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Toyota GM vs Jeep GM: Why Your Dealer's Online Price Isn't Real (with Adrian Burone) · The Smoke Break with Adrian The Car Guy

• 0:00
  Some people might view this
• 0:01
  video and say,
• 0:02
  these guys work for competing dealers.
• 0:05
  What are they doing hanging out?
• 0:06
  when they get there,
• 0:07
  there's a $2,000 package that
• 0:09
  they've got to buy in addition
• 0:10
  to the vehicle.
• 0:11
  I got ridiculed.
• 0:12
  Oh my, you have no idea.
• 0:14
  It's a car business.
• 0:14
  It's never enough.
• 0:15
  If you're happy with the number,
• 0:16
  you're in the wrong business.
• 0:17
  Were we on a live right
• 0:18
  now meditating?
• 0:19
  Yeah.
• 0:20
  But we were live?
• 0:26
  So, guys, this is my very
• 0:28
  good friend, Adrian Burone.
• 0:30
  So, we've been friends for a
• 0:32
  very, very long time.
• 0:33
  So, usually, from time to time,
• 0:34
  when things go good or things
• 0:35
  go bad, we come out here
• 0:36
  and we work out.
• 0:38
  So you gotta sometimes clear the
• 0:39
  mind a little bit.
• 0:40
  So nobody else better to work
• 0:41
  out than with this guy.
• 0:42
  These are the two spectrums.
• 0:44
  You got somebody from Toyota and
• 0:46
  somebody from Stellantis.
• 0:48
  So here's the plan.
• 0:49
  We're going to get a quick
• 0:49
  little jog in.
• 0:51
  And then we're going to stop
• 0:51
  and have a little sunrise meditation.
• 0:53
  so you know sometimes walk in
• 0:55
  and clean your head.
• 0:57
  you know, definitely works out.
• 0:58
  I mean, right now,
• 0:59
  I know the struggles that I'm
• 1:01
  facing, but I know a lot
• 1:02
  of upsides that are going on
• 1:03
  with my brand.
• 1:04
  What's going on with Toyota?
• 1:05
  How's everything going with you?
• 1:06
  You know, overall,
• 1:07
  Toyota is doing amazing.
• 1:08
  the lease programs are certainly
• 1:10
  a big plus for us.
• 1:11
  I would say maybe one out
• 1:12
  of every three cars we're
• 1:13
  selling at the moment is
• 1:14
  Tacomas, a majority being leases.
• 1:16
  We were blessed to have a
• 1:17
  best ever February,
• 1:19
  but it did not feel like
• 1:20
  that in the beginning.
• 1:22
  How are you guys starting off?
• 1:23
  Actually, we actually started
• 1:24
  off pretty well.
• 1:25
  I mean, surprisingly enough,
• 1:27
  I mean, we've had some good
• 1:28
  eight-car days.
• 1:29
  You know, Saturday was a little slow.
• 1:31
  How was it for you guys
• 1:32
  on Saturday?
• 1:33
  You know, it was definitely off
• 1:35
  in terms of volume, but.
• 1:37
  Fared fairly well,
• 1:38
  but you know,
• 1:39
  it's never enough, right?
• 1:40
  It's a car business.
• 1:40
  It's never enough.
• 1:41
  If you're happy with the number,
• 1:42
  you're in the wrong business.
• 1:45
  So, like in the Stellantis
• 1:47
  world, it's.
• 1:48
  I don't agree with this model, right?
• 1:50
  But, you know,
• 1:51
  everybody, every dealer prices
• 1:52
  their vehicles differently.
• 1:53
  So you always get somebody
• 1:54
  that's like, hey,
• 1:55
  you know, well,
• 1:56
  this other dealership's pricing
• 1:58
  it at this much online.
• 2:00
  And a lot of these dealerships
• 2:01
  are not very transparent when it
• 2:02
  comes to their pricing.
• 2:03
  You go in there,
• 2:04
  all of a sudden,
• 2:05
  things change.
• 2:05
  You know, there's even some
• 2:07
  disclosures, residency disclosures.
• 2:09
  You know,
• 2:10
  you must trade in to get
• 2:12
  this pricing, which doesn't ever
• 2:13
  make sense to me.
• 2:15
  The fact that.
• 2:16
  You need to
• 2:17
  trade in a vehicle to get
• 2:18
  a certain pricing on a vehicle.
• 2:20
  But there's a lot of restrictions.
• 2:22
  So, right now,
• 2:23
  I know that with Toyota,
• 2:24
  it's a lot different.
• 2:25
  They have a lot stricter rules
• 2:26
  when it comes to advertising.
• 2:27
  So, no dealers are undermining.
• 2:29
  How I've always wondered,
• 2:31
  how do you drive people in
• 2:32
  the door on a daily basis
• 2:35
  if you guys can undermine your
• 2:36
  pricing?
• 2:37
  Everybody's pricing, nobody can
• 2:38
  price below invoice.
• 2:39
  That's a great question.
• 2:40
  So, Toyota has MAP,
• 2:41
  it's the minimum allowable
• 2:43
  advertised price.
• 2:45
  And if you happen to advertise
• 2:47
  below invoice, Then you can
• 2:49
  basically lose some of the
• 2:50
  dealer money that you get.
• 2:52
  So, really, the way to get
• 2:54
  people in the door,
• 2:55
  obviously, right now,
• 2:56
  the lease payments are a big plus.
• 2:59
  I'll be the first to tell
• 2:59
  you that the lower the payment,
• 3:01
  typically the higher the down
• 3:02
  payment, which everybody knows.
• 3:04
  the way we're getting people in
• 3:05
  the door is a lot of
• 3:07
  our businesses repeat business.
• 3:09
  That's the thing about Toyota,
• 3:11
  it's the number one loyalty brand.
• 3:12
  Yeah, that's true.
• 3:13
  So, we know a lot of
• 3:15
  our customers are sometimes in
• 3:17
  service and they just choose to
• 3:19
  bypass the oil change and get
• 3:21
  another vehicle.
• 3:22
  But I will tell you,
• 3:22
  some of our customers.
• 3:24
  They're willing to wait for that
• 3:26
  exact vehicle to come in.
• 3:28
  And so, if we don't have
• 3:29
  the same trim,
• 3:30
  color, equipment that they're
• 3:32
  looking for, then we have one
• 3:34
  coming in a week or we'll
• 3:36
  get another one for them.
• 3:37
  Oh, nice.
• 3:38
  Well, that's that definitely helps.
• 3:40
  I mean, it helps that the
• 3:41
  Toyota's customer is very loyal
• 3:42
  to the Toyota brand.
• 3:44
  So that's always good.
• 3:45
  I agree.
• 3:46
  And, you know,
• 3:46
  I think it's disappointing that
• 3:47
  a lot of these other brands.
• 3:49
  Have allowed their dealers to
• 3:51
  create that race to the bottom,
• 3:53
  where it's all about who can
• 3:54
  advertise the biggest loser deal.
• 3:56
  I mean, yes,
• 3:57
  it does benefit the consumer,
• 3:59
  but I think it hurts the
• 3:59
  brand, it hurts the resale
• 4:01
  value, and I don't think it's ideal.
• 4:03
  And I think Toyota is,
• 4:05
  as far as I know,
• 4:07
  the only company that's really
• 4:08
  figured that out.
• 4:09
  And I'm shocked that more
• 4:10
  companies haven't followed suit.
• 4:11
  these discounts that some of the
• 4:13
  dealers are pricing with other
• 4:14
  manufacturers, they're not even.
• 4:16
  They're not even real,
• 4:17
  quote unquote, right?
• 4:18
  They're not too transparent.
• 4:20
  And then customers get disappointed.
• 4:21
  We have a lot of people
• 4:22
  that say, look,
• 4:23
  I'm going to leave town.
• 4:25
  They're offering me a $500
• 4:27
  better deal, and I'm willing to
• 4:29
  drive to San Antonio for $500.
• 4:31
  But then they get there,
• 4:32
  and what tends to happen is
• 4:35
  that now there's a whole package
• 4:36
  associated with buying the
• 4:37
  vehicle, like you said.
• 4:39
  And so we don't do the
• 4:40
  nitrogen and the tint and a
• 4:42
  lot of the stuff that other
• 4:42
  dealers do.
• 4:43
  And I'm not bad-mouthing it,
• 4:44
  but you know,
• 4:45
  our vehicle just comes as is.
• 4:47
  And so, when they get there,
• 4:49
  there's a $2,000 package that
• 4:50
  they've got to buy in addition
• 4:52
  to the vehicle.
• 4:52
  So, yes, their sale price might
• 4:54
  be less than ours,
• 4:55
  but now they're buying a package.
• 4:58
  That's not something that we do.
• 5:00
  but you know,
• 5:01
  again, to each their own.
• 5:03
  So I'm not picking on any
• 5:04
  other dealers, you know.
• 5:06
  Okay, if you don't want to
• 5:07
  go far, we can just go
• 5:08
  right up here,
• 5:09
  do a little under the treetop
• 5:11
  meditation.
• 5:11
  And then what you're going to
• 5:12
  want to do is avoid ant
• 5:13
  piles because that could
• 5:14
  definitely impede your ability
• 5:16
  to meditate.
• 5:17
  Now, if you can take meditating
• 5:18
  to another level,
• 5:19
  and you can do it in
• 5:19
  an ant pile.
• 5:21
  That's impressive.
• 5:22
  That's impressive.
• 5:23
  You're not afraid of getting
• 5:23
  dirty, are you?
• 5:24
  No.
• 5:25
  Okay, just come sit by me.
• 5:28
  Like I said,
• 5:28
  avoid the ant piles That could
• 5:29
  be an ant pile right there.
• 5:30
  All right, you're going to have
• 5:31
  to teach me how to do this.
• 5:34
  Well that feels a lot better
• 5:36
  to relax.
• 5:37
  Yeah.
• 5:38
  The skunk smell really doesn't help.
• 5:41
  This is actually pretty good.
• 5:43
  If you do it for a
• 5:44
  really long time,
• 5:44
  it's amazing.
• 5:45
  In fact, honestly,
• 5:46
  I've never done that outside.
• 5:47
  Really?
• 5:48
  It's the only way to do it.
• 5:49
  What time is your meeting with Freddy?
• 5:51
  Freddy Media, it's going to be
• 5:52
  at 8.
• 5:53
  8.
• 5:53
  No, 8 a.m.
• 5:54
  today?
• 5:56
  Yeah, what time is it?
• 5:57
  Are you serious?
• 5:58
  No.
• 5:58
  What time is it?
• 5:59
  7:45 already?
• 6:00
  F***.
• 6:00
  No, that's fine.
• 6:01
  I'll reschedule it.
• 6:03
  Were we on a live right
• 6:04
  now meditating?
• 6:05
  Yeah.
• 6:06
  But we were live?
• 6:08
  Oh, are you serious?
• 6:10
  Yeah, they're live streaming.
• 6:13
  But well, I mean,
• 6:14
  here's the thing: I'm very big
• 6:17
  on like, I know it sounds
• 6:19
  very, very shallow,
• 6:20
  but I love awards.
• 6:21
  And I think your awards and
• 6:23
  the dealership's awards speak
• 6:25
  for themselves.
• 6:25
  I mean, It's very hard to
• 6:27
  get president's award.
• 6:28
  And I know you've gotten
• 6:28
  president's award already,
• 6:29
  like what, a couple of years
• 6:30
  in a row?
• 6:31
  Five years in a row,
• 6:32
  we're the only dealer in the
• 6:33
  valley to get it the last
• 6:34
  two years.
• 6:34
  So for 24 and 25,
• 6:36
  we're the only dealer in the
• 6:37
  valley to get it.
• 6:39
  And we've got some great dealers
• 6:40
  down here.
• 6:40
  Again, I'm not,
• 6:41
  you know, we work very well
• 6:43
  with some of them.
• 6:43
  And, you know,
• 6:45
  like I said,
• 6:45
  just like you and I,
• 6:46
  we're friends.
• 6:47
  In fact, you know,
• 6:49
  some people might view this
• 6:50
  video and say,
• 6:52
  these guys work for competing dealers.
• 6:54
  What are they doing hanging out?
• 6:55
  And obviously, we've worked together.
• 6:57
  We've been friends.
• 6:58
  Our kids are friends.
• 7:00
  And
• 7:01
  we've always spent time
• 7:02
  together, but I kind of equate
• 7:04
  it to, let's say,
• 7:04
  a UFC fighter.
• 7:06
  Sometimes before the fight,
• 7:07
  you see that they have an altercation.
• 7:10
  Sometimes after the fight,
• 7:11
  they continue to have an altercation.
• 7:12
  And then there are some fighters
• 7:14
  that, after they beat each other
• 7:15
  to a bloody pulp,
• 7:16
  they hug it out and they
• 7:17
  congratulate each other because
• 7:18
  they appreciate what they do and
• 7:20
  that they're in the same industry.
• 7:22
  So I think in some cases,
• 7:23
  like ours, we can still be
• 7:25
  friends and work for competing
• 7:26
  dealers.
• 7:28
  And in some cases,
• 7:28
  there are people that the
• 7:29
  rivalry is just
• 7:31
  too strong.
• 7:32
  But because in this,
• 7:33
  it's like in this industry,
• 7:34
  you know, we got to learn
• 7:35
  from each other,
• 7:36
  even though we're in different
• 7:37
  brands, it's all the same car
• 7:39
  business, right?
• 7:40
  Absolutely.
• 7:41
  Absolutely.
• 7:41
  And I agree with you.
• 7:42
  I think that's why you and
• 7:43
  I are always having
• 7:44
  conversations because we can
• 7:46
  bounce ideas off one another.
• 7:48
  You know, we can help each
• 7:49
  other get stronger and then we
• 7:50
  can share things, right?
• 7:51
  And at the end of the
• 7:52
  day, we're looking to support
• 7:53
  each other as friends No,
• 7:55
  usually, like I said,
• 7:56
  we, you know,
• 7:56
  in the car business,
• 7:57
  dealership world, it's a very,
• 7:59
  very, you know, enclosed
• 8:02
  employee base, right?
• 8:04
  So it's not if you're going
• 8:05
  to work with that individual
• 8:06
  again, it's just when.
• 8:07
  Exactly.
• 8:08
  So.
• 8:08
  Why burn your bridges?
• 8:10
  And at the end of the
• 8:10
  day, if we unite,
• 8:11
  we can be a lot stronger
• 8:13
  because I've gotten a lot of
• 8:14
  ideas from you,
• 8:16
  you know, to implement in my
• 8:17
  dealership.
• 8:20
  Now, I've learned that some of
• 8:22
  the stuff that you can get
• 8:23
  away with with Toyota,
• 8:25
  I can't get away with Stellantis.
• 8:26
  For give you an example,
• 8:27
  I don't know if you know
• 8:28
  this one.
• 8:29
  The $90-something dollar
• 8:30
  payments you have on Tacomas.
• 8:32
  Okay, I did the same thing
• 8:33
  on Gladiators.
• 8:35
  I got ridiculed.
• 8:36
  Oh my, you have no idea.
• 8:38
  For, oh, why would you put
• 8:40
  $13,000 down on a lease and
• 8:43
  this and this and that?
• 8:44
  When a Toyota customer would be
• 8:45
  like, oh, that's not bad.
• 8:47
  And I had to explain the
• 8:48
  fact that if you put $13,000
• 8:50
  down on a purchase,
• 8:51
  you'd still be at $600,
• 8:52
  $700 a month.
• 8:53
  Correct.
• 8:53
  You know, you put $13,000,
• 8:54
  if you have the money,
• 8:55
  obviously, if you have the money
• 8:56
  and you put the money down,
• 8:58
  you can have a real nice
• 8:59
  $90-something dollar payment.
• 9:01
  On a vehicle for the next
• 9:03
  three years, but the domestic
• 9:05
  market wasn't ready for that.
• 9:07
  Right.
• 9:07
  No, and I see that.
• 9:09
  I mean, I will tell you
• 9:09
  our residuals might be a little
• 9:10
  better, so it might not be
• 9:11
  quite $13,000.
• 9:13
  But the way it works with
• 9:15
  the lease is you're really just
• 9:17
  paying the difference of the
• 9:18
  payment up front when you put
• 9:19
  the money down.
• 9:20
  So if you take that money
• 9:21
  out of the deal and you
• 9:22
  divide it by the term,
• 9:24
  the payment goes up by the
• 9:25
  exact amount.
• 9:26
  So it's really you're just advancing.
• 9:29
  The difference of the payment, right?
• 9:31
  So, in a sense,
• 9:32
  it really doesn't change it a
• 9:33
  whole lot.
• 9:33
  Yeah, it doesn't.
• 9:34
  But that's good to know that
• 9:36
  as far as like you know,
• 9:36
  Toyota goes, you guys are not
• 9:38
  racing your way to the bottom
• 9:40
  and you know,
• 9:41
  outbidding everyone.
• 9:43
  So, that's always good.
• 9:44
  How is that working for you
• 9:44
  in your market?
• 9:45
  And don't get me wrong,
• 9:46
  once a customer is in the door.
• 9:48
  Yeah, sure.
• 9:48
  I mean, they'll sometimes put
• 9:50
  dealers against one another.
• 9:52
  And, you know,
• 9:52
  we're competing for price,
• 9:54
  we're competing for payment,
• 9:55
  just like anybody else.
• 9:57
  It's just not done so
• 9:58
  aggressively online.
• 10:00
  Right.
• 10:00
  And I think that,
• 10:02
  one, it just kind of helps
• 10:03
  the brand hold value.
• 10:04
  It helps the vehicles hold value.
• 10:05
  And that's why,
• 10:06
  you know, you're going to see
• 10:07
  if you go to Edmunds.com,
• 10:10
  five out of the 10,
• 10:11
  six out of the 10 top
• 10:12
  resale-value vehicles are going
• 10:13
  to be Toyotas.
• 10:15
  So they've done a good...
• 10:16
  aside from the fact that they
• 10:17
  are really reliable vehicles.
• 10:20
  And that does help the resale value.
• 10:22
  You know, they also make sure
• 10:23
  to maintain the value from the
• 10:25
  point of the sale as well.
• 10:27
  Yeah.
• 10:29
  And again, I'm not,
• 10:31
  I love my brand very much,
• 10:32
  but at one point,
• 10:33
  Wranglers were up there, right?
• 10:36
  With the Tacomas.
• 10:37
  Absolutely.
• 10:37
  And unfortunately, with some of
• 10:38
  the decisions that were made
• 10:39
  recently, you know,
• 10:40
  they've completely tanked,
• 10:42
  especially the 4xe's,
• 10:44
  the hybrid ones.
• 10:45
  Now, as you know,
• 10:46
  Toyota stuck with hybrid,
• 10:49
  which the majority of the lines
• 10:50
  have already gone to hybrid or
• 10:51
  are going to hybrid.
• 10:53
  And that's been a huge plus
• 10:54
  for us.
• 10:54
  A lot of people just aren't
• 10:56
  ready with the infrastructure,
• 10:57
  particularly down here in South Texas.
• 11:00
  And a lot of these vehicles
• 11:01
  can't make it to Austin without
• 11:03
  stopping for a charge.
• 11:04
  And so, for some people,
• 11:05
  that's been a turn off.
• 11:06
  So, Toyota's just done well.
• 11:08
  I mean, our Camries are doing
• 11:09
  50 miles a gallon.
• 11:10
  I don't think...
• 11:11
  Toyota has always kept their
• 11:12
  technology very simple,
• 11:13
  but recently I got to see,
• 11:15
  like I said,
• 11:15
  a Grand Highlander and I got
• 11:17
  to see a bunch of like
• 11:18
  the Prius.
• 11:19
  Oh my God.
• 11:19
  Oh, yeah.
• 11:20
  They've really stepped up their
• 11:21
  game with technology now,
• 11:23
  which I've never hadn't seen in
• 11:24
  Toyota in a while.
• 11:25
  How's that working out?
• 11:26
  Are you guys running into any
• 11:27
  issues or anything like that?
• 11:29
  You know, we really haven't had
• 11:30
  any issues with technology,
• 11:32
  but I will tell you that
• 11:33
  Toyota does a lot of testing
• 11:34
  on product before they release it.
• 11:36
  When there's a new vehicle out.
• 11:38
  And let's say we're supposed to
• 11:39
  get it in January.
• 11:40
  Sometimes we don't see it until
• 11:42
  March because of the amount of
• 11:43
  product testing they do,
• 11:44
  and they try and avoid it.
• 11:45
  They, as everybody knows,
• 11:47
  they did have an issue with
• 11:48
  the Tundra when it changed body
• 11:50
  styles.
• 11:50
  And there were some issues with
• 11:51
  the engines, and a lot of
• 11:52
  it had to do with the
• 11:53
  fact that during COVID,
• 11:54
  the engineers weren't at the
• 11:56
  same place working together.
• 11:58
  And so, what happened is you
• 11:59
  had a bunch of people in
• 12:00
  remote locations working on the
• 12:02
  same build, and you know,
• 12:04
  there were some kinks there.
• 12:05
  But in general,
• 12:06
  no, but again,
• 12:08
  you are correct.
• 12:08
  Toyota is a little slower when
• 12:10
  it comes to moving into the
• 12:11
  technology, which is a good thing.
• 12:14
  Which is a good thing because
• 12:15
  typically a lot of the issues
• 12:16
  you're going to have with some
• 12:17
  of these vehicles are related to
• 12:19
  technology.
• 12:20
  And so, and it's all run
• 12:21
  by the technology now.
• 12:23
  So, once that goes out,
• 12:24
  it gives you problems,
• 12:26
  and you know,
• 12:27
  you have a vehicle that's inoperable.
• 12:29
  Yeah, that's 100% correct.
• 12:31
  So, yeah, sometimes you can
• 12:33
  really sell yourself out by
• 12:36
  going too fast and not really
• 12:38
  slowing down and figuring things
• 12:40
  out with the technology.
• 12:41
  And it's a double-edged sword
• 12:42
  because I will tell you that
• 12:43
  some younger people are big on
• 12:46
  technology.
• 12:47
  And sometimes, you know, they
• 12:49
  gravitate towards vehicles that
• 12:51
  have that additional technology.
• 12:53
  It works for us and it
• 12:54
  can work against us.
• 12:56
  But, you know,
• 12:56
  in terms of reliability and
• 12:57
  resale, it definitely works in
• 12:59
  our favor.
• 13:01
  So, yeah, from time to time,
• 13:02
  we usually do this,
• 13:04
  you know.
• 13:06
  But we decided to film it
• 13:09
  this time around because we
• 13:10
  always have great conversations
• 13:11
  whenever we kind of like get
• 13:13
  together and stuff.
• 13:14
  But what are your thoughts about
• 13:15
  the whole social media thing?
• 13:16
  I know I kind of like.
• 13:17
  That's what I wanted to get
• 13:18
  some more input from you on.
• 13:19
  So I've got a few salespeople
• 13:21
  that have bought in,
• 13:22
  and then I've got a lot
• 13:23
  of salespeople that really just
• 13:26
  don't know whether they don't
• 13:27
  want to intermingle their
• 13:28
  personal accounts.
• 13:29
  With their work at the
• 13:30
  dealership, or for whatever
• 13:32
  reason, they're more reluctant
• 13:34
  to really use social media to sell.
• 13:36
  So, what do you do,
• 13:37
  or how do you motivate people
• 13:39
  to get onto social media?
• 13:41
  So, right now,
• 13:42
  in a dealership where
• 13:44
  we don't have a lot of
• 13:45
  driving traffic, it's either you
• 13:47
  adapt or you don't sell any cars.
• 13:51
  I pretty much tell the guys
• 13:52
  you guys need to start posting.
• 13:53
  It's kind of like a requirement
• 13:54
  when I interview them.
• 13:55
  It's like, well,
• 13:56
  how do you feel about posting
• 13:57
  on social media?
• 13:58
  Okay, well, you have your
• 13:59
  personal account.
• 14:00
  You're going to open up.
• 14:01
  If you're going to work here,
• 14:02
  you're going to open up a
• 14:03
  separate account, and that's
• 14:04
  where you're going to be posting
• 14:05
  all the stuff.
• 14:06
  we're gonna have to teach this
• 14:07
  new generation on how the social
• 14:09
  media actually works: hashtags,
• 14:10
  what kind of hashtags do you use?
• 14:11
  Like, like little things like
• 14:12
  this: like when you open up
• 14:14
  a video and they're like,
• 14:16
  Everyone does this,
• 14:18
  hey guys, how's it going?
• 14:19
  Right, okay, you lost the
• 14:21
  customer, you lost the viewer, okay.
• 14:23
  You lost the viewer completely.
• 14:24
  Now, let's just say we're
• 14:25
  talking about this car here, right?
• 14:28
  Hey guys, I have this car,
• 14:29
  they already scrolled up,
• 14:30
  Let's just say crazy,
• 14:32
  crazy vehicle right now.
• 14:34
  Like, you know,
• 14:34
  something that'll catch them.
• 14:35
  You got two seconds.
• 14:36
  If now they're scrolling up.
• 14:37
  So, like, it's like,
• 14:38
  you will not believe what I
• 14:39
  just found.
• 14:40
  You know, like things that are
• 14:41
  a little bit captivating there.
• 14:42
  Or one thing that I noticed
• 14:44
  when I started filming,
• 14:45
  and I didn't know until I
• 14:46
  started putting captions,
• 14:47
  I say "um" a lot.
• 14:49
  It's funny when you watch
• 14:50
  yourself on camera.
• 14:51
  It's ridiculous.
• 14:52
  It's like we're talking and then
• 14:53
  we're like,
• 14:54
  because the captions were all
• 14:55
  the ums.
• 14:56
  I'm like, God.
• 14:57
  So, yeah.
• 14:58
  So that's funny.
• 14:59
  Well, and the reason I'm asking
• 15:01
  full transparency is I've never
• 15:03
  had any social media accounts.
• 15:05
  So I've always been very private
• 15:06
  about my personal life.
• 15:08
  I've never posted anything,
• 15:09
  I've never had a social media account.
• 15:11
  although I will say that you
• 15:12
  know if you want to see
• 15:13
  what I ate for dinner last
• 15:15
  night, just look at my wife's
• 15:16
  social media account.
• 15:17
  She posted it.
• 15:18
  So it really defeats the purpose
• 15:19
  of me trying to have any
• 15:21
  form of privacy.
• 15:22
  So a lot of people right
• 15:23
  now, these young cats,
• 15:24
  we think that we that we
• 15:26
  think that they know social
• 15:27
  media because they post online,
• 15:28
  but they post
• 15:30
  for their personal stuff.
• 15:32
  They don't know how to market.
• 15:33
  Correct.
• 15:34
  Like when we went to NADA,
• 15:35
  one of the main reps of
• 15:36
  TikTok was there and like
• 15:38
  there's specific hashtags that
• 15:39
  are used for the car business.
• 15:41
  And I didn't even know that.
• 15:42
  I didn't know that.
• 15:43
  They have this thing called CarTok.
• 15:45
  Car and then T-O-K.
• 15:47
  So all of it.
• 15:48
  I love it.
• 15:48
  So all of the hashtags,
• 15:50
  it's getting put into that
• 15:51
  window and categorizing it for
• 15:53
  people and dealerships.
• 15:54
  Very cool.
• 15:55
  Yeah, so like little things like that.
• 15:56
  Very cool.
• 15:57
  By the way,
• 15:57
  you haven't said "um" once.
• 16:02
  All right, so the pull-ups are here.
• 16:03
  The pull-ups are here.
• 16:04
  You want me to go first?
• 16:05
  Yeah, you do it first.
• 16:06
  Okay, so what I would do,
• 16:07
  I would get a tight shot.
• 16:09
  I'm too short.
• 16:11
  Get a tight shot of him
• 16:12
  up here while he's in the
• 16:13
  pull-up so you can't see me.
• 16:15
  On three.
• 16:18
  Three.
• 16:18
  Oh, yeah.
• 16:19
  Burone, this is easy.
• 16:20
  I don't know why you can't
• 16:22
  put more.
• 16:23
  Yeah, I can definitely not do
• 16:24
  one by myself.
• 16:26
  Oh, my God.
• 16:28
  There you go.
• 16:28
  Man, how old are you?
• 16:30
  48.
• 16:31
  What?
• 16:33
  You look better than me,
• 16:34
  and I'm 30.