Latest / Crossroad Conversations with the Lewis Brothers / Ep 99 "Two Years of Talking. Here's What Actually Stuck"

Transcript

Ep 99 "Two Years of Talking. Here's What Actually Stuck" · Crossroad Conversations with the Lewis Brothers

0:02
SPEAKER_00: Hey everyone, welcome to Crosshair Conversations with the Lewis Brothers, where we aim to share real stories about running a successful family business, working through adversity, and pouring back into the community that keeps our door open.
0:15
SPEAKER_00: We're your hosts, Matt, Shelby, and Taylor, and we bring you relevant local business advice and automotive insights that are sure to change the way you look at running a business.
0:24
SPEAKER_00: And maybe even throw in a plug for you to do business with us.
0:27
SPEAKER_03: All right, welcome back.
0:28
SPEAKER_03: Crossroad conversation with the Lewis brothers.
0:30
SPEAKER_03: We're your hosts, Shelby, Matt, and Taylor.
0:33
SPEAKER_03: Talking episode 99.
0:36
SPEAKER_00: 99.
0:37
SPEAKER_00: Two years worth of episodes we've done.
0:38
SPEAKER_03: Two years, right?
0:39
SPEAKER_03: I know.
0:40
SPEAKER_03: So think about that.
0:41
SPEAKER_03: Uh two years of talking.
0:43
SPEAKER_03: Two years of talking.
0:44
SPEAKER_00: Hey, shout out to everybody that's given us comments out there or shared this or liked it or ask us questions in personal.
0:51
SPEAKER_00: We do talk about those.
0:52
SPEAKER_00: You know, we were just talking before this podcast about people that are looking about, hey, what do you do in this scenario?
0:56
SPEAKER_00: And that's what we want to address here.
0:58
SPEAKER_03: Most certainly.
0:59
SPEAKER_03: Hey, and shout out for 99.
1:00
SPEAKER_03: I got you a new sign.
1:01
SPEAKER_00: Thank you.
1:02
SPEAKER_00: I appreciate that.
1:02
SPEAKER_00: All right.
1:03
SPEAKER_00: Appreciate that.
1:04
SPEAKER_00: It's pretty solid.
1:04
SPEAKER_00: That's just my coffee.
1:05
SPEAKER_00: I like it.
1:06
SPEAKER_03: It's brand on brand on brand.
1:09
SPEAKER_03: So we're going to try to recap, go through some stuff, but we want to talk about 98 weeks of talking about business.
1:15
SPEAKER_03: And somehow four ideas kept showing up, whether we planned them or not.
1:20
SPEAKER_03: Right?
1:21
SPEAKER_03: We didn't set out to have a thesis in this whole thing, but we went back and found one.
1:25
SPEAKER_00: Okay.
1:26
SPEAKER_03: We went back and saw what we talked about.
1:27
SPEAKER_03: In one of these, we've now made an episode about six separate times without realizing it within 98 episodes.
1:35
SPEAKER_03: And if you've only heard a handful of these, then this is the shortcut for all of them.
1:39
SPEAKER_03: We're only one week from 100, and you don't get to 100 without admitting what you go back and do.
1:45
SPEAKER_00: That's right.
1:46
SPEAKER_03: That's what we're going to break down.
1:47
SPEAKER_00: I like it.
1:48
SPEAKER_00: Hey, and if you missed last week's episode, episode 98, it was talking about inspecting what you expect.
1:54
SPEAKER_00: I I love this because this is what starts separating good from great out there.
2:00
SPEAKER_00: Where when people put an action, a system, a process in place, but then they never follow up on it.
2:07
SPEAKER_00: They think it's the easy bake oven or it's the light switch that you just turn it on and it takes care of itself.
2:13
SPEAKER_00: And that's not the case.
2:14
SPEAKER_00: You have to go inspect what you expect.
2:17
SPEAKER_00: And if you don't, can I tell you silently what your employees think?
2:21
SPEAKER_00: They think that it's not important.
2:23
SPEAKER_00: I know he said that, but if he really meant it, if he really wanted us to do this, he would come around, he would inspect that.
2:30
SPEAKER_00: He would ask questions, he would help us fix any of the problems that we have.
2:34
SPEAKER_00: So make sure you're putting together your inspections for what you expect.
2:39
SPEAKER_00: Go listen to episode 98 for some great tips on how to put that in place.
2:43
SPEAKER_00: Absolutely.
2:44
SPEAKER_02: Hey, what's in the garage and what is in the garage is back better than ever.
2:49
SPEAKER_02: I've got to give a shout out.
2:50
SPEAKER_02: Half-ton stuff, but our our truck selection is better than it's ever been.
2:55
SPEAKER_02: And we've talked about heavies, we've talked about half-tons, we've talked about Mavericks, we've talked about um going over to the Ranger.
3:03
SPEAKER_02: It's better than it's ever been.
3:05
SPEAKER_02: And it's because we're rolling into the fourth quarter.
3:07
SPEAKER_02: We talked about this a couple of weeks ago.
3:09
SPEAKER_02: But gearing up, getting ready for towards the end of the year, you as business, you as a consumer, you just want a new truck is the best time ever.
3:18
SPEAKER_02: Incentives are at best, uh discounts are at best, and selection, the most important part there at best.
3:24
SPEAKER_03: You know, we've had supply constraints for a while.
3:26
SPEAKER_03: We still do, but uh, it's getting better.
3:29
SPEAKER_03: And so some of these orders I've had in there for a long time.
3:32
SPEAKER_03: And there are still 26s.
3:34
SPEAKER_03: 27s haven't started being in the conversation in an F-150.
3:38
SPEAKER_03: Uh, but we finally started getting some higher trims, some platinums, and some keen range.
3:43
SPEAKER_03: People are just constantly always looking for that at best.
3:46
SPEAKER_03: We would have one or two.
3:47
SPEAKER_03: We also have that in the 250s, right?
3:49
SPEAKER_03: Of those trim levels, but also everyone's favorite.
3:52
SPEAKER_03: The XLT Who Cap Bow Drive Sport appearance baggage, 2.7 liter.
3:57
SPEAKER_03: Fun fact for you, I saw this the other day in the metrics.
4:00
SPEAKER_03: Our XLT 2.7 white, right?
4:04
SPEAKER_03: It went all the way down to the color, turns on average every 28 days with a 2.7.
4:10
SPEAKER_03: If you add the 3.5, which you think everyone asked for, it goes up to 84 days.
4:14
SPEAKER_03: Yes.
4:15
SPEAKER_00: We've been telling people that, even though they're dealer friends of ours, and they're like, no, no, no.
4:20
SPEAKER_00: But that's the difference I want to point out here.
4:23
SPEAKER_00: That's the difference.
4:24
SPEAKER_00: When the 2.7 came out, the three of us all were in 2.7 trucks.
4:29
SPEAKER_00: And why were we?
4:30
SPEAKER_00: Because it was the new motor, and people pay attention to what the leaders do.
4:33
SPEAKER_00: And the leaders lead by example.
4:35
SPEAKER_00: So we we drove 2.7s, we towed with 2.7s, we went on vacations with 2.7s so we could talk it, so we were knowledgeable, so that then ourselves and the rest of our staff could see well, my owner could pick any engine he wants out there, and he's driving a 2.7.
4:52
SPEAKER_03: It's just as capable, it's more fuel efficient, it costs less money.
4:56
SPEAKER_03: Like it makes sense.
4:57
SPEAKER_03: Now, this is last year for the 2.7.
4:59
SPEAKER_03: Oh, dang.
5:00
SPEAKER_00: Burst in my butt boy.
5:02
SPEAKER_03: Yeah, so get it while you can, but we do have a bunch of trucks on the ground and up to uh up to$15,500 off that truck, XLT, uh, crew cab four-wheel drive.
5:14
SPEAKER_02: 2.9 in 84 months.
5:15
SPEAKER_03: So let me pause and say this right here.
5:20
SPEAKER_03: What our online price says is what you pay.
5:22
SPEAKER_03: You don't have to finance with us, you don't have to maximize what you're cash down with, and you don't have to trade.
5:28
SPEAKER_03: And you're like, yeah, yeah, Shelby, I've been hearing that for a hundred years.
5:31
SPEAKER_03: No, I'm telling you, it's real.
5:32
SPEAKER_03: But the transparency is what it is, what it is.
5:36
SPEAKER_03: And that's something that we harp on every single day because our market is super, super, super strong right now.
5:42
SPEAKER_03: Every everybody's fighting to get their percentage of market share, which means everyone is gonna advertise a crazy big number.
5:49
SPEAKER_03: That's right.
5:49
SPEAKER_03: But the difference is everywhere else you're gonna see a truck that's not available, which is not compliant, but that's what they do, just to get you into the door.
5:59
SPEAKER_03: Or in order to get that discount, you have to qualify in these four different ways.
6:02
SPEAKER_03: And each way that you don't is another thousand that you don't get to save, must trade, have to finance, and it's based on a standard rate that's marked up two and a half percentage points, and can't put any cash down.
6:14
SPEAKER_03: Those are all objections that we will not, I repeat, we will not put on any deal.
6:19
SPEAKER_03: You can walk in and structure the deal however you want, and that's what we do.
6:24
SPEAKER_03: And that's the Lewis difference.
6:25
SPEAKER_03: So someone might be shouting, no one will ever beat our prices.
6:29
SPEAKER_03: You're gonna have to, you better take a vacation day or two to go buy that truck from that dealership or those dealerships, because it's gonna take a wrestling match.
6:37
SPEAKER_02: That's right.
6:37
SPEAKER_03: Even to get close.
6:38
SPEAKER_02: That's right.
6:39
SPEAKER_02: Yeah, really big there of what's in the garage.
6:42
SPEAKER_02: So kicking it off today.
6:43
SPEAKER_00: All right, let's talk about what you tolerate is what you get.
6:47
SPEAKER_00: So you guys think about that.
6:49
SPEAKER_00: What you tolerate is what you get.
6:50
SPEAKER_00: 100%.
6:51
SPEAKER_00: You know, we've built this episode six times, like you brought up, Shelby, over the past two years and under six different titles, and never noticed it until now.
7:01
SPEAKER_00: Okay.
7:02
SPEAKER_00: So let's think about these episodes and you guys give me your thoughts.
7:05
SPEAKER_00: Six different episodes we're gonna talk about.
7:06
SPEAKER_00: Let's talk, we'll dissect them one at a time.
7:09
SPEAKER_00: But keeping in mind here that we're talking about what you tolerate is what you get.
7:14
SPEAKER_00: That was a gut punch.
7:15
SPEAKER_00: You know what I mean?
7:15
SPEAKER_00: Like, okay, I'll put up with that because I know they'll get better, or I know they just had a bad day, and then that one turns into six, turns into a habit.
7:24
SPEAKER_00: So in episode 20, all the way back to episode 20, it was keep it between the ditches, driving so fast you lose sight of the core.
7:34
SPEAKER_03: I think that's getting caught up in the rat race of gotta do better, got to get more, got to do better, gotta hire more, got to get here earlier, got to work harder, got to do more, got to do more, gotta do more.
7:44
SPEAKER_03: And then you lose sight of the core of it, the meat of it, of quality, quality, quality.
7:52
SPEAKER_03: Are you really giving them the price that is on the internet?
7:55
SPEAKER_03: And that's something we constantly have to focus on.
7:57
SPEAKER_03: You can't say it once.
7:58
SPEAKER_03: No, and I think that's so good.
8:00
SPEAKER_03: What you get is what you tolerate.
8:02
SPEAKER_03: And so if you're constantly pushing but not checking those things, you completely lose sight.
8:07
SPEAKER_00: You know, with that, uh, what comes to my first of mine, and I know we dissected it in episode 20, so you can go back and listen to more there.
8:14
SPEAKER_00: But it was, you know, it fit to be really honest, it feels good when you're doing a lot.
8:21
SPEAKER_00: You naturally feel accomplished until you get around other people that are more successful.
8:27
SPEAKER_00: When you've got, when you're managing not four, not six, but you're directly managing 10 or 20 people, it makes you feel like you got a ton of credit.
8:35
SPEAKER_00: You're bringing a lot of value.
8:36
SPEAKER_00: You know, if you're running around with your head chopped off, it's like, dang, look what I accomplished today.
8:42
SPEAKER_00: But you load yourself down, and this is what happens to growing businesses out there.
8:46
SPEAKER_00: When you load yourself down so much, you become blind to the other opportunities or things you need to fix around you.
8:55
SPEAKER_00: And it's, I'm gonna tell you guys, and you you guys know this, we haven't always been the best at this.
9:00
SPEAKER_00: It's like wake up, put the plow on the ground, and work hard.
9:05
SPEAKER_00: Work hard.
9:06
SPEAKER_00: And we we're still working hard, but it goes, okay, how do we layer in?
9:10
SPEAKER_00: How do we assign some responsibilities so that then we can see and we're not going so fast that we just miss those opportunities?
9:18
SPEAKER_00: You know, so big one there.
9:20
SPEAKER_00: All right, episode 48, same thing, different episode.
9:24
SPEAKER_00: Stop being so nice.
9:25
SPEAKER_00: The most expensive thing in business is avoiding the hard conversations.
9:30
SPEAKER_02: Yeah.
9:30
SPEAKER_02: I mean, I'll take this one of going through because that's obviously my demeanor of going in as I've continued to help elevate any of the um departments of going through, is you're not doing yourself any good to just, hey, it's okay, we'll work on it.
9:48
SPEAKER_02: We you have to dive into it because you're kicking the can down the road and the the snowball, the monster is getting bigger every single time.
9:56
SPEAKER_02: See, I'm not saying you turn into an a-hole about it and you go and you're just hammering them, but you be direct.
10:03
SPEAKER_02: Like, and you have to be whenever you're going over it of like, no, let's fix this, let's do this.
10:10
SPEAKER_02: We can't keep doing this this way because this is the track that we're on.
10:14
SPEAKER_00: I'll tell you what what really punched me in the gut, and it was a few years ago.
10:18
SPEAKER_00: I say a few years, it could have been four years ago, you know how that timeline goes, is I was listening to somebody that was a higher level than I was.
10:27
SPEAKER_00: That's how you learn things, all right.
10:28
SPEAKER_00: And they said the person that you're tolerating there, you're trying to stick with them and help them through a tough time or help them through this or help them through that.
10:38
SPEAKER_00: And they said, if you tolerate that, you need to look at how many other people does that affect.
10:44
SPEAKER_00: Like if if you're closed-minded, you think that affects one person.
10:47
SPEAKER_00: It's just that one person that's off.
10:49
SPEAKER_00: But if they have an entire department and they're or they're around six or eight other people, it's not just affecting that one person, it's affecting eight other people in their families.
10:59
SPEAKER_00: And that really struck home with me to look at the bigger picture of not just the one person, but how is it affecting everybody else?
11:05
SPEAKER_03: Most certainly that's that's such a good one that that people struggle with, but it's so necessary.
11:12
SPEAKER_03: Like stop being so nice.
11:15
SPEAKER_03: Like, just be honest.
11:17
SPEAKER_03: Yes, kind and honest, kind and honest.
11:20
SPEAKER_03: Like you can mix the two, but just stop accepting average.
11:24
SPEAKER_00: Yeah, yeah.
11:24
SPEAKER_00: I mean, you don't have to be this person that just flies off the handle all the time.
11:28
SPEAKER_03: No, and matter of fact, two days ago, I had to have a very, very, very candid conversation with our management team because I felt like I was just the punching bag taking everyone's brunt because I was just absorbing everything like the sponge.
11:42
SPEAKER_03: And then in closed doors, I'm like, what is going on?
11:45
SPEAKER_03: So I finally had to really tell them what I thought and what was not okay.
11:50
SPEAKER_03: And I didn't yell at anyone, I didn't scream at anyone, I didn't cuss at anyone.
11:57
SPEAKER_03: But you could definitely tell it was a different conversation.
12:00
SPEAKER_03: Yeah, you know, I had a manager come back to me afterwards, like, hey, I just want to make sure that we're good.
12:03
SPEAKER_03: And I was like, no, we're great.
12:05
SPEAKER_03: He's like, you know, we can have a conversation if there's a problem in my department.
12:08
SPEAKER_03: I was like, oh no, I I said, no, I sent that's why I sent you a text afterwards saying to these individual managers, I appreciate you digging in and doing what you need to do.
12:16
SPEAKER_03: Sure.
12:17
SPEAKER_03: Because I do appreciate you.
12:19
SPEAKER_03: But it is important to have those conversations, and you can have those without just going from you know being the the care bearer over here to just off the handle.
12:28
SPEAKER_03: Off the handle.
12:29
SPEAKER_03: But, you know, your tonality and the situation, it's necessary.
12:33
SPEAKER_03: No, it is.
12:33
SPEAKER_03: All right, now to episode 76.
12:35
SPEAKER_00: Again, same theme, you know, different approach.
12:38
SPEAKER_00: The leadership audit.
12:40
SPEAKER_00: You know, core one in 76, which is the area we talk about the first part of it, was literally what we are tolerating right now.
12:49
SPEAKER_00: So that was an audit on ourselves.
12:51
SPEAKER_00: So like we're talking about here working within the departments.
12:54
SPEAKER_00: This was a, you know, as we get deeper, episode 76, it's let's do a checkup on who's staring back at me in the mirror.
13:01
SPEAKER_00: Because it starts at the top.
13:03
SPEAKER_03: Yep.
13:04
SPEAKER_03: Yeah, that and that was fun dissecting that because it's about us.
13:07
SPEAKER_03: And we poked at each other and said, Why do you allow this?
13:10
SPEAKER_03: Right.
13:11
SPEAKER_03: It's not like why do you do this?
13:13
SPEAKER_03: Why do you allow this?
13:14
SPEAKER_03: Right.
13:15
SPEAKER_03: You're not doing this, and so it allows that.
13:17
SPEAKER_03: But that's, you know, we learn and change a whole lot and adapt on maybe just talking about these things, but understanding that.
13:24
SPEAKER_03: So that was definitely a good one of realizing, once again, what you tolerate is what you get.
13:29
SPEAKER_03: And it was at our level as well.
13:31
SPEAKER_02: And it just continues to build and build and build.
13:34
SPEAKER_02: That it just and it weighs more on, we figured out more and more of going through this, it weighs more on you as the business owners, the leader of the group, that if you continue just to take it because you like the person, you like the and you get more emotional about it than you are in just business.
13:54
SPEAKER_02: It's purely business of having some feelings about it, but purely business of, no, this isn't the correct way.
14:00
SPEAKER_02: We need to fix this.
14:02
SPEAKER_03: And uh example, super quick.
14:04
SPEAKER_03: The other Saturday, I was walking through the shop because I've I've had this challenge to try to keep the shop cleaner.
14:10
SPEAKER_03: Um, and it was so far from clean.
14:12
SPEAKER_03: There was corners of stuff piled up, and I had I'd come out with a challenge for them, and uh last cake day I handed out the cleanest bay and the dirtiest bay just to say, hey, we're watching, we're paying attention.
14:22
SPEAKER_03: We have a standard that we need to keep.
14:24
SPEAKER_03: Uh, and so Saturday I went and took about 25 photos.
14:27
SPEAKER_03: Not being nitpicky, but just like stuff was dirty, filthy, there was stuff piled up.
14:31
SPEAKER_03: And so then I sent it to that necessary team.
14:34
SPEAKER_03: I didn't I didn't bother them with it on Saturday or Sunday, but early Monday morning said, no longer was a discussion.
14:41
SPEAKER_03: It was this has to change.
14:43
SPEAKER_03: Yes.
14:44
SPEAKER_03: Here's where we're at, here's the level I expect, here's what's going on.
14:48
SPEAKER_03: But I am not tolerating this anymore.
14:51
SPEAKER_03: This is no longer a discussion.
14:53
SPEAKER_03: Here's what the goal is, and we can be here or higher.
14:56
SPEAKER_03: We need to figure it out.
14:57
SPEAKER_03: There you go.
14:57
SPEAKER_03: There you go.
14:58
SPEAKER_03: You know, but otherwise, I was just going around picking up all the stuff myself, and I was like, you are not fixing anything.
15:03
SPEAKER_00: You know what I love about that, and it plays along with what I was getting ready to go into.
15:08
SPEAKER_00: It makes it easier to be honest with people when you've laid out your expectations, you've followed up on it, you've inspected it, you've reviewed it again, whether that's a KPI or a process, you've shown the pictures.
15:23
SPEAKER_00: So we we take out the emotion.
15:25
SPEAKER_00: Proof.
15:26
SPEAKER_00: You know, you show the pictures.
15:27
SPEAKER_00: It makes it much easier from a human being standpoint than to be able to get more direct about it because you've laid out the groundwork.
15:34
SPEAKER_00: Yeah.
15:35
SPEAKER_00: It really does.
15:36
SPEAKER_00: All right, episode 96.
15:38
SPEAKER_00: You get the behavior you pay for.
15:40
SPEAKER_00: So think about that.
15:41
SPEAKER_00: And this was recent, so we just dissected it.
15:44
SPEAKER_00: You get the behavior you pay for.
15:46
SPEAKER_00: Whatever you reward is your real strategies.
15:50
SPEAKER_00: And that's why you'll hear consultants talk about this.
15:52
SPEAKER_00: They're like, hey, before I come in, send me your pay plans.
15:56
SPEAKER_00: Or send me your pay plans for that department.
15:59
SPEAKER_00: Or we'll do that in a 20 group.
16:01
SPEAKER_00: We're helping somebody else out and they're low in this or that.
16:03
SPEAKER_00: They're like, what is before we say anything else, what is your pay plan?
16:07
SPEAKER_03: What's that pay plan?
16:08
SPEAKER_00: What's that pay plan?
16:09
SPEAKER_00: Because people will follow the pay.
16:11
SPEAKER_03: They'll follow the pay.
16:12
SPEAKER_03: And that's something that as metrics move or stuff needs attention, we will adjust a supplemental pay to say, look, we need to focus on this, right?
16:20
SPEAKER_03: We need to focus on this, and that's saying you get what you pay for.
16:23
SPEAKER_03: So if you're paying for the wrong level of, hey, we expect this, and they only do that, then then you're like, why are we only at 75%?
16:31
SPEAKER_03: It's like, well, that's where you're paying them for.
16:34
SPEAKER_00: And that changes too.
16:35
SPEAKER_00: We talked about that in the episode of you're after this metric, and then our manufacturer comes out with a different metric that we've got to hit.
16:42
SPEAKER_00: So it it can move.
16:44
SPEAKER_00: It's okay.
16:45
SPEAKER_00: It's okay.
16:45
SPEAKER_00: But be honest with them, cover it with them.
16:48
SPEAKER_03: It is so important.
16:50
SPEAKER_00: Cover the pay plan with them and then move forward.
16:52
SPEAKER_00: All right, episode 97.
16:53
SPEAKER_00: We got on a roll here talking about this.
16:56
SPEAKER_00: Everybody agreed.
16:58
SPEAKER_00: An agreeable room is a warning sign.
17:01
SPEAKER_00: Yes.
17:02
SPEAKER_00: Warning sign.
17:02
SPEAKER_00: It's funny we because we dissected all this, and and I went over in the room that I had learned that from somebody that if I'm running the meeting, I'm the last one to talk because I don't want to squash everybody else's idea.
17:14
SPEAKER_00: I talked about this in a leadership class the other day, too, that recently I had a management meeting for all of our upper level management, and I had this page filled out of stuff I wanted to go over, but I I was the last one to talk.
17:25
SPEAKER_00: Over 50% of the line items I marked through by the time it got to me because it had already been covered, which is great.
17:32
SPEAKER_00: It's great.
17:33
SPEAKER_00: I also listened to a video just this past week and they were talking in there.
17:38
SPEAKER_00: I don't want a yes boardroom.
17:41
SPEAKER_00: I don't want everybody in there to be a yes man.
17:44
SPEAKER_00: I've got the wrong people in there if everybody's just agreeing with me so they think they stay on the right side.
17:49
SPEAKER_00: Yeah.
17:50
SPEAKER_00: You know.
17:51
SPEAKER_00: So big deal there.
17:52
SPEAKER_00: All right, rolling on to episode 98.
17:53
SPEAKER_00: I told you guys we were on a roll with a subject.
17:56
SPEAKER_00: Last week we talked about inspect what you expect.
18:00
SPEAKER_03: It's so important.
18:01
SPEAKER_03: Taylor recapped it.
18:02
SPEAKER_03: We spent a whole hour on it.
18:04
SPEAKER_03: Uh they just it they have to know it's important, right?
18:08
SPEAKER_03: And you and you have to constantly come around to it.
18:11
SPEAKER_03: And you can't be aggravated by that process that you have to do it.
18:15
SPEAKER_03: But it's important for everyone to know this is important.
18:18
SPEAKER_03: Here's what we're looking at, here's a visual, here's the walkthrough, here's the inspection.
18:23
SPEAKER_03: There is nothing, there is nothing in this sit it, forget it that works.
18:27
SPEAKER_03: We talked about the AI systems that you still have to go and check up on.
18:31
SPEAKER_03: So I think that's so important and it kind of explains itself.
18:34
SPEAKER_03: But inspect what you expect is so important of the how you introduce it, how you inspect it, and how you follow through with it.
18:41
SPEAKER_00: Oh, that that that's good for sure.
18:42
SPEAKER_00: All right.
18:43
SPEAKER_00: I just want to list these and you guys just think about it.
18:46
SPEAKER_00: But also in this lane, on top of those six that the subject came up on was episode 41, The Tyranny of the Urgent.
18:53
SPEAKER_00: Yeah.
18:53
SPEAKER_00: Episode 56, good enough, not becoming the norm.
18:57
SPEAKER_00: Episode 59, assuming silence means agreement.
19:01
SPEAKER_00: So you think about all three of those ones now.
19:04
SPEAKER_00: We're talking about nine episodes of 98, all have to do with this.
19:09
SPEAKER_00: So we'll let's finish this ep, this uh not episode, but this core part with this question.
19:14
SPEAKER_00: Why does this keep resurfacing?
19:16
SPEAKER_00: Is it the hardest one or is it the one we're the worst at?
19:21
SPEAKER_03: I think it's because we deal with people and people, and I am I am people sure, sure.
19:27
SPEAKER_03: Right?
19:27
SPEAKER_03: We're we're all people.
19:29
SPEAKER_03: And we reset every single day.
19:31
SPEAKER_03: And sometimes the reset's good.
19:33
SPEAKER_03: Sometimes we're still hung in yesterday, and you need a better reset.
19:37
SPEAKER_03: It's important to know that people are so important.
19:40
SPEAKER_03: They're what make the business different, but they we constantly need a checkup, a reminder, all those things.
19:50
SPEAKER_03: It's no different than when you step on a scale one time versus every single day or once a week or once a month to see are things changing, am I progressing in the right direction?
19:58
SPEAKER_03: And I think that's why we constantly that's what makes us be so good.
20:03
SPEAKER_03: We've talked about how many businesses fail within the first year, the first five years, the first 10 years.
20:08
SPEAKER_03: The ones that don't are focusing just like a microscope on the little details of the everyday task.
20:15
SPEAKER_03: And I think that's why we've gone back to it so many different times of that, you know, like we talked about like, hey, good job today.
20:24
SPEAKER_03: And then you go back and look at the matrix, like that person didn't do a good job.
20:27
SPEAKER_03: It's like, so I didn't do a good job helping make sure that they did a good job.
20:31
SPEAKER_03: So I think that's why it's important.
20:33
SPEAKER_03: I agree.
20:33
SPEAKER_02: Yeah, it's it's definitely the most to just add on to what you had said there.
20:38
SPEAKER_02: It's one of our most important metrics.
20:41
SPEAKER_02: That's what kind of drives everything that we talk about, that everything that we put into place, and this this is how we continue to conform, to build, to add to our culture.
20:54
SPEAKER_02: We have to inspect everything that we put into.
20:56
SPEAKER_02: So that it's why it's popped up so many times, because it's important to us.
21:01
SPEAKER_02: Yeah.
21:01
SPEAKER_00: I'm gonna cap this part off here, and and this is just my thoughts on why this keeps coming up.
21:06
SPEAKER_00: And I think if we were two or three hundred episodes deep, I think the multiplication would still be here.
21:11
SPEAKER_00: And here's why the the three of us have developed a sense to be able to find a weakness of other leaders in the marketplace and then attack that.
21:26
SPEAKER_00: And what we've found that we're good at without this doctorate degree or this Harvard degree is being consistent at doing the things that make a difference.
21:39
SPEAKER_00: And it's the reason why you'll see a shift out there that podcasts are coming out, videos are coming out, all this free content's coming out is because very few people actually put it in place.
21:51
SPEAKER_00: Plenty of people will talk about it, but very few people will put it in place.
21:55
SPEAKER_00: The same thing's gonna happen with AI is that tons of people are gonna sign up.
22:00
SPEAKER_00: For AI programs or create a login, very few people are going to manage it and utilize it.
22:05
SPEAKER_00: And I was listening to a podcast yesterday about it.
22:08
SPEAKER_00: And even those that use it and extract the information aren't going to do anything with the information.
22:15
SPEAKER_00: So that's why we keep coming back to this because it's a weakness and it can give us a competitive advantage by just making sure that we're constantly looking in all these areas we've talked about.
22:28
SPEAKER_03: Yeah, that just means weakness in our mind means opportunity.
22:32
SPEAKER_03: That's right.
22:32
SPEAKER_03: Right.
22:32
SPEAKER_03: That's right.
22:33
SPEAKER_03: So that's what that is.
22:34
SPEAKER_03: All right.
22:34
SPEAKER_03: Rapid fire, 98 episodes, fast answers, no explaining.
22:39
SPEAKER_03: So look at your tabs, go through there.
22:41
SPEAKER_03: Which and you whichever one of you comes up with one of these, I'll let you answer.
22:45
SPEAKER_03: Which episode did you least want to record?
22:50
SPEAKER_03: Matt, wasn't there one about your feelings or your thoughts?
22:53
SPEAKER_03: Or probably.
22:56
SPEAKER_03: I remember us laughing at Craig.
22:58
SPEAKER_03: They put that up there, and maybe it was that or politics.
23:00
SPEAKER_03: One of those things that you're just like, what?
23:03
SPEAKER_00: Usually when I look at the episode and I see at the bottom the questions, it it has to do with that.
23:10
SPEAKER_00: And I'm like, Craig, why did you put that in there when people ask about my feelings in my personal life?
23:18
SPEAKER_03: That's great.
23:19
SPEAKER_03: That's my best answer I got for that.
23:21
SPEAKER_03: Which one do you think would flop but didn't?
23:26
SPEAKER_02: Man, I don't there's a couple of them in there, and definitely going through.
23:34
SPEAKER_02: You know, I we value our culture a lot, and I think some other people do.
23:37
SPEAKER_02: So there's so there's many times I hear people talk about that we really dive into the different aspects of there, and I'm I'm kind of surprised, but not really, that people are like, man, y'all's culture is just unreal.
23:50
SPEAKER_02: And we're passionate about it because it's something that we care about.
23:55
SPEAKER_02: But I'm surprised in a world that we're currently in that there is non-emotion about anything, that there's that many people that still care about it.
24:03
SPEAKER_03: Yeah, most certainly.
24:05
SPEAKER_03: Which one is a title that you would change?
24:09
SPEAKER_00: Hmm.
24:10
SPEAKER_00: Man, you came with hard questions today.
24:12
SPEAKER_03: Well, I'm just reading them off the paper.
24:17
SPEAKER_03: Oh man.
24:18
SPEAKER_03: Just reading them off the paper.
24:20
SPEAKER_00: You know, I would say, you know, I'm look- I'm just looking through as you're asking these questions.
24:23
SPEAKER_00: Like ep episode 32.
24:25
SPEAKER_00: The title was Crossroad Moments Pivoting Your Business Niche or for the Future.
24:30
SPEAKER_00: Okay.
24:30
SPEAKER_00: I think there was really good content in there because we were talking about what are we doing with the business?
24:37
SPEAKER_00: I think the title of that could have been changed to better reflect what the information there was.
24:42
SPEAKER_03: What's an episode that you still think about at work?
24:46
SPEAKER_00: The one on cash flow.
24:49
SPEAKER_00: Right.
24:49
SPEAKER_00: You know, because we talk about that and we look at, we live, guys, we and I think that's why it's hard for us to like say what we change.
24:56
SPEAKER_00: We live all of these.
24:57
SPEAKER_03: Yeah, yeah.
24:58
SPEAKER_03: I mean, they're all applicable.
25:00
SPEAKER_00: Everything we're telling you is not hypothetical, is actually so like that cash report, you know, I look at every day, but with managers, we review it at least once a week.
25:08
SPEAKER_00: Yeah.
25:09
SPEAKER_00: And when you listen to the really good business people, it's hey, cash flow is what keeps your business afloat.
25:14
SPEAKER_03: Yeah.
25:14
SPEAKER_03: I'm gonna change this up a little bit, but we've had some guests on here.
25:17
SPEAKER_03: What was, and I'll ask both of you, what was a guest episode that you really enjoyed or something that you learned something from?
25:24
SPEAKER_02: Um, I'll go into we had Elvis on that was from Razorbacks.
25:28
SPEAKER_02: Yeah.
25:29
SPEAKER_02: And what I loved about him is really to see behind the scenes of what all went into.
25:36
SPEAKER_02: So he's really the marketing aspect of the whole spirit squad of bringing everything together for the university, and how much marketing was in it of a business sense.
25:49
SPEAKER_02: And it's not just, hey, school rah-rah.
25:52
SPEAKER_02: No, it's a business.
25:54
SPEAKER_02: It's a business within a athletics organization.
25:58
SPEAKER_02: So that really gave us a good insight.
26:00
SPEAKER_02: Yeah, that was a good one.
26:01
SPEAKER_00: I would say, too, you know, we had Dodo Coffee on here, yeah.
26:04
SPEAKER_00: Isaiah on here talking.
26:05
SPEAKER_00: What I learned about him, besides the the love of coffee, is he had zero coffee background, but it showed his determination and his want to be able to be the best or to find a niche and to develop a business and use networking to build all that up and then the culture, the great job that they've done.
26:22
SPEAKER_00: You know, shout out to them for opening up their new location here.
26:25
SPEAKER_00: Um but that was really interesting to see.
26:27
SPEAKER_00: It's like push yourself out of your comfort zone, still use what you're really good at and apply it somewhere else.
26:33
SPEAKER_03: That was a really interesting one.
26:34
SPEAKER_03: Um it's funny you say that because I would have said the that would have been one of my tops as well of just us asking questions, like, hey, how'd you come up with this?
26:42
SPEAKER_03: And he's like, I just did, right?
26:43
SPEAKER_03: And but you can kind of tell his wittiness to be able to figure that out.
26:46
SPEAKER_03: And so I was talking to him at his grand opening the other day of their physical location.
26:50
SPEAKER_03: I said, Hey, uh a month from now, two months from now, I want you back on because I want to say, okay, now you have a storefront again.
26:57
SPEAKER_03: What have you learned?
26:58
SPEAKER_03: What would you change?
26:58
SPEAKER_03: What's going on there?
26:59
SPEAKER_03: So that's super good.
27:01
SPEAKER_03: Um, what's one episode that you wish more people hear?
27:06
SPEAKER_03: Hear, here.
27:08
SPEAKER_00: About delegating.
27:09
SPEAKER_00: Yeah.
27:10
SPEAKER_00: About delegating.
27:12
SPEAKER_00: And because I know that's changed us so much.
27:15
SPEAKER_00: And it's what we talked about earlier in this episode.
27:18
SPEAKER_00: But realizing that you have to delegate and be okay with 70 or 80% of what you could have produced because it frees your time up to work on something that has a higher multiplier.
27:30
SPEAKER_02: Yeah.
27:31
SPEAKER_02: You know, and as we continue to build in there, is well, our episodes get lost of, and you have to go through whether you're going through and you're using something to scrub it to be able to pull out any of this that we can send over.
27:43
SPEAKER_02: There's still people that we hire on new today that I hear from and customers as well.
27:49
SPEAKER_02: Not necessarily our whole story.
27:51
SPEAKER_02: I love telling that.
27:52
SPEAKER_02: We'll all tell that of always how how we learn from dad, from uncle, from grandparents, from great-grandfather of going through there.
28:00
SPEAKER_02: But that nothing has changed in the modern day to get the experience, you still have to go through all of these steps.
28:09
SPEAKER_02: There's no cheat code of fast tracking you to being on top.
28:14
SPEAKER_02: This younger generation, the the biggest difficulty I have with them of going through there there's avenues that teach you, but there's no shortcut that makes you successful.
28:28
SPEAKER_03: Yeah, that that's so good.
28:29
SPEAKER_03: And one I would say that I wish more people hear is our story.
28:34
SPEAKER_03: Yes.
28:35
SPEAKER_03: Right?
28:35
SPEAKER_03: Our initial, our story, how we got in the car business and how Lewis Automotive Group uh began, right?
28:42
SPEAKER_03: I think that's one that I that was the whole idea of why we built this podcast was for that, to share life examples and how we are what we are here.
28:50
SPEAKER_03: And let me give you a quick Taylor talked about it, but I was talking to somebody and they were asking about the podcast, and they were talking about delegation, and I was like, yeah.
28:56
SPEAKER_03: So I went into Chad GPT and said, hey, reference the Crossroad Conversation podcast with Lewis Brothers and find me the episodes where we talked about delegation.
29:05
SPEAKER_03: Like we've said them all, but it's 99 hours worth of stuff.
29:08
SPEAKER_03: And it said, hey, episode 37 and episode 73 at 12 minutes in and then 37 minutes in, you really go into this.
29:15
SPEAKER_03: So if you're like, man, I'd like to learn this, pretty good chance we've covered most things business at this point.
29:21
SPEAKER_03: Yes.
29:21
SPEAKER_03: Or people or process or how to deal with a difficult customer.
29:26
SPEAKER_03: Plug it into your AI and say, hey, tell me when they talked about this.
29:30
SPEAKER_03: It will be the best way.
29:31
SPEAKER_03: And then it threw a Spotify at me and was like, hey, give me the YouTube with a video.
29:34
SPEAKER_03: And it hit me with that, and I was able to send it.
29:37
SPEAKER_03: And then that's where it makes sense there.
29:39
SPEAKER_03: So what's one topic we've avoided?
29:42
SPEAKER_03: I'm gonna tell you two.
29:43
SPEAKER_00: All right.
29:44
SPEAKER_00: Go ahead.
29:44
SPEAKER_00: Discuss.
29:45
SPEAKER_00: Here we go.
29:45
SPEAKER_00: Number one, our personal life.
29:49
SPEAKER_00: And that doesn't mean Craig, you could put it on there.
29:51
SPEAKER_00: And we've talked about some.
29:52
SPEAKER_00: A little.
29:53
SPEAKER_00: We've talked about a little, right?
29:54
SPEAKER_00: But we're not just very open about, not that there's, you know, this is a good thing.
29:58
SPEAKER_00: What else would you say?
30:00
SPEAKER_01: Okay, fair.
30:02
SPEAKER_01: You go home and the kiss.
30:03
SPEAKER_01: Yeah.
30:03
SPEAKER_00: But our personal life.
30:05
SPEAKER_00: I would say here's a bigger one that we don't talk about because it is what it is and we make it work.
30:11
SPEAKER_00: But if people really knew the details of it, um, they would probably have a different level of respect for us.
30:18
SPEAKER_00: But the money access we have to run this corporation as a family-owned business versus the group dealerships out there and then the corporates, we have to be a whole lot more careful about some risk we take because we don't have the ability to just say that X amount of$100,000 or half a million or whatever it is we tried to use on that project and it didn't work.
30:46
SPEAKER_00: So just write it off and move to the next one.
30:48
SPEAKER_03: I think that's so good realizing that it is always us putting our skin on the line.
30:54
SPEAKER_03: Yes.
30:54
SPEAKER_03: Whether it be a marketing campaign for$60,000 or an inventory buy of$10 million or the payroll of$4 million this month, like hire these people.
31:06
SPEAKER_03: It's always, it is always our skin in the game.
31:10
SPEAKER_03: And if it works, good, what did we learn?
31:13
SPEAKER_03: Rinse and repeat.
31:14
SPEAKER_03: Yeah.
31:15
SPEAKER_00: And if it didn't, they're coming to take the family farm.
31:18
SPEAKER_03: Yeah.
31:18
SPEAKER_03: And we've been living this here a little bit lately.
31:20
SPEAKER_03: It's like, all right, all right, here we are.
31:24
SPEAKER_03: Um, and let's let's go back to the drawing board.
31:27
SPEAKER_03: Sure.
31:27
SPEAKER_03: And uh gonna tighten up in some of these areas and you know, gonna live a little more less fruitful because we're gonna figure this out.
31:36
SPEAKER_03: But that that is our unfair, fair advantage.
31:40
SPEAKER_00: I and I think why we protect that.
31:42
SPEAKER_00: And so some people listening go, well, why don't you get some investors out there that have got some more cash flow and could give y'all, you know, some more freedom to be able to dive head deep into this area or that area because there's other areas we know that we need to grow, but we're like, okay, we got to put that in the right board on the charts on when we can fund that.
32:01
SPEAKER_00: We don't want to do that because then we lose control and the opportunity of what we bring value in as far as our employees and our workplace and our benefits and all that stuff.
32:13
SPEAKER_00: We answer to the three of us on that.
32:14
SPEAKER_03: And it makes our business better.
32:15
SPEAKER_03: Think about the guy that's going into sprint cup racing that comes in and he's self-funding the whole thing.
32:21
SPEAKER_03: He might go out and knock some doors and get$500 or$1,000 here, versus the guy that has the tier one sponsorship that Nabisco or Oreo send him all this money.
32:31
SPEAKER_03: They don't have as much pride.
32:33
SPEAKER_03: That's right.
32:33
SPEAKER_03: You know, they're like, I can't crash in all my panels because I can't afford all my panels.
32:37
SPEAKER_03: They're not just hammering their motor because they're like, if I blow it up, I have to pay for every single cent in that.
32:43
SPEAKER_03: And it makes you a better driver, a better operator in the end.
32:46
SPEAKER_03: Then you can be better 95% of the time, right?
32:50
SPEAKER_03: There's some times when like you could use some more funding, but yeah, it I feel like it makes you better.
32:55
SPEAKER_00: It does.
32:55
SPEAKER_00: And I'm I'm practicing last night with my sixth grade, here I'll go personal life, my sixth grade son's football team, and we're out there on the high school field that that's turf.
33:05
SPEAKER_00: And I look down and I'm standing on top of our logo.
33:08
SPEAKER_00: And and it and it gave me pride to know that we had the ability to help a small town school get access to a field like that to have a better program for those kids to grow.
33:19
SPEAKER_03: Then now middle school has grown up on it.
33:21
SPEAKER_03: That's right.
33:21
SPEAKER_03: Right.
33:22
SPEAKER_03: That that's so good.
33:23
SPEAKER_03: All right, that's rapid fire.
33:24
SPEAKER_02: Here we go.
33:25
SPEAKER_02: Hey, it was never what you said.
33:27
SPEAKER_02: It's the communication thread.
33:29
SPEAKER_02: So nine episodes of communication and everyone land in the same place.
33:33
SPEAKER_02: The message you send is not the message that arrived.
33:38
SPEAKER_02: So episode 12, the effect of communication.
33:41
SPEAKER_02: Communication tied straight to productivity in the bottom line.
33:45
SPEAKER_03: Gosh, communication is so good and so bad on the same.
33:49
SPEAKER_03: You know, what's the stat that uh 70% of your communication is nonverbal?
33:55
SPEAKER_03: What your face says.
33:56
SPEAKER_03: I talk about this every week in our sales training.
33:58
SPEAKER_03: Like, do you look like you're here to serve people at the highest level?
34:02
SPEAKER_03: What are your arms saying?
34:03
SPEAKER_03: What are your hands saying?
34:04
SPEAKER_03: What's your tonality?
34:06
SPEAKER_03: And so when we communicate or we're teaching to communicate, like I know you do care, but your face says something otherwise.
34:15
SPEAKER_03: You know, so I that's so important of learning like effective communication that you try to keep people productive.
34:22
SPEAKER_00: So I've swung from one way to the other, and I'll I'll explain this of for my time, I I used to always go talk to people face to face because I wanted to read the situation, read the face, make sure it didn't get interpreted wrong.
34:35
SPEAKER_00: So on I micromanaged that.
34:38
SPEAKER_00: I have gotten better now about sending out emails, sending out texts, sending out Slack information to free up some time there.
34:45
SPEAKER_00: Because usually something that'll take 30 seconds ends up taking 15 minutes because then you ask about everything.
34:51
SPEAKER_00: But if I have a situation that I know could be taken wrong, on Tuesday, I needed to address our controller in the office about something.
35:00
SPEAKER_00: And I started typing up the email and I was like, man, this could go the wrong direction, and she could take this wrong out of context because part of it's not my national per personality.
35:10
SPEAKER_00: So I got up out of my office and went down and talked to her.
35:13
SPEAKER_03: Yeah.
35:13
SPEAKER_00: Because I knew that that communication needed to be correct.
35:16
SPEAKER_03: Yep.
35:17
SPEAKER_02: Yeah, it was going in there.
35:18
SPEAKER_02: So episode 51, shut up and listen.
35:21
SPEAKER_02: Ask what do you think instead of giving directions.
35:25
SPEAKER_03: I think that's so important.
35:26
SPEAKER_03: And we've learned to bite your tongue and go get their perspective before you just make assumptions, right?
35:32
SPEAKER_03: I think that that's so important.
35:34
SPEAKER_00: If if you did not listen to that episode, and if you are not a good listener, episode 51, put it on repeat.
35:43
SPEAKER_00: The best of the best of the best leaders out there are phenomenal listeners.
35:52
SPEAKER_00: That's all I gotta say.
35:54
SPEAKER_02: Episode 80, transparency.
35:56
SPEAKER_02: If it costs you nothing to say it, it means nothing when you say it.
36:00
SPEAKER_02: Very true.
36:00
SPEAKER_02: Yes.
36:01
SPEAKER_02: That that's just throwing empty promises that don't have any meaning or feeling, or uh you don't know what you're talking about.
36:10
SPEAKER_00: So watch what comes out of your mouth.
36:13
SPEAKER_00: What I'm gonna tell you there is let's use the X factor, and X I mean by math and multiplication, and transparency is the first part of the equation.
36:21
SPEAKER_00: Yep.
36:22
SPEAKER_00: That's the amount of people that hook onto the transparency, and then the X after the X in the formula is the amount of people that they go tell how good it was.
36:35
SPEAKER_00: So if it if if it's got nothing to it, that's a zero and you get no multiplication factor.
36:41
SPEAKER_00: It's actually negative, but you get no multiplication factor.
36:44
SPEAKER_00: But if you talk about transparency and people come in and they see that, then they each go tell 10 or 15 people.
36:52
SPEAKER_03: Yeah.
36:53
SPEAKER_03: That's so good.
36:54
SPEAKER_03: And that that's why I covered that again this morning.
36:56
SPEAKER_03: It's like, no, it really is.
36:58
SPEAKER_03: This is not a marketing ploy.
37:00
SPEAKER_02: We have fine-tuned this one, and don't take this in the wrong context of saying we're not saying to do this, but episode 81, stop meeting, start doing.
37:08
SPEAKER_02: Most meetings exist because not enough direction was given the first time.
37:12
SPEAKER_02: That's right.
37:12
SPEAKER_00: And that those those stats, I don't know right in front of me, but the stats were it was either 80 or 85% of people that attended a meeting said that it was not worth their time.
37:24
SPEAKER_03: Yeah, said it could have been an email.
37:25
SPEAKER_00: Could have been an email.
37:26
SPEAKER_03: Now I will tell you, throw caution here, that you can't just take that with a grain of salt because in those meetings you are inspecting what you expect.
37:36
SPEAKER_03: That's right.
37:36
SPEAKER_03: So it's still important and necessary.
37:38
SPEAKER_03: You just need to think where does it rank in the hierarchy?
37:40
SPEAKER_03: Could this be an email?
37:41
SPEAKER_03: Could this be a conversation?
37:42
SPEAKER_03: Or could I just cover it better in when I deliver that SOP?
37:46
SPEAKER_00: And then the best thing to do is Google up the learning pyramid.
37:49
SPEAKER_00: And if you're just talking the whole time, they only retain 5% of it.
37:53
SPEAKER_00: If you want them to get into the rest of it, you're gonna have to do some practice drilling and rehearsing, you're gonna have some teaching, some audio, some video, some handouts, so on and so forth.
38:01
SPEAKER_00: Make your meetings worthwhile.
38:03
SPEAKER_00: You need to have meetings.
38:04
SPEAKER_00: Meetings are not bad, but make them worthwhile.
38:07
SPEAKER_00: Make them where people can't wait to get there.
38:11
SPEAKER_00: Can't wait to attend another one of your meetings.
38:13
SPEAKER_02: Yeah.
38:14
SPEAKER_02: Yep.
38:14
SPEAKER_02: Rolling to this one, big going back to the listening, but episode 84, Blockbuster, the late fee killed them, not Netflix.
38:21
SPEAKER_02: Customers said so for years.
38:22
SPEAKER_03: It was something like$800 million in late fees that they were collecting.
38:27
SPEAKER_02: It was nuts, but just they weren't listening.
38:30
SPEAKER_02: Episode 89, Eating Crow.
38:31
SPEAKER_02: Leaders who own mistakes build more trust, not less.
38:35
SPEAKER_00: You know, this usually has a delayed effect of hitting you because if your emotions get involved and you say something or you do something, you feel like you are in the right.
38:45
SPEAKER_00: And then an hour later, 30 minutes later, the next night, then it hits you and you're like, oh man, I didn't handle that right.
38:52
SPEAKER_00: I didn't do that right.
38:53
SPEAKER_00: Just go address it right then.
38:55
SPEAKER_03: I I think you gain some ownership from that person saying, you know what, that person was wrong.
39:04
SPEAKER_03: And just because they were the leader, they didn't have to come tell me they did wrong.
39:08
SPEAKER_03: But because that, they're like, I value that person some more because they came back and said I was wrong.
39:12
SPEAKER_03: And hopefully it teaches down then, down the pyramid to say, I can do that as well.
39:17
SPEAKER_03: I can be wrong and admit that.
39:19
SPEAKER_02: Absolutely.
39:19
SPEAKER_02: Episode 94, every word counts.
39:21
SPEAKER_02: The throwaway line, you forgot by lunch that an employee replayed all night long.
39:26
SPEAKER_02: You're walking through fast.
39:27
SPEAKER_02: You say something out of context, not thinking correctly, you've rolled it off and it just hammered them.
39:33
SPEAKER_00: And I think that goes back to listening more than you speak.
39:36
SPEAKER_00: And we talked about this in that episode of your filters you have in place.
39:40
SPEAKER_00: Before something comes out of my mouth, the majority of the time.
39:43
SPEAKER_00: Now, there's times things just come out.
39:45
SPEAKER_00: I run it through a filter of how would they take this?
39:48
SPEAKER_00: How could they take this?
39:50
SPEAKER_00: How could this affect them?
39:51
SPEAKER_00: And if you'll put those filters in place before something that comes out of your mouth, you'll help eliminate that.
39:57
SPEAKER_00: Mm-hmm.
39:58
SPEAKER_02: That's really big there.
39:59
SPEAKER_02: And episode 95, you fired the wrong guy.
40:02
SPEAKER_02: The question you ask after you think you have the answer.
40:06
SPEAKER_03: So Yeah, we talked about that and broke that down of, you know, you looked and see, was it the person or the process, the person of the process, you got rid of the person and it was actually the process.
40:16
SPEAKER_03: Yes.
40:17
SPEAKER_03: So just fully inspecting that before you just say, you know what, get out of here.
40:21
SPEAKER_02: Mm-hmm.
40:21
SPEAKER_02: Yep.
40:22
SPEAKER_02: Um, you know, rolling into where each of you have gotten this wrong since we've recorded the episode about it.
40:28
SPEAKER_02: Any of those going through there, does one of those stick out to y'all that we have just seen change in?
40:32
SPEAKER_00: The the blockbuster one does to me, not about the late fees, but about them not adapting with change.
40:38
SPEAKER_00: And it really, yeah, the late fees were part of it, but it was about them not adapting on how consumers wanted to receive their videos.
40:46
SPEAKER_00: And to me, that's really been important on the car buying experience and then service and communication.
40:53
SPEAKER_00: And we still don't have those worked out even after we talked about that episode, but but it's on our radar, and we're not going to ignore it and not just say, hey, well, business has been good.
41:03
SPEAKER_00: We're going to keep doing it this way because we're not going to become irrelevant.
41:06
SPEAKER_00: So uh that one sticks out to me.
41:08
SPEAKER_03: Yeah, that's really good.
41:08
SPEAKER_03: Adapting to the market and realizing the changes there.
41:13
SPEAKER_00: Absolutely.
41:14
SPEAKER_00: All right.
41:14
SPEAKER_00: Next up, what percentage of podcasts never make it past episode three?
41:21
SPEAKER_00: What percent of podcasts never make it past episode three?
41:25
SPEAKER_00: A 40%, B, 65%, C 90%, or D 98%.
41:33
SPEAKER_00: So these are people that don't make it past cutting three.
41:37
SPEAKER_00: Cutting three out.
41:38
SPEAKER_03: Before we answer this, I just love that some of these stats because we're just those committal style people.
41:43
SPEAKER_03: Just like so.
41:44
SPEAKER_03: Just ride it.
41:45
SPEAKER_03: Just like make it sure it's worth the ride.
41:47
SPEAKER_03: Yeah.
41:48
SPEAKER_03: But you are going to, it's like, no, I hang on, I'm not going to give you an answer right now because if I commit to it, you're not going to like me because I'm going to be committed, right?
41:56
SPEAKER_03: And so what's the stat?
41:59
SPEAKER_00: So the stat is C, roughly 90%.
42:02
SPEAKER_00: And 10% clear episode three.
42:05
SPEAKER_00: About 90% of those don't read reach episode 20.
42:10
SPEAKER_00: So, so of the 10% that's left after three episodes, 90% of them are gone.
42:16
SPEAKER_00: Don't go there.
42:17
SPEAKER_00: All right.
42:18
SPEAKER_00: So then that mat 1%'s left.
42:21
SPEAKER_00: So if it's it's funny you bring that up, Shelby, because you want to talk about something on repeat.
42:25
SPEAKER_00: And we we talked about that on the consistency of these episodes and why they come up, but it goes back to four four generations.
42:33
SPEAKER_00: You know, four generations, there's only about three percent of businesses that have made it there.
42:37
SPEAKER_00: On our meetings, if we can have great meetings, we beat 88% of all the other meetings out there.
42:43
SPEAKER_00: You know, if we can get past three episodes and 20 episodes, I'm looking towards episode 100 because it puts us just by doing it in an elite category.
42:52
SPEAKER_03: Well, and it's funny you say that, and then you brought up about us being sole proprietors and what we can have is what we can have because it's us funding it.
43:01
SPEAKER_03: Is we committed to this podcast, spent the money, have the people that edit it built the space, is like, no, we're committed.
43:08
SPEAKER_03: So when we invest in that, unless it's just like jump ship, this is going, you know, like this was all electric vehicles weren't the thing.
43:14
SPEAKER_03: It's like jump ship, but we're, I mean, just commit to something and stick with it.
43:21
SPEAKER_00: I don't care what you're in.
43:23
SPEAKER_00: You can be great with average talent by consistency.
43:28
SPEAKER_00: Consistency wins.
43:29
SPEAKER_00: At the first, and we're metric people, so don't get this wrong.
43:32
SPEAKER_00: All right.
43:33
SPEAKER_00: We're metric people and we we love numbers.
43:35
SPEAKER_00: We love numbers on what they show us, yeah, on what to go work on.
43:39
SPEAKER_00: But it wasn't until like episode 15 or 20 until we even signed up for the analytics.
43:45
SPEAKER_00: Because we knew one if we get past three episodes and 10 episodes, we've weeded everybody else out.
43:51
SPEAKER_00: We understand it takes time to grow.
43:52
SPEAKER_00: It doesn't happen overnight.
43:55
SPEAKER_00: Get consistent with whatever you do in life, and you'll beat everybody else.
44:01
SPEAKER_00: I just love that.
44:02
SPEAKER_03: Like, be consistent.
44:03
SPEAKER_03: It I just finished a a challenge for the month of August.
44:06
SPEAKER_03: I wanted to do these things.
44:07
SPEAKER_03: The biggest thing was I had to share with people, accountability people, to hold me accountable.
44:14
SPEAKER_03: Now, I didn't have people text me saying, Hey, how you're doing.
44:17
SPEAKER_03: Sure.
44:18
SPEAKER_03: But I had committed to people that I was gonna do this.
44:21
SPEAKER_03: And so come well, no matter what's happened, on days that we traveled and started at this end of the world and ended at this end of the world, it's like here's my non-negotiables.
44:30
SPEAKER_03: And so just write something down, commit to it, and tell somebody so they can hold you to it, and you will be amazed at the difference that you can make in 30, 60, 90 days.
44:40
SPEAKER_03: Like it's it's pretty ridiculous.
44:41
SPEAKER_03: So 17 different times this showed up more than any other thing.
44:46
SPEAKER_03: Wow.
44:46
SPEAKER_03: It's not an accident, it's worth saying why.
44:48
SPEAKER_03: And we're talking about the business can't outgrow the owner.
44:52
SPEAKER_03: The business can't outgrow the owner.
44:54
SPEAKER_03: So episode 24, we talked about habits.
44:56
SPEAKER_03: We just talked about that.
44:58
SPEAKER_03: The three habits doing too much, avoiding conflict, doing what you've always done.
45:03
SPEAKER_00: Yep.
45:04
SPEAKER_03: Right?
45:04
SPEAKER_03: That was such a good one.
45:05
SPEAKER_03: Episode 47, why leaders fail.
45:08
SPEAKER_03: Leaders fail because they mess up.
45:10
SPEAKER_03: They fail, sorry, they don't fail because when they mess up, they fail when they don't take responsibility.
45:16
SPEAKER_03: That's a good one to park on.
45:17
SPEAKER_00: That one's a good one because what comes to my mind is ego.
45:21
SPEAKER_00: What happens there is somebody's ego gets involved.
45:24
SPEAKER_00: And, you know, we're all in the business to hold each other accountable.
45:26
SPEAKER_00: And that plus grew up around a family where egos weren't really involved there.
45:30
SPEAKER_00: And it's okay.
45:31
SPEAKER_00: It's okay to fail.
45:32
SPEAKER_00: It's actually very healthy for your business.
45:35
SPEAKER_00: No different than we talked about communication a minute ago.
45:38
SPEAKER_00: If you'll admit that you failed on this and then show, here's what we're going to do, here's how we're going to adjust.
45:43
SPEAKER_00: We talked about it in one episode where our grandfather, you know, we were doing the big cell in Missouri.
45:47
SPEAKER_00: We had to bring the boats back, and he passed out the lemons and the sugar and showed how to make lemonade out of a sour situation.
45:54
SPEAKER_00: But it's healthy for your entire business when you admit that.
45:58
SPEAKER_03: Yes.
45:59
SPEAKER_03: Yeah, that's that's good.
46:01
SPEAKER_02: Yeah, I think too, uh, if it if you never have those mini fails or the challenges that are along the way, whenever something really big ha happens that, you know, of business slows or anything else, you're in real trouble.
46:17
SPEAKER_02: You are up a uh up a creek without a paddle for sure.
46:21
SPEAKER_02: Yeah.
46:22
SPEAKER_03: All right, episode 49, burned out but still in charge, right?
46:26
SPEAKER_03: The science leaders ignore short temper, indecision, poor delegation.
46:31
SPEAKER_00: We talked about in this episode, and it would say I encourage everybody for this, and I know what you're gonna say.
46:35
SPEAKER_00: You don't have the time to do it, okay?
46:36
SPEAKER_00: So just listen.
46:38
SPEAKER_00: You must find an outlet.
46:39
SPEAKER_00: You must find an outlet.
46:41
SPEAKER_00: And my outlets have changed over different phases in my life.
46:44
SPEAKER_00: You know, where it used to be going and doing off-roading and it would take a whole day or two days, or with a family and a business, that couldn't happen anymore.
46:52
SPEAKER_00: You know, now it's exercising and you can do this or do that, that you can fit in to certain areas.
46:57
SPEAKER_00: If you don't have an outlet, you will explode and you'll explode on the wrong people.
47:02
SPEAKER_03: You will.
47:03
SPEAKER_03: It'll be your family, or it'll be your good customer, your good employee, right?
47:07
SPEAKER_03: All right, leadership confessions, episode 58.
47:10
SPEAKER_03: Three real stories, one per brother.
47:13
SPEAKER_03: We talked about our confessions of hey, we're not the best in this, we're not the best in that.
47:18
SPEAKER_03: Uh, so that's a good one.
47:19
SPEAKER_03: Episode 61, ego or instinct?
47:23
SPEAKER_03: Ego says, I can't be wrong.
47:25
SPEAKER_03: Instinct says something feels off.
47:29
unknown: Yeah.
47:30
SPEAKER_00: And and you got, you know, we talk about ego, but you you gotta have some ego and competitiveness.
47:37
SPEAKER_03: Ego makes you better.
47:38
SPEAKER_03: It does.
47:38
SPEAKER_00: Like just to be a type A personality to run, you you have to have an ego, but you have to harness it in the correct area.
47:46
SPEAKER_03: It gets you in the ring, it gets you in the discussion, but then you have to take it, park it on the side and say, okay, now let's get down to it.
47:53
SPEAKER_03: That's right.
47:53
SPEAKER_03: What makes me better.
47:54
SPEAKER_00: And and the way you can use your instinct is not talking as much and listening, then your instinct will start kicking in.
48:01
SPEAKER_03: Yeah, most certainly.
48:02
SPEAKER_03: All right, and then we talked episode 65, leading on empty.
48:07
SPEAKER_03: Right?
48:07
SPEAKER_03: When you don't feel qualified, but you're still the one in charge, and you're still the one that people come and ask questions.
48:13
SPEAKER_02: Yeah.
48:13
SPEAKER_02: That one is so important.
48:14
SPEAKER_02: And y'all do much better of a job of this.
48:16
SPEAKER_02: And I've just recently started to dive back into more and not listening of filling yourself up.
48:24
SPEAKER_02: So making sure your podcast you listen to, but what I've really dove back into is reading actual books, like actually reading the books, training your mind, going back through it, and seeing the difference thereof your glass is not empty.
48:38
SPEAKER_02: You're not out of water whenever people are asking you for something.
48:41
SPEAKER_02: So that is huge.
48:44
SPEAKER_00: If you find yourself leading on empty or leading in an area that you don't feel confident in, here's my tip for you.
48:51
SPEAKER_00: Be really good at asking questions to the other people in the room.
48:55
SPEAKER_00: And if you'll just ask questions, you can keep the conversation going.
49:00
SPEAKER_00: You can actually allow them to lead it.
49:02
SPEAKER_00: You're piloting the whole thing, but you ask a question, hey, go a little farther into that.
49:06
SPEAKER_00: What do you think about this that's going on?
49:08
SPEAKER_00: What do you think that the fix is going to be?
49:10
SPEAKER_00: You know, how could we address this?
49:12
SPEAKER_00: Like if you just keep asking.
49:13
SPEAKER_03: That's really good because you're not the one putting the wind out, right?
49:18
SPEAKER_03: And saying what you know, and because you don't learn while you're talking, right?
49:22
SPEAKER_03: So if you ask other people, you get different perspectives.
49:24
SPEAKER_03: That also builds their confidence because they're getting to lead, they're getting to teach.
49:28
SPEAKER_03: And then it also allows you, if you're in a thinner area of like, I am at capacity, you can still operate.
49:35
SPEAKER_03: Sure.
49:36
SPEAKER_03: And then also, like, if you are on empty, you you need to make sure your delegation train is there and then go out there and refill yourself.
49:44
SPEAKER_03: Like you have to take yourself out and refill.
49:46
SPEAKER_03: That is important.
49:47
SPEAKER_02: I love about putting in the aspect.
49:49
SPEAKER_02: Whenever you're in there and you're in a group, I I love what Matt said about that.
49:52
SPEAKER_02: But being in a group, have multiple people in there because what it allows you to do is more times than not, another person might be leading the meeting.
50:02
SPEAKER_02: But I love sitting in meetings and I'll sit and analyze and go through until I hear one or two pieces that necessarily isn't talked about.
50:09
SPEAKER_02: So have a good group of peers around you.
50:11
SPEAKER_02: So whenever you're filling yourself up, you have opportunity to be able to absorb things that you normally would not.
50:18
SPEAKER_03: Yeah.
50:18
SPEAKER_03: Then we jumped a couple episodes ahead, episode 67, the leadership blind spot.
50:24
SPEAKER_03: Thinking you're in the clear and you're not actually are.
50:27
SPEAKER_03: Right.
50:27
SPEAKER_03: So that was a good one as well.
50:29
SPEAKER_03: Number 91, feed it, train it, trust it.
50:31
SPEAKER_03: Yep.
50:32
SPEAKER_03: You can't outthink a bad input diet.
50:34
SPEAKER_00: No, that's so good.
50:35
SPEAKER_00: I mean, whatever.
50:37
SPEAKER_00: I saw an illustration the other day, and it was a Christian illustration, and it was talking about how you get, you know, a new circle of peers, you know, as you go and you leave some of the other ones.
50:48
SPEAKER_00: And it was talking about like this one person that doesn't go to church and doesn't operate their life correctly, but you're still connected to them because they were a friend of yours and they had like a two by six connected.
51:00
SPEAKER_00: Like, so you keep going around in a circle, but you're still in that circle because you can't disconnect from there.
51:07
SPEAKER_00: And so that that's so true, right there.
51:10
SPEAKER_00: Oh, yeah.
51:11
SPEAKER_03: Right.
51:11
SPEAKER_03: And then episode 93, the name on the building.
51:14
SPEAKER_03: Yep.
51:15
SPEAKER_03: You guys got to break that one down, recognize at the grocery store, at church, at the ball game, what that means, the burden to it, the great availability of it, the opportunity to say absolutely super proud.
51:26
SPEAKER_03: I love this.
51:27
SPEAKER_03: Yep.
51:27
SPEAKER_03: That that's a fun one, right?
51:29
SPEAKER_02: That one is really good.
51:30
SPEAKER_02: I mean, it's everywhere.
51:31
SPEAKER_02: It's at a gas pump, it's at uh of going through the whoever you see, but it always brings a smile because you know how much we care about the business.
51:42
SPEAKER_02: And so you rarely get a bad one out in the world.
51:45
SPEAKER_03: And even if you do, it's opportunity.
51:47
SPEAKER_03: You can turn it into it.
51:48
SPEAKER_03: It was necessary.
51:50
SPEAKER_03: Yeah.
51:50
SPEAKER_03: Right?
51:50
SPEAKER_03: Yes.
51:51
SPEAKER_03: And we see those opportunities all the time.
51:54
SPEAKER_03: Also, the decision thread runs through some other ones here.
51:56
SPEAKER_03: Episode 54, the gut check.
51:58
SPEAKER_03: Episode 57, breaking all the rules.
52:00
SPEAKER_03: Episode 77, deciding without perfect data.
52:04
SPEAKER_03: I love that one.
52:05
SPEAKER_03: We're making decisions without the data.
52:06
SPEAKER_03: Honest question: Are we drawn to all of this because it's the most useful or because it's the easiest to talk about?
52:14
SPEAKER_00: I say most useful because I see it as a competitive advantage of areas that we see others do not spend enough time.
52:21
SPEAKER_00: So it gives us an upper hand.
52:23
SPEAKER_03: I say uh I agree 100%, but it's also the easiest to talk about because it's what we do and it's what makes us successful.
52:32
SPEAKER_03: Very good.
52:32
SPEAKER_03: People like, how are you a good speaker?
52:34
SPEAKER_03: How are you a good problem solver?
52:35
SPEAKER_03: How are you a good solution person?
52:37
SPEAKER_03: How do you find this?
52:38
SPEAKER_03: It's it's because it's what we do, it's what leaders do, you know.
52:42
SPEAKER_03: And so that's that's the fun part, right?
52:45
SPEAKER_03: What I love there.
52:46
SPEAKER_03: But 17 episodes there uh that broke down the business can't outgrow the owner.
52:51
SPEAKER_03: That's good.
52:52
SPEAKER_02: Okay, so a question for both of y'all wrapping up this segment of recapping here.
52:57
SPEAKER_02: What was one of your favorite episodes so far?
52:59
SPEAKER_02: And I'll ask that for both of y'all.
53:01
SPEAKER_03: I'll tell you, I'll take this.
53:02
SPEAKER_03: When we had this idea, beginning of the year, hey, everyone knew you, knew you you knew you knew you.
53:09
SPEAKER_03: Uh as I love bringing in guests because it's out outside perspective, but getting to do those podcasts in our gym.
53:15
SPEAKER_03: Yeah, that was fun.
53:16
SPEAKER_03: Uh, that was a lot of fun.
53:17
SPEAKER_03: Got to bring in uh Tracy Byrd and then Jay Jones.
53:20
SPEAKER_03: That was fun getting different perspective of a different outline.
53:23
SPEAKER_03: So I definitely enjoyed those.
53:26
SPEAKER_00: Uh, my one of my favorite episodes is the cash flow one.
53:29
SPEAKER_00: I just I I'm passionate about that because I really can break that down.
53:33
SPEAKER_00: And uh not very many people somehow understand that.
53:36
SPEAKER_00: So I really like the cash flow episode.
53:39
SPEAKER_03: That's so good.
53:40
SPEAKER_03: Those, those are, you know, we talked about a lot of episodes today.
53:43
SPEAKER_03: There's 98.
53:44
SPEAKER_03: Be on the lookout for this is episode 9900.
53:48
SPEAKER_03: Going to bring something strong.
53:49
SPEAKER_03: Uh, we're super excited about that.
53:51
SPEAKER_03: Thank you guys for your support on the other side of the camera.
53:53
SPEAKER_03: Thank you for sending one that you hear to someone that you work with, to someone say they might be struggling with this.
54:00
SPEAKER_03: Thank you for sending that.
54:01
SPEAKER_03: Send us our ideas, whether it's on Instagram, whether it's an email, whether it's on Facebook to say, hey, what would you do in this scenario?
54:08
SPEAKER_03: Yeah.
54:08
SPEAKER_03: Cover this for me, right?
54:10
SPEAKER_03: But thank you so much for supporting us through whether you're watching or not, but I know you are, right?
54:15
SPEAKER_03: Thank you for supporting us, whether it's a local business that we own or somebody far away that doesn't know us from Adam.
54:20
SPEAKER_03: We appreciate your support.
54:21
SPEAKER_03: It's what we get to do for a living, and we absolutely love it.
54:25
SPEAKER_03: And remember, throw it in AI and say, hey, when did they talk about this?
54:29
SPEAKER_03: It's going to help summarize it so you don't have to listen to 99 hours just straight off the rip, but we want to cover it.
54:34
SPEAKER_03: So as always, check us out Crossroad Conversations Podcast.com, where you can get all of it, or LewisSupershore.com, where we do sell service and fix cars every single day, because that's our business and that's how we pay for this.
54:44
SPEAKER_03: We'll see you soon.
54:46
SPEAKER_00: Hey, thanks for joining us today, and we hope you enjoyed this episode.
54:49
SPEAKER_00: Make sure to give it a like, share it with your friends and family, visit our website, and send us some questions.
54:54
SPEAKER_00: We want to know what you'd like to hear, who you'd like to hear from, and what you want to see, or maybe even some questions for us to answer about either the automotive industry or just business in general.