Latest / Crossroad Conversations with the Lewis Brothers / Ep. 87 - "Fear as Fuel: Turning What Scares You Into What Moves You"

Transcript

Ep. 87 - "Fear as Fuel: Turning What Scares You Into What Moves You" · Crossroad Conversations with the Lewis Brothers

0:00
SPEAKER_02: So fear is a weapon uh pointing in the right targets because it can be bottled up, ready to rock, and you shoot it completely way off radar.
0:11
SPEAKER_02: So pointing uh your fear at complacency, irrelevance, and standing still.
0:17
SPEAKER_01: Hey everyone, welcome to Crossroad Conversations with the Lewis Brothers, where we aim to share real stories about running a successful family business while working through adversity and pouring back into our community that keeps our doors open every single day.
0:31
SPEAKER_01: We're your hosts, Shelby, Matt, and Taylor, and we'll be bringing you real relevant local business advice, maybe some automotive insights that are sure to change the way you look at running a business or buying a car, and maybe even throwing a plug for you to do business with us here locally.
0:47
SPEAKER_00: Welcome back to Crossroad Conversations with the Lewis brothers.
0:51
SPEAKER_00: We are on episode 87 today.
0:54
SPEAKER_00: 87 great episodes you can check out of real-world business advice, at least from our point of view.
1:00
SPEAKER_00: Today we got a great one.
1:02
SPEAKER_00: Fear is fuel.
1:03
SPEAKER_00: Now I love this subject because you turn what scares you into what moves you.
1:09
SPEAKER_00: You know, the most successful leaders aren't there out there, they're not fearless.
1:14
SPEAKER_00: We all have fear.
1:16
SPEAKER_00: They just learned what to do with fear when it shows up.
1:19
SPEAKER_00: And this week we're talking about how fear is actually one of the most underused tools in business, a signal, a fuel source, and a weapon if you know how to point it.
1:30
SPEAKER_00: If you've ever let fear slow you down, this conversation is going to change how you look at it.
1:35
SPEAKER_00: But before we dive into this, Taylor, what did we talk about last week?
1:39
SPEAKER_02: An 86 to reframe.
1:40
SPEAKER_02: It's uh it's all about taking that hit, taking the pitch, reframing the situation.
1:45
SPEAKER_02: We had a lot of fun talking about that.
1:47
SPEAKER_02: So rewriting the problem whenever it comes into your business, how you handle it and how you pass it down to your team, how you teach your team.
1:54
SPEAKER_02: Go back and uh check that out.
1:56
SPEAKER_02: That was a great episode.
1:57
SPEAKER_00: Man, I really enjoyed that one.
1:58
SPEAKER_00: We had some great conversation as far as like when stuff comes at you, you know, how do you flip that?
2:03
SPEAKER_00: How do you solve it?
2:04
SPEAKER_00: So make sure to check that one out.
2:05
SPEAKER_02: Absolutely.
2:06
SPEAKER_02: And always checking us out for all the specials we got going on, LewisSuperstore.com and Crossroads Conversation for the 87 plus episodes that we have on there of relative content.
2:17
SPEAKER_01: All right, well, it's in the garage this week.
2:19
SPEAKER_01: We're talking about a truck, okay, which is America's favorite, right?
2:24
SPEAKER_01: Yep.
2:24
SPEAKER_01: Uh, but I'm not talking about the F-150, I'm talking about the Maverick.
2:28
SPEAKER_01: This is the in-between the hobbygoer, the not sure if I need a truck, not sure if I need a sedan or an SUV.
2:36
SPEAKER_01: The Maverick people asked for for a long time.
2:38
SPEAKER_02: Yep.
2:39
SPEAKER_01: Right?
2:40
SPEAKER_01: And here's a couple things I'm gonna point about Maverick.
2:42
SPEAKER_01: Gets 42 miles per gallon.
2:45
SPEAKER_01: That's kind of important right now, right?
2:46
SPEAKER_01: When gas prices are a little high, 42 miles a gallon, plus five passenger seating, plus cargo room that you could go to Lowe's or Home Depot.
2:55
SPEAKER_01: I could load it with a lot of stuff, right?
2:57
SPEAKER_01: Uh it gets a plastic molded bed that's already protected, it's fuel efficient.
3:02
SPEAKER_01: I know that mentioned, but I want to point it out again.
3:04
SPEAKER_01: It gets a tow package up to 4,000 pounds, and it's a price point.
3:08
SPEAKER_01: Right now we have 76 in stock.
3:11
SPEAKER_01: Ooh, 76 in stock.
3:13
SPEAKER_01: I've got every color, I've got every wheel size, every option to pick from.
3:17
SPEAKER_01: Starts at$28,000.
3:20
SPEAKER_00: I want to say something about the Maverick here, and this is not what y'all think I'm gonna say.
3:24
SPEAKER_00: Uh so just be ready.
3:25
SPEAKER_00: Um, but they say on podcasts, you need to be real, that's how people connect.
3:29
SPEAKER_00: I can tell you, we were all, I don't know how many years ago, we were sitting in the Ford meeting and they announced the Maverick.
3:35
SPEAKER_00: And I thought to myself, where does this truck fit?
3:41
SPEAKER_00: Why wouldn't you just buy a ranger?
3:44
SPEAKER_00: You know what I mean?
3:45
SPEAKER_00: Because we had the ranger at that point in time.
3:46
SPEAKER_00: We all have had great luck with the ranger.
3:48
SPEAKER_00: And I'm like, where does this maverick fit?
3:50
SPEAKER_00: Like, who's really gonna want that?
3:52
SPEAKER_00: Is that really a truck?
3:54
SPEAKER_00: And I'm just telling you the side of it, so we're real with everybody.
3:57
SPEAKER_00: What we found is one, go back and listen to some previous episodes, we don't make decisions based upon our wants.
4:03
SPEAKER_01: Yeah, that was your feeling, but you didn't put that extent.
4:06
SPEAKER_00: I didn't I didn't put that out there, and I am now because something has come out of it that I was blind and I didn't see is that on average a maverick is what six, seven thousand dollars less than a ranger?
4:18
SPEAKER_00: Easy, yeah.
4:19
SPEAKER_00: You know what I mean?
4:20
SPEAKER_00: I mean, I know you could drop into the low 20s, but on average, yes, and then two, it gets up to almost double the fuel mileage.
4:29
SPEAKER_00: And it didn't fit what I would do with it, but what it fit is what a lot of people would do with it, and that's that they needed a big enough bed to put either some surveying equipment, some QC equipment out on the job site, a missing material that the delivery didn't get.
4:48
SPEAKER_00: They needed to be able to get on and off job sites, do deliveries, needed to sit up a little bit higher than a car, wanted to keep the expense down and get good fuel mileage, and that has exploded in that industry.
5:00
SPEAKER_01: Yeah, and it works because it's a mix of those things.
5:03
SPEAKER_01: What everyone loves about a truck, that it has the capability of higher ground clearance without this being a raptor, right?
5:10
SPEAKER_01: Sure.
5:10
SPEAKER_01: And it has the capability of four-wheel drive or all-wheel drive.
5:13
SPEAKER_01: So if you've got dirt roads or a steep driveway, whatever it is, but then it gets fuel mileage for the everyday because most truck users don't use truck stuff and features every single day.
5:25
SPEAKER_01: So it does both of those, but we see a lot of people come in from non-trucks into the Maverick market or first-time buyers thinking they want a truck, but not wanting to get 12 to 18 miles a gallon or spend 45 to 95,000.
5:41
SPEAKER_01: The Maverick is just a good, it drives well, it has good technology, uh, it it sits good, so it's easy to get and out of.
5:49
SPEAKER_01: So those things start at 28 grand.
5:50
SPEAKER_01: We have and this is I'm gonna tell you this, 28 grand, and that's as it's delivered, so as you get, uh, that's in the hybrid powertrain.
5:59
SPEAKER_01: We have 18 of those below$30,000.
6:02
SPEAKER_01: So it's not just a one-off.
6:03
SPEAKER_01: Yeah, we got a bunch, those are super cool trucks.
6:06
SPEAKER_01: Come by and check one out.
6:07
SPEAKER_00: That's amazing.
6:08
SPEAKER_00: And the whole reason I brought that up, because if you're thinking about the same thing on the other end of this uh microphone, you owe it to yourself for your business to look at because it does fit a bill.
6:16
SPEAKER_01: We've had tons of businesses say that makes sense.
6:19
SPEAKER_01: It does.
6:20
SPEAKER_01: That makes sense, right?
6:21
SPEAKER_01: All right, jumping in this thing, fear is fuel.
6:23
SPEAKER_01: Fear as information and what it's trying to tell you.
6:27
SPEAKER_01: So taking the idea of fear, pausing, stopping.
6:30
SPEAKER_01: It's like the movie Click.
6:31
SPEAKER_01: You pause it and observe, okay, what really does this mean?
6:35
SPEAKER_01: What is the information trying to tell you?
6:37
SPEAKER_01: So fear of losing a customer.
6:39
SPEAKER_01: What do you think that signals?
6:42
SPEAKER_00: Fear is a tough one.
6:44
SPEAKER_00: Uh, I'm a first, I'm gonna start there.
6:45
SPEAKER_00: Fear is one of those, I would say is probably one of the toughest emotions for me to comprehend and to figure out what is actually there.
6:55
SPEAKER_01: Because it means something is about to happen on the edge of happening, and there's a decision that has to be made.
7:02
SPEAKER_00: There's a decision.
7:02
SPEAKER_00: And then the first step of it is no different.
7:04
SPEAKER_00: I know we sound like a broken record, but no different than any other situation is you pause, you know, to be able to dissect it.
7:12
SPEAKER_00: Um, and then you really look at, you know, you A-B it is the old Ben Frankron, and you say, Hey, is it really fear or are my emotions trying to make it into fear?
7:23
SPEAKER_00: That's the first step I go through.
7:25
SPEAKER_02: Yeah, because that's the hardest part.
7:26
SPEAKER_02: If we're if let's take us sitting on the desk that we're down there working deals that are coming through, a lot of times we'll be silent.
7:33
SPEAKER_02: You know, we've talked about that we'll go and work in different areas.
7:36
SPEAKER_02: And if you can hear a situation unfolding that a customer, uh bad service, um, sales didn't follow through with what they promised, you you let it go so far, then I'm speaking for myself, that I know it hits a spot and I'll speak up and be like, no, we need to do it this way, because of my fear of it going farther, creating escalating that problem past where it really needs to go.
8:01
SPEAKER_02: That's probably where I step in, maybe sometimes a little bit sooner than I should, but I just know what's gonna come if I let it keep going down those train tracks.
8:11
SPEAKER_00: You know, I want to say one of the things that's helped our organization with fear in this situation is coming up with a checklist on then how to determine do you say yes or do you say no?
8:21
SPEAKER_00: We're talking about a deal.
8:22
SPEAKER_00: Yep.
8:22
SPEAKER_00: So there there are times in our business where we will actually lose money on a vehicle.
8:28
SPEAKER_00: Okay.
8:28
SPEAKER_00: And our what business sense does that make?
8:30
SPEAKER_00: Well, one, we understand the bigger picture, but it has to go through these three questions, you know, so we take the fear out of losing a customer, somebody else will get them.
8:40
SPEAKER_00: So is hey, is the customer local?
8:42
SPEAKER_00: Yep.
8:43
SPEAKER_00: You know, meaning will they continue to do business with us?
8:45
SPEAKER_00: Could they influence others to do business with us?
8:47
SPEAKER_00: Do they have a trade-in?
8:49
SPEAKER_00: You know?
8:50
SPEAKER_00: So are they going to help replenish our inventory so we have something else to sell?
8:54
SPEAKER_00: Yep.
8:54
SPEAKER_00: You know, uh, and then are they financing with us?
8:57
SPEAKER_00: Because that's another source of revenue.
8:59
SPEAKER_00: So those are, you know, if they answer no, no, no, no, and they're from Kansas City, well, that fear of losing that customer that helps so what uh exactly what you explained, it takes emotions and moves it to facts.
9:14
SPEAKER_01: There you go.
9:15
SPEAKER_01: It takes your emotions in the situation of a salesperson, say, like, hey, we got it, we got it, we got it.
9:20
SPEAKER_01: And the customer's saying, That's we need to, you need to, you need to.
9:23
SPEAKER_01: And you are the one, the coach saying, like, actually, here's what we should do.
9:27
SPEAKER_01: Like, hey, we gotta go for it, we gotta go for it, gotta go for us.
9:29
SPEAKER_01: Yeah, hey, hold on.
9:31
SPEAKER_01: Let me take emotions, set them aside, look at facts.
9:33
SPEAKER_01: So those questions often help that.
9:35
SPEAKER_00: They really do.
9:36
SPEAKER_00: So if you can help structure that, especially if we get a customer, let's say they are from Kansas City, and I say, Well, they've got this price written from your competitor down the road.
9:44
SPEAKER_00: Well, if the if the answer is still no, they're not local, no, they don't have a trade, no, they're not financing with us, and it's losing fifteen hundred dollars, great, let our competitor have it.
9:53
SPEAKER_01: Yeah, and then often, you know, just out of curiosity, I'm like, hey, Matt, if you don't mind me asking, if they had a better offer down the road and they're your local dealer and I'm three and a half hours away, I'm just curious, what are you doing here?
10:06
SPEAKER_01: Exactly.
10:06
SPEAKER_01: Why why are you here?
10:08
SPEAKER_01: You know, and I'm just curious, just trying to figure out am I missing something?
10:11
SPEAKER_01: And they're like, No, you've got the truck that I want.
10:14
SPEAKER_00: Yeah, it's one of two things.
10:16
SPEAKER_00: Yeah, it's either you have what they want, or they're using you to get a better deal at their local dealer.
10:21
SPEAKER_01: Exactly right.
10:22
SPEAKER_01: That's exactly right.
10:23
SPEAKER_01: So you once again break it down to facts, and those are questions you ask in the heat of the battle.
10:28
SPEAKER_01: Once again, the click, you pause, and it not everyone can do that.
10:33
SPEAKER_01: Very few can do that.
10:34
SPEAKER_01: But if you can learn to do that, to take emotions, set them aside, look at the facts, and make a decision based on facts, you you'll be right 99% of the time.
10:43
SPEAKER_00: You're right.
10:44
SPEAKER_00: And I think Morgan, we've just uncovered what's gotta be a theme throughout this whole podcast is if you get emotions out, you look at facts, but the only way you can slow everybody down in the moment is to have a quick checklist.
10:57
SPEAKER_00: Is it this, is it this, is it this?
10:58
SPEAKER_00: That then helps your brain go over there and be okay with the decision you're making.
11:02
SPEAKER_01: Yeah, that's uh the classic Ben Franklin close, right?
11:05
SPEAKER_01: You take a page, divide it in half, you put all the things for it on one side and all the things against it on the other side, and whichever one has the most facts that make the most sense, that's where you go.
11:14
SPEAKER_01: That's right.
11:15
SPEAKER_01: Right?
11:15
SPEAKER_01: It was totally based on facts.
11:16
SPEAKER_01: All right, what about fear of a tough conversation?
11:21
SPEAKER_01: Think about that.
11:22
SPEAKER_01: Signaling about a problem that you haven't addressed.
11:26
SPEAKER_01: Like, so we're talking about what is the fear trying to tell you?
11:30
SPEAKER_01: Fear of a tough conversation.
11:31
SPEAKER_02: Yeah, you can see like let's take an instance of that an employee continues to to do something that they don't need to, and you know it needs to be addressed, you push it down just a little bit, but that's some sometimes I have to study that a little bit longer to make sure some of the different pieces that I need to be able to go over to at both sides.
11:54
SPEAKER_02: I had um a manager and a salesperson in a big disagreement the other day of they thought manager was doing this, salesperson thought this, uh and the manager thought the salesperson was doing this.
12:07
SPEAKER_02: So I had to really sit down and separate everything for them to be able to then give them ammo talk to them separately and make them then sit down and go through it together.
12:17
SPEAKER_00: The I'll tell you when I have the most fear of a tough conversation, and I think you guys are gonna relate to this, it's when I don't have things documented.
12:26
SPEAKER_01: You know, don't have the facts.
12:28
SPEAKER_00: When I don't have the facts documented, and the majority of my early part of my career, the first half of my career, I didn't have.
12:38
SPEAKER_00: Verbally, I plenty went over stuff.
12:40
SPEAKER_00: Verbally, meetings, KPIs, docs, and you think in your mind, you're like, they're they're in a meeting with me two or three times a week.
12:48
SPEAKER_00: They see the numbers, they see the performances.
12:51
SPEAKER_00: They've got to know that they're not performing up to what's required for that position.
12:58
SPEAKER_00: And they still just act oblivious to it when you finally address it.
13:04
SPEAKER_01: And that that's probably just their emotions of like, I didn't know, right?
13:08
SPEAKER_01: But they do know.
13:10
SPEAKER_01: And that's one of those things.
13:11
SPEAKER_01: And I'll tell you the the tricky thing here, and what what's it not to do, but what you should do, is fear of a tough situation because you try to weigh out all of what might happen.
13:22
SPEAKER_01: What it might do to the day, what it might do to the week, or to the team, or with that person, or with your business business.
13:28
SPEAKER_01: And so oftentimes you just weather that, like, crap, we didn't hit that, or man, they didn't do this, or man, they weren't here on time, or man, they're underperforming here.
13:36
SPEAKER_01: And so you're like, you weigh if I address it versus I don't, and what happens, this is this is wrong, but this is natural.
13:44
SPEAKER_01: What happens is you weather all that and you weather all that until finally you're like, enough is enough, right?
13:50
SPEAKER_01: And so then you have that conversation, and it's probably more stern than you had hoped it would be.
13:55
SPEAKER_01: And it's you start dumping all the problems and all the issues, and then so they're on the other side, they're like, Okay, so I'm awful and I'm underperforming in all these areas.
14:03
SPEAKER_01: So, where do they really go from that?
14:05
SPEAKER_01: And so that that's the downside of overthinking what that conversation needs to be.
14:12
SPEAKER_01: Like every conversation doesn't have to be as heroic and as big and as bold as you think it is.
14:18
SPEAKER_00: The timing aspect of it as well, and and there's a place for this.
14:23
SPEAKER_00: You know, if you need to address a manager, and it just happens to be that the other managers in that department somehow lined up, and one's on vacation and one is their weekend off, and they're the only manager left, and you need performance out of them, and it's something you're really gonna have to peel back the layers and break them down to build them up, it's probably not the time to address that.
14:43
SPEAKER_00: But here's what is dangerous that can happen.
14:46
SPEAKER_00: Let's say you were gonna address them on that Friday about it, but so-and-so and so-and-so's off, and then it comes around Monday, you're really busy with Monday stuff, and then Tuesday comes around as their day off.
14:56
SPEAKER_00: Now it's Wednesday.
14:57
SPEAKER_00: Well, now you're like, man, maybe they kind of got the gist.
15:00
SPEAKER_00: They had a good weekend.
15:02
SPEAKER_00: You know, they did this or that.
15:03
SPEAKER_00: So then you put it to the side, like, hey, it's gonna be okay.
15:06
SPEAKER_00: And then in 30 days or 60 days, it pops back.
15:09
SPEAKER_01: I knew it.
15:10
SPEAKER_00: I should have addressed it.
15:12
SPEAKER_01: So I I don't know when to tell you is the right time in that scenario.
15:16
SPEAKER_01: Like, do you wait until then the day I and I hate this.
15:20
SPEAKER_01: I I absolutely hate this in that exact scenario that they're the only one.
15:23
SPEAKER_01: You need them performing well, you're not gonna stop and coach them during the Super Bowl.
15:27
SPEAKER_01: You're not gonna retrain them, you're just gonna prop them up best you can.
15:30
SPEAKER_01: And stay, I guess I'd say stay super close to them, right?
15:34
SPEAKER_01: So that you can help correct that.
15:36
SPEAKER_01: But then do you wait till the end of the day?
15:38
SPEAKER_01: Like, I hate waiting to the end of the day, but it's better than not addressing it at all.
15:42
SPEAKER_01: It is it's like, man, I don't want to like kick them in the teeth, and so I guess don't kick them in the teeth, but you at least need to be honest with them, and then send them home.
15:50
SPEAKER_01: Like, I don't that's their last core memory about work.
15:54
SPEAKER_01: So it's like, I don't know.
15:56
SPEAKER_01: Somebody else could tell us when's the proper time.
15:58
SPEAKER_00: So, what I do know, what I didn't know, is there's never the perfect time.
16:02
SPEAKER_00: Okay.
16:03
SPEAKER_00: Yeah.
16:03
SPEAKER_00: And there's never the perfect timing.
16:05
SPEAKER_00: But I have seen people mess up where they haven't thought about the the downfall.
16:10
SPEAKER_01: Yeah, that they just see it and address it.
16:12
SPEAKER_01: See it and address it.
16:13
SPEAKER_00: It's it's now I'm gonna this is completely different, but this is gonna relate because this just happened.
16:18
SPEAKER_00: Our our central office, which does amazing work, okay, and they've evolved a whole lot.
16:23
SPEAKER_00: They come out with different reports and different sheets and this and that.
16:27
SPEAKER_00: And and they are now closing the books faster than they ever have.
16:30
SPEAKER_00: And the clean, it's a it's a very well-old machine.
16:34
SPEAKER_00: But they're not in the retail side of it.
16:38
SPEAKER_00: So one of the things that I've noticed, and it happened again, and reminded me I need to readdress it, is their chargeback reports came out on the last day of the month.
16:48
SPEAKER_00: Well, all of our producers, all of our managers and stuff are like, okay, it's the last day of the month, we got to rock, we got a rock.
16:55
SPEAKER_00: And then they get hit with a$15 or a$20,000 chargeback, and it just takes some wind out of your cells.
17:00
SPEAKER_01: Oh, yeah.
17:01
SPEAKER_01: They they've become better and better and better and better about updating those stats.
17:06
SPEAKER_01: Yes.
17:06
SPEAKER_01: But at the same time, it's like a real thing, okay.
17:08
SPEAKER_01: Yesterday we made three steps forward and they just gave us 28 steps backwards, which it's our fault.
17:13
SPEAKER_00: They're just a reporter, but it's like so again, I I say that that's about timing.
17:19
SPEAKER_00: And and they'll know that and they'll be completely okay with it, all right, based upon communication.
17:24
SPEAKER_00: Yeah, but it's the same thing when you're addressing uh an employee, too.
17:28
SPEAKER_00: There's never a perfect time, but you do have to look at what are you in the middle of.
17:33
SPEAKER_00: Yes.
17:33
SPEAKER_00: And that's what a sports team when there's two minutes left, we're not addressing how you relate to practice right then.
17:40
SPEAKER_00: You know what I mean?
17:41
SPEAKER_00: We're not addressing all the fines you've accumulated and you need to pay for.
17:45
SPEAKER_00: We're not addressing how something happened in your marriage or your kid.
17:50
SPEAKER_00: You know what I mean?
17:51
SPEAKER_00: Yeah.
17:52
SPEAKER_00: Like we're playing the game.
17:53
SPEAKER_00: Yes, and then we'll address it.
17:55
SPEAKER_01: Yeah.
17:56
SPEAKER_01: I love this.
17:57
SPEAKER_01: Uh, so we've talked about fear of losing customer, fear of a tough conversation.
18:01
SPEAKER_01: But what you're afraid of losing tells you what you actually value.
18:07
SPEAKER_01: Oh, that's good.
18:08
SPEAKER_01: So it kind of really tells you where your heart is, right?
18:11
SPEAKER_01: Because you're afraid of losing, fear of losing that customer, fear of a tough conversation, fear of I'm not sitting here telling you I'm amazing, right?
18:20
SPEAKER_01: I'll be the first to raise my hand and say I have a lot of faults.
18:22
SPEAKER_01: But me saying I don't want to at five o'clock or at seven o'clock have sit down with a manager and have a conversation about, hey, here's all the things that you are coming short on because I don't want to wreck their weekend.
18:36
SPEAKER_01: Yeah.
18:37
SPEAKER_01: That tells you who you're working with and who you're working for.
18:41
SPEAKER_01: If they're wrecking your day at the end of every day, they don't get jack squat about you.
18:46
SPEAKER_00: Correct.
18:46
SPEAKER_00: That that's right.
18:47
SPEAKER_00: You know, I I want to go back to because this just came to me, Shelby, about you were asking about the timing.
18:53
SPEAKER_00: And I think there there's a question there is let's talk about employees.
18:57
SPEAKER_00: On employees, is it timing to let somebody go like you're done and it's time to part ways?
19:03
SPEAKER_00: Or is it a really tough situation and conversation where you want to grow them but keep them?
19:10
SPEAKER_00: And if you want to grow them and keep them, I would rather do that earlier in the day.
19:15
SPEAKER_00: And the reason I'd rather do it earlier in the day is because then I get to monitor it throughout the day.
19:21
SPEAKER_01: It's it's no different than going to the hospital.
19:23
SPEAKER_01: They give you a whole complete different set of IVs or something.
19:26
SPEAKER_01: Yeah.
19:27
SPEAKER_01: And then they monitor you.
19:28
SPEAKER_01: They do not give you a whole new medication and IVs and say, go home, call me if you have issues.
19:34
SPEAKER_01: No, because they know that something might need to be adjusted.
19:37
SPEAKER_01: That you said, hey, here's a plan.
19:39
SPEAKER_01: Yes.
19:40
SPEAKER_01: And then you get to watch throughout the day, how's their attitude?
19:44
SPEAKER_01: How's their delivery?
19:45
SPEAKER_01: How did they take that?
19:46
SPEAKER_01: Do I need to circle back and say, no, this is normal.
19:49
SPEAKER_01: Yeah.
19:49
SPEAKER_01: I'm going to be in a little bit of pain, or this is normal, this is going to feel different, and let me help you.
19:54
SPEAKER_00: So that those check-ins, now therefore the doctors come around, because usually we're talking about a tough conversation, you know.
20:01
SPEAKER_00: And in order to really get the benefit out of that and to grow, you're going to have to break it down to almost ground level.
20:09
SPEAKER_00: Yeah.
20:09
SPEAKER_00: And there's going to be some feelings, there's going to be some disappointment.
20:12
SPEAKER_00: And then they have to digest and process that before they're ready to take action.
20:17
SPEAKER_00: So then I'll gauge that.
20:18
SPEAKER_00: They'll be in their office, they'll do that through.
20:20
SPEAKER_00: I'm not running right back down to their office to try to unpack it with them because they need the time to process it.
20:25
SPEAKER_00: We all do.
20:26
SPEAKER_00: But then I'm checking back in with them.
20:28
SPEAKER_00: And you can't solve it all for them.
20:29
SPEAKER_00: You can't.
20:30
SPEAKER_00: But that gives you the day then to make sure, like, worst thing you do is hit somebody in the head that you want to keep, okay, right before the end of the day.
20:39
SPEAKER_00: They go home, they call their other buddies on the way home that could add fuel to why maybe they should not work.
20:45
SPEAKER_01: Well, you're never gonna be like, man, your boss is right.
20:49
SPEAKER_01: You know?
20:50
SPEAKER_01: No.
20:50
SPEAKER_01: Oh, Lee.
20:51
SPEAKER_01: So that's one of those things just like what you're afraid of losing tells exactly what you value.
20:56
SPEAKER_01: I love that there.
20:57
SPEAKER_01: Uh reading the message before reacting to the feeling.
20:59
SPEAKER_01: You know, we talked about that a little bit of facts from actual delivery, but uh you know, kind of how you guys read the message before reacting to that feeling.
21:08
SPEAKER_00: And I think if you don't completely understand it, or in your mind, you're like, this could be one of two ways.
21:16
SPEAKER_00: Ask the question.
21:18
SPEAKER_00: Hey, if you don't mind, explain to me a little bit what did you mean by this?
21:22
SPEAKER_01: I I think that generally in this conversation, one that you you need to have tough conversations, but they don't have to just be full-blown judo chop.
21:32
SPEAKER_01: It needs to be a conversation, and oftentimes you have to give them a little bit of benefit of the doubt.
21:37
SPEAKER_01: It's like, hey, explain to me, let's walk through yesterday, explain to me this deal, this scenario, this customer, this phone call, and kind of your side of it, because I want to see what all was going on and how we could unpack this.
21:52
SPEAKER_01: Because then you might get actual facts.
21:54
SPEAKER_01: Now, you're gonna get a little one sided facts, and you might see some more to it, but if you give them the benefit.
22:00
SPEAKER_01: Of the doubt, then you have some facts, and then you can kind of come up with a game plan and work together.
22:06
SPEAKER_02: Anytime I've ever been coaching, and take this analogy of warming up whenever you're running or anything else, if you can ever gauge the situation and warm it up to like you're turning the volume, the intensity level of it up as you captivate and go through with the person, I found it works so much better because if I started off by just talking to you and saying, hey, we need to walk through these couple of things, staying calm, addressing a couple of things.
22:33
SPEAKER_02: As I go to the next, I'm turning it up a little bit.
22:36
SPEAKER_02: And then I get to the last and I'm starting to hammer them pretty hard, but it's nicely putting in there.
22:42
SPEAKER_02: It's much better received.
22:44
SPEAKER_02: I stay calm through the process.
22:47
SPEAKER_02: I don't get wound up and I'm grounded through the entire thing.
22:51
SPEAKER_02: So reading your message, making sure that you are grounded whenever you're going through it.
22:55
SPEAKER_00: I think that's important.
22:56
SPEAKER_00: I think too, if your goal is to keep that employee or keep that customer, before you're ever able to get the green light to coach them or to work out a resolution with a customer, they have to feel heard.
23:11
SPEAKER_00: And if they don't feel heard, they're not going to be open into listening to you.
23:15
SPEAKER_01: Yeah.
23:15
SPEAKER_00: You know, so that allows, you know, that you you just got to ask questions to get them talking.
23:19
SPEAKER_01: Yeah, that and uh let me give you uh the opposite of what you just said.
23:23
SPEAKER_01: If your your game plan is to not keep the customer and it's different customer and employee, an employee, don't overly conversate.
23:31
SPEAKER_01: You're just gonna just move on, paint yourself in a corner you can't get out of, right?
23:35
SPEAKER_02: You're the one that is gonna take more of the brunt and beat in because they don't care.
23:39
SPEAKER_01: Yeah, yeah.
23:39
SPEAKER_01: So uh, you know, if it is what we say, if you give them all the time, tools, and training that they need to be successful for your business, for their area, if you've given them that and if you've given them a warning and if you have documentation, you just need to have a basic and simple conversation.
23:53
SPEAKER_01: It's still hard.
23:54
SPEAKER_01: That will always be hard.
23:55
SPEAKER_01: And it should.
23:56
SPEAKER_01: It should.
23:57
SPEAKER_01: You know, like my dad told me, our dad told me one time is like, hey, the day that that becomes not hard, you gotta look in the mirror and like have you you've lost some of your soul.
24:08
SPEAKER_01: Well then, like I tell my managers that, like, hey, it this is still tough.
24:12
SPEAKER_01: You're affecting someone's life, but they're affecting your life by being here and not doing what they're supposed to do.
24:18
SPEAKER_01: So don't overly let your feelings get involved there, but you don't have to give them all the details and all the stuff.
24:24
SPEAKER_02: Yeah, absolutely.
24:26
SPEAKER_02: Hey, time for a little fun fact quiz.
24:28
SPEAKER_02: When someone steps into leadership, how quickly do they quit or burn out?
24:33
SPEAKER_02: Hmm.
24:34
SPEAKER_01: Wow.
24:35
SPEAKER_01: We've kind of seen it all the way across the board, right?
24:37
SPEAKER_01: Yeah.
24:37
SPEAKER_02: So 33% of new leaders less than one year in their role report they are not confident in their ability to perform.
24:47
SPEAKER_01: 33% one year say they're not confident in their ability to perform.
24:52
SPEAKER_01: So that's that's two things in their coaching.
24:54
SPEAKER_01: Yep.
24:54
SPEAKER_01: They haven't been coached properly of hey, here's what you should resource, here's who you should be around, here's the checks and balances, your 30-day, your six-day, your 90-day, your six month, what we're going over, here's the things work on, here's what's good.
25:06
SPEAKER_01: And then if they don't have those, then they're not going to be confident and they won't rise to what they're supposed to be doing.
25:13
SPEAKER_00: Yeah, and just one of the reasons that is, is because too many people get promoted or put in situations because they were the top performer in the previous position.
25:26
SPEAKER_00: And those that are your top performers don't necessarily mean they'll be your top managers.
25:32
SPEAKER_00: Um, you know, just the the Heisman winner in, you know, in football doesn't all of a sudden get the head coach.
25:39
SPEAKER_02: He's not the best coach because unfortunately what makes them so good is they're extremely selfish.
25:47
SPEAKER_01: Oh yeah.
25:48
SPEAKER_02: Which is good for that channeled in their role they need to be.
25:53
SPEAKER_01: But but yeah, the best horse jockey is not the best horse trainer.
25:56
SPEAKER_01: Not the best horse owner.
25:58
SPEAKER_01: Yes.
25:58
SPEAKER_01: And and yeah, just thinking about and also if you lose somebody by firing or they quit, don't quickly just throw somebody in the hole to say, hey, that's the worst thing you do.
26:11
SPEAKER_01: You need to be slow to hire and quick to fire, right?
26:13
SPEAKER_01: You need to be so they gotta be the right fit.
26:15
SPEAKER_01: You gotta make sure it's the right person, otherwise they're just gonna be in this scenario.
26:19
SPEAKER_00: Yes, absolutely agreed.
26:21
SPEAKER_00: All right, fear is fuel, turning the feeling into forward motion.
26:26
SPEAKER_00: So think about that.
26:29
SPEAKER_00: Why the leaders who admit they're scared often outwork the ones who aren't.
26:35
SPEAKER_01: The biggest thing I see from that right from the get-go is which is super tough, is a man, as a type A, as a leader, as a manager, as somebody over somebody is admitting they don't have it figured out.
26:50
SPEAKER_01: Yes.
26:50
SPEAKER_01: Admitting they don't know the answer.
26:53
SPEAKER_01: You know, so if a me if a leader can admit, hey, I don't have it all figured out, but I'm not stopping there.
27:01
SPEAKER_01: I will figure it out.
27:02
SPEAKER_01: I will go to these people, I will go to the resources, and I'm gonna study this till I'm absolutely confident in why this is the correct decision.
27:12
SPEAKER_01: I I think that's so important there.
27:14
SPEAKER_01: Uh if you can take that fear, make it a fuel because of information.
27:20
SPEAKER_02: Yeah, I think of of going into it that pushes you too on the side of I want to be as knowledgeable as I can for the time that I, if I am called out or if I am questioned in any different scenario, then I'm able to perform and be able to rise to the occasion there.
27:39
SPEAKER_02: There's times definitely I still run into several that I don't know what I'm I'm stepping into or how I need to handle a situation, but I try to be as prepared as I can.
27:50
SPEAKER_02: So the fear of not knowing probably pushes me to work harder to know whenever the situation comes up.
27:57
SPEAKER_01: It should, because on the other side, because it says the one who isn't scared to often that work will outwork the ones who don't.
28:04
SPEAKER_01: So the people who say I do have it figured out, yeah, yeah, yeah, yeah.
28:08
SPEAKER_01: I got it, I got it, I got it, I got it, I got it.
28:10
SPEAKER_01: They often are not humble enough to slow down to say, I probably should figure it out.
28:16
SPEAKER_01: So their the facade that they put out says, I got it figured out, I know how to do it, and then they will not perform because they don't know how.
28:24
SPEAKER_01: So now it looks weird when they ask for help because they assume that they were already level 10 swim accumulate, right?
28:30
SPEAKER_01: When they were just junior.
28:31
SPEAKER_00: Yeah.
28:32
SPEAKER_01: Right?
28:32
SPEAKER_01: As and now they're like, How do I?
28:34
SPEAKER_00: I think both of those are great points y'all brought up.
28:37
SPEAKER_00: Uh a flip side of it, and I'll get y'all's take on this, is there there's two words here I think that relate to each other.
28:44
SPEAKER_00: One's fear and challenging.
28:48
SPEAKER_00: So a lot of times challenges and growth come out of fear.
28:54
SPEAKER_00: A fear of can we actually accomplish that?
28:58
SPEAKER_00: Should we bite this big a bite off?
29:01
SPEAKER_00: And like, okay, I'll take on the challenge and I'm willing to outwork to accomplish that challenge that was driven from fear.
29:10
SPEAKER_00: So if it's channeled in the right way, let's let's take our example here.
29:14
SPEAKER_00: Um, we could have stayed a few years back, we could have just stayed over there on college and we could have continued on our path there without fear of can we actually make that work?
29:28
SPEAKER_00: Dream, goal, but there is some fear of going from 40,000 square feet to 150,000 square feet and from nine acres to twenty-six acres of can we make that compute?
29:43
SPEAKER_00: Yes because somebody hadn't given us this for free.
29:46
SPEAKER_00: No, so that fear turns into a challenge that then fuels our next chapter.
29:53
SPEAKER_01: Yeah, it's it's fight or flight mentality, you know.
29:56
SPEAKER_01: So okay, we made the decision.
29:58
SPEAKER_01: Okay, don't second guess the decision again.
30:00
SPEAKER_01: No, you know, it's not gonna be in a conversation when we're going over expenses, like I knew we shouldn't have ever moved.
30:05
SPEAKER_01: I knew we shouldn't ever have hired this person.
30:08
SPEAKER_01: It's like, no, we made the decision now.
30:10
SPEAKER_01: What adjustments do we need to make?
30:12
SPEAKER_01: Performance goals, expense control goals, whatever it may be, but that the fear has made you do that and now figure out how to make it work.
30:20
SPEAKER_00: If your many people have talked about this out there, if if your goals don't scare you a little bit, don't have a little fear, they're not big enough.
30:28
SPEAKER_00: No.
30:29
SPEAKER_00: You know, and when you think about like the the first time you signed up for an Iron Man, was there a fear of I might not be able to accomplish this?
30:39
SPEAKER_01: Oh, no doubt about it.
30:40
SPEAKER_01: And so that fear turned into fuel that I could not miss a workout.
30:45
SPEAKER_01: Like, yeah, you know, because then I trust in someone was like, hey, tell me what I need to do to be able to conquer.
30:50
SPEAKER_01: And it was someone that had already been there, right?
30:52
SPEAKER_01: I was asking someone who had already accomplished something and said, Hey, what do I need to do?
30:57
SPEAKER_01: I need you to coach me so that I will be prepared.
31:00
SPEAKER_01: And I know you don't know what I'll do on race day, but I will be prepared to cover the distance.
31:04
SPEAKER_01: And then I get to decide how quickly I do that.
31:07
SPEAKER_00: But that came out of fear.
31:08
SPEAKER_00: Oh, yeah, to be able to accomplish the challenge.
31:10
SPEAKER_01: Yeah, it's like I had to jump in, signed up, it's like, whoo, okay.
31:14
SPEAKER_01: Yep.
31:14
SPEAKER_01: And so then I was like, all right, I better find somebody who's been here and done this.
31:17
SPEAKER_01: And they said, Okay, you do this.
31:18
SPEAKER_01: I said, Okay, if I do everything you tell me to do, go, I'll be good.
31:21
SPEAKER_01: And they said, Yep.
31:21
SPEAKER_01: And so then every day, feel like it or not, I was like, okay, got to go swim 4,000 meters.
31:26
SPEAKER_01: All right, gotta go bike 30 miles, and I gotta run six miles.
31:30
SPEAKER_01: Like, okay.
31:31
SPEAKER_01: And you just lock in because of the fear and that commitment.
31:35
SPEAKER_01: And then on the day of, it's your victory line.
31:37
SPEAKER_01: That's right.
31:37
SPEAKER_01: Because you've done it, but the fear will push you there.
31:39
SPEAKER_00: Yeah, because you've put all the work into it.
31:42
SPEAKER_00: Yeah, you really have.
31:43
SPEAKER_00: You know, so and we already talked about this a little bit, but channeling fear into urgency without spiraling into a panic.
31:49
SPEAKER_01: There's two different things there.
31:51
SPEAKER_00: You're flipping a chapter.
31:52
SPEAKER_00: The fear helps you to identify something you'd like to achieve, especially type A personality.
32:01
SPEAKER_00: But then once it moves over to the chapter of challenge, you seek those that have been there before to help you put the game plan together.
32:10
SPEAKER_00: And and then you never go back to the fear.
32:12
SPEAKER_00: Nope.
32:13
SPEAKER_00: You focus on what the game plan is to accomplish the challenge.
32:17
SPEAKER_00: And you don't live in this.
32:19
SPEAKER_00: We've already made the decision, we've already bit this off.
32:22
SPEAKER_00: We can't move back across town and turn it back into the bank.
32:25
SPEAKER_00: No, I didn't commit it.
32:27
SPEAKER_00: Well, you're like you're committed.
32:28
SPEAKER_00: So then once you commit, don't go back to that fear stage.
32:32
SPEAKER_00: There's no reason to.
32:34
SPEAKER_01: And there, and there's and people do that all the time.
32:37
SPEAKER_01: The other thing that they do all the time is they don't take responsibility like it's their own.
32:41
SPEAKER_01: And there's nothing that irks me more than saying, I knew we should have never done this.
32:45
SPEAKER_01: You know, like you hear in marriages, I knew we should have never got married.
32:48
SPEAKER_01: It's like, you're married, figure it out.
32:50
SPEAKER_01: Yeah, right.
32:51
SPEAKER_01: Like you've committed to it, now figure it out.
32:53
SPEAKER_01: Stop pointing at what you should have should have done.
32:55
SPEAKER_01: And second is this is all your fault.
32:58
SPEAKER_01: And it's like, it might be, but if you can quickly remove that, I mean, they're already underwater, anyways.
33:05
SPEAKER_01: They're not performing.
33:06
SPEAKER_01: I'm not saying you suck, this is all your fault.
33:09
SPEAKER_01: I'm saying, hey, we have a huge opportunity, and I'm teamed up with you.
33:13
SPEAKER_01: How do we make this work?
33:15
SPEAKER_00: Yeah.
33:15
SPEAKER_01: How do we get to X amount of number per hour?
33:18
SPEAKER_00: I struggle with normal people trying to coach people a third and fourth time on something we've already discussed and agreed upon.
33:30
SPEAKER_01: Because it's so simple and easy in our minds and your minds.
33:33
SPEAKER_00: And I'm like, we've already decided what to do here.
33:36
SPEAKER_00: You've only given the game plan one and a half days to actually work.
33:40
SPEAKER_00: It's not gonna happen overnight.
33:43
SPEAKER_00: Stay consistent.
33:44
SPEAKER_00: Now, if there's something about the game plan you see that needs to be adjusted, or you've hit some roadbox, let's spend our time and energy there and not back on the fear of should we have done this?
33:55
SPEAKER_01: You know, and talking about that, because I I like to talk real, um, of just understanding that and giving something time to actually marinate and cook and the process.
34:06
SPEAKER_01: We work super hard to coach and counsel in the moment, right?
34:11
SPEAKER_01: As we see it, when it's the right time.
34:14
SPEAKER_01: And so we had a sales professional, we had a good handful last month, didn't hit their goals.
34:18
SPEAKER_01: So then we sit down one-on-one.
34:21
SPEAKER_01: Hey, what were the things that got in our way that kept us from hitting our goals?
34:24
SPEAKER_01: Did we hit our activities?
34:25
SPEAKER_01: Did we schedule our appointments?
34:27
SPEAKER_01: We break that down.
34:28
SPEAKER_01: Well, one of the guys started packing his stuff.
34:31
SPEAKER_01: Yeah.
34:31
SPEAKER_01: After we had that conversation, and some people just can't open up to maybe they didn't do it right or maybe they didn't listen.
34:39
SPEAKER_01: And so you started packing their stuff.
34:41
SPEAKER_01: And they said, Well, you put me on probation.
34:42
SPEAKER_01: It's like, well, hang on, if you're worth keeping, and I think you are, yeah, they are invested enough to have that tough conversation, saying they believe in you.
34:51
SPEAKER_01: Here's what we need to do, and we're gonna have to lock in for 30 days.
34:54
SPEAKER_01: And so then it's like, stop packing your stuff up, like you're making a scene, like lock in.
35:00
SPEAKER_01: And so then that person has a conversation with Taylor in person and then on the phone for 30 to 45 minutes.
35:07
SPEAKER_01: Well, then I get a text message yesterday from the same person says, Hey, are you off today?
35:12
SPEAKER_01: And I said, Yes.
35:15
SPEAKER_01: My conversations are very short via text, especially on my day off.
35:17
SPEAKER_01: It's like, okay, well, I'd like to talk.
35:19
SPEAKER_01: I said, Yes, I'm off today.
35:21
SPEAKER_01: I'll convene you tomorrow.
35:22
SPEAKER_01: And so he's like, Hey, when you've got some time, I'd like to sit down and talk.
35:25
SPEAKER_01: And so my message is is this have anything to do with the conversation you've already had with this manager, this manager, and this manager?
35:32
SPEAKER_01: Yes.
35:32
SPEAKER_01: Why are you trying to get different results from a different person when they've already given the time and it's less than 24 hours or 48 hours since you've initially had that first conversation?
35:41
SPEAKER_01: Absolutely.
35:41
SPEAKER_02: Kind of goes back to Matt's thing of talking, the people just want to ask you to ask you.
35:46
SPEAKER_02: They're not asking you to then put the results into place.
35:51
SPEAKER_02: It's where you talk about giving advice to people, but you love giving advice until you see they're just like already talking about something else whenever you give them advice.
36:00
SPEAKER_02: You're done at that point.
36:01
SPEAKER_00: That's absolutely you know.
36:03
SPEAKER_00: So the deadlines, the stakes, and the accountability, they they really turn fear into output.
36:10
SPEAKER_00: You know, we see that happen on the last day of the month.
36:13
SPEAKER_01: Every single time.
36:14
SPEAKER_01: Finally, just fix the and that's the biggest thing we challenge is like, hey, you close so many tickets in service, you you closed so many ROs here, and you you sold so many cars in this.
36:27
SPEAKER_01: What if we stuck?
36:28
SPEAKER_01: Die sack that.
36:28
SPEAKER_01: Why can't we start like that on day 13 with that uh, you know, on day three?
36:32
SPEAKER_00: It's like well, look at how many, how much production and sports happens in basketball in the last 60 seconds.
36:41
SPEAKER_00: Oh, yeah, football in the last two years.
36:43
SPEAKER_00: It builds the intensity and says fight or floor.
36:46
SPEAKER_00: So the output's higher.
36:47
SPEAKER_00: Okay, you know, they're moving quicker, they're calling the plays faster, they're getting in the positions, they're getting the ball back on turnover, they're executing faster because it's the deadline.
36:57
SPEAKER_02: It's procrastination and it happens in every single field.
37:00
SPEAKER_02: They continue to push it down until the time they're comfortable with in their mind.
37:06
SPEAKER_02: So if it's in sales and ours, they're like, you know what?
37:09
SPEAKER_02: Last three or four days I can put together five to ten car deals.
37:12
SPEAKER_02: Like, why would you not?
37:13
SPEAKER_02: You've only done two so far.
37:15
SPEAKER_00: What makes you think you can do that?
37:17
SPEAKER_00: And and I'll be honest with you, I perform better under pressure.
37:21
SPEAKER_00: Right.
37:21
SPEAKER_00: And a lot of Type A personality people do.
37:24
SPEAKER_00: Like, if it's just normal and like easy to knock it off in a day and this and that, I'd rather like feel like like I'm just right on the edge of like it's the red limiter.
37:35
SPEAKER_00: What can I get all this?
37:36
SPEAKER_00: I just feed off of it.
37:38
SPEAKER_00: And I remind myself that of like, okay, but every situation doesn't need to be like that.
37:43
SPEAKER_01: Every situation, every person can't.
37:45
SPEAKER_01: But then you reframe that, you know, like so.
37:47
SPEAKER_01: I would challenge you, is like, what if you put that intensity on day one?
37:53
SPEAKER_01: And then you could do that intensity for a whole different project.
37:56
SPEAKER_01: Sure, day two and day three.
37:57
SPEAKER_01: And so then actually, when that flight is, you know, they always laugh at us.
38:01
SPEAKER_01: It's like, when did you book your flight yesterday?
38:03
SPEAKER_01: It's like, yeah.
38:04
SPEAKER_01: It's like, did you get to the airport super early?
38:06
SPEAKER_01: It's like, no, I was there two minutes early.
38:07
SPEAKER_01: I'm like, and sometimes it was called right.
38:10
SPEAKER_01: Sometimes that'll get you.
38:11
SPEAKER_01: And so it's like, what if you and so then that's what you would tell a Taipei mentality.
38:16
SPEAKER_01: It's like, hmm, okay, that intensity that, and so then that's where we get our KPIs to show every single day with every single person what's expected of you.
38:25
SPEAKER_01: How did you do on that yesterday?
38:27
SPEAKER_00: That makes sure that we're on the flight plan.
38:29
SPEAKER_00: We have the flight plan, but we're tracking on it.
38:31
SPEAKER_00: Yeah, just like a couple episodes ago when we talked about if you're just one degree off, yeah, you'll be in a totally different state.
38:37
SPEAKER_00: Tell me you get to LA.
38:38
SPEAKER_00: Uh that that's why you need that accountability.
38:41
SPEAKER_01: Yeah, I think that's big there.
38:42
SPEAKER_01: All right, automatic fun fact quiz of the week.
38:45
SPEAKER_01: How long does it take before someone actually steps into a leadership role?
38:50
SPEAKER_00: Um, and I don't know if they're asking age-wise there on development of time, like what you're talking about age.
38:57
SPEAKER_00: I would say Wow, I think that's broad, because you see people in their 20s.
39:03
SPEAKER_00: I but I but I think the magic really starts to happen.
39:06
SPEAKER_00: And I can't speak after my age yet.
39:10
SPEAKER_00: Um, but the development of really being a solid leader and not just a want and think you know, starts happening mid-30s into your 40s.
39:21
SPEAKER_01: Yeah.
39:22
SPEAKER_01: I I think that's the important part.
39:23
SPEAKER_01: Being the role, in the role, you know, talking yourself into a role, you can do that as early as you have the stretches and the words to say it.
39:32
SPEAKER_01: Sure.
39:32
SPEAKER_01: But then having the wisdom to properly dissect what we've talked about from the last 87 episodes of slow on your decisions, da da da, it takes more time.
39:43
SPEAKER_00: And because I think, you know, when you ask the question that a lot of people get asked, what would you tell yourself in your 20s that you know now?
39:50
SPEAKER_00: And and all of us were in leadership role in our 20s.
39:54
SPEAKER_00: And at that point in time, you're full of piss and vinegar and you have all the answers and da-da-da-da-da-da-da.
39:59
SPEAKER_00: But I mean, I look back on myself, just like you guys would say, and like, yes, I would have had more patience there.
40:04
SPEAKER_00: Yes, I would have asked more questions.
40:06
SPEAKER_00: And most of us would say, Wait, I acted out of emotions too often.
40:09
SPEAKER_00: Oh, yeah.
40:10
SPEAKER_01: Um, yeah.
40:11
SPEAKER_01: So according to DDI, uh, the average age for a first-time manager is 36.
40:16
SPEAKER_01: Okay.
40:17
SPEAKER_01: Most first-time managers are between the ages of 25 to 38.
40:20
SPEAKER_01: Okay.
40:21
SPEAKER_01: Uh, but people may step into the first-time leadership job as young as 16 or as late in careers as age 69.
40:27
SPEAKER_01: So all the way across the board, but with a median average of about 36.
40:31
SPEAKER_02: You're a fact right there just went across the board.
40:34
SPEAKER_02: Then you gotta think politically is gonna be like of a uh fast food chain restaurant.
40:39
SPEAKER_02: You've got somebody that actually like you're looking for someone that shows up on time and can actually hold people like somewhat accountable.
40:46
SPEAKER_02: There's just different levels.
40:47
SPEAKER_00: There's there's different levels there, and one's more of a supervisor, and you're just managing the activities, or are you actually in coaching and developer?
40:56
SPEAKER_01: There's different phases, like totally different phases, and and that's why they have different level managers.
41:01
SPEAKER_02: There is so fear is a weapon, uh, pointing in the right targets, because it can be bottled up, ready to rock, and you shoot it completely way off radar.
41:13
SPEAKER_02: So pointing uh your fear at complacency, irrelevance, and standing still.
41:18
SPEAKER_00: We started to talk about this a minute ago, and I'm glad the subject came up because you you have an option.
41:24
SPEAKER_00: You don't really have an option of if fear is gonna creep in about this.
41:28
SPEAKER_00: The option you have is how are you gonna channel that?
41:30
SPEAKER_00: And so some people like us talking, then channel that into a challenge and put a game plan in place to achieve it.
41:39
SPEAKER_00: Yeah, and the fear is I'm not gonna fail at this.
41:44
SPEAKER_00: Other people take the fear and it goes the total 180 of, well, what about this?
41:51
SPEAKER_00: And what if this happened?
41:52
SPEAKER_01: Or I'm gonna start packing my stuff in my box.
41:55
SPEAKER_01: Yeah.
41:55
SPEAKER_01: Like, hey, when we get to this end of this month and we didn't hit it, I knew it.
41:58
SPEAKER_01: They didn't discount enough, they didn't spend enough money on advertising, they didn't have enough leads, they didn't have enough inventory.
42:03
SPEAKER_00: Pointing.
42:04
SPEAKER_00: Or with your family, like, you know, if if something on a sports team or a teacher or this or that didn't go the way you want it, it's like, well, we just gotta pack up and do this and do that.
42:14
SPEAKER_00: And it's like, well, hang on.
42:15
SPEAKER_01: Yeah, it's like I knew it.
42:17
SPEAKER_01: These kids didn't show up to practice, these parents were overcoaching me, and I'm the coach.
42:21
SPEAKER_01: It's like, hold on, partner, yeah, like hey, here's where we are.
42:24
SPEAKER_01: Like, I hate that in all these these sports, and I I can't coach because of my time committed here, verse.
42:30
SPEAKER_01: A lot of them, I don't have all the knowledge that I should be coaching, right?
42:33
SPEAKER_01: But so I'm not sitting over there armchair quarterbacking all these people, but a lot of them are, and I'm just like, whoa, hold up.
42:39
SPEAKER_01: You saw the signs where you could have been a coach, and now you're not, so you need to shut your mouth and let him run it.
42:44
SPEAKER_01: Yeah, yeah.
42:45
SPEAKER_01: And at the end of the season, whatever happened, happened.
42:47
SPEAKER_01: And how did you coach your kid between this practice and that practice?
42:51
SPEAKER_01: Did you help?
42:52
SPEAKER_00: I think the other point, too, and that we're talking about kids, is you know, whatever your kids are exposed to, and I'm talking about like one-off situations.
43:00
SPEAKER_00: I'm not talking about something repeating itself, but one-off situations.
43:04
SPEAKER_00: If you remove your kid every time that a teacher brings up something that might be right, might be wrong, a coach or didn't make this, didn't make that, didn't get an award, whatever it may be, that's gonna happen in life.
43:17
SPEAKER_01: So you're setting them up that you can just remove, just remove, just quit, just go to something else.
43:22
SPEAKER_01: That drives me nuts.
43:23
SPEAKER_01: That that is that those are life lessons.
43:25
SPEAKER_00: They are like, and we have the most amazing culture there is uh in our business.
43:30
SPEAKER_00: We really do.
43:31
SPEAKER_00: And we're here, but it's not linear uphill.
43:35
SPEAKER_00: We've got good days, we've got tough days.
43:37
SPEAKER_00: We've got inventory that's not here, we've got issues that go on.
43:41
SPEAKER_00: If you don't teach yourself how to bridge the gap between the peaks and the valleys and life, it will eat your watch.
43:49
SPEAKER_01: Those are the biggest conversations that I have to have with my kids, with some of my leaders.
43:53
SPEAKER_01: It's like, look, I know you're not having fun with this, and it's because you're not applying the effort, I know you.
44:00
SPEAKER_01: You can because you're not getting the playing time, which is just making it worse for you.
44:04
SPEAKER_01: Yeah.
44:05
SPEAKER_01: And I know you're mad at the coach, and the coach is not a bad person.
44:08
SPEAKER_01: Whether I think they are aren't, I am going to side with that coach because I signed up with that coach for my kids.
44:14
SPEAKER_01: The worst thing you could do is put a divider and say, your teacher hates you, they're a Democrat, they're a Republican, you know, whatever it is.
44:22
SPEAKER_01: And it's like, why would you build that wall?
44:24
SPEAKER_01: I'm gonna say, look, you have an opportunity.
44:27
SPEAKER_01: And at this point, people should be fed up with the idea that I say opportunities.
44:30
SPEAKER_01: Like you have an opportunity to prove yourself and you have nothing to lose.
44:34
SPEAKER_01: So because they're rarely going to play you.
44:36
SPEAKER_01: But if you do get to play, you got to go out that's fully Barry Sanders, yeah, like the best of the best, and just run over somebody.
44:44
SPEAKER_01: Sell out.
44:45
SPEAKER_01: And they're like, Well, they tell me that we don't tackle during practice.
44:48
SPEAKER_01: Like, what are they gonna do?
44:49
SPEAKER_01: Not play you more?
44:50
SPEAKER_01: Yeah.
44:50
SPEAKER_01: And so they don't play you anyways.
44:52
SPEAKER_01: I said, so if you can get a solid tackle when you're on the C team, because you have a poor attitude, that's your choice.
44:59
SPEAKER_01: But you got to go out there and so you gotta be aligned with that.
45:02
SPEAKER_01: Like, hey, buddy, you signed up for it at the end of the season after you've showed up to every practice and played or sat on the bench for every single game, then we'll re-evalue, but you cannot quit now.
45:12
SPEAKER_01: You've signed up for this and you'll have a thousand chances in life to quit.
45:16
SPEAKER_01: And right now defines how quickly do you want to decide do I quit or quit or do I stay?
45:21
SPEAKER_00: You know, I would say 99% of the conversations we've had in 87 episodes all come down to not letting your emotions get involved and diverting your energy on what you can actually control.
45:33
SPEAKER_00: Yes.
45:34
SPEAKER_00: You know, no different than any of this.
45:35
SPEAKER_00: The reason we talk about kids there is is hopefully to give you guys some, not that we're expert parents, but to to let you know of like whatever you're teaching your kid, whatever you're helping them walk through life situations today in second grade or tenth grade or ninth grade will spill over into them in life.
45:54
SPEAKER_01: It's it's so much.
45:56
SPEAKER_01: So, I mean, how much did you learn and then playing football and playing?
46:01
SPEAKER_01: I mean, none of us were going to be all pro, right?
46:04
SPEAKER_01: But we gave it our all.
46:05
SPEAKER_01: We understood we need to be there on time, we need to give it full effort, and we amounted to whatever we amounted to, but you had and it taught you life lessons of discipline and working hard and showing up and keeping your words on the days you don't want to.
46:18
SPEAKER_01: Oh, yeah, and the days when you're not winning, and it's really hot and uh all the stuff.
46:23
SPEAKER_02: Because everyone always asks, I love this, and I get asked a lot, how is your demeanor that way, or how do you handle this, or how are you so calm, or how and it all stems from learning from each other, from our dad, from work ethic, from getting into it.
46:40
SPEAKER_02: It didn't happen with one small, like, hey Matt, do this one thing in your career.
46:47
SPEAKER_02: Now that was guidance of hey, maybe go in this one area, but it's not one thing, it's not one thing ever that makes all the difference.
46:55
SPEAKER_00: I mean, one time growing up, did you ever have dad say, get in a car, we're going to talk to the coach.
47:01
SPEAKER_01: Oh no.
47:02
SPEAKER_01: There was never, oh my gosh, like there was never he was aligned with the decision whether it was good or bad.
47:08
SPEAKER_01: But I have to work harder.
47:09
SPEAKER_01: You need to work harder.
47:10
SPEAKER_01: Here's the opportunity.
47:11
SPEAKER_01: But I think in these days, like the feelings or the helicopters and the feelings are so bad.
47:17
SPEAKER_01: It's like, oh, well, you're on this team.
47:19
SPEAKER_01: And then the teach the parents, like, oh, I know that I'm on the PTO with that person.
47:24
SPEAKER_01: I'm gonna call them and ain't no way my kid's gonna be.
47:26
SPEAKER_01: I'm like, no, no, no, that's the one they were put in.
47:28
SPEAKER_01: This is gonna teach them diversity, this is gonna teach them how to rise above.
47:32
SPEAKER_01: What are we doing?
47:33
SPEAKER_00: But never was that or or mom said, Hey, we're gonna go talk to the principal, and that, you know, that teacher will let you really think that's what's but it's my fault.
47:40
SPEAKER_00: No, what when they said the principal said, Hey, let's get your dad involved, he came up and paddled me my himself, you know.
47:47
SPEAKER_00: So they were aligned, and I was like, I better control what I can control.
47:52
SPEAKER_00: And I know we're getting off subject here, it's just real life, but it's real life, and it's it's so much simpler than people make it out to be.
47:59
SPEAKER_00: And it's like, take your energy in the 24 hour God gives you every single day, and today stands on its own, and don't worry about tomorrow and the energy you have today on what you can control.
48:16
SPEAKER_02: That's it.
48:17
SPEAKER_02: That's it.
48:18
SPEAKER_02: I I laugh about and I I won't say this distinctify one certain topic.
48:24
SPEAKER_02: I won't even go there because it's good, it's uh it informative.
48:29
SPEAKER_02: I'll leave it at that.
48:30
SPEAKER_02: But don't sit there and dwell about if I get in a car crash today, if my arm gets cut off, if I have a terminal illness, if I have anything else, all of that can happen.
48:41
SPEAKER_02: You can have no one show up for your business today.
48:44
SPEAKER_02: You can have no customers, you can have the worst thing happen.
48:47
SPEAKER_02: If you sit there and worry all day long about what could happen, you're gonna miss all the opportunities that are coming towards you.
48:53
SPEAKER_01: Yeah, the sweet lady that just walked in her front door needs a little bit of help.
48:56
SPEAKER_01: Yeah.
48:56
SPEAKER_01: The person who's just sending in a leader, the person who called on the phone, you're gonna you're not gonna be your best version.
49:02
SPEAKER_01: By you, I mean your entire team because you're you're stressed out about yesterday or tomorrow instead of today.
49:09
SPEAKER_01: I can control my attitude, then I'm a positive influence on people, and I'm gonna treat people how I want to be treated.
49:15
SPEAKER_00: Yeah.
49:16
SPEAKER_00: And more people, whether you know it or not, and I don't care what your position you're in, I don't care if you're the janitor or if you're the head maintenance person or you're the CEO.
49:25
SPEAKER_00: More people watch what you're doing and you influence more people than you'll ever know.
49:30
SPEAKER_01: Let me point this out to you because the other day, and all I could do is laugh.
49:34
SPEAKER_01: All I could do is laugh.
49:35
SPEAKER_01: I I'd like to think I work decently hard and I make sure that I'm uh presentable and ready to go, right?
49:40
SPEAKER_01: Yeah, I try.
49:41
SPEAKER_01: Um and I fail.
49:42
SPEAKER_01: I'm human.
49:43
SPEAKER_01: I apologize, it's my fault.
49:44
SPEAKER_01: I'll work better on it tomorrow.
49:46
SPEAKER_01: But the other day we were talking about well, one of our lot porters that helps us uh make sure our lot's ready, and it's a lot, right?
49:52
SPEAKER_01: We got$39 million worth of inventory and we have a bunch of people, but it's like, hey, somebody get with this guy.
49:57
SPEAKER_01: And by somebody I meant the manager, and tomorrow, let's make sure he's ready to go.
50:00
SPEAKER_01: He understands when he's supposed to be here.
50:02
SPEAKER_01: I mean, he's a recent graduate, so we get it, right?
50:05
SPEAKER_01: He's freaking life out.
50:06
SPEAKER_01: When he's supposed to be here, make sure his shirt's tucked in, he's ready to go.
50:09
SPEAKER_01: And one of the guys was just so bold and I love it, was like, no, he's not gonna tuck his shirt in.
50:14
SPEAKER_01: And I said, Well, tell me why not?
50:16
SPEAKER_01: He said, because one time he saw you with your shirt untucked, and so he said, if it's okay that you don't have your shirt tucked in.
50:22
SPEAKER_01: Now you guys know me.
50:23
SPEAKER_01: Do you see me with my shirt on tucked?
50:24
SPEAKER_01: No, it's normally but see but probably nine o'clock.
50:27
SPEAKER_01: I could say one.
50:28
SPEAKER_01: I was moving something and maybe moving a fridge from one part by myself.
50:31
SPEAKER_01: And I apologize, I should have had my hair waxed over and my suspenders tucked in my underwear.
50:38
SPEAKER_01: Like, and I do apologize.
50:40
SPEAKER_01: I make mistakes and I did, and I take responsibility.
50:43
SPEAKER_01: But probably when I was done, I wiped the dirt off my clothes.
50:46
SPEAKER_01: I'd run random pants.
50:47
SPEAKER_01: I'd already ripped my pants.
50:48
SPEAKER_01: Yeah, yeah, yeah.
50:49
SPEAKER_01: And so then I went to Walmart, got some new pants, and tucked it back in.
50:52
SPEAKER_01: But you saying that people are paying attention, they just look for one angle.
50:56
SPEAKER_01: And so now every day his shirts never tucked in.
50:59
SPEAKER_01: He says, I saw Shelby one time with his shirt on top.
51:01
SPEAKER_00: On the flip side, then that's a good point.
51:04
SPEAKER_00: On the flip side, you know, I can resonate with what Taylor's saying when he when people ask him how he stayed so calm.
51:11
SPEAKER_00: So what you don't know is there's other people that lose their crap out there, and then they see you being calm, and they may never say anything to you, but they're like, dang, if that guy can be calm with how much more he has responsibility of, and I just lost my crap over the car not being washed fast enough.
51:28
SPEAKER_00: I need to work on myself.
51:30
SPEAKER_02: I I had a manager come to me the other night, and I love this.
51:33
SPEAKER_02: I loved it because it finally it started to click, and he's later later in his career, uh, and have been working in the same career for a long time, and they've been around me for a couple of years now, and had a service customer, not even his customer, but one of our customers, hot to try.
51:49
SPEAKER_02: We didn't go over the total amount, it was double what it was supposed to be.
51:54
SPEAKER_02: And he said, Taylor, it was a terrible situation.
51:56
SPEAKER_02: He's like, But I just listened.
51:58
SPEAKER_02: Like, like you told me, I just listened, and he got to the end of it, and I just listened some more.
52:03
SPEAKER_02: And he finally calmed down and was like, Thank you so much for listening.
52:07
SPEAKER_02: And we figured out a solution and we moved forward.
52:09
SPEAKER_02: He's like, I just you know it works, but I just want to tell you it worked.
52:13
SPEAKER_02: And he said, and guess what?
52:14
SPEAKER_02: I didn't get near as mad during the situation.
52:16
SPEAKER_02: So you love to start seeing whenever, because yeah, the flip side, it does not happen.
52:22
SPEAKER_00: You know, and then you know, on another side, I'll have multiple people tell me they're like, I don't I can't even fathom how you do it with so much responsibility and so much pressure.
52:33
SPEAKER_00: And how do you figure out how to not be so stressed and this and that?
52:38
SPEAKER_00: And then I get to pour back on them and and and tell them about ranking what's most important, not let your emotions get involved.
52:45
SPEAKER_00: And the main thing needs to stay the main thing.
52:47
SPEAKER_00: And are you doing the most productive thing right now?
52:49
SPEAKER_00: And I said, and then and then you'll be able to do it all.
52:52
SPEAKER_00: So then that challenges them.
52:53
SPEAKER_00: Yeah.
52:53
SPEAKER_00: So, you know, whether it's it's the way of the shirt, like you're talking about, you know, or or the being calm or the stress part, you get to influence people, and this goes back to whole other episodes.
53:05
SPEAKER_00: You set the culture that people can either rise up to and be successful, or you create this watering hole of fear and doubt that then everybody talks about because it's okay to talk about you know, your your place of business should not be a therapy session.
53:23
SPEAKER_02: No, I love that.
53:24
SPEAKER_01: And that kind of states back to creating healthy fear inside your team without breeding just that anxiety that just completely just I think that's good because that allows them to realize that there's a crazy high goal and there's a crazy high expectation, but it's not like uh crapper get off the pot.
53:42
SPEAKER_01: Yeah.
53:43
SPEAKER_01: You know, it's like, no, we're you know, we perfectionist goal, but excellence will be tolerated.
53:47
SPEAKER_01: It's like, no, we're we're gonna break records and we're gonna push extremely hard, but it's not gonna be uh or else situation.
53:54
SPEAKER_01: That's right.
53:55
SPEAKER_01: You know?
53:56
SPEAKER_01: That's right.
53:56
SPEAKER_01: So that I think that's a big there of realizing how to use fear as a weapon.
54:00
SPEAKER_00: All right, frequently asked questions, and I'll jump on this first, even though I'm reading it, and then you can guys can go from there.
54:05
SPEAKER_00: I said, when did you step into leadership in automotive?
54:08
SPEAKER_00: Um, mine came pretty quick after college.
54:10
SPEAKER_00: I was in finance first for a while, so I'm not gonna call that exactly leadership because I didn't have very many people underneath me.
54:16
SPEAKER_00: I got to influence, but didn't have people in.
54:18
SPEAKER_00: But when I got into the sales manager role, which was my early 20s, uh, 23, 24, um, and I won't unpack all this.
54:25
SPEAKER_00: I hadn't earned any of my stripes at that point in time.
54:29
SPEAKER_00: I didn't have any track record of helping anybody be successful, had plenty of knowledge, had awards, had degrees, had this, had that, but actual proof in the pudding.
54:38
SPEAKER_00: And the way I was able to be successful there is to find the person with the loudest voice in the sales department and help them win.
54:47
SPEAKER_00: Yeah.
54:47
SPEAKER_00: Because once I could do that, and the guy's name was Tommy at that point, Tom, I won't tell you his last name.
54:51
SPEAKER_00: Uh, he was kind of a codger, you know what I mean?
54:54
SPEAKER_00: And if I could help him win, and I did, so that's all I focused on, not telling him what I knew, but just helping him be more successful and he broke records, then it would spread to everybody else the proof, and I started earning stripes.
55:07
SPEAKER_01: Just proof of concept, that is.
55:08
SPEAKER_01: Right.
55:09
SPEAKER_01: Um, so I uh I worked four years during summers uh during college.
55:14
SPEAKER_01: So and parts and sales and service and uh just throughout all the areas.
55:19
SPEAKER_01: But when I graduated, um I took over I say took over, we didn't really overly have a role as inventory manager at one of the stores.
55:29
SPEAKER_01: Um I g I wasn't over anybody at that point, but I was over processes and the vehicles.
55:35
SPEAKER_01: Um and so that was kind of my first giving direction to people of hey, here's what we need to do.
55:40
SPEAKER_01: And so I had to learn it the same way and had to learn to talk with actions, not words.
55:45
SPEAKER_01: Uh you know, that was a big thing.
55:47
SPEAKER_01: And um in my as good as I am now, no way, right?
55:51
SPEAKER_01: But I had to learn with wisdom and then kind of grew from there.
55:53
SPEAKER_01: Yeah.
55:55
SPEAKER_02: In in my uh mid to late twenties is when I got into it after kind of going through there and I I realized the biggest deal about it.
56:02
SPEAKER_02: I needed to get in there and really prove that's where I saw value of of of how I brought things this to solutions and situations and diving into there.
56:13
SPEAKER_02: And majority of people that have worked with me have figured that out of handling situations correctly and being able to roll through there.
56:19
SPEAKER_02: So that's where I was able to really grow and be able to dive into it there.
56:24
SPEAKER_00: So yeah, I think a common theme you'd find between all three of us, and and again, this was we weren't born with this, but it was this was taught to us because of the culture we were in.
56:34
SPEAKER_00: We didn't know any different.
56:35
SPEAKER_00: Yeah.
56:35
SPEAKER_00: Whether it was at work or it was at home, and it's being solution-based, let your actions speak louder than your words, you know, be humble, don't just be running your mouth.
56:45
SPEAKER_00: Yeah, we've we've never seen dad just tell people to do stuff just because of his position.
56:51
SPEAKER_00: Um, and and actually put the fruit in on helping others be successful, you know, and then and then all the rest of it grow.
56:57
SPEAKER_00: Hey, great episode today of episode 87.
57:01
SPEAKER_00: 87.
57:01
SPEAKER_00: As always, check out our inventory at lossuperstore.com where you'll find out that maverick.
57:06
SPEAKER_00: How many of those did you say we had again?
57:08
SPEAKER_01: There was over 15 or 17 under 30 grams.
57:11
SPEAKER_00: Okay.
57:11
SPEAKER_01: 76.
57:12
SPEAKER_01: The total 70 plus on the ground.
57:14
SPEAKER_00: Those things have been hard to get.
57:15
SPEAKER_00: So check those out at lossuperstore.com as well as all of our new and pre-owned vehicles.
57:20
SPEAKER_00: And then this episode and 86 more at Crossroad Conversations Podcast.com.
57:26
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58:10
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58:14
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58:18
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58:21
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58:22
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58:26
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