{"version":"1.0.0","segments":[{"speaker":"Paul J Daly","startTime":0.0,"endTime":3.66,"body":"Have you ever been"},{"speaker":"Paul J Daly","startTime":0.0,"endTime":3.66,"body":"friends with a note taker?"},{"speaker":"Unknown","startTime":9.6,"endTime":12.84,"body":"This is Auto Collabs,"},{"speaker":"Unknown","startTime":9.6,"endTime":12.84,"body":"like someone who takes notes a"},{"speaker":"Unknown","startTime":12.84,"endTime":17.1,"body":"lot crazy people, people,"},{"speaker":"Unknown","startTime":12.84,"endTime":17.1,"body":"Michael."},{"speaker":"Paul J Daly","startTime":19.44,"endTime":21.62,"body":"Michael, you are"},{"speaker":"Paul J Daly","startTime":19.44,"endTime":21.62,"body":"one of the biggest note takers"},{"speaker":"Paul J Daly","startTime":21.62,"endTime":22.58,"body":"I've ever known."},{"speaker":"Unknown","startTime":23.3,"endTime":24.5,"body":"It's unbelievable."},{"speaker":"Paul J Daly","startTime":24.98,"endTime":27.32,"body":"Oh, there comes"},{"speaker":"Paul J Daly","startTime":24.98,"endTime":27.32,"body":"another one full of notes and"},{"speaker":"Paul J Daly","startTime":27.32,"endTime":31.46,"body":"another note pad. I gotta say"},{"speaker":"Paul J Daly","startTime":27.32,"endTime":31.46,"body":"there's notes about where you"},{"speaker":"Paul J Daly","startTime":31.46,"endTime":34.82,"body":"take notes. Like, you know,"},{"speaker":"Paul J Daly","startTime":31.46,"endTime":34.82,"body":"we're a good place to he's like,"},{"speaker":"Paul J Daly","startTime":34.82,"endTime":36.08,"body":"dear note. I'm"},{"speaker":"Michael Cirillo","startTime":36.08,"endTime":37.94,"body":"not kidding"},{"speaker":"Michael Cirillo","startTime":36.08,"endTime":37.94,"body":"you, if we pulled up my YouTube"},{"speaker":"Michael Cirillo","startTime":37.94,"endTime":41.8,"body":"right now, there would be videos"},{"speaker":"Michael Cirillo","startTime":37.94,"endTime":41.8,"body":"about how to organize notes"},{"speaker":"Michael Cirillo","startTime":41.8,"endTime":42.64,"body":"better, like that"},{"speaker":"Kyle Mountsier","startTime":43.72,"endTime":46.12,"body":"little thing"},{"speaker":"Kyle Mountsier","startTime":43.72,"endTime":46.12,"body":"that records your whole life"},{"speaker":"Unknown","startTime":46.24,"endTime":49.06,"body":"is also taking notes"},{"speaker":"Unknown","startTime":46.24,"endTime":49.06,"body":"for me. Guys, unbelievable."},{"speaker":"Kyle Mountsier","startTime":50.2,"endTime":52.6,"body":"Oh, do you ever"},{"speaker":"Kyle Mountsier","startTime":50.2,"endTime":52.6,"body":"have time to go back and listen"},{"speaker":"Kyle Mountsier","startTime":52.6,"endTime":55.66,"body":"to your notes so you can take to"},{"speaker":"Kyle Mountsier","startTime":52.6,"endTime":55.66,"body":"your notes to"},{"speaker":"Michael Cirillo","startTime":55.66,"endTime":58.0,"body":"extract all the"},{"speaker":"Michael Cirillo","startTime":55.66,"endTime":58.0,"body":"action items for me, then they"},{"speaker":"Michael Cirillo","startTime":58.06,"endTime":59.02,"body":"make their way into our"},{"speaker":"Kyle Mountsier","startTime":59.38,"endTime":61.92,"body":"projects, though"},{"speaker":"Kyle Mountsier","startTime":59.38,"endTime":61.92,"body":"I, you know, I there's been"},{"speaker":"Kyle Mountsier","startTime":62.22,"endTime":65.1,"body":"times in my life where I take a"},{"speaker":"Kyle Mountsier","startTime":62.22,"endTime":65.1,"body":"lot more notes, and it is like"},{"speaker":"Kyle Mountsier","startTime":65.1,"endTime":68.88,"body":"the tactile memory that you get"},{"speaker":"Kyle Mountsier","startTime":65.1,"endTime":68.88,"body":"from, like, actually writing"},{"speaker":"Kyle Mountsier","startTime":68.88,"endTime":72.0,"body":"down. 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I notice when I take"},{"speaker":"Michael Cirillo","startTime":117.64,"endTime":120.04,"body":"handwritten notes, my retention"},{"speaker":"Michael Cirillo","startTime":117.64,"endTime":120.04,"body":"is through the roof when it's"},{"speaker":"Michael Cirillo","startTime":120.76,"endTime":122.16,"body":"retain nothing. Dude, you're"},{"speaker":"Paul J Daly","startTime":122.16,"endTime":124.08,"body":"so right, because"},{"speaker":"Paul J Daly","startTime":122.16,"endTime":124.08,"body":"you can type literally"},{"speaker":"Paul J Daly","startTime":124.08,"endTime":128.58,"body":"thoughtlessly, yeah, like this."},{"speaker":"Paul J Daly","startTime":124.08,"endTime":128.58,"body":"I have to people usually see"},{"speaker":"Paul J Daly","startTime":128.58,"endTime":131.04,"body":"that as a benefit. I could type"},{"speaker":"Paul J Daly","startTime":128.58,"endTime":131.04,"body":"notes without even thinking"},{"speaker":"Paul J Daly","startTime":131.04,"endTime":131.88,"body":"about it fun,"},{"speaker":"Unknown","startTime":131.88,"endTime":134.76,"body":"cycles like, ah, that's"},{"speaker":"Unknown","startTime":131.88,"endTime":134.76,"body":"the problem. Somebody"},{"speaker":"Michael Cirillo","startTime":134.76,"endTime":136.5,"body":"tried to talk"},{"speaker":"Michael Cirillo","startTime":134.76,"endTime":136.5,"body":"me out of this once. You"},{"speaker":"Michael Cirillo","startTime":136.5,"endTime":139.62,"body":"probably can't see these, but I"},{"speaker":"Michael Cirillo","startTime":136.5,"endTime":139.62,"body":"write in cursive too. I did"},{"speaker":"Paul J Daly","startTime":139.62,"endTime":141.14,"body":"notice that. 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There's"},{"speaker":"Michael Cirillo","startTime":148.64,"endTime":152.06,"body":"going to be a day when I pass"},{"speaker":"Michael Cirillo","startTime":152.06,"endTime":154.7,"body":"away and my kids are going to"},{"speaker":"Michael Cirillo","startTime":152.06,"endTime":154.7,"body":"pick up whatever collection,"},{"speaker":"Michael Cirillo","startTime":154.7,"endTime":156.02,"body":"data, collection, okay,"},{"speaker":"Paul J Daly","startTime":156.02,"endTime":158.66,"body":"this is your dream."},{"speaker":"Paul J Daly","startTime":156.02,"endTime":158.66,"body":"Yeah, you're like, and"},{"speaker":"Unknown","startTime":158.72,"endTime":159.44,"body":"delete."},{"speaker":"Unknown","startTime":161.3,"endTime":167.38,"body":"They're like, AI, summarize this"},{"speaker":"Unknown","startTime":161.3,"endTime":167.38,"body":"in five words. Michael, dad,"},{"speaker":"Unknown","startTime":168.04,"endTime":170.86,"body":"cupcake. Good. Dad, love"},{"speaker":"Unknown","startTime":168.04,"endTime":170.86,"body":"cupcake."},{"speaker":"Michael Cirillo","startTime":170.92,"endTime":173.2,"body":"Feed this to"},{"speaker":"Michael Cirillo","startTime":170.92,"endTime":173.2,"body":"AI, make a summary, and it's"},{"speaker":"Michael Cirillo","startTime":173.2,"endTime":176.38,"body":"gonna be like your father was"},{"speaker":"Michael Cirillo","startTime":173.2,"endTime":176.38,"body":"always enraged."},{"speaker":"Paul J Daly","startTime":179.14,"endTime":181.92,"body":"Okay, go. One more"},{"speaker":"Paul J Daly","startTime":179.14,"endTime":181.92,"body":"sentence you never knew."},{"speaker":"Kyle Mountsier","startTime":182.16,"endTime":185.94,"body":"You never knew."},{"speaker":"Kyle Mountsier","startTime":182.16,"endTime":185.94,"body":"Well, we don't, never knew David"},{"speaker":"Kyle Mountsier","startTime":186.12,"endTime":190.14,"body":"Steinberg, who's who is joining"},{"speaker":"Kyle Mountsier","startTime":186.12,"endTime":190.14,"body":"us again for Auto Collabs today."},{"speaker":"Kyle Mountsier","startTime":190.14,"endTime":192.54,"body":"We'd love having conversations"},{"speaker":"Kyle Mountsier","startTime":190.14,"endTime":192.54,"body":"with him, because he's dialed"},{"speaker":"Kyle Mountsier","startTime":192.54,"endTime":195.3,"body":"in. He's smart cat, and he's"},{"speaker":"Kyle Mountsier","startTime":192.54,"endTime":195.3,"body":"been building stuff in auto for"},{"speaker":"Kyle Mountsier","startTime":195.3,"endTime":198.36,"body":"a while, so he knows what's up."},{"speaker":"Kyle Mountsier","startTime":195.3,"endTime":198.36,"body":"We hope you enjoy this"},{"speaker":"Kyle Mountsier","startTime":198.36,"endTime":201.56,"body":"conversation, and we promise"},{"speaker":"Kyle Mountsier","startTime":198.36,"endTime":201.56,"body":"Michael Michael will take notes."},{"speaker":"Michael Cirillo","startTime":205.4,"endTime":207.8,"body":"All right, here"},{"speaker":"Michael Cirillo","startTime":205.4,"endTime":207.8,"body":"we are another episode of Auto"},{"speaker":"Michael Cirillo","startTime":207.8,"endTime":210.56,"body":"Collabs. We all know Dave"},{"speaker":"Michael Cirillo","startTime":207.8,"endTime":210.56,"body":"Steinberg from four eyes. Thanks"},{"speaker":"Michael Cirillo","startTime":210.56,"endTime":213.14,"body":"so much for joining us today,"},{"speaker":"Michael Cirillo","startTime":210.56,"endTime":213.14,"body":"pal. Hey, thank you for having"},{"speaker":"Michael Cirillo","startTime":213.14,"endTime":216.14,"body":"me. Great to be here again. We"},{"speaker":"Michael Cirillo","startTime":213.14,"endTime":216.14,"body":"were just chatting pre show, and"},{"speaker":"Michael Cirillo","startTime":216.14,"endTime":218.66,"body":"I just got to get this out of"},{"speaker":"Michael Cirillo","startTime":216.14,"endTime":218.66,"body":"the way, because now I'm"},{"speaker":"Michael Cirillo","startTime":218.66,"endTime":222.64,"body":"flattered that you have been you"},{"speaker":"Michael Cirillo","startTime":218.66,"endTime":222.64,"body":"might be the only person I've"},{"speaker":"Michael Cirillo","startTime":222.64,"endTime":225.88,"body":"talked to, except for the"},{"speaker":"Michael Cirillo","startTime":222.64,"endTime":225.88,"body":"people, of course, that I grew"},{"speaker":"Michael Cirillo","startTime":225.88,"endTime":228.46,"body":"up with, that lived in this"},{"speaker":"Michael Cirillo","startTime":225.88,"endTime":228.46,"body":"area, who know where I come"},{"speaker":"Michael Cirillo","startTime":228.46,"endTime":231.04,"body":"from. You have been to the"},{"speaker":"Michael Cirillo","startTime":228.46,"endTime":231.04,"body":"place,"},{"speaker":"David Steinberg","startTime":231.04,"endTime":233.62,"body":"the Vernon,"},{"speaker":"David Steinberg","startTime":231.04,"endTime":233.62,"body":"Kelowna, that whole uh, region,"},{"speaker":"David Steinberg","startTime":233.62,"endTime":235.18,"body":"interior. BC, it's amazing up"},{"speaker":"David Steinberg","startTime":233.62,"endTime":235.18,"body":"there."},{"speaker":"Kyle Mountsier","startTime":235.54,"endTime":239.02,"body":"This is just an"},{"speaker":"Kyle Mountsier","startTime":235.54,"endTime":239.02,"body":"injection from the side. You"},{"speaker":"Kyle Mountsier","startTime":239.02,"endTime":242.34,"body":"answered a questionnaire that"},{"speaker":"Kyle Mountsier","startTime":239.02,"endTime":242.34,"body":"said you were in a like, scary"},{"speaker":"Kyle Mountsier","startTime":242.34,"endTime":247.38,"body":"movie, zombie thriller. Thing"},{"speaker":"Kyle Mountsier","startTime":242.34,"endTime":247.38,"body":"was that a mess? Were you"},{"speaker":"Kyle Mountsier","startTime":247.38,"endTime":248.52,"body":"messing with us?"},{"speaker":"David Steinberg","startTime":250.68,"endTime":253.2,"body":"Buddy of mine,"},{"speaker":"David Steinberg","startTime":250.68,"endTime":253.2,"body":"a buddy of mine, just filmed a"},{"speaker":"David Steinberg","startTime":253.2,"endTime":256.44,"body":"thriller. Filmed a it was a real"},{"speaker":"David Steinberg","startTime":253.2,"endTime":256.44,"body":"deal. It was a real budget."},{"speaker":"David Steinberg","startTime":256.5,"endTime":260.76,"body":"Movie was shooting in LA, New"},{"speaker":"David Steinberg","startTime":256.5,"endTime":260.76,"body":"Orleans, and he was trying to"},{"speaker":"David Steinberg","startTime":260.76,"endTime":263.9,"body":"get me. He wrote a part for me."},{"speaker":"David Steinberg","startTime":260.76,"endTime":263.9,"body":"I was a child actor. Went way"},{"speaker":"David Steinberg","startTime":263.9,"endTime":266.06,"body":"back when he wrote a part for"},{"speaker":"David Steinberg","startTime":263.9,"endTime":266.06,"body":"me, like, I want you to be the"},{"speaker":"David Steinberg","startTime":266.06,"endTime":269.06,"body":"dad. Like, I don't have time to"},{"speaker":"David Steinberg","startTime":266.06,"endTime":269.06,"body":"be the dad. It was too many days"},{"speaker":"David Steinberg","startTime":269.06,"endTime":271.28,"body":"in LA shooting. I was like, I"},{"speaker":"David Steinberg","startTime":269.06,"endTime":271.28,"body":"don't have time to do that. And"},{"speaker":"David Steinberg","startTime":271.4,"endTime":273.74,"body":"so then he called me. He's like,"},{"speaker":"David Steinberg","startTime":271.4,"endTime":273.74,"body":"I got this part for you. You"},{"speaker":"David Steinberg","startTime":273.74,"endTime":276.74,"body":"can, we need to do a reshoot of"},{"speaker":"David Steinberg","startTime":273.74,"endTime":276.74,"body":"the origin story of the killer,"},{"speaker":"David Steinberg","startTime":276.74,"endTime":280.4,"body":"and we want, I want you to play"},{"speaker":"David Steinberg","startTime":276.74,"endTime":280.4,"body":"it. Oh, so nice. I did that."},{"speaker":"David Steinberg","startTime":280.4,"endTime":282.16,"body":"Yeah, it was, it was great."},{"speaker":"David Steinberg","startTime":280.4,"endTime":282.16,"body":"You're the"},{"speaker":"Paul J Daly","startTime":282.16,"endTime":284.92,"body":"killer. Before he"},{"speaker":"Paul J Daly","startTime":282.16,"endTime":284.92,"body":"realized he was a killer, yeah,"},{"speaker":"Paul J Daly","startTime":285.4,"endTime":289.24,"body":"things on fire, staring at"},{"speaker":"Paul J Daly","startTime":285.4,"endTime":289.24,"body":"people too long, yeah. So"},{"speaker":"David Steinberg","startTime":289.24,"endTime":291.82,"body":"I came out of"},{"speaker":"David Steinberg","startTime":289.24,"endTime":291.82,"body":"my acting retirement 30 years"},{"speaker":"David Steinberg","startTime":291.82,"endTime":292.96,"body":"later, and got"},{"speaker":"Paul J Daly","startTime":292.96,"endTime":295.6,"body":"to play the when,"},{"speaker":"Paul J Daly","startTime":292.96,"endTime":295.6,"body":"when? When can we see this movie"},{"speaker":"Paul J Daly","startTime":295.6,"endTime":296.56,"body":"in theaters? You know, I"},{"speaker":"David Steinberg","startTime":296.56,"endTime":299.2,"body":"don't know."},{"speaker":"David Steinberg","startTime":296.56,"endTime":299.2,"body":"They just, they just sold a"},{"speaker":"David Steinberg","startTime":299.38,"endTime":302.58,"body":"bunch of right? 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I"},{"speaker":"Paul J Daly","startTime":313.56,"endTime":314.34,"body":"have a profile,"},{"speaker":"David Steinberg","startTime":314.34,"endTime":317.1,"body":"maybe under my"},{"speaker":"David Steinberg","startTime":314.34,"endTime":317.1,"body":"stage name, which I'm not going"},{"speaker":"David Steinberg","startTime":317.1,"endTime":318.06,"body":"to tell you today,"},{"speaker":"Unknown","startTime":318.42,"endTime":319.14,"body":"yeah,"},{"speaker":"Unknown","startTime":321.0,"endTime":324.2,"body":"because I would be looking it up"},{"speaker":"Unknown","startTime":321.0,"endTime":324.2,"body":"while, yeah, okay,"},{"speaker":"Unknown","startTime":324.38,"endTime":324.62,"body":"I had"},{"speaker":"David Steinberg","startTime":324.62,"endTime":325.88,"body":"to have a"},{"speaker":"David Steinberg","startTime":324.62,"endTime":325.88,"body":"different name, because"},{"speaker":"Kyle Mountsier","startTime":326.48,"endTime":328.76,"body":"deep research"},{"speaker":"Kyle Mountsier","startTime":326.48,"endTime":328.76,"body":"tell me,"},{"speaker":"David Steinberg","startTime":330.32,"endTime":332.24,"body":"in the Screen"},{"speaker":"David Steinberg","startTime":330.32,"endTime":332.24,"body":"Actors Guild, you can't have two"},{"speaker":"David Steinberg","startTime":332.24,"endTime":335.36,"body":"people with the same name. And"},{"speaker":"David Steinberg","startTime":332.24,"endTime":335.36,"body":"when I was a kid and I got cast"},{"speaker":"David Steinberg","startTime":335.36,"endTime":339.26,"body":"in a show and got into sag you,"},{"speaker":"David Steinberg","startTime":335.36,"endTime":339.26,"body":"they had, they were like, you"},{"speaker":"David Steinberg","startTime":339.26,"endTime":343.06,"body":"either have to be David L"},{"speaker":"David Steinberg","startTime":339.26,"endTime":343.06,"body":"Steinberg or change your name."},{"speaker":"David Steinberg","startTime":343.06,"endTime":345.46,"body":"And my agent was, like, your"},{"speaker":"David Steinberg","startTime":343.06,"endTime":345.46,"body":"name's really Jewish. Like, you"},{"speaker":"David Steinberg","startTime":345.46,"endTime":348.1,"body":"need to change your name. You're"},{"speaker":"David Steinberg","startTime":345.46,"endTime":348.1,"body":"gonna get typecast as the Jewish"},{"speaker":"David Steinberg","startTime":348.1,"endTime":354.4,"body":"kid on every everything you do"},{"speaker":"David Steinberg","startTime":348.1,"endTime":354.4,"body":"change my name. Okay,"},{"speaker":"Kyle Mountsier","startTime":361.06,"endTime":363.0,"body":"so this is"},{"speaker":"Kyle Mountsier","startTime":361.06,"endTime":363.0,"body":"actually all super relevant,"},{"speaker":"Kyle Mountsier","startTime":363.0,"endTime":367.98,"body":"because, like, origin stories"},{"speaker":"Kyle Mountsier","startTime":363.0,"endTime":367.98,"body":"typecast, like the data around"},{"speaker":"Kyle Mountsier","startTime":367.98,"endTime":371.22,"body":"what you've been working on"},{"speaker":"Kyle Mountsier","startTime":367.98,"endTime":371.22,"body":"since your early days in auto"},{"speaker":"Kyle Mountsier","startTime":371.22,"endTime":374.88,"body":"without appearance, and then"},{"speaker":"Kyle Mountsier","startTime":371.22,"endTime":374.88,"body":"bringing four eyes to the market"},{"speaker":"Kyle Mountsier","startTime":375.12,"endTime":380.66,"body":"is a lot about, like fishing out"},{"speaker":"Kyle Mountsier","startTime":375.12,"endTime":380.66,"body":"the deeper thing, like figuring"},{"speaker":"Kyle Mountsier","startTime":380.66,"endTime":384.44,"body":"out where, what makes people"},{"speaker":"Kyle Mountsier","startTime":380.66,"endTime":384.44,"body":"tick, what's going on, how to"},{"speaker":"Kyle Mountsier","startTime":384.44,"endTime":388.52,"body":"ingest that data and then relate"},{"speaker":"Kyle Mountsier","startTime":384.44,"endTime":388.52,"body":"it to, like, what needs to"},{"speaker":"Kyle Mountsier","startTime":388.52,"endTime":392.12,"body":"happen in the showroom or in the"},{"speaker":"Kyle Mountsier","startTime":388.52,"endTime":392.12,"body":"BDC or things like that. I'd"},{"speaker":"Kyle Mountsier","startTime":392.12,"endTime":396.38,"body":"love for you to, like, go to the"},{"speaker":"Kyle Mountsier","startTime":392.12,"endTime":396.38,"body":"origin story of why you began"},{"speaker":"Kyle Mountsier","startTime":396.38,"endTime":400.84,"body":"creating tools. Yeah. See data"},{"speaker":"Kyle Mountsier","startTime":396.38,"endTime":400.84,"body":"in a"},{"speaker":"David Steinberg","startTime":400.84,"endTime":403.06,"body":"different way."},{"speaker":"David Steinberg","startTime":400.84,"endTime":403.06,"body":"Yeah. I mean, I think at its"},{"speaker":"David Steinberg","startTime":403.06,"endTime":407.02,"body":"core, like, you know, my"},{"speaker":"David Steinberg","startTime":403.06,"endTime":407.02,"body":"background before at parents and"},{"speaker":"David Steinberg","startTime":407.02,"endTime":410.02,"body":"before four eyes, I had a I had"},{"speaker":"David Steinberg","startTime":407.02,"endTime":410.02,"body":"a software company. I was a came"},{"speaker":"David Steinberg","startTime":410.02,"endTime":412.96,"body":"from the software field, and we"},{"speaker":"David Steinberg","startTime":410.02,"endTime":412.96,"body":"built a software package for the"},{"speaker":"David Steinberg","startTime":412.96,"endTime":416.2,"body":"lumber industry that's still in"},{"speaker":"David Steinberg","startTime":412.96,"endTime":416.2,"body":"business 25 years later today."},{"speaker":"David Steinberg","startTime":416.74,"endTime":420.96,"body":"And I left that company to start"},{"speaker":"David Steinberg","startTime":416.74,"endTime":420.96,"body":"my own Lumber Company, and I"},{"speaker":"David Steinberg","startTime":420.96,"endTime":422.64,"body":"started my own Lumber Company,"},{"speaker":"David Steinberg","startTime":420.96,"endTime":422.64,"body":"and I"},{"speaker":"Paul J Daly","startTime":422.64,"endTime":425.16,"body":"built, okay, you"},{"speaker":"Paul J Daly","startTime":422.64,"endTime":425.16,"body":"went from lumber software to"},{"speaker":"Paul J Daly","startTime":425.16,"endTime":426.72,"body":"actual lumber, yeah, because I"},{"speaker":"Paul J Daly","startTime":425.16,"endTime":426.72,"body":"wanted"},{"speaker":"David Steinberg","startTime":426.72,"endTime":428.46,"body":"to see if I"},{"speaker":"David Steinberg","startTime":426.72,"endTime":428.46,"body":"could do the things that I was"},{"speaker":"David Steinberg","startTime":428.46,"endTime":431.88,"body":"telling people to do. So I was"},{"speaker":"David Steinberg","startTime":428.46,"endTime":431.88,"body":"like, right package. I'm telling"},{"speaker":"David Steinberg","startTime":431.88,"endTime":435.66,"body":"people to do this. I should try"},{"speaker":"David Steinberg","startTime":431.88,"endTime":435.66,"body":"it myself. And so I built my own"},{"speaker":"David Steinberg","startTime":435.66,"endTime":438.42,"body":"Lumber Company. Didn't use my"},{"speaker":"David Steinberg","startTime":435.66,"endTime":438.42,"body":"software at all. Ironically,"},{"speaker":"David Steinberg","startTime":441.12,"endTime":447.08,"body":"realize, but, but ended up"},{"speaker":"David Steinberg","startTime":441.12,"endTime":447.08,"body":"building what is, what became"},{"speaker":"David Steinberg","startTime":447.08,"endTime":450.26,"body":"the first prototype before us,"},{"speaker":"David Steinberg","startTime":447.08,"endTime":450.26,"body":"which was, like the idea of,"},{"speaker":"David Steinberg","startTime":450.26,"endTime":453.56,"body":"like, using the data that was"},{"speaker":"David Steinberg","startTime":450.26,"endTime":453.56,"body":"shoppers were doing on my"},{"speaker":"David Steinberg","startTime":453.56,"endTime":459.32,"body":"website to sell better. And as"},{"speaker":"David Steinberg","startTime":453.56,"endTime":459.32,"body":"time has gone on, you know, I'm"},{"speaker":"David Steinberg","startTime":459.32,"endTime":462.16,"body":"really into the idea of sales"},{"speaker":"David Steinberg","startTime":459.32,"endTime":462.16,"body":"enablement, which is, how do you"},{"speaker":"David Steinberg","startTime":462.16,"endTime":465.64,"body":"make sales people more"},{"speaker":"David Steinberg","startTime":462.16,"endTime":465.64,"body":"efficient, more effective? What"},{"speaker":"David Steinberg","startTime":465.64,"endTime":469.3,"body":"are you doing? I think that,"},{"speaker":"David Steinberg","startTime":465.64,"endTime":469.3,"body":"like in the in the sale, auto"},{"speaker":"David Steinberg","startTime":469.3,"endTime":472.96,"body":"sales is inventory, marketing,"},{"speaker":"David Steinberg","startTime":469.3,"endTime":472.96,"body":"sales process. There's no such"},{"speaker":"David Steinberg","startTime":472.96,"endTime":476.2,"body":"thing as a great dealer with bad"},{"speaker":"David Steinberg","startTime":472.96,"endTime":476.2,"body":"sales process, right? So, so"},{"speaker":"David Steinberg","startTime":476.2,"endTime":478.96,"body":"sales process is a universal"},{"speaker":"David Steinberg","startTime":476.2,"endTime":478.96,"body":"thing that you have to have to"},{"speaker":"David Steinberg","startTime":478.96,"endTime":481.86,"body":"be a great dealership, and it's"},{"speaker":"David Steinberg","startTime":478.96,"endTime":481.86,"body":"where people spend the least"},{"speaker":"David Steinberg","startTime":481.86,"endTime":483.84,"body":"amount of time, because it's the"},{"speaker":"David Steinberg","startTime":481.86,"endTime":483.84,"body":"hardest. So"},{"speaker":"Unknown","startTime":483.84,"endTime":486.12,"body":"it's probably, you know"},{"speaker":"Unknown","startTime":483.84,"endTime":486.12,"body":"what, but they can have bad"},{"speaker":"Unknown","startTime":486.12,"endTime":487.62,"body":"marketing. You"},{"speaker":"David Steinberg","startTime":487.62,"endTime":489.3,"body":"can be a great"},{"speaker":"David Steinberg","startTime":487.62,"endTime":489.3,"body":"dealer with that marketing."},{"speaker":"David Steinberg","startTime":489.3,"endTime":493.44,"body":"Truth, you can absolutely be a"},{"speaker":"David Steinberg","startTime":489.3,"endTime":493.44,"body":"great dealer with that"},{"speaker":"David Steinberg","startTime":493.44,"endTime":493.92,"body":"marketing."},{"speaker":"Kyle Mountsier","startTime":494.1,"endTime":496.08,"body":"I wonder if."},{"speaker":"Kyle Mountsier","startTime":494.1,"endTime":496.08,"body":"Okay, so you said inventory,"},{"speaker":"Kyle Mountsier","startTime":496.08,"endTime":498.6,"body":"marketing, sales process. Let's"},{"speaker":"Kyle Mountsier","startTime":496.08,"endTime":498.6,"body":"just like, inspect this real"},{"speaker":"Kyle Mountsier","startTime":498.6,"endTime":503.12,"body":"quick. Bad marketing. Seen it?"},{"speaker":"Kyle Mountsier","startTime":498.6,"endTime":503.12,"body":"Bad website, great dealer, large"},{"speaker":"Kyle Mountsier","startTime":503.12,"endTime":506.18,"body":"volume. Dealer, bad website,"},{"speaker":"Kyle Mountsier","startTime":503.12,"endTime":506.18,"body":"terrible marketing, right? No,"},{"speaker":"Kyle Mountsier","startTime":506.3,"endTime":512.54,"body":"I've bad inventory. I think at"},{"speaker":"Kyle Mountsier","startTime":506.3,"endTime":512.54,"body":"some level you could argue maybe"},{"speaker":"Kyle Mountsier","startTime":512.54,"endTime":515.24,"body":"bad inventory, right over,"},{"speaker":"Kyle Mountsier","startTime":512.54,"endTime":515.24,"body":"bloated, a little bit too much"},{"speaker":"Kyle Mountsier","startTime":515.24,"endTime":518.42,"body":"inventory, low turn, things like"},{"speaker":"Kyle Mountsier","startTime":515.24,"endTime":518.42,"body":"that. But have figured out"},{"speaker":"Kyle Mountsier","startTime":518.42,"endTime":522.28,"body":"volume, right? Have figured out"},{"speaker":"Kyle Mountsier","startTime":518.42,"endTime":522.28,"body":"this, but sales process, I think"},{"speaker":"Kyle Mountsier","startTime":522.28,"endTime":525.28,"body":"you're actually right. Yes, I"},{"speaker":"Kyle Mountsier","startTime":522.28,"endTime":525.28,"body":"don't think, I don't think you"},{"speaker":"Kyle Mountsier","startTime":525.28,"endTime":528.4,"body":"can overcome bad sales process"},{"speaker":"Kyle Mountsier","startTime":525.28,"endTime":528.4,"body":"with great marketing and great"},{"speaker":"Kyle Mountsier","startTime":528.4,"endTime":529.42,"body":"inventory, exactly,"},{"speaker":"David Steinberg","startTime":529.42,"endTime":531.1,"body":"and I think,"},{"speaker":"David Steinberg","startTime":529.42,"endTime":531.1,"body":"and we'll talk about this a"},{"speaker":"David Steinberg","startTime":531.1,"endTime":533.56,"body":"little bit more, but the auto"},{"speaker":"David Steinberg","startTime":531.1,"endTime":533.56,"body":"industry is completely over"},{"speaker":"David Steinberg","startTime":533.56,"endTime":537.58,"body":"served on marketing. And the"},{"speaker":"David Steinberg","startTime":533.56,"endTime":537.58,"body":"reason primarily is because"},{"speaker":"David Steinberg","startTime":537.58,"endTime":540.48,"body":"marketing is a thing where"},{"speaker":"David Steinberg","startTime":537.58,"endTime":540.48,"body":"you're a vendor and I can take"},{"speaker":"David Steinberg","startTime":540.48,"endTime":543.66,"body":"your money, and I don't need to"},{"speaker":"David Steinberg","startTime":540.48,"endTime":543.66,"body":"ask anything of you, very little"},{"speaker":"David Steinberg","startTime":544.38,"endTime":546.96,"body":"of you, right? So I get just to"},{"speaker":"David Steinberg","startTime":544.38,"endTime":546.96,"body":"go here, give me your money. I'm"},{"speaker":"David Steinberg","startTime":546.96,"endTime":550.26,"body":"marketing for you. I'm doing all"},{"speaker":"David Steinberg","startTime":546.96,"endTime":550.26,"body":"the marketing well. It's a great"},{"speaker":"David Steinberg","startTime":550.26,"endTime":553.02,"body":"arrangement, right? Well, when"},{"speaker":"David Steinberg","startTime":550.26,"endTime":553.02,"body":"you go into the sales process,"},{"speaker":"David Steinberg","startTime":553.02,"endTime":555.78,"body":"you there starts to be more of a"},{"speaker":"David Steinberg","startTime":553.02,"endTime":555.78,"body":"handshake, there starts to be"},{"speaker":"David Steinberg","startTime":555.78,"endTime":560.04,"body":"more of a dance. You have to do"},{"speaker":"David Steinberg","startTime":555.78,"endTime":560.04,"body":"with the with the dealership."},{"speaker":"Kyle Mountsier","startTime":560.58,"endTime":562.28,"body":"I have a"},{"speaker":"Kyle Mountsier","startTime":560.58,"endTime":562.28,"body":"question, because I wanted to"},{"speaker":"Kyle Mountsier","startTime":562.28,"endTime":565.22,"body":"get your opinion. I'm going to"},{"speaker":"Kyle Mountsier","startTime":562.28,"endTime":565.22,"body":"be a little bit controversial. I"},{"speaker":"Kyle Mountsier","startTime":565.22,"endTime":568.76,"body":"won't call out who it was, but I"},{"speaker":"Kyle Mountsier","startTime":565.22,"endTime":568.76,"body":"saw this post on LinkedIn, and"},{"speaker":"Kyle Mountsier","startTime":568.76,"endTime":571.4,"body":"basically this dealer was"},{"speaker":"Kyle Mountsier","startTime":568.76,"endTime":571.4,"body":"looking for a marketing vendor."},{"speaker":"Kyle Mountsier","startTime":571.7,"endTime":576.74,"body":"And basically the post was"},{"speaker":"Kyle Mountsier","startTime":571.7,"endTime":576.74,"body":"written as like, all I want to"},{"speaker":"Kyle Mountsier","startTime":576.74,"endTime":579.74,"body":"do is send it was basically"},{"speaker":"Kyle Mountsier","startTime":576.74,"endTime":579.74,"body":"that. I'll take care of the"},{"speaker":"Kyle Mountsier","startTime":579.74,"endTime":582.46,"body":"sales process. Don't get"},{"speaker":"Kyle Mountsier","startTime":579.74,"endTime":582.46,"body":"involved. Don't worry about it."},{"speaker":"Kyle Mountsier","startTime":582.46,"endTime":586.12,"body":"We've got it. Your whole job is"},{"speaker":"Kyle Mountsier","startTime":582.46,"endTime":586.12,"body":"to get us more traffic. That's"},{"speaker":"Kyle Mountsier","startTime":586.18,"endTime":590.26,"body":"all you that's all you get to"},{"speaker":"Kyle Mountsier","startTime":586.18,"endTime":590.26,"body":"do, go get more traffic, release"},{"speaker":"Kyle Mountsier","startTime":590.26,"endTime":593.32,"body":"great campaigns. Don't talk to"},{"speaker":"Kyle Mountsier","startTime":590.26,"endTime":593.32,"body":"me about sales process, because"},{"speaker":"Kyle Mountsier","startTime":593.32,"endTime":597.7,"body":"I got that. But what I'm hearing"},{"speaker":"Kyle Mountsier","startTime":593.32,"endTime":597.7,"body":"you say, and maybe, maybe you,"},{"speaker":"Kyle Mountsier","startTime":597.7,"endTime":599.92,"body":"maybe you'd actually agree with"},{"speaker":"Kyle Mountsier","startTime":597.7,"endTime":599.92,"body":"that, because it's like, Yo, if."},{"speaker":"Kyle Mountsier","startTime":600.0,"endTime":602.34,"body":"Manage sales process. Well, it"},{"speaker":"Kyle Mountsier","startTime":600.0,"endTime":602.34,"body":"doesn't really matter what's"},{"speaker":"Kyle Mountsier","startTime":602.34,"endTime":606.36,"body":"coming in, but I feel like the"},{"speaker":"Kyle Mountsier","startTime":602.34,"endTime":606.36,"body":"the marriage is, the is the is"},{"speaker":"Kyle Mountsier","startTime":606.36,"endTime":608.04,"body":"the like gold nugget in the sky."},{"speaker":"David Steinberg","startTime":608.1,"endTime":610.38,"body":"Well, yeah, I"},{"speaker":"David Steinberg","startTime":608.1,"endTime":610.38,"body":"think one of the epiphanies I"},{"speaker":"David Steinberg","startTime":610.38,"endTime":613.08,"body":"had in having that parents, and"},{"speaker":"David Steinberg","startTime":610.38,"endTime":613.08,"body":"then getting rid of that"},{"speaker":"David Steinberg","startTime":613.08,"endTime":615.66,"body":"appearance, and just having"},{"speaker":"David Steinberg","startTime":613.08,"endTime":615.66,"body":"focusing on four eyes and"},{"speaker":"David Steinberg","startTime":616.14,"endTime":618.72,"body":"starting to look and get more"},{"speaker":"David Steinberg","startTime":616.14,"endTime":618.72,"body":"and more data collection and"},{"speaker":"David Steinberg","startTime":618.72,"endTime":621.08,"body":"really understanding what's"},{"speaker":"David Steinberg","startTime":618.72,"endTime":621.08,"body":"going on underneath the hood. I"},{"speaker":"David Steinberg","startTime":621.74,"endTime":624.26,"body":"always had the question, so in"},{"speaker":"David Steinberg","startTime":621.74,"endTime":624.26,"body":"that parents, we had a million"},{"speaker":"David Steinberg","startTime":624.26,"endTime":626.54,"body":"times where dealer was having a"},{"speaker":"David Steinberg","startTime":624.26,"endTime":626.54,"body":"bad month, and it's halfway"},{"speaker":"David Steinberg","startTime":626.54,"endTime":628.52,"body":"through the month, or having a"},{"speaker":"David Steinberg","startTime":626.54,"endTime":628.52,"body":"bad month, and you're like,"},{"speaker":"David Steinberg","startTime":628.52,"endTime":630.5,"body":"Okay, we're gonna turn up"},{"speaker":"David Steinberg","startTime":628.52,"endTime":630.5,"body":"marketing. We're gonna turn it"},{"speaker":"David Steinberg","startTime":630.5,"endTime":632.6,"body":"up. We're gonna get you more"},{"speaker":"David Steinberg","startTime":630.5,"endTime":632.6,"body":"marketing. We're gonna turn up"},{"speaker":"David Steinberg","startTime":632.6,"endTime":634.82,"body":"your marketing. We're gonna"},{"speaker":"David Steinberg","startTime":632.6,"endTime":634.82,"body":"solve the help. Help you fix"},{"speaker":"David Steinberg","startTime":634.82,"endTime":638.24,"body":"this bad month. I don't remember"},{"speaker":"David Steinberg","startTime":634.82,"endTime":638.24,"body":"a time it ever worked. Honestly,"},{"speaker":"David Steinberg","startTime":638.66,"endTime":642.52,"body":"I don't remember a time it ever"},{"speaker":"David Steinberg","startTime":638.66,"endTime":642.52,"body":"really worked. And now what I've"},{"speaker":"David Steinberg","startTime":642.52,"endTime":646.24,"body":"had the epiphany, and having all"},{"speaker":"David Steinberg","startTime":642.52,"endTime":646.24,"body":"this data that I realize is part"},{"speaker":"David Steinberg","startTime":646.24,"endTime":650.5,"body":"of what happens is that when a"},{"speaker":"David Steinberg","startTime":646.24,"endTime":650.5,"body":"dealer needs more leads, and"},{"speaker":"David Steinberg","startTime":650.56,"endTime":653.32,"body":"they tell their marketing"},{"speaker":"David Steinberg","startTime":650.56,"endTime":653.32,"body":"providers, I need more leads,"},{"speaker":"David Steinberg","startTime":653.92,"endTime":656.56,"body":"what happens is, there's certain"},{"speaker":"David Steinberg","startTime":653.92,"endTime":656.56,"body":"leads that are easy to get."},{"speaker":"David Steinberg","startTime":657.1,"endTime":659.56,"body":"There are certain leads that the"},{"speaker":"David Steinberg","startTime":657.1,"endTime":659.56,"body":"dealer doesn't actually need."},{"speaker":"David Steinberg","startTime":659.56,"endTime":661.98,"body":"They have plenty of inventory."},{"speaker":"David Steinberg","startTime":659.56,"endTime":661.98,"body":"They're going to sell through it"},{"speaker":"David Steinberg","startTime":661.98,"endTime":664.5,"body":"no matter what they don't need"},{"speaker":"David Steinberg","startTime":661.98,"endTime":664.5,"body":"their paid search provider. But"},{"speaker":"David Steinberg","startTime":664.5,"endTime":667.86,"body":"all of the providers go out in"},{"speaker":"David Steinberg","startTime":664.5,"endTime":667.86,"body":"and even the endemics go out and"},{"speaker":"David Steinberg","startTime":667.86,"endTime":670.98,"body":"generate more leads on the stuff"},{"speaker":"David Steinberg","startTime":667.86,"endTime":670.98,"body":"they don't need, because those"},{"speaker":"David Steinberg","startTime":670.98,"endTime":674.34,"body":"are the easy leads to get. And"},{"speaker":"David Steinberg","startTime":670.98,"endTime":674.34,"body":"so it's not that they needed"},{"speaker":"David Steinberg","startTime":674.34,"endTime":677.16,"body":"more leads. Is that they need"},{"speaker":"David Steinberg","startTime":674.34,"endTime":677.16,"body":"more leads on certain things,"},{"speaker":"David Steinberg","startTime":677.94,"endTime":681.92,"body":"and they're the container they"},{"speaker":"David Steinberg","startTime":677.94,"endTime":681.92,"body":"have of data, their data,"},{"speaker":"David Steinberg","startTime":681.92,"endTime":684.56,"body":"systems that hold their data,"},{"speaker":"David Steinberg","startTime":681.92,"endTime":684.56,"body":"their CRMs, they don't tell them"},{"speaker":"David Steinberg","startTime":684.56,"endTime":687.68,"body":"that well enough. They're not"},{"speaker":"David Steinberg","startTime":684.56,"endTime":687.68,"body":"good enough. Those systems"},{"speaker":"David Steinberg","startTime":687.68,"endTime":690.44,"body":"aren't good enough to give them"},{"speaker":"David Steinberg","startTime":687.68,"endTime":690.44,"body":"good access to that information."},{"speaker":"David Steinberg","startTime":691.28,"endTime":694.04,"body":"And so that's part of the"},{"speaker":"David Steinberg","startTime":691.28,"endTime":694.04,"body":"problem. And I think too, like,"},{"speaker":"David Steinberg","startTime":694.76,"endTime":697.1,"body":"you know, like going on this"},{"speaker":"David Steinberg","startTime":694.76,"endTime":697.1,"body":"podcast, talking with you guys,"},{"speaker":"David Steinberg","startTime":697.1,"endTime":699.68,"body":"I think like, part of our job is"},{"speaker":"David Steinberg","startTime":697.1,"endTime":699.68,"body":"like, how do we give your"},{"speaker":"David Steinberg","startTime":699.68,"endTime":702.76,"body":"listeners a different way to"},{"speaker":"David Steinberg","startTime":699.68,"endTime":702.76,"body":"look at something, or see the"},{"speaker":"David Steinberg","startTime":702.76,"endTime":706.66,"body":"underside or something they"},{"speaker":"David Steinberg","startTime":702.76,"endTime":706.66,"body":"they're doing. And like one of"},{"speaker":"David Steinberg","startTime":706.66,"endTime":709.72,"body":"the big exciting, it's both"},{"speaker":"David Steinberg","startTime":706.66,"endTime":709.72,"body":"exciting and terrifying. Where I"},{"speaker":"David Steinberg","startTime":709.72,"endTime":713.74,"body":"think we are right now with with"},{"speaker":"David Steinberg","startTime":709.72,"endTime":713.74,"body":"automotive is that if you look"},{"speaker":"David Steinberg","startTime":713.74,"endTime":716.74,"body":"at the automotive business, it's"},{"speaker":"David Steinberg","startTime":713.74,"endTime":716.74,"body":"been it's a lead generation"},{"speaker":"David Steinberg","startTime":716.74,"endTime":719.74,"body":"business, right? Similar to lots"},{"speaker":"David Steinberg","startTime":716.74,"endTime":719.74,"body":"of other industries, you"},{"speaker":"David Steinberg","startTime":719.74,"endTime":722.94,"body":"generate leads. You close those"},{"speaker":"David Steinberg","startTime":719.74,"endTime":722.94,"body":"leads. So the auto industry"},{"speaker":"David Steinberg","startTime":722.94,"endTime":727.2,"body":"generates leads, and on average,"},{"speaker":"David Steinberg","startTime":722.94,"endTime":727.2,"body":"they close 12% and they throw"},{"speaker":"David Steinberg","startTime":727.2,"endTime":731.28,"body":"out the other 88% and that's"},{"speaker":"David Steinberg","startTime":727.2,"endTime":731.28,"body":"been enough to work really well"},{"speaker":"David Steinberg","startTime":731.7,"endTime":736.32,"body":"for years and years and years."},{"speaker":"David Steinberg","startTime":731.7,"endTime":736.32,"body":"But that model is sort of, is"},{"speaker":"David Steinberg","startTime":736.32,"endTime":739.08,"body":"there's water in the basement,"},{"speaker":"David Steinberg","startTime":736.32,"endTime":739.08,"body":"and it's sort of rising on that"},{"speaker":"David Steinberg","startTime":739.08,"endTime":743.12,"body":"model, and it's no longer"},{"speaker":"David Steinberg","startTime":739.08,"endTime":743.12,"body":"finance. You know, part of the"},{"speaker":"David Steinberg","startTime":743.12,"endTime":747.68,"body":"reason why it works to throw out"},{"speaker":"David Steinberg","startTime":743.12,"endTime":747.68,"body":"the other 88% look this. It's a"},{"speaker":"David Steinberg","startTime":747.68,"endTime":750.92,"body":"it's an online to offline sale."},{"speaker":"David Steinberg","startTime":747.68,"endTime":750.92,"body":"And the staff you have, even"},{"speaker":"David Steinberg","startTime":750.92,"endTime":753.74,"body":"though, even if it's a BDC staff"},{"speaker":"David Steinberg","startTime":750.92,"endTime":753.74,"body":"who's relatively low paid, is"},{"speaker":"David Steinberg","startTime":753.74,"endTime":757.4,"body":"still high paid by world"},{"speaker":"David Steinberg","startTime":753.74,"endTime":757.4,"body":"standards, you're paying a high"},{"speaker":"David Steinberg","startTime":757.4,"endTime":761.32,"body":"paid staff to go and do all this"},{"speaker":"David Steinberg","startTime":757.4,"endTime":761.32,"body":"follow up. You know, we see"},{"speaker":"David Steinberg","startTime":761.32,"endTime":767.74,"body":"after day four, after day four,"},{"speaker":"David Steinberg","startTime":761.32,"endTime":767.74,"body":"leads close at like 2.3% Wow. So"},{"speaker":"David Steinberg","startTime":767.74,"endTime":772.3,"body":"most 65 70% of a dealer sales"},{"speaker":"David Steinberg","startTime":767.74,"endTime":772.3,"body":"coming within the first three"},{"speaker":"David Steinberg","startTime":772.3,"endTime":775.0,"body":"days of a lead. So it doesn't"},{"speaker":"David Steinberg","startTime":772.3,"endTime":775.0,"body":"really,"},{"speaker":"Paul J Daly","startTime":775.0,"endTime":777.34,"body":"don't. What could,"},{"speaker":"Paul J Daly","startTime":775.0,"endTime":777.34,"body":"can you walk us down? Like,"},{"speaker":"Paul J Daly","startTime":777.34,"endTime":779.92,"body":"generally speaking, that"},{"speaker":"Paul J Daly","startTime":777.34,"endTime":779.92,"body":"percentage from day one to four?"},{"speaker":"Paul J Daly","startTime":779.98,"endTime":780.36,"body":"Yeah,"},{"speaker":"David Steinberg","startTime":780.36,"endTime":785.52,"body":"so day four is"},{"speaker":"David Steinberg","startTime":780.36,"endTime":785.52,"body":"2.3 so, so day four to day 30."},{"speaker":"David Steinberg","startTime":786.12,"endTime":790.08,"body":"So if a dealer closes 12%"},{"speaker":"David Steinberg","startTime":786.12,"endTime":790.08,"body":"They're close. They're closing"},{"speaker":"David Steinberg","startTime":790.08,"endTime":794.82,"body":"9.7% in that first zero to three"},{"speaker":"David Steinberg","startTime":790.08,"endTime":794.82,"body":"days, and their other 2.3% come"},{"speaker":"David Steinberg","startTime":794.82,"endTime":795.84,"body":"in days four to 30."},{"speaker":"Kyle Mountsier","startTime":797.04,"endTime":802.28,"body":"So 25% or just"},{"speaker":"Kyle Mountsier","startTime":797.04,"endTime":802.28,"body":"under 20 23% or whatever, come"},{"speaker":"Kyle Mountsier","startTime":802.34,"endTime":804.56,"body":"the next like, you know, X"},{"speaker":"Kyle Mountsier","startTime":802.34,"endTime":804.56,"body":"number of"},{"speaker":"David Steinberg","startTime":804.56,"endTime":807.32,"body":"days. Yeah,"},{"speaker":"David Steinberg","startTime":804.56,"endTime":807.32,"body":"but, but. But part of that is"},{"speaker":"David Steinberg","startTime":807.32,"endTime":810.92,"body":"also endemic to the fact that"},{"speaker":"David Steinberg","startTime":807.32,"endTime":810.92,"body":"what dealers have done with"},{"speaker":"David Steinberg","startTime":810.92,"endTime":812.96,"body":"their businesses, they've,"},{"speaker":"David Steinberg","startTime":810.92,"endTime":812.96,"body":"they've developed a cherry"},{"speaker":"David Steinberg","startTime":812.96,"endTime":815.72,"body":"picking model. So the cherry"},{"speaker":"David Steinberg","startTime":812.96,"endTime":815.72,"body":"picking model is, how do we pick"},{"speaker":"David Steinberg","startTime":815.72,"endTime":819.2,"body":"the low hanging fruit? Low"},{"speaker":"David Steinberg","startTime":815.72,"endTime":819.2,"body":"hanging fruit, low hanging"},{"speaker":"David Steinberg","startTime":819.2,"endTime":823.42,"body":"fruit. The there's all sorts of"},{"speaker":"David Steinberg","startTime":819.2,"endTime":823.42,"body":"structural reasons now why"},{"speaker":"David Steinberg","startTime":823.42,"endTime":826.06,"body":"that's starting to break down,"},{"speaker":"David Steinberg","startTime":823.42,"endTime":826.06,"body":"right? So, so one of the"},{"speaker":"David Steinberg","startTime":826.06,"endTime":829.84,"body":"problems with that model is you"},{"speaker":"David Steinberg","startTime":826.06,"endTime":829.84,"body":"send away 88% of the consumers"},{"speaker":"David Steinberg","startTime":830.08,"endTime":834.58,"body":"with a relatively bad"},{"speaker":"David Steinberg","startTime":830.08,"endTime":834.58,"body":"experience. And so you create a,"},{"speaker":"David Steinberg","startTime":834.7,"endTime":837.58,"body":"you create a mood of disruption,"},{"speaker":"David Steinberg","startTime":834.7,"endTime":837.58,"body":"right? You create like, it's"},{"speaker":"David Steinberg","startTime":837.58,"endTime":840.72,"body":"really interesting to see what"},{"speaker":"David Steinberg","startTime":837.58,"endTime":840.72,"body":"Amazon autos is doing. You know,"},{"speaker":"David Steinberg","startTime":840.78,"endTime":843.66,"body":"Tesla has eroded the franchise"},{"speaker":"David Steinberg","startTime":840.78,"endTime":843.66,"body":"agreements. You see Amazon"},{"speaker":"David Steinberg","startTime":843.66,"endTime":847.02,"body":"autos, you see eBay, you see"},{"speaker":"David Steinberg","startTime":843.66,"endTime":847.02,"body":"Walmart. You see these, all of"},{"speaker":"David Steinberg","startTime":847.02,"endTime":849.48,"body":"these people kind of chomping at"},{"speaker":"David Steinberg","startTime":847.02,"endTime":849.48,"body":"the bits. They're sort of like"},{"speaker":"David Steinberg","startTime":849.48,"endTime":853.08,"body":"zombies coming up to the gate,"},{"speaker":"David Steinberg","startTime":849.48,"endTime":853.08,"body":"looking at this business model"},{"speaker":"David Steinberg","startTime":853.08,"endTime":857.28,"body":"of of cars. And there's a lot of"},{"speaker":"David Steinberg","startTime":853.08,"endTime":857.28,"body":"movement there. I mean, God, I"},{"speaker":"David Steinberg","startTime":857.28,"endTime":859.68,"body":"challenge you to go into any"},{"speaker":"David Steinberg","startTime":857.28,"endTime":859.68,"body":"OEM, if you can ever see on an"},{"speaker":"David Steinberg","startTime":859.68,"endTime":864.68,"body":"any OEM, the the access logs of"},{"speaker":"David Steinberg","startTime":859.68,"endTime":864.68,"body":"who's coming into the OEM you'll"},{"speaker":"David Steinberg","startTime":864.68,"endTime":869.54,"body":"be terrified, like the people"},{"speaker":"David Steinberg","startTime":864.68,"endTime":869.54,"body":"that are meeting with the OEMs"},{"speaker":"David Steinberg","startTime":869.54,"endTime":872.12,"body":"and having more, there's a lot"},{"speaker":"David Steinberg","startTime":869.54,"endTime":872.12,"body":"more meetings with the OEMs."},{"speaker":"David Steinberg","startTime":872.18,"endTime":875.42,"body":"Interesting by people like"},{"speaker":"David Steinberg","startTime":872.18,"endTime":875.42,"body":"trying to go direct than we we"},{"speaker":"David Steinberg","startTime":875.42,"endTime":876.26,"body":"care to. And you"},{"speaker":"Paul J Daly","startTime":876.26,"endTime":879.02,"body":"then we realize, I"},{"speaker":"Paul J Daly","startTime":876.26,"endTime":879.02,"body":"mean, so this, there's this"},{"speaker":"Paul J Daly","startTime":879.02,"endTime":881.32,"body":"cherry picking model that's"},{"speaker":"Paul J Daly","startTime":879.02,"endTime":881.32,"body":"always been a part of the sales"},{"speaker":"Paul J Daly","startTime":881.32,"endTime":884.2,"body":"process. You're telling us about"},{"speaker":"Paul J Daly","startTime":881.32,"endTime":884.2,"body":"the water in the basement in"},{"speaker":"Paul J Daly","startTime":884.2,"endTime":888.22,"body":"this old way. We talked so much"},{"speaker":"Paul J Daly","startTime":884.2,"endTime":888.22,"body":"about AI and technology"},{"speaker":"Paul J Daly","startTime":888.22,"endTime":891.88,"body":"disrupting the BDC. Steve"},{"speaker":"Paul J Daly","startTime":888.22,"endTime":891.88,"body":"Greenfield, on one of our"},{"speaker":"Paul J Daly","startTime":891.88,"endTime":894.7,"body":"programs about a month ago,"},{"speaker":"Paul J Daly","startTime":891.88,"endTime":894.7,"body":"said, you know, or a couple"},{"speaker":"Paul J Daly","startTime":894.7,"endTime":897.58,"body":"months ago, one of his"},{"speaker":"Paul J Daly","startTime":894.7,"endTime":897.58,"body":"predictions is that the BDC is"},{"speaker":"Paul J Daly","startTime":897.58,"endTime":900.84,"body":"going to be obsolete in 24"},{"speaker":"Paul J Daly","startTime":897.58,"endTime":900.84,"body":"months. Or maybe it was even"},{"speaker":"Paul J Daly","startTime":900.84,"endTime":903.72,"body":"sooner that, what is your"},{"speaker":"Paul J Daly","startTime":900.84,"endTime":903.72,"body":"perspective on AI in the sales"},{"speaker":"Paul J Daly","startTime":903.72,"endTime":906.96,"body":"process, and as far as it"},{"speaker":"Paul J Daly","startTime":903.72,"endTime":906.96,"body":"integrates with, you know, the"},{"speaker":"Paul J Daly","startTime":906.96,"endTime":908.7,"body":"BDC, as we currently see it. So"},{"speaker":"David Steinberg","startTime":908.7,"endTime":910.8,"body":"I think AI in"},{"speaker":"David Steinberg","startTime":908.7,"endTime":910.8,"body":"the sales process is really"},{"speaker":"David Steinberg","startTime":910.8,"endTime":913.74,"body":"exciting. Obviously very"},{"speaker":"David Steinberg","startTime":910.8,"endTime":913.74,"body":"exciting, because it's there's"},{"speaker":"David Steinberg","startTime":913.74,"endTime":916.62,"body":"an efficiency model, right? You"},{"speaker":"David Steinberg","startTime":913.74,"endTime":916.62,"body":"can have. So for example, like"},{"speaker":"David Steinberg","startTime":916.62,"endTime":919.26,"body":"we have AI tools that go after"},{"speaker":"David Steinberg","startTime":916.62,"endTime":919.26,"body":"leads in the day four to 30,"},{"speaker":"David Steinberg","startTime":919.26,"endTime":921.92,"body":"look at all the CRM activity,"},{"speaker":"David Steinberg","startTime":919.26,"endTime":921.92,"body":"and you can have a lot of"},{"speaker":"David Steinberg","startTime":921.92,"endTime":925.76,"body":"engagement at scale with those"},{"speaker":"David Steinberg","startTime":921.92,"endTime":925.76,"body":"leads that aren't effective to"},{"speaker":"David Steinberg","startTime":925.76,"endTime":928.76,"body":"send your staff after. And you"},{"speaker":"David Steinberg","startTime":925.76,"endTime":928.76,"body":"can sort of hand hold, how do"},{"speaker":"David Steinberg","startTime":928.76,"endTime":931.58,"body":"you bring those back to your"},{"speaker":"David Steinberg","startTime":928.76,"endTime":931.58,"body":"staff? And it's"},{"speaker":"Paul J Daly","startTime":931.7,"endTime":934.88,"body":"you go chase that"},{"speaker":"Paul J Daly","startTime":931.7,"endTime":934.88,"body":"2.4% or whatever it is, and let"},{"speaker":"Paul J Daly","startTime":934.88,"endTime":936.5,"body":"me know if you find something."},{"speaker":"Paul J Daly","startTime":934.88,"endTime":936.5,"body":"It's"},{"speaker":"David Steinberg","startTime":936.5,"endTime":938.78,"body":"super exciting."},{"speaker":"David Steinberg","startTime":936.5,"endTime":938.78,"body":"But I actually think that the"},{"speaker":"David Steinberg","startTime":938.78,"endTime":941.02,"body":"bigger problem in automotive is"},{"speaker":"David Steinberg","startTime":938.78,"endTime":941.02,"body":"different than what we're"},{"speaker":"David Steinberg","startTime":941.02,"endTime":944.62,"body":"talking about, because ai, ai"},{"speaker":"David Steinberg","startTime":941.02,"endTime":944.62,"body":"works, is only as good as the"},{"speaker":"David Steinberg","startTime":944.62,"endTime":947.92,"body":"data you give it. And there's"},{"speaker":"David Steinberg","startTime":944.62,"endTime":947.92,"body":"still a there's still a data"},{"speaker":"David Steinberg","startTime":947.92,"endTime":952.72,"body":"problem in automotive and and"},{"speaker":"David Steinberg","startTime":947.92,"endTime":952.72,"body":"the biggest problem is that the"},{"speaker":"David Steinberg","startTime":952.78,"endTime":956.8,"body":"infrastructure we have, which is"},{"speaker":"David Steinberg","startTime":952.78,"endTime":956.8,"body":"your CRM, your DMS, right, the"},{"speaker":"David Steinberg","startTime":956.8,"endTime":962.46,"body":"main containers of customer data"},{"speaker":"David Steinberg","startTime":956.8,"endTime":962.46,"body":"are horrible containers of data."},{"speaker":"David Steinberg","startTime":963.3,"endTime":966.24,"body":"So for let me give you an"},{"speaker":"David Steinberg","startTime":963.3,"endTime":966.24,"body":"example, a CRM"},{"speaker":"Kyle Mountsier","startTime":966.24,"endTime":969.78,"body":"not event stream"},{"speaker":"Kyle Mountsier","startTime":966.24,"endTime":969.78,"body":"based. They are, they are,"},{"speaker":"Kyle Mountsier","startTime":969.78,"endTime":972.84,"body":"they're not trigger based event"},{"speaker":"Kyle Mountsier","startTime":969.78,"endTime":972.84,"body":"stream based, right? They are"},{"speaker":"Kyle Mountsier","startTime":973.02,"endTime":978.12,"body":"based on limited injections,"},{"speaker":"Kyle Mountsier","startTime":973.02,"endTime":978.12,"body":"very limited."},{"speaker":"David Steinberg","startTime":978.36,"endTime":981.62,"body":"And they don't,"},{"speaker":"David Steinberg","startTime":978.36,"endTime":981.62,"body":"they don't store the customer"},{"speaker":"David Steinberg","startTime":981.62,"endTime":984.86,"body":"preferences, nor. Part of the"},{"speaker":"David Steinberg","startTime":981.62,"endTime":984.86,"body":"reason why the close rate is so"},{"speaker":"David Steinberg","startTime":984.86,"endTime":990.08,"body":"high within zero or so low after"},{"speaker":"David Steinberg","startTime":984.86,"endTime":990.08,"body":"day four is because what happens"},{"speaker":"David Steinberg","startTime":990.08,"endTime":992.6,"body":"is think about it. Think about"},{"speaker":"David Steinberg","startTime":990.08,"endTime":992.6,"body":"this. When we see a good sales"},{"speaker":"David Steinberg","startTime":992.6,"endTime":995.48,"body":"person so like we have it broken"},{"speaker":"David Steinberg","startTime":992.6,"endTime":995.48,"body":"down by sales person who their"},{"speaker":"David Steinberg","startTime":995.48,"endTime":999.68,"body":"close rate in these lead"},{"speaker":"David Steinberg","startTime":995.48,"endTime":999.68,"body":"buckets, they 00, to three, four"},{"speaker":"David Steinberg","startTime":999.68,"endTime":1003.3,"body":"to seven, eight to 14, we see"},{"speaker":"David Steinberg","startTime":999.68,"endTime":1003.3,"body":"some sales people that do not"},{"speaker":"David Steinberg","startTime":1003.3,"endTime":1007.38,"body":"have the atrophy of sales rate"},{"speaker":"David Steinberg","startTime":1003.3,"endTime":1007.38,"body":"in day four and they close."},{"speaker":"David Steinberg","startTime":1007.56,"endTime":1011.16,"body":"They're closing 5% day four to"},{"speaker":"David Steinberg","startTime":1007.56,"endTime":1011.16,"body":"seven, they're closing 3% day"},{"speaker":"David Steinberg","startTime":1011.16,"endTime":1014.58,"body":"seven to 14, what those sales"},{"speaker":"David Steinberg","startTime":1011.16,"endTime":1014.58,"body":"people are doing differently is"},{"speaker":"David Steinberg","startTime":1014.58,"endTime":1017.22,"body":"they're understanding why Kyle"},{"speaker":"David Steinberg","startTime":1014.58,"endTime":1017.22,"body":"wants to buy a car. What is it"},{"speaker":"David Steinberg","startTime":1017.22,"endTime":1021.38,"body":"you're looking for? Right? The"},{"speaker":"David Steinberg","startTime":1017.22,"endTime":1021.38,"body":"cherry picking model is, Kyle"},{"speaker":"David Steinberg","startTime":1021.38,"endTime":1023.84,"body":"wants a Jeep Grand Cherokee. I"},{"speaker":"David Steinberg","startTime":1021.38,"endTime":1023.84,"body":"have Jeep Grand Cherokee. Kyle,"},{"speaker":"David Steinberg","startTime":1023.84,"endTime":1026.3,"body":"come in for an appointment. Come"},{"speaker":"David Steinberg","startTime":1023.84,"endTime":1026.3,"body":"in for an appointment. Come in"},{"speaker":"David Steinberg","startTime":1026.3,"endTime":1029.24,"body":"for an appointment. Kyle's moved"},{"speaker":"David Steinberg","startTime":1026.3,"endTime":1029.24,"body":"on from Jeep Grand Cherokee and"},{"speaker":"David Steinberg","startTime":1029.42,"endTime":1032.72,"body":"is looking at other things. I"},{"speaker":"David Steinberg","startTime":1029.42,"endTime":1032.72,"body":"don't pick that up. I have no"},{"speaker":"David Steinberg","startTime":1032.72,"endTime":1036.08,"body":"understanding of Kyle, right?"},{"speaker":"David Steinberg","startTime":1032.72,"endTime":1036.08,"body":"So, so where I'm looking at AI,"},{"speaker":"David Steinberg","startTime":1036.08,"endTime":1038.36,"body":"what we're looking at AI, is"},{"speaker":"David Steinberg","startTime":1036.08,"endTime":1038.36,"body":"like to help build the"},{"speaker":"David Steinberg","startTime":1038.36,"endTime":1041.98,"body":"understanding of Kyle, to say,"},{"speaker":"David Steinberg","startTime":1038.36,"endTime":1041.98,"body":"well, Kyle, why? Why is it you"},{"speaker":"David Steinberg","startTime":1041.98,"endTime":1044.74,"body":"wanted the Jeep, Grand Cherokee,"},{"speaker":"David Steinberg","startTime":1041.98,"endTime":1044.74,"body":"and if you don't want it. Now,"},{"speaker":"David Steinberg","startTime":1044.74,"endTime":1047.44,"body":"what is it that change? What is"},{"speaker":"David Steinberg","startTime":1044.74,"endTime":1047.44,"body":"it that you can what conclusion"},{"speaker":"David Steinberg","startTime":1047.44,"endTime":1049.9,"body":"did you come to that made you"},{"speaker":"David Steinberg","startTime":1047.44,"endTime":1049.9,"body":"not want it? Oh, I wanted a"},{"speaker":"David Steinberg","startTime":1049.9,"endTime":1053.2,"body":"third row seat. Oh, I wanted"},{"speaker":"David Steinberg","startTime":1049.9,"endTime":1053.2,"body":"towing capacity of this. Oh, I"},{"speaker":"David Steinberg","startTime":1053.2,"endTime":1057.46,"body":"wanted this. Those are the"},{"speaker":"David Steinberg","startTime":1053.2,"endTime":1057.46,"body":"features that make you so you"},{"speaker":"David Steinberg","startTime":1057.46,"endTime":1060.12,"body":"you're gonna buy or not buy."},{"speaker":"David Steinberg","startTime":1057.46,"endTime":1060.12,"body":"That's what you need to know in"},{"speaker":"David Steinberg","startTime":1060.12,"endTime":1064.32,"body":"order to sell you in day eight"},{"speaker":"David Steinberg","startTime":1060.12,"endTime":1064.32,"body":"and day 14. That's what the"},{"speaker":"David Steinberg","startTime":1064.32,"endTime":1067.92,"body":"dealership doesn't know. The"},{"speaker":"David Steinberg","startTime":1064.32,"endTime":1067.92,"body":"CRMs are horrible containers of"},{"speaker":"David Steinberg","startTime":1067.92,"endTime":1070.56,"body":"that information. They don't"},{"speaker":"David Steinberg","startTime":1067.92,"endTime":1070.56,"body":"store that information well,"},{"speaker":"Kyle Mountsier","startTime":1070.68,"endTime":1072.06,"body":"well, because"},{"speaker":"Kyle Mountsier","startTime":1070.68,"endTime":1072.06,"body":"they don't have pre lead"},{"speaker":"Kyle Mountsier","startTime":1072.06,"endTime":1074.64,"body":"information and post lead"},{"speaker":"Kyle Mountsier","startTime":1072.06,"endTime":1074.64,"body":"information, they have single,"},{"speaker":"Kyle Mountsier","startTime":1074.64,"endTime":1078.36,"body":"single, single data points,"},{"speaker":"Kyle Mountsier","startTime":1074.64,"endTime":1078.36,"body":"right? And typically, those data"},{"speaker":"Kyle Mountsier","startTime":1078.36,"endTime":1081.5,"body":"points are pretty poor, because"},{"speaker":"Kyle Mountsier","startTime":1078.36,"endTime":1081.5,"body":"our forms aren't actually"},{"speaker":"Kyle Mountsier","startTime":1081.5,"endTime":1085.76,"body":"looking for great form data from"},{"speaker":"Kyle Mountsier","startTime":1081.5,"endTime":1085.76,"body":"like, you know, I mean, like, I"},{"speaker":"Kyle Mountsier","startTime":1085.76,"endTime":1089.0,"body":"just looked it up just while"},{"speaker":"Kyle Mountsier","startTime":1085.76,"endTime":1089.0,"body":"we're on the call, average click"},{"speaker":"Kyle Mountsier","startTime":1089.0,"endTime":1094.46,"body":"to conversion to purchase on"},{"speaker":"Kyle Mountsier","startTime":1089.0,"endTime":1094.46,"body":"Amazon is 9.84% if a logged in"},{"speaker":"Kyle Mountsier","startTime":1094.46,"endTime":1100.48,"body":"user clicks, 74% conversion rate"},{"speaker":"Kyle Mountsier","startTime":1094.46,"endTime":1100.48,"body":"that means to the purchase. Now,"},{"speaker":"Kyle Mountsier","startTime":1100.48,"endTime":1102.76,"body":"granted, we're looking at"},{"speaker":"Kyle Mountsier","startTime":1100.48,"endTime":1102.76,"body":"widgets compared to, like, large"},{"speaker":"Kyle Mountsier","startTime":1102.76,"endTime":1106.0,"body":"$30,000 purchases, but the fact"},{"speaker":"Kyle Mountsier","startTime":1102.76,"endTime":1106.0,"body":"that we're comfortable in auto"},{"speaker":"Kyle Mountsier","startTime":1106.0,"endTime":1110.38,"body":"with 12% conversion rates on"},{"speaker":"Kyle Mountsier","startTime":1106.0,"endTime":1110.38,"body":"people that have sent their"},{"speaker":"Kyle Mountsier","startTime":1110.38,"endTime":1112.78,"body":"information to us is still mind"},{"speaker":"Kyle Mountsier","startTime":1110.38,"endTime":1112.78,"body":"boggling,"},{"speaker":"David Steinberg","startTime":1112.78,"endTime":1114.76,"body":"mind boggling."},{"speaker":"David Steinberg","startTime":1112.78,"endTime":1114.76,"body":"And the fact, and, you know, and"},{"speaker":"David Steinberg","startTime":1114.76,"endTime":1117.58,"body":"I think back to, like, back to"},{"speaker":"David Steinberg","startTime":1114.76,"endTime":1117.58,"body":"my Lumber Company, like, in my"},{"speaker":"David Steinberg","startTime":1117.58,"endTime":1120.28,"body":"Lumber Company, when I first"},{"speaker":"David Steinberg","startTime":1117.58,"endTime":1120.28,"body":"started doing PPC pay per click"},{"speaker":"David Steinberg","startTime":1120.28,"endTime":1124.92,"body":"in 2003 it was, I was paying"},{"speaker":"David Steinberg","startTime":1120.28,"endTime":1124.92,"body":"seven cents a click, 12 cents a"},{"speaker":"David Steinberg","startTime":1124.92,"endTime":1129.3,"body":"click. I was generating a lead"},{"speaker":"David Steinberg","startTime":1124.92,"endTime":1129.3,"body":"for four bucks, and then I was"},{"speaker":"David Steinberg","startTime":1129.3,"endTime":1133.08,"body":"selling a lead for 40 bucks, and"},{"speaker":"David Steinberg","startTime":1129.3,"endTime":1133.08,"body":"I was selling them $40,000 in"},{"speaker":"David Steinberg","startTime":1133.08,"endTime":1136.5,"body":"material I could throw out every"},{"speaker":"David Steinberg","startTime":1133.08,"endTime":1136.5,"body":"other lead I didn't want all day"},{"speaker":"David Steinberg","startTime":1136.5,"endTime":1140.16,"body":"long, right? But as leads start"},{"speaker":"David Steinberg","startTime":1136.5,"endTime":1140.16,"body":"to get more expensive, suddenly"},{"speaker":"David Steinberg","startTime":1140.16,"endTime":1142.64,"body":"you start to have, you have to"},{"speaker":"David Steinberg","startTime":1140.16,"endTime":1142.64,"body":"go, oh, shoot, I got to get more"},{"speaker":"David Steinberg","startTime":1142.64,"endTime":1146.72,"body":"value out of these 88 leads that"},{"speaker":"David Steinberg","startTime":1142.64,"endTime":1146.72,"body":"I'm throwing out. And by the"},{"speaker":"David Steinberg","startTime":1146.72,"endTime":1149.78,"body":"way, those 88 leads are your"},{"speaker":"David Steinberg","startTime":1146.72,"endTime":1149.78,"body":"future customers. Those 88"},{"speaker":"David Steinberg","startTime":1149.9,"endTime":1153.5,"body":"leads, you know, like the other"},{"speaker":"David Steinberg","startTime":1149.9,"endTime":1153.5,"body":"thing I think has changed in"},{"speaker":"David Steinberg","startTime":1153.5,"endTime":1156.86,"body":"automotive underneath our fee is"},{"speaker":"David Steinberg","startTime":1153.5,"endTime":1156.86,"body":"sort of the rise of the"},{"speaker":"David Steinberg","startTime":1156.86,"endTime":1160.6,"body":"consumer. The consumer has"},{"speaker":"David Steinberg","startTime":1156.86,"endTime":1160.6,"body":"significantly more value today"},{"speaker":"David Steinberg","startTime":1160.6,"endTime":1162.58,"body":"than they've ever had, right? We"},{"speaker":"David Steinberg","startTime":1160.6,"endTime":1162.58,"body":"sort of, what do you"},{"speaker":"Paul J Daly","startTime":1162.58,"endTime":1165.04,"body":"mean when you say"},{"speaker":"Paul J Daly","startTime":1162.58,"endTime":1165.04,"body":"has more value? Why?"},{"speaker":"David Steinberg","startTime":1166.42,"endTime":1169.18,"body":"Well, because"},{"speaker":"David Steinberg","startTime":1166.42,"endTime":1169.18,"body":"you know you the the easy"},{"speaker":"David Steinberg","startTime":1169.24,"endTime":1174.28,"body":"anecdote is, oh, social media"},{"speaker":"David Steinberg","startTime":1169.24,"endTime":1174.28,"body":"and bad online review. They they"},{"speaker":"David Steinberg","startTime":1174.28,"endTime":1177.46,"body":"have more power to put more"},{"speaker":"David Steinberg","startTime":1174.28,"endTime":1177.46,"body":"leverage, right? Leverage,"},{"speaker":"David Steinberg","startTime":1177.46,"endTime":1181.56,"body":"right? But, but that's just one"},{"speaker":"David Steinberg","startTime":1177.46,"endTime":1181.56,"body":"set. That's just the extreme"},{"speaker":"David Steinberg","startTime":1181.56,"endTime":1184.32,"body":"example. Just think about this,"},{"speaker":"David Steinberg","startTime":1181.56,"endTime":1184.32,"body":"if you're at dinner with"},{"speaker":"David Steinberg","startTime":1184.32,"endTime":1187.26,"body":"somebody now and they tell you"},{"speaker":"David Steinberg","startTime":1184.32,"endTime":1187.26,"body":"they had a horrible experience"},{"speaker":"David Steinberg","startTime":1187.26,"endTime":1190.8,"body":"at a store, we now have more"},{"speaker":"David Steinberg","startTime":1187.26,"endTime":1190.8,"body":"access to information because"},{"speaker":"David Steinberg","startTime":1190.8,"endTime":1193.14,"body":"we're getting Instagram feeds."},{"speaker":"David Steinberg","startTime":1190.8,"endTime":1193.14,"body":"We're going to remarket it."},{"speaker":"David Steinberg","startTime":1193.14,"endTime":1195.6,"body":"We're getting all of these"},{"speaker":"David Steinberg","startTime":1193.14,"endTime":1195.6,"body":"competing products selling to"},{"speaker":"David Steinberg","startTime":1195.84,"endTime":1200.36,"body":"us. So if, if you tell me a"},{"speaker":"David Steinberg","startTime":1195.84,"endTime":1200.36,"body":"horrible experience about a a. A"},{"speaker":"David Steinberg","startTime":1200.36,"endTime":1203.24,"body":"place that you just bought"},{"speaker":"David Steinberg","startTime":1200.36,"endTime":1203.24,"body":"something at, I can just cut"},{"speaker":"David Steinberg","startTime":1203.24,"endTime":1207.26,"body":"that out the consumer. Now, the"},{"speaker":"David Steinberg","startTime":1203.24,"endTime":1207.26,"body":"friends of the consumer go, Oh,"},{"speaker":"David Steinberg","startTime":1207.26,"endTime":1210.08,"body":"yeah. So we're not doing"},{"speaker":"David Steinberg","startTime":1207.26,"endTime":1210.08,"body":"business. We're done. We have,"},{"speaker":"David Steinberg","startTime":1210.14,"endTime":1213.56,"body":"we have enough choice, right"},{"speaker":"David Steinberg","startTime":1210.14,"endTime":1213.56,"body":"where? Before choice was"},{"speaker":"David Steinberg","startTime":1213.56,"endTime":1216.56,"body":"proximity. Choice was, well,"},{"speaker":"David Steinberg","startTime":1213.56,"endTime":1216.56,"body":"this is, you know, you go to"},{"speaker":"David Steinberg","startTime":1216.56,"endTime":1219.02,"body":"Dick's Sporting Goods, because"},{"speaker":"David Steinberg","startTime":1216.56,"endTime":1219.02,"body":"the only place to buy a soccer"},{"speaker":"David Steinberg","startTime":1219.02,"endTime":1221.98,"body":"ball around here, well, now I"},{"speaker":"David Steinberg","startTime":1219.02,"endTime":1221.98,"body":"can buy a soccer ball from"},{"speaker":"David Steinberg","startTime":1221.98,"endTime":1224.14,"body":"Amazon. I can buy a soccer ball"},{"speaker":"David Steinberg","startTime":1221.98,"endTime":1224.14,"body":"from anywhere. I can do"},{"speaker":"Paul J Daly","startTime":1224.14,"endTime":1226.54,"body":"it, yeah, anywhere,"},{"speaker":"Paul J Daly","startTime":1224.14,"endTime":1226.54,"body":"Costco, online, have it shipped."},{"speaker":"Paul J Daly","startTime":1226.6,"endTime":1227.2,"body":"So if someone"},{"speaker":"David Steinberg","startTime":1227.2,"endTime":1229.78,"body":"says, I hate"},{"speaker":"David Steinberg","startTime":1227.2,"endTime":1229.78,"body":"Dick's Sporting Goods, and they"},{"speaker":"David Steinberg","startTime":1229.78,"endTime":1233.2,"body":"tell you why you're like, Yeah,"},{"speaker":"David Steinberg","startTime":1229.78,"endTime":1233.2,"body":"I'm making it up. But just as"},{"speaker":"David Steinberg","startTime":1233.2,"endTime":1237.22,"body":"just to like, so the consumer"},{"speaker":"David Steinberg","startTime":1233.2,"endTime":1237.22,"body":"has way more power now. So now"},{"speaker":"David Steinberg","startTime":1237.22,"endTime":1241.86,"body":"the cost of throwing out the"},{"speaker":"David Steinberg","startTime":1237.22,"endTime":1241.86,"body":"other 88 is higher than what you"},{"speaker":"David Steinberg","startTime":1241.86,"endTime":1242.1,"body":"mean. I"},{"speaker":"Paul J Daly","startTime":1242.1,"endTime":1246.0,"body":"understand what you"},{"speaker":"Paul J Daly","startTime":1242.1,"endTime":1246.0,"body":"mean. I mean, David, I feel like"},{"speaker":"Paul J Daly","startTime":1246.84,"endTime":1250.44,"body":"this conversation could easily"},{"speaker":"Paul J Daly","startTime":1246.84,"endTime":1250.44,"body":"be an hour long. Sure, I have a"},{"speaker":"Paul J Daly","startTime":1250.44,"endTime":1254.22,"body":"feeling that you and Kyle could"},{"speaker":"Paul J Daly","startTime":1250.44,"endTime":1254.22,"body":"break off and nerd out over some"},{"speaker":"Paul J Daly","startTime":1254.22,"endTime":1257.7,"body":"some real nerdery over the"},{"speaker":"Paul J Daly","startTime":1254.22,"endTime":1257.7,"body":"course of an hour or two and"},{"speaker":"Paul J Daly","startTime":1257.7,"endTime":1260.84,"body":"some coffee or a drink. Michael,"},{"speaker":"Paul J Daly","startTime":1257.7,"endTime":1260.84,"body":"I forgot Michael was here"},{"speaker":"Paul J Daly","startTime":1260.84,"endTime":1263.96,"body":"because he's taking so many"},{"speaker":"Paul J Daly","startTime":1260.84,"endTime":1263.96,"body":"notes and not talking. Look,"},{"speaker":"Paul J Daly","startTime":1263.96,"endTime":1267.38,"body":"show him your notepad. Michael"},{"speaker":"Paul J Daly","startTime":1263.96,"endTime":1267.38,"body":"is always writing down like"},{"speaker":"Paul J Daly","startTime":1267.38,"endTime":1268.46,"body":"voracious notes."},{"speaker":"Unknown","startTime":1269.54,"endTime":1271.1,"body":"Yeah, that's"},{"speaker":"Unknown","startTime":1273.26,"endTime":1275.48,"body":"just a prop. That's not"},{"speaker":"Kyle Mountsier","startTime":1276.62,"endTime":1277.94,"body":"a prop. That's"},{"speaker":"Kyle Mountsier","startTime":1276.62,"endTime":1277.94,"body":"real"},{"speaker":"Paul J Daly","startTime":1278.12,"endTime":1280.42,"body":"legit. Isn't a"},{"speaker":"Paul J Daly","startTime":1278.12,"endTime":1280.42,"body":"prop. I guarantee I've seen it"},{"speaker":"Paul J Daly","startTime":1280.42,"endTime":1284.74,"body":"in person, but David, as always,"},{"speaker":"Paul J Daly","startTime":1280.42,"endTime":1284.74,"body":"thank you for sharing your"},{"speaker":"Paul J Daly","startTime":1284.74,"endTime":1286.9,"body":"insight. And like, I love how"},{"speaker":"Paul J Daly","startTime":1284.74,"endTime":1286.9,"body":"you framed it up in the"},{"speaker":"Paul J Daly","startTime":1286.9,"endTime":1290.68,"body":"beginning. Like, our job on this"},{"speaker":"Paul J Daly","startTime":1286.9,"endTime":1290.68,"body":"podcast is to help people see"},{"speaker":"Paul J Daly","startTime":1290.68,"endTime":1293.86,"body":"things and think through things"},{"speaker":"Paul J Daly","startTime":1290.68,"endTime":1293.86,"body":"in a different way. And I think"},{"speaker":"Paul J Daly","startTime":1293.86,"endTime":1296.32,"body":"we accomplished that. I know"},{"speaker":"Paul J Daly","startTime":1293.86,"endTime":1296.32,"body":"we're gonna be making some more"},{"speaker":"Paul J Daly","startTime":1296.32,"endTime":1301.14,"body":"content together. And, man, I"},{"speaker":"Paul J Daly","startTime":1296.32,"endTime":1301.14,"body":"just can't help help but need"},{"speaker":"Paul J Daly","startTime":1301.14,"endTime":1303.9,"body":"to, like, leave this podcast and"},{"speaker":"Paul J Daly","startTime":1301.14,"endTime":1303.9,"body":"think for another five minutes"},{"speaker":"Paul J Daly","startTime":1303.9,"endTime":1306.18,"body":"after we're done, just about,"},{"speaker":"Paul J Daly","startTime":1303.9,"endTime":1306.18,"body":"like, Oh my gosh. Like, what?"},{"speaker":"Paul J Daly","startTime":1306.18,"endTime":1308.58,"body":"How? What does that mean to"},{"speaker":"Paul J Daly","startTime":1306.18,"endTime":1308.58,"body":"everybody? And you'll probably"},{"speaker":"Paul J Daly","startTime":1308.58,"endTime":1311.04,"body":"hear drippings of this podcast"},{"speaker":"Paul J Daly","startTime":1308.58,"endTime":1311.04,"body":"on our show tomorrow morning,"},{"speaker":"Paul J Daly","startTime":1311.04,"endTime":1313.68,"body":"because we're going to be"},{"speaker":"Paul J Daly","startTime":1311.04,"endTime":1313.68,"body":"chewing it around. So, as"},{"speaker":"Paul J Daly","startTime":1313.68,"endTime":1316.44,"body":"always, thank you for sharing"},{"speaker":"Paul J Daly","startTime":1313.68,"endTime":1316.44,"body":"your insights. Yeah, great to"},{"speaker":"Paul J Daly","startTime":1316.44,"endTime":1316.74,"body":"meet"},{"speaker":"David Steinberg","startTime":1316.74,"endTime":1319.14,"body":"with you guys"},{"speaker":"David Steinberg","startTime":1316.74,"endTime":1319.14,"body":"again. So you guys keep doing,"},{"speaker":"David Steinberg","startTime":1319.14,"endTime":1321.5,"body":"keep doing what you do. It's"},{"speaker":"David Steinberg","startTime":1319.14,"endTime":1321.5,"body":"awesome. You're getting out"},{"speaker":"David Steinberg","startTime":1321.5,"endTime":1322.4,"body":"there. I can't"},{"speaker":"Paul J Daly","startTime":1322.4,"endTime":1323.6,"body":"wait until the next"},{"speaker":"Paul J Daly","startTime":1322.4,"endTime":1323.6,"body":"time. We'll"},{"speaker":"Unknown","startTime":1323.6,"endTime":1325.46,"body":"talk to you soon. All"},{"speaker":"Unknown","startTime":1323.6,"endTime":1325.46,"body":"right, thanks, guys."},{"speaker":"Paul J Daly","startTime":1330.44,"endTime":1332.84,"body":"All right. Michael,"},{"speaker":"Paul J Daly","startTime":1330.44,"endTime":1332.84,"body":"what your notes say? Oh, he took"},{"speaker":"Paul J Daly","startTime":1332.84,"endTime":1337.7,"body":"so many notes that that David"},{"speaker":"Paul J Daly","startTime":1332.84,"endTime":1337.7,"body":"didn't believe him. David's, I"},{"speaker":"Paul J Daly","startTime":1337.7,"endTime":1338.54,"body":"guess, a prop."},{"speaker":"Michael Cirillo","startTime":1339.74,"endTime":1341.68,"body":"There's like,"},{"speaker":"Michael Cirillo","startTime":1339.74,"endTime":1341.68,"body":"little things that I pick up on,"},{"speaker":"Michael Cirillo","startTime":1341.68,"endTime":1345.22,"body":"right? I feel like, you, I feel"},{"speaker":"Michael Cirillo","startTime":1341.68,"endTime":1345.22,"body":"like the three of us were just"},{"speaker":"Michael Cirillo","startTime":1345.22,"endTime":1348.34,"body":"talking about this the other"},{"speaker":"Michael Cirillo","startTime":1345.22,"endTime":1348.34,"body":"day, the amount of leads that"},{"speaker":"Michael Cirillo","startTime":1348.34,"endTime":1355.24,"body":"are going to waste 88% you think"},{"speaker":"Michael Cirillo","startTime":1348.34,"endTime":1355.24,"body":"about 88% compounded month after"},{"speaker":"Michael Cirillo","startTime":1355.24,"endTime":1357.82,"body":"month. I'm gonna say it again."},{"speaker":"Michael Cirillo","startTime":1355.24,"endTime":1357.82,"body":"We were talking about it the"},{"speaker":"Michael Cirillo","startTime":1357.82,"endTime":1360.9,"body":"other day. You're paid in"},{"speaker":"Michael Cirillo","startTime":1357.82,"endTime":1360.9,"body":"California, right? Yeah. Yeah."},{"speaker":"Michael Cirillo","startTime":1360.9,"endTime":1364.5,"body":"Like, can you imagine, if you"},{"speaker":"Michael Cirillo","startTime":1360.9,"endTime":1364.5,"body":"look back over 20 years and"},{"speaker":"Michael Cirillo","startTime":1364.5,"endTime":1368.16,"body":"averaged out and took that 88%"},{"speaker":"Michael Cirillo","startTime":1364.5,"endTime":1368.16,"body":"of all the leads you received,"},{"speaker":"Michael Cirillo","startTime":1368.16,"endTime":1369.72,"body":"it is it's like the"},{"speaker":"Paul J Daly","startTime":1370.44,"endTime":1373.08,"body":"person in your"},{"speaker":"Paul J Daly","startTime":1370.44,"endTime":1373.08,"body":"market, it's Nazi seven times"},{"speaker":"Paul J Daly","startTime":1373.08,"endTime":1373.5,"body":"over. And"},{"speaker":"Michael Cirillo","startTime":1373.86,"endTime":1375.72,"body":"then you think"},{"speaker":"Michael Cirillo","startTime":1373.86,"endTime":1375.72,"body":"of the impact that that has on"},{"speaker":"Michael Cirillo","startTime":1375.72,"endTime":1378.48,"body":"marketing, and the best"},{"speaker":"Michael Cirillo","startTime":1375.72,"endTime":1378.48,"body":"marketing being the relationship"},{"speaker":"Michael Cirillo","startTime":1378.48,"endTime":1382.16,"body":"and human to human contact and"},{"speaker":"Michael Cirillo","startTime":1378.48,"endTime":1382.16,"body":"presence and how we're playing"},{"speaker":"Michael Cirillo","startTime":1382.16,"endTime":1386.06,"body":"in the community. It's no wonder"},{"speaker":"Michael Cirillo","startTime":1382.16,"endTime":1386.06,"body":"why there are high achiever,"},{"speaker":"Michael Cirillo","startTime":1386.06,"endTime":1389.78,"body":"high performers in our industry"},{"speaker":"Michael Cirillo","startTime":1386.06,"endTime":1389.78,"body":"who are all about making sure"},{"speaker":"Michael Cirillo","startTime":1389.96,"endTime":1393.2,"body":"there is throughput to"},{"speaker":"Michael Cirillo","startTime":1389.96,"endTime":1393.2,"body":"everything they do. Yeah. And"},{"speaker":"Michael Cirillo","startTime":1393.2,"endTime":1394.22,"body":"then there's, well, I think"},{"speaker":"Kyle Mountsier","startTime":1394.22,"endTime":1397.4,"body":"about, okay,"},{"speaker":"Kyle Mountsier","startTime":1394.22,"endTime":1397.4,"body":"let's just say, let's just say"},{"speaker":"Kyle Mountsier","startTime":1397.4,"endTime":1401.8,"body":"that we say 20% is a good"},{"speaker":"Kyle Mountsier","startTime":1397.4,"endTime":1401.8,"body":"closing rate, is a great closing"},{"speaker":"Paul J Daly","startTime":1401.8,"endTime":1404.2,"body":"ratio, and it is"},{"speaker":"Paul J Daly","startTime":1401.8,"endTime":1404.2,"body":"80%"},{"speaker":"Kyle Mountsier","startTime":1405.76,"endTime":1408.22,"body":"of those people"},{"speaker":"Kyle Mountsier","startTime":1405.76,"endTime":1408.22,"body":"are making judgment calls on"},{"speaker":"Kyle Mountsier","startTime":1408.22,"endTime":1411.88,"body":"your business, not just for now,"},{"speaker":"Kyle Mountsier","startTime":1408.22,"endTime":1411.88,"body":"but for the next time, right? So"},{"speaker":"Kyle Mountsier","startTime":1411.88,"endTime":1416.44,"body":"you're not just right for a"},{"speaker":"Kyle Mountsier","startTime":1411.88,"endTime":1416.44,"body":"reason. You're telling them,"},{"speaker":"Kyle Mountsier","startTime":1416.44,"endTime":1420.4,"body":"don't buy from me now and don't"},{"speaker":"Kyle Mountsier","startTime":1416.44,"endTime":1420.4,"body":"buy from me ever. Actually,"},{"speaker":"Kyle Mountsier","startTime":1420.4,"endTime":1425.22,"body":"yeah, if you're not, if you're"},{"speaker":"Kyle Mountsier","startTime":1420.4,"endTime":1425.22,"body":"not considering every"},{"speaker":"Kyle Mountsier","startTime":1425.4,"endTime":1429.84,"body":"interaction that you have with"},{"speaker":"Kyle Mountsier","startTime":1425.4,"endTime":1429.84,"body":"them, from day one day 30,"},{"speaker":"Michael Cirillo","startTime":1430.44,"endTime":1434.22,"body":"I turn into the"},{"speaker":"Michael Cirillo","startTime":1430.44,"endTime":1434.22,"body":"Hulk because angry, because now"},{"speaker":"Michael Cirillo","startTime":1434.22,"endTime":1436.98,"body":"think about that. Think about"},{"speaker":"Michael Cirillo","startTime":1434.22,"endTime":1436.98,"body":"the compounding ripple effect of"},{"speaker":"Michael Cirillo","startTime":1436.98,"endTime":1440.12,"body":"that. Dealers today who are"},{"speaker":"Michael Cirillo","startTime":1436.98,"endTime":1440.12,"body":"like, I don't get it. We used to"},{"speaker":"Michael Cirillo","startTime":1440.12,"endTime":1443.18,"body":"be so strong. I know that's"},{"speaker":"Michael Cirillo","startTime":1440.12,"endTime":1443.18,"body":"really pointed. You guys know I"},{"speaker":"Michael Cirillo","startTime":1443.18,"endTime":1448.4,"body":"love you. You are experiencing"},{"speaker":"Michael Cirillo","startTime":1443.18,"endTime":1448.4,"body":"today the back end of really"},{"speaker":"Michael Cirillo","startTime":1448.4,"endTime":1450.98,"body":"easy car selling in the past,"},{"speaker":"Michael Cirillo","startTime":1448.4,"endTime":1450.98,"body":"where you didn't even have to"},{"speaker":"Michael Cirillo","startTime":1450.98,"endTime":1454.1,"body":"think about this stuff. You"},{"speaker":"Michael Cirillo","startTime":1450.98,"endTime":1454.1,"body":"didn't have the you didn't have"},{"speaker":"Michael Cirillo","startTime":1454.1,"endTime":1459.62,"body":"to think about the impact on"},{"speaker":"Michael Cirillo","startTime":1454.1,"endTime":1459.62,"body":"reputation alone through those"},{"speaker":"Michael Cirillo","startTime":1459.62,"endTime":1464.74,"body":"time periods and now the"},{"speaker":"Michael Cirillo","startTime":1459.62,"endTime":1464.74,"body":"struggling GM, the you know, we"},{"speaker":"Michael Cirillo","startTime":1464.74,"endTime":1468.22,"body":"see this all the time. A new"},{"speaker":"Michael Cirillo","startTime":1464.74,"endTime":1468.22,"body":"GSM, or new GM, comes in to save"},{"speaker":"Michael Cirillo","startTime":1468.22,"endTime":1470.5,"body":"the store, because they were a"},{"speaker":"Michael Cirillo","startTime":1468.22,"endTime":1470.5,"body":"great operator over here, and"},{"speaker":"Michael Cirillo","startTime":1470.5,"endTime":1473.5,"body":"then they can't get it to turn"},{"speaker":"Michael Cirillo","startTime":1470.5,"endTime":1473.5,"body":"over here. And it's like, yeah,"},{"speaker":"Michael Cirillo","startTime":1473.5,"endTime":1476.26,"body":"because you don't realize You"},{"speaker":"Michael Cirillo","startTime":1473.5,"endTime":1476.26,"body":"torched. You're in a town of"},{"speaker":"Michael Cirillo","startTime":1476.26,"endTime":1480.04,"body":"15,000 people, and for the last"},{"speaker":"Michael Cirillo","startTime":1476.26,"endTime":1480.04,"body":"26 and a half years, you've been"},{"speaker":"Michael Cirillo","startTime":1480.04,"endTime":1484.56,"body":"torching 88% of your population"},{"speaker":"Michael Cirillo","startTime":1480.04,"endTime":1484.56,"body":"with a bad experience, yeah,"},{"speaker":"Kyle Mountsier","startTime":1484.56,"endTime":1487.26,"body":"so recovering"},{"speaker":"Kyle Mountsier","startTime":1484.56,"endTime":1487.26,"body":"from that is in one month and"},{"speaker":"Kyle Mountsier","startTime":1487.26,"endTime":1490.26,"body":"done. Oh man, see, we're gonna"},{"speaker":"Kyle Mountsier","startTime":1487.26,"endTime":1490.26,"body":"have to talk about that was"},{"speaker":"Michael Cirillo","startTime":1490.26,"endTime":1492.18,"body":"a big one. But"},{"speaker":"Michael Cirillo","startTime":1490.26,"endTime":1492.18,"body":"then I also write down things"},{"speaker":"Michael Cirillo","startTime":1492.18,"endTime":1497.94,"body":"like 9% are closing within zero"},{"speaker":"Michael Cirillo","startTime":1492.18,"endTime":1497.94,"body":"to three days. And then just I"},{"speaker":"Michael Cirillo","startTime":1497.94,"endTime":1500.48,"body":"write down little short form"},{"speaker":"Michael Cirillo","startTime":1497.94,"endTime":1500.48,"body":"things like this. That I think"},{"speaker":"Michael Cirillo","startTime":1500.48,"endTime":1501.44,"body":"are so intriguing."},{"speaker":"Kyle Mountsier","startTime":1502.22,"endTime":1503.84,"body":"Well, I"},{"speaker":"Kyle Mountsier","startTime":1502.22,"endTime":1503.84,"body":"appreciate your notes. Michael,"},{"speaker":"Kyle Mountsier","startTime":1504.32,"endTime":1506.78,"body":"I do too. I hope the people"},{"speaker":"Kyle Mountsier","startTime":1504.32,"endTime":1506.78,"body":"appreciate you"},{"speaker":"Paul J Daly","startTime":1506.78,"endTime":1508.64,"body":"when they one day,"},{"speaker":"Paul J Daly","startTime":1506.78,"endTime":1508.64,"body":"we'll publish them and they'll"},{"speaker":"Paul J Daly","startTime":1508.64,"endTime":1510.74,"body":"be like, you know, the"},{"speaker":"Paul J Daly","startTime":1508.64,"endTime":1510.74,"body":"Federalist Papers back in the"},{"speaker":"Paul J Daly","startTime":1510.74,"endTime":1511.04,"body":"day,"},{"speaker":"Kyle Mountsier","startTime":1511.22,"endTime":1513.32,"body":"there you go."},{"speaker":"Kyle Mountsier","startTime":1511.22,"endTime":1513.32,"body":"Well, if you're looking for the"},{"speaker":"Kyle Mountsier","startTime":1513.32,"endTime":1516.62,"body":"Federalist Papers, you found"},{"speaker":"Kyle Mountsier","startTime":1513.32,"endTime":1516.62,"body":"them here. Maybe you should just"},{"speaker":"Kyle Mountsier","startTime":1516.62,"endTime":1520.78,"body":"come back for the next Auto"},{"speaker":"Kyle Mountsier","startTime":1516.62,"endTime":1520.78,"body":"Collabs, because we, we're"},{"speaker":"Kyle Mountsier","startTime":1520.78,"endTime":1523.3,"body":"having a lot of fun with these,"},{"speaker":"Kyle Mountsier","startTime":1520.78,"endTime":1523.3,"body":"and I think, yeah, we're digging"},{"speaker":"Kyle Mountsier","startTime":1523.3,"endTime":1526.3,"body":"deep into the things that are"},{"speaker":"Kyle Mountsier","startTime":1523.3,"endTime":1526.3,"body":"making this industry tick. So on"},{"speaker":"Kyle Mountsier","startTime":1526.3,"endTime":1530.2,"body":"behalf of Paul J Daly, Michael"},{"speaker":"Kyle Mountsier","startTime":1526.3,"endTime":1530.2,"body":"Cirillo and myself, myself. Kyle"},{"speaker":"Kyle Mountsier","startTime":1530.2,"endTime":1532.72,"body":"Mountsier, see you next time"},{"speaker":"Kyle Mountsier","startTime":1530.2,"endTime":1532.72,"body":"here on Auto Collabs,"},{"speaker":"Unknown","startTime":1533.38,"endTime":1536.8,"body":"sign up for our free"},{"speaker":"Unknown","startTime":1533.38,"endTime":1536.8,"body":"and fun to read daily email for"},{"speaker":"Unknown","startTime":1536.8,"endTime":1540.66,"body":"a free shot of relevant news and"},{"speaker":"Unknown","startTime":1536.8,"endTime":1540.66,"body":"automotive retail media and pop"},{"speaker":"Unknown","startTime":1540.66,"endTime":1544.92,"body":"culture, you can get it"},{"speaker":"Unknown","startTime":1540.66,"endTime":1544.92,"body":"now@asotu.com That's asotu.com"},{"speaker":"Unknown","startTime":1546.24,"endTime":1549.78,"body":"if you love this podcast, please"},{"speaker":"Unknown","startTime":1546.24,"endTime":1549.78,"body":"leave us a review and share it"},{"speaker":"Unknown","startTime":1549.78,"endTime":1552.84,"body":"with a friend. Thanks again for"},{"speaker":"Unknown","startTime":1549.78,"endTime":1552.84,"body":"listening. We'll see you next"},{"speaker":"Unknown","startTime":1552.84,"endTime":1553.14,"body":"time you"},{"speaker":"Unknown","startTime":1564.44,"endTime":1570.5,"body":"welcome to Annika. We recording."},{"speaker":"Unknown","startTime":1564.44,"endTime":1570.5,"body":"You."}]}