{"version":"1.0.0","segments":[{"speaker":"Kyle Mountsier","startTime":0.0,"endTime":2.04,"body":"You ever have a"},{"speaker":"Kyle Mountsier","startTime":0.0,"endTime":2.04,"body":"feeling of deja vu?"},{"speaker":"Unknown","startTime":7.95,"endTime":9.99,"body":"This is Auto Collabs"},{"speaker":"Paul J Daly","startTime":10.05,"endTime":12.42,"body":"right before the"},{"speaker":"Paul J Daly","startTime":10.05,"endTime":12.42,"body":"matrix agent comes to get me"},{"speaker":"Paul J Daly","startTime":12.42,"endTime":16.86,"body":"absolutely. It's been a while"},{"speaker":"Paul J Daly","startTime":12.42,"endTime":16.86,"body":"though. Yeah. What's your"},{"speaker":"Paul J Daly","startTime":16.86,"endTime":19.11,"body":"feeling your deja vu? You can't"},{"speaker":"Paul J Daly","startTime":16.86,"endTime":19.11,"body":"just say that and not say"},{"speaker":"Paul J Daly","startTime":19.11,"endTime":22.65,"body":"anything after it. Yeah, unless"},{"speaker":"Paul J Daly","startTime":19.11,"endTime":22.65,"body":"you say, Have you ever had the"},{"speaker":"Paul J Daly","startTime":22.65,"endTime":26.04,"body":"feeling of deja vu? Right?"},{"speaker":"Paul J Daly","startTime":22.65,"endTime":26.04,"body":"There's the joke. But yeah, I"},{"speaker":"Unknown","startTime":26.04,"endTime":27.27,"body":"got I got."},{"speaker":"Paul J Daly","startTime":29.88,"endTime":31.53,"body":"But it's not funny."},{"speaker":"Paul J Daly","startTime":29.88,"endTime":31.53,"body":"Once you're explaining you're"},{"speaker":"Paul J Daly","startTime":31.53,"endTime":33.3,"body":"losing. Yes, that's"},{"speaker":"Michael Cirillo","startTime":34.53,"endTime":36.84,"body":"true is just"},{"speaker":"Michael Cirillo","startTime":34.53,"endTime":36.84,"body":"the life of an entrepreneur."},{"speaker":"Michael Cirillo","startTime":36.84,"endTime":41.91,"body":"Because we get up early. We sit"},{"speaker":"Michael Cirillo","startTime":36.84,"endTime":41.91,"body":"at our desk all day, then we go"},{"speaker":"Michael Cirillo","startTime":41.91,"endTime":46.59,"body":"home, eat dinner, find ourselves"},{"speaker":"Michael Cirillo","startTime":41.91,"endTime":46.59,"body":"in bed, dream about being at"},{"speaker":"Michael Cirillo","startTime":46.59,"endTime":50.04,"body":"work, where our brain speaks to"},{"speaker":"Michael Cirillo","startTime":46.59,"endTime":50.04,"body":"us all night about, you know,"},{"speaker":"Michael Cirillo","startTime":50.04,"endTime":52.38,"body":"walks us through the meetings we"},{"speaker":"Michael Cirillo","startTime":50.04,"endTime":52.38,"body":"had that day. And then before"},{"speaker":"Michael Cirillo","startTime":52.38,"endTime":54.21,"body":"you know, we're right back at"},{"speaker":"Michael Cirillo","startTime":52.38,"endTime":54.21,"body":"our desk again, well,"},{"speaker":"Paul J Daly","startTime":54.21,"endTime":56.16,"body":"I thought you were"},{"speaker":"Paul J Daly","startTime":54.21,"endTime":56.16,"body":"gonna say we wake up in the"},{"speaker":"Paul J Daly","startTime":56.16,"endTime":59.97,"body":"morning, get some breakfast,"},{"speaker":"Paul J Daly","startTime":56.16,"endTime":59.97,"body":"walk into the office, pull back"},{"speaker":"Paul J Daly","startTime":59.97,"endTime":63.0,"body":"that little like, it's like a"},{"speaker":"Paul J Daly","startTime":59.97,"endTime":63.0,"body":"shoe on the end of a wooden"},{"speaker":"Paul J Daly","startTime":63.0,"endTime":65.13,"body":"stick and it's spring loaded,"},{"speaker":"Paul J Daly","startTime":63.0,"endTime":65.13,"body":"and you pull it back, click,"},{"speaker":"Paul J Daly","startTime":65.13,"endTime":67.41,"body":"click, click, click, click,"},{"speaker":"Paul J Daly","startTime":65.13,"endTime":67.41,"body":"click, click, and then you stand"},{"speaker":"Paul J Daly","startTime":67.41,"endTime":70.32,"body":"in front of it. And your most"},{"speaker":"Paul J Daly","startTime":67.41,"endTime":70.32,"body":"that it just like hit you"},{"speaker":"Paul J Daly","startTime":70.32,"endTime":72.54,"body":"between the legs. And then you"},{"speaker":"Paul J Daly","startTime":70.32,"endTime":72.54,"body":"just do it again the next."},{"speaker":"Paul J Daly","startTime":74.25,"endTime":76.53,"body":"That's my version of monk"},{"speaker":"Kyle Mountsier","startTime":76.83,"endTime":79.17,"body":"doesn't help. We"},{"speaker":"Kyle Mountsier","startTime":76.83,"endTime":79.17,"body":"all wear the same clothes every"},{"speaker":"Kyle Mountsier","startTime":79.17,"endTime":82.86,"body":"single day too. So it just feels"},{"speaker":"Kyle Mountsier","startTime":79.17,"endTime":82.86,"body":"well. That makes it easier. It"},{"speaker":"Kyle Mountsier","startTime":82.86,"endTime":83.7,"body":"does make it easier."},{"speaker":"Paul J Daly","startTime":83.7,"endTime":85.35,"body":"That's how I know"},{"speaker":"Paul J Daly","startTime":83.7,"endTime":85.35,"body":"I'm working. You"},{"speaker":"Michael Cirillo","startTime":85.35,"endTime":87.48,"body":"open my closet"},{"speaker":"Michael Cirillo","startTime":85.35,"endTime":87.48,"body":"and it's a bunch of black"},{"speaker":"Michael Cirillo","startTime":87.48,"endTime":89.58,"body":"shirts. And yep,"},{"speaker":"Paul J Daly","startTime":90.36,"endTime":92.01,"body":"I know. It's okay."},{"speaker":"Paul J Daly","startTime":90.36,"endTime":92.01,"body":"I'm excited that today's"},{"speaker":"Paul J Daly","startTime":92.01,"endTime":96.33,"body":"conversation is the first one"},{"speaker":"Paul J Daly","startTime":92.01,"endTime":96.33,"body":"with our 40 under 40. Right we"},{"speaker":"Paul J Daly","startTime":96.33,"endTime":98.94,"body":"have a number of these lined up"},{"speaker":"Paul J Daly","startTime":96.33,"endTime":98.94,"body":"and today's the first one is"},{"speaker":"Paul J Daly","startTime":98.94,"endTime":101.94,"body":"just gonna be you got Jack"},{"speaker":"Paul J Daly","startTime":98.94,"endTime":101.94,"body":"Pearson coming in hot from"},{"speaker":"Paul J Daly","startTime":101.94,"endTime":105.03,"body":"across the pond. You don't know"},{"speaker":"Paul J Daly","startTime":101.94,"endTime":105.03,"body":"right? You know now and you'll"},{"speaker":"Paul J Daly","startTime":105.03,"endTime":108.18,"body":"know as soon as you hear the"},{"speaker":"Paul J Daly","startTime":105.03,"endTime":108.18,"body":"accent. So hope you enjoy this"},{"speaker":"Paul J Daly","startTime":108.18,"endTime":111.39,"body":"conversation with us in one of"},{"speaker":"Paul J Daly","startTime":108.18,"endTime":111.39,"body":"automotive news is 40 under 40"},{"speaker":"Paul J Daly","startTime":111.39,"endTime":117.66,"body":"Jack Pearson. Jack, thank you so"},{"speaker":"Paul J Daly","startTime":111.39,"endTime":117.66,"body":"much for joining us on the show"},{"speaker":"Paul J Daly","startTime":117.66,"endTime":118.98,"body":"today. It's pleasure to have you"},{"speaker":"Paul J Daly","startTime":117.66,"endTime":118.98,"body":"here."},{"speaker":"Jack Pearson","startTime":119.25,"endTime":121.89,"body":"Oh, no, I'm happy"},{"speaker":"Jack Pearson","startTime":119.25,"endTime":121.89,"body":"to be here and find you guys for"},{"speaker":"Jack Pearson","startTime":121.89,"endTime":124.35,"body":"a while and you know, appreciate"},{"speaker":"Jack Pearson","startTime":121.89,"endTime":124.35,"body":"what you guys have done since"},{"speaker":"Jack Pearson","startTime":124.56,"endTime":126.15,"body":"since the crazy COVID is"},{"speaker":"Paul J Daly","startTime":126.3,"endTime":129.12,"body":"Yes, indeed."},{"speaker":"Paul J Daly","startTime":126.3,"endTime":129.12,"body":"Indeed. Well, first of all, I"},{"speaker":"Paul J Daly","startTime":129.12,"endTime":131.73,"body":"know you've gotten this a lot."},{"speaker":"Paul J Daly","startTime":129.12,"endTime":131.73,"body":"But I want to again, on behalf"},{"speaker":"Paul J Daly","startTime":131.73,"endTime":136.08,"body":"of a so to congratulate you and"},{"speaker":"Paul J Daly","startTime":131.73,"endTime":136.08,"body":"you're 40 under 40 It's not not"},{"speaker":"Paul J Daly","startTime":136.08,"endTime":139.11,"body":"an easy thing to accomplish. And"},{"speaker":"Paul J Daly","startTime":136.08,"endTime":139.11,"body":"tell us about when you found"},{"speaker":"Paul J Daly","startTime":139.11,"endTime":139.44,"body":"out."},{"speaker":"Jack Pearson","startTime":140.1,"endTime":142.2,"body":"I found out I was"},{"speaker":"Jack Pearson","startTime":140.1,"endTime":142.2,"body":"actually coming back from"},{"speaker":"Jack Pearson","startTime":142.77,"endTime":146.52,"body":"Arizona I was on doing an en de"},{"speaker":"Jack Pearson","startTime":142.77,"endTime":146.52,"body":"la training force there and I"},{"speaker":"Jack Pearson","startTime":146.55,"endTime":150.33,"body":"just landed back in into Chicago"},{"speaker":"Jack Pearson","startTime":146.55,"endTime":150.33,"body":"O'Hare checked my email and it"},{"speaker":"Jack Pearson","startTime":150.33,"endTime":152.52,"body":"says hey, reporters going to"},{"speaker":"Jack Pearson","startTime":150.33,"endTime":152.52,"body":"contact you you've been"},{"speaker":"Jack Pearson","startTime":152.52,"endTime":156.15,"body":"nominated and you want to accept"},{"speaker":"Jack Pearson","startTime":152.52,"endTime":156.15,"body":"it and just go through there. So"},{"speaker":"Jack Pearson","startTime":156.15,"endTime":159.09,"body":"the next week or so, I was"},{"speaker":"Jack Pearson","startTime":156.15,"endTime":159.09,"body":"struggling to come up with"},{"speaker":"Jack Pearson","startTime":159.09,"endTime":162.66,"body":"things about how to maybe make"},{"speaker":"Jack Pearson","startTime":159.09,"endTime":162.66,"body":"me sound somewhat intelligent."},{"speaker":"Jack Pearson","startTime":163.53,"endTime":167.67,"body":"Crazy. You know, I've been in"},{"speaker":"Jack Pearson","startTime":163.53,"endTime":167.67,"body":"caucus 12 years, but it's a"},{"speaker":"Jack Pearson","startTime":167.67,"endTime":170.46,"body":"strange feeling because I also"},{"speaker":"Jack Pearson","startTime":167.67,"endTime":170.46,"body":"feel like I've got so much more"},{"speaker":"Jack Pearson","startTime":170.46,"endTime":174.96,"body":"to do. So I'm like, trying to be"},{"speaker":"Jack Pearson","startTime":170.46,"endTime":174.96,"body":"grateful and happy but also"},{"speaker":"Jack Pearson","startTime":175.26,"endTime":177.9,"body":"letting everyone know I'm not"},{"speaker":"Jack Pearson","startTime":175.26,"endTime":177.9,"body":"the finished product. And I'm"},{"speaker":"Jack Pearson","startTime":177.9,"endTime":181.2,"body":"not even close to being hidden"},{"speaker":"Jack Pearson","startTime":177.9,"endTime":181.2,"body":"what I want to do in the next"},{"speaker":"Jack Pearson","startTime":181.2,"endTime":182.16,"body":"six years. I"},{"speaker":"Paul J Daly","startTime":182.16,"endTime":186.36,"body":"mean spoken like"},{"speaker":"Paul J Daly","startTime":182.16,"endTime":186.36,"body":"someone who is truly immersed in"},{"speaker":"Paul J Daly","startTime":186.39,"endTime":189.87,"body":"a training and development"},{"speaker":"Paul J Daly","startTime":186.39,"endTime":189.87,"body":"mindset. Right? You've never"},{"speaker":"Paul J Daly","startTime":189.87,"endTime":192.87,"body":"really arrived you're always"},{"speaker":"Paul J Daly","startTime":189.87,"endTime":192.87,"body":"preparing. You gotta be the"},{"speaker":"Paul J Daly","startTime":192.87,"endTime":193.29,"body":"challenge"},{"speaker":"Jack Pearson","startTime":193.29,"endTime":194.25,"body":"and not the"},{"speaker":"Jack Pearson","startTime":193.29,"endTime":194.25,"body":"champion."},{"speaker":"Paul J Daly","startTime":195.33,"endTime":197.58,"body":"I love it. You"},{"speaker":"Paul J Daly","startTime":195.33,"endTime":197.58,"body":"know, I have a little bit of a"},{"speaker":"Paul J Daly","startTime":197.58,"endTime":200.97,"body":"beef with the industry and maybe"},{"speaker":"Paul J Daly","startTime":197.58,"endTime":200.97,"body":"this is every industry because"},{"speaker":"Paul J Daly","startTime":200.97,"endTime":203.67,"body":"there's a 40 under 40 You're"},{"speaker":"Paul J Daly","startTime":200.97,"endTime":203.67,"body":"talking about this kind of"},{"speaker":"Paul J Daly","startTime":203.67,"endTime":206.91,"body":"little yesterday. What's the"},{"speaker":"Paul J Daly","startTime":203.67,"endTime":206.91,"body":"next thing you can win the"},{"speaker":"Paul J Daly","startTime":206.91,"endTime":209.67,"body":"Lifetime Achievement Award right"},{"speaker":"Paul J Daly","startTime":206.91,"endTime":209.67,"body":"like when you're in a wheelchair"},{"speaker":"Paul J Daly","startTime":209.67,"endTime":214.47,"body":"and on your way out there's"},{"speaker":"Paul J Daly","startTime":209.67,"endTime":214.47,"body":"really nothing else in between"},{"speaker":"Paul J Daly","startTime":214.47,"endTime":218.13,"body":"there so like let's just call it"},{"speaker":"Paul J Daly","startTime":214.47,"endTime":218.13,"body":"fame which I have crossed 40"},{"speaker":"Paul J Daly","startTime":218.13,"endTime":221.01,"body":"Kyle hasn't yet he's still got"},{"speaker":"Paul J Daly","startTime":218.13,"endTime":221.01,"body":"he's still got got a couple"},{"speaker":"Paul J Daly","startTime":221.01,"endTime":224.28,"body":"swings left. But there's nothing"},{"speaker":"Paul J Daly","startTime":221.01,"endTime":224.28,"body":"at that point. There"},{"speaker":"Kyle Mountsier","startTime":224.28,"endTime":226.02,"body":"you go. That's"},{"speaker":"Kyle Mountsier","startTime":224.28,"endTime":226.02,"body":"how we're gonna fix that."},{"speaker":"Kyle Mountsier","startTime":226.05,"endTime":228.72,"body":"Alright, so take it take us back"},{"speaker":"Kyle Mountsier","startTime":226.05,"endTime":228.72,"body":"because you said you've been in"},{"speaker":"Kyle Mountsier","startTime":228.72,"endTime":233.73,"body":"auto for 12 years and and you've"},{"speaker":"Kyle Mountsier","startTime":228.72,"endTime":233.73,"body":"got a bit of an accent if the"},{"speaker":"Kyle Mountsier","startTime":233.73,"endTime":239.4,"body":"people can't tell. Take us back"},{"speaker":"Kyle Mountsier","startTime":233.73,"endTime":239.4,"body":"to to the journey to to Otto"},{"speaker":"Kyle Mountsier","startTime":239.4,"endTime":242.28,"body":"like where did that? Where did"},{"speaker":"Kyle Mountsier","startTime":239.4,"endTime":242.28,"body":"that come out? Yeah,"},{"speaker":"Jack Pearson","startTime":242.31,"endTime":245.94,"body":"strange. So I came"},{"speaker":"Jack Pearson","startTime":242.31,"endTime":245.94,"body":"to came to America in 2008. I"},{"speaker":"Jack Pearson","startTime":245.94,"endTime":249.24,"body":"was lucky enough to go to"},{"speaker":"Jack Pearson","startTime":245.94,"endTime":249.24,"body":"University of Dayton in Ohio get"},{"speaker":"Jack Pearson","startTime":249.24,"endTime":252.21,"body":"a soccer scholarship there. So"},{"speaker":"Jack Pearson","startTime":249.24,"endTime":252.21,"body":"went there for four years and"},{"speaker":"Jack Pearson","startTime":252.21,"endTime":257.34,"body":"just just love life. Knew I knew"},{"speaker":"Jack Pearson","startTime":252.21,"endTime":257.34,"body":"I'd end up live in work in in"},{"speaker":"Jack Pearson","startTime":257.34,"endTime":259.92,"body":"America after that a lot of"},{"speaker":"Jack Pearson","startTime":257.34,"endTime":259.92,"body":"people complain about living in"},{"speaker":"Jack Pearson","startTime":259.92,"endTime":263.46,"body":"America, but it's just amazing."},{"speaker":"Jack Pearson","startTime":259.92,"endTime":263.46,"body":"I just I just love life and"},{"speaker":"Jack Pearson","startTime":263.49,"endTime":268.32,"body":"super passionate to be here in"},{"speaker":"Jack Pearson","startTime":263.49,"endTime":268.32,"body":"America. Moved to Des Moines,"},{"speaker":"Jack Pearson","startTime":268.32,"endTime":272.19,"body":"Iowa. That's where my wife was"},{"speaker":"Jack Pearson","startTime":268.32,"endTime":272.19,"body":"from. And I was going to get"},{"speaker":"Jack Pearson","startTime":272.19,"endTime":273.24,"body":"into Sorry,"},{"speaker":"Kyle Mountsier","startTime":273.24,"endTime":275.01,"body":"I was about to"},{"speaker":"Kyle Mountsier","startTime":273.24,"endTime":275.01,"body":"say, yeah, the only way that you"},{"speaker":"Kyle Mountsier","startTime":275.01,"endTime":279.39,"body":"got to move to Des Moines, Iowa"},{"speaker":"Kyle Mountsier","startTime":275.01,"endTime":279.39,"body":"from the Midwest is because of a"},{"speaker":"Kyle Mountsier","startTime":279.39,"endTime":279.72,"body":"girl."},{"speaker":"Jack Pearson","startTime":281.55,"endTime":284.58,"body":"Yeah. So move"},{"speaker":"Jack Pearson","startTime":281.55,"endTime":284.58,"body":"there. And then that I was going"},{"speaker":"Jack Pearson","startTime":284.58,"endTime":287.43,"body":"to start coaching and trying to"},{"speaker":"Jack Pearson","startTime":284.58,"endTime":287.43,"body":"find a local college to go coach"},{"speaker":"Jack Pearson","startTime":287.43,"endTime":291.72,"body":"soccer. And turned up at team"},{"speaker":"Jack Pearson","startTime":287.43,"endTime":291.72,"body":"meeting. I was playing soccer"},{"speaker":"Jack Pearson","startTime":291.72,"endTime":295.11,"body":"for a team there. And this guy"},{"speaker":"Jack Pearson","startTime":291.72,"endTime":295.11,"body":"turns up in a Range Rover is"},{"speaker":"Jack Pearson","startTime":295.11,"endTime":298.65,"body":"also English. And so I was like,"},{"speaker":"Jack Pearson","startTime":295.11,"endTime":298.65,"body":"Hey, so what do you do is I sell"},{"speaker":"Jack Pearson","startTime":298.65,"endTime":301.8,"body":"cars he goes on Americans love"},{"speaker":"Jack Pearson","startTime":298.65,"endTime":301.8,"body":"the accent like you gotta get"},{"speaker":"Jack Pearson","startTime":301.8,"endTime":307.59,"body":"in. You gotta give it a go. So,"},{"speaker":"Jack Pearson","startTime":301.8,"endTime":307.59,"body":"I was like, ah, that is I do you"},{"speaker":"Jack Pearson","startTime":307.59,"endTime":310.44,"body":"gotta come in. Well, I didn't"},{"speaker":"Jack Pearson","startTime":307.59,"endTime":310.44,"body":"realize at the time he was kind"},{"speaker":"Jack Pearson","startTime":310.44,"endTime":314.58,"body":"of working his referral pay"},{"speaker":"Jack Pearson","startTime":310.44,"endTime":314.58,"body":"plan. So I don't know how"},{"speaker":"Jack Pearson","startTime":314.58,"endTime":317.28,"body":"authentic he was about really"},{"speaker":"Jack Pearson","startTime":314.58,"endTime":317.28,"body":"trying to get me on board but"},{"speaker":"Jack Pearson","startTime":317.28,"endTime":320.49,"body":"went down to a company called"},{"speaker":"Jack Pearson","startTime":317.28,"endTime":320.49,"body":"Willis automotive. They've got"},{"speaker":"Jack Pearson","startTime":320.49,"endTime":323.88,"body":"seven different new car lines"},{"speaker":"Jack Pearson","startTime":320.49,"endTime":323.88,"body":"great reputation, the area got"},{"speaker":"Jack Pearson","startTime":323.88,"endTime":329.07,"body":"in and interviewed and started"},{"speaker":"Jack Pearson","startTime":323.88,"endTime":329.07,"body":"selling Cadillacs loved it"},{"speaker":"Jack Pearson","startTime":329.1,"endTime":333.27,"body":"didn't know anything what I was"},{"speaker":"Jack Pearson","startTime":329.1,"endTime":333.27,"body":"doing, really, but after about"},{"speaker":"Jack Pearson","startTime":333.27,"endTime":336.9,"body":"two and a half years worked my"},{"speaker":"Jack Pearson","startTime":333.27,"endTime":336.9,"body":"way up to be Cadillac Sales"},{"speaker":"Jack Pearson","startTime":336.9,"endTime":340.44,"body":"Manager, which was strange"},{"speaker":"Jack Pearson","startTime":336.9,"endTime":340.44,"body":"because only 24 at the time and"},{"speaker":"Jack Pearson","startTime":340.47,"endTime":343.74,"body":"my team was double my age so"},{"speaker":"Jack Pearson","startTime":340.47,"endTime":343.74,"body":"strange dynamic there and"},{"speaker":"Paul J Daly","startTime":344.58,"endTime":346.65,"body":"work for sure."},{"speaker":"Paul J Daly","startTime":344.58,"endTime":346.65,"body":"Especially highlight like"},{"speaker":"Paul J Daly","startTime":346.68,"endTime":349.89,"body":"especially a brand like"},{"speaker":"Paul J Daly","startTime":346.68,"endTime":349.89,"body":"Cadillac. Strange yet your sales"},{"speaker":"Paul J Daly","startTime":349.89,"endTime":351.3,"body":"staff is going to be older."},{"speaker":"Jack Pearson","startTime":351.33,"endTime":354.09,"body":"Yeah, yeah. I"},{"speaker":"Jack Pearson","startTime":351.33,"endTime":354.09,"body":"mean, the the floor traffic"},{"speaker":"Jack Pearson","startTime":354.09,"endTime":356.4,"body":"stopped at like four o'clock in"},{"speaker":"Jack Pearson","startTime":354.09,"endTime":356.4,"body":"the afternoon because, you know,"},{"speaker":"Jack Pearson","startTime":356.4,"endTime":357.66,"body":"the Catholic buyers back then"},{"speaker":"Jack Pearson","startTime":356.4,"endTime":357.66,"body":"they had"},{"speaker":"Paul J Daly","startTime":359.4,"endTime":362.4,"body":"dinner in bed."},{"speaker":"Paul J Daly","startTime":359.4,"endTime":362.4,"body":"Yeah, gotta go watch prices,"},{"speaker":"Paul J Daly","startTime":362.4,"endTime":363.57,"body":"right? Yep."},{"speaker":"Jack Pearson","startTime":363.6,"endTime":366.93,"body":"Yep. So it was, it"},{"speaker":"Jack Pearson","startTime":363.6,"endTime":366.93,"body":"was strange, but just just love,"},{"speaker":"Jack Pearson","startTime":366.96,"endTime":371.34,"body":"love the industry. Love the"},{"speaker":"Jack Pearson","startTime":366.96,"endTime":371.34,"body":"train development aspect. And"},{"speaker":"Jack Pearson","startTime":371.37,"endTime":374.79,"body":"there's, you know, one thing"},{"speaker":"Jack Pearson","startTime":371.37,"endTime":374.79,"body":"about being being in America,"},{"speaker":"Jack Pearson","startTime":374.79,"endTime":378.0,"body":"there's always something else to"},{"speaker":"Jack Pearson","startTime":374.79,"endTime":378.0,"body":"go after, you know, you do"},{"speaker":"Jack Pearson","startTime":378.0,"endTime":381.54,"body":"something never like, good job."},{"speaker":"Jack Pearson","startTime":378.0,"endTime":381.54,"body":"But there's always someone else"},{"speaker":"Jack Pearson","startTime":381.54,"endTime":384.24,"body":"that you can speak to someone"},{"speaker":"Jack Pearson","startTime":381.54,"endTime":384.24,"body":"else to mentor you and just just"},{"speaker":"Jack Pearson","startTime":384.24,"endTime":386.73,"body":"try and go a little bit bigger."},{"speaker":"Jack Pearson","startTime":384.24,"endTime":386.73,"body":"And this and this. You know, if"},{"speaker":"Jack Pearson","startTime":386.73,"endTime":389.4,"body":"you're if you're hard working,"},{"speaker":"Jack Pearson","startTime":386.73,"endTime":389.4,"body":"there's always someone to push"},{"speaker":"Jack Pearson","startTime":389.4,"endTime":390.24,"body":"you up as well."},{"speaker":"Kyle Mountsier","startTime":390.99,"endTime":394.02,"body":"Like so now go"},{"speaker":"Kyle Mountsier","startTime":390.99,"endTime":394.02,"body":"back, because, well, first of"},{"speaker":"Kyle Mountsier","startTime":394.02,"endTime":397.44,"body":"all, we could spend like a whole"},{"speaker":"Kyle Mountsier","startTime":394.02,"endTime":397.44,"body":"nother half an hour on just"},{"speaker":"Kyle Mountsier","startTime":397.47,"endTime":401.13,"body":"soccer. We'll try not to do"},{"speaker":"Kyle Mountsier","startTime":397.47,"endTime":401.13,"body":"that. It's all"},{"speaker":"Paul J Daly","startTime":401.13,"endTime":402.78,"body":"right. I talked"},{"speaker":"Paul J Daly","startTime":401.13,"endTime":402.78,"body":"enough about the Philadelphia"},{"speaker":"Paul J Daly","startTime":402.78,"endTime":406.02,"body":"Eagles on other shows that when"},{"speaker":"Paul J Daly","startTime":402.78,"endTime":406.02,"body":"we get when we get soccer time"},{"speaker":"Paul J Daly","startTime":406.02,"endTime":406.83,"body":"I'm okay with it."},{"speaker":"Kyle Mountsier","startTime":408.3,"endTime":412.83,"body":"But I you know,"},{"speaker":"Kyle Mountsier","startTime":408.3,"endTime":412.83,"body":"I think especially in sales"},{"speaker":"Kyle Mountsier","startTime":412.83,"endTime":416.7,"body":"environments, and maybe I'm"},{"speaker":"Kyle Mountsier","startTime":412.83,"endTime":416.7,"body":"biased because I grew up in, in"},{"speaker":"Kyle Mountsier","startTime":416.7,"endTime":419.49,"body":"playing sports. But I think"},{"speaker":"Kyle Mountsier","startTime":416.7,"endTime":419.49,"body":"especially in sales"},{"speaker":"Kyle Mountsier","startTime":419.49,"endTime":425.01,"body":"environments, the history of"},{"speaker":"Kyle Mountsier","startTime":419.49,"endTime":425.01,"body":"having played a sport, really is"},{"speaker":"Kyle Mountsier","startTime":425.01,"endTime":429.33,"body":"extremely relatable, right? From"},{"speaker":"Kyle Mountsier","startTime":425.01,"endTime":429.33,"body":"the coaching and mentoring from"},{"speaker":"Kyle Mountsier","startTime":429.33,"endTime":432.3,"body":"the competitive nature, like you"},{"speaker":"Kyle Mountsier","startTime":429.33,"endTime":432.3,"body":"just said, you know, there's"},{"speaker":"Kyle Mountsier","startTime":432.3,"endTime":435.84,"body":"always like that next step, that"},{"speaker":"Kyle Mountsier","startTime":432.3,"endTime":435.84,"body":"next goal, what achievement Can"},{"speaker":"Kyle Mountsier","startTime":435.84,"endTime":440.52,"body":"I hit? Were there are there key"},{"speaker":"Kyle Mountsier","startTime":435.84,"endTime":440.52,"body":"things that you can point to and"},{"speaker":"Kyle Mountsier","startTime":440.52,"endTime":443.76,"body":"like your childhood or maybe"},{"speaker":"Kyle Mountsier","startTime":440.52,"endTime":443.76,"body":"even playing collegiate soccer,"},{"speaker":"Kyle Mountsier","startTime":444.03,"endTime":451.23,"body":"that have led to your expertise"},{"speaker":"Kyle Mountsier","startTime":444.03,"endTime":451.23,"body":"in sales engagements? Yes,"},{"speaker":"Jack Pearson","startTime":451.26,"endTime":453.21,"body":"for sure. The"},{"speaker":"Jack Pearson","startTime":451.26,"endTime":453.21,"body":"probably the biggest thing is,"},{"speaker":"Jack Pearson","startTime":453.24,"endTime":457.59,"body":"as a student athlete, for four"},{"speaker":"Jack Pearson","startTime":453.24,"endTime":457.59,"body":"years, you're always busy, like"},{"speaker":"Jack Pearson","startTime":457.59,"endTime":460.68,"body":"whether you're getting up at six"},{"speaker":"Jack Pearson","startTime":457.59,"endTime":460.68,"body":"in the morning, you've got you"},{"speaker":"Jack Pearson","startTime":460.68,"endTime":464.16,"body":"know, weights lifting at seven,"},{"speaker":"Jack Pearson","startTime":460.68,"endTime":464.16,"body":"then you've got practice, then"},{"speaker":"Jack Pearson","startTime":464.16,"endTime":466.98,"body":"you've got six asset classes,"},{"speaker":"Jack Pearson","startTime":464.16,"endTime":466.98,"body":"then you've got study tables,"},{"speaker":"Jack Pearson","startTime":466.98,"endTime":471.27,"body":"team meetings, whatever. So when"},{"speaker":"Jack Pearson","startTime":466.98,"endTime":471.27,"body":"I think a lot of people struggle"},{"speaker":"Jack Pearson","startTime":471.27,"endTime":474.45,"body":"to get into the real world,"},{"speaker":"Jack Pearson","startTime":471.27,"endTime":474.45,"body":"especially my, our generation,"},{"speaker":"Jack Pearson","startTime":474.45,"endTime":477.09,"body":"you know, we have a bad"},{"speaker":"Jack Pearson","startTime":474.45,"endTime":477.09,"body":"reputation. But being a student"},{"speaker":"Jack Pearson","startTime":477.09,"endTime":482.94,"body":"athlete and being busy, 1012"},{"speaker":"Jack Pearson","startTime":477.09,"endTime":482.94,"body":"hours a day, you can go into a"},{"speaker":"Jack Pearson","startTime":482.94,"endTime":486.0,"body":"job, you know, and always get to"},{"speaker":"Jack Pearson","startTime":482.94,"endTime":486.0,"body":"work early, I'd stay late, put"},{"speaker":"Jack Pearson","startTime":486.0,"endTime":489.96,"body":"my hand up to help. Don't don't"},{"speaker":"Jack Pearson","startTime":486.0,"endTime":489.96,"body":"go out to eat for lunch, you"},{"speaker":"Jack Pearson","startTime":489.96,"endTime":493.41,"body":"bring your own lunch there, you"},{"speaker":"Jack Pearson","startTime":489.96,"endTime":493.41,"body":"know, just little things at the"},{"speaker":"Jack Pearson","startTime":493.41,"endTime":495.63,"body":"time management really helped"},{"speaker":"Jack Pearson","startTime":493.41,"endTime":495.63,"body":"me. And then probably the"},{"speaker":"Jack Pearson","startTime":495.63,"endTime":498.57,"body":"biggest thing is in this"},{"speaker":"Jack Pearson","startTime":495.63,"endTime":498.57,"body":"industry, you face a ton of"},{"speaker":"Jack Pearson","startTime":498.6,"endTime":501.54,"body":"adversity, and there's not much"},{"speaker":"Jack Pearson","startTime":498.6,"endTime":501.54,"body":"training or preparation for that"},{"speaker":"Jack Pearson","startTime":501.54,"endTime":506.22,"body":"as well. I mean, you get told"},{"speaker":"Jack Pearson","startTime":501.54,"endTime":506.22,"body":"no, all the time, all the time."},{"speaker":"Jack Pearson","startTime":506.22,"endTime":508.95,"body":"And just like any sport, you're"},{"speaker":"Jack Pearson","startTime":506.22,"endTime":508.95,"body":"not going to win all the time,"},{"speaker":"Jack Pearson","startTime":509.22,"endTime":512.13,"body":"you're not going to be always be"},{"speaker":"Jack Pearson","startTime":509.22,"endTime":512.13,"body":"the fastest, the fittest the"},{"speaker":"Jack Pearson","startTime":512.13,"endTime":514.71,"body":"best. Like there's going to be a"},{"speaker":"Jack Pearson","startTime":512.13,"endTime":514.71,"body":"lot of other people out there"},{"speaker":"Jack Pearson","startTime":515.22,"endTime":517.62,"body":"that are better than us. So to"},{"speaker":"Jack Pearson","startTime":515.22,"endTime":517.62,"body":"have that experience of just"},{"speaker":"Jack Pearson","startTime":517.62,"endTime":521.22,"body":"going through a ton of"},{"speaker":"Jack Pearson","startTime":517.62,"endTime":521.22,"body":"adversity. And even today, when"},{"speaker":"Jack Pearson","startTime":521.22,"endTime":524.4,"body":"we hire someone on new, it's not"},{"speaker":"Jack Pearson","startTime":521.22,"endTime":524.4,"body":"really what they're good at."},{"speaker":"Jack Pearson","startTime":524.4,"endTime":527.22,"body":"It's like, okay, you're good"},{"speaker":"Jack Pearson","startTime":524.4,"endTime":527.22,"body":"enough to be sitting here right"},{"speaker":"Jack Pearson","startTime":527.22,"endTime":531.75,"body":"now that we know that but what"},{"speaker":"Jack Pearson","startTime":527.22,"endTime":531.75,"body":"do you like when you know the"},{"speaker":"Jack Pearson","startTime":531.75,"endTime":535.38,"body":"stuff hits the fan? How do you"},{"speaker":"Jack Pearson","startTime":531.75,"endTime":535.38,"body":"overcome adversity, stuff like"},{"speaker":"Jack Pearson","startTime":535.38,"endTime":538.17,"body":"that? So I think that that helps"},{"speaker":"Jack Pearson","startTime":535.38,"endTime":538.17,"body":"us especially in this industry."},{"speaker":"Paul J Daly","startTime":538.56,"endTime":541.62,"body":"You had a when you"},{"speaker":"Paul J Daly","startTime":538.56,"endTime":541.62,"body":"answered like the pre podcast"},{"speaker":"Paul J Daly","startTime":541.62,"endTime":544.53,"body":"questionnaire, you said there"},{"speaker":"Paul J Daly","startTime":541.62,"endTime":544.53,"body":"are a ton of average people in"},{"speaker":"Paul J Daly","startTime":544.53,"endTime":547.77,"body":"the industry that haven't had"},{"speaker":"Paul J Daly","startTime":544.53,"endTime":547.77,"body":"their potential unlocked. Yeah."},{"speaker":"Paul J Daly","startTime":547.83,"endTime":549.93,"body":"Tell us about your mentality"},{"speaker":"Paul J Daly","startTime":547.83,"endTime":549.93,"body":"toward that?"},{"speaker":"Jack Pearson","startTime":550.44,"endTime":554.04,"body":"Well, I answer it"},{"speaker":"Jack Pearson","startTime":550.44,"endTime":554.04,"body":"two different ways. So my coach"},{"speaker":"Jack Pearson","startTime":554.04,"endTime":557.79,"body":"at Dayton, he used to say 95% of"},{"speaker":"Jack Pearson","startTime":554.04,"endTime":557.79,"body":"people are average. And it"},{"speaker":"Jack Pearson","startTime":557.79,"endTime":562.17,"body":"sounds quite hard. And but"},{"speaker":"Jack Pearson","startTime":557.79,"endTime":562.17,"body":"really no one ever. People don't"},{"speaker":"Jack Pearson","startTime":562.17,"endTime":565.23,"body":"really push themselves unless"},{"speaker":"Jack Pearson","startTime":562.17,"endTime":565.23,"body":"they want got the inner drive or"},{"speaker":"Jack Pearson","startTime":565.23,"endTime":570.03,"body":"to they're in an environment to"},{"speaker":"Jack Pearson","startTime":565.23,"endTime":570.03,"body":"do that. And I really believe"},{"speaker":"Jack Pearson","startTime":570.03,"endTime":575.16,"body":"that and then if you want to be"},{"speaker":"Jack Pearson","startTime":570.03,"endTime":575.16,"body":"the top 5% If you get there in"},{"speaker":"Jack Pearson","startTime":575.16,"endTime":577.95,"body":"some environment, are you then"},{"speaker":"Jack Pearson","startTime":575.16,"endTime":577.95,"body":"going to put yourself in a"},{"speaker":"Jack Pearson","startTime":577.95,"endTime":581.22,"body":"better environment and trying to"},{"speaker":"Jack Pearson","startTime":577.95,"endTime":581.22,"body":"look for that top 5% of a better"},{"speaker":"Jack Pearson","startTime":581.22,"endTime":585.24,"body":"environment. You know, those"},{"speaker":"Jack Pearson","startTime":581.22,"endTime":585.24,"body":"people who do that, I think,"},{"speaker":"Jack Pearson","startTime":585.51,"endTime":589.71,"body":"really successful careers in"},{"speaker":"Jack Pearson","startTime":585.51,"endTime":589.71,"body":"automotive. But the other thing"},{"speaker":"Jack Pearson","startTime":589.71,"endTime":592.95,"body":"that's happened as two or three"},{"speaker":"Jack Pearson","startTime":589.71,"endTime":592.95,"body":"years is the market got so good."},{"speaker":"Jack Pearson","startTime":592.95,"endTime":596.64,"body":"The market got so much better"},{"speaker":"Jack Pearson","startTime":592.95,"endTime":596.64,"body":"than really what we deserve. And"},{"speaker":"Jack Pearson","startTime":596.64,"endTime":601.32,"body":"now you now you're seeing a ton"},{"speaker":"Jack Pearson","startTime":596.64,"endTime":601.32,"body":"of people but back, you know,"},{"speaker":"Jack Pearson","startTime":601.32,"endTime":605.94,"body":"changing pay plans, cutting back"},{"speaker":"Jack Pearson","startTime":601.32,"endTime":605.94,"body":"on marketing not expanding,"},{"speaker":"Jack Pearson","startTime":607.02,"endTime":610.29,"body":"because they'd have no idea what"},{"speaker":"Jack Pearson","startTime":607.02,"endTime":610.29,"body":"happened. And really they got a"},{"speaker":"Jack Pearson","startTime":610.29,"endTime":614.19,"body":"massive boost without going"},{"speaker":"Jack Pearson","startTime":610.29,"endTime":614.19,"body":"through any adversity. So as"},{"speaker":"Jack Pearson","startTime":614.19,"endTime":617.82,"body":"things have changed a little bit"},{"speaker":"Jack Pearson","startTime":614.19,"endTime":617.82,"body":"now, they're going backwards. I"},{"speaker":"Jack Pearson","startTime":617.82,"endTime":623.04,"body":"think the better deal is that"},{"speaker":"Jack Pearson","startTime":617.82,"endTime":623.04,"body":"better people? I just taken"},{"speaker":"Jack Pearson","startTime":623.04,"endTime":624.3,"body":"advantage of it just keep going."},{"speaker":"Paul J Daly","startTime":625.5,"endTime":628.23,"body":"So what are the"},{"speaker":"Paul J Daly","startTime":625.5,"endTime":628.23,"body":"things when you when you hire"},{"speaker":"Paul J Daly","startTime":628.23,"endTime":631.56,"body":"when you look at other teams,"},{"speaker":"Paul J Daly","startTime":628.23,"endTime":631.56,"body":"when you inherit teams? What are"},{"speaker":"Paul J Daly","startTime":631.56,"endTime":635.49,"body":"the elements you're looking for,"},{"speaker":"Paul J Daly","startTime":631.56,"endTime":635.49,"body":"in an average person? That kind"},{"speaker":"Paul J Daly","startTime":635.49,"endTime":638.7,"body":"of like, make a little light"},{"speaker":"Paul J Daly","startTime":635.49,"endTime":638.7,"body":"bulb go off in your head from a"},{"speaker":"Paul J Daly","startTime":638.7,"endTime":641.79,"body":"training development side? What"},{"speaker":"Paul J Daly","startTime":638.7,"endTime":641.79,"body":"are the things that indicate an"},{"speaker":"Paul J Daly","startTime":641.79,"endTime":644.94,"body":"average person has it in them to"},{"speaker":"Paul J Daly","startTime":641.79,"endTime":644.94,"body":"be above average?"},{"speaker":"Kyle Mountsier","startTime":646.95,"endTime":648.27,"body":"That's yeah,"},{"speaker":"Kyle Mountsier","startTime":646.95,"endTime":648.27,"body":"it's"},{"speaker":"Unknown","startTime":648.27,"endTime":649.14,"body":"a hard question. So"},{"speaker":"Paul J Daly","startTime":650.55,"endTime":653.28,"body":"it is, but I mean,"},{"speaker":"Paul J Daly","startTime":650.55,"endTime":653.28,"body":"like, if we're asking you,"},{"speaker":"Jack Pearson","startTime":653.82,"endTime":656.37,"body":"yeah, as the"},{"speaker":"Jack Pearson","startTime":653.82,"endTime":656.37,"body":"average person ever really asked"},{"speaker":"Jack Pearson","startTime":656.37,"endTime":660.51,"body":"for help. You know, to give you"},{"speaker":"Jack Pearson","startTime":656.37,"endTime":660.51,"body":"an example, we made a really"},{"speaker":"Jack Pearson","startTime":660.51,"endTime":666.3,"body":"great hire four years ago. He's"},{"speaker":"Jack Pearson","startTime":660.51,"endTime":666.3,"body":"on my team. His name is Luis, he"},{"speaker":"Jack Pearson","startTime":666.3,"endTime":671.13,"body":"was at a busy Toyota store, but"},{"speaker":"Jack Pearson","startTime":666.3,"endTime":671.13,"body":"if some 15 cars a month, but he"},{"speaker":"Jack Pearson","startTime":671.13,"endTime":674.7,"body":"was just, he was just kind of"},{"speaker":"Jack Pearson","startTime":671.13,"endTime":674.7,"body":"average there, he never really"},{"speaker":"Jack Pearson","startTime":674.7,"endTime":678.3,"body":"been pushed. Because no one had"},{"speaker":"Jack Pearson","startTime":674.7,"endTime":678.3,"body":"wanted ever helped him to a"},{"speaker":"Jack Pearson","startTime":678.3,"endTime":682.68,"body":"note, and he never really strive"},{"speaker":"Jack Pearson","startTime":678.3,"endTime":682.68,"body":"for better. Karma will happen to"},{"speaker":"Jack Pearson","startTime":682.68,"endTime":686.16,"body":"change his life, but he wanted a"},{"speaker":"Jack Pearson","startTime":682.68,"endTime":686.16,"body":"different direction. So I just"},{"speaker":"Jack Pearson","startTime":686.16,"endTime":688.92,"body":"asked him, if he had a mentor,"},{"speaker":"Jack Pearson","startTime":686.16,"endTime":688.92,"body":"he didn't really have a mentor,"},{"speaker":"Jack Pearson","startTime":689.43,"endTime":691.65,"body":"asked him what some of his"},{"speaker":"Jack Pearson","startTime":689.43,"endTime":691.65,"body":"dreams were. And then we just"},{"speaker":"Jack Pearson","startTime":691.65,"endTime":694.44,"body":"went really deep into those"},{"speaker":"Jack Pearson","startTime":691.65,"endTime":694.44,"body":"questions like, Well, tell me"},{"speaker":"Jack Pearson","startTime":694.44,"endTime":696.63,"body":"about your kids, tell me about"},{"speaker":"Jack Pearson","startTime":694.44,"endTime":696.63,"body":"what type of life you want to"},{"speaker":"Jack Pearson","startTime":696.63,"endTime":699.27,"body":"have. Tell me about the dream"},{"speaker":"Jack Pearson","startTime":696.63,"endTime":699.27,"body":"car you want to have, and do"},{"speaker":"Jack Pearson","startTime":699.27,"endTime":702.09,"body":"that. And then I think he saw,"},{"speaker":"Jack Pearson","startTime":699.27,"endTime":702.09,"body":"you know, when I have a little"},{"speaker":"Jack Pearson","startTime":702.09,"endTime":704.34,"body":"bit more potential, and then I"},{"speaker":"Jack Pearson","startTime":702.09,"endTime":704.34,"body":"just have to, then you just have"},{"speaker":"Jack Pearson","startTime":704.34,"endTime":706.77,"body":"to get it out of them. So we"},{"speaker":"Jack Pearson","startTime":704.34,"endTime":706.77,"body":"invest in training and"},{"speaker":"Jack Pearson","startTime":706.77,"endTime":709.44,"body":"development. And then after two"},{"speaker":"Jack Pearson","startTime":706.77,"endTime":709.44,"body":"years, he's my number one guy"},{"speaker":"Jack Pearson","startTime":709.44,"endTime":713.22,"body":"now, because he has a skill set,"},{"speaker":"Jack Pearson","startTime":709.44,"endTime":713.22,"body":"and we just unlocked that inner"},{"speaker":"Jack Pearson","startTime":713.22,"endTime":718.05,"body":"drive that he had. But it's just"},{"speaker":"Jack Pearson","startTime":713.22,"endTime":718.05,"body":"deep layer questions, and just"},{"speaker":"Jack Pearson","startTime":718.05,"endTime":721.5,"body":"seeing if anyone's ever put"},{"speaker":"Jack Pearson","startTime":718.05,"endTime":721.5,"body":"themselves in an environment"},{"speaker":"Jack Pearson","startTime":721.5,"endTime":723.42,"body":"where they're not gonna be the"},{"speaker":"Jack Pearson","startTime":721.5,"endTime":723.42,"body":"best or it's not easy."},{"speaker":"Kyle Mountsier","startTime":724.2,"endTime":727.92,"body":"You know, I"},{"speaker":"Kyle Mountsier","startTime":724.2,"endTime":727.92,"body":"think I'm going to maybe"},{"speaker":"Kyle Mountsier","startTime":727.92,"endTime":734.61,"body":"rephrase your like your coaches."},{"speaker":"Kyle Mountsier","startTime":727.92,"endTime":734.61,"body":"95% of people settle for"},{"speaker":"Kyle Mountsier","startTime":734.61,"endTime":738.93,"body":"average, but everybody, some"},{"speaker":"Kyle Mountsier","startTime":734.61,"endTime":738.93,"body":"well, okay, I won't go"},{"speaker":"Kyle Mountsier","startTime":738.93,"endTime":742.92,"body":"everybody. I'll say the majority"},{"speaker":"Kyle Mountsier","startTime":738.93,"endTime":742.92,"body":"of that 95% At some point in"},{"speaker":"Kyle Mountsier","startTime":742.92,"endTime":747.78,"body":"their life, had a desire to be"},{"speaker":"Kyle Mountsier","startTime":742.92,"endTime":747.78,"body":"in the 5%. Right. Yeah, they"},{"speaker":"Kyle Mountsier","startTime":747.78,"endTime":752.43,"body":"wore the jersey of the person"},{"speaker":"Kyle Mountsier","startTime":747.78,"endTime":752.43,"body":"that they idolize. They, you"},{"speaker":"Kyle Mountsier","startTime":752.43,"endTime":755.88,"body":"know, they, they they change"},{"speaker":"Kyle Mountsier","startTime":752.43,"endTime":755.88,"body":"their perspective, are they are"},{"speaker":"Kyle Mountsier","startTime":755.88,"endTime":759.81,"body":"they are they? They tried to be"},{"speaker":"Kyle Mountsier","startTime":755.88,"endTime":759.81,"body":"something that they thought that"},{"speaker":"Kyle Mountsier","startTime":759.81,"endTime":763.65,"body":"they weren't. And at some point"},{"speaker":"Kyle Mountsier","startTime":759.81,"endTime":763.65,"body":"along the way, there was a life"},{"speaker":"Kyle Mountsier","startTime":763.65,"endTime":767.34,"body":"event or a thing that said, Nah,"},{"speaker":"Kyle Mountsier","startTime":763.65,"endTime":767.34,"body":"just, you're just not going to"},{"speaker":"Kyle Mountsier","startTime":767.34,"endTime":774.21,"body":"be that. Yeah. Right. And what"},{"speaker":"Kyle Mountsier","startTime":767.34,"endTime":774.21,"body":"you just said is like that a"},{"speaker":"Kyle Mountsier","startTime":774.21,"endTime":780.84,"body":"mentoring role in someone's"},{"speaker":"Kyle Mountsier","startTime":774.21,"endTime":780.84,"body":"life, you know, at some"},{"speaker":"Kyle Mountsier","startTime":780.87,"endTime":786.3,"body":"therapeutic level allows them to"},{"speaker":"Kyle Mountsier","startTime":780.87,"endTime":786.3,"body":"rediscover that five, that being"},{"speaker":"Kyle Mountsier","startTime":786.3,"endTime":790.05,"body":"a Five Percenter is possible."},{"speaker":"Kyle Mountsier","startTime":786.3,"endTime":790.05,"body":"Yeah. Right? For sure. And"},{"speaker":"Kyle Mountsier","startTime":790.53,"endTime":795.9,"body":"that's when I shoot that was for"},{"speaker":"Kyle Mountsier","startTime":790.53,"endTime":795.9,"body":"me, Aaron Hill, right? That was"},{"speaker":"Kyle Mountsier","startTime":795.9,"endTime":799.2,"body":"the guy that kind of drew that"},{"speaker":"Kyle Mountsier","startTime":795.9,"endTime":799.2,"body":"out of me. I was like a, you"},{"speaker":"Kyle Mountsier","startTime":799.2,"endTime":802.83,"body":"know, nine to 12, sales, you"},{"speaker":"Kyle Mountsier","startTime":799.2,"endTime":802.83,"body":"know, car month guy. And then"},{"speaker":"Kyle Mountsier","startTime":803.22,"endTime":806.91,"body":"Aaron was like, he did the same."},{"speaker":"Kyle Mountsier","startTime":803.22,"endTime":806.91,"body":"I love how you said, like, what"},{"speaker":"Kyle Mountsier","startTime":806.91,"endTime":809.37,"body":"do you want to buy? Who's your"},{"speaker":"Kyle Mountsier","startTime":806.91,"endTime":809.37,"body":"family? What do you want to do?"},{"speaker":"Kyle Mountsier","startTime":809.37,"endTime":813.72,"body":"Like, what are all these things"},{"speaker":"Kyle Mountsier","startTime":809.37,"endTime":813.72,"body":"that do? Yeah, you start going"},{"speaker":"Kyle Mountsier","startTime":813.72,"endTime":816.63,"body":"down the layers into your why?"},{"speaker":"Kyle Mountsier","startTime":813.72,"endTime":816.63,"body":"And it's like, you start to"},{"speaker":"Kyle Mountsier","startTime":816.63,"endTime":819.9,"body":"expose those things. And all of"},{"speaker":"Kyle Mountsier","startTime":816.63,"endTime":819.9,"body":"a sudden, someone gets"},{"speaker":"Kyle Mountsier","startTime":819.9,"endTime":825.45,"body":"reinvigorated to be a part of"},{"speaker":"Kyle Mountsier","startTime":819.9,"endTime":825.45,"body":"the 5%. And I think that like,"},{"speaker":"Kyle Mountsier","startTime":825.99,"endTime":829.95,"body":"just to go deeper in that and"},{"speaker":"Kyle Mountsier","startTime":825.99,"endTime":829.95,"body":"maybe you can comment on this as"},{"speaker":"Kyle Mountsier","startTime":829.95,"endTime":834.99,"body":"I think that our industry says a"},{"speaker":"Kyle Mountsier","startTime":829.95,"endTime":834.99,"body":"lot that we want to do training"},{"speaker":"Kyle Mountsier","startTime":834.99,"endTime":839.91,"body":"and developing. But what we"},{"speaker":"Kyle Mountsier","startTime":834.99,"endTime":839.91,"body":"maybe miss is that training and"},{"speaker":"Kyle Mountsier","startTime":839.91,"endTime":845.43,"body":"developing requires mentorship"},{"speaker":"Kyle Mountsier","startTime":839.91,"endTime":845.43,"body":"as a prerequisite"},{"speaker":"Jack Pearson","startTime":846.75,"endTime":848.91,"body":"offer show and"},{"speaker":"Jack Pearson","startTime":846.75,"endTime":848.91,"body":"they have to be able to look up"},{"speaker":"Jack Pearson","startTime":848.91,"endTime":853.08,"body":"to you as well. So what what I"},{"speaker":"Jack Pearson","startTime":848.91,"endTime":853.08,"body":"was telling Louis, I would tell"},{"speaker":"Jack Pearson","startTime":853.08,"endTime":857.25,"body":"him my dreams as well. I'm Mike"},{"speaker":"Jack Pearson","startTime":853.08,"endTime":857.25,"body":"Lewis. And can I need you to"},{"speaker":"Jack Pearson","startTime":857.25,"endTime":862.23,"body":"help our values and our goals"},{"speaker":"Jack Pearson","startTime":857.25,"endTime":862.23,"body":"aligned? Like if I helped you"},{"speaker":"Jack Pearson","startTime":862.23,"endTime":866.28,"body":"hit your goals, you're gonna"},{"speaker":"Jack Pearson","startTime":862.23,"endTime":866.28,"body":"help me hit mine, as well. And"},{"speaker":"Jack Pearson","startTime":866.28,"endTime":867.84,"body":"that's part of the mentorship as"},{"speaker":"Jack Pearson","startTime":866.28,"endTime":867.84,"body":"well."},{"speaker":"Paul J Daly","startTime":868.98,"endTime":871.32,"body":"So what are you"},{"speaker":"Paul J Daly","startTime":868.98,"endTime":871.32,"body":"most excited about right now? So"},{"speaker":"Paul J Daly","startTime":872.43,"endTime":875.76,"body":"your position you're at a JLR"},{"speaker":"Paul J Daly","startTime":872.43,"endTime":875.76,"body":"store right outside of Chicago?"},{"speaker":"Paul J Daly","startTime":875.79,"endTime":878.7,"body":"Yep. And what are your"},{"speaker":"Paul J Daly","startTime":875.79,"endTime":878.7,"body":"aspirations like what what's"},{"speaker":"Paul J Daly","startTime":878.7,"endTime":881.91,"body":"your position your role right"},{"speaker":"Paul J Daly","startTime":878.7,"endTime":881.91,"body":"now enveloping? And like, what"},{"speaker":"Paul J Daly","startTime":881.91,"endTime":884.43,"body":"do you want it to be? Like? Do"},{"speaker":"Paul J Daly","startTime":881.91,"endTime":884.43,"body":"you want to own a store one day"},{"speaker":"Paul J Daly","startTime":884.43,"endTime":886.8,"body":"where where are your goals? So"},{"speaker":"Jack Pearson","startTime":886.95,"endTime":889.44,"body":"right now, I love"},{"speaker":"Jack Pearson","startTime":886.95,"endTime":889.44,"body":"life. I've got a great job. I'm"},{"speaker":"Jack Pearson","startTime":889.44,"endTime":891.69,"body":"what they call the center"},{"speaker":"Jack Pearson","startTime":889.44,"endTime":891.69,"body":"manager, which is for some"},{"speaker":"Jack Pearson","startTime":891.69,"endTime":894.24,"body":"reason, the British way of"},{"speaker":"Jack Pearson","startTime":891.69,"endTime":894.24,"body":"saying General Manager"},{"speaker":"Paul J Daly","startTime":894.27,"endTime":896.94,"body":"I was gonna say"},{"speaker":"Paul J Daly","startTime":894.27,"endTime":896.94,"body":"it's, it seemed very, like the"},{"speaker":"Paul J Daly","startTime":896.94,"endTime":899.1,"body":"center manager. I was like, that"},{"speaker":"Paul J Daly","startTime":896.94,"endTime":899.1,"body":"feels like yeah,"},{"speaker":"Jack Pearson","startTime":899.25,"endTime":903.42,"body":"I'm we we spell it"},{"speaker":"Jack Pearson","startTime":899.25,"endTime":903.42,"body":"wrong as well, centro, it's not"},{"speaker":"Jack Pearson","startTime":903.42,"endTime":904.92,"body":"yet the end, is that a VR?"},{"speaker":"Paul J Daly","startTime":905.52,"endTime":908.28,"body":"But so they do they"},{"speaker":"Paul J Daly","startTime":905.52,"endTime":908.28,"body":"do it in your store, they spell"},{"speaker":"Paul J Daly","startTime":908.28,"endTime":911.73,"body":"it that way like they bring it"},{"speaker":"Paul J Daly","startTime":908.28,"endTime":911.73,"body":"across the pond. Yeah, yeah, I"},{"speaker":"Paul J Daly","startTime":911.73,"endTime":912.45,"body":"like that though."},{"speaker":"Jack Pearson","startTime":914.19,"endTime":916.47,"body":"So my main"},{"speaker":"Jack Pearson","startTime":914.19,"endTime":916.47,"body":"responsibilities is leading the"},{"speaker":"Jack Pearson","startTime":916.47,"endTime":920.04,"body":"variable operations of the site,"},{"speaker":"Jack Pearson","startTime":916.47,"endTime":920.04,"body":"and also kind of the director"},{"speaker":"Jack Pearson","startTime":920.04,"endTime":922.5,"body":"for customer experience. And"},{"speaker":"Jack Pearson","startTime":920.04,"endTime":922.5,"body":"that's with service as well,"},{"speaker":"Jack Pearson","startTime":922.5,"endTime":925.41,"body":"just making sure everyone's"},{"speaker":"Jack Pearson","startTime":922.5,"endTime":925.41,"body":"happy and looking at different"},{"speaker":"Jack Pearson","startTime":925.41,"endTime":928.56,"body":"processes in here. But the"},{"speaker":"Jack Pearson","startTime":925.41,"endTime":928.56,"body":"majority of my responsibility is"},{"speaker":"Jack Pearson","startTime":928.56,"endTime":931.41,"body":"just hit making sure the"},{"speaker":"Jack Pearson","startTime":928.56,"endTime":931.41,"body":"variable operations run"},{"speaker":"Jack Pearson","startTime":931.41,"endTime":936.06,"body":"smoothly, and we keep growing"},{"speaker":"Jack Pearson","startTime":931.41,"endTime":936.06,"body":"the business. The next six"},{"speaker":"Jack Pearson","startTime":936.06,"endTime":939.9,"body":"months, I'm super pumped up for,"},{"speaker":"Jack Pearson","startTime":936.06,"endTime":939.9,"body":"you know, during COVID, we"},{"speaker":"Jack Pearson","startTime":939.9,"endTime":942.57,"body":"literally had no cost to sell. I"},{"speaker":"Jack Pearson","startTime":939.9,"endTime":942.57,"body":"know everyone says all inventory"},{"speaker":"Jack Pearson","startTime":942.57,"endTime":945.6,"body":"was down, but we ran a sales"},{"speaker":"Jack Pearson","startTime":942.57,"endTime":945.6,"body":"meeting, and we went over the"},{"speaker":"Jack Pearson","startTime":945.6,"endTime":949.71,"body":"inventory. And we had 10 new"},{"speaker":"Jack Pearson","startTime":945.6,"endTime":949.71,"body":"cars on the ground. And we"},{"speaker":"Jack Pearson","startTime":949.71,"endTime":953.94,"body":"showed our inventory pipeline of"},{"speaker":"Jack Pearson","startTime":949.71,"endTime":953.94,"body":"there will be zero new cars"},{"speaker":"Jack Pearson","startTime":953.94,"endTime":957.96,"body":"delivered in the next 90 days."},{"speaker":"Jack Pearson","startTime":953.94,"endTime":957.96,"body":"appstore Oh, my goodness, and"},{"speaker":"Jack Pearson","startTime":958.26,"endTime":961.77,"body":"they kind of knew, but then I'm"},{"speaker":"Jack Pearson","startTime":958.26,"endTime":961.77,"body":"like, I gotta I gotta address"},{"speaker":"Jack Pearson","startTime":961.77,"endTime":963.99,"body":"the elephant in the room. Like,"},{"speaker":"Jack Pearson","startTime":961.77,"endTime":963.99,"body":"we're going to have no new cars"},{"speaker":"Jack Pearson","startTime":963.99,"endTime":967.44,"body":"for 90 days, guys, but it's"},{"speaker":"Jack Pearson","startTime":963.99,"endTime":967.44,"body":"going to be okay. Like, it's"},{"speaker":"Jack Pearson","startTime":967.44,"endTime":970.23,"body":"fine. I'm not worried about it."},{"speaker":"Jack Pearson","startTime":967.44,"endTime":970.23,"body":"I was kind of sweating bullets"},{"speaker":"Jack Pearson","startTime":970.47,"endTime":973.32,"body":"here. But I'm like, it's gonna"},{"speaker":"Jack Pearson","startTime":970.47,"endTime":973.32,"body":"be okay, we're gonna figure it"},{"speaker":"Jack Pearson","startTime":973.32,"endTime":977.85,"body":"out. We massively expanded our"},{"speaker":"Jack Pearson","startTime":973.32,"endTime":977.85,"body":"used car operation, you know, we"},{"speaker":"Jack Pearson","startTime":977.88,"endTime":980.34,"body":"were probably one of the only"},{"speaker":"Jack Pearson","startTime":977.88,"endTime":980.34,"body":"stores in the country that sold"},{"speaker":"Jack Pearson","startTime":980.34,"endTime":985.14,"body":"for for us cars to every new and"},{"speaker":"Jack Pearson","startTime":980.34,"endTime":985.14,"body":"that, and that six months was"},{"speaker":"Jack Pearson","startTime":985.14,"endTime":988.05,"body":"probably more I mean, we sold"},{"speaker":"Jack Pearson","startTime":985.14,"endTime":988.05,"body":"for new cars one month, which"},{"speaker":"Jack Pearson","startTime":988.05,"endTime":991.02,"body":"was just, it's absolutely"},{"speaker":"Jack Pearson","startTime":988.05,"endTime":991.02,"body":"pathetic, but we didn't have any"},{"speaker":"Jack Pearson","startTime":991.02,"endTime":996.06,"body":"new cars to sell. So what new"},{"speaker":"Jack Pearson","startTime":991.02,"endTime":996.06,"body":"cars we sold 65 years. So the"},{"speaker":"Jack Pearson","startTime":996.06,"endTime":998.61,"body":"next six months, we've actually"},{"speaker":"Jack Pearson","startTime":996.06,"endTime":998.61,"body":"got inventory, we have about a"},{"speaker":"Jack Pearson","startTime":998.61,"endTime":1002.42,"body":"45 day supply of cars on the"},{"speaker":"Jack Pearson","startTime":998.61,"endTime":1002.42,"body":"ground. And we've got a now"},{"speaker":"Jack Pearson","startTime":1002.6,"endTime":1005.72,"body":"we've got killer cars. I mean,"},{"speaker":"Jack Pearson","startTime":1002.6,"endTime":1005.72,"body":"Land Rover has just done and"},{"speaker":"Jack Pearson","startTime":1005.72,"endTime":1008.24,"body":"Jagger's, done such a good job."},{"speaker":"Jack Pearson","startTime":1005.72,"endTime":1008.24,"body":"I mean, we absolutely love our"},{"speaker":"Jack Pearson","startTime":1008.24,"endTime":1012.74,"body":"product, we're super passionate"},{"speaker":"Jack Pearson","startTime":1008.24,"endTime":1012.74,"body":"about it. And we're going to now"},{"speaker":"Jack Pearson","startTime":1012.77,"endTime":1015.77,"body":"a customer comes in, if we don't"},{"speaker":"Jack Pearson","startTime":1012.77,"endTime":1015.77,"body":"have something available on the"},{"speaker":"Jack Pearson","startTime":1015.77,"endTime":1020.96,"body":"ground, there are 90 days to get"},{"speaker":"Jack Pearson","startTime":1015.77,"endTime":1020.96,"body":"a car. Before we were giving"},{"speaker":"Jack Pearson","startTime":1021.2,"endTime":1024.5,"body":"crappy customer experiences. We"},{"speaker":"Jack Pearson","startTime":1021.2,"endTime":1024.5,"body":"have no idea when the car is"},{"speaker":"Jack Pearson","startTime":1024.5,"endTime":1027.11,"body":"going to be here, we're going to"},{"speaker":"Jack Pearson","startTime":1024.5,"endTime":1027.11,"body":"have no idea if that sound"},{"speaker":"Jack Pearson","startTime":1027.11,"endTime":1029.96,"body":"system is going to be available."},{"speaker":"Jack Pearson","startTime":1027.11,"endTime":1029.96,"body":"We don't think we're going to be"},{"speaker":"Jack Pearson","startTime":1029.96,"endTime":1032.42,"body":"able to get your car within a"},{"speaker":"Jack Pearson","startTime":1029.96,"endTime":1032.42,"body":"year, it might be a year, it"},{"speaker":"Jack Pearson","startTime":1032.42,"endTime":1038.12,"body":"might be three years, we don't"},{"speaker":"Jack Pearson","startTime":1032.42,"endTime":1038.12,"body":"know. And now it's like, Hey,"},{"speaker":"Jack Pearson","startTime":1038.18,"endTime":1040.88,"body":"you want to come in and spend"},{"speaker":"Jack Pearson","startTime":1038.18,"endTime":1040.88,"body":"$100,000 and you store we're"},{"speaker":"Jack Pearson","startTime":1040.88,"endTime":1042.65,"body":"gonna give you an amazing"},{"speaker":"Jack Pearson","startTime":1040.88,"endTime":1042.65,"body":"experience and we're gonna get"},{"speaker":"Jack Pearson","startTime":1042.65,"endTime":1044.06,"body":"that car here within 90 days for"},{"speaker":"Paul J Daly","startTime":1044.06,"endTime":1047.21,"body":"you. Funny thing"},{"speaker":"Paul J Daly","startTime":1044.06,"endTime":1047.21,"body":"about that? Why do people why do"},{"speaker":"Paul J Daly","startTime":1047.21,"endTime":1050.72,"body":"people choose like the the Land"},{"speaker":"Paul J Daly","startTime":1047.21,"endTime":1050.72,"body":"Rover experience over like a"},{"speaker":"Paul J Daly","startTime":1050.72,"endTime":1053.93,"body":"Mercedes experience because the"},{"speaker":"Paul J Daly","startTime":1050.72,"endTime":1053.93,"body":"highline buyer right, like they"},{"speaker":"Paul J Daly","startTime":1053.93,"endTime":1056.09,"body":"have a certain mindset, why are"},{"speaker":"Paul J Daly","startTime":1053.93,"endTime":1056.09,"body":"people walking in your store?"},{"speaker":"Jack Pearson","startTime":1056.24,"endTime":1058.34,"body":"There's a lot of"},{"speaker":"Jack Pearson","startTime":1056.24,"endTime":1058.34,"body":"there's a lot of choices, a lot"},{"speaker":"Jack Pearson","startTime":1058.34,"endTime":1062.93,"body":"of nice luxury SUVs. Now I'll"},{"speaker":"Jack Pearson","startTime":1058.34,"endTime":1062.93,"body":"tell you from the Range Rover"},{"speaker":"Jack Pearson","startTime":1062.93,"endTime":1065.15,"body":"point of view, so in Land Rover,"},{"speaker":"Jack Pearson","startTime":1062.93,"endTime":1065.15,"body":"you've got basically three"},{"speaker":"Jack Pearson","startTime":1065.15,"endTime":1067.97,"body":"families of cars, you've got the"},{"speaker":"Jack Pearson","startTime":1065.15,"endTime":1067.97,"body":"defender family, which has"},{"speaker":"Jack Pearson","startTime":1067.97,"endTime":1071.66,"body":"utilitarian adventurous car"},{"speaker":"Jack Pearson","startTime":1067.97,"endTime":1071.66,"body":"discovery, which is a little bit"},{"speaker":"Jack Pearson","startTime":1071.66,"endTime":1074.0,"body":"more family focused, you've got"},{"speaker":"Jack Pearson","startTime":1071.66,"endTime":1074.0,"body":"the Range Rover, which the"},{"speaker":"Jack Pearson","startTime":1074.0,"endTime":1077.75,"body":"nameplate, you say Range Rover,"},{"speaker":"Jack Pearson","startTime":1074.0,"endTime":1077.75,"body":"it means a little bit more to"},{"speaker":"Jack Pearson","startTime":1077.75,"endTime":1080.96,"body":"people. The Range Rover is"},{"speaker":"Jack Pearson","startTime":1077.75,"endTime":1080.96,"body":"really celebration of some"},{"speaker":"Jack Pearson","startTime":1080.96,"endTime":1085.37,"body":"success. And it might be it"},{"speaker":"Jack Pearson","startTime":1080.96,"endTime":1085.37,"body":"might be a nurse who's worked"},{"speaker":"Jack Pearson","startTime":1085.37,"endTime":1090.47,"body":"their rear end off of last three"},{"speaker":"Jack Pearson","startTime":1085.37,"endTime":1090.47,"body":"years, during COVID. They"},{"speaker":"Jack Pearson","startTime":1090.47,"endTime":1092.48,"body":"haven't made much money in their"},{"speaker":"Jack Pearson","startTime":1090.47,"endTime":1092.48,"body":"life, now they're making a"},{"speaker":"Jack Pearson","startTime":1092.48,"endTime":1097.79,"body":"little bit more, and they can"},{"speaker":"Jack Pearson","startTime":1092.48,"endTime":1097.79,"body":"now afford a 6070 $80,000 range"},{"speaker":"Jack Pearson","startTime":1097.79,"endTime":1101.12,"body":"rover on the front end is hey,"},{"speaker":"Jack Pearson","startTime":1097.79,"endTime":1101.12,"body":"I've kind of arrived. And I'm"},{"speaker":"Jack Pearson","startTime":1101.12,"endTime":1103.97,"body":"looking for the experience to go"},{"speaker":"Jack Pearson","startTime":1101.12,"endTime":1103.97,"body":"along with it as one it is our"},{"speaker":"Jack Pearson","startTime":1103.97,"endTime":1107.27,"body":"job to match up. You know,"},{"speaker":"Jack Pearson","startTime":1103.97,"endTime":1107.27,"body":"they've had this current vision"},{"speaker":"Jack Pearson","startTime":1107.27,"endTime":1110.99,"body":"board maybe for 10 years, and"},{"speaker":"Jack Pearson","startTime":1107.27,"endTime":1110.99,"body":"it's our job to help them"},{"speaker":"Jack Pearson","startTime":1110.99,"endTime":1114.59,"body":"celebrate that success and"},{"speaker":"Jack Pearson","startTime":1110.99,"endTime":1114.59,"body":"deliver them an amazing"},{"speaker":"Jack Pearson","startTime":1114.59,"endTime":1116.12,"body":"experience along with that car."},{"speaker":"Paul J Daly","startTime":1116.84,"endTime":1118.58,"body":"Like that. It's"},{"speaker":"Paul J Daly","startTime":1116.84,"endTime":1118.58,"body":"it's almost"},{"speaker":"Kyle Mountsier","startTime":1119.18,"endTime":1121.49,"body":"like their"},{"speaker":"Kyle Mountsier","startTime":1119.18,"endTime":1121.49,"body":"success. It's it's like you're"},{"speaker":"Kyle Mountsier","startTime":1121.49,"endTime":1125.18,"body":"providing an existential moment"},{"speaker":"Kyle Mountsier","startTime":1121.49,"endTime":1125.18,"body":"in their life potentially, right"},{"speaker":"Kyle Mountsier","startTime":1125.18,"endTime":1126.29,"body":"that this is like"},{"speaker":"Jack Pearson","startTime":1126.47,"endTime":1129.71,"body":"two people. Yeah."},{"speaker":"Jack Pearson","startTime":1126.47,"endTime":1129.71,"body":"So so"},{"speaker":"Kyle Mountsier","startTime":1129.77,"endTime":1131.78,"body":"when you think"},{"speaker":"Kyle Mountsier","startTime":1129.77,"endTime":1131.78,"body":"about that, like what are the"},{"speaker":"Kyle Mountsier","startTime":1131.78,"endTime":1137.93,"body":"unique things that you feel are"},{"speaker":"Kyle Mountsier","startTime":1131.78,"endTime":1137.93,"body":"a part of not just like, you"},{"speaker":"Kyle Mountsier","startTime":1137.93,"endTime":1141.53,"body":"know, being a progressive car"},{"speaker":"Kyle Mountsier","startTime":1137.93,"endTime":1141.53,"body":"dealer in general, but"},{"speaker":"Kyle Mountsier","startTime":1141.83,"endTime":1147.83,"body":"delivering that particular thing"},{"speaker":"Kyle Mountsier","startTime":1141.83,"endTime":1147.83,"body":"that they that that someone"},{"speaker":"Kyle Mountsier","startTime":1147.83,"endTime":1151.85,"body":"entering that type of purchase"},{"speaker":"Kyle Mountsier","startTime":1147.83,"endTime":1151.85,"body":"process needs or wants, right?"},{"speaker":"Kyle Mountsier","startTime":1152.21,"endTime":1153.02,"body":"To get?"},{"speaker":"Jack Pearson","startTime":1153.14,"endTime":1155.84,"body":"Yeah, there's a"},{"speaker":"Jack Pearson","startTime":1153.14,"endTime":1155.84,"body":"few tangible things you can do"},{"speaker":"Jack Pearson","startTime":1155.87,"endTime":1158.57,"body":"towards the end of the process."},{"speaker":"Jack Pearson","startTime":1155.87,"endTime":1158.57,"body":"You can bring in a bottle of"},{"speaker":"Jack Pearson","startTime":1158.57,"endTime":1161.75,"body":"rose a you can bring in flowers,"},{"speaker":"Jack Pearson","startTime":1158.57,"endTime":1161.75,"body":"and but if you really start at"},{"speaker":"Jack Pearson","startTime":1161.75,"endTime":1167.15,"body":"start the journey customer comes"},{"speaker":"Jack Pearson","startTime":1161.75,"endTime":1167.15,"body":"in. We have what's called a CNA"},{"speaker":"Jack Pearson","startTime":1167.18,"endTime":1169.43,"body":"during our sales, sales process,"},{"speaker":"Jack Pearson","startTime":1167.18,"endTime":1169.43,"body":"customer needs analysis."},{"speaker":"Jack Pearson","startTime":1169.46,"endTime":1172.25,"body":"Everyone's kind of got one,"},{"speaker":"Jack Pearson","startTime":1169.46,"endTime":1172.25,"body":"maybe you've got written one"},{"speaker":"Jack Pearson","startTime":1172.25,"endTime":1177.29,"body":"down, but on our customer needs"},{"speaker":"Jack Pearson","startTime":1172.25,"endTime":1177.29,"body":"analysis, we've got a big circle"},{"speaker":"Jack Pearson","startTime":1177.29,"endTime":1180.23,"body":"and in the middle, it says what"},{"speaker":"Jack Pearson","startTime":1177.29,"endTime":1180.23,"body":"is the goal of the customer and"},{"speaker":"Jack Pearson","startTime":1180.23,"endTime":1183.44,"body":"it's our job to help them make a"},{"speaker":"Jack Pearson","startTime":1180.23,"endTime":1183.44,"body":"decision. And if they come in"},{"speaker":"Jack Pearson","startTime":1183.44,"endTime":1185.81,"body":"and say, Hey, I'm looking for"},{"speaker":"Jack Pearson","startTime":1183.44,"endTime":1185.81,"body":"Range Rover Sport, a lot of"},{"speaker":"Jack Pearson","startTime":1185.81,"endTime":1188.6,"body":"dealers will say, Great, what's"},{"speaker":"Jack Pearson","startTime":1185.81,"endTime":1188.6,"body":"the stock number? Do you have"},{"speaker":"Jack Pearson","startTime":1188.6,"endTime":1191.27,"body":"you seen it online? Great. Let"},{"speaker":"Jack Pearson","startTime":1188.6,"endTime":1191.27,"body":"me go grab the keys. I'll be"},{"speaker":"Jack Pearson","startTime":1191.27,"endTime":1194.78,"body":"right back. We have probably"},{"speaker":"Jack Pearson","startTime":1191.27,"endTime":1194.78,"body":"five or six different questions"},{"speaker":"Jack Pearson","startTime":1194.78,"endTime":1198.02,"body":"we like to answer. It's like he"},{"speaker":"Jack Pearson","startTime":1194.78,"endTime":1198.02,"body":"probably didn't just step in the"},{"speaker":"Jack Pearson","startTime":1198.02,"endTime":1201.53,"body":"dealership today to get a ranger"},{"speaker":"Jack Pearson","startTime":1198.02,"endTime":1201.53,"body":"like Well, what's happened in"},{"speaker":"Jack Pearson","startTime":1201.53,"endTime":1204.92,"body":"your life? Tell me a little bit"},{"speaker":"Jack Pearson","startTime":1201.53,"endTime":1204.92,"body":"more about it. Instead of asking"},{"speaker":"Jack Pearson","startTime":1204.92,"endTime":1207.68,"body":"if they want a cup of coffee or"},{"speaker":"Jack Pearson","startTime":1204.92,"endTime":1207.68,"body":"a bottle of water it see what"},{"speaker":"Jack Pearson","startTime":1207.68,"endTime":1210.38,"body":"what americano can we get you?"},{"speaker":"Jack Pearson","startTime":1207.68,"endTime":1210.38,"body":"What cappuccino? What what type"},{"speaker":"Jack Pearson","startTime":1210.38,"endTime":1210.98,"body":"allottee do"},{"speaker":"Paul J Daly","startTime":1210.98,"endTime":1213.74,"body":"we have in our"},{"speaker":"Paul J Daly","startTime":1210.98,"endTime":1213.74,"body":"language now? And"},{"speaker":"Jack Pearson","startTime":1214.22,"endTime":1217.19,"body":"yeah, I'm a coffee"},{"speaker":"Jack Pearson","startTime":1214.22,"endTime":1217.19,"body":"snob. So I call myself stuff is"},{"speaker":"Jack Pearson","startTime":1217.22,"endTime":1220.49,"body":"trained to be a coffee snob as"},{"speaker":"Jack Pearson","startTime":1217.22,"endTime":1220.49,"body":"amazing"},{"speaker":"Paul J Daly","startTime":1220.49,"endTime":1221.51,"body":"and get along real"},{"speaker":"Paul J Daly","startTime":1220.49,"endTime":1221.51,"body":"well."},{"speaker":"Kyle Mountsier","startTime":1221.81,"endTime":1224.75,"body":"Paula moon in"},{"speaker":"Kyle Mountsier","startTime":1221.81,"endTime":1224.75,"body":"Chicago, we got a SOCCER GUY."},{"speaker":"Kyle Mountsier","startTime":1225.23,"endTime":1228.05,"body":"Coffee. Yeah, it's over. It's"},{"speaker":"Kyle Mountsier","startTime":1225.23,"endTime":1228.05,"body":"done."},{"speaker":"Jack Pearson","startTime":1228.23,"endTime":1231.08,"body":"We want to find"},{"speaker":"Jack Pearson","startTime":1228.23,"endTime":1231.08,"body":"out why, you know, is this, how"},{"speaker":"Jack Pearson","startTime":1231.08,"endTime":1233.42,"body":"long you've been thinking about"},{"speaker":"Jack Pearson","startTime":1231.08,"endTime":1233.42,"body":"it? What special were you going"},{"speaker":"Jack Pearson","startTime":1233.42,"endTime":1235.85,"body":"out to celebrate tonight, and"},{"speaker":"Jack Pearson","startTime":1233.42,"endTime":1235.85,"body":"then once we know the real"},{"speaker":"Jack Pearson","startTime":1235.85,"endTime":1240.29,"body":"purpose, then we can adjust our"},{"speaker":"Jack Pearson","startTime":1235.85,"endTime":1240.29,"body":"sales process on it. And"},{"speaker":"Jack Pearson","startTime":1240.29,"endTime":1243.02,"body":"sometimes it's not always the"},{"speaker":"Jack Pearson","startTime":1240.29,"endTime":1243.02,"body":"customers in the market today,"},{"speaker":"Jack Pearson","startTime":1243.29,"endTime":1246.23,"body":"we're going to find out why. But"},{"speaker":"Jack Pearson","startTime":1243.29,"endTime":1246.23,"body":"we also by asking those deep"},{"speaker":"Jack Pearson","startTime":1246.23,"endTime":1251.42,"body":"level questions, we're able to"},{"speaker":"Jack Pearson","startTime":1246.23,"endTime":1251.42,"body":"generate a lot more rapport with"},{"speaker":"Jack Pearson","startTime":1251.42,"endTime":1255.86,"body":"the customer. And it becomes"},{"speaker":"Jack Pearson","startTime":1251.42,"endTime":1255.86,"body":"more of a relationship. And then"},{"speaker":"Jack Pearson","startTime":1255.86,"endTime":1258.89,"body":"buy after about five minutes of"},{"speaker":"Jack Pearson","startTime":1255.86,"endTime":1258.89,"body":"conversation with thanking them"},{"speaker":"Jack Pearson","startTime":1258.89,"endTime":1260.96,"body":"for doing business with us when"},{"speaker":"Jack Pearson","startTime":1258.89,"endTime":1260.96,"body":"they haven't signed anything"},{"speaker":"Jack Pearson","startTime":1260.96,"endTime":1263.87,"body":"yet, like was thank you for"},{"speaker":"Jack Pearson","startTime":1260.96,"endTime":1263.87,"body":"choosing Jaguar Land Rover"},{"speaker":"Jack Pearson","startTime":1263.87,"endTime":1266.51,"body":"social to help you with this"},{"speaker":"Jack Pearson","startTime":1263.87,"endTime":1266.51,"body":"range of like, we take this"},{"speaker":"Jack Pearson","startTime":1266.63,"endTime":1270.71,"body":"really, really seriously. And"},{"speaker":"Jack Pearson","startTime":1266.63,"endTime":1270.71,"body":"you know, perks about Java to"},{"speaker":"Jack Pearson","startTime":1270.71,"endTime":1274.25,"body":"help you know successful people,"},{"speaker":"Jack Pearson","startTime":1270.71,"endTime":1274.25,"body":"you know, great customers like"},{"speaker":"Jack Pearson","startTime":1274.25,"endTime":1277.52,"body":"yourself with this purchase. So"},{"speaker":"Jack Pearson","startTime":1274.25,"endTime":1277.52,"body":"we try and start with the"},{"speaker":"Jack Pearson","startTime":1277.52,"endTime":1279.89,"body":"relationship. And then we do a"},{"speaker":"Jack Pearson","startTime":1277.52,"endTime":1279.89,"body":"lot of different tangible things"},{"speaker":"Jack Pearson","startTime":1279.89,"endTime":1282.95,"body":"towards the end. Just add a"},{"speaker":"Jack Pearson","startTime":1279.89,"endTime":1282.95,"body":"little bit icing on the cake. I"},{"speaker":"Jack Pearson","startTime":1282.95,"endTime":1287.24,"body":"mean, we actually interviewed a"},{"speaker":"Jack Pearson","startTime":1282.95,"endTime":1287.24,"body":"salesperson last week. And they"},{"speaker":"Jack Pearson","startTime":1287.24,"endTime":1289.28,"body":"were asking, you know, did you"},{"speaker":"Jack Pearson","startTime":1287.24,"endTime":1289.28,"body":"dealership do anything"},{"speaker":"Jack Pearson","startTime":1289.28,"endTime":1294.02,"body":"different? etc. And I said,"},{"speaker":"Jack Pearson","startTime":1289.28,"endTime":1294.02,"body":"Well, we have a we have a lady"},{"speaker":"Jack Pearson","startTime":1294.02,"endTime":1296.96,"body":"in the showroom right now that"},{"speaker":"Jack Pearson","startTime":1294.02,"endTime":1296.96,"body":"is a realtor. But she just"},{"speaker":"Jack Pearson","startTime":1296.96,"endTime":1300.14,"body":"started her own Pilates studio"},{"speaker":"Jack Pearson","startTime":1296.96,"endTime":1300.14,"body":"about a year ago. And she's been"},{"speaker":"Jack Pearson","startTime":1300.14,"endTime":1303.41,"body":"really successful. And I said"},{"speaker":"Jack Pearson","startTime":1300.14,"endTime":1303.41,"body":"the sales lady who's working"},{"speaker":"Jack Pearson","startTime":1303.41,"endTime":1307.13,"body":"with us, Laura. And I was like"},{"speaker":"Jack Pearson","startTime":1303.41,"endTime":1307.13,"body":"Laura should know this. And as"},{"speaker":"Jack Pearson","startTime":1307.13,"endTime":1310.73,"body":"she's going into the delivery,"},{"speaker":"Jack Pearson","startTime":1307.13,"endTime":1310.73,"body":"delivery bait to pick up a car,"},{"speaker":"Jack Pearson","startTime":1310.73,"endTime":1313.19,"body":"we put a sign up for someone's"},{"speaker":"Jack Pearson","startTime":1310.73,"endTime":1313.19,"body":"name, congratulating them on the"},{"speaker":"Jack Pearson","startTime":1313.19,"endTime":1315.89,"body":"purchase. If we know anything"},{"speaker":"Jack Pearson","startTime":1313.19,"endTime":1315.89,"body":"that's really important to that"},{"speaker":"Jack Pearson","startTime":1315.89,"endTime":1319.31,"body":"person will try and highlight"},{"speaker":"Jack Pearson","startTime":1315.89,"endTime":1319.31,"body":"that and the delivery. So I said"},{"speaker":"Jack Pearson","startTime":1319.31,"endTime":1321.59,"body":"to this person, we're"},{"speaker":"Jack Pearson","startTime":1319.31,"endTime":1321.59,"body":"interviewing for salesperson who"},{"speaker":"Jack Pearson","startTime":1321.59,"endTime":1325.28,"body":"said, I'm going to guess that"},{"speaker":"Jack Pearson","startTime":1321.59,"endTime":1325.28,"body":"Laura has a picture of this"},{"speaker":"Jack Pearson","startTime":1325.28,"endTime":1328.79,"body":"lady's logo on this"},{"speaker":"Jack Pearson","startTime":1325.28,"endTime":1328.79,"body":"congratulation sign. And I was"},{"speaker":"Jack Pearson","startTime":1328.79,"endTime":1332.72,"body":"like, I'm 99% certain, you know,"},{"speaker":"Jack Pearson","startTime":1328.79,"endTime":1332.72,"body":"but I was still putting myself"},{"speaker":"Jack Pearson","startTime":1332.72,"endTime":1335.48,"body":"out there. And sure enough, I've"},{"speaker":"Jack Pearson","startTime":1332.72,"endTime":1335.48,"body":"walked out with this person"},{"speaker":"Jack Pearson","startTime":1335.48,"endTime":1338.51,"body":"who's interviewing for a sales"},{"speaker":"Jack Pearson","startTime":1335.48,"endTime":1338.51,"body":"position, and she saw this logo"},{"speaker":"Jack Pearson","startTime":1338.51,"endTime":1342.32,"body":"on that. And that just made me"},{"speaker":"Jack Pearson","startTime":1338.51,"endTime":1342.32,"body":"feel pretty warm. Because I'm"},{"speaker":"Jack Pearson","startTime":1342.32,"endTime":1347.03,"body":"like, that's the deal that we"},{"speaker":"Jack Pearson","startTime":1342.32,"endTime":1347.03,"body":"just made. And this lady's you"},{"speaker":"Jack Pearson","startTime":1347.03,"endTime":1349.67,"body":"know, she's crying. I've worked"},{"speaker":"Jack Pearson","startTime":1347.03,"endTime":1349.67,"body":"so hard to get his planning"},{"speaker":"Jack Pearson","startTime":1349.67,"endTime":1353.36,"body":"studio going up, you've"},{"speaker":"Jack Pearson","startTime":1349.67,"endTime":1353.36,"body":"recognized that, you know, you"},{"speaker":"Jack Pearson","startTime":1353.36,"endTime":1356.3,"body":"guys celebrate female"},{"speaker":"Jack Pearson","startTime":1353.36,"endTime":1356.3,"body":"entrepreneurship. I mean, it's"},{"speaker":"Jack Pearson","startTime":1356.3,"endTime":1361.01,"body":"just like, yeah, we've got that"},{"speaker":"Jack Pearson","startTime":1356.3,"endTime":1361.01,"body":"customer for life. It wasn't"},{"speaker":"Paul J Daly","startTime":1361.01,"endTime":1364.22,"body":"expensive that cost"},{"speaker":"Paul J Daly","startTime":1361.01,"endTime":1364.22,"body":"you like $0 You already printing"},{"speaker":"Paul J Daly","startTime":1364.22,"endTime":1366.62,"body":"a thing, but we potentiality"},{"speaker":"Jack Pearson","startTime":1366.65,"endTime":1368.42,"body":"Yeah, my sales"},{"speaker":"Jack Pearson","startTime":1366.65,"endTime":1368.42,"body":"lady. She just went through so"},{"speaker":"Jack Pearson","startTime":1368.42,"endTime":1370.61,"body":"many different layers of"},{"speaker":"Jack Pearson","startTime":1368.42,"endTime":1370.61,"body":"questions to get there in the"},{"speaker":"Jack Pearson","startTime":1370.61,"endTime":1373.97,"body":"relationship. We do things like"},{"speaker":"Jack Pearson","startTime":1370.61,"endTime":1373.97,"body":"that. I mean,"},{"speaker":"Kyle Mountsier","startTime":1374.12,"endTime":1376.97,"body":"have you read"},{"speaker":"Kyle Mountsier","startTime":1374.12,"endTime":1376.97,"body":"unreasonable hospitality? Their"},{"speaker":"Kyle Mountsier","startTime":1376.97,"endTime":1381.77,"body":"book? Okay. out there. I gotta"},{"speaker":"Kyle Mountsier","startTime":1376.97,"endTime":1381.77,"body":"believe it. Dude is all in."},{"speaker":"Kyle Mountsier","startTime":1381.83,"endTime":1387.29,"body":"Right. Yeah. Yeah, there you go."},{"speaker":"Kyle Mountsier","startTime":1381.83,"endTime":1387.29,"body":"I love it. Yeah, this is like"},{"speaker":"Kyle Mountsier","startTime":1387.29,"endTime":1393.92,"body":"that, that like, that reeks of"},{"speaker":"Kyle Mountsier","startTime":1387.29,"endTime":1393.92,"body":"in a good way of dream weaving"},{"speaker":"Kyle Mountsier","startTime":1393.95,"endTime":1396.86,"body":"of just like being so"},{"speaker":"Kyle Mountsier","startTime":1393.95,"endTime":1396.86,"body":"intentional with a person. And"},{"speaker":"Kyle Mountsier","startTime":1396.86,"endTime":1399.53,"body":"this is what's crazy. Like,"},{"speaker":"Kyle Mountsier","startTime":1396.86,"endTime":1399.53,"body":"yeah, we're talking about it in"},{"speaker":"Kyle Mountsier","startTime":1399.53,"endTime":1404.42,"body":"the in the construct of luxury"},{"speaker":"Kyle Mountsier","startTime":1399.53,"endTime":1404.42,"body":"dealership luxury experience,"},{"speaker":"Kyle Mountsier","startTime":1404.42,"endTime":1408.71,"body":"like Paul just said, that didn't"},{"speaker":"Kyle Mountsier","startTime":1404.42,"endTime":1408.71,"body":"that cost? Like, less than half"},{"speaker":"Kyle Mountsier","startTime":1408.71,"endTime":1413.6,"body":"a penny of ink. Right? Yeah. But"},{"speaker":"Kyle Mountsier","startTime":1408.71,"endTime":1413.6,"body":"change the perspective of this"},{"speaker":"Kyle Mountsier","startTime":1413.6,"endTime":1418.04,"body":"person on your business. You're"},{"speaker":"Kyle Mountsier","startTime":1413.6,"endTime":1418.04,"body":"ever. It's, it's critical. It's"},{"speaker":"Kyle Mountsier","startTime":1418.04,"endTime":1421.19,"body":"incredible. Yeah. And that takes"},{"speaker":"Kyle Mountsier","startTime":1418.04,"endTime":1421.19,"body":"training to recognize to"},{"speaker":"Kyle Mountsier","startTime":1421.19,"endTime":1426.32,"body":"understand to make sure the"},{"speaker":"Kyle Mountsier","startTime":1421.19,"endTime":1426.32,"body":"process is is crafted in a way"},{"speaker":"Kyle Mountsier","startTime":1426.32,"endTime":1430.28,"body":"that allows that to be exposed"},{"speaker":"Kyle Mountsier","startTime":1426.32,"endTime":1430.28,"body":"through the sales, you know, and"},{"speaker":"Kyle Mountsier","startTime":1430.28,"endTime":1434.03,"body":"the purchase journey. So kudos"},{"speaker":"Kyle Mountsier","startTime":1430.28,"endTime":1434.03,"body":"to you for leading your team."},{"speaker":"Kyle Mountsier","startTime":1436.19,"endTime":1441.5,"body":"Well, hey, Jack, we can see why"},{"speaker":"Kyle Mountsier","startTime":1436.19,"endTime":1441.5,"body":"people have selected and the"},{"speaker":"Kyle Mountsier","startTime":1441.5,"endTime":1445.55,"body":"people have spoken in in you"},{"speaker":"Kyle Mountsier","startTime":1441.5,"endTime":1445.55,"body":"leading your team and being"},{"speaker":"Kyle Mountsier","startTime":1445.55,"endTime":1449.24,"body":"nominated as this 40 under 40."},{"speaker":"Kyle Mountsier","startTime":1445.55,"endTime":1449.24,"body":"So kudos on that. I can't wait"},{"speaker":"Kyle Mountsier","startTime":1449.24,"endTime":1452.21,"body":"to see what you do next. Because"},{"speaker":"Kyle Mountsier","startTime":1449.24,"endTime":1452.21,"body":"I feel like I'm going to need"},{"speaker":"Kyle Mountsier","startTime":1452.9,"endTime":1455.45,"body":"someone to like start vlogging"},{"speaker":"Kyle Mountsier","startTime":1452.9,"endTime":1455.45,"body":"what happens in your store"},{"speaker":"Kyle Mountsier","startTime":1455.45,"endTime":1458.6,"body":"because it seems like that's"},{"speaker":"Kyle Mountsier","startTime":1455.45,"endTime":1458.6,"body":"going to be super, you know,"},{"speaker":"Kyle Mountsier","startTime":1458.6,"endTime":1462.14,"body":"something recognizable in our"},{"speaker":"Kyle Mountsier","startTime":1458.6,"endTime":1462.14,"body":"industry. But thanks for"},{"speaker":"Kyle Mountsier","startTime":1462.14,"endTime":1464.39,"body":"spending a little bit of time"},{"speaker":"Kyle Mountsier","startTime":1462.14,"endTime":1464.39,"body":"today here with us on Auto"},{"speaker":"Kyle Mountsier","startTime":1464.39,"endTime":1464.75,"body":"Collabs"},{"speaker":"Jack Pearson","startTime":1464.75,"endTime":1467.03,"body":"so I really"},{"speaker":"Jack Pearson","startTime":1464.75,"endTime":1467.03,"body":"appreciate appreciate you guys"},{"speaker":"Jack Pearson","startTime":1467.03,"endTime":1470.87,"body":"passionate for the industry. I"},{"speaker":"Jack Pearson","startTime":1467.03,"endTime":1470.87,"body":"hope you guys keep exploding."},{"speaker":"Jack Pearson","startTime":1471.32,"endTime":1475.1,"body":"It's cool to see how many"},{"speaker":"Jack Pearson","startTime":1471.32,"endTime":1475.1,"body":"passionate people come on and"},{"speaker":"Jack Pearson","startTime":1475.1,"endTime":1477.89,"body":"viable you guys because that's"},{"speaker":"Jack Pearson","startTime":1475.1,"endTime":1477.89,"body":"what our industry needs"},{"speaker":"Jack Pearson","startTime":1477.89,"endTime":1482.33,"body":"unfortunately don't have the"},{"speaker":"Jack Pearson","startTime":1477.89,"endTime":1482.33,"body":"best reputation you know, it's a"},{"speaker":"Jack Pearson","startTime":1482.33,"endTime":1486.83,"body":"fun, outgoing passionate"},{"speaker":"Jack Pearson","startTime":1482.33,"endTime":1486.83,"body":"industry and I think I think you"},{"speaker":"Jack Pearson","startTime":1486.83,"endTime":1489.56,"body":"know, people like yourselves"},{"speaker":"Jack Pearson","startTime":1486.83,"endTime":1489.56,"body":"like to change changing"},{"speaker":"Paul J Daly","startTime":1489.59,"endTime":1490.4,"body":"one bit at a time."},{"speaker":"Paul J Daly","startTime":1495.56,"endTime":1498.2,"body":"Of course there's a soccer"},{"speaker":"Paul J Daly","startTime":1495.56,"endTime":1498.2,"body":"connection. Guys. I"},{"speaker":"Kyle Mountsier","startTime":1498.2,"endTime":1500.87,"body":"was so happy in"},{"speaker":"Kyle Mountsier","startTime":1498.2,"endTime":1500.87,"body":"that moment. My contention,"},{"speaker":"Kyle Mountsier","startTime":1500.9,"endTime":1504.5,"body":"okay, okay, I'll just I'll only"},{"speaker":"Kyle Mountsier","startTime":1500.9,"endTime":1504.5,"body":"talk about it for a minute we'll"},{"speaker":"Kyle Mountsier","startTime":1504.5,"endTime":1507.53,"body":"move on past this scenario. The"},{"speaker":"Kyle Mountsier","startTime":1504.5,"endTime":1507.53,"body":"soccer thing always gets me"},{"speaker":"Kyle Mountsier","startTime":1507.53,"endTime":1508.28,"body":"excited. Stop"},{"speaker":"Paul J Daly","startTime":1508.28,"endTime":1510.05,"body":"pretending that you"},{"speaker":"Paul J Daly","startTime":1508.28,"endTime":1510.05,"body":"didn't talk about it eight"},{"speaker":"Paul J Daly","startTime":1510.05,"endTime":1513.23,"body":"minutes before we started the"},{"speaker":"Paul J Daly","startTime":1510.05,"endTime":1513.23,"body":"podcast. That is true. But But"},{"speaker":"Paul J Daly","startTime":1513.23,"endTime":1516.95,"body":"granted, in all fairness, if the"},{"speaker":"Paul J Daly","startTime":1513.23,"endTime":1516.95,"body":"person's a Philly fan, you I,"},{"speaker":"Paul J Daly","startTime":1516.95,"endTime":1519.86,"body":"you allow me the same courtesy"},{"speaker":"Paul J Daly","startTime":1516.95,"endTime":1519.86,"body":"of. Yeah, I mean, it's a very"},{"speaker":"Paul J Daly","startTime":1519.86,"endTime":1521.18,"body":"relevant to you conversation if"},{"speaker":"Kyle Mountsier","startTime":1521.18,"endTime":1523.82,"body":"anybody ever"},{"speaker":"Kyle Mountsier","startTime":1521.18,"endTime":1523.82,"body":"took you know, like went to"},{"speaker":"Kyle Mountsier","startTime":1523.82,"endTime":1527.15,"body":"Niagara Falls and stepped foot"},{"speaker":"Kyle Mountsier","startTime":1523.82,"endTime":1527.15,"body":"in Canada, we make we make fun"},{"speaker":"Kyle Mountsier","startTime":1527.15,"endTime":1530.99,"body":"of Microsoft's there it is. It"},{"speaker":"Kyle Mountsier","startTime":1527.15,"endTime":1530.99,"body":"is what it is."},{"speaker":"Paul J Daly","startTime":1531.26,"endTime":1533.21,"body":"Michael Cirillo"},{"speaker":"Paul J Daly","startTime":1531.26,"endTime":1533.21,"body":"makes fun of Canada more than"},{"speaker":"Paul J Daly","startTime":1533.21,"endTime":1535.19,"body":"any American community. That's"},{"speaker":"Paul J Daly","startTime":1533.21,"endTime":1535.19,"body":"kind of"},{"speaker":"Kyle Mountsier","startTime":1535.19,"endTime":1537.53,"body":"true. Yeah,"},{"speaker":"Kyle Mountsier","startTime":1535.19,"endTime":1537.53,"body":"that's true. Well, the other"},{"speaker":"Kyle Mountsier","startTime":1537.53,"endTime":1540.89,"body":"thing that I think well, one, we"},{"speaker":"Kyle Mountsier","startTime":1537.53,"endTime":1540.89,"body":"obviously will get there"},{"speaker":"Kyle Mountsier","startTime":1540.92,"endTime":1544.7,"body":"unreasonable hospitality, this"},{"speaker":"Kyle Mountsier","startTime":1540.92,"endTime":1544.7,"body":"idea of what does a purchase a"},{"speaker":"Kyle Mountsier","startTime":1544.7,"endTime":1547.43,"body":"service process look like that"},{"speaker":"Kyle Mountsier","startTime":1544.7,"endTime":1547.43,"body":"uniquely cares to the"},{"speaker":"Kyle Mountsier","startTime":1547.43,"endTime":1552.23,"body":"individual, beyond just this is"},{"speaker":"Kyle Mountsier","startTime":1547.43,"endTime":1552.23,"body":"the process that we put everyone"},{"speaker":"Kyle Mountsier","startTime":1552.23,"endTime":1555.53,"body":"through. But it's the process"},{"speaker":"Kyle Mountsier","startTime":1552.23,"endTime":1555.53,"body":"that we put everyone through so"},{"speaker":"Kyle Mountsier","startTime":1555.53,"endTime":1560.24,"body":"that we can expose the things"},{"speaker":"Kyle Mountsier","startTime":1555.53,"endTime":1560.24,"body":"that allow us to go above and"},{"speaker":"Kyle Mountsier","startTime":1560.24,"endTime":1564.29,"body":"beyond right, and that it's so"},{"speaker":"Kyle Mountsier","startTime":1560.24,"endTime":1564.29,"body":"expected in his culture, that he"},{"speaker":"Kyle Mountsier","startTime":1564.29,"endTime":1567.8,"body":"would be able to bring someone"},{"speaker":"Kyle Mountsier","startTime":1564.29,"endTime":1567.8,"body":"to the showroom, and look across"},{"speaker":"Kyle Mountsier","startTime":1567.8,"endTime":1571.58,"body":"the showroom and be like, I bet"},{"speaker":"Kyle Mountsier","startTime":1567.8,"endTime":1571.58,"body":"you anything this is going on"},{"speaker":"Kyle Mountsier","startTime":1571.58,"endTime":1575.03,"body":"and then to go inspect it and"},{"speaker":"Kyle Mountsier","startTime":1571.58,"endTime":1575.03,"body":"know that the little thing"},{"speaker":"Kyle Mountsier","startTime":1575.03,"endTime":1578.3,"body":"little card had a unique thing"},{"speaker":"Kyle Mountsier","startTime":1575.03,"endTime":1578.3,"body":"for that customer in that"},{"speaker":"Kyle Mountsier","startTime":1578.3,"endTime":1582.65,"body":"moment. That was for all intents"},{"speaker":"Kyle Mountsier","startTime":1578.3,"endTime":1582.65,"body":"and purposes free. You just had"},{"speaker":"Kyle Mountsier","startTime":1582.65,"endTime":1583.28,"body":"to be aware."},{"speaker":"Paul J Daly","startTime":1584.06,"endTime":1587.09,"body":"I mean, MC you're"},{"speaker":"Paul J Daly","startTime":1584.06,"endTime":1587.09,"body":"about to be part of opening a"},{"speaker":"Paul J Daly","startTime":1587.09,"endTime":1591.92,"body":"dealership that is stating to be"},{"speaker":"Paul J Daly","startTime":1587.09,"endTime":1591.92,"body":"all about customer experience."},{"speaker":"Paul J Daly","startTime":1591.92,"endTime":1593.39,"body":"We'll see Yeah, if you really"},{"speaker":"Paul J Daly","startTime":1591.92,"endTime":1593.39,"body":"want."},{"speaker":"Michael Cirillo","startTime":1596.18,"endTime":1597.38,"body":"But you know"},{"speaker":"Michael Cirillo","startTime":1596.18,"endTime":1597.38,"body":"what, like, when you really"},{"speaker":"Michael Cirillo","startTime":1597.38,"endTime":1601.52,"body":"think about it, the last the"},{"speaker":"Michael Cirillo","startTime":1597.38,"endTime":1601.52,"body":"last three cars that I've"},{"speaker":"Michael Cirillo","startTime":1601.52,"endTime":1605.9,"body":"purchased, and this is gonna"},{"speaker":"Michael Cirillo","startTime":1601.52,"endTime":1605.9,"body":"sound crazy. Some people are"},{"speaker":"Michael Cirillo","startTime":1605.9,"endTime":1609.77,"body":"gonna gnash their teeth. The"},{"speaker":"Michael Cirillo","startTime":1605.9,"endTime":1609.77,"body":"last three cars I've purchased."},{"speaker":"Michael Cirillo","startTime":1610.61,"endTime":1618.89,"body":"Nobody at the dealership thanked"},{"speaker":"Michael Cirillo","startTime":1610.61,"endTime":1618.89,"body":"me. It was always like, Alright"},{"speaker":"Michael Cirillo","startTime":1618.89,"endTime":1622.79,"body":"guys, enjoy your new ride."},{"speaker":"Michael Cirillo","startTime":1618.89,"endTime":1622.79,"body":"Right? It was always one of"},{"speaker":"Michael Cirillo","startTime":1622.79,"endTime":1626.81,"body":"those. Nobody thanked me. It"},{"speaker":"Unknown","startTime":1626.81,"endTime":1627.68,"body":"was sincere."},{"speaker":"Michael Cirillo","startTime":1628.7,"endTime":1632.45,"body":"Were so"},{"speaker":"Michael Cirillo","startTime":1628.7,"endTime":1632.45,"body":"overthinking that the basis of a"},{"speaker":"Michael Cirillo","startTime":1632.45,"endTime":1636.14,"body":"better customer experience could"},{"speaker":"Michael Cirillo","startTime":1632.45,"endTime":1636.14,"body":"look like a genuine handshake."},{"speaker":"Michael Cirillo","startTime":1636.14,"endTime":1640.49,"body":"Look in the eyes and say, Hey,"},{"speaker":"Michael Cirillo","startTime":1636.14,"endTime":1640.49,"body":"thank you so much for choosing"},{"speaker":"Michael Cirillo","startTime":1640.49,"endTime":1642.56,"body":"us. We know there's a lot of"},{"speaker":"Michael Cirillo","startTime":1640.49,"endTime":1642.56,"body":"options out there. It means the"},{"speaker":"Michael Cirillo","startTime":1642.56,"endTime":1646.94,"body":"world to me. Yeah. And I"},{"speaker":"Michael Cirillo","startTime":1642.56,"endTime":1646.94,"body":"sincerely appreciate you. Yeah,"},{"speaker":"Michael Cirillo","startTime":1647.0,"endTime":1647.12,"body":"I"},{"speaker":"Unknown","startTime":1647.12,"endTime":1648.68,"body":"don't know how solid"},{"speaker":"Unknown","startTime":1647.12,"endTime":1648.68,"body":"today's episode."},{"speaker":"Paul J Daly","startTime":1649.67,"endTime":1651.65,"body":"I think we should"},{"speaker":"Paul J Daly","startTime":1649.67,"endTime":1651.65,"body":"think I feel like now we should"},{"speaker":"Paul J Daly","startTime":1651.65,"endTime":1654.86,"body":"thank people for listening to"},{"speaker":"Paul J Daly","startTime":1651.65,"endTime":1654.86,"body":"this podcast. We think you you"},{"speaker":"Paul J Daly","startTime":1654.86,"endTime":1657.95,"body":"have more options in podcast"},{"speaker":"Paul J Daly","startTime":1654.86,"endTime":1657.95,"body":"than people do in cars. Let's"},{"speaker":"Paul J Daly","startTime":1657.95,"endTime":1661.31,"body":"just put it that way. So we want"},{"speaker":"Paul J Daly","startTime":1657.95,"endTime":1661.31,"body":"to thank you on behalf of Kyle"},{"speaker":"Paul J Daly","startTime":1661.31,"endTime":1664.82,"body":"Mountsier Michael Cirillo the"},{"speaker":"Paul J Daly","startTime":1661.31,"endTime":1664.82,"body":"whole asoto team. By the way,"},{"speaker":"Paul J Daly","startTime":1664.82,"endTime":1667.31,"body":"our producer Nathan, I feel like"},{"speaker":"Paul J Daly","startTime":1664.82,"endTime":1667.31,"body":"we need to go down the list now."},{"speaker":"Paul J Daly","startTime":1667.73,"endTime":1670.64,"body":"We work really hard to put this"},{"speaker":"Paul J Daly","startTime":1667.73,"endTime":1670.64,"body":"stuff on so you can watch it. So"},{"speaker":"Paul J Daly","startTime":1670.64,"endTime":1673.04,"body":"thank you for watching and"},{"speaker":"Paul J Daly","startTime":1670.64,"endTime":1673.04,"body":"listening. We'll see you next"},{"speaker":"Paul J Daly","startTime":1673.04,"endTime":1674.51,"body":"time on Auto Collabs."},{"speaker":"Unknown","startTime":1675.11,"endTime":1678.53,"body":"Sign up for our free"},{"speaker":"Unknown","startTime":1675.11,"endTime":1678.53,"body":"and fun to read daily email for"},{"speaker":"Unknown","startTime":1678.53,"endTime":1682.37,"body":"a free shot of relevant news and"},{"speaker":"Unknown","startTime":1678.53,"endTime":1682.37,"body":"automotive, retail media and pop"},{"speaker":"Unknown","startTime":1682.37,"endTime":1687.5,"body":"culture. You can get it"},{"speaker":"Unknown","startTime":1682.37,"endTime":1687.5,"body":"now@asotu.com That's ASOTU.com"},{"speaker":"Unknown","startTime":1687.98,"endTime":1691.49,"body":"If you love this podcast, please"},{"speaker":"Unknown","startTime":1687.98,"endTime":1691.49,"body":"leave us a review and share it"},{"speaker":"Unknown","startTime":1691.49,"endTime":1694.52,"body":"with a friend. Thanks again for"},{"speaker":"Unknown","startTime":1691.49,"endTime":1694.52,"body":"listening. We'll see you next"},{"speaker":"Unknown","startTime":1694.52,"endTime":1694.73,"body":"time."},{"speaker":"Unknown","startTime":1706.19,"endTime":1711.41,"body":"Welcome to recording"}]}