{"version":"1.0.0","segments":[{"speaker":"Michael Cirillo","startTime":0.0,"endTime":7.65,"body":"Y'all don't"},{"speaker":"Michael Cirillo","startTime":0.0,"endTime":7.65,"body":"know really grinds my gears yes"},{"speaker":"Unknown","startTime":13.95,"endTime":16.02,"body":"this is Auto Collabs"},{"speaker":"Michael Cirillo","startTime":16.08,"endTime":21.06,"body":"Did I ever tell"},{"speaker":"Michael Cirillo","startTime":16.08,"endTime":21.06,"body":"you about how Foo Fighters"},{"speaker":"Michael Cirillo","startTime":21.06,"endTime":24.96,"body":"tickets go on sale. And I'm"},{"speaker":"Michael Cirillo","startTime":21.06,"endTime":24.96,"body":"like, dope, I'm gonna bring my"},{"speaker":"Michael Cirillo","startTime":24.96,"endTime":27.72,"body":"son to a Foo Fighters concert."},{"speaker":"Michael Cirillo","startTime":24.96,"endTime":27.72,"body":"And I'm so excited about it"},{"speaker":"Michael Cirillo","startTime":27.72,"endTime":30.99,"body":"because it's gonna be a first"},{"speaker":"Michael Cirillo","startTime":27.72,"endTime":30.99,"body":"concert. And just, they're one"},{"speaker":"Michael Cirillo","startTime":30.99,"endTime":37.11,"body":"of my favorite bands. And so,"},{"speaker":"Michael Cirillo","startTime":30.99,"endTime":37.11,"body":"for some reason, though, I"},{"speaker":"Michael Cirillo","startTime":37.11,"endTime":40.23,"body":"couldn't get the tickets. I was"},{"speaker":"Michael Cirillo","startTime":37.11,"endTime":40.23,"body":"put in this like five hour long"},{"speaker":"Michael Cirillo","startTime":40.23,"endTime":45.66,"body":"queue. But my wife was in the"},{"speaker":"Michael Cirillo","startTime":40.23,"endTime":45.66,"body":"salon cutting her girlfriend's"},{"speaker":"Michael Cirillo","startTime":45.66,"endTime":49.02,"body":"hair. And her girlfriend goes,"},{"speaker":"Michael Cirillo","startTime":45.66,"endTime":49.02,"body":"Oh, I got in. I'll just buy the"},{"speaker":"Michael Cirillo","startTime":49.02,"endTime":53.94,"body":"tickets. You can reimburse me."},{"speaker":"Michael Cirillo","startTime":49.02,"endTime":53.94,"body":"Sounds like a legit plan. o ne"},{"speaker":"Michael Cirillo","startTime":53.94,"endTime":58.5,"body":"ne. We find out like, three days"},{"speaker":"Michael Cirillo","startTime":53.94,"endTime":58.5,"body":"before the event that ticket"},{"speaker":"Michael Cirillo","startTime":58.5,"endTime":64.95,"body":"master will not let us exchange"},{"speaker":"Michael Cirillo","startTime":58.5,"endTime":64.95,"body":"like move the tickets. No way"},{"speaker":"Michael Cirillo","startTime":64.95,"endTime":70.23,"body":"because the old foo boys have"},{"speaker":"Michael Cirillo","startTime":64.95,"endTime":70.23,"body":"put a limitation in place where"},{"speaker":"Michael Cirillo","startTime":70.23,"endTime":73.44,"body":"they're not allowing that. So"},{"speaker":"Paul J Daly","startTime":74.58,"endTime":76.86,"body":"that was like, what"},{"speaker":"Paul J Daly","startTime":74.58,"endTime":76.86,"body":"is it the trying to like cut"},{"speaker":"Paul J Daly","startTime":76.86,"endTime":78.66,"body":"down on scalpers resellers?"},{"speaker":"Michael Cirillo","startTime":79.29,"endTime":81.69,"body":"I'm like, Are"},{"speaker":"Michael Cirillo","startTime":79.29,"endTime":81.69,"body":"they dead to me? Like I went"},{"speaker":"Michael Cirillo","startTime":81.69,"endTime":84.27,"body":"through a bit of what came out."},{"speaker":"Unknown","startTime":84.33,"endTime":87.96,"body":"I'm like, Dude, you"},{"speaker":"Unknown","startTime":84.33,"endTime":87.96,"body":"didn't then I it was annoying,"},{"speaker":"Unknown","startTime":87.96,"endTime":91.17,"body":"because I had to duck Atari."},{"speaker":"Unknown","startTime":87.96,"endTime":91.17,"body":"Hello, my friend, she had to do"},{"speaker":"Unknown","startTime":91.17,"endTime":93.75,"body":"the whole reimbursement thing"},{"speaker":"Unknown","startTime":91.17,"endTime":93.75,"body":"through Ticketmaster took like"},{"speaker":"Unknown","startTime":93.75,"endTime":96.51,"body":"four months to get her money"},{"speaker":"Unknown","startTime":93.75,"endTime":96.51,"body":"back. And I felt bad about that."},{"speaker":"Unknown","startTime":97.17,"endTime":99.45,"body":"And just before we"},{"speaker":"Michael Cirillo","startTime":100.86,"endTime":106.08,"body":"met earlier, I"},{"speaker":"Michael Cirillo","startTime":100.86,"endTime":106.08,"body":"see that Foo Fighters are in"},{"speaker":"Michael Cirillo","startTime":106.38,"endTime":111.3,"body":"Dallas, Texas, tonight. And I"},{"speaker":"Michael Cirillo","startTime":106.38,"endTime":111.3,"body":"did not get the notification."},{"speaker":"Paul J Daly","startTime":113.37,"endTime":117.18,"body":"Then you went to"},{"speaker":"Paul J Daly","startTime":113.37,"endTime":117.18,"body":"buy tickets, and there's none"},{"speaker":"Paul J Daly","startTime":117.18,"endTime":120.66,"body":"left. And you can't buy them on"},{"speaker":"Paul J Daly","startTime":117.18,"endTime":120.66,"body":"the black market. And"},{"speaker":"Michael Cirillo","startTime":120.66,"endTime":122.01,"body":"you know what"},{"speaker":"Michael Cirillo","startTime":120.66,"endTime":122.01,"body":"this makes me think well,"},{"speaker":"Michael Cirillo","startTime":122.01,"endTime":124.62,"body":"because they don't let you try"},{"speaker":"Michael Cirillo","startTime":122.01,"endTime":124.62,"body":"it, it will be kind of a pop. So"},{"speaker":"Michael Cirillo","startTime":124.65,"endTime":131.91,"body":"this this kind of makes me think"},{"speaker":"Michael Cirillo","startTime":124.65,"endTime":131.91,"body":"about how little things little"},{"speaker":"Michael Cirillo","startTime":131.91,"endTime":138.21,"body":"tiny little friction points. Get"},{"speaker":"Michael Cirillo","startTime":131.91,"endTime":138.21,"body":"in the way of amazing"},{"speaker":"Michael Cirillo","startTime":138.21,"endTime":143.52,"body":"experiences, amazing experiences"},{"speaker":"Michael Cirillo","startTime":138.21,"endTime":143.52,"body":"and how that so often relates to"},{"speaker":"Michael Cirillo","startTime":143.82,"endTime":147.09,"body":"our industry. So my gears are"},{"speaker":"Michael Cirillo","startTime":143.82,"endTime":147.09,"body":"grind. I Gosh, I don't"},{"speaker":"Paul J Daly","startTime":147.09,"endTime":149.67,"body":"think we have any"},{"speaker":"Paul J Daly","startTime":147.09,"endTime":149.67,"body":"much more than the ground heat"},{"speaker":"Paul J Daly","startTime":149.67,"endTime":153.0,"body":"kills for full throttle. Let's"},{"speaker":"Paul J Daly","startTime":149.67,"endTime":153.0,"body":"just get into the interview at"},{"speaker":"Paul J Daly","startTime":153.0,"endTime":153.51,"body":"this point."},{"speaker":"Michael Cirillo","startTime":157.29,"endTime":159.09,"body":"Hey, we're"},{"speaker":"Michael Cirillo","startTime":157.29,"endTime":159.09,"body":"sitting down now with Peter"},{"speaker":"Michael Cirillo","startTime":159.09,"endTime":164.82,"body":"Kelso. You are the VP of"},{"speaker":"Michael Cirillo","startTime":159.09,"endTime":164.82,"body":"strategic partnerships at full"},{"speaker":"Michael Cirillo","startTime":164.82,"endTime":165.6,"body":"throttle, right?"},{"speaker":"Peter Kelso","startTime":165.93,"endTime":169.32,"body":"Yeah, that many"},{"speaker":"Peter Kelso","startTime":165.93,"endTime":169.32,"body":"other things I think call the"},{"speaker":"Michael Cirillo","startTime":169.32,"endTime":173.19,"body":"Mr. Miyagi of"},{"speaker":"Michael Cirillo","startTime":169.32,"endTime":173.19,"body":"throttle. Okay, wearing a"},{"speaker":"Peter Kelso","startTime":173.19,"endTime":175.44,"body":"hat today, but I"},{"speaker":"Peter Kelso","startTime":173.19,"endTime":175.44,"body":"definitely wear a lot of hats"},{"speaker":"Peter Kelso","startTime":175.44,"endTime":176.85,"body":"over there. We're"},{"speaker":"Michael Cirillo","startTime":176.85,"endTime":178.77,"body":"excited to have"},{"speaker":"Michael Cirillo","startTime":176.85,"endTime":178.77,"body":"you and all your hats on Auto"},{"speaker":"Michael Cirillo","startTime":178.77,"endTime":182.07,"body":"Collabs. Thanks for joining us."},{"speaker":"Michael Cirillo","startTime":178.77,"endTime":182.07,"body":"Yeah, happy to be here. Hey, I'm"},{"speaker":"Michael Cirillo","startTime":182.07,"endTime":186.3,"body":"curious and true. I'm curious,"},{"speaker":"Michael Cirillo","startTime":182.07,"endTime":186.3,"body":"right out of the gates, because"},{"speaker":"Michael Cirillo","startTime":186.33,"endTime":190.14,"body":"this resonates with me, I'm on"},{"speaker":"Michael Cirillo","startTime":186.33,"endTime":190.14,"body":"your LinkedIn. And I see one of"},{"speaker":"Michael Cirillo","startTime":190.14,"endTime":194.01,"body":"your most recent posts is a"},{"speaker":"Michael Cirillo","startTime":190.14,"endTime":194.01,"body":"video and it's Friday positive"},{"speaker":"Michael Cirillo","startTime":194.01,"endTime":199.77,"body":"vibes like that. Like, what is"},{"speaker":"Michael Cirillo","startTime":194.01,"endTime":199.77,"body":"it about you, that gives you the"},{"speaker":"Michael Cirillo","startTime":199.77,"endTime":202.38,"body":"desire to put out those positive"},{"speaker":"Michael Cirillo","startTime":199.77,"endTime":202.38,"body":"vibes in the world?"},{"speaker":"Peter Kelso","startTime":203.01,"endTime":206.64,"body":"Thanks for asking."},{"speaker":"Peter Kelso","startTime":203.01,"endTime":206.64,"body":"So first off, it's that it's"},{"speaker":"Peter Kelso","startTime":206.64,"endTime":209.94,"body":"part of my job, right? I have to"},{"speaker":"Peter Kelso","startTime":206.64,"endTime":209.94,"body":"kind of be out there. And so why"},{"speaker":"Peter Kelso","startTime":209.94,"endTime":213.27,"body":"not talk about things that are a"},{"speaker":"Peter Kelso","startTime":209.94,"endTime":213.27,"body":"little bit more important, in my"},{"speaker":"Peter Kelso","startTime":213.27,"endTime":217.95,"body":"opinion than cars and marketing."},{"speaker":"Peter Kelso","startTime":213.27,"endTime":217.95,"body":"I just like to talk about people"},{"speaker":"Peter Kelso","startTime":217.95,"endTime":222.06,"body":"and what's on my mind. And like,"},{"speaker":"Peter Kelso","startTime":217.95,"endTime":222.06,"body":"I made a commitment to say, I'm"},{"speaker":"Peter Kelso","startTime":222.06,"endTime":225.78,"body":"going to I'm going to make"},{"speaker":"Peter Kelso","startTime":222.06,"endTime":225.78,"body":"content right for for LinkedIn,"},{"speaker":"Peter Kelso","startTime":225.93,"endTime":229.2,"body":"but I didn't want it to feel"},{"speaker":"Peter Kelso","startTime":225.93,"endTime":229.2,"body":"cookie cutter I had to fit me."},{"speaker":"Peter Kelso","startTime":229.56,"endTime":234.06,"body":"And every time I tried to"},{"speaker":"Peter Kelso","startTime":229.56,"endTime":234.06,"body":"shoehorn business or some sort"},{"speaker":"Peter Kelso","startTime":234.06,"endTime":237.81,"body":"of sales message into it, it"},{"speaker":"Peter Kelso","startTime":234.06,"endTime":237.81,"body":"just didn't feel like me. So"},{"speaker":"Peter Kelso","startTime":238.2,"endTime":241.95,"body":"positive vibes was what I went"},{"speaker":"Peter Kelso","startTime":238.2,"endTime":241.95,"body":"with. I felt like every morning,"},{"speaker":"Peter Kelso","startTime":241.95,"endTime":245.1,"body":"especially on a Friday, why not"},{"speaker":"Peter Kelso","startTime":241.95,"endTime":245.1,"body":"just share a little bit of"},{"speaker":"Peter Kelso","startTime":245.1,"endTime":247.83,"body":"positivity and let people"},{"speaker":"Peter Kelso","startTime":245.1,"endTime":247.83,"body":"interpret it how they want"},{"speaker":"Michael Cirillo","startTime":248.46,"endTime":251.79,"body":"is that from"},{"speaker":"Michael Cirillo","startTime":248.46,"endTime":251.79,"body":"where you're raised that way to"},{"speaker":"Michael Cirillo","startTime":251.79,"endTime":254.52,"body":"have a positive outlook is"},{"speaker":"Michael Cirillo","startTime":251.79,"endTime":254.52,"body":"something you develop later on"},{"speaker":"Michael Cirillo","startTime":254.52,"endTime":257.49,"body":"in life, like where did it come"},{"speaker":"Michael Cirillo","startTime":254.52,"endTime":257.49,"body":"in? Is it innate in you?"},{"speaker":"Peter Kelso","startTime":257.55,"endTime":260.55,"body":"Yeah, I think it's"},{"speaker":"Peter Kelso","startTime":257.55,"endTime":260.55,"body":"both my parents were definitely"},{"speaker":"Peter Kelso","startTime":260.55,"endTime":265.32,"body":"hippie type people. They always,"},{"speaker":"Peter Kelso","startTime":260.55,"endTime":265.32,"body":"you know, helped me lead with"},{"speaker":"Peter Kelso","startTime":265.32,"endTime":268.83,"body":"positivity and listen with"},{"speaker":"Peter Kelso","startTime":265.32,"endTime":268.83,"body":"positivity and always try to"},{"speaker":"Peter Kelso","startTime":269.19,"endTime":273.54,"body":"keep that optimistic mindset."},{"speaker":"Peter Kelso","startTime":269.19,"endTime":273.54,"body":"And then as I grew up, I just"},{"speaker":"Peter Kelso","startTime":273.54,"endTime":277.26,"body":"realized, life's a whole lot"},{"speaker":"Peter Kelso","startTime":273.54,"endTime":277.26,"body":"easier. If you have a more"},{"speaker":"Peter Kelso","startTime":277.26,"endTime":281.25,"body":"positive outlook on things you"},{"speaker":"Peter Kelso","startTime":277.26,"endTime":281.25,"body":"can deal with stress through"},{"speaker":"Peter Kelso","startTime":281.28,"endTime":285.6,"body":"people. And if you put"},{"speaker":"Peter Kelso","startTime":281.28,"endTime":285.6,"body":"positivity out, it's like a nice"},{"speaker":"Peter Kelso","startTime":285.81,"endTime":289.05,"body":"little barometer about who"},{"speaker":"Peter Kelso","startTime":285.81,"endTime":289.05,"body":"you're around because if they're"},{"speaker":"Peter Kelso","startTime":289.05,"endTime":291.75,"body":"not receptive to it, then maybe"},{"speaker":"Peter Kelso","startTime":289.05,"endTime":291.75,"body":"you ought to be around others."},{"speaker":"Peter Kelso","startTime":292.2,"endTime":292.53,"body":"Hey,"},{"speaker":"Michael Cirillo","startTime":292.53,"endTime":295.29,"body":"and I think I"},{"speaker":"Michael Cirillo","startTime":292.53,"endTime":295.29,"body":"love this episode. All right,"},{"speaker":"Michael Cirillo","startTime":295.29,"endTime":297.48,"body":"not in an inherently negative"},{"speaker":"Michael Cirillo","startTime":295.29,"endTime":297.48,"body":"industry."},{"speaker":"Peter Kelso","startTime":297.72,"endTime":299.94,"body":"Yeah, right."},{"speaker":"Peter Kelso","startTime":297.72,"endTime":299.94,"body":"Totally. That's what I love."},{"speaker":"Peter Kelso","startTime":300.0,"endTime":304.47,"body":"What'd you guys do that the"},{"speaker":"Peter Kelso","startTime":300.0,"endTime":304.47,"body":"people before cars mindset is?"},{"speaker":"Peter Kelso","startTime":304.74,"endTime":307.77,"body":"It's the same approach I've"},{"speaker":"Peter Kelso","startTime":304.74,"endTime":307.77,"body":"taken in every one of my jobs"},{"speaker":"Peter Kelso","startTime":307.77,"endTime":311.52,"body":"you ask anybody I work with, or"},{"speaker":"Peter Kelso","startTime":307.77,"endTime":311.52,"body":"I've worked with, they're going"},{"speaker":"Peter Kelso","startTime":311.52,"endTime":314.25,"body":"to tell you I asked him more"},{"speaker":"Peter Kelso","startTime":311.52,"endTime":314.25,"body":"about themselves and want to"},{"speaker":"Peter Kelso","startTime":314.25,"endTime":317.73,"body":"talk more about maybe things"},{"speaker":"Peter Kelso","startTime":314.25,"endTime":317.73,"body":"that aren't necessarily directly"},{"speaker":"Peter Kelso","startTime":317.73,"endTime":320.7,"body":"related to work, but they're the"},{"speaker":"Peter Kelso","startTime":317.73,"endTime":320.7,"body":"reason we go there. The reason"},{"speaker":"Peter Kelso","startTime":320.7,"endTime":323.28,"body":"we get up and grind and so"},{"speaker":"Peter Kelso","startTime":320.7,"endTime":323.28,"body":"that's just the kind of guy I"},{"speaker":"Peter Kelso","startTime":323.28,"endTime":323.58,"body":"am."},{"speaker":"Kyle Mountsier","startTime":324.3,"endTime":328.02,"body":"Man. I'm sitting"},{"speaker":"Kyle Mountsier","startTime":324.3,"endTime":328.02,"body":"here just mind boggled because"},{"speaker":"Kyle Mountsier","startTime":328.05,"endTime":331.68,"body":"I, I've never met a fan of"},{"speaker":"Kyle Mountsier","startTime":328.05,"endTime":331.68,"body":"Michigan football. Oh, that I"},{"speaker":"Kyle Mountsier","startTime":331.68,"endTime":334.47,"body":"can say, you know, has this"},{"speaker":"Kyle Mountsier","startTime":331.68,"endTime":334.47,"body":"type."},{"speaker":"Peter Kelso","startTime":336.36,"endTime":339.06,"body":"Are you talking"},{"speaker":"Peter Kelso","startTime":336.36,"endTime":339.06,"body":"about the world champion? 15? Or"},{"speaker":"Peter Kelso","startTime":339.06,"endTime":345.54,"body":"no, Michigan? Had the motion"},{"speaker":"Peter Kelso","startTime":339.06,"endTime":345.54,"body":"Asterix someday? Who knows?"},{"speaker":"Kyle Mountsier","startTime":346.8,"endTime":351.18,"body":"I've opened the"},{"speaker":"Kyle Mountsier","startTime":346.8,"endTime":351.18,"body":"Asterix? No, that's so sorry. I"},{"speaker":"Kyle Mountsier","startTime":351.18,"endTime":355.47,"body":"had to get that in the Ohio"},{"speaker":"Kyle Mountsier","startTime":351.18,"endTime":355.47,"body":"State in me that I had to find"},{"speaker":"Kyle Mountsier","startTime":355.47,"endTime":359.22,"body":"an opening. Right? That just"},{"speaker":"Kyle Mountsier","startTime":355.47,"endTime":359.22,"body":"like that cut right to it, Ohio."},{"speaker":"Kyle Mountsier","startTime":359.73,"endTime":363.87,"body":"Guys. Yeah, those those guys to"},{"speaker":"Kyle Mountsier","startTime":359.73,"endTime":363.87,"body":"the to the south. That's right."},{"speaker":"Kyle Mountsier","startTime":363.9,"endTime":369.09,"body":"Right. Um, so you know, when you"},{"speaker":"Kyle Mountsier","startTime":363.9,"endTime":369.09,"body":"look back at like, your, you"},{"speaker":"Kyle Mountsier","startTime":369.09,"endTime":370.86,"body":"know, because obviously, you"},{"speaker":"Kyle Mountsier","startTime":369.09,"endTime":370.86,"body":"said, hey, I want to do this,"},{"speaker":"Kyle Mountsier","startTime":371.22,"endTime":374.55,"body":"this this content, like, what"},{"speaker":"Kyle Mountsier","startTime":371.22,"endTime":374.55,"body":"was the impetus for creating the"},{"speaker":"Kyle Mountsier","startTime":374.55,"endTime":379.11,"body":"content? So go back that because"},{"speaker":"Kyle Mountsier","startTime":374.55,"endTime":379.11,"body":"you, you said, you tried to get"},{"speaker":"Kyle Mountsier","startTime":379.11,"endTime":383.76,"body":"into this vibe of, you know,"},{"speaker":"Kyle Mountsier","startTime":379.11,"endTime":383.76,"body":"business insights, or sales or"},{"speaker":"Kyle Mountsier","startTime":383.76,"endTime":386.46,"body":"products as a shed or something"},{"speaker":"Kyle Mountsier","startTime":383.76,"endTime":386.46,"body":"like that. But I needed you knew"},{"speaker":"Kyle Mountsier","startTime":386.46,"endTime":389.73,"body":"you needed to do content, when"},{"speaker":"Kyle Mountsier","startTime":386.46,"endTime":389.73,"body":"did that come about? Because"},{"speaker":"Kyle Mountsier","startTime":389.73,"endTime":392.49,"body":"that probably was, how recent"},{"speaker":"Kyle Mountsier","startTime":389.73,"endTime":392.49,"body":"has it been, since you just"},{"speaker":"Kyle Mountsier","startTime":392.49,"endTime":394.44,"body":"started to create this content"},{"speaker":"Kyle Mountsier","startTime":392.49,"endTime":394.44,"body":"about"},{"speaker":"Peter Kelso","startTime":395.79,"endTime":398.67,"body":"probably a little"},{"speaker":"Peter Kelso","startTime":395.79,"endTime":398.67,"body":"over a year. And it was really"},{"speaker":"Peter Kelso","startTime":398.67,"endTime":403.71,"body":"just me adjusting to my first"},{"speaker":"Peter Kelso","startTime":398.67,"endTime":403.71,"body":"remote position and a remote"},{"speaker":"Peter Kelso","startTime":403.71,"endTime":408.36,"body":"sales role where you've got to"},{"speaker":"Peter Kelso","startTime":403.71,"endTime":408.36,"body":"put yourself out there. And, you"},{"speaker":"Peter Kelso","startTime":408.36,"endTime":412.05,"body":"know, I just kept kind of not"},{"speaker":"Peter Kelso","startTime":408.36,"endTime":412.05,"body":"feeling right. Not putting"},{"speaker":"Peter Kelso","startTime":412.05,"endTime":415.02,"body":"myself out there. And just"},{"speaker":"Peter Kelso","startTime":412.05,"endTime":415.02,"body":"leading with this, you know,"},{"speaker":"Peter Kelso","startTime":415.14,"endTime":418.2,"body":"business, my company, our"},{"speaker":"Peter Kelso","startTime":415.14,"endTime":418.2,"body":"product type stuff. And at the"},{"speaker":"Peter Kelso","startTime":418.2,"endTime":423.09,"body":"same time, I was coaching a lot"},{"speaker":"Peter Kelso","startTime":418.2,"endTime":423.09,"body":"of youth baseball, and I frickin"},{"speaker":"Peter Kelso","startTime":423.09,"endTime":428.1,"body":"love it. I love seeing and"},{"speaker":"Peter Kelso","startTime":423.09,"endTime":428.1,"body":"helping these young kids develop"},{"speaker":"Peter Kelso","startTime":428.1,"endTime":431.73,"body":"as much as I love coaching my"},{"speaker":"Peter Kelso","startTime":428.1,"endTime":431.73,"body":"son, I feel like he does better"},{"speaker":"Peter Kelso","startTime":431.73,"endTime":435.57,"body":"when it's another nother"},{"speaker":"Peter Kelso","startTime":431.73,"endTime":435.57,"body":"influence helping him. And the"},{"speaker":"Peter Kelso","startTime":435.57,"endTime":438.99,"body":"same goes with these other kids."},{"speaker":"Peter Kelso","startTime":435.57,"endTime":438.99,"body":"And so every night, I was coming"},{"speaker":"Peter Kelso","startTime":438.99,"endTime":441.93,"body":"home with these nuggets that I"},{"speaker":"Peter Kelso","startTime":438.99,"endTime":441.93,"body":"could relate to my own life, and"},{"speaker":"Peter Kelso","startTime":441.93,"endTime":446.16,"body":"it just just felt natural. And I"},{"speaker":"Peter Kelso","startTime":441.93,"endTime":446.16,"body":"kept saying, I gotta put stuff"},{"speaker":"Peter Kelso","startTime":446.16,"endTime":448.68,"body":"out there, and it just just"},{"speaker":"Peter Kelso","startTime":446.16,"endTime":448.68,"body":"didn't feel right to do anything"},{"speaker":"Peter Kelso","startTime":448.68,"endTime":452.34,"body":"other than to just leave with"},{"speaker":"Peter Kelso","startTime":448.68,"endTime":452.34,"body":"cool stuff. That's about people"},{"speaker":"Peter Kelso","startTime":452.34,"endTime":454.65,"body":"that's, you know, grounded in"},{"speaker":"Peter Kelso","startTime":452.34,"endTime":454.65,"body":"positivity."},{"speaker":"Paul J Daly","startTime":455.76,"endTime":459.54,"body":"Let me ask you, how"},{"speaker":"Paul J Daly","startTime":455.76,"endTime":459.54,"body":"does this play. So you, your VP,"},{"speaker":"Paul J Daly","startTime":459.54,"endTime":462.99,"body":"you work a lot in agency"},{"speaker":"Paul J Daly","startTime":459.54,"endTime":462.99,"body":"partnerships, and trying to get"},{"speaker":"Paul J Daly","startTime":462.99,"endTime":466.2,"body":"everybody kind of singing off"},{"speaker":"Paul J Daly","startTime":462.99,"endTime":466.2,"body":"the same song sheet, right, can"},{"speaker":"Paul J Daly","startTime":466.23,"endTime":470.13,"body":"and I think when we talk about"},{"speaker":"Paul J Daly","startTime":466.23,"endTime":470.13,"body":"positivity, and selling these"},{"speaker":"Paul J Daly","startTime":470.13,"endTime":473.37,"body":"good good things into the world,"},{"speaker":"Paul J Daly","startTime":470.13,"endTime":473.37,"body":"as people who do that on the"},{"speaker":"Paul J Daly","startTime":473.37,"endTime":475.47,"body":"regular basis, and have been"},{"speaker":"Paul J Daly","startTime":473.37,"endTime":475.47,"body":"doing that for a long time,"},{"speaker":"Paul J Daly","startTime":475.5,"endTime":483.21,"body":"often, it gets misinterpreted as"},{"speaker":"Paul J Daly","startTime":475.5,"endTime":483.21,"body":"weakness, lack of being tied to"},{"speaker":"Paul J Daly","startTime":483.21,"endTime":487.95,"body":"business objectives, right. And"},{"speaker":"Paul J Daly","startTime":483.21,"endTime":487.95,"body":"so that's the fluffy stuff, I"},{"speaker":"Paul J Daly","startTime":487.95,"endTime":490.68,"body":"want to talk about the real"},{"speaker":"Paul J Daly","startTime":487.95,"endTime":490.68,"body":"stuff. So I'd be interested to"},{"speaker":"Paul J Daly","startTime":490.68,"endTime":493.8,"body":"hear your perspective on how"},{"speaker":"Paul J Daly","startTime":490.68,"endTime":493.8,"body":"that type of thinking and those"},{"speaker":"Paul J Daly","startTime":493.8,"endTime":497.22,"body":"types of things being out in the"},{"speaker":"Paul J Daly","startTime":493.8,"endTime":497.22,"body":"world actually helps you in your"},{"speaker":"Paul J Daly","startTime":497.22,"endTime":500.61,"body":"position. And maybe you could"},{"speaker":"Paul J Daly","startTime":497.22,"endTime":500.61,"body":"first explain a little bit more"},{"speaker":"Paul J Daly","startTime":500.61,"endTime":502.59,"body":"about your position, because"},{"speaker":"Paul J Daly","startTime":500.61,"endTime":502.59,"body":"like we generalize that,"},{"speaker":"Peter Kelso","startTime":502.86,"endTime":506.61,"body":"sure. Yeah. So me,"},{"speaker":"Peter Kelso","startTime":502.86,"endTime":506.61,"body":"what do I do? I, my whole goal"},{"speaker":"Peter Kelso","startTime":506.61,"endTime":509.52,"body":"is to kind of find that that"},{"speaker":"Peter Kelso","startTime":506.61,"endTime":509.52,"body":"common song, like you mentioned,"},{"speaker":"Peter Kelso","startTime":509.52,"endTime":514.68,"body":"PA, I use the analogy of a ship."},{"speaker":"Peter Kelso","startTime":509.52,"endTime":514.68,"body":"So I talked to either agency"},{"speaker":"Peter Kelso","startTime":514.68,"endTime":518.1,"body":"owners, or folks at dealerships,"},{"speaker":"Peter Kelso","startTime":514.68,"endTime":518.1,"body":"or dealership groups, and"},{"speaker":"Peter Kelso","startTime":518.1,"endTime":519.99,"body":"they're in their ship that"},{"speaker":"Peter Kelso","startTime":518.1,"endTime":519.99,"body":"they've built. And that's"},{"speaker":"Peter Kelso","startTime":520.26,"endTime":523.08,"body":"everything that they put"},{"speaker":"Peter Kelso","startTime":520.26,"endTime":523.08,"body":"together to sail towards the"},{"speaker":"Peter Kelso","startTime":523.08,"endTime":527.01,"body":"horizon that I think I see. And"},{"speaker":"Peter Kelso","startTime":523.08,"endTime":527.01,"body":"it's up to them if they want to"},{"speaker":"Peter Kelso","startTime":527.01,"endTime":531.27,"body":"turn that sail, and all I'm"},{"speaker":"Peter Kelso","startTime":527.01,"endTime":531.27,"body":"doing is hopefully blown wind in"},{"speaker":"Peter Kelso","startTime":531.27,"endTime":534.12,"body":"the same direction and whether"},{"speaker":"Peter Kelso","startTime":531.27,"endTime":534.12,"body":"they want to turn, all five of"},{"speaker":"Peter Kelso","startTime":534.12,"endTime":537.87,"body":"their sales are just one or two."},{"speaker":"Peter Kelso","startTime":534.12,"endTime":537.87,"body":"And that's really my quest is"},{"speaker":"Peter Kelso","startTime":537.87,"endTime":541.74,"body":"whether I'm talking to directly"},{"speaker":"Peter Kelso","startTime":537.87,"endTime":541.74,"body":"to a group or to a dealer, or to"},{"speaker":"Peter Kelso","startTime":541.74,"endTime":545.58,"body":"an agency to see if we can sing"},{"speaker":"Peter Kelso","startTime":541.74,"endTime":545.58,"body":"that same song. And I like that"},{"speaker":"Peter Kelso","startTime":545.58,"endTime":548.25,"body":"analogy. So I'm going to start"},{"speaker":"Peter Kelso","startTime":545.58,"endTime":548.25,"body":"using that to singing"},{"speaker":"Paul J Daly","startTime":548.25,"endTime":551.76,"body":"off the same song"},{"speaker":"Paul J Daly","startTime":548.25,"endTime":551.76,"body":"sheet. Right? Okay, so now Now,"},{"speaker":"Paul J Daly","startTime":552.18,"endTime":556.32,"body":"talk about how this bent and"},{"speaker":"Paul J Daly","startTime":552.18,"endTime":556.32,"body":"kind of like magnetic pull you"},{"speaker":"Paul J Daly","startTime":556.32,"endTime":558.96,"body":"have toward this positive"},{"speaker":"Paul J Daly","startTime":556.32,"endTime":558.96,"body":"mindset and these things"},{"speaker":"Paul J Daly","startTime":558.96,"endTime":562.59,"body":"actually helps you close"},{"speaker":"Paul J Daly","startTime":558.96,"endTime":562.59,"body":"business helps dealers and"},{"speaker":"Paul J Daly","startTime":562.59,"endTime":564.96,"body":"agency partners work better"},{"speaker":"Paul J Daly","startTime":562.59,"endTime":564.96,"body":"together. How does all that"},{"speaker":"Paul J Daly","startTime":564.96,"endTime":565.2,"body":"work?"},{"speaker":"Peter Kelso","startTime":565.23,"endTime":568.26,"body":"Right? So my dad"},{"speaker":"Peter Kelso","startTime":565.23,"endTime":568.26,"body":"told me he's a he's a"},{"speaker":"Peter Kelso","startTime":568.26,"endTime":571.83,"body":"contractor, he was an owner"},{"speaker":"Peter Kelso","startTime":568.26,"endTime":571.83,"body":"painting business did well, but"},{"speaker":"Peter Kelso","startTime":571.83,"endTime":574.83,"body":"you know, not some huge"},{"speaker":"Peter Kelso","startTime":571.83,"endTime":574.83,"body":"business. But he told me a few"},{"speaker":"Peter Kelso","startTime":574.83,"endTime":579.57,"body":"things that really stuck with me"},{"speaker":"Peter Kelso","startTime":574.83,"endTime":579.57,"body":"early on and one was commerce"},{"speaker":"Peter Kelso","startTime":579.57,"endTime":583.38,"body":"follows the path of least"},{"speaker":"Peter Kelso","startTime":579.57,"endTime":583.38,"body":"resistance. And when people good"},{"speaker":"Peter Kelso","startTime":583.38,"endTime":587.82,"body":"people are gravitate towards one"},{"speaker":"Peter Kelso","startTime":583.38,"endTime":587.82,"body":"another. So to me, those relate"},{"speaker":"Peter Kelso","startTime":587.82,"endTime":591.3,"body":"to one another. And that that"},{"speaker":"Peter Kelso","startTime":587.82,"endTime":591.3,"body":"path of least resistance can be"},{"speaker":"Peter Kelso","startTime":591.33,"endTime":595.02,"body":"eased by having the right"},{"speaker":"Peter Kelso","startTime":591.33,"endTime":595.02,"body":"rapport and the right type of"},{"speaker":"Peter Kelso","startTime":595.02,"endTime":597.84,"body":"relationship that's on a"},{"speaker":"Peter Kelso","startTime":595.02,"endTime":597.84,"body":"personal level, but then you"},{"speaker":"Peter Kelso","startTime":597.84,"endTime":601.56,"body":"have to be careful about it."},{"speaker":"Peter Kelso","startTime":597.84,"endTime":601.56,"body":"When you can shift gears and how"},{"speaker":"Peter Kelso","startTime":601.56,"endTime":603.81,"body":"you shift gears into the"},{"speaker":"Peter Kelso","startTime":601.56,"endTime":603.81,"body":"business objectives and really"},{"speaker":"Peter Kelso","startTime":603.81,"endTime":607.56,"body":"be able to read the room and the"},{"speaker":"Peter Kelso","startTime":603.81,"endTime":607.56,"body":"people around you, maybe I'm"},{"speaker":"Peter Kelso","startTime":607.56,"endTime":611.22,"body":"quick witted, and then used to"},{"speaker":"Peter Kelso","startTime":607.56,"endTime":611.22,"body":"fallen on my face and having to"},{"speaker":"Peter Kelso","startTime":611.22,"endTime":614.64,"body":"backtrack and, and be serious in"},{"speaker":"Peter Kelso","startTime":611.22,"endTime":614.64,"body":"in earlier business"},{"speaker":"Peter Kelso","startTime":614.64,"endTime":618.36,"body":"conversations when I was"},{"speaker":"Peter Kelso","startTime":614.64,"endTime":618.36,"body":"younger, but I think people"},{"speaker":"Peter Kelso","startTime":618.39,"endTime":622.14,"body":"regardless of if you sense they"},{"speaker":"Peter Kelso","startTime":618.39,"endTime":622.14,"body":"have an appetite to cut right to"},{"speaker":"Peter Kelso","startTime":622.14,"endTime":624.99,"body":"it. To me, I feel like that's"},{"speaker":"Peter Kelso","startTime":622.14,"endTime":624.99,"body":"just another challenge to find a"},{"speaker":"Peter Kelso","startTime":624.99,"endTime":627.81,"body":"way to connect to that"},{"speaker":"Peter Kelso","startTime":624.99,"endTime":627.81,"body":"individual. And if you can do"},{"speaker":"Peter Kelso","startTime":627.81,"endTime":631.98,"body":"both, then it really makes for a"},{"speaker":"Peter Kelso","startTime":627.81,"endTime":631.98,"body":"sticky relationship. And I think"},{"speaker":"Peter Kelso","startTime":632.01,"endTime":635.73,"body":"you guys agree in the way that"},{"speaker":"Peter Kelso","startTime":632.01,"endTime":635.73,"body":"you carry yourself and put out"},{"speaker":"Peter Kelso","startTime":635.73,"endTime":640.98,"body":"that same type of positive"},{"speaker":"Peter Kelso","startTime":635.73,"endTime":640.98,"body":"people mindset. It's built on"},{"speaker":"Peter Kelso","startTime":640.98,"endTime":644.67,"body":"the credibility that you have"},{"speaker":"Peter Kelso","startTime":640.98,"endTime":644.67,"body":"built in the industry by knowing"},{"speaker":"Peter Kelso","startTime":644.7,"endTime":648.66,"body":"your stuff. And I think when you"},{"speaker":"Peter Kelso","startTime":644.7,"endTime":648.66,"body":"combine those two, it's a great"},{"speaker":"Peter Kelso","startTime":648.66,"endTime":651.99,"body":"combination, it's a whole lot"},{"speaker":"Peter Kelso","startTime":648.66,"endTime":651.99,"body":"easier than having to work with"},{"speaker":"Peter Kelso","startTime":651.99,"endTime":654.66,"body":"somebody who really knows their"},{"speaker":"Peter Kelso","startTime":651.99,"endTime":654.66,"body":"stuff that's hard to deal with."},{"speaker":"Paul J Daly","startTime":655.47,"endTime":657.33,"body":"Yeah. Couldn't"},{"speaker":"Paul J Daly","startTime":655.47,"endTime":657.33,"body":"agree with you more as a"},{"speaker":"Paul J Daly","startTime":657.33,"endTime":660.06,"body":"positive? Is it possible to be"},{"speaker":"Paul J Daly","startTime":657.33,"endTime":660.06,"body":"too positive?"},{"speaker":"Peter Kelso","startTime":660.48,"endTime":662.28,"body":"No, why not? You"},{"speaker":"Peter Kelso","startTime":660.48,"endTime":662.28,"body":"know, but,"},{"speaker":"Paul J Daly","startTime":662.67,"endTime":664.74,"body":"I mean, don't do"},{"speaker":"Paul J Daly","startTime":662.67,"endTime":664.74,"body":"some people get annoyed with it,"},{"speaker":"Paul J Daly","startTime":665.16,"endTime":665.7,"body":"you know,"},{"speaker":"Peter Kelso","startTime":666.21,"endTime":669.66,"body":"comments in"},{"speaker":"Peter Kelso","startTime":666.21,"endTime":669.66,"body":"football. Now they do. But like,"},{"speaker":"Peter Kelso","startTime":669.66,"endTime":673.32,"body":"it's free, optimism is free. So"},{"speaker":"Peter Kelso","startTime":669.66,"endTime":673.32,"body":"you can you can have an endless"},{"speaker":"Peter Kelso","startTime":673.32,"endTime":675.75,"body":"tank of optimism, or you can"},{"speaker":"Peter Kelso","startTime":673.32,"endTime":675.75,"body":"have an endless tank of"},{"speaker":"Peter Kelso","startTime":675.75,"endTime":678.78,"body":"pessimism and anything in"},{"speaker":"Peter Kelso","startTime":675.75,"endTime":678.78,"body":"between. It's really up to me."},{"speaker":"Peter Kelso","startTime":679.92,"endTime":681.99,"body":"And so I just through why not be"},{"speaker":"Peter Kelso","startTime":679.92,"endTime":681.99,"body":"positive?"},{"speaker":"Paul J Daly","startTime":682.14,"endTime":684.9,"body":"I like it. Hey, I'm"},{"speaker":"Paul J Daly","startTime":682.14,"endTime":684.9,"body":"just asking the question. Like,"},{"speaker":"Paul J Daly","startTime":684.9,"endTime":688.2,"body":"it's a hypothetical. I've been"},{"speaker":"Paul J Daly","startTime":684.9,"endTime":688.2,"body":"accused of what I just asked you"},{"speaker":"Michael Cirillo","startTime":688.44,"endTime":691.38,"body":"on the news,"},{"speaker":"Michael Cirillo","startTime":688.44,"endTime":691.38,"body":"like, but but there is the the"},{"speaker":"Michael Cirillo","startTime":691.38,"endTime":695.76,"body":"other side of it, right where"},{"speaker":"Michael Cirillo","startTime":691.38,"endTime":695.76,"body":"rubber meets the road. And as an"},{"speaker":"Michael Cirillo","startTime":695.76,"endTime":700.74,"body":"inherently optimistic person,"},{"speaker":"Michael Cirillo","startTime":695.76,"endTime":700.74,"body":"people, I think sometimes people"},{"speaker":"Michael Cirillo","startTime":701.07,"endTime":707.07,"body":"mistake optimism for being"},{"speaker":"Michael Cirillo","startTime":701.07,"endTime":707.07,"body":"naive. Totally. Yeah."},{"speaker":"Kyle Mountsier","startTime":707.1,"endTime":709.71,"body":"Yeah. rose"},{"speaker":"Kyle Mountsier","startTime":707.1,"endTime":709.71,"body":"colored glasses. Yeah."},{"speaker":"Paul J Daly","startTime":710.1,"endTime":711.66,"body":"You're an idealist"},{"speaker":"Paul J Daly","startTime":710.1,"endTime":711.66,"body":"not a rerun?"},{"speaker":"Michael Cirillo","startTime":711.81,"endTime":714.42,"body":"Yeah, exactly."},{"speaker":"Michael Cirillo","startTime":711.81,"endTime":714.42,"body":"And then, especially in"},{"speaker":"Michael Cirillo","startTime":714.42,"endTime":717.21,"body":"leadership, if you're an"},{"speaker":"Michael Cirillo","startTime":714.42,"endTime":717.21,"body":"optimistic leader, you might"},{"speaker":"Michael Cirillo","startTime":717.21,"endTime":721.74,"body":"have, you know, I've experienced"},{"speaker":"Michael Cirillo","startTime":717.21,"endTime":721.74,"body":"this in the past where people"},{"speaker":"Michael Cirillo","startTime":721.74,"endTime":726.06,"body":"go, Hey, man, like, all these,"},{"speaker":"Michael Cirillo","startTime":721.74,"endTime":726.06,"body":"you know, business experts say"},{"speaker":"Michael Cirillo","startTime":726.06,"endTime":729.27,"body":"you gotta hire slow and fire"},{"speaker":"Michael Cirillo","startTime":726.06,"endTime":729.27,"body":"fast. And that's something that"},{"speaker":"Michael Cirillo","startTime":729.27,"endTime":731.79,"body":"we all gravitate towards,"},{"speaker":"Michael Cirillo","startTime":729.27,"endTime":731.79,"body":"because it's fun to say it rolls"},{"speaker":"Michael Cirillo","startTime":731.79,"endTime":736.47,"body":"off the tongue nicely. But if"},{"speaker":"Michael Cirillo","startTime":731.79,"endTime":736.47,"body":"I'm truly optimistic, that has"},{"speaker":"Michael Cirillo","startTime":736.47,"endTime":739.32,"body":"to be at play in both the good"},{"speaker":"Michael Cirillo","startTime":736.47,"endTime":739.32,"body":"times and the bad, and I feel"},{"speaker":"Michael Cirillo","startTime":739.32,"endTime":745.56,"body":"like as an optimistic leader, my"},{"speaker":"Michael Cirillo","startTime":739.32,"endTime":745.56,"body":"team deserves me doing my due"},{"speaker":"Michael Cirillo","startTime":745.56,"endTime":749.79,"body":"diligence to determine the scope"},{"speaker":"Michael Cirillo","startTime":745.56,"endTime":749.79,"body":"at which they are actually"},{"speaker":"Michael Cirillo","startTime":749.79,"endTime":753.09,"body":"toxic. Or maybe they woke up on"},{"speaker":"Michael Cirillo","startTime":749.79,"endTime":753.09,"body":"the wrong side of the bed. Or"},{"speaker":"Michael Cirillo","startTime":753.45,"endTime":756.78,"body":"maybe they're dealing with"},{"speaker":"Michael Cirillo","startTime":753.45,"endTime":756.78,"body":"something that's, you know,"},{"speaker":"Michael Cirillo","startTime":756.78,"endTime":762.09,"body":"crazy in their life, or, or, or,"},{"speaker":"Michael Cirillo","startTime":756.78,"endTime":762.09,"body":"or. And I think some people look"},{"speaker":"Michael Cirillo","startTime":762.09,"endTime":765.93,"body":"in on that. And they go, say,"},{"speaker":"Michael Cirillo","startTime":762.09,"endTime":765.93,"body":"he's just ignorant. He's just"},{"speaker":"Michael Cirillo","startTime":765.93,"endTime":769.47,"body":"blind. Like Kyle said, He's rose"},{"speaker":"Michael Cirillo","startTime":765.93,"endTime":769.47,"body":"colored goggles. And for me, I"},{"speaker":"Michael Cirillo","startTime":769.47,"endTime":775.44,"body":"see it from the opposite"},{"speaker":"Michael Cirillo","startTime":769.47,"endTime":775.44,"body":"spectrum, which is happy people,"},{"speaker":"Michael Cirillo","startTime":776.28,"endTime":781.2,"body":"like, optimism doesn't travel as"},{"speaker":"Michael Cirillo","startTime":776.28,"endTime":781.2,"body":"far or fast as negativity does."},{"speaker":"Michael Cirillo","startTime":781.26,"endTime":781.89,"body":"And so"},{"speaker":"Kyle Mountsier","startTime":782.31,"endTime":785.22,"body":"I Oh, it's so"},{"speaker":"Kyle Mountsier","startTime":782.31,"endTime":785.22,"body":"crazy. Yeah, people were"},{"speaker":"Kyle Mountsier","startTime":785.22,"endTime":785.76,"body":"straining"},{"speaker":"Michael Cirillo","startTime":786.18,"endTime":789.93,"body":"the people that"},{"speaker":"Michael Cirillo","startTime":786.18,"endTime":789.93,"body":"if somebody disgruntled leaves,"},{"speaker":"Michael Cirillo","startTime":789.99,"endTime":794.46,"body":"and I wasn't who I maintained to"},{"speaker":"Michael Cirillo","startTime":789.99,"endTime":794.46,"body":"be in a pot, like a positive"},{"speaker":"Michael Cirillo","startTime":794.46,"endTime":797.07,"body":"leader, or whatever, their"},{"speaker":"Michael Cirillo","startTime":794.46,"endTime":797.07,"body":"negativity is going to travel"},{"speaker":"Michael Cirillo","startTime":797.07,"endTime":800.1,"body":"further and harder against my"},{"speaker":"Michael Cirillo","startTime":797.07,"endTime":800.1,"body":"reputation that a positive"},{"speaker":"Michael Cirillo","startTime":800.1,"endTime":803.34,"body":"person leaving just because they"},{"speaker":"Michael Cirillo","startTime":800.1,"endTime":803.34,"body":"outgrew the company or moved on"},{"speaker":"Michael Cirillo","startTime":803.34,"endTime":805.44,"body":"to their own, you know what I"},{"speaker":"Michael Cirillo","startTime":803.34,"endTime":805.44,"body":"mean? So I think about the"},{"speaker":"Michael Cirillo","startTime":805.44,"endTime":809.43,"body":"impact, the real impact of"},{"speaker":"Michael Cirillo","startTime":805.44,"endTime":809.43,"body":"optimism, and how do we"},{"speaker":"Michael Cirillo","startTime":809.43,"endTime":812.43,"body":"reconcile that and get okay with"},{"speaker":"Michael Cirillo","startTime":809.43,"endTime":812.43,"body":"it? You know, yeah,"},{"speaker":"Peter Kelso","startTime":812.46,"endTime":814.95,"body":"I think don't be"},{"speaker":"Peter Kelso","startTime":812.46,"endTime":814.95,"body":"afraid to be optimistic first,"},{"speaker":"Peter Kelso","startTime":814.98,"endTime":819.75,"body":"and just read, read the people"},{"speaker":"Peter Kelso","startTime":814.98,"endTime":819.75,"body":"around you, you know, how your"},{"speaker":"Peter Kelso","startTime":819.75,"endTime":823.2,"body":"optimism is being received a lot"},{"speaker":"Peter Kelso","startTime":819.75,"endTime":823.2,"body":"of times and so if you're, you"},{"speaker":"Peter Kelso","startTime":823.2,"endTime":827.22,"body":"come across someone who is going"},{"speaker":"Peter Kelso","startTime":823.2,"endTime":827.22,"body":"to challenge you to shift gears"},{"speaker":"Peter Kelso","startTime":827.22,"endTime":829.89,"body":"a little bit, maybe you got to"},{"speaker":"Peter Kelso","startTime":827.22,"endTime":829.89,"body":"challenge them to be a little"},{"speaker":"Peter Kelso","startTime":829.89,"endTime":833.25,"body":"bit more optimistic at the same"},{"speaker":"Peter Kelso","startTime":829.89,"endTime":833.25,"body":"time, pull yours back and meet"},{"speaker":"Peter Kelso","startTime":833.25,"endTime":836.28,"body":"in the middle. I think it's"},{"speaker":"Peter Kelso","startTime":833.25,"endTime":836.28,"body":"different every day and every"},{"speaker":"Peter Kelso","startTime":836.28,"endTime":839.64,"body":"interaction and conversation"},{"speaker":"Peter Kelso","startTime":836.28,"endTime":839.64,"body":"that we have, but all of it"},{"speaker":"Peter Kelso","startTime":839.64,"endTime":842.31,"body":"builds on top of each other. Why"},{"speaker":"Peter Kelso","startTime":839.64,"endTime":842.31,"body":"not? Bill?"},{"speaker":"Michael Cirillo","startTime":844.77,"endTime":847.05,"body":"As you're"},{"speaker":"Michael Cirillo","startTime":844.77,"endTime":847.05,"body":"speaking, I'm like, wow, and you"},{"speaker":"Michael Cirillo","startTime":847.05,"endTime":851.13,"body":"know, as this translates to the"},{"speaker":"Michael Cirillo","startTime":847.05,"endTime":851.13,"body":"showroom floor, and like in"},{"speaker":"Michael Cirillo","startTime":851.13,"endTime":855.48,"body":"dealership, you know, we sit"},{"speaker":"Michael Cirillo","startTime":851.13,"endTime":855.48,"body":"here and we wonder why the"},{"speaker":"Michael Cirillo","startTime":855.48,"endTime":860.25,"body":"consumer tends to have a"},{"speaker":"Michael Cirillo","startTime":855.48,"endTime":860.25,"body":"negative taste in their mouth."},{"speaker":"Michael Cirillo","startTime":860.31,"endTime":866.61,"body":"Right? And it's because now we"},{"speaker":"Michael Cirillo","startTime":860.31,"endTime":866.61,"body":"hit them with so much negativity"},{"speaker":"Michael Cirillo","startTime":867.03,"endTime":868.38,"body":"and pessimism"},{"speaker":"Kyle Mountsier","startTime":869.28,"endTime":871.38,"body":"that won't work"},{"speaker":"Kyle Mountsier","startTime":869.28,"endTime":871.38,"body":"that"},{"speaker":"Michael Cirillo","startTime":872.46,"endTime":874.68,"body":"you know, the"},{"speaker":"Michael Cirillo","startTime":872.46,"endTime":874.68,"body":"hit through the teeth, the"},{"speaker":"Michael Cirillo","startTime":874.68,"endTime":879.48,"body":"inhale, what do you call it"},{"speaker":"Michael Cirillo","startTime":874.68,"endTime":879.48,"body":"that? Let me just check with my"},{"speaker":"Michael Cirillo","startTime":879.54,"endTime":883.95,"body":"I gotta I'm not sure if I don't"},{"speaker":"Michael Cirillo","startTime":879.54,"endTime":883.95,"body":"know if it's in stock. Let me"},{"speaker":"Michael Cirillo","startTime":883.95,"endTime":888.51,"body":"double check. And that's how we"},{"speaker":"Michael Cirillo","startTime":883.95,"endTime":888.51,"body":"program people."},{"speaker":"Kyle Mountsier","startTime":890.28,"endTime":892.44,"body":"Man opened"},{"speaker":"Peter Kelso","startTime":892.44,"endTime":896.58,"body":"up a scene with a"},{"speaker":"Peter Kelso","startTime":892.44,"endTime":896.58,"body":"different make, by being that"},{"speaker":"Peter Kelso","startTime":896.58,"endTime":900.36,"body":"one outlier that's optimistic,"},{"speaker":"Peter Kelso","startTime":896.58,"endTime":900.36,"body":"and positive and memorable. Will"},{"speaker":"Peter Kelso","startTime":900.6,"endTime":903.3,"body":"and what that can what you can"},{"speaker":"Peter Kelso","startTime":900.6,"endTime":903.3,"body":"build from that. It's"},{"speaker":"Kyle Mountsier","startTime":903.3,"endTime":905.31,"body":"almost a"},{"speaker":"Kyle Mountsier","startTime":903.3,"endTime":905.31,"body":"whiplash in our culture."},{"speaker":"Kyle Mountsier","startTime":905.64,"endTime":909.0,"body":"Actually, that's what the"},{"speaker":"Kyle Mountsier","startTime":905.64,"endTime":909.0,"body":"shocking thing right here is the"},{"speaker":"Kyle Mountsier","startTime":909.0,"endTime":913.17,"body":"fact that we would that we can"},{"speaker":"Kyle Mountsier","startTime":909.0,"endTime":913.17,"body":"now have at this point, like a"},{"speaker":"Kyle Mountsier","startTime":913.17,"endTime":916.65,"body":"12 minute conversation about"},{"speaker":"Kyle Mountsier","startTime":913.17,"endTime":916.65,"body":"this and not tire of it, right."},{"speaker":"Kyle Mountsier","startTime":916.65,"endTime":920.94,"body":"Like, think think about what"},{"speaker":"Kyle Mountsier","startTime":916.65,"endTime":920.94,"body":"what that means to what is"},{"speaker":"Kyle Mountsier","startTime":920.94,"endTime":925.08,"body":"happening in the world, is the"},{"speaker":"Kyle Mountsier","startTime":920.94,"endTime":925.08,"body":"fact that we have to like,"},{"speaker":"Kyle Mountsier","startTime":925.83,"endTime":930.15,"body":"discover all of the nature of"},{"speaker":"Kyle Mountsier","startTime":925.83,"endTime":930.15,"body":"this almost countercultural"},{"speaker":"Kyle Mountsier","startTime":930.15,"endTime":935.31,"body":"narrative, that is optimism,"},{"speaker":"Kyle Mountsier","startTime":930.15,"endTime":935.31,"body":"right? Like whether that's in"},{"speaker":"Kyle Mountsier","startTime":935.31,"endTime":939.3,"body":"auto or outside of auto, it's"},{"speaker":"Kyle Mountsier","startTime":935.31,"endTime":939.3,"body":"almost like a it's like a hidden"},{"speaker":"Kyle Mountsier","startTime":939.3,"endTime":943.11,"body":"gem, because it is so"},{"speaker":"Kyle Mountsier","startTime":939.3,"endTime":943.11,"body":"countercultural, like the"},{"speaker":"Kyle Mountsier","startTime":943.11,"endTime":947.79,"body":"default position, the fallback"},{"speaker":"Kyle Mountsier","startTime":943.11,"endTime":947.79,"body":"of our culture of business"},{"speaker":"Kyle Mountsier","startTime":947.79,"endTime":952.56,"body":"relationships, is typically"},{"speaker":"Kyle Mountsier","startTime":947.79,"endTime":952.56,"body":"pessimism. Right? Yeah. And"},{"speaker":"Kyle Mountsier","startTime":952.56,"endTime":955.65,"body":"that's a dangerous place to be,"},{"speaker":"Kyle Mountsier","startTime":952.56,"endTime":955.65,"body":"I think, right? You should what"},{"speaker":"Kyle Mountsier","startTime":955.65,"endTime":957.3,"body":"we're discovering just right"},{"speaker":"Kyle Mountsier","startTime":955.65,"endTime":957.3,"body":"now,"},{"speaker":"Peter Kelso","startTime":957.57,"endTime":960.12,"body":"you shouldn't have"},{"speaker":"Peter Kelso","startTime":957.57,"endTime":960.12,"body":"to pardon your enthusiasm."},{"speaker":"Paul J Daly","startTime":961.44,"endTime":963.45,"body":"Yeah, I'm thinking"},{"speaker":"Paul J Daly","startTime":961.44,"endTime":963.45,"body":"of, I'm thinking of the"},{"speaker":"Paul J Daly","startTime":963.45,"endTime":966.21,"body":"conversations we have with like"},{"speaker":"Paul J Daly","startTime":963.45,"endTime":966.21,"body":"David Long and the things use"},{"speaker":"Paul J Daly","startTime":966.21,"endTime":970.02,"body":"Carter's room and how much he"},{"speaker":"Paul J Daly","startTime":966.21,"endTime":970.02,"body":"advises people when they're"},{"speaker":"Paul J Daly","startTime":970.41,"endTime":973.08,"body":"doing a walk around of like an"},{"speaker":"Paul J Daly","startTime":970.41,"endTime":973.08,"body":"appraisal on a used car with the"},{"speaker":"Paul J Daly","startTime":973.08,"endTime":977.67,"body":"customer there. Like not to take"},{"speaker":"Paul J Daly","startTime":973.08,"endTime":977.67,"body":"the pessimistic approach. And"},{"speaker":"Paul J Daly","startTime":977.67,"endTime":979.95,"body":"say, like, oh, I don't, you"},{"speaker":"Paul J Daly","startTime":977.67,"endTime":979.95,"body":"know, and he's always like, Oh,"},{"speaker":"Paul J Daly","startTime":979.95,"endTime":981.9,"body":"my gosh, did anyone die in the"},{"speaker":"Paul J Daly","startTime":979.95,"endTime":981.9,"body":"accident?"},{"speaker":"Paul J Daly","startTime":985.44,"endTime":988.95,"body":"But, but realistically, he's"},{"speaker":"Paul J Daly","startTime":985.44,"endTime":988.95,"body":"like, tearing tearing the car"},{"speaker":"Paul J Daly","startTime":988.95,"endTime":993.96,"body":"down. To achieve what you think"},{"speaker":"Paul J Daly","startTime":988.95,"endTime":993.96,"body":"is a business objective is a"},{"speaker":"Paul J Daly","startTime":993.96,"endTime":998.37,"body":"much less practical way to go"},{"speaker":"Paul J Daly","startTime":993.96,"endTime":998.37,"body":"about getting a better price on"},{"speaker":"Paul J Daly","startTime":998.37,"endTime":1002.42,"body":"the car. Instead, instead using"},{"speaker":"Paul J Daly","startTime":998.37,"endTime":1002.42,"body":"the optimistic approach of like,"},{"speaker":"Paul J Daly","startTime":1002.42,"endTime":1005.18,"body":"Wow, I love this. This is a"},{"speaker":"Paul J Daly","startTime":1002.42,"endTime":1005.18,"body":"great blue when they made it in"},{"speaker":"Paul J Daly","startTime":1005.18,"endTime":1007.1,"body":"this blue, right? Because then"},{"speaker":"Paul J Daly","startTime":1005.18,"endTime":1007.1,"body":"the customer is going to be in"},{"speaker":"Paul J Daly","startTime":1007.1,"endTime":1010.25,"body":"an optimistic state of mind. And"},{"speaker":"Paul J Daly","startTime":1007.1,"endTime":1010.25,"body":"you're like complimenting them"},{"speaker":"Paul J Daly","startTime":1010.25,"endTime":1013.4,"body":"instead of like, trying to"},{"speaker":"Paul J Daly","startTime":1010.25,"endTime":1013.4,"body":"squeeze every drop"},{"speaker":"Peter Kelso","startTime":1013.4,"endTime":1015.74,"body":"out. Right and like"},{"speaker":"Peter Kelso","startTime":1013.4,"endTime":1015.74,"body":"want to do business with you"},{"speaker":"Peter Kelso","startTime":1015.74,"endTime":1018.59,"body":"because they like you. And they"},{"speaker":"Peter Kelso","startTime":1015.74,"endTime":1018.59,"body":"probably want it to be over with"},{"speaker":"Peter Kelso","startTime":1018.59,"endTime":1022.22,"body":"anyway. Because we love car. I"},{"speaker":"Peter Kelso","startTime":1018.59,"endTime":1022.22,"body":"know it's like one of my cars,"},{"speaker":"Peter Kelso","startTime":1022.22,"endTime":1025.58,"body":"but it's really kind of a it's a"},{"speaker":"Peter Kelso","startTime":1022.22,"endTime":1025.58,"body":"long process. I don't even like"},{"speaker":"Peter Kelso","startTime":1025.58,"endTime":1030.32,"body":"going to the mall to buy jeans."},{"speaker":"Peter Kelso","startTime":1025.58,"endTime":1030.32,"body":"So if I'm buying a car finally"},{"speaker":"Kyle Mountsier","startTime":1030.319,"endTime":1033.289,"body":"someone else"},{"speaker":"Kyle Mountsier","startTime":1030.319,"endTime":1033.289,"body":"that shares my terror for Gene"},{"speaker":"Kyle Mountsier","startTime":1033.289,"endTime":1033.769,"body":"buying"},{"speaker":"Paul J Daly","startTime":1034.79,"endTime":1038.36,"body":"on the planet. Just"},{"speaker":"Paul J Daly","startTime":1034.79,"endTime":1038.36,"body":"kind of lucked out. By the way"},{"speaker":"Paul J Daly","startTime":1038.36,"endTime":1042.59,"body":"side story, kind of lucked out."},{"speaker":"Paul J Daly","startTime":1038.36,"endTime":1042.59,"body":"We were at the Virginia auto"},{"speaker":"Paul J Daly","startTime":1042.59,"endTime":1046.88,"body":"dealers Association's annual"},{"speaker":"Paul J Daly","startTime":1042.59,"endTime":1046.88,"body":"meeting in the Omni in"},{"speaker":"Paul J Daly","startTime":1046.88,"endTime":1056.09,"body":"Asheville, North Carolina. Never"},{"speaker":"Paul J Daly","startTime":1046.88,"endTime":1056.09,"body":"been told before. And they had"},{"speaker":"Paul J Daly","startTime":1056.09,"endTime":1058.94,"body":"these Jeeps there and Kyle"},{"speaker":"Paul J Daly","startTime":1056.09,"endTime":1058.94,"body":"needed and all of a sudden Kyle"},{"speaker":"Paul J Daly","startTime":1058.94,"endTime":1061.73,"body":"found this pair of jeans that"},{"speaker":"Paul J Daly","startTime":1058.94,"endTime":1061.73,"body":"fit a wall he bought like all of"},{"speaker":"Paul J Daly","startTime":1061.73,"endTime":1064.76,"body":"them. I bought all of them. They"},{"speaker":"Paul J Daly","startTime":1061.73,"endTime":1064.76,"body":"were all on clearance. I bought"},{"speaker":"Paul J Daly","startTime":1064.76,"endTime":1067.79,"body":"every color it was over. I was"},{"speaker":"Paul J Daly","startTime":1064.76,"endTime":1067.79,"body":"like I'm good for the next three"},{"speaker":"Paul J Daly","startTime":1067.79,"endTime":1070.55,"body":"years. I don't know why it just"},{"speaker":"Paul J Daly","startTime":1067.79,"endTime":1070.55,"body":"felt like the right time to tell"},{"speaker":"Paul J Daly","startTime":1070.55,"endTime":1071.06,"body":"that story."},{"speaker":"Michael Cirillo","startTime":1071.09,"endTime":1073.22,"body":"That's an"},{"speaker":"Michael Cirillo","startTime":1071.09,"endTime":1073.22,"body":"analogy for the car business"},{"speaker":"Michael Cirillo","startTime":1073.25,"endTime":1076.94,"body":"buying jeans, because nobody"},{"speaker":"Michael Cirillo","startTime":1073.25,"endTime":1076.94,"body":"likes trying on jeans. They're"},{"speaker":"Michael Cirillo","startTime":1076.97,"endTime":1080.36,"body":"tight, at first are kind of"},{"speaker":"Michael Cirillo","startTime":1076.97,"endTime":1080.36,"body":"uncomfortable, they're stiff."},{"speaker":"Michael Cirillo","startTime":1080.66,"endTime":1083.99,"body":"You're not sure if you'll like"},{"speaker":"Michael Cirillo","startTime":1080.66,"endTime":1083.99,"body":"them. And then just with enough"},{"speaker":"Michael Cirillo","startTime":1083.99,"endTime":1087.59,"body":"time you find yourself not"},{"speaker":"Michael Cirillo","startTime":1083.99,"endTime":1087.59,"body":"wanting to take them off. And"},{"speaker":"Michael Cirillo","startTime":1087.62,"endTime":1090.53,"body":"and also sometimes you don't"},{"speaker":"Michael Cirillo","startTime":1087.62,"endTime":1090.53,"body":"know how to take them off. And"},{"speaker":"Michael Cirillo","startTime":1090.53,"endTime":1096.53,"body":"that is how did I get into this?"},{"speaker":"Michael Cirillo","startTime":1090.53,"endTime":1096.53,"body":"It was so uncomfortable at"},{"speaker":"Michael Cirillo","startTime":1096.53,"endTime":1096.92,"body":"first."},{"speaker":"Peter Kelso","startTime":1097.97,"endTime":1102.11,"body":"It's somehow great"},{"speaker":"Peter Kelso","startTime":1097.97,"endTime":1102.11,"body":"now playing there somewhere."},{"speaker":"Paul J Daly","startTime":1102.68,"endTime":1105.95,"body":"Never wear another"},{"speaker":"Paul J Daly","startTime":1102.68,"endTime":1105.95,"body":"pair? Wow. Well, I got sorry, I"},{"speaker":"Paul J Daly","startTime":1105.95,"endTime":1107.66,"body":"derailed us with the jeans"},{"speaker":"Paul J Daly","startTime":1105.95,"endTime":1107.66,"body":"story. You"},{"speaker":"Kyle Mountsier","startTime":1107.66,"endTime":1110.27,"body":"know, we got I"},{"speaker":"Kyle Mountsier","startTime":1107.66,"endTime":1110.27,"body":"gotta ask you because obviously,"},{"speaker":"Kyle Mountsier","startTime":1110.27,"endTime":1113.3,"body":"you know, with what you're doing"},{"speaker":"Kyle Mountsier","startTime":1110.27,"endTime":1113.3,"body":"over at full throttle, like,"},{"speaker":"Kyle Mountsier","startTime":1113.3,"endTime":1116.96,"body":"it's important for us to note,"},{"speaker":"Kyle Mountsier","startTime":1113.3,"endTime":1116.96,"body":"you know, all of this connection"},{"speaker":"Kyle Mountsier","startTime":1116.96,"endTime":1120.2,"body":"drives to something that I'm"},{"speaker":"Kyle Mountsier","startTime":1116.96,"endTime":1120.2,"body":"sure you're super excited about,"},{"speaker":"Kyle Mountsier","startTime":1120.2,"endTime":1123.53,"body":"which is the the product and the"},{"speaker":"Kyle Mountsier","startTime":1120.2,"endTime":1123.53,"body":"team and what you've built that"},{"speaker":"Kyle Mountsier","startTime":1123.53,"endTime":1126.77,"body":"serves dealers towards you. So"},{"speaker":"Kyle Mountsier","startTime":1123.53,"endTime":1126.77,"body":"like, what are you doing right"},{"speaker":"Kyle Mountsier","startTime":1126.77,"endTime":1130.58,"body":"now, that's exciting, that you"},{"speaker":"Kyle Mountsier","startTime":1126.77,"endTime":1130.58,"body":"are bringing people from"},{"speaker":"Kyle Mountsier","startTime":1130.58,"endTime":1134.3,"body":"positivity into a product"},{"speaker":"Kyle Mountsier","startTime":1130.58,"endTime":1134.3,"body":"offering that can help them with"},{"speaker":"Kyle Mountsier","startTime":1134.3,"endTime":1136.58,"body":"their real business. What's"},{"speaker":"Kyle Mountsier","startTime":1134.3,"endTime":1136.58,"body":"exciting you right now?"},{"speaker":"Peter Kelso","startTime":1136.79,"endTime":1140.39,"body":"Great question."},{"speaker":"Peter Kelso","startTime":1136.79,"endTime":1140.39,"body":"It's easy. It's it's, I'm a"},{"speaker":"Peter Kelso","startTime":1140.39,"endTime":1143.69,"body":"marketing nerd at heart. And I"},{"speaker":"Peter Kelso","startTime":1140.39,"endTime":1143.69,"body":"love the fact that we're just"},{"speaker":"Peter Kelso","startTime":1143.69,"endTime":1147.53,"body":"changing the lens on how you"},{"speaker":"Peter Kelso","startTime":1143.69,"endTime":1147.53,"body":"view the modern shopper. And the"},{"speaker":"Peter Kelso","startTime":1147.53,"endTime":1151.67,"body":"modern shopper is it's not just"},{"speaker":"Peter Kelso","startTime":1147.53,"endTime":1151.67,"body":"one device, right? Oh, that's"},{"speaker":"Peter Kelso","startTime":1152.09,"endTime":1155.21,"body":"simple. I like that. It's not"},{"speaker":"Peter Kelso","startTime":1152.09,"endTime":1155.21,"body":"one device or, or one computer"},{"speaker":"Peter Kelso","startTime":1155.21,"endTime":1159.95,"body":"screen or one decision maker"},{"speaker":"Peter Kelso","startTime":1155.21,"endTime":1159.95,"body":"that shopping. And we have all"},{"speaker":"Peter Kelso","startTime":1159.95,"endTime":1163.34,"body":"these signals that that are out"},{"speaker":"Peter Kelso","startTime":1159.95,"endTime":1163.34,"body":"there in the in the ecosystem"},{"speaker":"Peter Kelso","startTime":1163.34,"endTime":1165.71,"body":"and all this disruption."},{"speaker":"Peter Kelso","startTime":1163.34,"endTime":1165.71,"body":"Everybody's trying to gather"},{"speaker":"Peter Kelso","startTime":1165.71,"endTime":1169.1,"body":"that and all everyone's trying"},{"speaker":"Peter Kelso","startTime":1165.71,"endTime":1169.1,"body":"to do is give a clearer picture"},{"speaker":"Peter Kelso","startTime":1169.1,"endTime":1172.28,"body":"of what's really happening. And"},{"speaker":"Peter Kelso","startTime":1169.1,"endTime":1172.28,"body":"that's what we're able to do"},{"speaker":"Peter Kelso","startTime":1172.28,"endTime":1175.94,"body":"with our technology and our"},{"speaker":"Peter Kelso","startTime":1172.28,"endTime":1175.94,"body":"services is changed the"},{"speaker":"Peter Kelso","startTime":1175.94,"endTime":1179.18,"body":"viewpoint of how you're viewing"},{"speaker":"Peter Kelso","startTime":1175.94,"endTime":1179.18,"body":"a shopper and how we're watching"},{"speaker":"Peter Kelso","startTime":1179.42,"endTime":1182.99,"body":"and influencing and really"},{"speaker":"Peter Kelso","startTime":1179.42,"endTime":1182.99,"body":"delighting that shopper and at"},{"speaker":"Peter Kelso","startTime":1182.99,"endTime":1185.75,"body":"the end of the day I like to"},{"speaker":"Peter Kelso","startTime":1182.99,"endTime":1185.75,"body":"think of that shopper first and"},{"speaker":"Peter Kelso","startTime":1185.81,"endTime":1189.86,"body":"we're making a difference in"},{"speaker":"Peter Kelso","startTime":1185.81,"endTime":1189.86,"body":"providing for them because we're"},{"speaker":"Peter Kelso","startTime":1189.86,"endTime":1192.92,"body":"thinking about who they really"},{"speaker":"Peter Kelso","startTime":1189.86,"endTime":1192.92,"body":"are and how they shop and if we"},{"speaker":"Peter Kelso","startTime":1192.92,"endTime":1196.73,"body":"start and make it easier on that"},{"speaker":"Peter Kelso","startTime":1192.92,"endTime":1196.73,"body":"customer that same analogy of"},{"speaker":"Peter Kelso","startTime":1197.33,"endTime":1200.84,"body":"path of least resistance making"},{"speaker":"Peter Kelso","startTime":1197.33,"endTime":1200.84,"body":"it easier. Let Let them be"},{"speaker":"Peter Kelso","startTime":1200.84,"endTime":1205.25,"body":"themselves shop how you want,"},{"speaker":"Peter Kelso","startTime":1200.84,"endTime":1205.25,"body":"and we help our clients be where"},{"speaker":"Peter Kelso","startTime":1205.25,"endTime":1208.19,"body":"they are, and then give a"},{"speaker":"Peter Kelso","startTime":1205.25,"endTime":1208.19,"body":"clearer picture of what does"},{"speaker":"Peter Kelso","startTime":1208.19,"endTime":1209.66,"body":"that really look like at the"},{"speaker":"Peter Kelso","startTime":1208.19,"endTime":1209.66,"body":"end?"},{"speaker":"Kyle Mountsier","startTime":1213.5,"endTime":1216.05,"body":"You know, seems"},{"speaker":"Kyle Mountsier","startTime":1213.5,"endTime":1216.05,"body":"simple enough."},{"speaker":"Paul J Daly","startTime":1216.32,"endTime":1219.65,"body":"Yeah. We're all"},{"speaker":"Paul J Daly","startTime":1216.32,"endTime":1219.65,"body":"like, yeah, that makes all the"},{"speaker":"Paul J Daly","startTime":1219.65,"endTime":1222.26,"body":"sense of the world. Like all the"},{"speaker":"Paul J Daly","startTime":1219.65,"endTime":1222.26,"body":"sense. We know, cool"},{"speaker":"Unknown","startTime":1222.26,"endTime":1222.95,"body":"marketers."},{"speaker":"Peter Kelso","startTime":1223.16,"endTime":1226.07,"body":"There are a lot of"},{"speaker":"Peter Kelso","startTime":1223.16,"endTime":1226.07,"body":"flags in the air. And so in our"},{"speaker":"Peter Kelso","startTime":1226.07,"endTime":1229.25,"body":"industry, there's, there's so"},{"speaker":"Peter Kelso","startTime":1226.07,"endTime":1229.25,"body":"much overlap and perceived"},{"speaker":"Peter Kelso","startTime":1229.25,"endTime":1233.03,"body":"overlap. Again, I guess leaning"},{"speaker":"Peter Kelso","startTime":1229.25,"endTime":1233.03,"body":"into that, that positive people"},{"speaker":"Peter Kelso","startTime":1233.03,"endTime":1237.05,"body":"mindset that I'm just searching"},{"speaker":"Peter Kelso","startTime":1233.03,"endTime":1237.05,"body":"for ways that we can work"},{"speaker":"Peter Kelso","startTime":1237.05,"endTime":1240.8,"body":"together to collaborate to"},{"speaker":"Peter Kelso","startTime":1237.05,"endTime":1240.8,"body":"better serve that and customer."},{"speaker":"Peter Kelso","startTime":1241.67,"endTime":1245.93,"body":"Yeah, thank you. The same thing."},{"speaker":"Peter Kelso","startTime":1241.67,"endTime":1245.93,"body":"You're bringing good people and"},{"speaker":"Peter Kelso","startTime":1245.93,"endTime":1249.71,"body":"great companies together to just"},{"speaker":"Peter Kelso","startTime":1245.93,"endTime":1249.71,"body":"collaborate."},{"speaker":"Paul J Daly","startTime":1249.95,"endTime":1252.89,"body":"Yeah. And solve"},{"speaker":"Paul J Daly","startTime":1249.95,"endTime":1252.89,"body":"problems. Yeah. And be positive"},{"speaker":"Paul J Daly","startTime":1252.89,"endTime":1253.64,"body":"and optimistic."},{"speaker":"Peter Kelso","startTime":1253.82,"endTime":1256.22,"body":"Yeah, let's not try"},{"speaker":"Peter Kelso","startTime":1253.82,"endTime":1256.22,"body":"and cut each other's legs out."},{"speaker":"Peter Kelso","startTime":1256.22,"endTime":1258.74,"body":"Let's try and lift each other's"},{"speaker":"Peter Kelso","startTime":1256.22,"endTime":1258.74,"body":"legs up."},{"speaker":"Michael Cirillo","startTime":1260.09,"endTime":1262.79,"body":"There you go."},{"speaker":"Michael Cirillo","startTime":1260.09,"endTime":1262.79,"body":"Well, we while in Canada, we"},{"speaker":"Michael Cirillo","startTime":1262.79,"endTime":1265.37,"body":"call that a piggy back. Right."},{"speaker":"Kyle Mountsier","startTime":1269.24,"endTime":1271.22,"body":"Peter, it has"},{"speaker":"Kyle Mountsier","startTime":1269.24,"endTime":1271.22,"body":"been a ton of fun, man, we"},{"speaker":"Kyle Mountsier","startTime":1271.22,"endTime":1274.88,"body":"laughed. We gotta encourage."},{"speaker":"Kyle Mountsier","startTime":1271.22,"endTime":1274.88,"body":"Michael Cirillo is mine got"},{"speaker":"Kyle Mountsier","startTime":1274.88,"endTime":1281.6,"body":"blown. pants for some reason. We"},{"speaker":"Kyle Mountsier","startTime":1274.88,"endTime":1281.6,"body":"went from all of Michigan. And"},{"speaker":"Kyle Mountsier","startTime":1282.05,"endTime":1284.45,"body":"we're better for it. I think."},{"speaker":"Kyle Mountsier","startTime":1282.05,"endTime":1284.45,"body":"And I think there's going to be"},{"speaker":"Kyle Mountsier","startTime":1284.45,"endTime":1286.61,"body":"some people in our industry that"},{"speaker":"Kyle Mountsier","startTime":1284.45,"endTime":1286.61,"body":"are better for it. Peter, it's"},{"speaker":"Kyle Mountsier","startTime":1286.61,"endTime":1290.0,"body":"been a pleasure having you on"},{"speaker":"Kyle Mountsier","startTime":1286.61,"endTime":1290.0,"body":"Auto Collabs today, and we can't"},{"speaker":"Kyle Mountsier","startTime":1290.0,"endTime":1290.57,"body":"wait to see you."},{"speaker":"Peter Kelso","startTime":1292.04,"endTime":1294.41,"body":"Yes, thank you."},{"speaker":"Peter Kelso","startTime":1292.04,"endTime":1294.41,"body":"Thanks for bringing our industry"},{"speaker":"Peter Kelso","startTime":1294.41,"endTime":1294.89,"body":"together."},{"speaker":"Paul J Daly","startTime":1299.48,"endTime":1302.72,"body":"Can I just say that"},{"speaker":"Paul J Daly","startTime":1299.48,"endTime":1302.72,"body":"I'm thankful that Peter was such"},{"speaker":"Paul J Daly","startTime":1302.72,"endTime":1305.33,"body":"an optimist, because you were so"},{"speaker":"Paul J Daly","startTime":1302.72,"endTime":1305.33,"body":"grumpy going into this."},{"speaker":"Kyle Mountsier","startTime":1305.69,"endTime":1311.6,"body":"He did lighten"},{"speaker":"Kyle Mountsier","startTime":1305.69,"endTime":1311.6,"body":"the mood he did. Delivered p k"},{"speaker":"Michael Cirillo","startTime":1311.6,"endTime":1312.74,"body":"for the win."},{"speaker":"Paul J Daly","startTime":1312.8,"endTime":1314.3,"body":"All right out of"},{"speaker":"Paul J Daly","startTime":1312.8,"endTime":1314.3,"body":"the gate to"},{"speaker":"Kyle Mountsier","startTime":1316.19,"endTime":1318.89,"body":"I brought it up"},{"speaker":"Kyle Mountsier","startTime":1316.19,"endTime":1318.89,"body":"right. We were what 12 minutes"},{"speaker":"Kyle Mountsier","startTime":1318.89,"endTime":1323.93,"body":"into it. And I was just I'm"},{"speaker":"Kyle Mountsier","startTime":1318.89,"endTime":1323.93,"body":"still so stunned that we have to"},{"speaker":"Kyle Mountsier","startTime":1323.93,"endTime":1327.68,"body":"ask these questions like is too"},{"speaker":"Kyle Mountsier","startTime":1323.93,"endTime":1327.68,"body":"much optimism too much. Right."},{"speaker":"Kyle Mountsier","startTime":1327.77,"endTime":1331.97,"body":"I've been accused of being too"},{"speaker":"Kyle Mountsier","startTime":1327.77,"endTime":1331.97,"body":"optimistic. I have. Right. Yeah."},{"speaker":"Kyle Mountsier","startTime":1331.97,"endTime":1336.56,"body":"Like you said that right? Or,"},{"speaker":"Kyle Mountsier","startTime":1331.97,"endTime":1336.56,"body":"you know, how does putting out"},{"speaker":"Kyle Mountsier","startTime":1336.56,"endTime":1340.82,"body":"positivity into the world?"},{"speaker":"Kyle Mountsier","startTime":1336.56,"endTime":1340.82,"body":"Return new business? You know?"},{"speaker":"Kyle Mountsier","startTime":1341.27,"endTime":1345.05,"body":"Yeah, for how's that good for"},{"speaker":"Kyle Mountsier","startTime":1341.27,"endTime":1345.05,"body":"relationships? Do you guys think"},{"speaker":"Kyle Mountsier","startTime":1345.05,"endTime":1348.32,"body":"those are legitimate questions"},{"speaker":"Kyle Mountsier","startTime":1345.05,"endTime":1348.32,"body":"that people are asking that we"},{"speaker":"Kyle Mountsier","startTime":1348.32,"endTime":1352.7,"body":"had to ask because I think"},{"speaker":"Kyle Mountsier","startTime":1348.32,"endTime":1352.7,"body":"culture is not used to an"},{"speaker":"Kyle Mountsier","startTime":1352.7,"endTime":1355.58,"body":"experience that is"},{"speaker":"Kyle Mountsier","startTime":1352.7,"endTime":1355.58,"body":"overwhelmingly optimistic."},{"speaker":"Kyle Mountsier","startTime":1355.73,"endTime":1358.13,"body":"That's what's crazy to me. Yeah,"},{"speaker":"Paul J Daly","startTime":1358.13,"endTime":1360.53,"body":"no one walks into"},{"speaker":"Paul J Daly","startTime":1358.13,"endTime":1360.53,"body":"the dealership optimistically or"},{"speaker":"Paul J Daly","startTime":1360.53,"endTime":1361.31,"body":"typically not."},{"speaker":"Michael Cirillo","startTime":1362.0,"endTime":1365.54,"body":"Maybe"},{"speaker":"Michael Cirillo","startTime":1362.0,"endTime":1365.54,"body":"sometimes. I think people I"},{"speaker":"Michael Cirillo","startTime":1365.54,"endTime":1372.23,"body":"think people go to a dealership"},{"speaker":"Michael Cirillo","startTime":1365.54,"endTime":1372.23,"body":"excited. I think majority of my"},{"speaker":"Michael Cirillo","startTime":1372.23,"endTime":1376.13,"body":"new car I needed to buy a new"},{"speaker":"Michael Cirillo","startTime":1372.23,"endTime":1376.13,"body":"car. I love new car smell. I am"},{"speaker":"Michael Cirillo","startTime":1376.16,"endTime":1379.91,"body":"I can see myself I've dreamed"},{"speaker":"Michael Cirillo","startTime":1376.16,"endTime":1379.91,"body":"about driving the car home. I"},{"speaker":"Michael Cirillo","startTime":1379.91,"endTime":1384.77,"body":"think they show up excited. And"},{"speaker":"Michael Cirillo","startTime":1379.91,"endTime":1384.77,"body":"whatever it might be lack of"},{"speaker":"Michael Cirillo","startTime":1384.77,"endTime":1390.68,"body":"training or empathy or optimism."},{"speaker":"Michael Cirillo","startTime":1384.77,"endTime":1390.68,"body":"Like I always just feel like,"},{"speaker":"Michael Cirillo","startTime":1390.86,"endTime":1395.9,"body":"there is nothing wrong with"},{"speaker":"Michael Cirillo","startTime":1390.86,"endTime":1395.9,"body":"being optimistic and agreeable."},{"speaker":"Michael Cirillo","startTime":1395.96,"endTime":1400.34,"body":"Even if you know, there is no"},{"speaker":"Michael Cirillo","startTime":1395.96,"endTime":1400.34,"body":"way in the world this 550 Beacon"},{"speaker":"Michael Cirillo","startTime":1400.37,"endTime":1406.43,"body":"is getting that Mercedes. Right."},{"speaker":"Michael Cirillo","startTime":1400.37,"endTime":1406.43,"body":"You can still pay for their"},{"speaker":"Michael Cirillo","startTime":1406.43,"endTime":1412.91,"body":"ambition. Yeah, yeah. Dang, that"},{"speaker":"Michael Cirillo","startTime":1406.43,"endTime":1412.91,"body":"is so cool, man. Wow, let's talk"},{"speaker":"Michael Cirillo","startTime":1412.91,"endTime":1414.17,"body":"about it. Tell him and tell him"},{"speaker":"Kyle Mountsier","startTime":1414.17,"endTime":1421.43,"body":"just being like,"},{"speaker":"Kyle Mountsier","startTime":1414.17,"endTime":1421.43,"body":"stiff arming everything I've"},{"speaker":"Kyle Mountsier","startTime":1421.43,"endTime":1424.28,"body":"checked with you know, it's up"},{"speaker":"Kyle Mountsier","startTime":1421.43,"endTime":1424.28,"body":"to the bank. They're probably"},{"speaker":"Kyle Mountsier","startTime":1424.28,"endTime":1427.73,"body":"gonna say no. You know, it's"},{"speaker":"Kyle Mountsier","startTime":1424.28,"endTime":1427.73,"body":"like a badger commercial waiting"},{"speaker":"Kyle Mountsier","startTime":1427.73,"endTime":1429.02,"body":"to happen. Oh, my gosh."},{"speaker":"Michael Cirillo","startTime":1429.05,"endTime":1430.82,"body":"Well, to your"},{"speaker":"Michael Cirillo","startTime":1429.05,"endTime":1430.82,"body":"point, though, what stands out"},{"speaker":"Michael Cirillo","startTime":1430.82,"endTime":1435.92,"body":"to me? Kyle is you're right. Why"},{"speaker":"Michael Cirillo","startTime":1430.82,"endTime":1435.92,"body":"is pessimism become the norm"},{"speaker":"Michael Cirillo","startTime":1435.95,"endTime":1441.74,"body":"when we know you can fit like,"},{"speaker":"Michael Cirillo","startTime":1435.95,"endTime":1441.74,"body":"it is a brick wall. And we've"},{"speaker":"Michael Cirillo","startTime":1441.74,"endTime":1445.67,"body":"all felt the brick wall of"},{"speaker":"Michael Cirillo","startTime":1441.74,"endTime":1445.67,"body":"pessimism. We know that optimism"},{"speaker":"Michael Cirillo","startTime":1445.67,"endTime":1448.97,"body":"is inviting. And it actually is"},{"speaker":"Michael Cirillo","startTime":1445.67,"endTime":1448.97,"body":"the fastest way to get someone"},{"speaker":"Michael Cirillo","startTime":1448.97,"endTime":1452.36,"body":"on your side. So I often full of"},{"speaker":"Michael Cirillo","startTime":1448.97,"endTime":1452.36,"body":"hope. That's why it's full of"},{"speaker":"Michael Cirillo","startTime":1452.36,"endTime":1455.18,"body":"hope. And so that's why I was"},{"speaker":"Michael Cirillo","startTime":1452.36,"endTime":1455.18,"body":"like we're because I'm thinking"},{"speaker":"Michael Cirillo","startTime":1455.18,"endTime":1458.21,"body":"about all of the friction points"},{"speaker":"Michael Cirillo","startTime":1455.18,"endTime":1458.21,"body":"we put along the way in the car"},{"speaker":"Michael Cirillo","startTime":1458.21,"endTime":1465.2,"body":"sales process. Foo Fighters, and"},{"speaker":"Michael Cirillo","startTime":1458.21,"endTime":1465.2,"body":"then and then we wonder why they"},{"speaker":"Michael Cirillo","startTime":1465.2,"endTime":1468.74,"body":"hated the experience when we"},{"speaker":"Michael Cirillo","startTime":1465.2,"endTime":1468.74,"body":"could have just got them on our"},{"speaker":"Michael Cirillo","startTime":1468.74,"endTime":1473.33,"body":"side, brought them in, warmed"},{"speaker":"Michael Cirillo","startTime":1468.74,"endTime":1473.33,"body":"them up and said, Hey, like, can"},{"speaker":"Michael Cirillo","startTime":1473.33,"endTime":1475.67,"body":"we have a realistic"},{"speaker":"Michael Cirillo","startTime":1473.33,"endTime":1475.67,"body":"conversation? Maybe not in those"},{"speaker":"Michael Cirillo","startTime":1475.67,"endTime":1478.34,"body":"words, but the essence of can we"},{"speaker":"Michael Cirillo","startTime":1475.67,"endTime":1478.34,"body":"have a realistic conversation"},{"speaker":"Michael Cirillo","startTime":1478.34,"endTime":1481.34,"body":"they would be much more likely"},{"speaker":"Michael Cirillo","startTime":1478.34,"endTime":1481.34,"body":"to listen to you and drive away"},{"speaker":"Michael Cirillo","startTime":1481.34,"endTime":1483.98,"body":"in that 92 Toyota Tercel"},{"speaker":"Paul J Daly","startTime":1484.07,"endTime":1486.8,"body":"tell us what you"},{"speaker":"Paul J Daly","startTime":1484.07,"endTime":1486.8,"body":"really think Michael Cirillo it"},{"speaker":"Kyle Mountsier","startTime":1486.86,"endTime":1489.35,"body":"after it look,"},{"speaker":"Kyle Mountsier","startTime":1486.86,"endTime":1489.35,"body":"if that little wrap up didn't"},{"speaker":"Kyle Mountsier","startTime":1489.35,"endTime":1492.35,"body":"give you something to go home"},{"speaker":"Kyle Mountsier","startTime":1489.35,"endTime":1492.35,"body":"with and take back to the store"},{"speaker":"Kyle Mountsier","startTime":1492.35,"endTime":1497.03,"body":"or take back to your company. I"},{"speaker":"Kyle Mountsier","startTime":1492.35,"endTime":1497.03,"body":"don't know what did. Hey Dad to"},{"speaker":"Kyle Mountsier","startTime":1497.03,"endTime":1500.57,"body":"Michael always we always are so"},{"speaker":"Kyle Mountsier","startTime":1497.03,"endTime":1500.57,"body":"grateful that You make it to"},{"speaker":"Kyle Mountsier","startTime":1500.57,"endTime":1503.42,"body":"this little moment. If you"},{"speaker":"Kyle Mountsier","startTime":1500.57,"endTime":1503.42,"body":"haven't made it to the little"},{"speaker":"Kyle Mountsier","startTime":1503.42,"endTime":1507.05,"body":"moment at the very end of the"},{"speaker":"Kyle Mountsier","startTime":1503.42,"endTime":1507.05,"body":"podcast, we really encourage you"},{"speaker":"Kyle Mountsier","startTime":1507.05,"endTime":1510.95,"body":"to stick around for a few more"},{"speaker":"Kyle Mountsier","startTime":1507.05,"endTime":1510.95,"body":"seconds second, but on behalf of"},{"speaker":"Kyle Mountsier","startTime":1510.95,"endTime":1513.62,"body":"Paul J. Daly, Michael Cirillo,"},{"speaker":"Kyle Mountsier","startTime":1510.95,"endTime":1513.62,"body":"and myself, Kyle Mountsier"},{"speaker":"Kyle Mountsier","startTime":1513.65,"endTime":1516.41,"body":"Thanks for joining us Auto"},{"speaker":"Kyle Mountsier","startTime":1513.65,"endTime":1516.41,"body":"Collabs. Sign"},{"speaker":"Unknown","startTime":1516.41,"endTime":1519.68,"body":"up for our free and fun"},{"speaker":"Unknown","startTime":1516.41,"endTime":1519.68,"body":"to read daily email for a free"},{"speaker":"Unknown","startTime":1519.68,"endTime":1523.22,"body":"shot of relevant news and"},{"speaker":"Unknown","startTime":1519.68,"endTime":1523.22,"body":"automotive, retail media and pop"},{"speaker":"Unknown","startTime":1523.22,"endTime":1528.35,"body":"culture. You can get it"},{"speaker":"Unknown","startTime":1523.22,"endTime":1528.35,"body":"now@asotu.com That's ASOTU.com"},{"speaker":"Unknown","startTime":1528.8,"endTime":1532.34,"body":"If you love this podcast, please"},{"speaker":"Unknown","startTime":1528.8,"endTime":1532.34,"body":"leave us a review and share it"},{"speaker":"Unknown","startTime":1532.34,"endTime":1535.37,"body":"with a friend. Thanks again for"},{"speaker":"Unknown","startTime":1532.34,"endTime":1535.37,"body":"listening. We'll see you next"},{"speaker":"Unknown","startTime":1535.37,"endTime":1535.58,"body":"time."},{"speaker":"Unknown","startTime":1547.01,"endTime":1552.26,"body":"Welcome to Auto Collabs Are we"},{"speaker":"Unknown","startTime":1547.01,"endTime":1552.26,"body":"recording"}]}