{"version":"1.0.0","segments":[{"speaker":"Paul J Daly","startTime":0.0,"endTime":2.34,"body":"I love it when we"},{"speaker":"Paul J Daly","startTime":0.0,"endTime":2.34,"body":"have somebody on the show who"},{"speaker":"Paul J Daly","startTime":2.34,"endTime":3.42,"body":"also has a book."},{"speaker":"Unknown","startTime":9.24,"endTime":11.58,"body":"This is Auto Collabs."},{"speaker":"Unknown","startTime":9.24,"endTime":11.58,"body":"We do that a"},{"speaker":"Paul J Daly","startTime":11.58,"endTime":14.94,"body":"lot. We do and one"},{"speaker":"Paul J Daly","startTime":11.58,"endTime":14.94,"body":"of the things like, you know, in"},{"speaker":"Paul J Daly","startTime":14.94,"endTime":18.6,"body":"whenever you have a book without"},{"speaker":"Paul J Daly","startTime":14.94,"endTime":18.6,"body":"a major publisher, I think, and"},{"speaker":"Paul J Daly","startTime":18.6,"endTime":21.68,"body":"you know, I have one, I wrote"},{"speaker":"Paul J Daly","startTime":18.6,"endTime":21.68,"body":"one. And really the reward of"},{"speaker":"Paul J Daly","startTime":21.68,"endTime":24.86,"body":"having the book is writing the"},{"speaker":"Paul J Daly","startTime":21.68,"endTime":24.86,"body":"book and getting all your"},{"speaker":"Paul J Daly","startTime":24.86,"endTime":28.22,"body":"thoughts in a line, because I"},{"speaker":"Paul J Daly","startTime":24.86,"endTime":28.22,"body":"found that it helps you live out"},{"speaker":"Paul J Daly","startTime":28.22,"endTime":30.44,"body":"those thoughts and those"},{"speaker":"Paul J Daly","startTime":28.22,"endTime":30.44,"body":"strategies. Because, you know,"},{"speaker":"Paul J Daly","startTime":30.44,"endTime":33.44,"body":"the three of us come up with,"},{"speaker":"Paul J Daly","startTime":30.44,"endTime":33.44,"body":"like, one idea, one new idea"},{"speaker":"Paul J Daly","startTime":33.44,"endTime":34.94,"body":"every 22 seconds. Well,"},{"speaker":"Kyle Mountsier","startTime":35.24,"endTime":39.32,"body":"what it's? What"},{"speaker":"Kyle Mountsier","startTime":35.24,"endTime":39.32,"body":"it does is it is it changes your"},{"speaker":"Kyle Mountsier","startTime":39.32,"endTime":41.92,"body":"commitment level to it right?"},{"speaker":"Kyle Mountsier","startTime":39.32,"endTime":41.92,"body":"Because now other people have"},{"speaker":"Kyle Mountsier","startTime":41.92,"endTime":44.8,"body":"read and thought about the"},{"speaker":"Kyle Mountsier","startTime":41.92,"endTime":44.8,"body":"thoughts that you have, right?"},{"speaker":"Kyle Mountsier","startTime":44.8,"endTime":47.08,"body":"And so all of a sudden you're"},{"speaker":"Kyle Mountsier","startTime":44.8,"endTime":47.08,"body":"like, No, I'm going to actually"},{"speaker":"Kyle Mountsier","startTime":47.08,"endTime":50.62,"body":"commit to that way of thinking,"},{"speaker":"Kyle Mountsier","startTime":47.08,"endTime":50.62,"body":"that way of life, that way of"},{"speaker":"Kyle Mountsier","startTime":50.92,"endTime":55.24,"body":"perceiving the world. And and"},{"speaker":"Kyle Mountsier","startTime":50.92,"endTime":55.24,"body":"you see it through and through."},{"speaker":"Kyle Mountsier","startTime":55.24,"endTime":57.34,"body":"We've gotten to know Adam,"},{"speaker":"Kyle Mountsier","startTime":55.24,"endTime":57.34,"body":"obviously, through a few"},{"speaker":"Kyle Mountsier","startTime":57.34,"endTime":61.5,"body":"different mechanisms and and"},{"speaker":"Kyle Mountsier","startTime":57.34,"endTime":61.5,"body":"just from being around the"},{"speaker":"Kyle Mountsier","startTime":61.5,"endTime":64.26,"body":"industry, and you can see him"},{"speaker":"Kyle Mountsier","startTime":61.5,"endTime":64.26,"body":"living out the thesis that he"},{"speaker":"Kyle Mountsier","startTime":64.26,"endTime":67.02,"body":"believes in and what's present"},{"speaker":"Kyle Mountsier","startTime":64.26,"endTime":67.02,"body":"in his book. And so I'm excited"},{"speaker":"Kyle Mountsier","startTime":67.02,"endTime":69.9,"body":"to have a conversation about it"},{"speaker":"Kyle Mountsier","startTime":67.02,"endTime":69.9,"body":"with him, because that's the"},{"speaker":"Kyle Mountsier","startTime":69.9,"endTime":73.08,"body":"conversation that he's gonna"},{"speaker":"Kyle Mountsier","startTime":69.9,"endTime":73.08,"body":"love. So we hope that you"},{"speaker":"Kyle Mountsier","startTime":73.08,"endTime":74.82,"body":"enjoyed this conversation. Hey,"},{"speaker":"Kyle Mountsier","startTime":73.08,"endTime":74.82,"body":"Adam,"},{"speaker":"Paul J Daly","startTime":79.26,"endTime":81.3,"body":"it's so good to be"},{"speaker":"Paul J Daly","startTime":79.26,"endTime":81.3,"body":"with you on this podcast after"},{"speaker":"Paul J Daly","startTime":81.36,"endTime":84.32,"body":"spending a little time with you"},{"speaker":"Paul J Daly","startTime":81.36,"endTime":84.32,"body":"back in public policy day, it's"},{"speaker":"Paul J Daly","startTime":84.32,"endTime":86.18,"body":"the first time we've gotten to"},{"speaker":"Paul J Daly","startTime":84.32,"endTime":86.18,"body":"reconnect. Good to"},{"speaker":"Unknown","startTime":86.36,"endTime":88.28,"body":"have you here. I'm"},{"speaker":"Unknown","startTime":86.36,"endTime":88.28,"body":"excited to be here. Thanks for"},{"speaker":"Unknown","startTime":88.64,"endTime":90.02,"body":"having me. You know, like, Oh,"},{"speaker":"Paul J Daly","startTime":90.02,"endTime":91.64,"body":"you're gonna ask"},{"speaker":"Paul J Daly","startTime":90.02,"endTime":91.64,"body":"some Kyle. You just took an"},{"speaker":"Paul J Daly","startTime":91.64,"endTime":95.12,"body":"inhale. Not at all. I just took"},{"speaker":"Paul J Daly","startTime":91.64,"endTime":95.12,"body":"a big breath. Okay, so one of"},{"speaker":"Paul J Daly","startTime":95.12,"endTime":98.06,"body":"the things that that we love to"},{"speaker":"Paul J Daly","startTime":95.12,"endTime":98.06,"body":"do on the show is let people get"},{"speaker":"Paul J Daly","startTime":98.06,"endTime":100.3,"body":"to know the person a little bit"},{"speaker":"Paul J Daly","startTime":98.06,"endTime":100.3,"body":"because, you know, we'll talk"},{"speaker":"Paul J Daly","startTime":100.3,"endTime":103.18,"body":"about F and I will talk about"},{"speaker":"Paul J Daly","startTime":100.3,"endTime":103.18,"body":"that stuff in a minute, but give"},{"speaker":"Paul J Daly","startTime":103.18,"endTime":106.06,"body":"it. Give us, like, the two"},{"speaker":"Paul J Daly","startTime":103.18,"endTime":106.06,"body":"minute on like, how you got in"},{"speaker":"Paul J Daly","startTime":106.06,"endTime":107.14,"body":"the industry and why?"},{"speaker":"Adam Marburger","startTime":107.5,"endTime":110.32,"body":"Yeah, it was on"},{"speaker":"Adam Marburger","startTime":107.5,"endTime":110.32,"body":"accident. You know, I was"},{"speaker":"Adam Marburger","startTime":110.32,"endTime":113.14,"body":"working. I joined the club,"},{"speaker":"Adam Marburger","startTime":110.32,"endTime":113.14,"body":"working at a restaurant. I was"},{"speaker":"Adam Marburger","startTime":113.14,"endTime":116.68,"body":"in Panama City Beach for a week,"},{"speaker":"Adam Marburger","startTime":113.14,"endTime":116.68,"body":"just having a blast. I get back"},{"speaker":"Adam Marburger","startTime":116.68,"endTime":120.28,"body":"from my vacation and the owner"},{"speaker":"Adam Marburger","startTime":116.68,"endTime":120.28,"body":"of the restaurant says, Hey,"},{"speaker":"Adam Marburger","startTime":120.28,"endTime":122.52,"body":"good news, bad news. And I'm"},{"speaker":"Adam Marburger","startTime":120.28,"endTime":122.52,"body":"like, All right, give me, uh,"},{"speaker":"Adam Marburger","startTime":122.76,"endTime":125.1,"body":"give me the bad he goes, We're"},{"speaker":"Adam Marburger","startTime":122.76,"endTime":125.1,"body":"closing the restaurant. And I'm"},{"speaker":"Adam Marburger","startTime":125.22,"endTime":129.3,"body":"like, what's the good news?"},{"speaker":"Adam Marburger","startTime":125.22,"endTime":129.3,"body":"Loved my job. You're going with"},{"speaker":"Adam Marburger","startTime":129.3,"endTime":132.9,"body":"me to the Toyota dealership. And"},{"speaker":"Adam Marburger","startTime":129.3,"endTime":132.9,"body":"I'm like, what? So he took me"},{"speaker":"Adam Marburger","startTime":132.9,"endTime":136.02,"body":"down there. His name's Gordon"},{"speaker":"Adam Marburger","startTime":132.9,"endTime":136.02,"body":"Carver, got to know the GM. And,"},{"speaker":"Adam Marburger","startTime":136.44,"endTime":138.9,"body":"you know, I took a little time"},{"speaker":"Adam Marburger","startTime":136.44,"endTime":138.9,"body":"to make the deal because I was"},{"speaker":"Adam Marburger","startTime":138.9,"endTime":141.74,"body":"hesitant of being a car"},{"speaker":"Adam Marburger","startTime":138.9,"endTime":141.74,"body":"salesman. And as a matter of"},{"speaker":"Adam Marburger","startTime":141.74,"endTime":146.72,"body":"fact, I requested to be a"},{"speaker":"Adam Marburger","startTime":141.74,"endTime":146.72,"body":"porter. So I started my first 20"},{"speaker":"Adam Marburger","startTime":146.72,"endTime":150.98,"body":"days as a porter, and then"},{"speaker":"Adam Marburger","startTime":146.72,"endTime":150.98,"body":"sales. Three years later, F and"},{"speaker":"Adam Marburger","startTime":150.98,"endTime":153.38,"body":"I, and now I just, you know, I"},{"speaker":"Adam Marburger","startTime":150.98,"endTime":153.38,"body":"help people wait"},{"speaker":"Kyle Mountsier","startTime":153.38,"endTime":155.9,"body":"so your"},{"speaker":"Kyle Mountsier","startTime":153.38,"endTime":155.9,"body":"restaurant owner took you to the"},{"speaker":"Kyle Mountsier","startTime":155.9,"endTime":159.02,"body":"deal. Why did the restaurant? I"},{"speaker":"Kyle Mountsier","startTime":155.9,"endTime":159.02,"body":"want to know that story. He's"},{"speaker":"Paul J Daly","startTime":159.08,"endTime":161.08,"body":"like because I had"},{"speaker":"Paul J Daly","startTime":159.08,"endTime":161.08,"body":"the newspaper and it says you"},{"speaker":"Paul J Daly","startTime":161.08,"endTime":164.38,"body":"can make 70,000 your first year."},{"speaker":"Paul J Daly","startTime":161.08,"endTime":164.38,"body":"And I'm gonna give you this guy"},{"speaker":"Paul J Daly","startTime":164.38,"endTime":165.1,"body":"referenced"},{"speaker":"Adam Marburger","startTime":165.22,"endTime":169.72,"body":"savant at"},{"speaker":"Adam Marburger","startTime":165.22,"endTime":169.72,"body":"selling cars. Gordon was always"},{"speaker":"Adam Marburger","startTime":169.78,"endTime":173.98,"body":"Gordon was a 30 car guy, like"},{"speaker":"Adam Marburger","startTime":169.78,"endTime":173.98,"body":"when no one was doing it, and it"},{"speaker":"Adam Marburger","startTime":173.98,"endTime":177.16,"body":"was all just customers coming,"},{"speaker":"Adam Marburger","startTime":173.98,"endTime":177.16,"body":"and he built a base, he stepped"},{"speaker":"Adam Marburger","startTime":177.16,"endTime":179.86,"body":"away to help his wife open up"},{"speaker":"Adam Marburger","startTime":177.16,"endTime":179.86,"body":"the restaurant. So he just"},{"speaker":"Adam Marburger","startTime":179.86,"endTime":182.52,"body":"stepped away. It was kind of"},{"speaker":"Adam Marburger","startTime":179.86,"endTime":182.52,"body":"like, not a permanent thing. I"},{"speaker":"Adam Marburger","startTime":182.52,"endTime":185.7,"body":"don't believe he was at the"},{"speaker":"Adam Marburger","startTime":182.52,"endTime":185.7,"body":"restaurant quite a bit. So when"},{"speaker":"Adam Marburger","startTime":185.7,"endTime":187.92,"body":"that fell through, he's like,"},{"speaker":"Adam Marburger","startTime":185.7,"endTime":187.92,"body":"we're going right here, and"},{"speaker":"Adam Marburger","startTime":187.92,"endTime":189.54,"body":"that's what, that's what we did."},{"speaker":"Adam Marburger","startTime":187.92,"endTime":189.54,"body":"So"},{"speaker":"Kyle Mountsier","startTime":189.6,"endTime":193.26,"body":"that's so cool."},{"speaker":"Kyle Mountsier","startTime":189.6,"endTime":193.26,"body":"Like someone gave you a shot,"},{"speaker":"Kyle Mountsier","startTime":193.26,"endTime":196.44,"body":"like, this is the shot. This is"},{"speaker":"Kyle Mountsier","startTime":193.26,"endTime":196.44,"body":"where you go. This is, this is"},{"speaker":"Kyle Mountsier","startTime":196.44,"endTime":200.42,"body":"where it happens. I um, you were"},{"speaker":"Kyle Mountsier","startTime":196.44,"endTime":200.42,"body":"when you were still at the"},{"speaker":"Kyle Mountsier","startTime":200.42,"endTime":204.08,"body":"store. You are 40, under 40,"},{"speaker":"Kyle Mountsier","startTime":200.42,"endTime":204.08,"body":"right? Yeah, was that?"},{"speaker":"Adam Marburger","startTime":204.44,"endTime":206.3,"body":"That was, that"},{"speaker":"Adam Marburger","startTime":204.44,"endTime":206.3,"body":"was at the tail end of my"},{"speaker":"Adam Marburger","startTime":206.3,"endTime":209.18,"body":"career. That was, you know, that"},{"speaker":"Adam Marburger","startTime":206.3,"endTime":209.18,"body":"was basically, I was running a"},{"speaker":"Adam Marburger","startTime":209.18,"endTime":212.24,"body":"big dealer group in St Louis,"},{"speaker":"Adam Marburger","startTime":209.18,"endTime":212.24,"body":"and got nominated in that. That"},{"speaker":"Adam Marburger","startTime":212.24,"endTime":213.98,"body":"was a lot of fun, too. That's"},{"speaker":"Adam Marburger","startTime":212.24,"endTime":213.98,"body":"kind of"},{"speaker":"Kyle Mountsier","startTime":213.98,"endTime":217.4,"body":"where my"},{"speaker":"Kyle Mountsier","startTime":213.98,"endTime":217.4,"body":"because, like, okay, look every"},{"speaker":"Kyle Mountsier","startTime":217.4,"endTime":223.18,"body":"time you say it, yeah, just so,"},{"speaker":"Kyle Mountsier","startTime":217.4,"endTime":223.18,"body":"you know, like, if you calculate"},{"speaker":"Kyle Mountsier","startTime":223.18,"endTime":226.54,"body":"how many people get this in the"},{"speaker":"Kyle Mountsier","startTime":223.18,"endTime":226.54,"body":"last out of, I don't know, 2"},{"speaker":"Kyle Mountsier","startTime":226.54,"endTime":230.44,"body":"million people in the industry."},{"speaker":"Kyle Mountsier","startTime":226.54,"endTime":230.44,"body":"You know, over the last 20"},{"speaker":"Kyle Mountsier","startTime":230.44,"endTime":233.8,"body":"years, only 800 people. So"},{"speaker":"Kyle Mountsier","startTime":230.44,"endTime":233.8,"body":"you're in that list. What do you"},{"speaker":"Kyle Mountsier","startTime":233.8,"endTime":236.14,"body":"think? Well, you know, you get"},{"speaker":"Kyle Mountsier","startTime":233.8,"endTime":236.14,"body":"nominated. But then you go"},{"speaker":"Kyle Mountsier","startTime":236.14,"endTime":238.78,"body":"through all this stuff where,"},{"speaker":"Kyle Mountsier","startTime":236.14,"endTime":238.78,"body":"what was the thing that kind of,"},{"speaker":"Kyle Mountsier","startTime":238.78,"endTime":242.52,"body":"was the calling card that helped"},{"speaker":"Kyle Mountsier","startTime":238.78,"endTime":242.52,"body":"you stand out that said, this is"},{"speaker":"Kyle Mountsier","startTime":242.52,"endTime":246.0,"body":"why you know this person is kind"},{"speaker":"Kyle Mountsier","startTime":242.52,"endTime":246.0,"body":"of changing the game."},{"speaker":"Adam Marburger","startTime":246.3,"endTime":249.6,"body":"Yeah, great,"},{"speaker":"Adam Marburger","startTime":246.3,"endTime":249.6,"body":"great question. I think it was"},{"speaker":"Adam Marburger","startTime":249.6,"endTime":252.84,"body":"my career. I mean, I delivered"},{"speaker":"Adam Marburger","startTime":249.6,"endTime":252.84,"body":"over 20,000 very few people have"},{"speaker":"Adam Marburger","startTime":252.84,"endTime":255.9,"body":"done this, but I delivered over"},{"speaker":"Adam Marburger","startTime":252.84,"endTime":255.9,"body":"20,000 retail deals like I"},{"speaker":"Adam Marburger","startTime":255.9,"endTime":260.4,"body":"delivered, funded, completed,"},{"speaker":"Adam Marburger","startTime":255.9,"endTime":260.4,"body":"and I built a huge referral"},{"speaker":"Adam Marburger","startTime":260.4,"endTime":263.24,"body":"base. I was an F and I manager"},{"speaker":"Adam Marburger","startTime":260.4,"endTime":263.24,"body":"that sold almost 20 cars a"},{"speaker":"Adam Marburger","startTime":263.24,"endTime":265.88,"body":"month. I had people just coming"},{"speaker":"Adam Marburger","startTime":263.24,"endTime":265.88,"body":"in to see me that I just built"},{"speaker":"Adam Marburger","startTime":265.88,"endTime":270.68,"body":"something special. I took my job"},{"speaker":"Adam Marburger","startTime":265.88,"endTime":270.68,"body":"very serious. I invested in"},{"speaker":"Adam Marburger","startTime":270.68,"endTime":273.74,"body":"myself. I I'm all things F, and"},{"speaker":"Adam Marburger","startTime":270.68,"endTime":273.74,"body":"I'm madly in love with that"},{"speaker":"Adam Marburger","startTime":273.74,"endTime":275.48,"body":"space. So Wow."},{"speaker":"Kyle Mountsier","startTime":276.74,"endTime":279.74,"body":"Sales people,"},{"speaker":"Kyle Mountsier","startTime":276.74,"endTime":279.74,"body":"sales people, find it hard to"},{"speaker":"Kyle Mountsier","startTime":279.74,"endTime":283.84,"body":"get people referring back. Like,"},{"speaker":"Kyle Mountsier","startTime":279.74,"endTime":283.84,"body":"I remember, you know, it was"},{"speaker":"Kyle Mountsier","startTime":283.84,"endTime":286.96,"body":"always like, Okay, call the"},{"speaker":"Kyle Mountsier","startTime":283.84,"endTime":286.96,"body":"call, the people get the"},{"speaker":"Kyle Mountsier","startTime":286.96,"endTime":290.38,"body":"referral, right? But there's,"},{"speaker":"Kyle Mountsier","startTime":286.96,"endTime":290.38,"body":"there's, you can't just make the"},{"speaker":"Kyle Mountsier","startTime":290.38,"endTime":293.44,"body":"call. There's something that you"},{"speaker":"Kyle Mountsier","startTime":290.38,"endTime":293.44,"body":"do in the mid time. What do you"},{"speaker":"Kyle Mountsier","startTime":293.44,"endTime":297.52,"body":"think? You know, can you point"},{"speaker":"Kyle Mountsier","startTime":293.44,"endTime":297.52,"body":"to, like, one or two reasons why"},{"speaker":"Kyle Mountsier","startTime":297.52,"endTime":301.74,"body":"you had success driving people?"},{"speaker":"Kyle Mountsier","startTime":297.52,"endTime":301.74,"body":"People to refer people or to"},{"speaker":"Kyle Mountsier","startTime":301.74,"endTime":305.4,"body":"come back to you over time,"},{"speaker":"Kyle Mountsier","startTime":301.74,"endTime":305.4,"body":"outside of just like I treated"},{"speaker":"Kyle Mountsier","startTime":305.4,"endTime":309.54,"body":"them Well, was there was like a"},{"speaker":"Kyle Mountsier","startTime":305.4,"endTime":309.54,"body":"tangible thing or a way that you"},{"speaker":"Kyle Mountsier","startTime":309.78,"endTime":313.44,"body":"crafted the entire conversation"},{"speaker":"Kyle Mountsier","startTime":309.78,"endTime":313.44,"body":"that led to that volume of"},{"speaker":"Kyle Mountsier","startTime":313.44,"endTime":314.88,"body":"repeat and referral business?"},{"speaker":"Adam Marburger","startTime":315.18,"endTime":319.38,"body":"I absolutely"},{"speaker":"Adam Marburger","startTime":315.18,"endTime":319.38,"body":"love that question, so I will"},{"speaker":"Adam Marburger","startTime":319.38,"endTime":323.12,"body":"use a reference out of out of a"},{"speaker":"Adam Marburger","startTime":319.38,"endTime":323.12,"body":"book unreasonable hospitality,"},{"speaker":"Adam Marburger","startTime":323.12,"endTime":326.3,"body":"right? Let's go, come on now."},{"speaker":"Adam Marburger","startTime":323.12,"endTime":326.3,"body":"Well, well, like here. So as an"},{"speaker":"Adam Marburger","startTime":326.3,"endTime":329.18,"body":"F and I manager, I provide a"},{"speaker":"Adam Marburger","startTime":326.3,"endTime":329.18,"body":"service, and a service, it's the"},{"speaker":"Adam Marburger","startTime":329.18,"endTime":331.94,"body":"act of service is a thing that I"},{"speaker":"Adam Marburger","startTime":329.18,"endTime":331.94,"body":"do, right? But it's how you make"},{"speaker":"Adam Marburger","startTime":331.94,"endTime":335.36,"body":"people feel in that process, is"},{"speaker":"Adam Marburger","startTime":331.94,"endTime":335.36,"body":"what really matters and really"},{"speaker":"Adam Marburger","startTime":335.36,"endTime":338.78,"body":"equates to hospitality. So what"},{"speaker":"Adam Marburger","startTime":335.36,"endTime":338.78,"body":"I would do is I would genuinely"},{"speaker":"Adam Marburger","startTime":338.78,"endTime":343.24,"body":"connect, like I would ask real"},{"speaker":"Adam Marburger","startTime":338.78,"endTime":343.24,"body":"questions and and really listen"},{"speaker":"Adam Marburger","startTime":343.24,"endTime":346.3,"body":"and just really get to know"},{"speaker":"Adam Marburger","startTime":343.24,"endTime":346.3,"body":"people. Now there were days"},{"speaker":"Adam Marburger","startTime":346.3,"endTime":349.24,"body":"where I'm five deep, and I have"},{"speaker":"Adam Marburger","startTime":346.3,"endTime":349.24,"body":"to do that quicker and get"},{"speaker":"Adam Marburger","startTime":349.24,"endTime":351.58,"body":"involved early, and that's why"},{"speaker":"Adam Marburger","startTime":349.24,"endTime":351.58,"body":"getting involved early in the"},{"speaker":"Adam Marburger","startTime":351.58,"endTime":354.88,"body":"transaction is critical as an F"},{"speaker":"Adam Marburger","startTime":351.58,"endTime":354.88,"body":"and I professional, but I would"},{"speaker":"Adam Marburger","startTime":354.88,"endTime":357.22,"body":"connect with people. I'd make"},{"speaker":"Adam Marburger","startTime":354.88,"endTime":357.22,"body":"them laugh, I'd make them feel"},{"speaker":"Adam Marburger","startTime":357.22,"endTime":362.28,"body":"special, and I they knew I truly"},{"speaker":"Adam Marburger","startTime":357.22,"endTime":362.28,"body":"cared. Every one of our clients,"},{"speaker":"Adam Marburger","startTime":362.4,"endTime":365.88,"body":"our guest, had my cell phone"},{"speaker":"Adam Marburger","startTime":362.4,"endTime":365.88,"body":"number. I made sure that no"},{"speaker":"Adam Marburger","startTime":365.88,"endTime":368.28,"body":"matter what you call me, you"},{"speaker":"Adam Marburger","startTime":365.88,"endTime":368.28,"body":"text me you need something. I"},{"speaker":"Adam Marburger","startTime":368.7,"endTime":372.24,"body":"don't know if you know this, but"},{"speaker":"Adam Marburger","startTime":368.7,"endTime":372.24,"body":"if you were to check every F and"},{"speaker":"Adam Marburger","startTime":372.24,"endTime":375.24,"body":"I managers voicemail in the"},{"speaker":"Adam Marburger","startTime":372.24,"endTime":375.24,"body":"industry, how many of those"},{"speaker":"Adam Marburger","startTime":375.24,"endTime":376.02,"body":"mailboxes are"},{"speaker":"Paul J Daly","startTime":376.2,"endTime":378.12,"body":"full, we already"},{"speaker":"Paul J Daly","startTime":376.2,"endTime":378.12,"body":"know the answer."},{"speaker":"Adam Marburger","startTime":379.74,"endTime":382.28,"body":"That's a pet"},{"speaker":"Adam Marburger","startTime":379.74,"endTime":382.28,"body":"peeve of mine, by the way, they"},{"speaker":"Adam Marburger","startTime":382.28,"endTime":385.88,"body":"should never be full, but direct"},{"speaker":"Adam Marburger","startTime":382.28,"endTime":385.88,"body":"access to me is that you're that"},{"speaker":"Adam Marburger","startTime":385.88,"endTime":389.12,"body":"last touch point from a from the"},{"speaker":"Adam Marburger","startTime":385.88,"endTime":389.12,"body":"transaction standpoint, right?"},{"speaker":"Adam Marburger","startTime":389.48,"endTime":392.9,"body":"So that's, that's, I think, the"},{"speaker":"Adam Marburger","startTime":389.48,"endTime":392.9,"body":"magic on it, you know? Yeah,"},{"speaker":"Kyle Mountsier","startTime":393.02,"endTime":395.3,"body":"it's like,"},{"speaker":"Kyle Mountsier","startTime":393.02,"endTime":395.3,"body":"simple magic, though, yeah,"},{"speaker":"Kyle Mountsier","startTime":395.54,"endTime":398.72,"body":"check your voicemail, call them"},{"speaker":"Kyle Mountsier","startTime":395.54,"endTime":398.72,"body":"back, you know? I"},{"speaker":"Paul J Daly","startTime":398.72,"endTime":401.44,"body":"mean, gosh, you"},{"speaker":"Paul J Daly","startTime":398.72,"endTime":401.44,"body":"kind of feel like, I mean, my"},{"speaker":"Paul J Daly","startTime":401.44,"endTime":404.08,"body":"voicemail is where communication"},{"speaker":"Paul J Daly","startTime":401.44,"endTime":404.08,"body":"goes to die, and I'm not an F"},{"speaker":"Paul J Daly","startTime":404.08,"endTime":408.04,"body":"and i Manager, but you would"},{"speaker":"Paul J Daly","startTime":404.08,"endTime":408.04,"body":"think that I've had, literally,"},{"speaker":"Paul J Daly","startTime":408.04,"endTime":410.8,"body":"I just, you know, I bought"},{"speaker":"Paul J Daly","startTime":408.04,"endTime":410.8,"body":"several vehicles out of state,"},{"speaker":"Paul J Daly","startTime":410.86,"endTime":414.1,"body":"and I had that experience like,"},{"speaker":"Paul J Daly","startTime":410.86,"endTime":414.1,"body":"two or three times. Now,"},{"speaker":"Paul J Daly","startTime":414.1,"endTime":418.0,"body":"granted, I had, I had, like,"},{"speaker":"Paul J Daly","startTime":414.1,"endTime":418.0,"body":"text messages and, like, we were"},{"speaker":"Paul J Daly","startTime":418.0,"endTime":421.68,"body":"outside of that, but I can't"},{"speaker":"Paul J Daly","startTime":418.0,"endTime":421.68,"body":"imagine that that isn't like the"},{"speaker":"Paul J Daly","startTime":421.68,"endTime":425.34,"body":"one of the simplest things to"},{"speaker":"Paul J Daly","startTime":421.68,"endTime":425.34,"body":"fix you get. You have a unique"},{"speaker":"Paul J Daly","startTime":425.34,"endTime":429.36,"body":"perspective, because you serve"},{"speaker":"Paul J Daly","startTime":425.34,"endTime":429.36,"body":"so many F and I departments and"},{"speaker":"Paul J Daly","startTime":429.36,"endTime":431.88,"body":"dealer groups on a regular"},{"speaker":"Paul J Daly","startTime":429.36,"endTime":431.88,"body":"basis. So you kind of get the"},{"speaker":"Paul J Daly","startTime":431.88,"endTime":435.6,"body":"advantage of this bird's eye"},{"speaker":"Paul J Daly","startTime":431.88,"endTime":435.6,"body":"view on common issues, common"},{"speaker":"Paul J Daly","startTime":435.6,"endTime":439.14,"body":"problems, common challenges in"},{"speaker":"Paul J Daly","startTime":435.6,"endTime":439.14,"body":"this day and age. Can you give"},{"speaker":"Paul J Daly","startTime":439.14,"endTime":442.58,"body":"us two or three the things that"},{"speaker":"Paul J Daly","startTime":439.14,"endTime":442.58,"body":"you are seeing a lot of maybe"},{"speaker":"Paul J Daly","startTime":442.58,"endTime":445.64,"body":"that weren't always issues, but"},{"speaker":"Paul J Daly","startTime":442.58,"endTime":445.64,"body":"are have been become issues in"},{"speaker":"Paul J Daly","startTime":445.64,"endTime":447.26,"body":"the last 12 to 24 months."},{"speaker":"Adam Marburger","startTime":447.8,"endTime":453.8,"body":"Yeah, that's an"},{"speaker":"Adam Marburger","startTime":447.8,"endTime":453.8,"body":"easy I could give you 100 so let"},{"speaker":"Adam Marburger","startTime":453.8,"endTime":456.74,"body":"me be just real fair here. And"},{"speaker":"Adam Marburger","startTime":453.8,"endTime":456.74,"body":"this is broadly speaking, is"},{"speaker":"Adam Marburger","startTime":456.74,"endTime":462.04,"body":"like Doom scrolling. Okay, so"},{"speaker":"Adam Marburger","startTime":456.74,"endTime":462.04,"body":"there is a lack of process and"},{"speaker":"Adam Marburger","startTime":462.04,"endTime":465.04,"body":"accountability. So when you"},{"speaker":"Adam Marburger","startTime":462.04,"endTime":465.04,"body":"really take over a store, get"},{"speaker":"Adam Marburger","startTime":465.04,"endTime":467.68,"body":"involved in a store, when"},{"speaker":"Adam Marburger","startTime":465.04,"endTime":467.68,"body":"they're when the process is"},{"speaker":"Adam Marburger","startTime":467.68,"endTime":470.74,"body":"dialed in, and there's somebody"},{"speaker":"Adam Marburger","startTime":467.68,"endTime":470.74,"body":"really monitoring the process,"},{"speaker":"Adam Marburger","startTime":470.74,"endTime":475.06,"body":"and we're, we're managing with"},{"speaker":"Adam Marburger","startTime":470.74,"endTime":475.06,"body":"data, and from the GM down,"},{"speaker":"Adam Marburger","startTime":475.06,"endTime":478.12,"body":"everybody's kind of in Unity."},{"speaker":"Adam Marburger","startTime":475.06,"endTime":478.12,"body":"Those stores run at a very, very"},{"speaker":"Adam Marburger","startTime":478.12,"endTime":482.94,"body":"high level. Those stores produce"},{"speaker":"Adam Marburger","startTime":478.12,"endTime":482.94,"body":"above industry standard. The"},{"speaker":"Adam Marburger","startTime":482.94,"endTime":486.78,"body":"stores that lack a process, and"},{"speaker":"Adam Marburger","startTime":482.94,"endTime":486.78,"body":"especially if there's nobody"},{"speaker":"Adam Marburger","startTime":486.78,"endTime":489.24,"body":"holding that process"},{"speaker":"Adam Marburger","startTime":486.78,"endTime":489.24,"body":"accountable, you just run subpar"},{"speaker":"Adam Marburger","startTime":489.24,"endTime":493.62,"body":"numbers. So that is a problem"},{"speaker":"Adam Marburger","startTime":489.24,"endTime":493.62,"body":"right there. The second issue"},{"speaker":"Adam Marburger","startTime":493.62,"endTime":498.12,"body":"that I'm seeing a ton as of"},{"speaker":"Adam Marburger","startTime":493.62,"endTime":498.12,"body":"recent, there's a there's a lack"},{"speaker":"Adam Marburger","startTime":498.12,"endTime":501.98,"body":"of development. So, you know, a"},{"speaker":"Adam Marburger","startTime":498.12,"endTime":501.98,"body":"lot of the industries kind of"},{"speaker":"Adam Marburger","startTime":502.16,"endTime":505.16,"body":"right now, we should focus on F"},{"speaker":"Adam Marburger","startTime":502.16,"endTime":505.16,"body":"and I. We should be training"},{"speaker":"Adam Marburger","startTime":505.16,"endTime":509.66,"body":"more, investing more, going to"},{"speaker":"Adam Marburger","startTime":505.16,"endTime":509.66,"body":"more F and I schools, dialing in"},{"speaker":"Adam Marburger","startTime":509.66,"endTime":512.6,"body":"our craft, getting better at our"},{"speaker":"Adam Marburger","startTime":509.66,"endTime":512.6,"body":"product knowledge. Margin"},{"speaker":"Adam Marburger","startTime":512.6,"endTime":515.18,"body":"compression is real. We know"},{"speaker":"Adam Marburger","startTime":512.6,"endTime":515.18,"body":"that, right? So F and I that the"},{"speaker":"Adam Marburger","startTime":515.18,"endTime":518.48,"body":"spotlight's on us right now."},{"speaker":"Adam Marburger","startTime":515.18,"endTime":518.48,"body":"There's a lack of commitment to"},{"speaker":"Adam Marburger","startTime":518.48,"endTime":521.26,"body":"professional coaching, that's so"},{"speaker":"Adam Marburger","startTime":518.48,"endTime":521.26,"body":"that's a big one that I was"},{"speaker":"Adam Marburger","startTime":521.26,"endTime":524.56,"body":"experiencing and seeing, which"},{"speaker":"Adam Marburger","startTime":521.26,"endTime":524.56,"body":"is good for me and my business"},{"speaker":"Adam Marburger","startTime":524.8,"endTime":529.24,"body":"like that helped. But that's"},{"speaker":"Adam Marburger","startTime":524.8,"endTime":529.24,"body":"that's a big issue well,"},{"speaker":"Kyle Mountsier","startTime":529.3,"endTime":532.9,"body":"and I, when I"},{"speaker":"Kyle Mountsier","startTime":529.3,"endTime":532.9,"body":"look at, you know, the positions"},{"speaker":"Kyle Mountsier","startTime":532.9,"endTime":538.9,"body":"in the dealership, it seems like"},{"speaker":"Kyle Mountsier","startTime":532.9,"endTime":538.9,"body":"we have as an industry over,"},{"speaker":"Kyle Mountsier","startTime":538.9,"endTime":541.32,"body":"especially over the last three"},{"speaker":"Kyle Mountsier","startTime":538.9,"endTime":541.32,"body":"to four years, and now it's"},{"speaker":"Kyle Mountsier","startTime":541.32,"endTime":543.9,"body":"getting really highlighted,"},{"speaker":"Kyle Mountsier","startTime":541.32,"endTime":543.9,"body":"because people are going, oh,"},{"speaker":"Kyle Mountsier","startTime":543.9,"endTime":547.44,"body":"people aren't tripling, tripping"},{"speaker":"Kyle Mountsier","startTime":543.9,"endTime":547.44,"body":"and falling into cars anymore."},{"speaker":"Kyle Mountsier","startTime":547.44,"endTime":550.56,"body":"They need, they need a real"},{"speaker":"Kyle Mountsier","startTime":547.44,"endTime":550.56,"body":"sales person. So we've really"},{"speaker":"Kyle Mountsier","startTime":550.56,"endTime":554.94,"body":"focused on frontline training as"},{"speaker":"Kyle Mountsier","startTime":550.56,"endTime":554.94,"body":"an industry, but there's not a"},{"speaker":"Kyle Mountsier","startTime":554.94,"endTime":558.6,"body":"ton of focus on managerial"},{"speaker":"Kyle Mountsier","startTime":554.94,"endTime":558.6,"body":"training, whether that be F and"},{"speaker":"Kyle Mountsier","startTime":558.6,"endTime":562.88,"body":"I or sales or business"},{"speaker":"Kyle Mountsier","startTime":558.6,"endTime":562.88,"body":"development training, there's"},{"speaker":"Kyle Mountsier","startTime":562.88,"endTime":566.78,"body":"not a focus on what I would"},{"speaker":"Kyle Mountsier","startTime":562.88,"endTime":566.78,"body":"call, like continued development"},{"speaker":"Kyle Mountsier","startTime":566.78,"endTime":569.54,"body":"of the manager. And so you"},{"speaker":"Kyle Mountsier","startTime":566.78,"endTime":569.54,"body":"calling that out saying, like,"},{"speaker":"Kyle Mountsier","startTime":569.54,"endTime":572.66,"body":"No, this is people kind of get"},{"speaker":"Kyle Mountsier","startTime":569.54,"endTime":572.66,"body":"there. We train them for a few"},{"speaker":"Kyle Mountsier","startTime":572.66,"endTime":575.66,"body":"months and then hopefully they"},{"speaker":"Kyle Mountsier","startTime":572.66,"endTime":575.66,"body":"always run good numbers."},{"speaker":"Kyle Mountsier","startTime":575.66,"endTime":578.12,"body":"Hopefully they always are"},{"speaker":"Kyle Mountsier","startTime":575.66,"endTime":578.12,"body":"compliant. Hopefully you know"},{"speaker":"Kyle Mountsier","startTime":578.24,"endTime":583.66,"body":"how to how do you encourage"},{"speaker":"Kyle Mountsier","startTime":578.24,"endTime":583.66,"body":"dealers that maybe haven't put a"},{"speaker":"Kyle Mountsier","startTime":583.66,"endTime":587.08,"body":"focus on that, continued"},{"speaker":"Kyle Mountsier","startTime":583.66,"endTime":587.08,"body":"training of the managerial staff"},{"speaker":"Kyle Mountsier","startTime":587.44,"endTime":590.8,"body":"to find those inroads and those"},{"speaker":"Kyle Mountsier","startTime":587.44,"endTime":590.8,"body":"avenues to do that. Yeah,"},{"speaker":"Adam Marburger","startTime":590.8,"endTime":592.84,"body":"it before I"},{"speaker":"Adam Marburger","startTime":590.8,"endTime":592.84,"body":"answer that, let me piggyback on"},{"speaker":"Adam Marburger","startTime":592.84,"endTime":596.5,"body":"your statement, because what you"},{"speaker":"Adam Marburger","startTime":592.84,"endTime":596.5,"body":"said was, was profound. I own a"},{"speaker":"Adam Marburger","startTime":596.5,"endTime":599.92,"body":"company in the dental space,"},{"speaker":"Adam Marburger","startTime":596.5,"endTime":599.92,"body":"okay, so my clients who are not."},{"speaker":"Adam Marburger","startTime":600.06,"endTime":603.6,"body":"Doctors, you got to have so many"},{"speaker":"Adam Marburger","startTime":600.06,"endTime":603.6,"body":"hours of continuing education,"},{"speaker":"Adam Marburger","startTime":604.08,"endTime":604.86,"body":"even hydrogen"},{"speaker":"Paul J Daly","startTime":604.86,"endTime":606.72,"body":"mandatory, right?"},{"speaker":"Paul J Daly","startTime":604.86,"endTime":606.72,"body":"Or you can't practice, can't"},{"speaker":"Paul J Daly","startTime":606.72,"endTime":607.8,"body":"even practice, right?"},{"speaker":"Adam Marburger","startTime":607.8,"endTime":611.58,"body":"So when you look"},{"speaker":"Adam Marburger","startTime":607.8,"endTime":611.58,"body":"at it going back to auto, yeah,"},{"speaker":"Adam Marburger","startTime":611.58,"endTime":615.78,"body":"there's sales training, you"},{"speaker":"Adam Marburger","startTime":611.58,"endTime":615.78,"body":"know? But you got some F and I"},{"speaker":"Adam Marburger","startTime":615.78,"endTime":618.24,"body":"training, a little more than I"},{"speaker":"Adam Marburger","startTime":615.78,"endTime":618.24,"body":"don't see a whole lot. What"},{"speaker":"Adam Marburger","startTime":618.24,"endTime":620.78,"body":"about sales manager training,"},{"speaker":"Adam Marburger","startTime":618.24,"endTime":620.78,"body":"you know? What about BDC"},{"speaker":"Adam Marburger","startTime":620.78,"endTime":623.78,"body":"department? You don't see there"},{"speaker":"Adam Marburger","startTime":620.78,"endTime":623.78,"body":"are a few companies, don't get"},{"speaker":"Adam Marburger","startTime":623.78,"endTime":626.24,"body":"me wrong, there's some training"},{"speaker":"Adam Marburger","startTime":623.78,"endTime":626.24,"body":"out there, but you're right. We"},{"speaker":"Adam Marburger","startTime":626.24,"endTime":629.0,"body":"don't focus on it. We don't"},{"speaker":"Adam Marburger","startTime":626.24,"endTime":629.0,"body":"focus on it. And so I think"},{"speaker":"Adam Marburger","startTime":629.0,"endTime":629.18,"body":"this,"},{"speaker":"Kyle Mountsier","startTime":629.18,"endTime":631.76,"body":"like business"},{"speaker":"Kyle Mountsier","startTime":629.18,"endTime":631.76,"body":"opportunity sales manager"},{"speaker":"Kyle Mountsier","startTime":631.76,"endTime":632.3,"body":"training,"},{"speaker":"Adam Marburger","startTime":633.56,"endTime":635.72,"body":"there needs to"},{"speaker":"Adam Marburger","startTime":633.56,"endTime":635.72,"body":"be more of it, because here too,"},{"speaker":"Adam Marburger","startTime":636.86,"endTime":639.98,"body":"you asked me if you were to ask"},{"speaker":"Adam Marburger","startTime":636.86,"endTime":639.98,"body":"me, What's the quickest way to"},{"speaker":"Adam Marburger","startTime":639.98,"endTime":645.16,"body":"increase my F and I production,"},{"speaker":"Adam Marburger","startTime":639.98,"endTime":645.16,"body":"my profitability. I wouldn't"},{"speaker":"Adam Marburger","startTime":645.16,"endTime":648.16,"body":"say, hire me. I would say the"},{"speaker":"Adam Marburger","startTime":645.16,"endTime":648.16,"body":"first thing you would need to do"},{"speaker":"Adam Marburger","startTime":648.52,"endTime":652.9,"body":"is get the sales manager and the"},{"speaker":"Adam Marburger","startTime":648.52,"endTime":652.9,"body":"F and i Manager as one, yeah, as"},{"speaker":"Adam Marburger","startTime":653.02,"endTime":658.6,"body":"one, they're a single unit, one"},{"speaker":"Adam Marburger","startTime":653.02,"endTime":658.6,"body":"goal, one vision, one mission,"},{"speaker":"Adam Marburger","startTime":658.66,"endTime":662.64,"body":"same values. You dominate that"},{"speaker":"Adam Marburger","startTime":658.66,"endTime":662.64,"body":"way, right? And so to answer"},{"speaker":"Adam Marburger","startTime":662.64,"endTime":666.66,"body":"your question is, how do you,"},{"speaker":"Adam Marburger","startTime":662.64,"endTime":666.66,"body":"how do you bring this and make"},{"speaker":"Adam Marburger","startTime":666.66,"endTime":669.36,"body":"this make sense to a dealer?"},{"speaker":"Adam Marburger","startTime":666.66,"endTime":669.36,"body":"It's really a you got to get in"},{"speaker":"Adam Marburger","startTime":669.36,"endTime":671.88,"body":"front of them and show them"},{"speaker":"Adam Marburger","startTime":669.36,"endTime":671.88,"body":"data. You know, if you can just"},{"speaker":"Adam Marburger","startTime":671.88,"endTime":677.94,"body":"show a dealer real data and"},{"speaker":"Adam Marburger","startTime":671.88,"endTime":677.94,"body":"store similar in their market,"},{"speaker":"Adam Marburger","startTime":678.0,"endTime":680.96,"body":"what they they're what it's"},{"speaker":"Adam Marburger","startTime":678.0,"endTime":680.96,"body":"capable of doing. It. That's the"},{"speaker":"Adam Marburger","startTime":681.08,"endTime":683.84,"body":"math, doesn't lie. So it's"},{"speaker":"Adam Marburger","startTime":681.08,"endTime":683.84,"body":"getting in front of the dealer"},{"speaker":"Adam Marburger","startTime":683.84,"endTime":688.64,"body":"and showing them, showing the"},{"speaker":"Adam Marburger","startTime":683.84,"endTime":688.64,"body":"math, you know, in finding"},{"speaker":"Adam Marburger","startTime":688.64,"endTime":692.12,"body":"somebody being willing to change"},{"speaker":"Adam Marburger","startTime":688.64,"endTime":692.12,"body":"too, right? That's the key. Is"},{"speaker":"Adam Marburger","startTime":692.12,"endTime":696.2,"body":"getting, getting through to the"},{"speaker":"Adam Marburger","startTime":692.12,"endTime":696.2,"body":"dealer and the GM and the team,"},{"speaker":"Adam Marburger","startTime":696.2,"endTime":698.78,"body":"that change is not a bad thing,"},{"speaker":"Adam Marburger","startTime":696.2,"endTime":698.78,"body":"because we got to change"},{"speaker":"Adam Marburger","startTime":698.78,"endTime":701.12,"body":"something, otherwise we're going"},{"speaker":"Adam Marburger","startTime":698.78,"endTime":701.12,"body":"to get continued to get"},{"speaker":"Paul J Daly","startTime":701.12,"endTime":702.7,"body":"what we're getting"},{"speaker":"Paul J Daly","startTime":701.12,"endTime":702.7,"body":"right now, right? That's right,"},{"speaker":"Kyle Mountsier","startTime":702.7,"endTime":705.4,"body":"yeah, you know,"},{"speaker":"Kyle Mountsier","startTime":702.7,"endTime":705.4,"body":"I actually, I wanted to go back"},{"speaker":"Kyle Mountsier","startTime":705.4,"endTime":708.16,"body":"to you said, very, very early."},{"speaker":"Kyle Mountsier","startTime":705.4,"endTime":708.16,"body":"You said, Get, get involved"},{"speaker":"Kyle Mountsier","startTime":708.16,"endTime":712.9,"body":"early in the deal as an F and i"},{"speaker":"Kyle Mountsier","startTime":708.16,"endTime":712.9,"body":"Manager, and I agree with that,"},{"speaker":"Kyle Mountsier","startTime":712.96,"endTime":717.58,"body":"so, but I want to go, I want to"},{"speaker":"Kyle Mountsier","startTime":712.96,"endTime":717.58,"body":"take a different path of it is,"},{"speaker":"Kyle Mountsier","startTime":717.58,"endTime":722.76,"body":"I have heard sales managers and"},{"speaker":"Kyle Mountsier","startTime":717.58,"endTime":722.76,"body":"finance managers and dealers"},{"speaker":"Kyle Mountsier","startTime":722.94,"endTime":725.76,"body":"have kind of two fields of"},{"speaker":"Kyle Mountsier","startTime":722.94,"endTime":725.76,"body":"thought. One being, no, don't"},{"speaker":"Kyle Mountsier","startTime":725.76,"endTime":728.04,"body":"get involved too early in the"},{"speaker":"Kyle Mountsier","startTime":725.76,"endTime":728.04,"body":"deal, because then you get"},{"speaker":"Kyle Mountsier","startTime":728.04,"endTime":731.64,"body":"adopted the deal. You get"},{"speaker":"Kyle Mountsier","startTime":728.04,"endTime":731.64,"body":"sideways of the talk tracks like"},{"speaker":"Kyle Mountsier","startTime":731.64,"endTime":735.12,"body":"you don't you don't get to"},{"speaker":"Kyle Mountsier","startTime":731.64,"endTime":735.12,"body":"remove yourself from kind of"},{"speaker":"Kyle Mountsier","startTime":735.12,"endTime":738.72,"body":"like the thesis around the deal."},{"speaker":"Kyle Mountsier","startTime":735.12,"endTime":738.72,"body":"Get your head stuck in what that"},{"speaker":"Kyle Mountsier","startTime":738.72,"endTime":742.7,"body":"monthly payment might be. So"},{"speaker":"Kyle Mountsier","startTime":738.72,"endTime":742.7,"body":"wait until but then the field of"},{"speaker":"Kyle Mountsier","startTime":742.7,"endTime":746.6,"body":"thought that I would agree with"},{"speaker":"Kyle Mountsier","startTime":742.7,"endTime":746.6,"body":"you with is, hey, get involved"},{"speaker":"Kyle Mountsier","startTime":746.6,"endTime":749.96,"body":"early. So you know the structure"},{"speaker":"Kyle Mountsier","startTime":746.6,"endTime":749.96,"body":"of the deal. You know you can,"},{"speaker":"Kyle Mountsier","startTime":749.96,"endTime":753.74,"body":"you can find financing options"},{"speaker":"Kyle Mountsier","startTime":749.96,"endTime":753.74,"body":"that work. You understand what"},{"speaker":"Kyle Mountsier","startTime":753.74,"endTime":757.1,"body":"makes that customer tick. Things"},{"speaker":"Kyle Mountsier","startTime":753.74,"endTime":757.1,"body":"like that. I remember, actually,"},{"speaker":"Kyle Mountsier","startTime":757.64,"endTime":760.6,"body":"there's like, there's like, four"},{"speaker":"Kyle Mountsier","startTime":757.64,"endTime":760.6,"body":"or five things that I'm super,"},{"speaker":"Kyle Mountsier","startTime":760.6,"endTime":764.38,"body":"super proud of of my time in"},{"speaker":"Kyle Mountsier","startTime":760.6,"endTime":764.38,"body":"retail. And one of those is I"},{"speaker":"Kyle Mountsier","startTime":764.38,"endTime":767.38,"body":"took an F and i Director job,"},{"speaker":"Kyle Mountsier","startTime":764.38,"endTime":767.38,"body":"and I had never spun paper in my"},{"speaker":"Kyle Mountsier","startTime":767.38,"endTime":771.94,"body":"life. I was on the I actually, I"},{"speaker":"Kyle Mountsier","startTime":767.38,"endTime":771.94,"body":"started as a, I started as a. I"},{"speaker":"Kyle Mountsier","startTime":771.94,"endTime":774.52,"body":"went to the sales manager side"},{"speaker":"Kyle Mountsier","startTime":771.94,"endTime":774.52,"body":"first, which is a very rare"},{"speaker":"Kyle Mountsier","startTime":774.52,"endTime":777.94,"body":"path, if you know anything about"},{"speaker":"Kyle Mountsier","startTime":774.52,"endTime":777.94,"body":"like most people go through, F"},{"speaker":"Kyle Mountsier","startTime":777.94,"endTime":781.98,"body":"and I to the desk. And I. So I"},{"speaker":"Kyle Mountsier","startTime":777.94,"endTime":781.98,"body":"went to the desk and then to F"},{"speaker":"Kyle Mountsier","startTime":781.98,"endTime":784.62,"body":"and I, and so the only thing I"},{"speaker":"Kyle Mountsier","startTime":781.98,"endTime":784.62,"body":"knew how to do when I started in"},{"speaker":"Kyle Mountsier","startTime":784.62,"endTime":788.94,"body":"F and I was go back and sit on"},{"speaker":"Kyle Mountsier","startTime":784.62,"endTime":788.94,"body":"the desk. And maybe I did it on"},{"speaker":"Kyle Mountsier","startTime":788.94,"endTime":794.1,"body":"accident, but we saw literally a"},{"speaker":"Kyle Mountsier","startTime":788.94,"endTime":794.1,"body":"$400 per copy increase in less"},{"speaker":"Kyle Mountsier","startTime":794.1,"endTime":797.46,"body":"than 60 days. And I think it was"},{"speaker":"Kyle Mountsier","startTime":794.1,"endTime":797.46,"body":"because I was sitting next to"},{"speaker":"Kyle Mountsier","startTime":797.46,"endTime":800.36,"body":"the two sales managers. I was"},{"speaker":"Kyle Mountsier","startTime":797.46,"endTime":800.36,"body":"aware of every single deal, and"},{"speaker":"Kyle Mountsier","startTime":800.36,"endTime":802.7,"body":"whether it was me speaking the"},{"speaker":"Kyle Mountsier","startTime":800.36,"endTime":802.7,"body":"paper or my other F and i"},{"speaker":"Kyle Mountsier","startTime":802.7,"endTime":805.82,"body":"Manager, like we knew what was"},{"speaker":"Kyle Mountsier","startTime":802.7,"endTime":805.82,"body":"going on, and we could get"},{"speaker":"Kyle Mountsier","startTime":805.82,"endTime":808.52,"body":"involved early, and we needed"},{"speaker":"Kyle Mountsier","startTime":805.82,"endTime":808.52,"body":"to, we could start sending that"},{"speaker":"Kyle Mountsier","startTime":808.52,"endTime":811.58,"body":"to banks if we needed to, and"},{"speaker":"Kyle Mountsier","startTime":808.52,"endTime":811.58,"body":"start to structure that deal so"},{"speaker":"Kyle Mountsier","startTime":811.58,"endTime":813.86,"body":"that there was success all the"},{"speaker":"Kyle Mountsier","startTime":811.58,"endTime":813.86,"body":"way around for the customer and"},{"speaker":"Kyle Mountsier","startTime":813.86,"endTime":817.88,"body":"for the dealership. So how do"},{"speaker":"Kyle Mountsier","startTime":813.86,"endTime":817.88,"body":"you you know, like, why are"},{"speaker":"Kyle Mountsier","startTime":817.88,"endTime":821.2,"body":"there those fields of thoughts"},{"speaker":"Kyle Mountsier","startTime":817.88,"endTime":821.2,"body":"when there's so much data around"},{"speaker":"Kyle Mountsier","startTime":821.32,"endTime":824.44,"body":"the early intervention still?"},{"speaker":"Kyle Mountsier","startTime":821.32,"endTime":824.44,"body":"Yeah, that great"},{"speaker":"Unknown","startTime":824.44,"endTime":826.6,"body":"question. I wish I had"},{"speaker":"Unknown","startTime":824.44,"endTime":826.6,"body":"the answer to that"},{"speaker":"Kyle Mountsier","startTime":829.42,"endTime":830.62,"body":"out too. Yeah."},{"speaker":"Kyle Mountsier","startTime":829.42,"endTime":830.62,"body":"All I"},{"speaker":"Adam Marburger","startTime":830.62,"endTime":835.06,"body":"do know is what"},{"speaker":"Adam Marburger","startTime":830.62,"endTime":835.06,"body":"you described having, you know,"},{"speaker":"Adam Marburger","startTime":835.06,"endTime":838.66,"body":"having the F and I team sitting"},{"speaker":"Adam Marburger","startTime":835.06,"endTime":838.66,"body":"with the sales desk being"},{"speaker":"Adam Marburger","startTime":838.66,"endTime":841.8,"body":"willing to, here's the thing,"},{"speaker":"Adam Marburger","startTime":838.66,"endTime":841.8,"body":"too, our school of thought. I"},{"speaker":"Adam Marburger","startTime":841.8,"endTime":843.9,"body":"wrote about this in the book. I"},{"speaker":"Adam Marburger","startTime":841.8,"endTime":843.9,"body":"got a story. You know, I could"},{"speaker":"Adam Marburger","startTime":843.9,"endTime":847.02,"body":"talk. I can name drop Pete."},{"speaker":"Adam Marburger","startTime":843.9,"endTime":847.02,"body":"Pete, my sales manager, was a"},{"speaker":"Adam Marburger","startTime":847.02,"endTime":851.28,"body":"brilliant desk guy, new lending"},{"speaker":"Adam Marburger","startTime":847.02,"endTime":851.28,"body":"institutions, equally as well as"},{"speaker":"Adam Marburger","startTime":851.28,"endTime":854.82,"body":"I did. You mean, in this book,"},{"speaker":"Adam Marburger","startTime":851.28,"endTime":854.82,"body":"yeah, yeah. He just, thank you."},{"speaker":"Adam Marburger","startTime":854.88,"endTime":858.18,"body":"So anyway, he just didn't like"},{"speaker":"Adam Marburger","startTime":854.88,"endTime":858.18,"body":"people he was he just didn't"},{"speaker":"Adam Marburger","startTime":858.18,"endTime":861.2,"body":"like people. He didn't want to"},{"speaker":"Adam Marburger","startTime":858.18,"endTime":861.2,"body":"get out of his desk. He wanted a"},{"speaker":"Adam Marburger","startTime":861.2,"endTime":864.74,"body":"stick deal. So the deal I made"},{"speaker":"Adam Marburger","startTime":861.2,"endTime":864.74,"body":"with him was, I'll do every to"},{"speaker":"Adam Marburger","startTime":864.86,"endTime":867.44,"body":"so me and him had a deal. I"},{"speaker":"Adam Marburger","startTime":864.86,"endTime":867.44,"body":"mean, we worked together 15"},{"speaker":"Adam Marburger","startTime":867.5,"endTime":870.62,"body":"years, dang near it. He knew I"},{"speaker":"Adam Marburger","startTime":867.5,"endTime":870.62,"body":"was quick out. Boom, boom. I"},{"speaker":"Adam Marburger","startTime":870.62,"endTime":873.86,"body":"took I took control. He never"},{"speaker":"Adam Marburger","startTime":870.62,"endTime":873.86,"body":"painted me in a corner. He"},{"speaker":"Adam Marburger","startTime":873.86,"endTime":876.92,"body":"always we worked deals together,"},{"speaker":"Adam Marburger","startTime":873.86,"endTime":876.92,"body":"and it was a brilliant"},{"speaker":"Adam Marburger","startTime":876.92,"endTime":879.68,"body":"relationship. And that's why we"},{"speaker":"Adam Marburger","startTime":876.92,"endTime":879.68,"body":"ran good numbers. And so that's"},{"speaker":"Adam Marburger","startTime":879.68,"endTime":882.52,"body":"why the way it should be, you"},{"speaker":"Adam Marburger","startTime":879.68,"endTime":882.52,"body":"know. You know, today we're here"},{"speaker":"Adam Marburger","startTime":882.52,"endTime":886.3,"body":"to sell cars. We sell cars and"},{"speaker":"Adam Marburger","startTime":882.52,"endTime":886.3,"body":"we service cars. I don't care if"},{"speaker":"Adam Marburger","startTime":886.3,"endTime":889.3,"body":"you're a porter or a dealer"},{"speaker":"Adam Marburger","startTime":886.3,"endTime":889.3,"body":"principal, we sell and service"},{"speaker":"Adam Marburger","startTime":889.3,"endTime":892.0,"body":"cars and help people. Like,"},{"speaker":"Adam Marburger","startTime":889.3,"endTime":892.0,"body":"let's get the ego out of the"},{"speaker":"Adam Marburger","startTime":892.0,"endTime":893.32,"body":"way, you know. So,"},{"speaker":"Paul J Daly","startTime":893.98,"endTime":896.38,"body":"so tell me about"},{"speaker":"Paul J Daly","startTime":893.98,"endTime":896.38,"body":"this book, the servant leading F"},{"speaker":"Paul J Daly","startTime":896.38,"endTime":900.9,"body":"and i Manager. It's not a book"},{"speaker":"Paul J Daly","startTime":896.38,"endTime":900.9,"body":"about F and I. I but it is tell"},{"speaker":"Paul J Daly","startTime":900.9,"endTime":905.52,"body":"us, like, give us a little"},{"speaker":"Paul J Daly","startTime":900.9,"endTime":905.52,"body":"summary. What's in here. You"},{"speaker":"Paul J Daly","startTime":905.52,"endTime":905.64,"body":"know,"},{"speaker":"Adam Marburger","startTime":905.64,"endTime":909.42,"body":"here's the F and"},{"speaker":"Adam Marburger","startTime":905.64,"endTime":909.42,"body":"I person. I'll call myself an F"},{"speaker":"Adam Marburger","startTime":909.42,"endTime":912.96,"body":"and i Manager. The F and I"},{"speaker":"Adam Marburger","startTime":909.42,"endTime":912.96,"body":"manager that I was in my 20s."},{"speaker":"Adam Marburger","startTime":913.02,"endTime":915.9,"body":"Looks nothing like the F and I"},{"speaker":"Adam Marburger","startTime":913.02,"endTime":915.9,"body":"professional that I was in my"},{"speaker":"Adam Marburger","startTime":915.9,"endTime":921.14,"body":"30s. And so I share stories of"},{"speaker":"Adam Marburger","startTime":915.9,"endTime":921.14,"body":"things, stories of the old way"},{"speaker":"Adam Marburger","startTime":921.14,"endTime":925.22,"body":"into the right way, and really"},{"speaker":"Adam Marburger","startTime":921.14,"endTime":925.22,"body":"how to embrace leadership and"},{"speaker":"Adam Marburger","startTime":925.22,"endTime":927.68,"body":"personal development. So it's"},{"speaker":"Adam Marburger","startTime":925.22,"endTime":927.68,"body":"all about becoming a better"},{"speaker":"Adam Marburger","startTime":927.68,"endTime":931.82,"body":"version of you, just not just"},{"speaker":"Adam Marburger","startTime":927.68,"endTime":931.82,"body":"because you can lift yourself,"},{"speaker":"Adam Marburger","startTime":931.82,"endTime":934.34,"body":"but you can lift others. So"},{"speaker":"Adam Marburger","startTime":931.82,"endTime":934.34,"body":"really, that's what this book's"},{"speaker":"Adam Marburger","startTime":934.34,"endTime":939.14,"body":"about, a serving and how an F"},{"speaker":"Adam Marburger","startTime":934.34,"endTime":939.14,"body":"and I department can truly serve"},{"speaker":"Adam Marburger","startTime":939.14,"endTime":941.74,"body":"every single department within"},{"speaker":"Adam Marburger","startTime":939.14,"endTime":941.74,"body":"the four walls of the four walls"},{"speaker":"Adam Marburger","startTime":941.74,"endTime":944.2,"body":"of the dealership, and build"},{"speaker":"Adam Marburger","startTime":941.74,"endTime":944.2,"body":"these relationships. And so it's"},{"speaker":"Adam Marburger","startTime":944.2,"endTime":947.44,"body":"just pretty I wrote it just"},{"speaker":"Adam Marburger","startTime":944.2,"endTime":947.44,"body":"because it was like, I felt"},{"speaker":"Adam Marburger","startTime":947.44,"endTime":950.32,"body":"like, not at the end of my"},{"speaker":"Adam Marburger","startTime":947.44,"endTime":950.32,"body":"career, but it's, you know, I"},{"speaker":"Adam Marburger","startTime":950.32,"endTime":954.28,"body":"haven't spun deals live in a"},{"speaker":"Adam Marburger","startTime":950.32,"endTime":954.28,"body":"store since, I think 2019 was"},{"speaker":"Adam Marburger","startTime":954.28,"endTime":957.34,"body":"the last time I took a retail"},{"speaker":"Adam Marburger","startTime":954.28,"endTime":957.34,"body":"transaction. So I wanted to,"},{"speaker":"Adam Marburger","startTime":957.34,"endTime":960.84,"body":"kind of like, finish my career"},{"speaker":"Adam Marburger","startTime":957.34,"endTime":960.84,"body":"with a manuscript of, you know,"},{"speaker":"Adam Marburger","startTime":960.84,"endTime":962.04,"body":"kind of my story,"},{"speaker":"Paul J Daly","startTime":962.4,"endTime":964.62,"body":"I like it, you"},{"speaker":"Paul J Daly","startTime":962.4,"endTime":964.62,"body":"know, key takeaways from from"},{"speaker":"Paul J Daly","startTime":964.62,"endTime":967.02,"body":"one of the chapters on"},{"speaker":"Paul J Daly","startTime":964.62,"endTime":967.02,"body":"leadership redefined. I mean,"},{"speaker":"Paul J Daly","startTime":967.02,"endTime":970.86,"body":"one of the what chapter is this,"},{"speaker":"Paul J Daly","startTime":967.02,"endTime":970.86,"body":"chapter 16, learn lead. Key"},{"speaker":"Paul J Daly","startTime":970.86,"endTime":973.2,"body":"takeaway, servant leadership is"},{"speaker":"Paul J Daly","startTime":970.86,"endTime":973.2,"body":"about prioritizing the"},{"speaker":"Paul J Daly","startTime":973.2,"endTime":976.86,"body":"development and well being of"},{"speaker":"Paul J Daly","startTime":973.2,"endTime":976.86,"body":"others. Leadership is a"},{"speaker":"Paul J Daly","startTime":976.86,"endTime":979.5,"body":"privilege and should be"},{"speaker":"Paul J Daly","startTime":976.86,"endTime":979.5,"body":"exercised with humility and"},{"speaker":"Paul J Daly","startTime":979.5,"endTime":982.04,"body":"integrity and then empowering"},{"speaker":"Paul J Daly","startTime":979.5,"endTime":982.04,"body":"your team and fostering their"},{"speaker":"Paul J Daly","startTime":982.04,"endTime":986.12,"body":"growth leads, leads to long term"},{"speaker":"Paul J Daly","startTime":982.04,"endTime":986.12,"body":"success. It sounds just like"},{"speaker":"Paul J Daly","startTime":986.12,"endTime":990.92,"body":"good leadership principle and"},{"speaker":"Paul J Daly","startTime":986.12,"endTime":990.92,"body":"rat in an F and I wrapper, yeah,"},{"speaker":"Paul J Daly","startTime":990.98,"endTime":994.16,"body":"and I've never, I've actually"},{"speaker":"Paul J Daly","startTime":990.98,"endTime":994.16,"body":"never heard someone say that if"},{"speaker":"Paul J Daly","startTime":994.16,"endTime":996.98,"body":"f and I is done right, it serves"},{"speaker":"Paul J Daly","startTime":994.16,"endTime":996.98,"body":"every single person in the"},{"speaker":"Paul J Daly","startTime":996.98,"endTime":999.92,"body":"dealership. I don't think people"},{"speaker":"Paul J Daly","startTime":996.98,"endTime":999.92,"body":"approach it that way. Yeah, you"},{"speaker":"Paul J Daly","startTime":999.92,"endTime":1003.0,"body":"know why? Because you because,"},{"speaker":"Paul J Daly","startTime":999.92,"endTime":1003.0,"body":"okay, I think, I think F and I"},{"speaker":"Paul J Daly","startTime":1003.06,"endTime":1006.9,"body":"okay. So just, we're gonna,"},{"speaker":"Paul J Daly","startTime":1003.06,"endTime":1006.9,"body":"you're gonna tell us why. We're"},{"speaker":"Paul J Daly","startTime":1006.9,"endTime":1010.98,"body":"gonna stereotype go. The"},{"speaker":"Paul J Daly","startTime":1006.9,"endTime":1010.98,"body":"stereotype is that f and I is"},{"speaker":"Paul J Daly","startTime":1010.98,"endTime":1014.04,"body":"isolated in a hallway where they"},{"speaker":"Paul J Daly","startTime":1010.98,"endTime":1014.04,"body":"make a ton of money and they"},{"speaker":"Paul J Daly","startTime":1014.04,"endTime":1018.78,"body":"don't want anybody to interfere"},{"speaker":"Paul J Daly","startTime":1014.04,"endTime":1018.78,"body":"with that. Yeah, the end, yeah,"},{"speaker":"Paul J Daly","startTime":1018.9,"endTime":1022.04,"body":"yeah, you're right. Like, if I'm"},{"speaker":"Paul J Daly","startTime":1018.9,"endTime":1022.04,"body":"a porter. What do they do in the"},{"speaker":"Paul J Daly","startTime":1022.04,"endTime":1024.86,"body":"F and I office? Yeah, they make"},{"speaker":"Paul J Daly","startTime":1022.04,"endTime":1024.86,"body":"a boatload of money. Don't"},{"speaker":"Paul J Daly","startTime":1024.86,"endTime":1027.26,"body":"bother them. Get them whatever"},{"speaker":"Paul J Daly","startTime":1024.86,"endTime":1027.26,"body":"they ask for. So one"},{"speaker":"Adam Marburger","startTime":1027.259,"endTime":1030.019,"body":"of the chapters"},{"speaker":"Adam Marburger","startTime":1027.259,"endTime":1030.019,"body":"in the book is about prima"},{"speaker":"Adam Marburger","startTime":1030.019,"endTime":1033.439,"body":"donnas. So that's, that's a"},{"speaker":"Adam Marburger","startTime":1030.019,"endTime":1033.439,"body":"chapter about old school F and I"},{"speaker":"Adam Marburger","startTime":1033.439,"endTime":1036.139,"body":"managers. I wrote it. I wrote it"},{"speaker":"Adam Marburger","startTime":1033.439,"endTime":1036.139,"body":"for old school F and I managers."},{"speaker":"Adam Marburger","startTime":1036.139,"endTime":1040.839,"body":"But here's the thing here, F and"},{"speaker":"Adam Marburger","startTime":1036.139,"endTime":1040.839,"body":"I has the the ability. So here's"},{"speaker":"Adam Marburger","startTime":1040.839,"endTime":1045.579,"body":"what F and I really does. If you"},{"speaker":"Adam Marburger","startTime":1040.839,"endTime":1045.579,"body":"do your job right, your job is"},{"speaker":"Adam Marburger","startTime":1045.579,"endTime":1051.099,"body":"to get the customer happily"},{"speaker":"Adam Marburger","startTime":1045.579,"endTime":1051.099,"body":"engaged in service with products"},{"speaker":"Adam Marburger","startTime":1051.099,"endTime":1055.719,"body":"and services that wed them"},{"speaker":"Adam Marburger","startTime":1051.099,"endTime":1055.719,"body":"happily and then if service does"},{"speaker":"Adam Marburger","startTime":1055.719,"endTime":1059.499,"body":"what they do right, they come"},{"speaker":"Adam Marburger","startTime":1055.719,"endTime":1059.499,"body":"back to sales. It's a symbiotic"},{"speaker":"Adam Marburger","startTime":1059.499,"endTime":1063.119,"body":"relationship. So why would you"},{"speaker":"Adam Marburger","startTime":1059.499,"endTime":1063.119,"body":"not focus more on retention?"},{"speaker":"Adam Marburger","startTime":1063.119,"endTime":1065.639,"body":"See, I was never trained on"},{"speaker":"Adam Marburger","startTime":1063.119,"endTime":1065.639,"body":"retention. I was trained on more"},{"speaker":"Adam Marburger","startTime":1065.639,"endTime":1069.239,"body":"service contract, sales, higher"},{"speaker":"Adam Marburger","startTime":1065.639,"endTime":1069.239,"body":"PVR, higher PVR. It's about"},{"speaker":"Adam Marburger","startTime":1069.239,"endTime":1072.119,"body":"getting the customer happily"},{"speaker":"Adam Marburger","startTime":1069.239,"endTime":1072.119,"body":"engaged in service and having a"},{"speaker":"Adam Marburger","startTime":1072.119,"endTime":1075.599,"body":"pay plan that where F and I is"},{"speaker":"Adam Marburger","startTime":1072.119,"endTime":1075.599,"body":"compensated fairly. It needs to"},{"speaker":"Adam Marburger","startTime":1075.599,"endTime":1080.419,"body":"be fair to the dealer, the sales"},{"speaker":"Adam Marburger","startTime":1075.599,"endTime":1080.419,"body":"staff, the producer, fair pay"},{"speaker":"Adam Marburger","startTime":1080.419,"endTime":1085.399,"body":"plans that are product driven."},{"speaker":"Adam Marburger","startTime":1080.419,"endTime":1085.399,"body":"We don't want weak F and I"},{"speaker":"Adam Marburger","startTime":1085.399,"endTime":1088.819,"body":"people do getting all the money"},{"speaker":"Adam Marburger","startTime":1085.399,"endTime":1088.819,"body":"in reserve and high gross and"},{"speaker":"Adam Marburger","startTime":1088.819,"endTime":1091.699,"body":"service contract. We need"},{"speaker":"Adam Marburger","startTime":1088.819,"endTime":1091.699,"body":"multiple products with fair"},{"speaker":"Adam Marburger","startTime":1091.699,"endTime":1096.199,"body":"spreads. We can have it all. So"},{"speaker":"Adam Marburger","startTime":1091.699,"endTime":1096.199,"body":"anyway, that's my talk on that."},{"speaker":"Adam Marburger","startTime":1096.199,"endTime":1098.299,"body":"Sorry, it's a total"},{"speaker":"Kyle Mountsier","startTime":1098.3,"endTime":1100.54,"body":"different spin,"},{"speaker":"Kyle Mountsier","startTime":1098.3,"endTime":1100.54,"body":"because it's like, no, no. This"},{"speaker":"Kyle Mountsier","startTime":1100.54,"endTime":1104.74,"body":"is the last, this is the final"},{"speaker":"Kyle Mountsier","startTime":1100.54,"endTime":1104.74,"body":"effort to make sure this person"},{"speaker":"Kyle Mountsier","startTime":1104.74,"endTime":1106.72,"body":"has a great ownership"},{"speaker":"Kyle Mountsier","startTime":1104.74,"endTime":1106.72,"body":"experience, right?"},{"speaker":"Paul J Daly","startTime":1106.72,"endTime":1108.46,"body":"Because you can"},{"speaker":"Paul J Daly","startTime":1106.72,"endTime":1108.46,"body":"certainly ruin a great"},{"speaker":"Paul J Daly","startTime":1108.46,"endTime":1111.46,"body":"purchasing experience in the F"},{"speaker":"Paul J Daly","startTime":1108.46,"endTime":1111.46,"body":"and I office, yes, for sure. And"},{"speaker":"Paul J Daly","startTime":1111.46,"endTime":1114.46,"body":"you have somebody who should"},{"speaker":"Paul J Daly","startTime":1111.46,"endTime":1114.46,"body":"leave feeling excited and taken"},{"speaker":"Paul J Daly","startTime":1114.46,"endTime":1118.18,"body":"care of, they can leave there"},{"speaker":"Paul J Daly","startTime":1114.46,"endTime":1118.18,"body":"feeling like, oh my gosh, did I"},{"speaker":"Paul J Daly","startTime":1118.18,"endTime":1123.24,"body":"just make a mistake, especially"},{"speaker":"Paul J Daly","startTime":1118.18,"endTime":1123.24,"body":"the next day. Yeah, yeah. Need"},{"speaker":"Paul J Daly","startTime":1123.24,"endTime":1125.28,"body":"me no more. Put them in the box."},{"speaker":"Paul J Daly","startTime":1123.24,"endTime":1125.28,"body":"We"},{"speaker":"Adam Marburger","startTime":1125.28,"endTime":1127.14,"body":"got to be"},{"speaker":"Adam Marburger","startTime":1125.28,"endTime":1127.14,"body":"honest, though. Yeah, we're"},{"speaker":"Adam Marburger","startTime":1127.14,"endTime":1130.32,"body":"getting that out, and it is an"},{"speaker":"Adam Marburger","startTime":1127.14,"endTime":1130.32,"body":"industry. We're just better."},{"speaker":"Adam Marburger","startTime":1130.38,"endTime":1135.9,"body":"Without my retail friends that"},{"speaker":"Adam Marburger","startTime":1130.38,"endTime":1135.9,"body":"may see this like you can agree"},{"speaker":"Adam Marburger","startTime":1135.9,"endTime":1140.72,"body":"it's getting better. I bought a"},{"speaker":"Adam Marburger","startTime":1135.9,"endTime":1140.72,"body":"car a week ago and had the"},{"speaker":"Adam Marburger","startTime":1140.84,"endTime":1145.28,"body":"absolute best experience of my"},{"speaker":"Adam Marburger","startTime":1140.84,"endTime":1145.28,"body":"life buying a car. I bought a"},{"speaker":"Adam Marburger","startTime":1145.28,"endTime":1149.3,"body":"car. I'm gonna shout out Mongan"},{"speaker":"Adam Marburger","startTime":1145.28,"endTime":1149.3,"body":"ass, Lexus. Bought a new LS. I"},{"speaker":"Adam Marburger","startTime":1149.3,"endTime":1153.74,"body":"mean, the hospitality that. I"},{"speaker":"Adam Marburger","startTime":1149.3,"endTime":1153.74,"body":"mean, I was in and out of there."},{"speaker":"Adam Marburger","startTime":1153.74,"endTime":1156.68,"body":"I didn't even, hadn't even"},{"speaker":"Adam Marburger","startTime":1153.74,"endTime":1156.68,"body":"driven the car yet. I expected"},{"speaker":"Adam Marburger","startTime":1156.68,"endTime":1159.08,"body":"to be there for three hours at"},{"speaker":"Adam Marburger","startTime":1156.68,"endTime":1159.08,"body":"least. Just because I was"},{"speaker":"Adam Marburger","startTime":1159.08,"endTime":1161.92,"body":"looking at a few, I was going to"},{"speaker":"Adam Marburger","startTime":1159.08,"endTime":1161.92,"body":"drive a handful because my eyes"},{"speaker":"Adam Marburger","startTime":1161.92,"endTime":1166.84,"body":"set up. I was there for 90"},{"speaker":"Adam Marburger","startTime":1161.92,"endTime":1166.84,"body":"minutes through finance car"},{"speaker":"Adam Marburger","startTime":1166.84,"endTime":1170.26,"body":"detailed. I had three managers"},{"speaker":"Adam Marburger","startTime":1166.84,"endTime":1170.26,"body":"shake my hand, the F and I"},{"speaker":"Adam Marburger","startTime":1170.26,"endTime":1173.92,"body":"person was quick to the point"},{"speaker":"Adam Marburger","startTime":1170.26,"endTime":1173.92,"body":"transparent. Here's what it I"},{"speaker":"Adam Marburger","startTime":1173.92,"endTime":1175.96,"body":"was just I walked out of there,"},{"speaker":"Adam Marburger","startTime":1173.92,"endTime":1175.96,"body":"like, Yeah,"},{"speaker":"Paul J Daly","startTime":1176.92,"endTime":1179.32,"body":"this is how agree"},{"speaker":"Paul J Daly","startTime":1176.92,"endTime":1179.32,"body":"he walked out there. He was"},{"speaker":"Paul J Daly","startTime":1179.32,"endTime":1181.92,"body":"like, I'm gonna be out of a job."},{"speaker":"Paul J Daly","startTime":1179.32,"endTime":1181.92,"body":"If everyone keeps doing it this"},{"speaker":"Paul J Daly","startTime":1181.92,"endTime":1182.04,"body":"way,"},{"speaker":"Adam Marburger","startTime":1182.04,"endTime":1184.38,"body":"I message, I"},{"speaker":"Adam Marburger","startTime":1182.04,"endTime":1184.38,"body":"messaged the dealer principal. I"},{"speaker":"Adam Marburger","startTime":1184.38,"endTime":1189.6,"body":"said, unreal experience. Google"},{"speaker":"Adam Marburger","startTime":1184.38,"endTime":1189.6,"body":"reviews are coming. And, yeah,"},{"speaker":"Kyle Mountsier","startTime":1189.84,"endTime":1193.26,"body":"I think, I"},{"speaker":"Kyle Mountsier","startTime":1189.84,"endTime":1193.26,"body":"think, and this is what we say."},{"speaker":"Kyle Mountsier","startTime":1193.32,"endTime":1197.64,"body":"We keep saying we're like, I"},{"speaker":"Kyle Mountsier","startTime":1193.32,"endTime":1197.64,"body":"just think it auto is just a"},{"speaker":"Kyle Mountsier","startTime":1197.64,"endTime":1202.04,"body":"story that hasn't told its best"},{"speaker":"Kyle Mountsier","startTime":1197.64,"endTime":1202.04,"body":"side. You. And you that's all"},{"speaker":"Kyle Mountsier","startTime":1202.04,"endTime":1205.58,"body":"over the country, what you just"},{"speaker":"Kyle Mountsier","startTime":1202.04,"endTime":1205.58,"body":"said is not an isolated"},{"speaker":"Kyle Mountsier","startTime":1205.58,"endTime":1208.4,"body":"incident. Are there still bad"},{"speaker":"Kyle Mountsier","startTime":1205.58,"endTime":1208.4,"body":"actors? Absolutely, there's bad"},{"speaker":"Kyle Mountsier","startTime":1208.4,"endTime":1211.04,"body":"dentists, there's bad"},{"speaker":"Kyle Mountsier","startTime":1208.4,"endTime":1211.04,"body":"restaurants, there's bad"},{"speaker":"Kyle Mountsier","startTime":1211.04,"endTime":1216.44,"body":"anything, right? But the the but"},{"speaker":"Kyle Mountsier","startTime":1211.04,"endTime":1216.44,"body":"the prevailing narrative in auto"},{"speaker":"Kyle Mountsier","startTime":1216.44,"endTime":1221.5,"body":"that's actually untold is that"},{"speaker":"Kyle Mountsier","startTime":1216.44,"endTime":1221.5,"body":"dealers are getting way better."},{"speaker":"Kyle Mountsier","startTime":1221.5,"endTime":1224.02,"body":"They are investing in trading."},{"speaker":"Kyle Mountsier","startTime":1221.5,"endTime":1224.02,"body":"They are understanding"},{"speaker":"Kyle Mountsier","startTime":1224.02,"endTime":1228.1,"body":"retention. They are excellent at"},{"speaker":"Kyle Mountsier","startTime":1224.02,"endTime":1228.1,"body":"customer experience. They are"},{"speaker":"Kyle Mountsier","startTime":1228.1,"endTime":1231.34,"body":"reading books like unreasonable"},{"speaker":"Kyle Mountsier","startTime":1228.1,"endTime":1231.34,"body":"hospitality and Extreme"},{"speaker":"Kyle Mountsier","startTime":1231.34,"endTime":1233.38,"body":"Ownership and leaders talking"},{"speaker":"Paul J Daly","startTime":1233.38,"endTime":1235.72,"body":"about it and"},{"speaker":"Paul J Daly","startTime":1233.38,"endTime":1235.72,"body":"sharing about trying to outdo"},{"speaker":"Paul J Daly","startTime":1235.72,"endTime":1237.46,"body":"one another. Yeah."},{"speaker":"Kyle Mountsier","startTime":1237.7,"endTime":1240.66,"body":"I mean, we, I"},{"speaker":"Kyle Mountsier","startTime":1237.7,"endTime":1240.66,"body":"went to dmsc. We are at ASOTU"},{"speaker":"Kyle Mountsier","startTime":1240.66,"endTime":1245.28,"body":"CON. Everybody at both of those"},{"speaker":"Kyle Mountsier","startTime":1240.66,"endTime":1245.28,"body":"was not interested in status"},{"speaker":"Kyle Mountsier","startTime":1245.28,"endTime":1245.7,"body":"quo."},{"speaker":"Paul J Daly","startTime":1246.48,"endTime":1247.02,"body":"No,"},{"speaker":"Kyle Mountsier","startTime":1248.04,"endTime":1249.9,"body":"I'll tell you. I"},{"speaker":"Kyle Mountsier","startTime":1248.04,"endTime":1249.9,"body":"bet, I bet you, between those"},{"speaker":"Kyle Mountsier","startTime":1249.9,"endTime":1255.6,"body":"two events, there's 5000 retail"},{"speaker":"Kyle Mountsier","startTime":1249.9,"endTime":1255.6,"body":"rooftops represented, without a"},{"speaker":"Kyle Mountsier","startTime":1255.6,"endTime":1257.1,"body":"doubt, it's"},{"speaker":"Paul J Daly","startTime":1257.1,"endTime":1259.92,"body":"a third of the"},{"speaker":"Paul J Daly","startTime":1257.1,"endTime":1259.92,"body":"industry right there. You know"},{"speaker":"Paul J Daly","startTime":1259.92,"endTime":1263.9,"body":"what's terrifying to me. And you"},{"speaker":"Paul J Daly","startTime":1259.92,"endTime":1263.9,"body":"said it, and now I'm just going"},{"speaker":"Paul J Daly","startTime":1263.9,"endTime":1267.08,"body":"to think about it. There are bad"},{"speaker":"Paul J Daly","startTime":1263.9,"endTime":1267.08,"body":"dentists out there,"},{"speaker":"Kyle Mountsier","startTime":1276.86,"endTime":1279.02,"body":"and they still,"},{"speaker":"Kyle Mountsier","startTime":1276.86,"endTime":1279.02,"body":"they still get certifications"},{"speaker":"Kyle Mountsier","startTime":1279.02,"endTime":1279.98,"body":"every single year,"},{"speaker":"Paul J Daly","startTime":1281.06,"endTime":1283.54,"body":"certifications, and"},{"speaker":"Paul J Daly","startTime":1281.06,"endTime":1283.54,"body":"they suck, and they're going to"},{"speaker":"Paul J Daly","startTime":1283.54,"endTime":1285.94,"body":"take your money, and what are"},{"speaker":"Paul J Daly","startTime":1283.54,"endTime":1285.94,"body":"you going to do? Well,"},{"speaker":"Kyle Mountsier","startTime":1285.94,"endTime":1288.46,"body":"Adam, we see"},{"speaker":"Kyle Mountsier","startTime":1285.94,"endTime":1288.46,"body":"your passion, and I love that"},{"speaker":"Kyle Mountsier","startTime":1288.46,"endTime":1291.16,"body":"you're serving this particular"},{"speaker":"Kyle Mountsier","startTime":1288.46,"endTime":1291.16,"body":"part of the industry, because I"},{"speaker":"Kyle Mountsier","startTime":1291.16,"endTime":1294.7,"body":"think as we talked about the"},{"speaker":"Kyle Mountsier","startTime":1291.16,"endTime":1294.7,"body":"leadership side of our business,"},{"speaker":"Kyle Mountsier","startTime":1294.7,"endTime":1297.94,"body":"the management side of our"},{"speaker":"Kyle Mountsier","startTime":1294.7,"endTime":1297.94,"body":"business has not had continuing"},{"speaker":"Kyle Mountsier","startTime":1297.94,"endTime":1300.54,"body":"education, so I love that you're"},{"speaker":"Kyle Mountsier","startTime":1297.94,"endTime":1300.54,"body":"passionate about it, passionate"},{"speaker":"Kyle Mountsier","startTime":1300.54,"endTime":1303.96,"body":"clearly about F and I and its"},{"speaker":"Kyle Mountsier","startTime":1300.54,"endTime":1303.96,"body":"impact on the entire dealership."},{"speaker":"Kyle Mountsier","startTime":1304.08,"endTime":1306.9,"body":"Thanks for spending a little bit"},{"speaker":"Kyle Mountsier","startTime":1304.08,"endTime":1306.9,"body":"of time with us. I know we'll"},{"speaker":"Kyle Mountsier","startTime":1306.9,"endTime":1309.72,"body":"talk to you here soon, and"},{"speaker":"Kyle Mountsier","startTime":1306.9,"endTime":1309.72,"body":"thanks for joining us on"},{"speaker":"Adam Marburger","startTime":1309.72,"endTime":1312.42,"body":"Auto Collabs."},{"speaker":"Adam Marburger","startTime":1309.72,"endTime":1312.42,"body":"You guys rock. I appreciate you"},{"speaker":"Adam Marburger","startTime":1312.54,"endTime":1313.38,"body":"at a high level thing."},{"speaker":"Kyle Mountsier","startTime":1317.46,"endTime":1321.14,"body":"You all haven't"},{"speaker":"Kyle Mountsier","startTime":1317.46,"endTime":1321.14,"body":"worked in a dealership, but I"},{"speaker":"Kyle Mountsier","startTime":1321.38,"endTime":1327.86,"body":"knew, and still know some F and"},{"speaker":"Kyle Mountsier","startTime":1321.38,"endTime":1327.86,"body":"I, prima donnas, listen, okay,"},{"speaker":"Kyle Mountsier","startTime":1328.1,"endTime":1328.76,"body":"Paul and these,"},{"speaker":"Paul J Daly","startTime":1328.76,"endTime":1330.92,"body":"I did work in a"},{"speaker":"Paul J Daly","startTime":1328.76,"endTime":1330.92,"body":"dealership. Okay, yeah, that's"},{"speaker":"Paul J Daly","startTime":1331.04,"endTime":1336.68,"body":"Michael Cirillo. Is the outcast"},{"speaker":"Paul J Daly","startTime":1331.04,"endTime":1336.68,"body":"here. And I just remember that"},{"speaker":"Paul J Daly","startTime":1336.8,"endTime":1339.92,"body":"the F and i Manager in the"},{"speaker":"Paul J Daly","startTime":1336.8,"endTime":1339.92,"body":"dealership I worked with, I"},{"speaker":"Paul J Daly","startTime":1339.92,"endTime":1344.26,"body":"could not, for the life of me,"},{"speaker":"Paul J Daly","startTime":1339.92,"endTime":1344.26,"body":"figure out why he seemed to have"},{"speaker":"Paul J Daly","startTime":1344.26,"endTime":1347.98,"body":"the most money and why everyone"},{"speaker":"Paul J Daly","startTime":1344.26,"endTime":1347.98,"body":"seemed to cater to him."},{"speaker":"Kyle Mountsier","startTime":1349.9,"endTime":1353.44,"body":"That's a special"},{"speaker":"Kyle Mountsier","startTime":1349.9,"endTime":1353.44,"body":"it's a special talent. So, but I"},{"speaker":"Kyle Mountsier","startTime":1353.44,"endTime":1357.28,"body":"think you know what? What Adam"},{"speaker":"Kyle Mountsier","startTime":1353.44,"endTime":1357.28,"body":"is pointing out is that that way"},{"speaker":"Kyle Mountsier","startTime":1357.46,"endTime":1361.02,"body":"of thinking, so"},{"speaker":"Kyle Mountsier","startTime":1357.46,"endTime":1361.02,"body":"individualistically, is is is"},{"speaker":"Kyle Mountsier","startTime":1361.02,"endTime":1363.84,"body":"removing itself from the"},{"speaker":"Kyle Mountsier","startTime":1361.02,"endTime":1363.84,"body":"dealership ecosystem. We're"},{"speaker":"Kyle Mountsier","startTime":1363.84,"endTime":1367.08,"body":"seeing F and I managers become"},{"speaker":"Kyle Mountsier","startTime":1363.84,"endTime":1367.08,"body":"more leaders across the org,"},{"speaker":"Kyle Mountsier","startTime":1367.2,"endTime":1371.7,"body":"lean into the the rest of the"},{"speaker":"Kyle Mountsier","startTime":1367.2,"endTime":1371.7,"body":"organization's profitability and"},{"speaker":"Kyle Mountsier","startTime":1371.7,"endTime":1375.42,"body":"into the retention and thinking"},{"speaker":"Kyle Mountsier","startTime":1371.7,"endTime":1375.42,"body":"about the deal early and the"},{"speaker":"Kyle Mountsier","startTime":1375.42,"endTime":1379.5,"body":"consumer and and I appreciate"},{"speaker":"Kyle Mountsier","startTime":1375.42,"endTime":1379.5,"body":"what Adams tried to do in in"},{"speaker":"Kyle Mountsier","startTime":1379.5,"endTime":1382.1,"body":"make leaders out of f and I"},{"speaker":"Kyle Mountsier","startTime":1379.5,"endTime":1382.1,"body":"professionals, because I do"},{"speaker":"Kyle Mountsier","startTime":1382.1,"endTime":1386.24,"body":"think that's a place that can,"},{"speaker":"Kyle Mountsier","startTime":1382.1,"endTime":1386.24,"body":"they can see a lot of the store,"},{"speaker":"Kyle Mountsier","startTime":1386.3,"endTime":1389.84,"body":"you know, and think with a"},{"speaker":"Kyle Mountsier","startTime":1386.3,"endTime":1389.84,"body":"different perspective,"},{"speaker":"Michael Cirillo","startTime":1391.04,"endTime":1392.96,"body":"I'm not"},{"speaker":"Michael Cirillo","startTime":1391.04,"endTime":1392.96,"body":"contributing anything out of"},{"speaker":"Michael Cirillo","startTime":1392.96,"endTime":1401.68,"body":"protest. No. But you know what"},{"speaker":"Michael Cirillo","startTime":1392.96,"endTime":1401.68,"body":"think about this, what you're"},{"speaker":"Michael Cirillo","startTime":1401.68,"endTime":1405.04,"body":"saying, Kyle, makes all the"},{"speaker":"Michael Cirillo","startTime":1401.68,"endTime":1405.04,"body":"sense in the world. Why? Because"},{"speaker":"Michael Cirillo","startTime":1405.1,"endTime":1408.7,"body":"I would venture to say, of all"},{"speaker":"Michael Cirillo","startTime":1405.1,"endTime":1408.7,"body":"the negative reviews about"},{"speaker":"Michael Cirillo","startTime":1408.7,"endTime":1412.06,"body":"dealerships that exist in the"},{"speaker":"Michael Cirillo","startTime":1408.7,"endTime":1412.06,"body":"world, it wasn't the sales"},{"speaker":"Michael Cirillo","startTime":1412.06,"endTime":1416.44,"body":"process, it wasn't the test"},{"speaker":"Michael Cirillo","startTime":1412.06,"endTime":1416.44,"body":"drive, it wasn't even getting to"},{"speaker":"Michael Cirillo","startTime":1416.44,"endTime":1420.6,"body":"circle the number and initial"},{"speaker":"Michael Cirillo","startTime":1416.44,"endTime":1420.6,"body":"it. It was the breakdown that"},{"speaker":"Michael Cirillo","startTime":1420.6,"endTime":1424.2,"body":"happens in the handoff from the"},{"speaker":"Michael Cirillo","startTime":1420.6,"endTime":1424.2,"body":"sales department to the F and I,"},{"speaker":"Michael Cirillo","startTime":1424.5,"endTime":1428.46,"body":"because you, all of a sudden are"},{"speaker":"Michael Cirillo","startTime":1424.5,"endTime":1428.46,"body":"invited into a glass cage, if"},{"speaker":"Michael Cirillo","startTime":1428.46,"endTime":1432.0,"body":"you're lucky, to be in a"},{"speaker":"Michael Cirillo","startTime":1428.46,"endTime":1432.0,"body":"dealership that has windows, and"},{"speaker":"Michael Cirillo","startTime":1432.12,"endTime":1435.9,"body":"the F and I manager has their"},{"speaker":"Michael Cirillo","startTime":1432.12,"endTime":1435.9,"body":"computer backing to you. You"},{"speaker":"Michael Cirillo","startTime":1435.9,"endTime":1439.08,"body":"don't get to see what they're"},{"speaker":"Michael Cirillo","startTime":1435.9,"endTime":1439.08,"body":"typing, and they're just doing"},{"speaker":"Michael Cirillo","startTime":1439.08,"endTime":1441.38,"body":"all these things, and you have"},{"speaker":"Michael Cirillo","startTime":1439.08,"endTime":1441.38,"body":"no clue, and there's so many"},{"speaker":"Michael Cirillo","startTime":1441.38,"endTime":1444.8,"body":"questions. And then all of a"},{"speaker":"Michael Cirillo","startTime":1441.38,"endTime":1444.8,"body":"sudden, because that rapport"},{"speaker":"Michael Cirillo","startTime":1444.98,"endTime":1448.34,"body":"often is not established, they"},{"speaker":"Michael Cirillo","startTime":1444.98,"endTime":1448.34,"body":"just, it seems as though they"},{"speaker":"Michael Cirillo","startTime":1448.34,"endTime":1450.62,"body":"start hitting you, well, you're"},{"speaker":"Michael Cirillo","startTime":1448.34,"endTime":1450.62,"body":"going to want this, you're going"},{"speaker":"Michael Cirillo","startTime":1450.62,"endTime":1452.9,"body":"to want that. You're running,"},{"speaker":"Michael Cirillo","startTime":1450.62,"endTime":1452.9,"body":"and most of the time, people"},{"speaker":"Michael Cirillo","startTime":1452.9,"endTime":1455.24,"body":"feel bamboozled. It's by the"},{"speaker":"Michael Cirillo","startTime":1452.9,"endTime":1455.24,"body":"numbers. I didn't get a good"},{"speaker":"Michael Cirillo","startTime":1455.24,"endTime":1458.72,"body":"deal. Well, who's responsible"},{"speaker":"Michael Cirillo","startTime":1455.24,"endTime":1458.72,"body":"for presenting all of that? It's"},{"speaker":"Michael Cirillo","startTime":1458.78,"endTime":1462.46,"body":"the F and i Manager. And so one"},{"speaker":"Michael Cirillo","startTime":1458.78,"endTime":1462.46,"body":"of the things that I've come to"},{"speaker":"Michael Cirillo","startTime":1462.46,"endTime":1467.98,"body":"appreciate about Adam is his"},{"speaker":"Michael Cirillo","startTime":1462.46,"endTime":1467.98,"body":"advocacy for personal leadership"},{"speaker":"Michael Cirillo","startTime":1467.98,"endTime":1471.64,"body":"and personal accountability, and"},{"speaker":"Michael Cirillo","startTime":1467.98,"endTime":1471.64,"body":"what that does to impact a"},{"speaker":"Michael Cirillo","startTime":1471.64,"endTime":1475.42,"body":"customer's experience, how he"},{"speaker":"Michael Cirillo","startTime":1471.64,"endTime":1475.42,"body":"explains things, why he chooses"},{"speaker":"Michael Cirillo","startTime":1475.42,"endTime":1478.72,"body":"to explain certain things,"},{"speaker":"Michael Cirillo","startTime":1475.42,"endTime":1478.72,"body":"because he knows, I think You"},{"speaker":"Michael Cirillo","startTime":1478.72,"endTime":1485.22,"body":"said it Kyle in a past episode,"},{"speaker":"Michael Cirillo","startTime":1478.72,"endTime":1485.22,"body":"you know, all of that goes it's"},{"speaker":"Michael Cirillo","startTime":1485.22,"endTime":1488.28,"body":"a major contributor into"},{"speaker":"Michael Cirillo","startTime":1485.22,"endTime":1488.28,"body":"retention, which is actually the"},{"speaker":"Michael Cirillo","startTime":1488.28,"endTime":1492.06,"body":"easier part of exactly doing"},{"speaker":"Michael Cirillo","startTime":1488.28,"endTime":1492.06,"body":"business. And so I've always"},{"speaker":"Michael Cirillo","startTime":1492.06,"endTime":1495.96,"body":"appreciated the bat that about"},{"speaker":"Michael Cirillo","startTime":1492.06,"endTime":1495.96,"body":"Adam. He's, he's a individual of"},{"speaker":"Michael Cirillo","startTime":1496.02,"endTime":1498.72,"body":"tremendous self accountability,"},{"speaker":"Michael Cirillo","startTime":1496.02,"endTime":1498.72,"body":"which I admire."},{"speaker":"Kyle Mountsier","startTime":1499.5,"endTime":1501.26,"body":"Well, hey. We"},{"speaker":"Kyle Mountsier","startTime":1499.5,"endTime":1501.26,"body":"hope you enjoyed this"},{"speaker":"Kyle Mountsier","startTime":1501.26,"endTime":1504.14,"body":"conversation as much as we did"},{"speaker":"Kyle Mountsier","startTime":1501.26,"endTime":1504.14,"body":"on behalf of Paul J Daly,"},{"speaker":"Kyle Mountsier","startTime":1504.14,"endTime":1507.14,"body":"Michael Cirillo and myself. Kyle"},{"speaker":"Kyle Mountsier","startTime":1504.14,"endTime":1507.14,"body":"Mountsier, thanks for joining us"},{"speaker":"Kyle Mountsier","startTime":1507.14,"endTime":1508.04,"body":"on Auto Collabs."},{"speaker":"Unknown","startTime":1508.76,"endTime":1512.18,"body":"Sign up for our free"},{"speaker":"Unknown","startTime":1508.76,"endTime":1512.18,"body":"and fun to read daily email for"},{"speaker":"Unknown","startTime":1512.18,"endTime":1516.02,"body":"a free shot of relevant news and"},{"speaker":"Unknown","startTime":1512.18,"endTime":1516.02,"body":"automotive retail media and pop"},{"speaker":"Unknown","startTime":1516.02,"endTime":1520.34,"body":"culture. You can get it"},{"speaker":"Unknown","startTime":1516.02,"endTime":1520.34,"body":"now@asotu.com that's asotu.com"},{"speaker":"Unknown","startTime":1521.68,"endTime":1525.16,"body":"if you love this podcast, please"},{"speaker":"Unknown","startTime":1521.68,"endTime":1525.16,"body":"leave us a review and share it"},{"speaker":"Unknown","startTime":1525.16,"endTime":1528.22,"body":"with a friend. Thanks again for"},{"speaker":"Unknown","startTime":1525.16,"endTime":1528.22,"body":"listening. We'll see you next"},{"speaker":"Unknown","startTime":1528.22,"endTime":1528.4,"body":"time."},{"speaker":"Unknown","startTime":1539.86,"endTime":1545.16,"body":"Welcome to Article. Last"},{"speaker":"Unknown","startTime":1539.86,"endTime":1545.16,"body":"recording you."}]}