Latest / CBT Live / What It Takes To Build Resilient Dealership Teams (10.15.26)

Transcript

What It Takes To Build Resilient Dealership Teams (10.15.26) · CBT Live

0:00
SPEAKER_02: Good morning, everyone.
0:01
SPEAKER_02: I'm Jim Fitzpatrick.
0:02
SPEAKER_02: Thanks so much for joining me on another edition of CBT Live, right here at the CBT Automotive Network.
0:08
SPEAKER_02: Today's Thursday, October 15th.
0:10
SPEAKER_02: And as I said, I am Jim Fitzpatrick.
0:12
SPEAKER_02: And I'm Jason Becknell.
0:14
SPEAKER_02: Surprise.
0:14
SPEAKER_02: Surprise.
0:14
SPEAKER_02: Not not Bridget Fitzpatrick.
0:16
SPEAKER_03: No, Bridget's off today, so I'm filling in.
0:18
SPEAKER_03: Thank you so much.
0:19
SPEAKER_03: CBT Live Desk.
0:20
SPEAKER_02: Yes, we're giving her a day off.
0:21
SPEAKER_02: She's she's actually on assignment, as we say.
0:24
SPEAKER_02: Okay.
0:24
SPEAKER_02: Right.
0:24
SPEAKER_02: We don't know if that's a real assignment or if she was taking the day.
0:26
SPEAKER_02: We'll find out when she gets together.
0:27
SPEAKER_02: She's goofing off, right?
0:28
SPEAKER_02: But thank you so much.
0:29
SPEAKER_02: Many of you have uh read uh Jason's incredible articles right here at CBT News, uh incredible uh reporter, and uh thank you so much for all of that.
0:39
SPEAKER_02: And uh any major stories that you're working on right now?
0:42
SPEAKER_03: Well, you know, it's the end of the quarter.
0:43
SPEAKER_03: A lot of we're looking for a lot of market reports to come in, see how the uh OEMs are doing, what they're looking at uh heading into next year.
0:49
SPEAKER_03: Can you believe we're almost at 2027?
0:51
SPEAKER_03: That's unbelievable.
0:52
SPEAKER_03: So it's time I guess dealers now are are already on that calendar.
0:55
SPEAKER_03: That's right.
0:55
SPEAKER_03: What are we doing next year in 2027?
0:57
SPEAKER_03: That's right, that's right.
0:58
SPEAKER_03: So we're seeing the manufacturers come out.
0:59
SPEAKER_03: I think uh Nissan's coming out with some new models.
1:01
SPEAKER_03: Some new models, some refreshes, and some other OEMs where people are going, you know, isn't it time you did a little refresh of that?
1:07
SPEAKER_03: That car's looking a little old.
1:08
SPEAKER_03: That's right, that's right.
1:09
SPEAKER_03: So we're we're tracking all that.
1:10
SPEAKER_03: We have a newsroom, we've got Jalen and Kaylee in the newsroom every day, Colin also getting the stories in.
1:14
SPEAKER_03: That's right.
1:15
SPEAKER_03: We have this thing that comes out every day.
1:16
SPEAKER_03: Do you know about the jump start?
1:17
SPEAKER_03: Oh, tell me about the jump start.
1:19
SPEAKER_03: The jump start straight.
1:20
SPEAKER_03: Colin usually hosts it every morning if you want to know the latest automotive news.
1:23
SPEAKER_03: We're we've got a team looking at all the automotive news from all over the nation, all over the world, even.
1:28
SPEAKER_03: Yep.
1:28
SPEAKER_03: And whatever the most important stuff is, we put it in the jump start so you can get a start on your day.
1:33
SPEAKER_03: Go to cbtnews.com, scroll down, you're gonna see that video there with uh with Colin hosting it there.
1:38
SPEAKER_03: That's right.
1:38
SPEAKER_03: Get a jump start on your day with all the news.
1:40
SPEAKER_03: We're bringing Colin right up.
1:41
SPEAKER_02: You can see he's a he's also a Fitzpatrick, so uh hopefully he replaces me one day at the news desk.
1:47
SPEAKER_02: So I could take some time off.
1:48
SPEAKER_02: I don't know if you can be replaced, but you know.
1:50
SPEAKER_02: Oh, he thinks we can.
1:52
SPEAKER_02: Oh well, he thinks I can.
1:53
SPEAKER_02: So yeah.
1:54
SPEAKER_02: Well, thank you so much for Stephen for Bridget.
1:55
SPEAKER_02: Thanks for having me.
1:56
SPEAKER_02: And uh you guys are gonna be seeing more of Jason.
1:58
SPEAKER_02: He'll be doing more projects for us on air.
2:00
SPEAKER_02: So we're looking forward to that.
2:02
SPEAKER_02: But uh otherwise, uh, you know uh uh how much Bridget and I love to show videos.
2:07
SPEAKER_02: I think me more than Bridget, you know.
2:09
SPEAKER_03: I hear you laughing at those videos all day long from your office on the show.
2:12
SPEAKER_03: I'm looking at them.
2:13
SPEAKER_03: Uh the the car industry's really taken onto this social media thing.
2:16
SPEAKER_03: I know, I know, no problem.
2:17
SPEAKER_03: And uh they're getting funnier and funnier.
2:18
SPEAKER_03: So they are.
2:19
SPEAKER_03: Do we have some clips today?
2:20
SPEAKER_02: We do.
2:20
SPEAKER_02: We've got a few clips to show.
2:22
SPEAKER_02: But uh what and and all of you know that what that tune into the show each day that how how much I am a big fan of these because it's free advertising, you know, for salespeople and or dealers in this case.
2:33
SPEAKER_02: And they're entertaining, they show really a personal side of uh the dealership and the people that work there.
2:40
SPEAKER_02: And uh many people in the auto industry who knew that they were going to be so creative, such a creative bunch, but man, you put a camera on them and they just go.
2:48
SPEAKER_02: And uh, this has definitely increased sales for so many people that are out there uh in the auto industry.
2:55
SPEAKER_02: Um, that if you haven't jumped onto social media yet, do so.
2:59
SPEAKER_02: Don't waste another minute.
3:01
SPEAKER_02: You don't have to be perfect at it, you don't even have to have a perfect camera or a perfect phone or the latest or greatest.
3:06
SPEAKER_02: Just get out there.
3:07
SPEAKER_02: And uh so, guys, let's let's show some of the videos that I came across uh this morning.
3:12
SPEAKER_02: Let's check it out.
3:29
SPEAKER_03: Very quick, very quick.
3:45
SPEAKER_03: So it's when your one p.m.
3:46
SPEAKER_03: appointment never shows.
3:47
SPEAKER_03: Does that ever happen to you?
3:48
SPEAKER_03: It happens all the time.
3:49
SPEAKER_02: Happens all the time.
3:50
SPEAKER_02: The uh the old we'll be back, you know.
3:52
SPEAKER_02: Uh sales trainer taught me a long time ago when somebody's on the lot and they said, Hey, well, listen, we're we're just gonna go get some lunch.
3:58
SPEAKER_02: Okay, but we'll be right back.
4:00
SPEAKER_02: Uh the trainer said, Oh, that's great.
4:02
SPEAKER_02: Just take like a$20 bill out of your pocket and go, listen, I haven't had anything to eat.
4:06
SPEAKER_02: Could you pick up something?
4:08
SPEAKER_02: Right?
4:08
SPEAKER_02: Did you ever do that?
4:09
SPEAKER_02: I never did that.
4:10
SPEAKER_02: Okay.
4:10
SPEAKER_02: I never had the guts to do it.
4:11
SPEAKER_02: But man, it sounded great when I heard it.
4:13
SPEAKER_02: I'm like, wow, that's a great way to get the biggest thing.
4:15
SPEAKER_03: The worst that can happen is they don't come back in the 2020.
4:18
SPEAKER_03: Right, right.
4:18
SPEAKER_02: But more times than that, they're like, oh, sure, okay.
4:21
SPEAKER_02: And what should we get you?
4:23
SPEAKER_02: Oh, just get me anything.
4:24
SPEAKER_02: You know, I'll but I'll be here waiting for you, you know?
4:26
SPEAKER_02: So uh it kind of puts the customer on the spot about it.
4:32
SPEAKER_02: Let's see if some of you use that today when somebody goes, Oh, where do we eat lunch?
4:36
SPEAKER_02: And we'll be right back.
4:37
SPEAKER_02: So that's funny.
4:38
SPEAKER_02: Anyway, we're looking forward to today's conversation uh with Tyler Dickerhoof, who is uh founder and uh of Impact Driven Leader.
4:45
SPEAKER_02: So uh he's gonna be coming up on the show here.
4:48
SPEAKER_02: In fact, let's kind of jump right in.
4:49
SPEAKER_03: Yeah, Tyler's joining us now live.
4:51
SPEAKER_03: Tyler, thanks for joining us here on CBT Live.
4:53
SPEAKER_03: I know we've talked to you before on our other network, ASBN, all about business leadership and things like that.
4:57
SPEAKER_03: And you've got a new book coming out.
4:59
SPEAKER_03: I have the title of it here, The Things We Hide: A Guide to Identifying Hidden Barriers and Leading with Authenticity.
5:05
SPEAKER_03: So I'm looking forward to hearing you explain all of that to us and how that applies to car dealerships.
5:10
SPEAKER_03: Yeah, absolutely.
5:11
SPEAKER_02: There's something from leaders to general managers, salespeople, everyone in between.
5:14
SPEAKER_02: So this would be a great, great book for sure.
5:17
SPEAKER_02: Um, you can also get caught up on all of the day's automotive headline.
5:20
SPEAKER_02: Oh, we're already covered.
5:22
SPEAKER_03: I jumped the jump start earlier.
5:24
SPEAKER_03: You did jump the jump start earlier.
5:25
SPEAKER_03: I did the pretease to the jump start.
5:26
SPEAKER_03: So that was just to let everybody know that uh you can get those headlines because we're getting right to the interview today.
5:31
SPEAKER_03: So let's go ahead and bring Tyler in.
5:33
SPEAKER_03: That's right.
5:33
SPEAKER_03: Tyler, welcome into the show.
5:35
SPEAKER_01: Uh glad to be here with you guys.
5:37
SPEAKER_01: Jim, I I'm amazed that you're able to handle two bald guys at once.
5:45
SPEAKER_02: Hopefully, I don't have too much, Sean.
5:47
SPEAKER_02: Yes.
5:47
SPEAKER_02: My only concern is that this is can this baldness is contagious or no?
5:51
SPEAKER_02: Uh this this coff took me quite a while to procure here.
5:57
SPEAKER_03: Well, I was gonna ask you some hair care tips later, but but maybe we should get into the the business leadership first for our for our non-bald viewers.
6:04
SPEAKER_03: That's right.
6:04
SPEAKER_03: That's right.
6:05
SPEAKER_03: So go right ahead.
6:06
SPEAKER_03: Jump right in.
6:07
SPEAKER_03: Yeah, so uh talking about economic pressures, we're all feeling it this year, right?
6:10
SPEAKER_03: I mean, prices are high, gas prices are high, business leaders definitely feeling it on the back end.
6:15
SPEAKER_03: What can business leaders and car dealers do right now, coming up on the fourth quarter, into the year?
6:20
SPEAKER_03: What can they do to keep their team motivated and engaged?
6:23
SPEAKER_01: Well, I think the big thing first off is just be honest about it.
6:27
SPEAKER_01: You know, there's such a moment of when you're dealing with uncertainty, what are fuel prices gonna do, what's gonna ha effect on transportation, any of those other costs that are associated with fuel, be honest about it.
6:38
SPEAKER_01: We all feel the pinch wherever you go to the gas station, whenever you fill up, even if it's an electric vehicle, that is impacted as well.
6:46
SPEAKER_01: And I think in the auto industry, as you guys well know, that gives opportunity.
6:51
SPEAKER_01: When people are feeling that crunch, hey, let's get you into a vehicle that's maybe more efficient.
6:56
SPEAKER_01: Look at that with authenticity and honesty rather than fighting it.
7:00
SPEAKER_02: Yeah, for sure.
7:01
SPEAKER_02: Um, Tyler, let me ask you as we do head in here to the f uh final quarter of the year, what's the biggest uh mistake that you see leaders and managers make uh when their teams are under such pressure?
7:14
SPEAKER_01: I I think as I just alluded to it, it it's hide from it.
7:17
SPEAKER_01: You know, too often we know the questions, but we don't want to answer them.
7:22
SPEAKER_01: So be willing to jump in and say, hey, I don't have all the answers, but you know what?
7:26
SPEAKER_01: We're going to figure this out together as a team.
7:28
SPEAKER_01: We just saw the videos of creative advertising, marketing with that you guys showed.
7:33
SPEAKER_01: Be fun with it.
7:34
SPEAKER_01: Say, hey, yeah, it sucks to fill up a high-priced vehicle.
7:38
SPEAKER_01: It is, you know, as far as gas usage.
7:40
SPEAKER_01: And let's be honest with it.
7:42
SPEAKER_01: What does that cost you?
7:43
SPEAKER_01: Turn that into something you can relate to with your customers, but also your team.
7:48
SPEAKER_01: When someone is coming into the dealership and and they're challenged by maybe I need a new vehicle because of a uh, you know, some type of maintenance, some type of repair.
7:57
SPEAKER_01: Be honest with them.
7:58
SPEAKER_01: Appreciate the fact of what they're going through.
8:00
SPEAKER_01: We've seen higher fuel prices in 2026 than we've ever experienced.
8:05
SPEAKER_01: So don't run from that.
8:06
SPEAKER_01: Lean right into it.
8:08
SPEAKER_01: Advocate for your customer and what pain you're probably feeling too.
8:12
SPEAKER_01: That's going to create a stronger relationship with your customer, knowing that, hey, they're not just trying to sell me a vehicle to sell me a vehicle, they're helping to give me a solution to the challenge I'm having.
8:23
SPEAKER_01: Yeah, very good point.
8:24
SPEAKER_03: Very good point.
8:25
SPEAKER_03: Now, Tyler, I know you've got something called the impact-driven leader community.
8:29
SPEAKER_03: I want you to tell us a little bit about that.
8:30
SPEAKER_03: You work with leaders, dealers facing all kinds of challenges.
8:33
SPEAKER_03: What kind of feedback are you getting from them now?
8:36
SPEAKER_01: Well, the biggest thing that I try to help people understand is they're not going through it alone.
8:41
SPEAKER_01: Whatever challenge you're facing, regardless of the industry right now.
8:46
SPEAKER_01: And and as you mentioned earlier, Jason, as we were talking, everything comes back to auto.
8:50
SPEAKER_01: Well, I look at that from my background in agriculture, everything comes back to ag in the sense that everything is touched by fuel.
8:57
SPEAKER_01: I've touched on that quite a bit so far this morning.
9:00
SPEAKER_01: That's obviously what is deal, you know, the auto industry deals with.
9:04
SPEAKER_01: When we look at every industry, it is affected by fuel prices.
9:08
SPEAKER_01: So when we look at these times, and what I do with the impact-driven leader community is help bring people together that may think they have nothing in connection to realize in leadership when you're leading people, everything is connected.
9:20
SPEAKER_01: And once we understand those connections, then we can see it from a different angle and appreciate what others are going through and learn from them.
9:28
SPEAKER_02: Yeah, for sure.
9:29
SPEAKER_02: You know, right now we're hearing so much on the media.
9:31
SPEAKER_02: If you watch TV or watch your phone for any more than a minute, you see all of these ads that are popping up for elections and all of this talk out there about the pending uh midterms, and uh this creates a lot of uncertainty, obviously.
9:45
SPEAKER_02: Uh uh, so how can dealers keep employees focused on what they can control inside the dealership?
9:52
SPEAKER_02: Obviously, they can't control all of those outside factors, right?
9:56
SPEAKER_01: I think that's a great opportunity for wherever you're at in the game to have a scoreboard that focuses on what you can control in the moment.
10:05
SPEAKER_01: Yeah, I'm a big sports fan, I'm on a buckeye.
10:07
SPEAKER_01: I know, you know, uh Jim that you're more of a Southern SEC fan.
10:12
SPEAKER_01: That's great.
10:13
SPEAKER_01: But in any game, hey, look at what you can control.
10:17
SPEAKER_01: And no different in sales.
10:18
SPEAKER_01: What can you control today?
10:20
SPEAKER_01: Is it the conversations you have?
10:22
SPEAKER_01: Is it the interactions you have?
10:23
SPEAKER_01: Is it calling up people to say, hey, I know you bought a vehicle from us a few years ago.
10:28
SPEAKER_01: We have new, more efficient vehicles today.
10:30
SPEAKER_01: Again, leaning into whatever is sensitive, be willing to address what is reality.
10:37
SPEAKER_01: So often we get in trouble because we want to hide from the reality because it's something we can't control.
10:42
SPEAKER_01: When we come back to our scoreboard and we think about what we can control, it's just one play at a time in sports.
10:48
SPEAKER_01: It's no different in our sales industry.
10:51
SPEAKER_01: It is one interaction, one day at a time.
10:54
SPEAKER_01: Trying not to get so bogged down by the things that we can't control but have an impact on our lives.
11:00
SPEAKER_03: Yeah, for sure.
11:01
SPEAKER_03: Speaking of things you can't control, I want to talk about burnout.
11:04
SPEAKER_03: You know, any any high-pressure business like car sales, uh, TV, media, or sports, like you were talking about, a lot of pressure, and you've got you've got to show up every day with that game day mentality.
11:15
SPEAKER_03: That's great, but after a while, teams start to burn out.
11:18
SPEAKER_03: How do you how do dealers deal with that with their teams?
11:20
SPEAKER_03: I mean, if you just raise the sales quota, you're just adding more pressure to the team.
11:24
SPEAKER_03: How do you how do you fight that burnout syndrome?
11:26
SPEAKER_01: You know, I've seen that in my past self as well in sales where you know, raise the quota, you're having success, we need to get more, we'll just pour the coals to it, we'll use the whip like the horse a little bit harder.
11:37
SPEAKER_01: Poke them.
11:38
SPEAKER_01: That doesn't help anyone.
11:39
SPEAKER_01: Yeah.
11:39
SPEAKER_01: And so the reality in burnout is often I find that is exceeding the capacity of someone, whether that is by hours put in, whether that's by demands and sales.
11:51
SPEAKER_01: And so what I find that leaders need to do most is come alongside people and say, hey, I believe in you.
11:57
SPEAKER_01: Let's do this together.
11:58
SPEAKER_01: Too often, when we find this fourth quarter in any business, it is we need to meet our metrics.
12:04
SPEAKER_01: Well, how do we get there?
12:05
SPEAKER_01: I I've heard you share, you know, Jim, earlier, that you can build a month in 10 days.
12:10
SPEAKER_01: Well, that's true.
12:11
SPEAKER_01: But you can't do it when you're doing it all on your own and you feel like it's a boulder that you can't push.
12:17
SPEAKER_01: But you bring a couple people alongside of you.
12:19
SPEAKER_01: Hey, let's do this as a team, but let's make sure that we're in this together.
12:23
SPEAKER_01: And really that collaborative nature, I feel and I have found, helps people through the most difficult situations.
12:30
SPEAKER_01: When people struggle, it's when they feel lone on an island, whether it's in a leadership role or in a sales role.
12:35
SPEAKER_02: Yeah.
12:36
SPEAKER_01: Boy, there's no question about it.
12:37
SPEAKER_02: And and really employees want to feel encouraged and motivated by their leaders.
12:43
SPEAKER_02: I mean, that's really what they're counting on, right?
12:46
SPEAKER_02: Because to your point, we all have a bad day.
12:48
SPEAKER_02: We all have these uh concerns that we're focused on each day.
12:51
SPEAKER_02: We're focused sometimes more on the concern than we are the goal.
12:54
SPEAKER_02: What are some practical ways that dealers could boost morale among their employees that are feeling discouraged?
13:02
SPEAKER_01: Well, I think the biggest thing that I encourage leaders to do is admit their own uh insecurities, admit their own fears.
13:10
SPEAKER_01: Like, yeah, I maybe in the past when you talked earlier about, you know, giving$20 to the person that's leaving to go to lunch to get them to come back.
13:18
SPEAKER_01: It's like, hey, make fun of that.
13:20
SPEAKER_01: Enjoy that opportunity to share those experiences.
13:23
SPEAKER_01: I've had people leave.
13:24
SPEAKER_01: I thought I had a sale.
13:26
SPEAKER_01: Be encouraging through the process to say, hey, this isn't, I don't have a hundred percent close rate.
13:32
SPEAKER_01: My close rate maybe is 15%, but you know what I do?
13:35
SPEAKER_01: I continue to work at it time and time again.
13:38
SPEAKER_01: That's where I find that leaders that get the most out of their teams aren't the leaders that are stepping in front of them and saying, follow me, follow me.
13:45
SPEAKER_01: They're coming along beside them, they're putting their arms around them and saying, we can do this together.
13:50
SPEAKER_01: I believe in you.
13:51
SPEAKER_01: I know you have a skill set that can accomplish our goals.
13:55
SPEAKER_01: Let's leverage that.
13:57
SPEAKER_01: I'm going to bring in something that I do well as well.
13:59
SPEAKER_01: Those collaborative efforts together will help us accomplish whatever we aim to achieve.
14:05
SPEAKER_01: But you have to do it together.
14:06
SPEAKER_01: You can't continually pin people against each other or as leaders, even think, hey, I'm gonna sit in the office all by myself, you go do the work.
14:14
SPEAKER_01: Hey, I'm gonna be out there with you.
14:16
SPEAKER_01: How can I walk through that interaction, that conversation with you, so that way it's more comfortable for everyone?
14:23
SPEAKER_01: Sure.
14:23
SPEAKER_03: I know another thing uh a lot of people are worried about now is the future.
14:27
SPEAKER_03: And and that always creates anxiety.
14:29
SPEAKER_03: We're humans, we have this thing called anxiety.
14:31
SPEAKER_03: Uh what can leaders uh and dealers do to ease that anxiety, especially as employees are kind of worried about what am I gonna have a job next year?
14:37
SPEAKER_03: Is AI gonna take my job?
14:39
SPEAKER_03: Yeah, is the economy gonna crash?
14:41
SPEAKER_03: How do you ease that that kind of worry among your team?
14:45
SPEAKER_01: I think the biggest thing that I've seen in any leadership case is making sure people don't feel alone.
14:52
SPEAKER_01: I've mentioned that several times.
14:54
SPEAKER_01: The anxiety of we don't know the future, but you know what we do know?
14:58
SPEAKER_01: I I saw an episode recently, Jim, that you interviewed a guy who they have a dealership in Louisiana.
15:04
SPEAKER_01: But yet they titled cars in all 50 states.
15:06
SPEAKER_01: Yeah.
15:07
SPEAKER_01: That thinking outside of the box is pretty amazing.
15:09
SPEAKER_01: Instead of thinking, well, I can only sell to my community, when we come back to the anxiety, what do we know?
15:15
SPEAKER_01: Hey, you can utilize more AI in your business every day to be creative in regards to marketing, to how to have better conversations.
15:23
SPEAKER_01: What are the things that are people are most worried about today?
15:27
SPEAKER_01: When you start utilizing those tools, you set yourself apart as opposed to being afraid and setting on the sideline.
15:35
SPEAKER_01: When it comes down to the leadership capacity that each of us have, it comes down from not knowing more and doing more.
15:44
SPEAKER_01: It is being who you are and doing what you do well and recognizing that.
15:48
SPEAKER_01: And when we think about times of uncertainty and anxiety, and we think about what we don't understand and know, really rely on what you do and then gain from others what they do and know well.
16:02
SPEAKER_01: Too often we want to hide.
16:04
SPEAKER_01: We want to become more intense, we want to go hide in the office.
16:07
SPEAKER_01: Instead of doing those things, leverage what you do well.
16:11
SPEAKER_01: Ask people, hey, if you don't understand what you're doing well, or as salespeople, maybe I don't understand how I do what I do, ask others to recognize it.
16:20
SPEAKER_01: By doing so, everyone collaboratively gets better because we start to share and not instead of being afraid of what we don't know.
16:30
SPEAKER_01: That's right.
16:30
SPEAKER_02: That's right.
16:31
SPEAKER_02: Um, let me ask you this as uh what what is your morning routine look like?
16:36
SPEAKER_02: You're a very motivated person.
16:38
SPEAKER_02: Your job is to motivate others to work with others, to work with leaders all over the country in different types of businesses.
16:44
SPEAKER_02: But what does your routine look like?
16:45
SPEAKER_02: And who are your mentors?
16:48
SPEAKER_01: Yeah, you know, one of the things that I do, I get up early.
16:50
SPEAKER_01: You know, this is an early shot for me on the West Coast.
16:52
SPEAKER_01: As you can see, the sun is just like.
16:54
SPEAKER_02: I see that.
16:54
SPEAKER_02: Thank you for getting up with us.
16:56
SPEAKER_01: Yeah, absolutely.
16:57
SPEAKER_01: I get up, I spend a little time for myself reading and filling myself with, you know, whether it's books, whether it's mentors.
17:04
SPEAKER_01: I like to go back to a lot of historical things.
17:06
SPEAKER_01: Right now I'm reading a book called Breakfast with Fred.
17:08
SPEAKER_01: It was by Fred Smith.
17:10
SPEAKER_01: It was published well over 20 years ago.
17:12
SPEAKER_01: I've spent time reading about our previous presidents.
17:15
SPEAKER_01: What do I love about that?
17:16
SPEAKER_01: Yeah is they face times of challenge in many different cases and ways.
17:22
SPEAKER_01: And when I can learn from them, it helps fill me with the confidence to say, hey, I can get through today no matter what.
17:29
SPEAKER_01: So I do that, I work out, I make sure I fuel my body with, you know, water, uh, proper nutrients so that way I can be at my best.
17:36
SPEAKER_01: Early in the morning, like it is.
17:37
SPEAKER_01: It's just past 6:30 in the morning.
17:40
SPEAKER_01: Here I am, excited to be with you.
17:42
SPEAKER_01: But you know what?
17:43
SPEAKER_01: I would love nothing more than being able to pour into people in and really start my engine early and get it warmed up and going for the day.
17:50
SPEAKER_02: Yeah, that's great.
17:51
SPEAKER_02: I love it.
17:52
SPEAKER_02: I love it.
17:52
SPEAKER_02: So so important.
17:54
SPEAKER_02: And uh it even mentioned water.
17:55
SPEAKER_02: I mean, that's so many people I think forget that.
17:58
SPEAKER_02: I don't drink enough water.
17:59
SPEAKER_02: Water before coffee.
18:00
SPEAKER_02: And water before coffee.
18:01
SPEAKER_02: I'll try to have a glass of water before I go for the coffee.
18:03
SPEAKER_02: And my wife is constantly on my case.
18:05
SPEAKER_02: You don't drink enough water.
18:07
SPEAKER_02: But something that simple.
18:08
SPEAKER_02: Wow.
18:08
SPEAKER_02: Tyler Dicker Hoof, who is the uh founder of Impact Driven Leader, uh, thank you so much for joining us on the show.
18:14
SPEAKER_02: Very much appreciate it.
18:15
SPEAKER_02: And uh, a lot of of our viewers will get a lot out of your visit with us.
18:19
SPEAKER_02: So thanks so much.
18:20
SPEAKER_02: Really appreciate it.
18:21
SPEAKER_02: Thank you.
18:21
SPEAKER_02: Thanks.
18:22
SPEAKER_02: Thanks, John.
18:23
SPEAKER_02: Yeah, you spot on with that, those recommendations.
18:25
SPEAKER_03: You know, and and I'm glad he came on and said some of these things that I'm not a car dealer, I'm not a business owner, you're a business owner, but there's so much of this you can take away from the people we have on this show that's just good life advice.
18:35
SPEAKER_03: That's right.
18:36
SPEAKER_03: Just have a practice in the morning.
18:37
SPEAKER_03: Yeah.
18:38
SPEAKER_03: Uh we had someone on yesterday that said they get up every morning and read 10 minutes of a random, just a random, not you're not reading a book to read it cover to cover.
18:44
SPEAKER_03: Yeah.
18:45
SPEAKER_03: Just pick a random book.
18:46
SPEAKER_03: Maybe you've already read it before.
18:47
SPEAKER_03: Yeah.
18:47
SPEAKER_03: And in that 10 minutes, set a clock.
18:49
SPEAKER_03: So you go, I don't have time to read in the morning.
18:51
SPEAKER_03: Ten minutes.
18:52
SPEAKER_03: I I've been thinking about that ever since he said that yesterday.
18:54
SPEAKER_03: I said, I need to start doing that.
18:55
SPEAKER_03: When I'm having my water and my coffee, just take 10 minutes for myself before the day gets all chaotic.
19:00
SPEAKER_03: Yeah.
19:00
SPEAKER_03: So that's some of the good kind of tips you can get here on uh CBT.
19:03
SPEAKER_03: I totally agree.
19:04
SPEAKER_02: And and you're right, it's not just exclusive to the retail automotive community.
19:08
SPEAKER_02: It's great for anybody and everyone.
19:10
SPEAKER_03: You know, everyone's a leader at some point.
19:11
SPEAKER_03: You're a leader in your family, your friends, whatever.
19:13
SPEAKER_03: So this is not just for dealers and business owners.
19:16
SPEAKER_03: I've I've taken a lot uh myself from these good tips.
19:18
SPEAKER_02: And for those that are watching, you know, that want to follow uh Tyler, uh just go online.
19:23
SPEAKER_02: It's uh impact-driven leader, and uh I think you're gonna like what you see.
19:27
SPEAKER_02: Uh obviously he gave us a sample of what that looks like today, but uh yeah, great guy to follow.
19:32
SPEAKER_03: And I'll throw this pitch out there too.
19:33
SPEAKER_03: Tyler was one of the first interviews I wrote when I came on board here at CBT and ASBN on our other sister network, ASBN America Small Business Network.
19:40
SPEAKER_03: Yep.
19:40
SPEAKER_03: So you can go to ASBN.com and see Tyler's uh interview from back in April when he was on the show.
19:45
SPEAKER_03: So Tyler, great to have you again.
19:47
SPEAKER_03: Thanks for coming on CBT Live.
19:48
SPEAKER_03: Yeah, very cool.
19:49
SPEAKER_03: And I do want to take time, Jim, to thank uh this week's sponsor.
19:52
SPEAKER_03: Okay.
19:52
SPEAKER_03: Uh this week it's uh Auto AI.
19:54
SPEAKER_03: Radar by Auto AI.
19:56
SPEAKER_03: Great property.
19:56
SPEAKER_03: Could your dealership's online ads be putting your business at risk?
19:59
SPEAKER_03: Radar by Auto AI scans your vehicle listings and Facebook and Instagram ads to potentially flag potential pricing issues, missing disclosures, and advertising compliance risks.
20:09
SPEAKER_03: Get clear findings that help your team know what needs attention without a DMS integration.
20:14
SPEAKER_03: Don't wait for a customer complaint to find out something was missed or for that letter from the FTC.
20:19
SPEAKER_03: Visit autoai.inc slash radar for a free compliance scan.
20:24
SPEAKER_03: Yep.
20:25
SPEAKER_02: It's a great company.
20:26
SPEAKER_02: I can't say enough about it.
20:28
SPEAKER_02: It's one of those companies that we're happy to have as a sponsor because they're doing great work with dealers all over the country in this area of pricing transparency.
20:36
SPEAKER_02: So the F to keep the FTC away.
20:38
SPEAKER_02: The product is called radar, but you want to stay off the FTC's radar, right?
20:43
SPEAKER_02: And uh it's a great product.
20:44
SPEAKER_02: And it's like 299 bucks a month.
20:46
SPEAKER_02: I mean, my God.
20:47
SPEAKER_03: No, if I were a car dealer, that's something I'd be interested in because I've I've learned all about you know Tyler talked about transparency just from the dealer to your employees, but we've been talking about transparency all year long.
20:56
SPEAKER_03: Uh and personally, I as a consumer, I think that's what consumers want from dealers.
21:00
SPEAKER_03: Transparency.
21:01
SPEAKER_03: That's right.
21:02
SPEAKER_03: It's very easy, but apparently it's very complicated too.
21:05
SPEAKER_03: Shouldn't be.
21:06
SPEAKER_03: Shouldn't be.
21:07
SPEAKER_02: No, just be transparent.
21:08
SPEAKER_02: Uh and uh, of course, on our newsletter, be sure to head over to cbtnews.com for more great conversations like we had today.
21:14
SPEAKER_02: And while you're there, be sure to sign up for our incredible newsletter.
21:18
SPEAKER_02: Uh in fact, you'll get two, one in the morning, one in the afternoon to keep you all up to date.
21:23
SPEAKER_02: And uh so yeah, it's uh it it the newsletters are awesome.
21:27
SPEAKER_02: You know, we've sent we send out like some 20 million newsletters.
21:30
SPEAKER_03: Twenty million.
21:31
SPEAKER_02: It's incredible.
21:32
SPEAKER_02: Wow.
21:32
SPEAKER_02: Yeah, yeah.
21:33
SPEAKER_03: No, if you're if you're in the car industry, you want to sign up for those and read them.
21:36
SPEAKER_03: Yes, and and you know, it's a quick read.
21:37
SPEAKER_03: So you'll be up to date, like I said at the beginning of the show, the jump start will get you all the news.
21:41
SPEAKER_03: Yep or if you're not if you're not into watching, you can read them.
21:44
SPEAKER_03: We have all the articles on the website.
21:45
SPEAKER_03: That's right.
21:45
SPEAKER_03: And then tune in live every day at noon for the latest live and interviews with movers and shakers in the industry.
21:51
SPEAKER_02: Yes.
21:51
SPEAKER_02: And also follow us on social media.
21:53
SPEAKER_02: Uh there's another millions and millions of followers that we've got on social media that watch our content and in clips and what have you.
22:00
SPEAKER_02: And uh so many people get a lot out of it.
22:02
SPEAKER_03: Yeah, and another thing I know you're getting excited for is Used Car Week coming up in San Diego.
22:06
SPEAKER_03: Yeah, that's right.
22:06
SPEAKER_03: Used Car Week in November, CBT News is gonna be there.
22:08
SPEAKER_03: We'll be broadcasting live.
22:10
SPEAKER_03: We are.
22:10
SPEAKER_03: So I heard it's a big party.
22:11
SPEAKER_03: Is that true?
22:12
SPEAKER_02: Uh the parties are after you know the the the the actual conference each night.
22:18
SPEAKER_02: You know, they've got some some big sponsors that hold parties, but that's not the reason you ignore it.
22:22
SPEAKER_02: No, no, no, no, of course not.
22:23
SPEAKER_02: No, no, no, of course not.
22:25
SPEAKER_02: But uh who doesn't want to go to San Diego?
22:26
SPEAKER_02: It's an incredible place.
22:28
SPEAKER_02: But uh no, and I've said this before, used car week, if you, you know, for the used car or the people in the that focus on the used car part of our industry, whether you're buying, selling, you're shipping the vehicle, you're looking for a buy here, pay here, you're looking for um, you know, new lenders, you're looking for, you know, whatever it is that has to do recon about used cars, that's the week, that's where you need to be.
22:48
SPEAKER_02: You need to be in San Diego for sure.
22:50
SPEAKER_02: Um, I've been to them, they're first class operation.
22:53
SPEAKER_02: Uh Cherokee Media Group uh conducts them and has been doing this now for quite some time.
22:58
SPEAKER_02: And uh they they do a great job.
23:00
SPEAKER_02: They really do.
23:01
SPEAKER_02: I'm looking forward to that.
23:02
SPEAKER_02: So happy to be part of it.
23:03
SPEAKER_02: They really are.
23:04
SPEAKER_02: So, hey everyone, thanks so much for watching.
23:06
SPEAKER_02: We'll see you right back here tomorrow.
23:08
SPEAKER_02: Again, it's noon on the East Coast, and it's nine o'clock on the West Coast, and uh, we are looking forward to seeing you right back here tomorrow.
23:16
SPEAKER_02: So, thanks so much for joining us today.
23:17
SPEAKER_02: Thank you, and thank you.
23:19
SPEAKER_02: Thank you for having me.
23:20
SPEAKER_02: Great job.
23:22
SPEAKER_00: CBT live from Page Drive, breaking news with the Chrome still shine.
23:26
SPEAKER_00: Interviews in the glass wall, boom, price tags up in the laptop, leaders top when the margins breeze, supply chain choking the buyers freeze, new car left, used car bite, every number things on the Thursday.