Latest / Auto Collabs / Rewriting the Vendor–Dealer Playbook with Jade Terreberry

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Rewriting the Vendor–Dealer Playbook with Jade Terreberry · Auto Collabs

• 0:00
  I'm happy to report that there are no mosquitoes in my office today. [laughs] [upbeat music] This is Auto Collabs. Oh, that's good. I was wondering why half your face was swollen.
• 0:15
  [laughs] This poor guy. I know. Is it, are the mosquitoes bigger in Texas? A guy moves to Texas and all he talks about is that everything's bigger in Texas, including the mosquitoes. Including the mosquitoes.
• 0:25
  It's unbelievable. How the hummingbirds- There's gonna be one episode where you're just gonna hear, [imitates mosquito] and then you're gonna see my shirt go up like this, and then I'm gonna...
• 0:32
  [laughs] Gonna be ♪ Welcome to Auto Collabs ♪ As they, [laughs] as they sing and fly. Yeah. The bugs will be singing. It'll be amazing. Oh, man. Hey, today is a, a new guest for the show, isn't it? Yeah, absolutely.
• 0:44
  Yeah. Jade Terryberry, uh, we had fun at ASOTU CON. She was on some panels, and I think that's the first time I ever met her in person. Yeah.
• 0:50
  I got to, to jam with her on a webinar and then also on stage with, with a few extremely bright people. You gotta check that out.
• 1:00
  Um, but I'm excited to get to know her individually as opposed to all, having to be, you know, pinging back- Yeah, flip it around... with a few different people.
• 1:07
  So, uh, we hope that you enjoy this conversation with Jade. [upbeat music] Jade, it is so much fun to be here with you on the show. And we have to say, uh, you took the wardrobe request very literally. You bet I did.
• 1:22
  [laughs] Wouldn't give up an opportunity to wear this shirt. I've actually worn it every day since the conference. That's amazing. Oh, that's a... Yeah, I don't know. Well, yeah.
• 1:31
  [laughs] Good thing I got multiples, right? Yes. She's like, "I got 33 of them." You should see- [laughs] It's great... yeah, you should see my closet at home. I always explain to people.
• 1:39
  It's like, no, no, no, you don't realize, I don't only have multiple versions of the shirt in different colorways and things like that. I also have multiple versions of the same colorway. Of each one.
• 1:48
  [laughs] It, it's probably to the point now where in my closet it is probably more than 50/50- [laughs]... on my shirts are either More Than Cars or, you know.
• 1:57
  See, this makes sense now why you walk around in public saying, "I swear, smell." [laughs] Yeah. [laughs] Oh, no. No. I don't do that. I don't do that. But Jade, thanks for giving us some time today.
• 2:06
  Uh, it was awesome to be with you at ASOTU CON, and, uh, just, just great to be a part of, of what you're doing and, uh, how you're serving the industry.
• 2:13
  Well, we had a great time at the conference, and I gotta tell you guys, it was an impressive event. It was actually my first time attending. Um- I know. Really?... first of what will be many in the future.
• 2:23
  Uh, just incredible feedback all the way around. And, uh, you better believe we'll be there every year forevermore and are excited to do it again with you next year. That's amazing. I love that.
• 2:32
  This is where Michael says, "Enough about me. Let's talk about what you think about me." [laughs] Right. [laughs] Hey, well, I mean, the, I, I'm, I love that we recorded that.
• 2:42
  Um, tell us, I'm, I'm curious, tell us how... What, what's your journey been into, into the car business?
• 2:48
  Well, I, I grew up sitting in a high chair, uh, watching my dad practice for national Honda walk around competitions. He was the top Honda salesperson- What? [laughs]... in the country for many years. Um- No way...
• 3:00
  was at the same dealership for 40 years. Which- Wait, which dealership was that? Uh, uh, so that is, uh, was Bill Gatton Honda in Northeast Tennessee.
• 3:09
  Of course, has since been acquired through a buy-sell, and he's long since retired. But, um, you know, I feel like I grew up live, eat, breathe car business.
• 3:18
  You know, answering the receptionist's desk phone better than any receptionist there at age seven, age eight. [laughs] And, um, and I kinda had to negotiate for my life because my entire family had been car business.
• 3:28
  And so- Oh. [laughs]... you know, if you, if you wanted to eat or get new shoes- Jade... uh, it was a- What do you want for dinner?...
• 3:32
  relate, educate, overcome What, what I'm most confused with is- It was a negotiation. That's, uh, that's how we lived. Um, and so- [laughs]... uh, I, this business is in me and part of my blood.
• 3:41
  And of course, as, uh, as most who grow up in the car business, you know, I said, uh, I wanna be in sales. I, I wanna do something that is as far from the car business as I can possibly get.
• 3:51
  And so, uh, I spent about a decade in real estate and commercial finance and commercial development, and then landed back in the car business. And, um, I, I tell you, I, I love it more and more every day.
• 4:03
  And, um, the change and disruption, which I hope is some of what we will get to talk about together today, but that's where I think real, um, opportunity is created.
• 4:13
  And, um, before I came to the Cox side, I was actually with, um, a dealership group in T- Tennessee, Virginia, and North Carolina.
• 4:21
  And we had Hyundai, Honda, Ford, Volvo, Chrysler, Jeep, Dodge, Ram, and Nissan franchises across those states. You have said that a couple times. We had... I've said it more than once.
• 4:28
  [laughs] That was muscle mem- That was straight muscle memory. Yeah.
• 4:31
  [laughs] But I tell you, we had, and you all will appreciate this, as will your listeners, I had GMs from 35 years old, straight out of NADA, you know, dealer school, dealer academy.
• 4:41
  And then we had the, you know, 75-year-old Ford truck guy that all you need to do is advertise in the trading post and send out some postcards and do some traditional TV- [laughs]... and everything was gonna fix itself.
• 4:51
  And, um, and so when Cox started becoming Cox, uh, before it was anything really other than Autotrader and Kelley Blue Book, um, vAuto was on the radar. Uh, but I was still in dealership world.
• 5:05
  And, you know, it was a, a mid-size organization, like I said, at that point, 17 store points. And I am a research and data maniac, as you all know. Of my 10 years now with Cox- [laughs]...
• 5:16
  I spent five of those, um, leading sales and business and operations analytics for all of our consumer brands. And, um, and so I'm, I'm a data m- crazy person.
• 5:27
  But we had all of the products and companies in these little stores in Northeast Tennessee, Southwestern Virginia, Southeastern Kentucky, and Northwestern North Carolina, that Cox was looking at acquiring those companies.
• 5:39
  And so they start sending executive teams in to visit and figure out how we were using these tools. And we kinda laugh today.
• 5:45
  I actually, when KBB's Instant Cash Offer was Trade-In Marketplace, back when it first rolled out- Oh, I remember that... I was in dealership world- Yes...
• 5:53
  and I recorded the first training videos for KBB on how to use it at point of sale, doing a s- a silent-Silent walk around, you bet. We can dig those out of the archive. Let's do it.
• 6:04
  Um, and, and so- We have, like, really, like, puffy, curly hair, like- No... just a total different [laughs] No. Um, my hair is naturally- Just I'm blanking who's out... very curly.
• 6:13
  And if I, if you all, um, next year at the SO2 conference, um, you know, if you wanna have a little rain come down, and then my hair'll be about this big. It's really curly- [laughs] It'll activate... naturally.
• 6:23
  But I go to great lengths for, for straight hair.
• 6:26
  [laughs] But anyway, the bottom line is, um, that was really when digital marketing and, you know, pump in, pump out, reaching outside of audience or outside of market to gain audience and distance retailing was barely starting to become a thing.
• 6:38
  And, um, and I realized it was dealership organizations the size of the one that I was with that would become outdated, antiquated, and no longer be able to play on an even playing field with the Publix and the Hy-Vees and new form retailers.
• 6:53
  And there was gonna be so much buy/sell activity.
• 6:55
  And so that's why I decided after, y- you know, many years of, of working closely with Cox, and we were the first dealership group in the country on the Cox Rewards program.
• 7:02
  We were the first ones with geolocation beacons in our stores. Wow.
• 7:06
  Um, and, you know, that was a long time ago when, you know, we were like dot radius and polygonal geofencing was, like, the only way you could track people with devices.
• 7:16
  But I, I just, um, I thought, "I can have a much bigger impact on this industry and make it, you know, kind of bring it into the future, um, if I come to this side." And man, what an awesome journey it has been.
• 7:27
  I love it more and more every day. I think you also just said some words that most people have never heard in their life. Polygonal is one I've never heard. Polygonal. [laughs] Look it up. Yeah. I'm a super nerd.
• 7:38
  Which is perfect. Super nerdery. Yeah. Yeah. I don't know what it is.
• 7:41
  What, what, what do you think in s- I mean, obviously you're, you're, you grew up around the car business, but you definitely have a, like, very progressive, not just do the walk around bent. Did that...
• 7:55
  Where did that bent come from? When did you become curious about technology, marketing, data science, that type of stuff? Yeah. Well, I, I owned my own businesses for many years on the real estate side.
• 8:08
  And what I learned through those years is, um, you know, database decision-making is everything.
• 8:15
  And understanding how big your blind spot is and understanding where every dollar and every minute are going is, like, the core of entrepreneurship.
• 8:25
  Uh, you all know, um, you, you know, you self-drive, self-motivate, self, um- [laughs]... guide in everything that you do. And, you know- Self-console. You get your- Yeah. [laughs] Right...
• 8:35
  coffee box on your own photo try in. Self, self-wardrobe. Yeah. Self-wash clothes when you have to. Um, but it, you n- cannot get ahead of the pack unless you are unique and different from the pack.
• 8:49
  And so it's really understanding the competitive landscape and finding where are those niches that, that you can be unique enough to come outside of the box so that people think of you when the time is right for them.
• 9:04
  But then you have to stay in the traditional boxes enough so that, um, when they, they are, the time is right and they don't know you and they've never heard of you before, but that you're in front of them.
• 9:15
  And so it's kind of those two, um, those two pieces of marketing that I have always thought. You know, marketing and demand generation are everything.
• 9:22
  No matter how good you are at selling and overcoming objections and having processes and optimizing those processes of pulling the right levers, if you don't get in front of the people, if you don't make the connection and you don't understand how to build the trust and credibility which comes from database conversations.
• 9:39
  And that's key and critical in real estate and finance. And, um, and automotive just, um, you know, was a little bit behind there. And so that's where I, uh, just, you know, really, um, latched on.
• 9:49
  You know, I, I believe being outside of the box is critical to be the leader and the winner in anything. But you gotta recognize the box is always moving.
• 9:57
  What worked yesterday is now right on top of your head because everybody else watched you- Mm-hmm... and it worked, and now they're doing it.
• 10:02
  So you've always gotta keep your running shoes on and be navigating and understanding and not afraid to test and iterate. Just that culture of testing and iterating, again, basic entrepreneurial spirit. Mm.
• 10:13
  But that's one of the things that makes car business so n- so dynamic and so resilient. Um, we figure it out. I think there's, like, an element of, the often overlooked element on the industry partner side.
• 10:24
  We've been bouncing this idea around a little bit more, and we kind of like, I don't know, tested some messaging around it with a Sodaconna. We're leaning in a little more.
• 10:31
  But it's this idea that typically speaking, you know, dealership or dealer and industry partner relationships can, um, be perceived as or, like, default to contentious. Yeah. Right?
• 10:46
  And there's this real core to our ethos that, like, this collaboration is the most important thing for a thriving industry because first of all, no two dealerships are alike, so no tech stack is the same and no need is the same, no marketing need is the same.
• 11:01
  And in order to make, find the fits the fastest, we need a deep level of collaboration. And I think for that, we need to lean on industry partners who are really committed to an idea of innovation, right?
• 11:14
  And that can be kind of like a, become a vanilla word because we use it sometimes, but the, the principle behind it is need to be pushing the boundaries and, this is the, the, the point I want to ask you about, and combine that with a real orientation toward leadership.
• 11:30
  Um, you know, you've done things like you've run for Roswell City Council. You obviously have this mindset to, to lead and communicate and inspire people forward. Yeah.
• 11:40
  What is your thought on how industry partners can do that from their position, knowing that they're not a dealer, right, and they're, you know, so there's als- always the starting point.
• 11:49
  But w- what are some thoughts around leadership in innovation coming from the industry partner side? Yeah.
• 11:54
  Well, I, I would first say I think in anything, be, be valuableUm, be relevant and, um, and be visible and be aware. You know, I, I think, um, what, like I said a few minutes ago, what works today may not work tomorrow.
• 12:09
  But relationships are at the core of everything. Uh, I'll bring this to Cox.
• 12:17
  You, you know, our biggest differentiator, like we say data's our superpower and we, you know, we have all of these great products and the best of the best tech stacks, um, we believe.
• 12:26
  Uh, but it is the strategic relationships and partnerships where we are, are truly extensions of dealership staff, dealership leadership, and I am a big believer in, in lead by example.
• 12:41
  But I also believe that leading means being able to tell the story, get the buy-in, drive the culture, and it's one of the things that I see as the biggest challenge for a lot of our dealership groups today.
• 12:54
  They're trying to figure out how they, how they step into this transformed experience that consumers want.
• 13:00
  And it's one of the things that I love so much about the SO2 Conference, and really the group of progressive mindset dealers that follow your organization so closely.
• 13:11
  But not only do they lead by example, but they tell the really compelling stories to all of the people that represent their brand, their image, that have any opportunity to interact with a consumer any, in any channel.
• 13:28
  Um, and they all exude this, the, in the same level of commitment and relationship. And so I, I think that, um, like leadership separately, but when you said, like vendors and dealers often have this rub.
• 13:44
  It's like it's, it's always a fight to get more for less. Or, you know, h- what is w- how do I make those dollars go further? And those are really important conversations.
• 13:53
  But when you have somebody who is an extension of your organization, that understands deeply your goals, your desired outcomes, um, the levers that you pull, your processes, where there are opportunities to optimize, and that, it really only comes from, from a partnership and a relationship that is a two-way street.
• 14:15
  I, I say again and again, like relationships work because you make each other better, and that's both in business and personal. And it's why most relationships have a self-life, or a, a shelf life.
• 14:24
  [laughs] Um, and you know, and that, that teeters. That doesn't mean that you're always both giving. But it, you know, sometimes one side's the leader, sometimes the other side's the leader.
• 14:32
  They're kind of pulling and challenging each other to be better and be different. But that is leadership and partnership at, uh, right hand-in-hand.
• 14:41
  And, you know, if you have the right vendors and partners, that's what it should feel like. They challenge you, you challenge them, you keep each other on the cutting edge, you hold each other accountable.
• 14:50
  But you trust each other deeply because you have that, that relationship and you are strategically understanding and aligned on where you're going and where you wanna go.
• 15:00
  But at the base of that, it's all because you're aligned on the why you're doing it. Hmm. That fundamentally requires, I think, way more communication than anyone's willing to admit, right? So there's- Tremendous amount.
• 15:13
  Yeah, I mean, no matter how much data you have or how good your products or technology might be, if you do not trust each other, which comes from like, you know, the basics of selling. Who do we go back to?
• 15:25
  You know, Zig Ziglar or one of the, the greats, Og Mandino. But people buy first because they like you, trust you, like your service, like your product, like your company. Generally in that order.
• 15:36
  And number one is like you. So like the biggest thing, like make lots of friends. Man, love people. And that's one reason. Like I, I literally bought numerous of the shirts because, like in, in all of my...
• 15:47
  Like, I have a fab five that I trained my old real estate teams on, that I trained my old car dealership sales teams on.
• 15:53
  [laughs] But what, number three is love people, and love the ones that are the harder relationships even more.
• 15:59
  Because when you break through that big naysayer, and it's not about, like just controlling the conversation or the normal part of the sales process, but it's when you, w- when they really believe that you have their best interest at mind and at heart, and you are able to prove with data the why you are counseling them the way that you are.
• 16:20
  The, and that comes to negotiating a car deal, closing it in an F&I office. I was a, you know, an F&I, uh, director.
• 16:26
  Spent many years, um, and you know, loved that side of the business, the finance side of the, the lending, automotive business as well.
• 16:33
  But, um, it is all about that people connection, um, that drives every bit of leadership and partnership and really making a relationship work. Mm-hmm. Were you- Is this- I'd like to pivot j- just a little. Sure.
• 16:46
  Yeah, go ahead. No, go Michael, you got it. Oh, I was... Yeah. I, I'm just so curious. 'Cause like I'm ready to walk over hot coals and like broken glass right now. [laughs] I'm like so pumped up.
• 16:54
  And we're ready to watch you do it. [laughs] I'm here for it. That's a whole YouTube channel. That's a whole YouTube channel. Cervello walks on glass, you know? [laughs] This'll be great.
• 17:03
  Is this part of, is this in your DNA? How did you stumble upon this view of business and leadership and, and all of that? I mean, were you raised this way? Is it... Like, h- h- how? Where does this come from? Yeah.
• 17:15
  I, I believe s- a lot of it is DNA, but a lot of it is just, um, y- the, the love for people and the love for data and bringing those things together. And s- a lot of that can be taught.
• 17:30
  You, you know, not everybody has great business instincts where you can train them to be something in a role.
• 17:36
  But the, the basics of creating, like within a dealership organization, a culture where people, um, are doing everything they're doing for the right reasons, like I've said for a long time, in sales.
• 17:49
  Like sales is really, it's getting people to do what you want them to do for their reasons.
• 17:53
  But you can't understand their reasons until you have investigated and investigated and deeply grasp what they are trying to accomplish. And, and I, I don't think you can really do that sincerely if you're not sincere.
• 18:07
  Like it, it has to be- Right... born in you, and it's why everybody shouldn't be in sales or shouldn't be in the car business. Mm-hmm.
• 18:13
  Um, but you know, people who have that- I disagree with that in the car business thing I think everybody should be in the car business, I'm just saying. I, see, I, I, I knew Paul was gonna feel that same way too. Yes.
• 18:21
  I think everyone should be in the car business. In the car business, but maybe not in the consumer-facing part of the car business. [laughs] Hey.
• 18:27
  There are plenty of things you can do in- Abso- I totally agree with that... in automotive that you don't have to interact with a- I know... customer or a client. Very many of those.
• 18:35
  [laughs] For sure.I'm sorry, we interrupted you because... But you were going 'Cause it wa- it was a great topic. But, but no, um, I just, I, I'll, I'll k- kinda leave, leave that one there.
• 18:48
  But I, I do think that, um, the, the DNA part is, is big. But, um, there's just a, you know, there's a, a self-drive and a self-passion that is also an innate to the car business. You know, you look at most folks- Yep...
• 19:05
  that are, are on the front edge and doing the really cool things in this business, and they've had a very similar path. You know, we all laugh like, "Oh, we all grew up in the car business." We did. Mm.
• 19:14
  Or, you know, they started in reconditioning, and they worked all the way up through. And now they're- So much of that... GM. Mm-hmm. And now they're inheriting, you know, huge chunks of organizations that are growing.
• 19:26
  And so, you know, I do think that, um, part of leading is also recognizing when you have those people that have that DNA, and developing them and giving them the right opportunities to, to decision-make and spread their wings, and, um, and not, I don't ever like the term like fail forward.
• 19:45
  I don't think that's it. Mm. I think, you know, test and iterate, you can do it in a way. But you have to take risks.
• 19:50
  I mean, risks, taking risks is also a DNA thing that most people have or don't have that is required if you're gonna find those niches and you're really gonna be in the top 10 or top 20% of your space- Mm...
• 20:05
  whatever your space may be, whether it's automotive or not. Mm. Um, and so don't be scared to fail or make mistakes, but, you know, just don't make the same mistake twice, right? Well, I do wanna pivot.
• 20:15
  I wanna ask, 'cause early, early on you said like, "I hope we get into, you know, talking what the most innovative things that are happening right now," or what you're trying to discover and work on.
• 20:25
  What, what are the things that are, like, the most pivotal to you, or the things that you're, you're driving toward the most right now?
• 20:32
  Well, I think closing the blind spot for dealers on how they are decision-making on spend and time spent within the organization for all of the people that they are paying and all of the overhead that they have.
• 20:46
  Um, obviously, I'm probably the biggest data dork in the room, but maybe not, 'cause you guys are kinda dorky, too- [laughs]... uh, when it comes to data.
• 20:55
  But no, I, I just, um, I, I think that dealerships have spent so many years making decisions on what they can see in a CRM, um, what they can see from a tangible, trackable lead.
• 21:10
  And now there is just, like technology has totally opened up our ability as an industry, not only dealers to decision-make, but, like, for us as Cox Automotive, we spend money to drive audiences in a totally different way today than we even did two or three years ago.
• 21:28
  Because now technology allows us to watch that whole consumer journey and click path. What do they do in all different places of the funnel?
• 21:36
  Um, how many times do we have to touch them depending on the, the age demographic or the psychographic or where they live or what stage of life they're in today?
• 21:45
  And how do we adjust that and change it with technology when they move from one stage to another from this hour to the next hour? You know, we talked about it on stage when we were together- Mm-hmm... in Baltimore.
• 21:56
  Like, you know, these updated audiences, that's refreshing like every four to seven seconds in most cases- Yep... on the back end- I imagine... of our stuff.
• 22:04
  And, you know, just, um, it is no longer like an, an either/or or a cost per this or a cost per that, and I think that's my biggest mission right now across the whole industry is, you know, again,
• 22:17
  the way you said there's often this animosity between a vendor and a dealer. And if you feel like that, you're probably working with the wrong vendors and partners- Mm...
• 22:28
  because we should all be opening our books, being as transparent as we can be. I mean, the amount of flak and heat that I took when I fought back in, you know, 2016, '17, '18.
• 22:40
  And if you remember, we had some competitors back then that felt like ankle biters 2015, 2016, and then they almost ate our lunch. And- [laughs]...
• 22:49
  we had to totally break our site, totally break our measurement strategy and our go-to-market approach, change how we were partnering and consulting with dealers.
• 22:57
  But we were the first ones to go out there and put third party, multi-touch attribution, tagging, tracking on our sites.
• 23:05
  So, like, when we added ClearVoice to our sites, Autotrader and Kelley Blue Book in 2018 battled with leadership and with the industry. And you know what I said?
• 23:13
  I said, "If our baby is ugly, we wanna be the first ones to know it." [laughs] Like, we need to know to the core what's working and what's not.
• 23:22
  And that is the philosophy that we've taken as we have, you know, totally rebuilt all of our consumer platforms with a consumer-centric focus, which sometimes is hard to explain to dealers.
• 23:31
  Took us a long time to really get buy-in and understanding of our relevance algorithm that, you know, that serves, um, listings, uh, listing sort order on our sites.
• 23:40
  But when we drive the most consumer value, then that gives us the opportunity to drive the most dealer and OEM value. And so, you know, you've gotta really, really think about how that flywheel works.
• 23:51
  And, um, and so I, I think blind spot, um, change of thinking is the number one thing that I want every dealer to be thinking about.
• 24:00
  Technology exists that now gives you a better and really transparent way to hold your partners accountable, but to get past the days of cost per this and cost per that because you're just throwing money down the tubes.
• 24:12
  Mm. Because your, your decision-making with, like, 10 to 15% of the view when you can flip that on its head and decision-make with 80 to 90% of the data. And then when you have that data, what does it do?
• 24:22
  Gives you the ability to activate on those audiences based on where people are.
• 24:27
  So every dollar goes further because you're serving the right message to the right consumer at the right time with the right call to action, and landing them back in the right spot to get to the next step without having to redo it.That's awesome.
• 24:38
  Jade, I g- I don't think you're a passionate person at all. [laughs] Said no one, uh- Not picking up any of that, yeah.
• 24:45
  You have, uh, you've definitely displayed passion and also, uh, drive to make so much better for, uh, the industry.
• 24:52
  Uh, uh, thank you so much for hanging out with us, sharing us a little bit of your passion and, and your history in the industry. Uh, and we can't wait to chat again. Thanks for joining us here on Autocollabs.
• 25:03
  Thank you all, and I am likewise grateful and thankful for the great job you all are doing for this industry. Much appreciated, and thanks for having me. [upbeat music] I don't think she has enough energy.
• 25:16
  No, no energy, zero passion. More energy, more energy was that word. Guys, I sat here, I booked a fire walk while we were talking to her. [laughs] I'm like, "I'm doing this."
• 25:25
  No, I mean, that's- She bring up Zig Ziglar, I'm like, "I'm in." I mean, that is the, I mean, that is a great example though of the level of passion that people have across the industry- Yep...
• 25:34
  for all the different areas, some for data, some for people, some for both, right? They're not mutually exclusive.
• 25:39
  And I love the fact that she owns, like, I don't know, five to seven Love People More Than You Love Cars T-shirts. [laughs] I know. And, and, and also just- She has more than I do...
• 25:47
  you know, there's so many people that you find that it's like, "I tripped into the industry." This is one that's, "Oh, no, I grew up watching my dad do the walk arounds," you know?
• 25:55
  And, and it's so in her blood that she tried to leave for 10 years to real estate, that she had to come back. How, there was a whole thing there.
• 26:02
  Like, I, I wanted to ask her, but I, I just couldn't interrupt the, the flow of energy. But I, I wanted to ask her sincerely like, "So what was it like growing up in a home with a car salesperson as a dad?"
• 26:16
  You know, like, 'cause like I, I don't know what that story's like. I don't know. Ask my kids- Back then... in about eight years. Back then though- And they'll be able to tell you, you know... a little bit different.
• 26:25
  Uh, they, they get good at negotiation. That's a little weird, you know? So. I have to say, my, my youngest daughter, Elise, is like, you, you, you guys know her, a lot of people in this community have met her.
• 26:34
  She's usually working- She's poised for that... the swag shop. I, I truly feel like she's the kind of person that could be top salesperson in the country in something. She's going to be. In the auto industry. For sure.
• 26:42
  [laughs] For sure. Uh, for her- Probably Love People More Than You Love Cars shirts next year. Oh, yeah, [laughs] exactly. To Jade. [laughs] Right, [laughs] right. She got, that's why Jade has so many. Yeah.
• 26:54
  El- Elise- Elise-... got ahold of her. [laughs] Elise is screaming. That's amazing. Well, hey- Well, listen... uh, we had a lot of fun.
• 27:00
  We got to hear a ton of passion, and we thank you for listening, hanging out with us here on Autocollabs. On behalf of Paul, Michael, and myself, we'll see you next time.
• 27:11
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• 27:24
  If you love this podcast, please leave us a review and share it with a friend. Thanks again for listening. We'll see you next time.
• 27:31
  [upbeat music] Welcome to Autocollabs. Welcome to Autocollabs. [laughs] Why are we recording? Are we rolling yet?
• 27:49
  Not yet.