,"body":"out? How can I actually serve"},{"speaker":"Paul Daly","startTime":562.38,"endTime":565.2,"body":"the dealer instead of just"},{"speaker":"Paul Daly","startTime":565.59,"endTime":569.88,"body":"telling them what I have? You've"},{"speaker":"Paul Daly","startTime":565.59,"endTime":569.88,"body":"experienced both sides. So from"},{"speaker":"Paul Daly","startTime":569.97,"endTime":572.88,"body":"the dealer site, okay, I'm asked"},{"speaker":"Paul Daly","startTime":569.97,"endTime":572.88,"body":"you to put your dealer hat back"},{"speaker":"Paul Daly","startTime":572.88,"endTime":578.34,"body":"on. Alright. What is the most"},{"speaker":"Paul Daly","startTime":572.88,"endTime":578.34,"body":"annoying thing that a vendor can"},{"speaker":"Paul Daly","startTime":578.34,"endTime":580.17,"body":"do when they try to pitch you a"},{"speaker":"Paul Daly","startTime":578.34,"endTime":580.17,"body":"product?"},{"speaker":"Ron Smith","startTime":580.83,"endTime":583.89,"body":"Oh, man. Talk"},{"speaker":"Paul Daly","startTime":587.4,"endTime":590.4,"body":"just actually nailed"},{"speaker":"Paul Daly","startTime":587.4,"endTime":590.4,"body":"it. You just nailed it."},{"speaker":"Ron Smith","startTime":594.27,"endTime":596.61,"body":"off a lot of times is"},{"speaker":"Ron Smith","startTime":594.27,"endTime":596.61,"body":"listening to these people just"},{"speaker":"Ron Smith","startTime":596.61,"endTime":599.97,"body":"go on and on and on. And never"},{"speaker":"Ron Smith","startTime":596.61,"endTime":599.97,"body":"truly just ask me a question."},{"speaker":"Ron Smith","startTime":600.0,"endTime":606.15,"body":"about what I needed, right?"},{"speaker":"Ron Smith","startTime":600.0,"endTime":606.15,"body":"Like, Hellenism salad. So that"},{"speaker":"Ron Smith","startTime":606.18,"endTime":609.84,"body":"that is just the world that"},{"speaker":"Ron Smith","startTime":606.18,"endTime":609.84,"body":"happens, like every day is still"},{"speaker":"Ron Smith","startTime":609.84,"endTime":612.18,"body":"happening every day with people"},{"speaker":"Ron Smith","startTime":609.84,"endTime":612.18,"body":"going into stores, they're just"},{"speaker":"Ron Smith","startTime":612.18,"endTime":614.61,"body":"want to come in and tell you"},{"speaker":"Ron Smith","startTime":612.18,"endTime":614.61,"body":"about your product. Right? Let's"},{"speaker":"Ron Smith","startTime":614.61,"endTime":617.04,"body":"let's help them solve a problem,"},{"speaker":"Ron Smith","startTime":614.61,"endTime":617.04,"body":"right? And I can tell you, the"},{"speaker":"Ron Smith","startTime":617.04,"endTime":619.47,"body":"more you get your dealer to talk"},{"speaker":"Ron Smith","startTime":617.04,"endTime":619.47,"body":"like I was, I always learned"},{"speaker":"Ron Smith","startTime":619.47,"endTime":623.67,"body":"like the first one that talk"},{"speaker":"Ron Smith","startTime":619.47,"endTime":623.67,"body":"loses, right? So let's just go"},{"speaker":"Ron Smith","startTime":623.67,"endTime":626.43,"body":"ahead and let them just ask them"},{"speaker":"Ron Smith","startTime":623.67,"endTime":626.43,"body":"the right questions, do a little"},{"speaker":"Ron Smith","startTime":626.43,"endTime":629.16,"body":"bit of pre work before you go"},{"speaker":"Ron Smith","startTime":626.43,"endTime":629.16,"body":"in, you'll be able to find your"},{"speaker":"Ron Smith","startTime":629.16,"endTime":632.46,"body":"way into the right conversation."},{"speaker":"Ron Smith","startTime":629.16,"endTime":632.46,"body":"It's just a matter of just"},{"speaker":"Ron Smith","startTime":632.49,"endTime":634.5,"body":"understand the listener a little"},{"speaker":"Ron Smith","startTime":632.49,"endTime":634.5,"body":"bit more than just talking to"},{"speaker":"Ron Smith","startTime":634.5,"endTime":634.86,"body":"people."},{"speaker":"Michael Cirillo","startTime":635.49,"endTime":638.67,"body":"I always feel"},{"speaker":"Michael Cirillo","startTime":635.49,"endTime":638.67,"body":"like controversial statement of"},{"speaker":"Michael Cirillo","startTime":638.67,"endTime":641.67,"body":"the day. I always feel like too"},{"speaker":"Michael Cirillo","startTime":638.67,"endTime":641.67,"body":"early"},{"speaker":"Paul Daly","startTime":641.67,"endTime":645.36,"body":"for that. It's five"},{"speaker":"Paul Daly","startTime":641.67,"endTime":645.36,"body":"o'clock somewhere. Oh, yeah."},{"speaker":"Michael Cirillo","startTime":646.26,"endTime":648.78,"body":"I feel like,"},{"speaker":"Michael Cirillo","startTime":646.26,"endTime":648.78,"body":"you know, what lends its hand to"},{"speaker":"Michael Cirillo","startTime":648.78,"endTime":651.96,"body":"that why they go in with that"},{"speaker":"Michael Cirillo","startTime":648.78,"endTime":651.96,"body":"urgency to like pitch, right is"},{"speaker":"Michael Cirillo","startTime":651.96,"endTime":655.32,"body":"because they're hard up for"},{"speaker":"Michael Cirillo","startTime":651.96,"endTime":655.32,"body":"cash. But here's my statement."},{"speaker":"Michael Cirillo","startTime":655.5,"endTime":659.34,"body":"How dare you put yourself in a"},{"speaker":"Michael Cirillo","startTime":655.5,"endTime":659.34,"body":"position where you're so hard up"},{"speaker":"Michael Cirillo","startTime":659.34,"endTime":665.91,"body":"for cash? You know what I mean?"},{"speaker":"Michael Cirillo","startTime":659.34,"endTime":665.91,"body":"Like, yeah, you know what I"},{"speaker":"Michael Cirillo","startTime":665.91,"endTime":668.7,"body":"mean? Because like what you're"},{"speaker":"Michael Cirillo","startTime":665.91,"endTime":668.7,"body":"saying, Ron resonates with, I"},{"speaker":"Michael Cirillo","startTime":668.7,"endTime":671.31,"body":"think, safe to say all three of"},{"speaker":"Michael Cirillo","startTime":668.7,"endTime":671.31,"body":"us here. And of course, those"},{"speaker":"Michael Cirillo","startTime":671.31,"endTime":675.48,"body":"that are part of the asoto"},{"speaker":"Michael Cirillo","startTime":671.31,"endTime":675.48,"body":"community, which is people over"},{"speaker":"Michael Cirillo","startTime":675.66,"endTime":678.48,"body":"everything else, right, like"},{"speaker":"Michael Cirillo","startTime":675.66,"endTime":678.48,"body":"love people more than you love"},{"speaker":"Michael Cirillo","startTime":678.48,"endTime":682.14,"body":"the thing. And but I always feel"},{"speaker":"Michael Cirillo","startTime":678.48,"endTime":682.14,"body":"like Ben, the only reason you"},{"speaker":"Michael Cirillo","startTime":682.14,"endTime":684.9,"body":"feel urgency to earn the dough"},{"speaker":"Michael Cirillo","startTime":682.14,"endTime":684.9,"body":"is because you put yourself in a"},{"speaker":"Michael Cirillo","startTime":684.9,"endTime":688.35,"body":"position where you can where you"},{"speaker":"Michael Cirillo","startTime":684.9,"endTime":688.35,"body":"didn't have the dough. And then"},{"speaker":"Michael Cirillo","startTime":688.38,"endTime":690.75,"body":"and then that precludes you from"},{"speaker":"Michael Cirillo","startTime":688.38,"endTime":690.75,"body":"being able to actually just"},{"speaker":"Michael Cirillo","startTime":690.75,"endTime":694.14,"body":"build a relationship and like,"},{"speaker":"Michael Cirillo","startTime":690.75,"endTime":694.14,"body":"like you said, listen, curious,"},{"speaker":"Michael Cirillo","startTime":694.14,"endTime":696.99,"body":"your take. I want you're not"},{"speaker":"Michael Cirillo","startTime":694.14,"endTime":696.99,"body":"just kidding, I'm not gonna ask"},{"speaker":"Michael Cirillo","startTime":696.99,"endTime":700.77,"body":"for your controversial statement"},{"speaker":"Michael Cirillo","startTime":696.99,"endTime":700.77,"body":"of the day. But what are your"},{"speaker":"Michael Cirillo","startTime":700.77,"endTime":701.28,"body":"thoughts on"},{"speaker":"Kyle Mountsier","startTime":701.28,"endTime":703.35,"body":"that? Yeah, I"},{"speaker":"Kyle Mountsier","startTime":701.28,"endTime":703.35,"body":"mean, you think about though,"},{"speaker":"Kyle Mountsier","startTime":703.35,"endTime":706.83,"body":"just like dealing with dealing"},{"speaker":"Kyle Mountsier","startTime":703.35,"endTime":706.83,"body":"with a salesperson, like a car"},{"speaker":"Kyle Mountsier","startTime":706.83,"endTime":708.96,"body":"salesperson on the ninth of the"},{"speaker":"Kyle Mountsier","startTime":706.83,"endTime":708.96,"body":"month, and they haven't sold a"},{"speaker":"Kyle Mountsier","startTime":708.96,"endTime":712.41,"body":"car, you can see it in their"},{"speaker":"Kyle Mountsier","startTime":708.96,"endTime":712.41,"body":"eyes, like hunger, you know?"},{"speaker":"Kyle Mountsier","startTime":712.65,"endTime":717.3,"body":"And, and so that I think that"},{"speaker":"Kyle Mountsier","startTime":712.65,"endTime":717.3,"body":"there is this this element that"},{"speaker":"Kyle Mountsier","startTime":717.3,"endTime":719.82,"body":"when we get into sales, that"},{"speaker":"Kyle Mountsier","startTime":717.3,"endTime":719.82,"body":"when we get into product"},{"speaker":"Kyle Mountsier","startTime":719.82,"endTime":723.0,"body":"pitching that when we get into"},{"speaker":"Kyle Mountsier","startTime":719.82,"endTime":723.0,"body":"any of that, and we're"},{"speaker":"Kyle Mountsier","startTime":723.0,"endTime":727.2,"body":"prioritizing, like, like you"},{"speaker":"Kyle Mountsier","startTime":723.0,"endTime":727.2,"body":"said, telling isn't selling,"},{"speaker":"Kyle Mountsier","startTime":727.2,"endTime":730.59,"body":"we're just like shouting at"},{"speaker":"Kyle Mountsier","startTime":727.2,"endTime":730.59,"body":"people, instead of solving"},{"speaker":"Kyle Mountsier","startTime":730.59,"endTime":733.8,"body":"problems, that immediately I"},{"speaker":"Kyle Mountsier","startTime":730.59,"endTime":733.8,"body":"don't care who you are, put your"},{"speaker":"Kyle Mountsier","startTime":733.8,"endTime":736.59,"body":"defenses up, you know, you're"},{"speaker":"Kyle Mountsier","startTime":733.8,"endTime":736.59,"body":"you're questioning like, What's"},{"speaker":"Kyle Mountsier","startTime":736.59,"endTime":739.08,"body":"the motive? On the other side?"},{"speaker":"Kyle Mountsier","startTime":736.59,"endTime":739.08,"body":"Is the product really good?"},{"speaker":"Kyle Mountsier","startTime":739.08,"endTime":742.56,"body":"Anything like that? So how to"},{"speaker":"Kyle Mountsier","startTime":739.08,"endTime":742.56,"body":"run How do you combat that?"},{"speaker":"Kyle Mountsier","startTime":742.56,"endTime":745.47,"body":"Because obviously, in the sales"},{"speaker":"Kyle Mountsier","startTime":742.56,"endTime":745.47,"body":"environment, there's deadlines"},{"speaker":"Kyle Mountsier","startTime":745.47,"endTime":749.25,"body":"to meet, there's goals to"},{"speaker":"Kyle Mountsier","startTime":745.47,"endTime":749.25,"body":"there's goals to hit, there are"},{"speaker":"Kyle Mountsier","startTime":749.25,"endTime":752.07,"body":"margins, and there's there's"},{"speaker":"Kyle Mountsier","startTime":749.25,"endTime":752.07,"body":"growth metrics that have to"},{"speaker":"Kyle Mountsier","startTime":752.07,"endTime":755.7,"body":"happen, especially your your,"},{"speaker":"Kyle Mountsier","startTime":752.07,"endTime":755.7,"body":"your role in charge of"},{"speaker":"Kyle Mountsier","startTime":755.7,"endTime":758.49,"body":"enterprise sales accounts, like"},{"speaker":"Kyle Mountsier","startTime":755.7,"endTime":758.49,"body":"that's large accounts that have"},{"speaker":"Kyle Mountsier","startTime":758.67,"endTime":762.75,"body":"that have a lot of opportunity"},{"speaker":"Kyle Mountsier","startTime":758.67,"endTime":762.75,"body":"for any any sort of, you know,"},{"speaker":"Kyle Mountsier","startTime":762.78,"endTime":766.68,"body":"business, especially in the SAS"},{"speaker":"Kyle Mountsier","startTime":762.78,"endTime":766.68,"body":"world, how do you balance the"},{"speaker":"Kyle Mountsier","startTime":766.68,"endTime":770.25,"body":"like necessity to sell the thing"},{"speaker":"Kyle Mountsier","startTime":766.68,"endTime":770.25,"body":"that has to happen for the"},{"speaker":"Kyle Mountsier","startTime":770.25,"endTime":775.17,"body":"business to keep moving? And the"},{"speaker":"Kyle Mountsier","startTime":770.25,"endTime":775.17,"body":"human element of conversation"},{"speaker":"Kyle Mountsier","startTime":775.17,"endTime":777.57,"body":"and problem solving? How do you"},{"speaker":"Kyle Mountsier","startTime":775.17,"endTime":777.57,"body":"balance that on a day to day"},{"speaker":"Kyle Mountsier","startTime":777.57,"endTime":778.02,"body":"basis?"},{"speaker":"Ron Smith","startTime":778.68,"endTime":783.45,"body":"You know, I, for one,"},{"speaker":"Ron Smith","startTime":778.68,"endTime":783.45,"body":"like pre work is is critical for"},{"speaker":"Ron Smith","startTime":783.45,"endTime":785.61,"body":"us understanding the knowledge"},{"speaker":"Ron Smith","startTime":783.45,"endTime":785.61,"body":"of the conversation before"},{"speaker":"Ron Smith","startTime":785.61,"endTime":788.61,"body":"you're going into the store,"},{"speaker":"Ron Smith","startTime":785.61,"endTime":788.61,"body":"right? You know, we are AI"},{"speaker":"Ron Smith","startTime":788.61,"endTime":791.64,"body":"answers the phone. So doing some"},{"speaker":"Ron Smith","startTime":788.61,"endTime":791.64,"body":"secret shop analyses of the"},{"speaker":"Ron Smith","startTime":791.64,"endTime":795.48,"body":"stores is one way to easily"},{"speaker":"Ron Smith","startTime":791.64,"endTime":795.48,"body":"combat that, of just of just"},{"speaker":"Ron Smith","startTime":795.48,"endTime":798.51,"body":"preparation, referral business"},{"speaker":"Ron Smith","startTime":795.48,"endTime":798.51,"body":"from people that have already"},{"speaker":"Ron Smith","startTime":798.51,"endTime":801.42,"body":"sold, like you've already sold"},{"speaker":"Ron Smith","startTime":798.51,"endTime":801.42,"body":"that clients to like nothing's"},{"speaker":"Ron Smith","startTime":801.42,"endTime":804.72,"body":"more powerful than one of our"},{"speaker":"Ron Smith","startTime":801.42,"endTime":804.72,"body":"current clients calling one of"},{"speaker":"Ron Smith","startTime":804.72,"endTime":807.93,"body":"their buddies, or even a"},{"speaker":"Ron Smith","startTime":804.72,"endTime":807.93,"body":"competitor that they've done to"},{"speaker":"Ron Smith","startTime":807.93,"endTime":811.65,"body":"get that door just already open"},{"speaker":"Ron Smith","startTime":807.93,"endTime":811.65,"body":"for you. So I'm really, really"},{"speaker":"Ron Smith","startTime":811.65,"endTime":815.58,"body":"big on like, warm to hot"},{"speaker":"Ron Smith","startTime":811.65,"endTime":815.58,"body":"opportunities, right, the cold"},{"speaker":"Ron Smith","startTime":815.58,"endTime":817.5,"body":"calling is still very, very"},{"speaker":"Ron Smith","startTime":815.58,"endTime":817.5,"body":"tough. And it's still a"},{"speaker":"Ron Smith","startTime":817.5,"endTime":821.19,"body":"challenge. And if you're just"},{"speaker":"Ron Smith","startTime":817.5,"endTime":821.19,"body":"strictly cold calling on clients"},{"speaker":"Ron Smith","startTime":821.34,"endTime":823.95,"body":"in this atmosphere right here,"},{"speaker":"Ron Smith","startTime":821.34,"endTime":823.95,"body":"you're gonna have a really tough"},{"speaker":"Ron Smith","startTime":823.95,"endTime":826.89,"body":"time because look, the vendor"},{"speaker":"Ron Smith","startTime":823.95,"endTime":826.89,"body":"world's been out for a very long"},{"speaker":"Ron Smith","startTime":826.89,"endTime":830.13,"body":"time dealing with dealers,"},{"speaker":"Ron Smith","startTime":826.89,"endTime":830.13,"body":"right, dealers have had some"},{"speaker":"Ron Smith","startTime":830.13,"endTime":832.86,"body":"poor experiences, they've also"},{"speaker":"Ron Smith","startTime":830.13,"endTime":832.86,"body":"had some really good experiences"},{"speaker":"Ron Smith","startTime":832.86,"endTime":835.56,"body":"with with people too, but their"},{"speaker":"Ron Smith","startTime":832.86,"endTime":835.56,"body":"guards are up before you even"},{"speaker":"Ron Smith","startTime":835.56,"endTime":838.32,"body":"get in the door. So if there's a"},{"speaker":"Ron Smith","startTime":835.56,"endTime":838.32,"body":"way that you can use your"},{"speaker":"Ron Smith","startTime":838.32,"endTime":841.47,"body":"network, your LinkedIn network,"},{"speaker":"Ron Smith","startTime":838.32,"endTime":841.47,"body":"or my networks, from my previous"},{"speaker":"Ron Smith","startTime":841.47,"endTime":844.71,"body":"people, to help get me a soft"},{"speaker":"Ron Smith","startTime":841.47,"endTime":844.71,"body":"introduction to somebody that's"},{"speaker":"Ron Smith","startTime":844.71,"endTime":848.25,"body":"able to get me over the hump,"},{"speaker":"Ron Smith","startTime":844.71,"endTime":848.25,"body":"that gets that helps us stay"},{"speaker":"Ron Smith","startTime":848.28,"endTime":850.95,"body":"ahead of this. Now the"},{"speaker":"Ron Smith","startTime":848.28,"endTime":850.95,"body":"enterprise side, it's like it's"},{"speaker":"Ron Smith","startTime":850.95,"endTime":854.04,"body":"not like riding a jetski. And"},{"speaker":"Ron Smith","startTime":850.95,"endTime":854.04,"body":"you can just pivot and turn and"},{"speaker":"Ron Smith","startTime":854.04,"endTime":856.86,"body":"just close one rooftop, one"},{"speaker":"Ron Smith","startTime":854.04,"endTime":856.86,"body":"rooftop, one rooftop, there's"},{"speaker":"Ron Smith","startTime":856.86,"endTime":860.85,"body":"got to be a level of patience"},{"speaker":"Ron Smith","startTime":856.86,"endTime":860.85,"body":"that I've had to learn. And I'm"},{"speaker":"Ron Smith","startTime":860.85,"endTime":864.51,"body":"a very impatient person. So"},{"speaker":"Ron Smith","startTime":860.85,"endTime":864.51,"body":"like, that level of patience"},{"speaker":"Ron Smith","startTime":864.51,"endTime":867.12,"body":"that hey, like, you know, you're"},{"speaker":"Ron Smith","startTime":864.51,"endTime":867.12,"body":"you're going to be able to like"},{"speaker":"Ron Smith","startTime":867.12,"endTime":870.12,"body":"Rome wasn't built in one day as"},{"speaker":"Ron Smith","startTime":867.12,"endTime":870.12,"body":"an example. Like, you just have"},{"speaker":"Ron Smith","startTime":870.12,"endTime":873.24,"body":"to establish the process,"},{"speaker":"Ron Smith","startTime":870.12,"endTime":873.24,"body":"establish the rules of"},{"speaker":"Ron Smith","startTime":873.24,"endTime":876.45,"body":"engagement that you have with"},{"speaker":"Ron Smith","startTime":873.24,"endTime":876.45,"body":"your team, and then just follow"},{"speaker":"Ron Smith","startTime":876.45,"endTime":879.93,"body":"it through. So you do it. It's"},{"speaker":"Ron Smith","startTime":876.45,"endTime":879.93,"body":"tried and true too much from my"},{"speaker":"Ron Smith","startTime":879.93,"endTime":882.21,"body":"experience about 10 years or"},{"speaker":"Ron Smith","startTime":879.93,"endTime":882.21,"body":"Cox, automotive. It's that is"},{"speaker":"Ron Smith","startTime":882.21,"endTime":885.0,"body":"one company that is unbelievable"},{"speaker":"Ron Smith","startTime":882.21,"endTime":885.0,"body":"with educating their people of"},{"speaker":"Ron Smith","startTime":885.0,"endTime":887.73,"body":"how to how to just stay on top"},{"speaker":"Ron Smith","startTime":885.0,"endTime":887.73,"body":"of their days, you know what I'm"},{"speaker":"Ron Smith","startTime":887.73,"endTime":888.93,"body":"saying? Okay,"},{"speaker":"Paul Daly","startTime":889.41,"endTime":891.42,"body":"I have one more"},{"speaker":"Paul Daly","startTime":889.41,"endTime":891.42,"body":"question. This is probably the"},{"speaker":"Paul Daly","startTime":891.42,"endTime":894.09,"body":"last one we get to today. So we"},{"speaker":"Paul Daly","startTime":891.42,"endTime":894.09,"body":"just asked you that from the"},{"speaker":"Paul Daly","startTime":894.09,"endTime":896.16,"body":"dealer side. What's the most"},{"speaker":"Paul Daly","startTime":894.09,"endTime":896.16,"body":"annoying thing that a vendor can"},{"speaker":"Paul Daly","startTime":896.16,"endTime":899.37,"body":"do? You said talk and then we"},{"speaker":"Paul Daly","startTime":896.16,"endTime":899.37,"body":"went into the conversation."},{"speaker":"Paul Daly","startTime":899.37,"endTime":903.45,"body":"What's the most annoying thing"},{"speaker":"Paul Daly","startTime":899.37,"endTime":903.45,"body":"that a dealer can do to a vendor"},{"speaker":"Paul Daly","startTime":903.45,"endTime":906.03,"body":"because the hope is here that"},{"speaker":"Paul Daly","startTime":903.45,"endTime":906.03,"body":"through growing a little empathy"},{"speaker":"Paul Daly","startTime":906.03,"endTime":907.8,"body":"between the dealers and industry"},{"speaker":"Paul Daly","startTime":906.03,"endTime":907.8,"body":"partners, we help the"},{"speaker":"Paul Daly","startTime":907.8,"endTime":910.71,"body":"conversations connect faster,"},{"speaker":"Paul Daly","startTime":907.8,"endTime":910.71,"body":"because that makes innovation go"},{"speaker":"Paul Daly","startTime":910.71,"endTime":915.27,"body":"faster. So what do dealers do?"},{"speaker":"Paul Daly","startTime":910.71,"endTime":915.27,"body":"That if they didn't do would"},{"speaker":"Paul Daly","startTime":915.27,"endTime":918.06,"body":"actually help the process go a"},{"speaker":"Paul Daly","startTime":915.27,"endTime":918.06,"body":"little bit easier for everybody?"},{"speaker":"Paul Daly","startTime":919.59,"endTime":921.42,"body":"Oh, trouble let's get in trouble"},{"speaker":"Paul Daly","startTime":919.59,"endTime":921.42,"body":"with this"},{"speaker":"Ron Smith","startTime":929.73,"endTime":934.05,"body":"like I want I just"},{"speaker":"Ron Smith","startTime":929.73,"endTime":934.05,"body":"want like yeses or nose right,"},{"speaker":"Ron Smith","startTime":934.08,"endTime":937.86,"body":"the gray area makes it really"},{"speaker":"Ron Smith","startTime":934.08,"endTime":937.86,"body":"tough. Right to not understand"},{"speaker":"Ron Smith","startTime":938.13,"endTime":940.68,"body":"the the path or the move that"},{"speaker":"Ron Smith","startTime":938.13,"endTime":940.68,"body":"we're getting out of"},{"speaker":"Ron Smith","startTime":940.68,"endTime":943.92,"body":"responsiveness, right? Because"},{"speaker":"Ron Smith","startTime":940.68,"endTime":943.92,"body":"in sometimes your world, you"},{"speaker":"Ron Smith","startTime":943.92,"endTime":946.14,"body":"feel like you've got a great"},{"speaker":"Ron Smith","startTime":943.92,"endTime":946.14,"body":"conversation moving along, and"},{"speaker":"Ron Smith","startTime":946.14,"endTime":949.08,"body":"along and along. And then and"},{"speaker":"Ron Smith","startTime":946.14,"endTime":949.08,"body":"then it just drops off and goes"},{"speaker":"Ron Smith","startTime":949.08,"endTime":951.6,"body":"dark right now you got to figure"},{"speaker":"Ron Smith","startTime":949.08,"endTime":951.6,"body":"out how to revive that or"},{"speaker":"Ron Smith","startTime":951.6,"endTime":955.83,"body":"whatnot. I love just like,"},{"speaker":"Ron Smith","startTime":951.6,"endTime":955.83,"body":"there's the people that I meet"},{"speaker":"Ron Smith","startTime":955.83,"endTime":957.69,"body":"with, like these alpha"},{"speaker":"Ron Smith","startTime":955.83,"endTime":957.69,"body":"personalities that are just"},{"speaker":"Ron Smith","startTime":957.69,"endTime":960.96,"body":"like, nope, not moving forward."},{"speaker":"Ron Smith","startTime":957.69,"endTime":960.96,"body":"Yes. Moving forward. Like I just"},{"speaker":"Ron Smith","startTime":960.96,"endTime":963.24,"body":"I don't like the gray area in"},{"speaker":"Ron Smith","startTime":960.96,"endTime":963.24,"body":"regards to the conversation"},{"speaker":"Ron Smith","startTime":963.24,"endTime":966.24,"body":"piece with with dealers, right?"},{"speaker":"Ron Smith","startTime":963.24,"endTime":966.24,"body":"I just want to know, hey, either"},{"speaker":"Ron Smith","startTime":966.3,"endTime":969.3,"body":"you're there in if you're not"},{"speaker":"Ron Smith","startTime":966.3,"endTime":969.3,"body":"in, tell me why you're not in so"},{"speaker":"Ron Smith","startTime":969.3,"endTime":971.28,"body":"that at least if it's something"},{"speaker":"Ron Smith","startTime":969.3,"endTime":971.28,"body":"that I can address, I can"},{"speaker":"Ron Smith","startTime":971.28,"endTime":976.26,"body":"address that there. But that"},{"speaker":"Ron Smith","startTime":971.28,"endTime":976.26,"body":"gray area of the responsiveness"},{"speaker":"Ron Smith","startTime":976.26,"endTime":978.72,"body":"like I'm one that wants to"},{"speaker":"Ron Smith","startTime":976.26,"endTime":978.72,"body":"respond fast, right? Like I want"},{"speaker":"Ron Smith","startTime":978.72,"endTime":981.12,"body":"to if I'm texting with somebody,"},{"speaker":"Ron Smith","startTime":978.72,"endTime":981.12,"body":"I want to text him back quickly,"},{"speaker":"Ron Smith","startTime":981.12,"endTime":984.12,"body":"email email quickly. And I don't"},{"speaker":"Ron Smith","startTime":981.12,"endTime":984.12,"body":"expect for people to email me"},{"speaker":"Ron Smith","startTime":984.12,"endTime":988.29,"body":"fast or whenever I do just like"},{"speaker":"Ron Smith","startTime":984.12,"endTime":988.29,"body":"timely responses at some point"},{"speaker":"Ron Smith","startTime":988.29,"endTime":993.6,"body":"in time, just just to just you"},{"speaker":"Ron Smith","startTime":988.29,"endTime":993.6,"body":"just want to know this. Let's"},{"speaker":"Ron Smith","startTime":993.6,"endTime":993.87,"body":"go."},{"speaker":"Michael Cirillo","startTime":995.76,"endTime":998.64,"body":"Paul thought he"},{"speaker":"Michael Cirillo","startTime":995.76,"endTime":998.64,"body":"was gonna stump you, but you are"},{"speaker":"Michael Cirillo","startTime":998.88,"endTime":1003.02,"body":"clearly an enterprise sales"},{"speaker":"Michael Cirillo","startTime":998.88,"endTime":1003.02,"body":"professional, you maneuvered"},{"speaker":"Michael Cirillo","startTime":1003.02,"endTime":1008.84,"body":"your words with grace and"},{"speaker":"Michael Cirillo","startTime":1003.02,"endTime":1008.84,"body":"dignity. And answered it so"},{"speaker":"Michael Cirillo","startTime":1008.84,"endTime":1009.29,"body":"well."},{"speaker":"Ron Smith","startTime":1009.95,"endTime":1013.37,"body":"Man in the plane,"},{"speaker":"Ron Smith","startTime":1009.95,"endTime":1013.37,"body":"while we're building it over"},{"speaker":"Ron Smith","startTime":1013.37,"endTime":1013.94,"body":"here, you know,"},{"speaker":"Michael Cirillo","startTime":1014.98,"endTime":1017.05,"body":"that seems to"},{"speaker":"Michael Cirillo","startTime":1014.98,"endTime":1017.05,"body":"be a theme of this, this"},{"speaker":"Michael Cirillo","startTime":1017.05,"endTime":1021.28,"body":"generation. So we're all for it."},{"speaker":"Michael Cirillo","startTime":1017.05,"endTime":1021.28,"body":"Man. Ron, thank you so much for"},{"speaker":"Michael Cirillo","startTime":1021.82,"endTime":1024.22,"body":"joining us here on auto Collabs."},{"speaker":"Michael Cirillo","startTime":1021.82,"endTime":1024.22,"body":"How can those listening get in"},{"speaker":"Michael Cirillo","startTime":1024.22,"endTime":1024.82,"body":"touch with you?"},{"speaker":"Ron Smith","startTime":1025.63,"endTime":1029.53,"body":"So we have a"},{"speaker":"Ron Smith","startTime":1025.63,"endTime":1029.53,"body":"fantastic website meetstella.ai"},{"speaker":"Ron Smith","startTime":1030.1,"endTime":1032.11,"body":"That's where you can go and do"},{"speaker":"Ron Smith","startTime":1030.1,"endTime":1032.11,"body":"all kinds of resource. We have"},{"speaker":"Ron Smith","startTime":1032.11,"endTime":1035.59,"body":"testimonials on here. You can"},{"speaker":"Ron Smith","startTime":1032.11,"endTime":1035.59,"body":"certainly just call my cell"},{"speaker":"Ron Smith","startTime":1035.59,"endTime":1046.72,"body":"phone 904-738-4011 I will answer"},{"speaker":"Ron Smith","startTime":1035.59,"endTime":1046.72,"body":"it I will respond. He was a year"},{"speaker":"Ron Smith","startTime":1047.29,"endTime":1049.72,"body":"Rondout Smith, Estelle"},{"speaker":"Ron Smith","startTime":1047.29,"endTime":1049.72,"body":"automotive.com. But our website"},{"speaker":"Ron Smith","startTime":1049.72,"endTime":1050.71,"body":"is loaded with content."},{"speaker":"Michael Cirillo","startTime":1051.05,"endTime":1055.49,"body":"I love it. Ron"},{"speaker":"Michael Cirillo","startTime":1051.05,"endTime":1055.49,"body":"Junebug Smith. Thanks for"},{"speaker":"Michael Cirillo","startTime":1055.49,"endTime":1056.69,"body":"joining us. Here we go."},{"speaker":"Paul Daly","startTime":1062.09,"endTime":1064.19,"body":"We thought we were"},{"speaker":"Paul Daly","startTime":1062.09,"endTime":1064.19,"body":"gonna get him on some"},{"speaker":"Paul Daly","startTime":1064.19,"endTime":1066.08,"body":"controversial question that I"},{"speaker":"Paul Daly","startTime":1064.19,"endTime":1066.08,"body":"think that is our"},{"speaker":"Paul Daly","startTime":1066.08,"endTime":1068.06,"body":"uncommunicative word coming for"},{"speaker":"Paul Daly","startTime":1066.08,"endTime":1068.06,"body":"him."},{"speaker":"Kyle Mountsier","startTime":1068.12,"endTime":1070.22,"body":"I'm telling you"},{"speaker":"Kyle Mountsier","startTime":1068.12,"endTime":1070.22,"body":"what communicated strategy"},{"speaker":"Paul Daly","startTime":1070.22,"endTime":1073.34,"body":"from now on. If"},{"speaker":"Paul Daly","startTime":1070.22,"endTime":1073.34,"body":"you're a vendor, and you're on"},{"speaker":"Paul Daly","startTime":1073.34,"endTime":1075.86,"body":"this show, we're gonna ask you"},{"speaker":"Paul Daly","startTime":1073.34,"endTime":1075.86,"body":"hard questions because that's"},{"speaker":"Paul Daly","startTime":1075.86,"endTime":1078.74,"body":"actually what's going to make"},{"speaker":"Paul Daly","startTime":1075.86,"endTime":1078.74,"body":"everyone listen to your episode."},{"speaker":"Paul Daly","startTime":1079.07,"endTime":1083.27,"body":"So be ready. His welfare"},{"speaker":"Paul Daly","startTime":1079.07,"endTime":1083.27,"body":"amazing. His answers answers are"},{"speaker":"Paul Daly","startTime":1083.27,"endTime":1084.11,"body":"amazing. Amazing."},{"speaker":"Kyle Mountsier","startTime":1084.47,"endTime":1087.56,"body":"The fact that he"},{"speaker":"Kyle Mountsier","startTime":1084.47,"endTime":1087.56,"body":"that he's been on the dealership"},{"speaker":"Kyle Mountsier","startTime":1087.56,"endTime":1091.1,"body":"side families in the dealer has"},{"speaker":"Kyle Mountsier","startTime":1087.56,"endTime":1091.1,"body":"been tons of years on the vendor"},{"speaker":"Kyle Mountsier","startTime":1091.1,"endTime":1095.03,"body":"side and still had some of the"},{"speaker":"Kyle Mountsier","startTime":1091.1,"endTime":1095.03,"body":"clarity that was that, like he"},{"speaker":"Kyle Mountsier","startTime":1095.03,"endTime":1097.76,"body":"can kind of see both sides."},{"speaker":"Kyle Mountsier","startTime":1095.03,"endTime":1097.76,"body":"That's important to me. And I"},{"speaker":"Kyle Mountsier","startTime":1097.76,"endTime":1101.36,"body":"think that our industry as a"},{"speaker":"Kyle Mountsier","startTime":1097.76,"endTime":1101.36,"body":"whole, just, the more we can"},{"speaker":"Kyle Mountsier","startTime":1101.36,"endTime":1103.91,"body":"look across the aisle and go, I"},{"speaker":"Kyle Mountsier","startTime":1101.36,"endTime":1103.91,"body":"see you, I understand where"},{"speaker":"Kyle Mountsier","startTime":1103.91,"endTime":1106.49,"body":"you're at why you're doing what"},{"speaker":"Kyle Mountsier","startTime":1103.91,"endTime":1106.49,"body":"you're doing what you need, you"},{"speaker":"Kyle Mountsier","startTime":1106.49,"endTime":1110.6,"body":"know, like, he just said, Hey, I"},{"speaker":"Kyle Mountsier","startTime":1106.49,"endTime":1110.6,"body":"don't if you say no, that's"},{"speaker":"Kyle Mountsier","startTime":1110.6,"endTime":1114.65,"body":"fine. There's 17,000 dealers out"},{"speaker":"Kyle Mountsier","startTime":1110.6,"endTime":1114.65,"body":"there that my team has to work"},{"speaker":"Kyle Mountsier","startTime":1114.65,"endTime":1117.59,"body":"with. Right? Just tell me just"},{"speaker":"Kyle Mountsier","startTime":1114.65,"endTime":1117.59,"body":"tell me what's up. And if it's"},{"speaker":"Kyle Mountsier","startTime":1117.59,"endTime":1120.41,"body":"something I can handle great."},{"speaker":"Kyle Mountsier","startTime":1117.59,"endTime":1120.41,"body":"And if not, then we'll move on"},{"speaker":"Kyle Mountsier","startTime":1120.41,"endTime":1122.18,"body":"down. laughs I wish I can't be"},{"speaker":"Kyle Mountsier","startTime":1120.41,"endTime":1122.18,"body":"friends."},{"speaker":"Michael Cirillo","startTime":1122.21,"endTime":1124.85,"body":"Yeah, you know,"},{"speaker":"Michael Cirillo","startTime":1122.21,"endTime":1124.85,"body":"my mind does move to a skit. I"},{"speaker":"Michael Cirillo","startTime":1124.88,"endTime":1129.74,"body":"maybe I approach life through"},{"speaker":"Michael Cirillo","startTime":1124.88,"endTime":1129.74,"body":"skits like SNL. But I love how"},{"speaker":"Michael Cirillo","startTime":1129.74,"endTime":1132.44,"body":"concisely he answered the first"},{"speaker":"Michael Cirillo","startTime":1129.74,"endTime":1132.44,"body":"question that Paul asked, which"},{"speaker":"Michael Cirillo","startTime":1132.44,"endTime":1134.33,"body":"was like, What's the biggest"},{"speaker":"Michael Cirillo","startTime":1132.44,"endTime":1134.33,"body":"mistake that veterans do? He"},{"speaker":"Michael Cirillo","startTime":1134.33,"endTime":1138.74,"body":"goes talk, talk. And then on the"},{"speaker":"Michael Cirillo","startTime":1134.33,"endTime":1138.74,"body":"flip side of it when you ask"},{"speaker":"Michael Cirillo","startTime":1138.74,"endTime":1141.53,"body":"him, well, what's the what's the"},{"speaker":"Michael Cirillo","startTime":1138.74,"endTime":1141.53,"body":"biggest mistake? And to your"},{"speaker":"Michael Cirillo","startTime":1141.53,"endTime":1145.13,"body":"point, Kyle, he's he shares this"},{"speaker":"Michael Cirillo","startTime":1141.53,"endTime":1145.13,"body":"diatribe about well, like just"},{"speaker":"Michael Cirillo","startTime":1145.13,"endTime":1147.95,"body":"give me an answer, like, make it"},{"speaker":"Michael Cirillo","startTime":1145.13,"endTime":1147.95,"body":"a yes. Make it a No, don't go to"},{"speaker":"Michael Cirillo","startTime":1147.95,"endTime":1152.0,"body":"me don't whatever. But then he"},{"speaker":"Michael Cirillo","startTime":1147.95,"endTime":1152.0,"body":"asked, you know, like, why are"},{"speaker":"Michael Cirillo","startTime":1152.0,"endTime":1154.49,"body":"you not in like explained to me"},{"speaker":"Michael Cirillo","startTime":1152.0,"endTime":1154.49,"body":"why you are not in and in this"},{"speaker":"Michael Cirillo","startTime":1154.49,"endTime":1159.89,"body":"skit, I picture the dealer just"},{"speaker":"Michael Cirillo","startTime":1154.49,"endTime":1159.89,"body":"going because you talk talk. You"},{"speaker":"Michael Cirillo","startTime":1159.89,"endTime":1160.37,"body":"talked"},{"speaker":"Kyle Mountsier","startTime":1162.44,"endTime":1163.22,"body":"over and over."},{"speaker":"Paul Daly","startTime":1163.7,"endTime":1167.36,"body":"I think I love the"},{"speaker":"Paul Daly","startTime":1163.7,"endTime":1167.36,"body":"fact that we just found out he"},{"speaker":"Paul Daly","startTime":1167.36,"endTime":1173.15,"body":"was in the business. And I will"},{"speaker":"Paul Daly","startTime":1167.36,"endTime":1173.15,"body":"say this again. Because if I was"},{"speaker":"Paul Daly","startTime":1173.18,"endTime":1177.08,"body":"an industry partner, and I had"},{"speaker":"Paul Daly","startTime":1173.18,"endTime":1177.08,"body":"sold cars and grew up in the"},{"speaker":"Paul Daly","startTime":1177.08,"endTime":1180.62,"body":"business, it would be my profile"},{"speaker":"Paul Daly","startTime":1177.08,"endTime":1180.62,"body":"picture. It would be my constant"},{"speaker":"Paul Daly","startTime":1180.62,"endTime":1183.38,"body":"narrative. It would be the first"},{"speaker":"Paul Daly","startTime":1180.62,"endTime":1183.38,"body":"line out of my mouth because"},{"speaker":"Paul Daly","startTime":1183.41,"endTime":1186.8,"body":"everyone wants to know that you"},{"speaker":"Paul Daly","startTime":1183.41,"endTime":1186.8,"body":"understand their side. And if"},{"speaker":"Paul Daly","startTime":1186.8,"endTime":1190.4,"body":"you're an industry partner, like"},{"speaker":"Paul Daly","startTime":1186.8,"endTime":1190.4,"body":"the dealers in the middle of it"},{"speaker":"Paul Daly","startTime":1190.43,"endTime":1194.96,"body":"every single day, the GM or the"},{"speaker":"Paul Daly","startTime":1190.43,"endTime":1194.96,"body":"marketing manager, they're in"},{"speaker":"Paul Daly","startTime":1194.96,"endTime":1197.72,"body":"the middle of it every single"},{"speaker":"Paul Daly","startTime":1194.96,"endTime":1197.72,"body":"day, and why shouldn't they"},{"speaker":"Paul Daly","startTime":1197.72,"endTime":1199.91,"body":"start with like, how do you"},{"speaker":"Paul Daly","startTime":1197.72,"endTime":1199.91,"body":"understand what I'm going"},{"speaker":"Paul Daly","startTime":1199.91,"endTime":1202.28,"body":"through? You're right now. Well,"},{"speaker":"Paul Daly","startTime":1199.91,"endTime":1202.28,"body":"I grew up in the car business"},{"speaker":"Paul Daly","startTime":1202.28,"endTime":1204.5,"body":"selling cars and this and that."},{"speaker":"Paul Daly","startTime":1202.28,"endTime":1204.5,"body":"That's how I should understand"},{"speaker":"Paul Daly","startTime":1204.5,"endTime":1205.25,"body":"why I was just"},{"speaker":"Michael Cirillo","startTime":1205.79,"endTime":1207.08,"body":"Junebug"},{"speaker":"Michael Cirillo","startTime":1205.79,"endTime":1207.08,"body":"costume."},{"speaker":"Paul Daly","startTime":1210.139,"endTime":1212.689,"body":"He's got to actually"},{"speaker":"Paul Daly","startTime":1210.139,"endTime":1212.689,"body":"know what a Junebug looks like"},{"speaker":"Paul Daly","startTime":1212.719,"endTime":1217.069,"body":"me. I know that Jim Carrey"},{"speaker":"Paul Daly","startTime":1212.719,"endTime":1217.069,"body":"smalls was going by the Big Dumb"},{"speaker":"Paul Daly","startTime":1217.069,"endTime":1217.459,"body":"and Dumber."},{"speaker":"Kyle Mountsier","startTime":1218.89,"endTime":1221.83,"body":"Oh, that got him"},{"speaker":"Kyle Mountsier","startTime":1218.89,"endTime":1221.83,"body":"well, if that wasn't a great way"},{"speaker":"Kyle Mountsier","startTime":1221.83,"endTime":1226.24,"body":"to end up thinking about Jim"},{"speaker":"Kyle Mountsier","startTime":1221.83,"endTime":1226.24,"body":"Carrey solid Junebug. That's"},{"speaker":"Kyle Mountsier","startTime":1226.24,"endTime":1229.81,"body":"that for you. Thank you so much."},{"speaker":"Kyle Mountsier","startTime":1226.24,"endTime":1229.81,"body":"On behalf of Paul J. Daly,"},{"speaker":"Kyle Mountsier","startTime":1229.81,"endTime":1232.12,"body":"Michael Cirillo, and myself,"},{"speaker":"Kyle Mountsier","startTime":1229.81,"endTime":1232.12,"body":"Kyle Mountsier. Thanks for"},{"speaker":"Kyle Mountsier","startTime":1232.12,"endTime":1233.71,"body":"joining us on Auto Collabs."},{"speaker":"Unknown","startTime":1234.34,"endTime":1237.79,"body":"Sign up for our free"},{"speaker":"Unknown","startTime":1234.34,"endTime":1237.79,"body":"and fun to read daily email for"},{"speaker":"Unknown","startTime":1237.79,"endTime":1241.6,"body":"free shot of relevant news in"},{"speaker":"Unknown","startTime":1237.79,"endTime":1241.6,"body":"automotive, retail media and pop"},{"speaker":"Unknown","startTime":1241.6,"endTime":1247.42,"body":"culture. You can get it now at"},{"speaker":"Unknown","startTime":1241.6,"endTime":1247.42,"body":"asotu.com That's ASOTu.com If"},{"speaker":"Unknown","startTime":1247.42,"endTime":1250.72,"body":"you love this podcast, please"},{"speaker":"Unknown","startTime":1247.42,"endTime":1250.72,"body":"leave us a review and share it"},{"speaker":"Unknown","startTime":1250.72,"endTime":1253.75,"body":"with a friend. Thanks again for"},{"speaker":"Unknown","startTime":1250.72,"endTime":1253.75,"body":"listening. We'll see you next"},{"speaker":"Unknown","startTime":1253.75,"endTime":1253.96,"body":"time"},{"speaker":"Unknown","startTime":1265.39,"endTime":1267.28,"body":"Welcome to Auto Collabs"}]}