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The 88% Problem with David Steinberg · Auto Collabs

0:00
Have you ever been friends with, uh, a note-taker? [upbeat music] This is Auto Collabs... like, someone who takes notes a lot? Crazy people. People that take notes. [laughs] Michael.
0:17
[laughs] Michael, you are one of the biggest note-takers I've ever known. It's unbelievable. Oh, are there- Here comes the next one... is that another bag full of notes? And another notepad.
0:29
I gotta say, there is something- Do you take notes about where you take notes? [laughs] He's like, "You know where a good place to..." He's like, "Dear note."
0:36
I'm not kidding you, if we pulled up my YouTube right now, there would be videos about how to organize notes better. Oh, what a nerd. Way down to like- Didn't you get that little thing that records your whole life?
0:46
He does... it's also taking notes for me, guys. Unbelievable. It's also [laughs] taking- Oh... when do you ever have time to go back and listen to your notes so you can take notes- No, because you know what I do?...
0:54
about listening to your notes? I get it to extract all the action items for me, then they make their way into our project management. No, honestly, though, I, you know, I...
1:01
There's been s- times in my life where I take a lot more notes, and it is, like, the tactile memory that you get from, like, actually- Ah... writing down the thing. Yeah, yeah.
1:10
You don't actually have to go back to it because it connects something in your brain to, like- Lingua... my body connecting the, the, the words and the things that I'm trying to translate from what I'm hearing.
1:19
So- Man, this goes way back. This, this goes way back, and it, and it ties into, like, data collection, but,
1:25
uh, one of my mentors early on, 'cause I was big note-taker like this, I don't remember the numbers, so don't fact-check me on it, but you'll get the point. He's like, "When you do this, you are firing
1:36
a- 10 neurons in the brain to retain information. When you do this, and you consider the movement of every muscle and ligament- Writing notes...
1:43
and everything, you're actually connecting 10,000-plus neurons in the brain at this." What? That's nuts. Which is why, so, and it just stuck with me ever since. Yeah, 'cause you find my remark-able. You get...
1:54
[laughs] Hold on. Well, my retention, I notice when I take handwritten notes, my retention's through the roof. It's so much higher. When it's like this, I retain nothing. That's wild.
2:01
Dude, you're so right because you can type literally thoughtlessly. Yeah. Like- This I have to actually think... and, and you see that. Well, people usually see that as a benefit.
2:09
I can type notes without even thinking about it. Fun side note- Michael's like, "Ah, that's the problem." Uh, somebody tried to talk me out of this once. You, you probably can't see these, but I write in cursive too.
2:19
I did notice that. Wow. Yeah. And he does it just so- I don't, I don't even know when that started... the person next to him, just so the person next to him can't read it. Yeah. He doesn't need a screen- Yeah.
2:27
And their jaw goes like this. Whoa.
2:29
There's gonna be a day, there's gonna be a day when I pass away, and my kids are gonna pick up whatever collection, data collection device I had at the time of my death- Okay, this is your dream. Yeah, yeah, yeah...
2:37
they're gonna be like, "And delete." [laughs] They're like- [laughs] They're like, "AI, summarize this in five words." They're, they're gonna- Michael did- Your dad loved cupcakes... podcast. Good dad loved cupcakes.
2:50
[laughs] They're gonna be like, "Feed this to AI, make a summary," and it's gonna be like, "Your father was always enraged." [laughs] Okay, go one more sentence. You never knew. You never knew.
3:03
Well, we don't never knew David- That's true... Steinberg, who's, uh, uh, who is joining us again for Auto Collabs today.
3:10
We love having conversations with him 'cause he's dialed and he's a smart cat, and he's been building stuff in auto for a while, so he knows what's up.
3:17
We hope you enjoy this conversation, and we promise Michael will take notes. [upbeat music] All right, here we are, another episode of Auto Collabs. We all know Dave Steinberg from Foureyes.
3:30
Thanks so much for joining us today, pal. Hey, thank you for having me. Great to be here again. We, we were just chatting pre-show, and I just gotta get this out of the way because now I'm flattered that you have been...
3:41
You might be the only person I've talked to, except for the people, of course, that I grew up with that lived in this area, who know where I come from. Mm-hmm. You, you have been to the place.
3:51
The Vernon, Kelowna, that whole, uh, region, Interior BC. It's amazing up there. Oh, this is just an injection from the side.
3:58
You answered a questionnaire that said you were in a, like, scary movie zombie thriller thing acting. [laughs] Is that, was that a mess? Were you messing with us, or was that real? No, no, no.
4:10
[laughs] A buddy of mine, a buddy of mine just, uh, filmed a thriller, filmed a... It was a real deal. It was a real budget movie. We, we was shooting in LA and New Orleans, and he was trying to get me.
4:21
He, he wrote a part for me. I was a child actor when, way, way back when. He wrote a part for me. He's like, "I want you to be the dad." I'm like, "I don't have time to be the dad." It was too many days in LA shooting.
4:29
I was like, "I don't have time to do that." And so then he called me. He's like, "I got this part for you. You can pl- uh, we need to do a reshoot of the origin story of the killer, and we want, I want you to play it."
4:38
Oh, how nice. So, so I did that. Yeah. It was, it was great. Oh, you're the, you're the killer before he realized he was a killer. Yeah. Yeah, yeah.
4:44
So I came back- Just lighting things on fire, staring at people too long, you know? Oh, my God. Yeah, yeah. So I came out of my acting retirement 30 years later and, uh, got to play the killer again.
4:53
[laughs] When, when, when, when can we see this movie in theaters? You know, I don't know. They just, they just sold a bunch of rights. I, and I've learned how movie rights get sold, but they sold rights.
5:03
They're selling rights to other countries right now all over the world. Okay. Yeah.
5:06
So you kind of sell it, you distribute it, you sell the rights to different places, and so- Do you have, do you have a profile on IMDb right now?
5:13
I have a profile maybe under my stage name, which I'm not gonna tell you today. Ah. Dang it. Come on. Well, if you want me to tell you- The reason I'm looking away is because I would be looking it up while we talk. Yeah.
5:23
Yeah. Okay. I had to have a different name 'cause in film- BBT, BBT deep research. Tell me.
5:28
[laughs] In SAG, in, in the Screen Actors Guild, you can't have two people with the same name, and when I was a kid and I got cast in a show and got into SAG, you, they had, they were like, "You either have to be David L.
5:40
Steinberg, or you need to change your name." And my agent was like, "Your name's really Jewish. Like, you need to change your name. You're gonna get typecast as the Jewish kid on every- everything you do." So- [laughs]
5:51
So I had to change my name. Okay, this is actually all super relevant. Engelbert Hun- Should've been David Cavatelli. [laughs] This, this is... Yeah, right. He's, "I'm Italian." No.
6:01
So this is actually all super relevant because, like, origin stories, typecast, like, the data around what you've been working on since your early days in auto with Auto Ad Appearance and then b- bringing Foureyes to the market is a lot about, like-...
6:17
fishing out the deeper thing, like figuring out where, what makes people tick, what's going on, how to ingest that data, and then relate it to, like, what needs to happen in the showroom or in the BDC or things like that.
6:32
I'd love for you to, like, go to the origin story of why you began creating tools- Yeah... to see data in a different way.
6:41
Yeah, I mean, I, I, I think at its core, like, you know, my background before AdPerience and before Foureyes, I had a, uh, I had a software company.
6:49
I was, I came from the software field, and we built a software package for the lumber industry that's still in business 25 years later today.
6:56
And I left that company to start my own lumber company, and I started my own lumber company, and I built a really- Okay, you went from lumber software to actual lumber.
7:06
Yeah, 'cause I wanted to see if I could do the things that I was telling people to do. So I was like- All right, and you had a real understanding... I'm like, "I have this software package. I'm telling people to do this.
7:12
I should try it myself." And so I built my own lumber company. Didn't use my software at all, ironically, [laughs] you know? [laughs] Naturally.
7:20
So, so realized, uh, and, uh, but, um, but ended up building what is, what became the first prototype of Foureyes, which was, like, the idea of, like, using the data that, what shoppers were doing on my website to sell better.
7:35
Mm. And as time has gone on, you know, I've, I've... I'm really into the idea of sales enablement, which is, how do you make salespeople more efficient, more effective? Uh, what are you doing?
7:46
I, I think that, like, in the, in the sale-- auto sales' inventory marketing sales process, there's no such thing as a great dealer with bad sales process, right? So, so sales process is a universal thing- Mm...
7:58
that you have to have to be a great dealership, and it's where people spend the least amount of time because it's the hardest. Sales process- You know what? But they can have bad marketing.
8:07
You can be a great dealer- And that is true... with bad marketing. You can, you can absolutely be a g- a, a, a great dealer with bad marketing. I wonder if... Okay, so you said inventory marketing sales process.
8:17
Let's just, like, inspect this real quick. Bad marketing, seen it. Bad website, great dealer, large volume dealer. Bad website, terrible marketing, right? Mm-hmm. Yep. I've... Bad inventory.
8:30
I think at some level you could argue maybe bad inventory, right? Over-bloated, a little bit too much inventory- Yep... low turn, things like that, but have figured out volume, right? Mm-hmm.
8:39
Have figured out the s- But sales process, I think you're actually right. Yeah, sales- I don't think, I don't think you can overcome bad sales process with great marketing and great inventory.
8:48
E- exactly, and I, and I think, and we'll talk about this a little bit more, but the auto industry is completely over-served on marketing.
8:55
And the reason primarily is because marketing is a thing where you're a vendor, and I can take your money, and I don't need to ask anything of you. Very little of you. Mm-hmm. Right?
9:05
So I get just to go, "Here, give me your money. I'm, I'm marketing for you. I'm, I'm doing all the marketing." Well, it's a great arrangement, right?
9:11
Well, s- when you go into the sales process, you, there starts to be more of a handshake. There starts to be more of a dance you have to do with the, with the, the dealership. And- I, I saw this yesterday.
9:22
I have a question, 'cause I wanted to get your opinion. I'm gonna be a little bit controversial. I won't call out who it was. Yeah.
9:26
But I saw this post on LinkedIn, and basically this dealer was looking for a marketing vendor. And basically the, the post was written as, like, "All I wanna do is send y-..." It, it was basically that.
9:38
"I'll take care of the sales process. Don't get involved. Don't worry about it. We've got it. Your whole job is to get us more traffic. That's all you, that's all you get to do.
9:48
Go get more traffic, release great campaigns. Don't talk to me about sales process, 'cause I got that."
9:55
But what I'm hearing you say, and maybe, maybe you c- maybe you'd actually agree with that because it's like, yo, if you manage sales process well, it doesn't really matter what's coming in.
10:03
But I feel like the, the marriage is the m- is the, is the, like, golden nugget in the sky. W- well, yeah. Exactly.
10:08
And I think one of the epiphanies I had in having AdPerience and then getting rid of AdPerience and just having, focusing on Foureyes and starting to look and get more and more data collection and really understanding what's going on underneath the hood,
10:21
I always had the question... So in AdPerience, we had a million times where a dealer was having a bad month.
10:26
And it's halfway through the month, they're having a bad month, and you're like, "Okay, we're gonna turn up marketing. We're gonna turn it up. We're gonna get you more marketing. We're gonna turn up your marketing.
10:32
We're gonna sol- help, help you fix this bad month." I don't remember a time it ever worked, honestly. Hmm. I don't remember a time it ever really worked.
10:41
And now what, what I've had the epiphany in having all this data that I realize is part of what happens is that when a dealer needs more leads and they tell their marketing providers, "I need more leads,"
10:54
what happens is there's certain leads that are easy to get. There are certain leads that the dealer doesn't actually need. They have plenty of inventory. They're gonna sell through it no matter what.
11:02
They don't need their paid search provider. But all of the providers go out and, and even the endemics go out and generate more leads on the stuff they don't need, because those are the easy leads to get. Hmm.
11:12
And so it's not that they needed more leads, it's that they need more leads on certain things.
11:18
And they're, the, the container they have of in- of data, their data systems that hold their data, their CRMs, they don't tell them that well enough. They're not good enough.
11:27
Those systems aren't good enough to give them good access to that information. Hmm. And so that's part of the problem. And I, I think too, like,
11:34
you know, like l- going on this podcast, talking with you guys, I think, like, part of our job is, like, how do we give your listeners a different way to look at something? Yeah.
11:41
Or to see the, see the underside- That's a great way to put it... of something they, they're doing. And, like, one of the big exciting...
11:47
It's, it's both exciting and terrifying where I think we are right now with, with automotive, is that if you look at the automotive business, it's been... It's a lead generation business, right?
11:57
Uh, uh, similar to lots of other industries. You generate leads, you close those leads. So the auto industry generates leads, and on average they close 12%. So like, like...
12:06
And, and they throw out the other 88%, and that's been enough to work really well for years and years and years. But that model is sort of, is there's water in the basement and it's sort of rising on that model. Mm-hmm.
12:20
And it's no longer finan- You know, part of the reason why it worked to throw out the other 88%, look-...
12:27
this, it's a, it's a online to offline sale, and the staff you have, even though, even if it's a BDC staff who's relatively low paid, is still high paid by world standards.
12:36
You're paying a high paid staff to go and do all this follow-up. You know, we see after day four, after day four, leads close at, like, 2.3%. Mm-hmm. Wow.
12:47
So, so most, m- 6- 65, 70% of a dealer's sales come in within the first three days of a lead.
12:54
So it doesn't really- Uh, you know, wait, could, can you walk us down, like, generally speaking, that percentage from day one to four? Yeah. So- Day four is 2.3. So, so day four to day 30. So if a dealer closes 12%,
13:08
they're clo- they're closing 9.7% in that first zero to three days, and their other 2.3% come in days four to 30. Yeah. So, so 25%, or just under 20... 23% or whatever come the next, like- Yeah... X number of days. Yeah.
13:25
But, but, but part of that is also endemic to the fact that what dealers have done with their business is they've, they've developed a cherry-picking model. Right.
13:34
So the cherry-picking model is how do we pick- Absolutely... the low-hanging fruit? You're absolutely right. How do we pick the low-hanging fruit, low-hanging fruit, low-hanging fruit?
13:40
The, there's all sorts of structural reasons now why that's starting to break down, right? So, so one of the problems with that model is you, is you send away 88% of the consumers with a, a relatively bad experience.
13:53
Mm-hmm. And so you create a, you, you create a mood of disruption, right? You create... Like, it's really interesting to see what Amazon Autos is doing. You know, Tesla has eroded the franchise agreements.
14:03
You see Amazon Autos, you see eBay, you see Walmart, you see these, all of these people kind of chomping at the bits. They're sort of like zombies coming up to the gate looking at this business model of, of cars.
14:14
And there's a lot of movement there. I mean, go- I challenge you to go into any OEM. If you can ever see on an- any OEM the, the access logs of who's coming into the OEM, you'll be terrified. Like, the, the- [laughs]...
14:27
the, the people that are meeting with the OEMs and having more, there's a lot more meetings with the OEMs- Interesting. Like-... by people trying to go direct than we, we care to admit. Than you, than we realize.
14:37
I mean, so this, there's this cherry-picking model that's always been a part of the sales process. You're, you're telling us about the, the water in the basement in this old way.
14:45
We talked so much about AI and technology disrupting, uh, the BDC.
14:50
Steve Greenfield on one of our programs about a month ago said, you know, or a couple months ago, one of his predictions is that the BDC is going to be obsolete in 24 months, or maybe it was even sooner that.
15:01
What is your perspective on AI in the sales process and as far as it integrates with, you know, the BDC as we currently see it? So I think AI in the sales process is, is really exciting.
15:11
Obviously very exciting because it's, there's an efficiency model, right? You can have...
15:15
So for example, like, we have AI tools that go after leads in the day four to 30, look at all the CRM activity, and you can have a lot of engagement at scale with those leads that aren't effective to send your staff after.
15:27
And you can sort of handhold, how do you bring those back to your staff? And, uh, it's super- Right. You go chase that 2.4% or whatever it is, and let me know if you find something.
15:36
It's, it's super exciting, but I, I, I actually think that the bigger problem in automotive is different than what we're talking about. Because AI, AI works is only as good as the data you give it. Right.
15:46
And there's still a, there's still a data problem in automotive.
15:50
And, and the, the biggest problem is that the, the infrastructure we have, which is your CRM, your DMS, right, the, the main containers of customer data, are horrible containers of data. So for...
16:03
Well, let me give you an example. A CRM- They're not event stream based. They, they are, they are, they're not trigger based, event stream based, right? They are based on limited injections. Very limited.
16:18
And, and, and they don't, they don't store the customer preferences nor the... Part of the reason why the, the close rate is so high within zer- or so low after day four is because what happens is...
16:30
Think about it, think about this. When we see a good salesperson, so, like, we have it broken down by salesperson who their close rate in these lead buckets. Z- zero to, zero to three, four to seven, eight to 14.
16:41
We see some salespeople that do not have the atrophy of sales rate in day four. Mm. And they close, they're closing 5% day four to seven. They're closing 3% day seven to 14.
16:52
What those salespeople are doing differently is they're understanding why Kyle wants to buy a car. What is it you're looking for, right?
16:59
The cherry-picking model is Kyle wants a Jeep Grand Cherokee, I have Jeep Grand Cherokee, Kyle, come in for an appointment, come in for an appointment, come in for an appointment.
17:07
Kyle's moved on from Jeep Grand Cherokee and l- is looking at other things. Yeah. I don't pick that up. I have no understanding of Kyle, right?
17:14
So, so where I'm looking at AI, where we're looking at AI is, like, to help build the understanding of Kyle. Mm-hmm. To say, "Well, Kyle, why, why is it you wanted the Jeep Grand Cherokee?
17:23
And if you don't want it now, what is it that changed? What is it that you c- what conclusion did you come to that made you not want it?" "Oh, I wanted a third row seat." "Oh, I wanted towing capacity of this."
17:32
"Oh, I wanted this." Those are the features that make you say you dr- you, you, you're g- gonna buy or not buy. That's what you need to know in order to sell you in day eight and day 14.
17:44
That's what the dealership doesn't know. The CRMs are horrible containers of that information. They don't store that information well. Well, because they don't have pre-lead information and post-lead information.
17:53
They have single, single, single data points, right? And typically those data points are pretty poor because our forms aren't actually looking for great form data from like- Yeah.
18:04
You know, I mean, like, I just looked it up just while we were on the call. Average click to conversion to purchase on Amazon is 9.84%. If a logged in user clicks, 74% conversion rate. That means to the purchase. Yeah.
18:20
Now, granted, we're looking at widgets compared to, like, large $30,000 purchases, but the fact that we're comfortable in auto with 12% conversion rates on-...
18:29
people that have sent their information to us is still mind-boggling to me It's mind-boggling. And the fact, and, you know, and I, and I think back to, like, back to my lumber company.
18:37
Like, in my lumber company, when I first started doing PPC, pay per click, in 2003, it was, I was paying seven cents a click, 12 cents a click. I was generating a lead for four bucks. Right.
18:47
I would, uh, and, and then I was selling a lead for 40 bucks, and I was selling them $40,000 in material. I could throw out every other lead I didn't want all day long. [laughs] Right. Right?
18:58
But as leads start to get more expensive, suddenly you start to have, you have to go, "Oh, shoot, I gotta get more value out of these- Yep... 88 leads that I'm throwing out."
19:06
And by the way, those 88 leads are your future customers. Those 88 leads, you know, like, the other thing I, I think has changed in, in automotive underneath our, our fee is sort of the rise of the consumer.
19:18
The consumer has significantly more value today than they've ever had, right? And we sort of- Right. What do you mean when you say has more value? Why? Well,
19:26
w- well, because, you know, you, the, the easy anecdote is, oh, social media and a bad online review. They, they have more power to put- More leverage, right... more leverage, right?
19:38
But, but that's just one set- That's just the extreme example. Just think about this.
19:43
If you're at dinner with somebody now and they tell you they had a horrible experience at a, at a store, we now have more access to information because we're getting Instagram feeds, we're getting remarketed, we're getting all of these competing products selling to us.
19:56
So if, if you tell me a horrible experience about a, a, a, a place that you just bought something at, I can just cut that out. The, the consumer now, the, the, the friends of the consumer go, "Oh, yeah.
20:07
So we're not doing business-" Options... "We're done." We, we have, we have enough choice, right? Where- Yep... before, choice was proximity.
20:14
Choice was, well, this is, you know, you go to Dick's Sporting Goods because it's the only place to buy a soccer ball around here. Well, now I can- Right... buy a soccer ball from Amazon.
20:22
I can buy a soccer ball from anywhere. I can do it anywhere. Yeah, anywhere. Costco, online, have it shipped. So if someone says, "I hate Dick's Sporting Goods" Mm-hmm... and they tell you why, you're like, "Yeah."
20:31
I'm making it up, but just as, just to, like... So the consumer has way more power now. So now the cost of throwing out the other 88 is higher- Oh, man... than w- what was then. No, I understand what you mean.
20:43
I understand what you mean. I mean, David, I feel like this conversation could easily be an hour long. Um- For sure...
20:50
I have a feeling that you and Kyle could break off and nerd out over some, some real nerdery over the course of an hour or two and some coffee or a drink.
20:58
[laughs] Michael, I forgot Michael was here because he's taking so many notes and not talking. [laughs] Look, show them your notepad. Michael is always writing down, like, voracious notes. [laughs] Oh, wow. Wow.
21:09
Dude, look at that. Look at that. Yeah, yeah. [laughs] This is a prop. That's funny. That's just a prop. That, that's just bull- No, no, no. That's not a prop. All that- That's real... that legit isn't a prop.
21:19
I, I guarantee I've seen it in person. Um, but David, as always, thank you for sharing your insight, and, like, I love how you framed it up in the beginning.
21:27
Like, our job on this podcast is to help people see things and think through things in a different way, and I think we accomplished that. Um, I know we're gonna be making some more content together.
21:37
And, um, man, I just can't hel- help but, uh, need to, like, leave this podcast and think for another five minutes after we're done just about, like, oh my gosh, like, what, how, what does that mean to everybody?
21:47
And you'll probably hear drippings of this podcast on our show tomorrow morning [laughs] because we're gonna be chewing it around. So, um, as always, thank you for sharing your insights with us.
21:55
Yeah, great to, great to meet with you guys again. So, uh, you guys keep doing, keep doing what you do. It's awesome. You're, you're getting out there. I can't wait until the next time. We'll talk to you soon. All right.
22:04
Thanks, guys. Bye. [upbeat music] All right, Michael, what's your notes say? No, he took so many notes that, that David didn't believe him. [laughs] David's like, "It's a prop."
22:18
[laughs] Well- There, there's, like, little things that I pick up on, right? Um, I feel like you, I feel like the three of us were just talking about this the other day, the amount of leads that are going to waste.
22:29
Oh, yeah. Keep writing down 88%. You think about 88% compounded month after month. I'm gonna say it again. We were talking about it the other day. You're burning lead- It's the state of California. Right.
22:40
[laughs] Yeah, like, it, uh, can you imagine if you look back over 20 years and averaged out, uh, and took that 88% of all the leads you received?
22:48
It is, it's like the population of every single- It's literally every single person in your market- It's nauseating... seven times over.
22:53
And then you think of the impact that that has on marketing, and the best marketing being the relationship and human-to-human contact and p- presence and how we're playing in the community.
23:02
It's no wonder why there are high achiever, high performers in our, our industry who are all about making sure there is throughput to everything they do. Oh, yeah. Yeah. And then there's the 5% that struggle.
23:13
Well, I think about, okay, let's just say, let's just say that we say 20% is a good closing ra- Mm-hmm... is a great closing ratio. And it is. 80%
23:25
of those people are making judgment calls on your business, not just for now, but for the next time. Right.
23:31
So you're not just, uh, I- Right, that's what I, that's what I think we forget They decided not to buy for a reason... you're telling them, "Don't buy from me now, and don't buy from me ever," actually. Yeah. Ooh.
23:41
If you're not, if you're not considering- Guys... every interaction that you have with them from day one- That's it... to day 30 to day 60 to day- This is where I'm, I turn into the Hulk. I'm like- Here he is.
23:52
He's insane with anger again... uh- Because, because now think about that. Think about the compounding ripple effect of that. Dealers today who are like, "I don't get it.
23:59
We used to be so strong" I know that's really pointed. You guys know I love you. You are experiencing today the back end of really easy car selling in the past, where you didn't even have to think about this stuff. Mm.
24:12
You didn't have the, you didn't have to think about the impact on reputation alone- Mm-hmm... through those time periods.
24:20
And now the struggling GM, the, the, you know, uh, we see this all the time, a new GSM or a new GM comes in to save the store 'cause they were a great operator over here, and then they can't get it to turn over here.
24:32
Mm-hmm. And it's like, yeah, because you don't realize you torched... You're in a town of 15,000 people, and for the last 26 and a half years, you've been torching 88% of your population with a bad experience.
24:43
[laughs] Yeah. So recovering from that isn't a one month and done. Oh, man, see, we're gonna have to talk about this some more, guys. So that was a big one, but then I also write down things like
24:53
9% are closing within zero to three days, and then just, uh, I, I write down little short form things like this that I think are so intriguing. Well, I appreciate your notes, Michael. [laughs] I do, too.
25:05
I hope the people appreciate your notes. One day, one day we'll publish them, and they'll be like, you know, The Federalist Papers back in the day. There you go.
25:11
[laughs] Well, if you're looking for The Federalist Papers, you found them here maybe. Uh- Mm...
25:16
you should just come back for the next, uh, Auto Collabs because we're, we're having a lot of fun with these, and I think- Oh, yeah... we're digging deep into the things that are making this industry tick.
25:25
So on behalf of Paul Jay Daly, Michael Cirillo, and meself, myself, Kyle Mounts here, see you next time here on Auto Collabs.
25:33
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25:46
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.
25:53
[upbeat music] Welcome to Auto Collabs. Welcome to Auto Collabs. [laughs] Why are we recording?
26:09
Are we rolling yet? Not yet