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I mean, it's only December,"},{"speaker":"Paul J Daly","startTime":13.32,"endTime":16.68,"body":"but we are thinking about it."},{"speaker":"Paul J Daly","startTime":16.95,"endTime":22.02,"body":"That's the end today's guests"},{"speaker":"Paul J Daly","startTime":16.95,"endTime":22.02,"body":"actually, we're hoping we can"},{"speaker":"Paul J Daly","startTime":22.02,"endTime":25.71,"body":"get to come to ASOTU CON because"},{"speaker":"Paul J Daly","startTime":22.02,"endTime":25.71,"body":"he's a, like, everywhere I see"},{"speaker":"Paul J Daly","startTime":25.71,"endTime":30.03,"body":"him. He's totally a ball of"},{"speaker":"Paul J Daly","startTime":25.71,"endTime":30.03,"body":"energy. Right? Like, he's one of"},{"speaker":"Paul J Daly","startTime":30.03,"endTime":33.18,"body":"those people. I'm like, where"},{"speaker":"Paul J Daly","startTime":30.03,"endTime":33.18,"body":"does that come from? On a"},{"speaker":"Paul J Daly","startTime":33.18,"endTime":36.21,"body":"regular basis? It's like, feels"},{"speaker":"Paul J Daly","startTime":33.18,"endTime":36.21,"body":"inexhaustible. We're talking"},{"speaker":"Paul J Daly","startTime":36.21,"endTime":37.35,"body":"about Alan Brown, by the way."},{"speaker":"Michael Cirillo","startTime":38.43,"endTime":40.92,"body":"Yeah. Are you"},{"speaker":"Michael Cirillo","startTime":38.43,"endTime":40.92,"body":"talking about me? It's,"},{"speaker":"Paul J Daly","startTime":41.85,"endTime":43.08,"body":"I said, a little"},{"speaker":"Paul J Daly","startTime":41.85,"endTime":43.08,"body":"ball."},{"speaker":"Kyle Mountsier","startTime":43.56,"endTime":48.72,"body":"I've only"},{"speaker":"Kyle Mountsier","startTime":43.56,"endTime":48.72,"body":"experienced via social media and"},{"speaker":"Kyle Mountsier","startTime":48.72,"endTime":52.11,"body":"the minute like, it was like the"},{"speaker":"Kyle Mountsier","startTime":48.72,"endTime":52.11,"body":"third post I saw from him and"},{"speaker":"Kyle Mountsier","startTime":52.11,"endTime":54.96,"body":"just the way he engaged his"},{"speaker":"Kyle Mountsier","startTime":52.11,"endTime":54.96,"body":"employees and the community and"},{"speaker":"Kyle Mountsier","startTime":54.96,"endTime":58.71,"body":"things like that. I immediately"},{"speaker":"Kyle Mountsier","startTime":54.96,"endTime":58.71,"body":"hit the A soda to him. I was"},{"speaker":"Kyle Mountsier","startTime":58.71,"endTime":62.58,"body":"like, Who knows Alan that can"},{"speaker":"Kyle Mountsier","startTime":58.71,"endTime":62.58,"body":"get them on a podcast tomorrow."},{"speaker":"Kyle Mountsier","startTime":62.94,"endTime":63.51,"body":"And"},{"speaker":"Paul J Daly","startTime":63.54,"endTime":65.55,"body":"I'm trying to"},{"speaker":"Paul J Daly","startTime":63.54,"endTime":65.55,"body":"remember now where I'm gonna"},{"speaker":"Paul J Daly","startTime":65.7,"endTime":66.57,"body":"meet him."},{"speaker":"Michael Cirillo","startTime":66.96,"endTime":67.89,"body":"I'm gonna say a"},{"speaker":"Michael Cirillo","startTime":66.96,"endTime":67.89,"body":"David Kain"},{"speaker":"Kyle Mountsier","startTime":68.13,"endTime":70.08,"body":"of him. You"},{"speaker":"Kyle Mountsier","startTime":68.13,"endTime":70.08,"body":"might have met him. Oh, that is"},{"speaker":"Kyle Mountsier","startTime":70.08,"endTime":71.61,"body":"where it was. Yeah, that"},{"speaker":"Michael Cirillo","startTime":71.61,"endTime":73.35,"body":"is one of the"},{"speaker":"Michael Cirillo","startTime":71.61,"endTime":73.35,"body":"things that always impresses me"},{"speaker":"Michael Cirillo","startTime":73.35,"endTime":78.93,"body":"about him is to your point he is"},{"speaker":"Michael Cirillo","startTime":73.35,"endTime":78.93,"body":"he is infectious energy in a"},{"speaker":"Michael Cirillo","startTime":78.93,"endTime":82.74,"body":"good way. Right? Like he, he"},{"speaker":"Michael Cirillo","startTime":78.93,"endTime":82.74,"body":"just sits there and says nothing"},{"speaker":"Michael Cirillo","startTime":82.74,"endTime":84.03,"body":"and people are drawn to him."},{"speaker":"Kyle Mountsier","startTime":84.06,"endTime":86.85,"body":"Oh, absolutely."},{"speaker":"Kyle Mountsier","startTime":84.06,"endTime":86.85,"body":"One of those broad smiles ready"},{"speaker":"Kyle Mountsier","startTime":86.85,"endTime":87.3,"body":"to go, we"},{"speaker":"Paul J Daly","startTime":87.3,"endTime":90.54,"body":"just need to get a"},{"speaker":"Paul J Daly","startTime":87.3,"endTime":90.54,"body":"portrait of him, like a"},{"speaker":"Paul J Daly","startTime":90.54,"endTime":95.22,"body":"handwritten portrait. Like one"},{"speaker":"Paul J Daly","startTime":90.54,"endTime":95.22,"body":"of his suits with the smile, and"},{"speaker":"Paul J Daly","startTime":95.22,"endTime":98.55,"body":"the hair and the energy and all"},{"speaker":"Paul J Daly","startTime":95.22,"endTime":98.55,"body":"that. Well, regardless, we hope"},{"speaker":"Paul J Daly","startTime":98.55,"endTime":101.46,"body":"that we can bring you some of"},{"speaker":"Paul J Daly","startTime":98.55,"endTime":101.46,"body":"that Alan Brown energy in this"},{"speaker":"Paul J Daly","startTime":101.46,"endTime":109.8,"body":"interview, a lot of coins. Alan,"},{"speaker":"Paul J Daly","startTime":101.46,"endTime":109.8,"body":"it is so exciting to be with"},{"speaker":"Paul J Daly","startTime":109.8,"endTime":113.94,"body":"you. 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Thank you for having"},{"speaker":"Alan Brown","startTime":124.95,"endTime":127.5,"body":"me and excited to spend some"},{"speaker":"Alan Brown","startTime":124.95,"endTime":127.5,"body":"time with you guys today."},{"speaker":"Paul J Daly","startTime":128.19,"endTime":131.16,"body":"Oh, man, thank you"},{"speaker":"Paul J Daly","startTime":128.19,"endTime":131.16,"body":"again. Okay, so you are someone"},{"speaker":"Paul J Daly","startTime":131.16,"endTime":133.98,"body":"that first came across my"},{"speaker":"Paul J Daly","startTime":131.16,"endTime":133.98,"body":"personal radar when you were"},{"speaker":"Paul J Daly","startTime":133.98,"endTime":138.03,"body":"talking about these amazing team"},{"speaker":"Paul J Daly","startTime":133.98,"endTime":138.03,"body":"meetings that you have. 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Could you just give"},{"speaker":"Paul J Daly","startTime":143.1,"endTime":146.13,"body":"us give us like the CliffsNotes"},{"speaker":"Paul J Daly","startTime":143.1,"endTime":146.13,"body":"on the special meetings that you"},{"speaker":"Paul J Daly","startTime":146.13,"endTime":147.57,"body":"have that have been really"},{"speaker":"Paul J Daly","startTime":146.13,"endTime":147.57,"body":"impactful?"},{"speaker":"Alan Brown","startTime":147.84,"endTime":151.8,"body":"Yeah, happy to so we"},{"speaker":"Alan Brown","startTime":147.84,"endTime":151.8,"body":"celebrate our employees once a"},{"speaker":"Alan Brown","startTime":151.8,"endTime":156.06,"body":"month, every single month, the"},{"speaker":"Alan Brown","startTime":151.8,"endTime":156.06,"body":"first Friday at two o'clock. If"},{"speaker":"Alan Brown","startTime":156.06,"endTime":161.22,"body":"you want to join, please, we"},{"speaker":"Alan Brown","startTime":156.06,"endTime":161.22,"body":"have the factory show, GM"},{"speaker":"Alan Brown","startTime":161.22,"endTime":167.97,"body":"Financial shows, GM accessories."},{"speaker":"Alan Brown","startTime":161.22,"endTime":167.97,"body":"You know, we just have a, a"},{"speaker":"Alan Brown","startTime":167.97,"endTime":172.14,"body":"really neat gathering. And what"},{"speaker":"Alan Brown","startTime":167.97,"endTime":172.14,"body":"it is, is our employees coming"},{"speaker":"Alan Brown","startTime":172.14,"endTime":176.37,"body":"together. For us as a team to"},{"speaker":"Alan Brown","startTime":172.14,"endTime":176.37,"body":"celebrate them, we get one big"},{"speaker":"Alan Brown","startTime":176.37,"endTime":180.63,"body":"circle inside the shop on this"},{"speaker":"Alan Brown","startTime":176.37,"endTime":180.63,"body":"first Friday. And I literally"},{"speaker":"Alan Brown","startTime":180.63,"endTime":183.75,"body":"have every data point. And we"},{"speaker":"Alan Brown","startTime":180.63,"endTime":183.75,"body":"start with birthdays and"},{"speaker":"Alan Brown","startTime":183.75,"endTime":188.31,"body":"anniversaries. And I do a"},{"speaker":"Alan Brown","startTime":183.75,"endTime":188.31,"body":"handwritten card, put $20 in it."},{"speaker":"Alan Brown","startTime":188.58,"endTime":191.43,"body":"And we acknowledge those"},{"speaker":"Alan Brown","startTime":188.58,"endTime":191.43,"body":"birthdays and anniversaries for"},{"speaker":"Alan Brown","startTime":191.43,"endTime":195.3,"body":"that new month that we're"},{"speaker":"Alan Brown","startTime":191.43,"endTime":195.3,"body":"walking into together. Then the"},{"speaker":"Alan Brown","startTime":195.3,"endTime":200.34,"body":"next page is going to be top"},{"speaker":"Alan Brown","startTime":195.3,"endTime":200.34,"body":"performers, top performers of"},{"speaker":"Alan Brown","startTime":200.34,"endTime":205.77,"body":"the previous month sales BDC,"},{"speaker":"Alan Brown","startTime":200.34,"endTime":205.77,"body":"our KBB buying team because"},{"speaker":"Alan Brown","startTime":205.77,"endTime":208.5,"body":"we're obviously buying cars"},{"speaker":"Alan Brown","startTime":205.77,"endTime":208.5,"body":"through KBB and private party"},{"speaker":"Alan Brown","startTime":208.68,"endTime":210.9,"body":"more so than going to auction"},{"speaker":"Alan Brown","startTime":208.68,"endTime":210.9,"body":"which is a whole different"},{"speaker":"Alan Brown","startTime":210.9,"endTime":216.66,"body":"segment, right? We go through"},{"speaker":"Alan Brown","startTime":210.9,"endTime":216.66,"body":"all of these departments. 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So this electronic deal"},{"speaker":"Alan Brown","startTime":237.36,"endTime":242.43,"body":"and they vote on the guy that"},{"speaker":"Alan Brown","startTime":242.43,"endTime":246.06,"body":"had the best attitude"},{"speaker":"Alan Brown","startTime":242.43,"endTime":246.06,"body":"willingness to help another guy,"},{"speaker":"Alan Brown","startTime":246.21,"endTime":252.42,"body":"Clint clean, the cleanest stall,"},{"speaker":"Alan Brown","startTime":246.21,"endTime":252.42,"body":"you know, just all these data"},{"speaker":"Alan Brown","startTime":252.42,"endTime":255.84,"body":"points that they do on this"},{"speaker":"Alan Brown","startTime":252.42,"endTime":255.84,"body":"electronic survey. So that's one"},{"speaker":"Alan Brown","startTime":255.84,"endTime":262.89,"body":"of the topics as well or"},{"speaker":"Alan Brown","startTime":255.84,"endTime":262.89,"body":"honorees. So we've got this huge"},{"speaker":"Alan Brown","startTime":262.89,"endTime":269.04,"body":"blackjack wheel. And this"},{"speaker":"Alan Brown","startTime":262.89,"endTime":269.04,"body":"blackjack will 17 pays 118 pays"},{"speaker":"Alan Brown","startTime":269.04,"endTime":278.13,"body":"150 20 pays 221 pays 500. And in"},{"speaker":"Alan Brown","startTime":269.04,"endTime":278.13,"body":"so I have my assistant"},{"speaker":"Alan Brown","startTime":278.13,"endTime":284.16,"body":"controller card table, and we're"},{"speaker":"Alan Brown","startTime":278.13,"endTime":284.16,"body":"we've got cash. And so when the"},{"speaker":"Alan Brown","startTime":284.16,"endTime":288.78,"body":"porter head of the deck kids, we"},{"speaker":"Alan Brown","startTime":284.16,"endTime":288.78,"body":"call it Baptist Church at the"},{"speaker":"Alan Brown","startTime":288.78,"endTime":294.96,"body":"Chevrolet school. They're having"},{"speaker":"Alan Brown","startTime":288.78,"endTime":294.96,"body":"a hoot. It's a ton of fun."},{"speaker":"Alan Brown","startTime":295.11,"endTime":300.87,"body":"There's high fiving going on. So"},{"speaker":"Alan Brown","startTime":295.11,"endTime":300.87,"body":"this I've done this for years I"},{"speaker":"Alan Brown","startTime":300.87,"endTime":303.81,"body":"did it when I was Volkswagen"},{"speaker":"Alan Brown","startTime":300.87,"endTime":303.81,"body":"dealer and obviously, I carried"},{"speaker":"Alan Brown","startTime":303.81,"endTime":308.25,"body":"it forward in the store for last"},{"speaker":"Alan Brown","startTime":303.81,"endTime":308.25,"body":"four years. But someone turned"},{"speaker":"Alan Brown","startTime":308.25,"endTime":312.09,"body":"this into Automotive News. And"},{"speaker":"Alan Brown","startTime":308.25,"endTime":312.09,"body":"Automotive News did a big"},{"speaker":"Alan Brown","startTime":313.17,"endTime":318.81,"body":"article on it, they came out."},{"speaker":"Alan Brown","startTime":313.17,"endTime":318.81,"body":"And when they came out, it just"},{"speaker":"Alan Brown","startTime":318.81,"endTime":322.77,"body":"so happened it just lined up"},{"speaker":"Alan Brown","startTime":318.81,"endTime":322.77,"body":"this way. I had the high school"},{"speaker":"Alan Brown","startTime":322.77,"endTime":323.76,"body":"marching band."},{"speaker":"Paul J Daly","startTime":326.73,"endTime":328.77,"body":"Pep Rally crazy"},{"speaker":"Paul J Daly","startTime":326.73,"endTime":328.77,"body":"coincidence."},{"speaker":"Alan Brown","startTime":328.77,"endTime":331.71,"body":"So when people are"},{"speaker":"Alan Brown","startTime":328.77,"endTime":331.71,"body":"walking in, there is a marching"},{"speaker":"Alan Brown","startTime":331.71,"endTime":334.98,"body":"band lined up. You think you're"},{"speaker":"Alan Brown","startTime":331.71,"endTime":334.98,"body":"back in high school football."},{"speaker":"Alan Brown","startTime":335.31,"endTime":338.34,"body":"And I mean, it just makes the"},{"speaker":"Alan Brown","startTime":335.31,"endTime":338.34,"body":"little hair stand up, get you"},{"speaker":"Alan Brown","startTime":338.34,"endTime":344.22,"body":"all fired? Ton a ton of fun. But"},{"speaker":"Alan Brown","startTime":338.34,"endTime":344.22,"body":"that that articles out there,"},{"speaker":"Alan Brown","startTime":344.79,"endTime":348.57,"body":"you know, with us, and you can"},{"speaker":"Alan Brown","startTime":344.79,"endTime":348.57,"body":"read about that. You can join us"},{"speaker":"Alan Brown","startTime":348.57,"endTime":348.72,"body":"as"},{"speaker":"Kyle Mountsier","startTime":348.72,"endTime":350.97,"body":"the marching"},{"speaker":"Kyle Mountsier","startTime":348.72,"endTime":350.97,"body":"band come back every month now."},{"speaker":"Kyle Mountsier","startTime":351.0,"endTime":352.08,"body":"Oh, sure."},{"speaker":"Alan Brown","startTime":352.29,"endTime":355.68,"body":"We try to do unique"},{"speaker":"Alan Brown","startTime":352.29,"endTime":355.68,"body":"stuff around high school. You"},{"speaker":"Alan Brown","startTime":355.68,"endTime":359.58,"body":"know, when football season's in,"},{"speaker":"Alan Brown","startTime":355.68,"endTime":359.58,"body":"the other thing that we do is 12"},{"speaker":"Alan Brown","startTime":359.58,"endTime":363.09,"body":"o'clock. Everybody knows,"},{"speaker":"Alan Brown","startTime":359.58,"endTime":363.09,"body":"especially for any dignitaries"},{"speaker":"Alan Brown","startTime":363.09,"endTime":367.17,"body":"that's coming to visit, we do a"},{"speaker":"Alan Brown","startTime":363.09,"endTime":367.17,"body":"really, really nice lunch, that"},{"speaker":"Alan Brown","startTime":367.35,"endTime":372.12,"body":"12 o'clock that Friday of so"},{"speaker":"Alan Brown","startTime":367.35,"endTime":372.12,"body":"it's lunch. It's it's community"},{"speaker":"Alan Brown","startTime":372.12,"endTime":375.57,"body":"fill. And then it's all of us"},{"speaker":"Alan Brown","startTime":372.12,"endTime":375.57,"body":"coming together. This pep rally"},{"speaker":"Alan Brown","startTime":375.57,"endTime":379.05,"body":"takes about 20 minutes. The"},{"speaker":"Alan Brown","startTime":375.57,"endTime":379.05,"body":"other thing that's neat about it"},{"speaker":"Alan Brown","startTime":379.29,"endTime":382.98,"body":"is after I get through honoring"},{"speaker":"Alan Brown","startTime":379.29,"endTime":382.98,"body":"what happened in the previous"},{"speaker":"Alan Brown","startTime":382.98,"endTime":388.77,"body":"month, then I go into what was"},{"speaker":"Alan Brown","startTime":382.98,"endTime":388.77,"body":"our objective last month? And"},{"speaker":"Alan Brown","startTime":388.77,"endTime":392.28,"body":"how do we stack up against"},{"speaker":"Alan Brown","startTime":388.77,"endTime":392.28,"body":"forecast? Right? So everybody"},{"speaker":"Alan Brown","startTime":392.28,"endTime":396.75,"body":"knows ever number. And then the"},{"speaker":"Alan Brown","startTime":392.28,"endTime":396.75,"body":"last thing I talk about is I"},{"speaker":"Alan Brown","startTime":396.75,"endTime":399.81,"body":"talk about what is the forecast"},{"speaker":"Alan Brown","startTime":396.75,"endTime":399.81,"body":"of the month that we're standing"},{"speaker":"Alan Brown","startTime":399.81,"endTime":403.17,"body":"in right now, what is our goals?"},{"speaker":"Alan Brown","startTime":399.81,"endTime":403.17,"body":"What is it going to take? What"},{"speaker":"Alan Brown","startTime":403.17,"endTime":406.11,"body":"does it look like for each of"},{"speaker":"Alan Brown","startTime":403.17,"endTime":406.11,"body":"us, because we can't have a bad"},{"speaker":"Alan Brown","startTime":406.11,"endTime":409.53,"body":"day that turns into a bad week"},{"speaker":"Alan Brown","startTime":406.11,"endTime":409.53,"body":"and a bad week, that turns into"},{"speaker":"Alan Brown","startTime":409.53,"endTime":413.04,"body":"a bad month, right? And a lot of"},{"speaker":"Alan Brown","startTime":409.53,"endTime":413.04,"body":"that's right between the years."},{"speaker":"Alan Brown","startTime":413.55,"endTime":416.64,"body":"So hey, if you're having a bad"},{"speaker":"Alan Brown","startTime":413.55,"endTime":416.64,"body":"day, come find one of us."},{"speaker":"Alan Brown","startTime":416.64,"endTime":418.98,"body":"Because we don't want a bad day"},{"speaker":"Alan Brown","startTime":416.64,"endTime":418.98,"body":"to turn into a bad week. It's"},{"speaker":"Alan Brown","startTime":418.98,"endTime":419.79,"body":"kind of like, Oh,"},{"speaker":"Paul J Daly","startTime":419.82,"endTime":423.33,"body":"that is such a"},{"speaker":"Paul J Daly","startTime":419.82,"endTime":423.33,"body":"great piece of wisdom right"},{"speaker":"Paul J Daly","startTime":423.33,"endTime":426.12,"body":"there. Because that is like"},{"speaker":"Paul J Daly","startTime":423.33,"endTime":426.12,"body":"you're saying that I'm like,"},{"speaker":"Paul J Daly","startTime":426.15,"endTime":429.03,"body":"That is definitely how it goes."},{"speaker":"Paul J Daly","startTime":426.15,"endTime":429.03,"body":"Right? Like,"},{"speaker":"Alan Brown","startTime":429.24,"endTime":432.27,"body":"this is a game of"},{"speaker":"Alan Brown","startTime":429.24,"endTime":432.27,"body":"mental toughness. And to get"},{"speaker":"Alan Brown","startTime":432.3,"endTime":434.73,"body":"mentally tough, you've got to"},{"speaker":"Alan Brown","startTime":432.3,"endTime":434.73,"body":"have to sit here"},{"speaker":"Paul J Daly","startTime":434.73,"endTime":437.97,"body":"like this, the rest"},{"speaker":"Paul J Daly","startTime":434.73,"endTime":437.97,"body":"of the show, just give it to us."},{"speaker":"Alan Brown","startTime":441.63,"endTime":444.27,"body":"Right, you got to"},{"speaker":"Alan Brown","startTime":441.63,"endTime":444.27,"body":"have mentorship to gain mental"},{"speaker":"Alan Brown","startTime":444.27,"endTime":448.41,"body":"toughness, and a pilot's feel"},{"speaker":"Alan Brown","startTime":444.27,"endTime":448.41,"body":"for the business. And so that"},{"speaker":"Alan Brown","startTime":448.41,"endTime":452.34,"body":"takes all of us. And so we share"},{"speaker":"Alan Brown","startTime":448.41,"endTime":452.34,"body":"that type of stuff. 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And so for me, what's"},{"speaker":"Alan Brown","startTime":484.08,"endTime":488.94,"body":"cool is whether you're a porter"},{"speaker":"Alan Brown","startTime":488.97,"endTime":492.63,"body":"or a gentle sales manager, you"},{"speaker":"Alan Brown","startTime":488.97,"endTime":492.63,"body":"know, everything. And, you know,"},{"speaker":"Alan Brown","startTime":492.66,"endTime":496.92,"body":"we talk about speed and accuracy"},{"speaker":"Alan Brown","startTime":492.66,"endTime":496.92,"body":"of culture, when you talk about"},{"speaker":"Alan Brown","startTime":496.92,"endTime":500.67,"body":"growing your business, nine"},{"speaker":"Alan Brown","startTime":496.92,"endTime":500.67,"body":"times out of 10, it's moot"},{"speaker":"Alan Brown","startTime":500.67,"endTime":507.66,"body":"removing the barriers of, of bad"},{"speaker":"Alan Brown","startTime":500.67,"endTime":507.66,"body":"communication or the lack of"},{"speaker":"Alan Brown","startTime":507.66,"endTime":511.68,"body":"communication. If we remove"},{"speaker":"Alan Brown","startTime":507.66,"endTime":511.68,"body":"that, and we eliminate turnover,"},{"speaker":"Alan Brown","startTime":511.68,"endTime":516.3,"body":"because we love people more we"},{"speaker":"Alan Brown","startTime":511.68,"endTime":516.3,"body":"love cars, a plug for you. You"},{"speaker":"Alan Brown","startTime":516.3,"endTime":520.8,"body":"know, I mean, then guess what"},{"speaker":"Alan Brown","startTime":516.3,"endTime":520.8,"body":"our business is gonna grow. The"},{"speaker":"Alan Brown","startTime":520.8,"endTime":524.07,"body":"difference between a great"},{"speaker":"Alan Brown","startTime":520.8,"endTime":524.07,"body":"dealer and an average dealer. Do"},{"speaker":"Alan Brown","startTime":524.07,"endTime":528.3,"body":"you have the tenacity and the"},{"speaker":"Alan Brown","startTime":524.07,"endTime":528.3,"body":"mental and physical fortitude to"},{"speaker":"Alan Brown","startTime":528.3,"endTime":530.82,"body":"hold the line with doing the"},{"speaker":"Alan Brown","startTime":528.3,"endTime":530.82,"body":"right thing when it comes to"},{"speaker":"Alan Brown","startTime":530.82,"endTime":534.87,"body":"people and culture? That's all I"},{"speaker":"Alan Brown","startTime":530.82,"endTime":534.87,"body":"got for you. That's"},{"speaker":"Michael Cirillo","startTime":534.87,"endTime":538.23,"body":"it. That's"},{"speaker":"Michael Cirillo","startTime":534.87,"endTime":538.23,"body":"okay. See you guys later. See?"},{"speaker":"Michael Cirillo","startTime":539.04,"endTime":542.79,"body":"Great shop. ask you this. I"},{"speaker":"Michael Cirillo","startTime":539.04,"endTime":542.79,"body":"gotta ask you this because"},{"speaker":"Michael Cirillo","startTime":542.82,"endTime":546.27,"body":"there's there's still so much"},{"speaker":"Michael Cirillo","startTime":542.82,"endTime":546.27,"body":"conversation about 30 day"},{"speaker":"Michael Cirillo","startTime":546.27,"endTime":551.16,"body":"cycles, the revenue, the unit"},{"speaker":"Michael Cirillo","startTime":546.27,"endTime":551.16,"body":"sold, the pacing, the leads the"},{"speaker":"Michael Cirillo","startTime":551.16,"endTime":554.94,"body":"opportunities, how do you map"},{"speaker":"Michael Cirillo","startTime":551.16,"endTime":554.94,"body":"what is clearly the infinite"},{"speaker":"Michael Cirillo","startTime":554.94,"endTime":557.67,"body":"game that you're playing? How do"},{"speaker":"Michael Cirillo","startTime":554.94,"endTime":557.67,"body":"you map that to those business"},{"speaker":"Michael Cirillo","startTime":557.67,"endTime":561.54,"body":"outcomes? What do you say to"},{"speaker":"Michael Cirillo","startTime":557.67,"endTime":561.54,"body":"dealers that can't perhaps break"},{"speaker":"Michael Cirillo","startTime":561.54,"endTime":565.38,"body":"out of that, that, let's call it"},{"speaker":"Michael Cirillo","startTime":561.54,"endTime":565.38,"body":"a limiting mindset. And I don't"},{"speaker":"Michael Cirillo","startTime":565.38,"endTime":569.34,"body":"mean that in a derogatory way,"},{"speaker":"Michael Cirillo","startTime":565.38,"endTime":569.34,"body":"but just that that's the way the"},{"speaker":"Michael Cirillo","startTime":569.34,"endTime":571.8,"body":"industry has been taught. And"},{"speaker":"Michael Cirillo","startTime":569.34,"endTime":571.8,"body":"you're clearly thinking about"},{"speaker":"Michael Cirillo","startTime":571.8,"endTime":573.81,"body":"this business on a different"},{"speaker":"Michael Cirillo","startTime":571.8,"endTime":573.81,"body":"plane. Yeah."},{"speaker":"Alan Brown","startTime":573.99,"endTime":577.68,"body":"I think the very"},{"speaker":"Alan Brown","startTime":573.99,"endTime":577.68,"body":"first tough question that a"},{"speaker":"Alan Brown","startTime":577.68,"endTime":582.45,"body":"dealer or a leader needs to ask"},{"speaker":"Alan Brown","startTime":577.68,"endTime":582.45,"body":"himself in the car business and"},{"speaker":"Alan Brown","startTime":582.45,"endTime":586.83,"body":"I want you to hear this very"},{"speaker":"Alan Brown","startTime":582.45,"endTime":586.83,"body":"carefully. Would you work for"},{"speaker":"Alan Brown","startTime":586.83,"endTime":592.62,"body":"you? I'm gonna say it again."},{"speaker":"Alan Brown","startTime":586.83,"endTime":592.62,"body":"Would you work for you? I had I"},{"speaker":"Alan Brown","startTime":592.62,"endTime":596.79,"body":"had some mentors early in my"},{"speaker":"Alan Brown","startTime":592.62,"endTime":596.79,"body":"career that that helped me"},{"speaker":"Alan Brown","startTime":596.79,"endTime":601.77,"body":"understand this and see this"},{"speaker":"Alan Brown","startTime":596.79,"endTime":601.77,"body":"right. Be because we know that"},{"speaker":"Alan Brown","startTime":601.77,"endTime":606.63,"body":"pay if you look at how people"},{"speaker":"Alan Brown","startTime":601.77,"endTime":606.63,"body":"digest their career pay is"},{"speaker":"Alan Brown","startTime":606.63,"endTime":610.47,"body":"number six, number seven in the"},{"speaker":"Alan Brown","startTime":606.63,"endTime":610.47,"body":"top 10 reasons on why I'm hooked"},{"speaker":"Alan Brown","startTime":610.47,"endTime":614.46,"body":"up here, why this is what I call"},{"speaker":"Alan Brown","startTime":610.47,"endTime":614.46,"body":"my career and what I call home."},{"speaker":"Alan Brown","startTime":614.76,"endTime":619.92,"body":"So, you know, are you inspiring?"},{"speaker":"Alan Brown","startTime":614.76,"endTime":619.92,"body":"Are you growing? Well, the key"},{"speaker":"Alan Brown","startTime":619.92,"endTime":625.08,"body":"to that is are you inspiring and"},{"speaker":"Alan Brown","startTime":619.92,"endTime":625.08,"body":"growing in difficult times? The"},{"speaker":"Alan Brown","startTime":625.08,"endTime":630.6,"body":"auto industry? Look, it's it's,"},{"speaker":"Alan Brown","startTime":625.08,"endTime":630.6,"body":"it's it's fluid. It's constantly"},{"speaker":"Alan Brown","startTime":630.6,"endTime":637.86,"body":"changing. It's frustrating. It's"},{"speaker":"Alan Brown","startTime":630.6,"endTime":637.86,"body":"scary. It's worrisome. And so"},{"speaker":"Alan Brown","startTime":637.86,"endTime":641.79,"body":"how do you lead through that?"},{"speaker":"Alan Brown","startTime":637.86,"endTime":641.79,"body":"And that's the art of"},{"speaker":"Alan Brown","startTime":641.79,"endTime":647.58,"body":"leadership, right? You've got to"},{"speaker":"Alan Brown","startTime":641.79,"endTime":647.58,"body":"make sure that you separate the"},{"speaker":"Alan Brown","startTime":647.58,"endTime":651.57,"body":"financial number piece and the"},{"speaker":"Alan Brown","startTime":647.58,"endTime":651.57,"body":"human element. They are two"},{"speaker":"Alan Brown","startTime":651.57,"endTime":654.72,"body":"totally different reports."},{"speaker":"Alan Brown","startTime":651.57,"endTime":654.72,"body":"They're two totally different"},{"speaker":"Alan Brown","startTime":654.72,"endTime":661.56,"body":"graphs. In so how do you stay"},{"speaker":"Alan Brown","startTime":654.72,"endTime":661.56,"body":"calm, you stay calm by your team"},{"speaker":"Alan Brown","startTime":661.56,"endTime":666.99,"body":"together, launching a good"},{"speaker":"Alan Brown","startTime":661.56,"endTime":666.99,"body":"forecast. And then you stay calm"},{"speaker":"Alan Brown","startTime":666.99,"endTime":672.51,"body":"by being in your numbers every"},{"speaker":"Alan Brown","startTime":666.99,"endTime":672.51,"body":"single day, I spend, and this"},{"speaker":"Alan Brown","startTime":672.51,"endTime":676.65,"body":"could be a whole nother podcast"},{"speaker":"Alan Brown","startTime":672.51,"endTime":676.65,"body":"show with you guys. But I do a"},{"speaker":"Alan Brown","startTime":676.65,"endTime":680.16,"body":"book every single day, you"},{"speaker":"Alan Brown","startTime":676.65,"endTime":680.16,"body":"literally could ask me what was"},{"speaker":"Alan Brown","startTime":680.16,"endTime":684.12,"body":"December two years ago, and I"},{"speaker":"Alan Brown","startTime":680.16,"endTime":684.12,"body":"could pull every stat of"},{"speaker":"Alan Brown","startTime":684.12,"endTime":688.38,"body":"everything. So what it allows me"},{"speaker":"Alan Brown","startTime":684.12,"endTime":688.38,"body":"to do as a leader is practice"},{"speaker":"Alan Brown","startTime":688.38,"endTime":692.67,"body":"what I preach, it allows me to"},{"speaker":"Alan Brown","startTime":688.38,"endTime":692.67,"body":"stay very calm, and very"},{"speaker":"Alan Brown","startTime":692.67,"endTime":697.11,"body":"calculated, because I'm seeing a"},{"speaker":"Alan Brown","startTime":692.67,"endTime":697.11,"body":"trend from one day to the next."},{"speaker":"Alan Brown","startTime":697.35,"endTime":702.24,"body":"Not I've got to month in and oh"},{"speaker":"Alan Brown","startTime":697.35,"endTime":702.24,"body":"what happened here"},{"speaker":"Kyle Mountsier","startTime":702.27,"endTime":705.3,"body":"happening?"},{"speaker":"Kyle Mountsier","startTime":702.27,"endTime":705.3,"body":"Right? And I want to go back"},{"speaker":"Kyle Mountsier","startTime":705.3,"endTime":708.3,"body":"real quick. Because, you know,"},{"speaker":"Kyle Mountsier","startTime":705.3,"endTime":708.3,"body":"you said like, you know, the pay"},{"speaker":"Kyle Mountsier","startTime":708.3,"endTime":713.04,"body":"plan, or that pay is not the"},{"speaker":"Kyle Mountsier","startTime":708.3,"endTime":713.04,"body":"leading driver to career path."},{"speaker":"Kyle Mountsier","startTime":713.04,"endTime":716.82,"body":"And and Or even like the"},{"speaker":"Kyle Mountsier","startTime":713.04,"endTime":716.82,"body":"activity within a day to day."},{"speaker":"Kyle Mountsier","startTime":717.57,"endTime":720.21,"body":"There's there's this"},{"speaker":"Kyle Mountsier","startTime":717.57,"endTime":720.21,"body":"relationship to the day to day"},{"speaker":"Kyle Mountsier","startTime":720.21,"endTime":722.97,"body":"activity that you're pointing"},{"speaker":"Kyle Mountsier","startTime":720.21,"endTime":722.97,"body":"to, which is making sure you"},{"speaker":"Kyle Mountsier","startTime":722.97,"endTime":726.09,"body":"understand when you're at you"},{"speaker":"Kyle Mountsier","startTime":722.97,"endTime":726.09,"body":"understand data. But you know,"},{"speaker":"Kyle Mountsier","startTime":726.09,"endTime":729.0,"body":"the narrative, the prevailing"},{"speaker":"Kyle Mountsier","startTime":726.09,"endTime":729.0,"body":"narrative, and Auto is like Pay"},{"speaker":"Kyle Mountsier","startTime":729.0,"endTime":734.19,"body":"Plan drives behavior. Right."},{"speaker":"Kyle Mountsier","startTime":729.0,"endTime":734.19,"body":"And, and so, like, talk to that"},{"speaker":"Kyle Mountsier","startTime":734.19,"endTime":739.89,"body":"how, how there's both truth and"},{"speaker":"Kyle Mountsier","startTime":734.19,"endTime":739.89,"body":"like, falsity in that, because I"},{"speaker":"Kyle Mountsier","startTime":739.89,"endTime":742.26,"body":"think you're you're painting a"},{"speaker":"Kyle Mountsier","startTime":739.89,"endTime":742.26,"body":"narrative this has, yes,"},{"speaker":"Kyle Mountsier","startTime":742.74,"endTime":745.56,"body":"responding to the data,"},{"speaker":"Kyle Mountsier","startTime":742.74,"endTime":745.56,"body":"understanding what gets you"},{"speaker":"Kyle Mountsier","startTime":745.56,"endTime":748.44,"body":"there. In the end, the business"},{"speaker":"Kyle Mountsier","startTime":745.56,"endTime":748.44,"body":"outcome does drive behavior, but"},{"speaker":"Kyle Mountsier","startTime":748.44,"endTime":752.55,"body":"also at the same point, you're"},{"speaker":"Kyle Mountsier","startTime":748.44,"endTime":752.55,"body":"saying, No, there's there's this"},{"speaker":"Kyle Mountsier","startTime":752.55,"endTime":755.04,"body":"culture, there's this human"},{"speaker":"Kyle Mountsier","startTime":752.55,"endTime":755.04,"body":"behavior element that can that"},{"speaker":"Kyle Mountsier","startTime":755.04,"endTime":759.69,"body":"can supersede the drive toward a"},{"speaker":"Kyle Mountsier","startTime":755.04,"endTime":759.69,"body":"financial outcome?"},{"speaker":"Alan Brown","startTime":759.78,"endTime":762.51,"body":"That's right. Well,"},{"speaker":"Alan Brown","startTime":759.78,"endTime":762.51,"body":"first of all you do you have to"},{"speaker":"Alan Brown","startTime":762.51,"endTime":766.11,"body":"have good pay plans, you do have"},{"speaker":"Alan Brown","startTime":762.51,"endTime":766.11,"body":"to have paid plans that stretch"},{"speaker":"Alan Brown","startTime":766.11,"endTime":769.92,"body":"people. But also, you got to"},{"speaker":"Alan Brown","startTime":766.11,"endTime":769.92,"body":"have a plan that somebody can"},{"speaker":"Alan Brown","startTime":769.92,"endTime":774.96,"body":"look at and say, I can get"},{"speaker":"Alan Brown","startTime":769.92,"endTime":774.96,"body":"there, I can kill this. Right."},{"speaker":"Alan Brown","startTime":775.05,"endTime":778.74,"body":"That's when we function the best"},{"speaker":"Alan Brown","startTime":775.05,"endTime":778.74,"body":"in the car businesses, when we"},{"speaker":"Alan Brown","startTime":778.74,"endTime":783.36,"body":"see and believe in what we've"},{"speaker":"Alan Brown","startTime":778.74,"endTime":783.36,"body":"been given as a roadmap to"},{"speaker":"Alan Brown","startTime":783.36,"endTime":788.91,"body":"financial success, then the rest"},{"speaker":"Alan Brown","startTime":783.36,"endTime":788.91,"body":"of it is making deposits,"},{"speaker":"Alan Brown","startTime":789.0,"endTime":794.43,"body":"positive deposits in them every"},{"speaker":"Alan Brown","startTime":789.0,"endTime":794.43,"body":"single day, that encourage them"},{"speaker":"Alan Brown","startTime":794.43,"endTime":797.88,"body":"and equip them and remove the"},{"speaker":"Alan Brown","startTime":794.43,"endTime":797.88,"body":"barriers so they can go run."},{"speaker":"Alan Brown","startTime":798.06,"endTime":801.24,"body":"Now, here's the other side of"},{"speaker":"Alan Brown","startTime":798.06,"endTime":801.24,"body":"it. I will see if you interview"},{"speaker":"Alan Brown","startTime":801.24,"endTime":804.99,"body":"any of my managers, and you're"},{"speaker":"Alan Brown","startTime":801.24,"endTime":804.99,"body":"welcome to do this, you can call"},{"speaker":"Alan Brown","startTime":805.02,"endTime":809.31,"body":"any employee that you want to,"},{"speaker":"Alan Brown","startTime":805.02,"endTime":809.31,"body":"at any time and ask them any"},{"speaker":"Alan Brown","startTime":809.31,"endTime":813.57,"body":"question about any of this, I"},{"speaker":"Alan Brown","startTime":809.31,"endTime":813.57,"body":"encourage you to do that. Number"},{"speaker":"Alan Brown","startTime":813.57,"endTime":818.16,"body":"one, number two, when when I"},{"speaker":"Alan Brown","startTime":813.57,"endTime":818.16,"body":"make that kind of deposits, when"},{"speaker":"Alan Brown","startTime":818.16,"endTime":822.21,"body":"our team is making that kind of"},{"speaker":"Alan Brown","startTime":818.16,"endTime":822.21,"body":"deposits on each other. I can"},{"speaker":"Alan Brown","startTime":822.21,"endTime":825.78,"body":"make a withdrawal every now and"},{"speaker":"Alan Brown","startTime":822.21,"endTime":825.78,"body":"then. And when I make a"},{"speaker":"Alan Brown","startTime":825.78,"endTime":828.78,"body":"withdrawal when I make a"},{"speaker":"Alan Brown","startTime":825.78,"endTime":828.78,"body":"coaching moment, withdrawal from"},{"speaker":"Alan Brown","startTime":828.78,"endTime":834.21,"body":"somebody, it has tremendous"},{"speaker":"Alan Brown","startTime":828.78,"endTime":834.21,"body":"impact. Because it's very rare"},{"speaker":"Alan Brown","startTime":834.42,"endTime":841.65,"body":"that I get frustrated or angry"},{"speaker":"Alan Brown","startTime":834.42,"endTime":841.65,"body":"or assertive. But when I do you"},{"speaker":"Alan Brown","startTime":841.65,"endTime":844.53,"body":"can sell tickets to it. And and"},{"speaker":"Kyle Mountsier","startTime":850.41,"endTime":855.06,"body":"when you do I"},{"speaker":"Kyle Mountsier","startTime":850.41,"endTime":855.06,"body":"can sell tickets. Okay, I got to"},{"speaker":"Kyle Mountsier","startTime":855.06,"endTime":858.45,"body":"ask this because like, this"},{"speaker":"Kyle Mountsier","startTime":855.06,"endTime":858.45,"body":"doesn't come out of nowhere. And"},{"speaker":"Kyle Mountsier","startTime":858.48,"endTime":862.32,"body":"and I don't know if anybody can"},{"speaker":"Kyle Mountsier","startTime":858.48,"endTime":862.32,"body":"hear listening, but I would"},{"speaker":"Kyle Mountsier","startTime":862.32,"endTime":864.84,"body":"describe you as somewhat of a"},{"speaker":"Kyle Mountsier","startTime":862.32,"endTime":864.84,"body":"passionate person. Maybe, you"},{"speaker":"Kyle Mountsier","startTime":864.84,"endTime":871.38,"body":"know, maybe, you know, just a"},{"speaker":"Kyle Mountsier","startTime":864.84,"endTime":871.38,"body":"weird bit. Where Where does"},{"speaker":"Kyle Mountsier","startTime":871.38,"endTime":874.68,"body":"that, like who did that come"},{"speaker":"Kyle Mountsier","startTime":871.38,"endTime":874.68,"body":"from? Where did that come from"},{"speaker":"Kyle Mountsier","startTime":874.68,"endTime":879.36,"body":"in your career? Or who was the"},{"speaker":"Kyle Mountsier","startTime":874.68,"endTime":879.36,"body":"guiding force that led to this"},{"speaker":"Kyle Mountsier","startTime":879.36,"endTime":883.41,"body":"type of intentional leadership"},{"speaker":"Kyle Mountsier","startTime":879.36,"endTime":883.41,"body":"as you grew in your career?"},{"speaker":"Kyle Mountsier","startTime":883.5,"endTime":885.72,"body":"Yeah, it didn't just like pop"},{"speaker":"Kyle Mountsier","startTime":883.5,"endTime":885.72,"body":"out of nowhere."},{"speaker":"Alan Brown","startTime":885.84,"endTime":890.37,"body":"So you know, I first"},{"speaker":"Alan Brown","startTime":885.84,"endTime":890.37,"body":"you know, I came from, you know,"},{"speaker":"Alan Brown","startTime":890.4,"endTime":895.23,"body":"blue collar upbringing. humble"},{"speaker":"Alan Brown","startTime":890.4,"endTime":895.23,"body":"beginnings. My My dad was a"},{"speaker":"Alan Brown","startTime":895.26,"endTime":899.28,"body":"police officer, my grandfather"},{"speaker":"Alan Brown","startTime":895.26,"endTime":899.28,"body":"worked for Ford Motor Company."},{"speaker":"Alan Brown","startTime":899.46,"endTime":903.54,"body":"He was asked The last guy to"},{"speaker":"Alan Brown","startTime":899.46,"endTime":903.54,"body":"close the doors at the Ford"},{"speaker":"Alan Brown","startTime":903.54,"endTime":909.36,"body":"plant in whenever that was 6970."},{"speaker":"Alan Brown","startTime":903.54,"endTime":909.36,"body":"Wow. And you know, he saw an ad"},{"speaker":"Alan Brown","startTime":909.36,"endTime":913.26,"body":"in the paper for a carwash"},{"speaker":"Alan Brown","startTime":909.36,"endTime":913.26,"body":"position. And that's where I"},{"speaker":"Alan Brown","startTime":913.26,"endTime":916.77,"body":"spent the first 27 years of my"},{"speaker":"Alan Brown","startTime":913.26,"endTime":916.77,"body":"business life and ended up"},{"speaker":"Alan Brown","startTime":916.77,"endTime":920.34,"body":"partnering and three VW stores"},{"speaker":"Alan Brown","startTime":916.77,"endTime":920.34,"body":"with the back Automotive Group."},{"speaker":"Alan Brown","startTime":920.34,"endTime":924.33,"body":"And, you know, I got very, very"},{"speaker":"Alan Brown","startTime":920.34,"endTime":924.33,"body":"lucky that I had, first of all,"},{"speaker":"Alan Brown","startTime":924.33,"endTime":926.73,"body":"love for the industry, I had"},{"speaker":"Alan Brown","startTime":924.33,"endTime":926.73,"body":"love for cars, and my"},{"speaker":"Alan Brown","startTime":926.73,"endTime":929.79,"body":"grandfather could see that,"},{"speaker":"Alan Brown","startTime":926.73,"endTime":929.79,"body":"because I was always tinkering"},{"speaker":"Alan Brown","startTime":929.79,"endTime":933.21,"body":"and messing with stuff as a"},{"speaker":"Alan Brown","startTime":929.79,"endTime":933.21,"body":"young adult coming out of high"},{"speaker":"Alan Brown","startTime":933.21,"endTime":938.22,"body":"school. And then, you know, my"},{"speaker":"Alan Brown","startTime":933.21,"endTime":938.22,"body":"mentor growing up was Jerry"},{"speaker":"Alan Brown","startTime":938.22,"endTime":942.78,"body":"Reynolds. You know, the the guy"},{"speaker":"Alan Brown","startTime":938.22,"endTime":942.78,"body":"with carpro show, he was a sales"},{"speaker":"Alan Brown","startTime":942.78,"endTime":947.49,"body":"manager at the time. And he"},{"speaker":"Alan Brown","startTime":942.78,"endTime":947.49,"body":"poured into me and he saw, he"},{"speaker":"Alan Brown","startTime":947.49,"endTime":951.57,"body":"saw a lot of stuff in me. And I"},{"speaker":"Alan Brown","startTime":947.49,"endTime":951.57,"body":"got a funny story for you. It's"},{"speaker":"Alan Brown","startTime":951.57,"endTime":956.04,"body":"a good Texas story. But, you"},{"speaker":"Alan Brown","startTime":951.57,"endTime":956.04,"body":"know, I'm 19 years old, I'm"},{"speaker":"Alan Brown","startTime":956.04,"endTime":960.96,"body":"about 115 pounds soaking wet."},{"speaker":"Alan Brown","startTime":956.04,"endTime":960.96,"body":"And we're on a repo, I got the"},{"speaker":"Alan Brown","startTime":960.96,"endTime":965.34,"body":"key on the legs. I'm the runner,"},{"speaker":"Alan Brown","startTime":960.96,"endTime":965.34,"body":"and we're in town, and we're an"},{"speaker":"Alan Brown","startTime":965.34,"endTime":968.43,"body":"apartment complex, and we're"},{"speaker":"Alan Brown","startTime":965.34,"endTime":968.43,"body":"waiting for a car show up. It's"},{"speaker":"Alan Brown","startTime":968.43,"endTime":972.27,"body":"me and Jerry and a 357, between"},{"speaker":"Alan Brown","startTime":968.43,"endTime":972.27,"body":"us and a Crown Victoria, because"},{"speaker":"Alan Brown","startTime":972.27,"endTime":976.98,"body":"that was his demo. And he looked"},{"speaker":"Alan Brown","startTime":972.27,"endTime":976.98,"body":"in, he always has the guard, he"},{"speaker":"Alan Brown","startTime":976.98,"endTime":980.52,"body":"looked at me. And he goes, he"},{"speaker":"Alan Brown","startTime":976.98,"endTime":980.52,"body":"pulled out a cigar. And he goes,"},{"speaker":"Alan Brown","startTime":980.52,"endTime":984.78,"body":"Man, he goes, You're awful call,"},{"speaker":"Alan Brown","startTime":980.52,"endTime":984.78,"body":"what's your story. And that's"},{"speaker":"Alan Brown","startTime":984.78,"endTime":987.45,"body":"where I shared with him. I want"},{"speaker":"Alan Brown","startTime":984.78,"endTime":987.45,"body":"to be a police officer, because"},{"speaker":"Alan Brown","startTime":987.45,"endTime":990.81,"body":"that was my dad. And that's what"},{"speaker":"Alan Brown","startTime":987.45,"endTime":990.81,"body":"I that's what I had to look up"},{"speaker":"Alan Brown","startTime":990.81,"endTime":994.8,"body":"to. And he had a conversation"},{"speaker":"Alan Brown","startTime":990.81,"endTime":994.8,"body":"with me about being a police"},{"speaker":"Alan Brown","startTime":994.8,"endTime":997.89,"body":"officer and his partner getting"},{"speaker":"Alan Brown","startTime":994.8,"endTime":997.89,"body":"killed. And a lot of people"},{"speaker":"Alan Brown","startTime":997.89,"endTime":1003.71,"body":"don't know that. And, and he"},{"speaker":"Alan Brown","startTime":997.89,"endTime":1003.71,"body":"right then started challenging"},{"speaker":"Alan Brown","startTime":1003.71,"endTime":1008.24,"body":"me and asking me questions and"},{"speaker":"Alan Brown","startTime":1003.71,"endTime":1008.24,"body":"mentorship that kept me in the"},{"speaker":"Alan Brown","startTime":1008.24,"endTime":1013.22,"body":"industry launched my career. And"},{"speaker":"Alan Brown","startTime":1008.24,"endTime":1013.22,"body":"because of that, I am in the"},{"speaker":"Alan Brown","startTime":1013.22,"endTime":1016.52,"body":"industry and been able to do"},{"speaker":"Alan Brown","startTime":1013.22,"endTime":1016.52,"body":"what I've been able to do today."},{"speaker":"Alan Brown","startTime":1016.52,"endTime":1021.71,"body":"And so from my perspective, I"},{"speaker":"Alan Brown","startTime":1016.52,"endTime":1021.71,"body":"owe that I owe that back every"},{"speaker":"Alan Brown","startTime":1021.74,"endTime":1026.78,"body":"single day. Wow. So that's where"},{"speaker":"Alan Brown","startTime":1021.74,"endTime":1026.78,"body":"my pace that's where my"},{"speaker":"Alan Brown","startTime":1026.78,"endTime":1030.47,"body":"excitement, that's where my zeal"},{"speaker":"Alan Brown","startTime":1026.78,"endTime":1030.47,"body":"comes from, is because of what"},{"speaker":"Alan Brown","startTime":1030.47,"endTime":1034.97,"body":"one person's kindness was. And"},{"speaker":"Alan Brown","startTime":1030.47,"endTime":1034.97,"body":"you know, that's why we've got"},{"speaker":"Alan Brown","startTime":1034.97,"endTime":1040.25,"body":"to make those same deposits as"},{"speaker":"Alan Brown","startTime":1034.97,"endTime":1040.25,"body":"leaders today. Because how many"},{"speaker":"Alan Brown","startTime":1040.25,"endTime":1044.18,"body":"future general managers could we"},{"speaker":"Alan Brown","startTime":1040.25,"endTime":1044.18,"body":"be building? Any future service"},{"speaker":"Alan Brown","startTime":1044.18,"endTime":1046.76,"body":"can we be building with a little"},{"speaker":"Alan Brown","startTime":1044.18,"endTime":1046.76,"body":"encouragement?"},{"speaker":"Kyle Mountsier","startTime":1049.07,"endTime":1051.59,"body":"I think Cirilo"},{"speaker":"Kyle Mountsier","startTime":1049.07,"endTime":1051.59,"body":"has a man crush on you is what"},{"speaker":"Kyle Mountsier","startTime":1051.59,"endTime":1052.4,"body":"it looks like to me."},{"speaker":"Michael Cirillo","startTime":1052.58,"endTime":1053.78,"body":"There's so many"},{"speaker":"Michael Cirillo","startTime":1052.58,"endTime":1053.78,"body":"things."},{"speaker":"Paul J Daly","startTime":1055.49,"endTime":1057.41,"body":"I've never heard of"},{"speaker":"Paul J Daly","startTime":1055.49,"endTime":1057.41,"body":"this quiet for this long."},{"speaker":"Michael Cirillo","startTime":1058.49,"endTime":1060.77,"body":"I mean, there's"},{"speaker":"Michael Cirillo","startTime":1058.49,"endTime":1060.77,"body":"so many I'm just observing, you"},{"speaker":"Michael Cirillo","startTime":1060.77,"endTime":1065.12,"body":"know, one of the things that I"},{"speaker":"Michael Cirillo","startTime":1060.77,"endTime":1065.12,"body":"can't stand are posers. But when"},{"speaker":"Michael Cirillo","startTime":1065.12,"endTime":1069.35,"body":"I find someone who's not a"},{"speaker":"Michael Cirillo","startTime":1065.12,"endTime":1069.35,"body":"poser, who's like, legit, I'm"},{"speaker":"Michael Cirillo","startTime":1069.35,"endTime":1074.12,"body":"just like, keep talking. Yeah."},{"speaker":"Michael Cirillo","startTime":1069.35,"endTime":1074.12,"body":"Will you come and read me to"},{"speaker":"Michael Cirillo","startTime":1074.12,"endTime":1080.84,"body":"sleep at night? Time Stories,"},{"speaker":"Michael Cirillo","startTime":1074.12,"endTime":1080.84,"body":"you know, there's a couple of"},{"speaker":"Michael Cirillo","startTime":1080.84,"endTime":1084.11,"body":"things. I mean, not only you"},{"speaker":"Michael Cirillo","startTime":1080.84,"endTime":1084.11,"body":"brought this up earlier, Paul is"},{"speaker":"Michael Cirillo","startTime":1084.11,"endTime":1088.34,"body":"a trendsetter with the suits and"},{"speaker":"Michael Cirillo","startTime":1084.11,"endTime":1088.34,"body":"the pocket squares and just"},{"speaker":"Michael Cirillo","startTime":1088.34,"endTime":1090.68,"body":"being put together, but I don't"},{"speaker":"Michael Cirillo","startTime":1088.34,"endTime":1090.68,"body":"know if you guys have picked up"},{"speaker":"Michael Cirillo","startTime":1090.68,"endTime":1094.49,"body":"on this. You Alan, you're such a"},{"speaker":"Michael Cirillo","startTime":1090.68,"endTime":1094.49,"body":"trendsetter. I don't know if you"},{"speaker":"Michael Cirillo","startTime":1094.49,"endTime":1098.09,"body":"notice about yourself. You are"},{"speaker":"Michael Cirillo","startTime":1094.49,"endTime":1098.09,"body":"such a trendsetter, that your"},{"speaker":"Michael Cirillo","startTime":1098.09,"endTime":1104.06,"body":"real office is the same backdrop"},{"speaker":"Michael Cirillo","startTime":1098.09,"endTime":1104.06,"body":"that people use for green screen"},{"speaker":"Paul J Daly","startTime":1109.7,"endTime":1112.67,"body":"perfectly framed,"},{"speaker":"Paul J Daly","startTime":1109.7,"endTime":1112.67,"body":"framed."},{"speaker":"Alan Brown","startTime":1114.83,"endTime":1118.07,"body":"Fun, right, you got"},{"speaker":"Alan Brown","startTime":1114.83,"endTime":1118.07,"body":"your personality out there and"},{"speaker":"Michael Cirillo","startTime":1120.02,"endTime":1121.31,"body":"your office"},{"speaker":"Michael Cirillo","startTime":1120.02,"endTime":1121.31,"body":"famous."},{"speaker":"Alan Brown","startTime":1121.43,"endTime":1124.31,"body":"Yeah, you know, I"},{"speaker":"Alan Brown","startTime":1121.43,"endTime":1124.31,"body":"think it's a little bit of the"},{"speaker":"Alan Brown","startTime":1124.31,"endTime":1127.94,"body":"old VW, you know, bloods still"},{"speaker":"Alan Brown","startTime":1124.31,"endTime":1127.94,"body":"in me, you know, we, when we"},{"speaker":"Alan Brown","startTime":1127.94,"endTime":1131.0,"body":"were really rockin we were"},{"speaker":"Alan Brown","startTime":1127.94,"endTime":1131.0,"body":"taught at t shirts, and we had"},{"speaker":"Alan Brown","startTime":1131.0,"endTime":1136.97,"body":"Jimi Hendrix posters on the wall"},{"speaker":"Alan Brown","startTime":1131.0,"endTime":1136.97,"body":"and, and danas Oh, my whole"},{"speaker":"Alan Brown","startTime":1136.97,"endTime":1139.67,"body":"intro used to be Hey, I'm Alan"},{"speaker":"Alan Brown","startTime":1136.97,"endTime":1139.67,"body":"Brown with the partners here."},{"speaker":"Alan Brown","startTime":1139.88,"endTime":1143.57,"body":"And nobody's go power close you"},{"speaker":"Alan Brown","startTime":1139.88,"endTime":1143.57,"body":"and a TATA t shirt today. And if"},{"speaker":"Alan Brown","startTime":1143.57,"endTime":1146.21,"body":"they did, you wouldn't tell"},{"speaker":"Alan Brown","startTime":1143.57,"endTime":1146.21,"body":"anybody about it. So you just"},{"speaker":"Kyle Mountsier","startTime":1150.23,"endTime":1152.15,"body":"got to bring"},{"speaker":"Kyle Mountsier","startTime":1150.23,"endTime":1152.15,"body":"that marketing theme back."},{"speaker":"Kyle Mountsier","startTime":1152.15,"endTime":1153.65,"body":"That's wrong right there."},{"speaker":"Michael Cirillo","startTime":1154.04,"endTime":1157.04,"body":"I'm telling you"},{"speaker":"Michael Cirillo","startTime":1154.04,"endTime":1157.04,"body":"right now. And you could just if"},{"speaker":"Michael Cirillo","startTime":1157.04,"endTime":1159.71,"body":"you remove yourself from the"},{"speaker":"Michael Cirillo","startTime":1157.04,"endTime":1159.71,"body":"frame, we took a screenshot, we"},{"speaker":"Michael Cirillo","startTime":1159.71,"endTime":1165.11,"body":"could sell your office as a"},{"speaker":"Michael Cirillo","startTime":1159.71,"endTime":1165.11,"body":"green screen backdrop that I'm"},{"speaker":"Michael Cirillo","startTime":1165.11,"endTime":1167.72,"body":"sure I swear I've seen this"},{"speaker":"Michael Cirillo","startTime":1165.11,"endTime":1167.72,"body":"other people you're using your"},{"speaker":"Michael Cirillo","startTime":1167.72,"endTime":1168.23,"body":"office"},{"speaker":"Alan Brown","startTime":1170.54,"endTime":1173.27,"body":"Unbeliev which I"},{"speaker":"Alan Brown","startTime":1170.54,"endTime":1173.27,"body":"have fun, fine, you know, try to"},{"speaker":"Alan Brown","startTime":1173.27,"endTime":1173.9,"body":"have fun."},{"speaker":"Paul J Daly","startTime":1174.32,"endTime":1179.03,"body":"I think I think of"},{"speaker":"Paul J Daly","startTime":1174.32,"endTime":1179.03,"body":"what you said about needing to"},{"speaker":"Paul J Daly","startTime":1179.03,"endTime":1182.3,"body":"make a withdrawal. I've thought"},{"speaker":"Paul J Daly","startTime":1179.03,"endTime":1182.3,"body":"about this in terms of I call it"},{"speaker":"Paul J Daly","startTime":1182.3,"endTime":1187.16,"body":"relational equity. And I think"},{"speaker":"Paul J Daly","startTime":1182.3,"endTime":1187.16,"body":"of how many interactions a"},{"speaker":"Paul J Daly","startTime":1187.16,"endTime":1190.88,"body":"general manager or sales manager"},{"speaker":"Paul J Daly","startTime":1187.16,"endTime":1190.88,"body":"has every single day where they"},{"speaker":"Paul J Daly","startTime":1190.88,"endTime":1195.83,"body":"have the opportunity to either"},{"speaker":"Paul J Daly","startTime":1190.88,"endTime":1195.83,"body":"keep walking on wherever they"},{"speaker":"Paul J Daly","startTime":1195.83,"endTime":1199.49,"body":"were heading or whatever they're"},{"speaker":"Paul J Daly","startTime":1195.83,"endTime":1199.49,"body":"thinking about, or little by"},{"speaker":"Paul J Daly","startTime":1199.49,"endTime":1202.28,"body":"little just make deposits, as"},{"speaker":"Paul J Daly","startTime":1199.49,"endTime":1202.28,"body":"you call them, you know,"},{"speaker":"Paul J Daly","startTime":1202.28,"endTime":1205.46,"body":"throughout the day, and the"},{"speaker":"Paul J Daly","startTime":1202.28,"endTime":1205.46,"body":"difference that that actually"},{"speaker":"Paul J Daly","startTime":1205.46,"endTime":1209.09,"body":"adds up to over the course of a"},{"speaker":"Paul J Daly","startTime":1205.46,"endTime":1209.09,"body":"week of a month of six months,"},{"speaker":"Paul J Daly","startTime":1209.45,"endTime":1212.0,"body":"that when there is something I"},{"speaker":"Paul J Daly","startTime":1209.45,"endTime":1212.0,"body":"like what you said, when there's"},{"speaker":"Paul J Daly","startTime":1212.0,"endTime":1215.12,"body":"like a coaching moment, or a"},{"speaker":"Paul J Daly","startTime":1212.0,"endTime":1215.12,"body":"moment that you have, you have a"},{"speaker":"Paul J Daly","startTime":1215.12,"endTime":1219.41,"body":"full account. And so like that,"},{"speaker":"Paul J Daly","startTime":1215.12,"endTime":1219.41,"body":"that is constantly in my mind,"},{"speaker":"Paul J Daly","startTime":1219.44,"endTime":1222.35,"body":"and I it's like, kind of"},{"speaker":"Paul J Daly","startTime":1219.44,"endTime":1222.35,"body":"convicting me on all the times."},{"speaker":"Paul J Daly","startTime":1222.68,"endTime":1225.77,"body":"I don't take the opportunity to"},{"speaker":"Paul J Daly","startTime":1222.68,"endTime":1225.77,"body":"do that, because I'm busy with"},{"speaker":"Paul J Daly","startTime":1225.77,"endTime":1227.39,"body":"important things, you know,"},{"speaker":"Alan Brown","startTime":1227.75,"endTime":1230.99,"body":"Oh, yeah. And you"},{"speaker":"Alan Brown","startTime":1227.75,"endTime":1230.99,"body":"know, it, this is something I"},{"speaker":"Alan Brown","startTime":1231.02,"endTime":1237.26,"body":"also learned as a as a baby"},{"speaker":"Alan Brown","startTime":1231.02,"endTime":1237.26,"body":"journal manager. You know, it's"},{"speaker":"Alan Brown","startTime":1237.26,"endTime":1240.26,"body":"interesting when you when you"},{"speaker":"Alan Brown","startTime":1237.26,"endTime":1240.26,"body":"when you really look at this,"},{"speaker":"Alan Brown","startTime":1240.26,"endTime":1244.04,"body":"but if you think back how many"},{"speaker":"Alan Brown","startTime":1240.26,"endTime":1244.04,"body":"general managers do you know,"},{"speaker":"Alan Brown","startTime":1244.43,"endTime":1248.99,"body":"that lost their deal, lost their"},{"speaker":"Alan Brown","startTime":1244.43,"endTime":1248.99,"body":"job, and they were taking turns"},{"speaker":"Alan Brown","startTime":1249.02,"endTime":1253.31,"body":"every single day? A wayward"},{"speaker":"Alan Brown","startTime":1249.02,"endTime":1253.31,"body":"customer on the drive? Hey,"},{"speaker":"Alan Brown","startTime":1253.31,"endTime":1257.09,"body":"they're walking by a salesperson"},{"speaker":"Alan Brown","startTime":1253.31,"endTime":1257.09,"body":"that's struggling, struggling"},{"speaker":"Alan Brown","startTime":1257.09,"endTime":1260.33,"body":"for one reason or another, that"},{"speaker":"Alan Brown","startTime":1257.09,"endTime":1260.33,"body":"that general manager took turns"},{"speaker":"Alan Brown","startTime":1260.33,"endTime":1264.59,"body":"every day? Do you recall them"},{"speaker":"Alan Brown","startTime":1260.33,"endTime":1264.59,"body":"losing their job? Most of all,"},{"speaker":"Alan Brown","startTime":1264.59,"endTime":1268.73,"body":"the general managers I know that"},{"speaker":"Alan Brown","startTime":1264.59,"endTime":1268.73,"body":"have lost their job lost their"},{"speaker":"Alan Brown","startTime":1268.73,"endTime":1274.52,"body":"way, because they stopped doing"},{"speaker":"Alan Brown","startTime":1268.73,"endTime":1274.52,"body":"what made them uber successful,"},{"speaker":"Alan Brown","startTime":1274.52,"endTime":1279.14,"body":"which is, and taking turns,"},{"speaker":"Alan Brown","startTime":1274.52,"endTime":1279.14,"body":"right. And so when you take a"},{"speaker":"Alan Brown","startTime":1279.14,"endTime":1282.65,"body":"turn, what that does for your"},{"speaker":"Alan Brown","startTime":1279.14,"endTime":1282.65,"body":"culture is unbelievable, because"},{"speaker":"Alan Brown","startTime":1282.65,"endTime":1286.55,"body":"you expose yourself and what I"},{"speaker":"Alan Brown","startTime":1282.65,"endTime":1286.55,"body":"found and talking to different"},{"speaker":"Alan Brown","startTime":1286.55,"endTime":1289.34,"body":"guys throughout the years, the"},{"speaker":"Alan Brown","startTime":1286.55,"endTime":1289.34,"body":"number one reason that a lot of"},{"speaker":"Alan Brown","startTime":1289.34,"endTime":1293.06,"body":"general managers don't take"},{"speaker":"Alan Brown","startTime":1289.34,"endTime":1293.06,"body":"turns anymore, is fear of"},{"speaker":"Alan Brown","startTime":1293.06,"endTime":1298.07,"body":"failing in front of the people"},{"speaker":"Alan Brown","startTime":1293.06,"endTime":1298.07,"body":"they lead. Be fearless. Don't be"},{"speaker":"Alan Brown","startTime":1298.07,"endTime":1301.79,"body":"afraid of failing. When you fail"},{"speaker":"Alan Brown","startTime":1298.07,"endTime":1301.79,"body":"in front of your people trying"},{"speaker":"Alan Brown","startTime":1301.82,"endTime":1304.88,"body":"the same word track that you"},{"speaker":"Alan Brown","startTime":1301.82,"endTime":1304.88,"body":"teach in the 12 o'clock meeting."},{"speaker":"Alan Brown","startTime":1305.39,"endTime":1308.51,"body":"Guess what, all of a sudden,"},{"speaker":"Alan Brown","startTime":1305.39,"endTime":1308.51,"body":"they get behind you differently."},{"speaker":"Alan Brown","startTime":1308.72,"endTime":1315.05,"body":"They look at you as a leader."},{"speaker":"Alan Brown","startTime":1308.72,"endTime":1315.05,"body":"And so don't be afraid of taking"},{"speaker":"Alan Brown","startTime":1315.05,"endTime":1320.09,"body":"turns on the fly every single"},{"speaker":"Alan Brown","startTime":1315.05,"endTime":1320.09,"body":"day. That is a big piece of"},{"speaker":"Alan Brown","startTime":1320.09,"endTime":1320.63,"body":"culture."},{"speaker":"Kyle Mountsier","startTime":1321.5,"endTime":1324.26,"body":"I love it. I"},{"speaker":"Kyle Mountsier","startTime":1321.5,"endTime":1324.26,"body":"love it. Hey, Alan, we could"},{"speaker":"Kyle Mountsier","startTime":1324.29,"endTime":1329.0,"body":"probably ask 33 More questions"},{"speaker":"Kyle Mountsier","startTime":1324.29,"endTime":1329.0,"body":"easy, squeezed out all the juice"},{"speaker":"Kyle Mountsier","startTime":1329.0,"endTime":1333.74,"body":"out of them. But the time has"},{"speaker":"Kyle Mountsier","startTime":1329.0,"endTime":1333.74,"body":"come today. Alan, it has been a"},{"speaker":"Kyle Mountsier","startTime":1333.74,"endTime":1337.07,"body":"pleasure. I know that we'll be"},{"speaker":"Kyle Mountsier","startTime":1333.74,"endTime":1337.07,"body":"hearing and see more for you in"},{"speaker":"Kyle Mountsier","startTime":1337.07,"endTime":1340.97,"body":"the assertive community. But on"},{"speaker":"Kyle Mountsier","startTime":1337.07,"endTime":1340.97,"body":"behalf of myself, Paul and"},{"speaker":"Kyle Mountsier","startTime":1340.97,"endTime":1343.16,"body":"Michael, thanks for joining us"},{"speaker":"Kyle Mountsier","startTime":1340.97,"endTime":1343.16,"body":"here on the"},{"speaker":"Alan Brown","startTime":1343.16,"endTime":1344.36,"body":"pleasure. Thank you"},{"speaker":"Alan Brown","startTime":1343.16,"endTime":1344.36,"body":"guys."},{"speaker":"Kyle Mountsier","startTime":1347.39,"endTime":1351.89,"body":"Well, I looked"},{"speaker":"Kyle Mountsier","startTime":1347.39,"endTime":1351.89,"body":"over and I saw Cirillo for those"},{"speaker":"Kyle Mountsier","startTime":1351.89,"endTime":1355.58,"body":"just listening. I saw Cirillo he"},{"speaker":"Kyle Mountsier","startTime":1351.89,"endTime":1355.58,"body":"had this little cheeky grin on"},{"speaker":"Kyle Mountsier","startTime":1355.58,"endTime":1359.93,"body":"his face with slightly tilt his"},{"speaker":"Kyle Mountsier","startTime":1355.58,"endTime":1359.93,"body":"story, by the way, you know, and"},{"speaker":"Kyle Mountsier","startTime":1359.93,"endTime":1364.55,"body":"he had he had those little rose"},{"speaker":"Kyle Mountsier","startTime":1359.93,"endTime":1364.55,"body":"colored eyes. You know, you"},{"speaker":"Kyle Mountsier","startTime":1364.55,"endTime":1366.74,"body":"might as well put him at"},{"speaker":"Kyle Mountsier","startTime":1364.55,"endTime":1366.74,"body":"sophomore year"},{"speaker":"Paul J Daly","startTime":1366.74,"endTime":1369.59,"body":"a little hard to"},{"speaker":"Paul J Daly","startTime":1366.74,"endTime":1369.59,"body":"get up from behind him the"},{"speaker":"Paul J Daly","startTime":1369.59,"endTime":1370.1,"body":"iPhone?"},{"speaker":"Michael Cirillo","startTime":1371.09,"endTime":1374.09,"body":"Well, first, I"},{"speaker":"Michael Cirillo","startTime":1371.09,"endTime":1374.09,"body":"was smiling because every time"},{"speaker":"Michael Cirillo","startTime":1374.66,"endTime":1378.41,"body":"Paul accidentally does a thumbs"},{"speaker":"Michael Cirillo","startTime":1374.66,"endTime":1378.41,"body":"up, it pops up on his screen,"},{"speaker":"Michael Cirillo","startTime":1378.41,"endTime":1380.18,"body":"but then he freezes for about"},{"speaker":"Paul J Daly","startTime":1382.19,"endTime":1384.53,"body":"we're gonna freeze,"},{"speaker":"Paul J Daly","startTime":1382.19,"endTime":1384.53,"body":"there is"},{"speaker":"Michael Cirillo","startTime":1386.27,"endTime":1389.24,"body":"freeze. So that"},{"speaker":"Michael Cirillo","startTime":1386.27,"endTime":1389.24,"body":"made me but then, you know, then"},{"speaker":"Michael Cirillo","startTime":1389.24,"endTime":1391.52,"body":"I was really getting dialed into"},{"speaker":"Michael Cirillo","startTime":1389.24,"endTime":1391.52,"body":"what Alan was saying. And I'm"},{"speaker":"Michael Cirillo","startTime":1391.52,"endTime":1395.24,"body":"just like, Dude, this is my kind"},{"speaker":"Michael Cirillo","startTime":1391.52,"endTime":1395.24,"body":"of guy right here. This guy is"},{"speaker":"Michael Cirillo","startTime":1395.24,"endTime":1397.91,"body":"the retail auto industry that we"},{"speaker":"Michael Cirillo","startTime":1395.24,"endTime":1397.91,"body":"know and love, man"},{"speaker":"Kyle Mountsier","startTime":1397.94,"endTime":1400.25,"body":"well, and we"},{"speaker":"Kyle Mountsier","startTime":1397.94,"endTime":1400.25,"body":"didn't really dig into it. But"},{"speaker":"Kyle Mountsier","startTime":1400.28,"endTime":1405.44,"body":"the end he was he was leaning"},{"speaker":"Kyle Mountsier","startTime":1400.28,"endTime":1405.44,"body":"into it. But what happens when"},{"speaker":"Kyle Mountsier","startTime":1405.44,"endTime":1411.29,"body":"you expose the business outcomes"},{"speaker":"Kyle Mountsier","startTime":1405.44,"endTime":1411.29,"body":"across the departments to the"},{"speaker":"Kyle Mountsier","startTime":1411.29,"endTime":1415.85,"body":"entire store is galvanizing for"},{"speaker":"Kyle Mountsier","startTime":1411.29,"endTime":1415.85,"body":"a store? Like I know what's up"},{"speaker":"Kyle Mountsier","startTime":1415.85,"endTime":1418.22,"body":"there. I know what's up there,"},{"speaker":"Kyle Mountsier","startTime":1415.85,"endTime":1418.22,"body":"they succeeded. They have"},{"speaker":"Kyle Mountsier","startTime":1418.22,"endTime":1421.43,"body":"opportunities, they succeeded. I"},{"speaker":"Kyle Mountsier","startTime":1418.22,"endTime":1421.43,"body":"helped them succeed, they helped"},{"speaker":"Kyle Mountsier","startTime":1421.43,"endTime":1425.21,"body":"me succeed. You start to"},{"speaker":"Kyle Mountsier","startTime":1421.43,"endTime":1425.21,"body":"galvanize everyone from the"},{"speaker":"Kyle Mountsier","startTime":1425.21,"endTime":1429.44,"body":"newest employee, to the longest,"},{"speaker":"Kyle Mountsier","startTime":1425.21,"endTime":1429.44,"body":"to the longest lasting employee"},{"speaker":"Kyle Mountsier","startTime":1429.53,"endTime":1432.35,"body":"to each other to say, yep, we"},{"speaker":"Kyle Mountsier","startTime":1429.53,"endTime":1432.35,"body":"all are connected in the"},{"speaker":"Kyle Mountsier","startTime":1432.35,"endTime":1433.79,"body":"business outcomes of this thing,"},{"speaker":"Paul J Daly","startTime":1433.85,"endTime":1437.84,"body":"truth, truth. And"},{"speaker":"Paul J Daly","startTime":1433.85,"endTime":1437.84,"body":"very rarely do you find somebody"},{"speaker":"Paul J Daly","startTime":1438.2,"endTime":1443.12,"body":"who is so in tune with every"},{"speaker":"Paul J Daly","startTime":1438.2,"endTime":1443.12,"body":"department in their store, like"},{"speaker":"Paul J Daly","startTime":1443.27,"endTime":1446.27,"body":"he's in tune from the numbers to"},{"speaker":"Paul J Daly","startTime":1443.27,"endTime":1446.27,"body":"what's going on in the"},{"speaker":"Paul J Daly","startTime":1446.27,"endTime":1450.38,"body":"technicians life. And that is"},{"speaker":"Paul J Daly","startTime":1446.27,"endTime":1450.38,"body":"something that only comes like"},{"speaker":"Paul J Daly","startTime":1450.38,"endTime":1453.53,"body":"what he was talking about, like"},{"speaker":"Paul J Daly","startTime":1450.38,"endTime":1453.53,"body":"making the regular deposits in"},{"speaker":"Paul J Daly","startTime":1453.53,"endTime":1456.89,"body":"the accounts like talking about"},{"speaker":"Paul J Daly","startTime":1453.53,"endTime":1456.89,"body":"relational, relational equity or"},{"speaker":"Paul J Daly","startTime":1456.89,"endTime":1462.26,"body":"whatever he called it, I call it"},{"speaker":"Paul J Daly","startTime":1456.89,"endTime":1462.26,"body":"relational equity. But I don't"},{"speaker":"Paul J Daly","startTime":1462.26,"endTime":1465.29,"body":"even know what else to say. It's"},{"speaker":"Paul J Daly","startTime":1462.26,"endTime":1465.29,"body":"like there's simple things. What"},{"speaker":"Michael Cirillo","startTime":1465.29,"endTime":1466.88,"body":"it's like that"},{"speaker":"Michael Cirillo","startTime":1465.29,"endTime":1466.88,"body":"question right there. I was"},{"speaker":"Michael Cirillo","startTime":1466.88,"endTime":1470.33,"body":"like, Huh, well, you know, would"},{"speaker":"Michael Cirillo","startTime":1466.88,"endTime":1470.33,"body":"you work for you? He is here he"},{"speaker":"Michael Cirillo","startTime":1470.33,"endTime":1474.41,"body":"shows up every day, asking"},{"speaker":"Michael Cirillo","startTime":1470.33,"endTime":1474.41,"body":"himself that question. And that"},{"speaker":"Michael Cirillo","startTime":1474.41,"endTime":1478.52,"body":"dictates his answer to himself"},{"speaker":"Michael Cirillo","startTime":1474.41,"endTime":1478.52,"body":"dictates how he treats the"},{"speaker":"Michael Cirillo","startTime":1478.52,"endTime":1482.03,"body":"people that are on his team."},{"speaker":"Michael Cirillo","startTime":1478.52,"endTime":1482.03,"body":"Right through the thick and thin"},{"speaker":"Michael Cirillo","startTime":1482.03,"endTime":1485.9,"body":"he wants to maintain consistency"},{"speaker":"Michael Cirillo","startTime":1482.03,"endTime":1485.9,"body":"that calm he said, like I love"},{"speaker":"Michael Cirillo","startTime":1485.9,"endTime":1489.32,"body":"that you use the word calm. How"},{"speaker":"Michael Cirillo","startTime":1485.9,"endTime":1489.32,"body":"often do we hear the word calm"},{"speaker":"Michael Cirillo","startTime":1489.32,"endTime":1490.25,"body":"when somebody's talking"},{"speaker":"Paul J Daly","startTime":1490.25,"endTime":1492.56,"body":"about auto"},{"speaker":"Paul J Daly","startTime":1490.25,"endTime":1492.56,"body":"industry? auto industry? Yeah,"},{"speaker":"Paul J Daly","startTime":1492.62,"endTime":1495.98,"body":"never. That's probably the first"},{"speaker":"Paul J Daly","startTime":1492.62,"endTime":1495.98,"body":"time. Hey, listen,"},{"speaker":"Michael Cirillo","startTime":1495.98,"endTime":1497.48,"body":"we hope you"},{"speaker":"Michael Cirillo","startTime":1495.98,"endTime":1497.48,"body":"enjoyed this episode. I'm"},{"speaker":"Michael Cirillo","startTime":1497.48,"endTime":1501.11,"body":"Michael Cirillo here with Paul"},{"speaker":"Michael Cirillo","startTime":1497.48,"endTime":1501.11,"body":"J. Daly. Kyle Mountsier Thanks"},{"speaker":"Michael Cirillo","startTime":1501.11,"endTime":1503.3,"body":"so much for joining us on Auto"},{"speaker":"Michael Cirillo","startTime":1501.11,"endTime":1503.3,"body":"Collabs"},{"speaker":"Unknown","startTime":1504.35,"endTime":1507.77,"body":"sign up for our free"},{"speaker":"Unknown","startTime":1504.35,"endTime":1507.77,"body":"and fun to read daily email for"},{"speaker":"Unknown","startTime":1507.77,"endTime":1511.61,"body":"a free shot of relevant news and"},{"speaker":"Unknown","startTime":1507.77,"endTime":1511.61,"body":"automotive, retail media and pop"},{"speaker":"Unknown","startTime":1511.61,"endTime":1516.74,"body":"culture. You can get it"},{"speaker":"Unknown","startTime":1511.61,"endTime":1516.74,"body":"now@asotu.com That's ASOTU.com"},{"speaker":"Unknown","startTime":1517.22,"endTime":1520.73,"body":"If you love this podcast, please"},{"speaker":"Unknown","startTime":1517.22,"endTime":1520.73,"body":"leave us a review and share it"},{"speaker":"Unknown","startTime":1520.73,"endTime":1523.76,"body":"with a friend. Thanks again for"},{"speaker":"Unknown","startTime":1520.73,"endTime":1523.76,"body":"listening. We'll see you next"},{"speaker":"Unknown","startTime":1523.76,"endTime":1523.97,"body":"time"},{"speaker":"Kyle Mountsier","startTime":1535.43,"endTime":1540.68,"body":"Welcome to Auto"},{"speaker":"Kyle Mountsier","startTime":1535.43,"endTime":1540.68,"body":"Collabs we recording"}]}