Are You an Amateur, or a Pro? (Service Drive Revolution)

Foreign.

Welcome everybody to Service Drive Revolution. We have an amazing show for you today. We are going to talk about the winners of the contest for who could ask the best question. So we're going to announce the winner today. We are going to also announce the winner for the top five cars. We're going to do a countdown of your list.

Jeremy, Christian and I put them in order of your list of the top five cars. We're going to answer your questions and the topic today is going to be the difference between amateurs and pros. But please everybody welcome Jeremy the shop the shop owner and creator of the profitable service advisor, Mr. Jeremy O'. Neill. How are you doing, Chris?

I'm doing great. Thanks for having me back. It is awesome to be back from a two week break all refreshed and recharged and ready to rock.

How was, how was your trip? Anything fun happen? You get poison ivy in your pants or anything?

None of that. A million mosquito bites. But I almost got gored by a buffalo. I don't know if you read the news story about a 72 year old woman in Yellowstone that did get gored by the buffalo. Yeah.

She'S the reason I didn't get gored.

Jeremy pushed her.

Jeremy, welcome back.

Hey Christian, how are you?

How are you?

I'm good.

No, no, you sounded like you were talking about wildlife there. I have a question for you.

Okay, I'm ready. What's your question?

What time is it when there's a bison in your canoe?

I don't know. What time is it when there's a bison in your canoe?

Time to get a new canoe.

There it is.

Wait, is he back to hacking? Is he back to hacking us now? That's what he's doing, the hacker. So yeah, it was really awesome. We were driving past this meadow, there were two buffalo out there. So we pulled over and there were some trees and I walked up. I was about 15ft away from the buffalo. They say you're not supposed to get within 25ft. I don't really follow the rules though. So I had my video camera out. I noticed this older woman next to me and so we both kind of started creeping in a little bit closer and then the buffalo charges and I just, I don't know what happened. I just ran like instinct. I. I think I might have pushed her down.

The opening between the trees was really small so I was able just to squeeze through there just in time. And then, I don't know, the carnage was behind me. So we could post a photo of it later if you want to, but that it was my mother in law, so I kind of have some family insight there, so it's okay.

Your mother in law was the one you pushed in front of the buffalo?

No, I. I wish she was, but. No, I mean, I love my mother. Now this is really going bad. People are gonna think like, you, you.

Love your mother in law, but you wish you would by a buffalo.

That we. Getting gored by a buffalo doesn't mean you get killed by the buffalo. There's a difference. You can survive a goring, you know, so it's. It's just. There's a difference there. But have you ever been next to a buffalo? They're really big.

Yeah. They're like F150 pickups.

Yeah. It's like £2,000 of pure muscle. So it was a great trip. The other highlight of the trip, which we started out, we went to St. George, Utah, and my kids are really into downhill mountain biking. My son Landon and Gavin love doing downhill. Landon loves to just shred the trails. So we were on a. On a mission to find Red Bull rampage, and we found it. And it was just an epic two days there doing some jumps and seeing where the pros ride the best freeride downhill mountain bike course on the planet. It was epic.

Oh, yeah. I'm a huge fan of Red Bull rampage.

You don't even know what that is.

I don't. I have no clue what you're talking about. I do know, though, I do know that buffalo makes really good steaks and really good burgers, which I have very often. I've been to Ted Turner's restaurant.

Okay.

Ted's, I think it's called. There's a bunch of those. I've had buff. Probably the best buffalo steak I ever had was in Wyoming and Jackson Hole, but it is one of my favorite meats.

So if a buffalo charged you, would you try to slay it or what would you do?

Jeremy, there. There is going to be zero situations where a buffalo is going to charge me.

I'm not hanging out in nature. I'm not. I'm not. My vacation is not going to be in Yellowstone.

Well, I heard you were tired of the city and you were going to get out of L. A. So.

Yeah, but I'm still not going to move to Montana.

Well, I mean.

No, we're looking at Texas now. We have. We had a. We had a big meeting today. Your sister, who is our director of operations here, and I had a big meeting, and it looks like Texas might be the best option.

Interesting. More on that later. You gotta hear from SDR live. Breaking news. Chris Collins is moving to Texas.

Better than Nevada. Texas.

There we go. A lot of business incentives for moving there. So, yeah, it was a great trip. Good to be back. What do we have on the docket today? Questions got a little bit better.

Yeah, the questions did. Your idea of that contest was genius because.

There were, there were a couple really good questions while you were out.

Figuring out how to make buffalo burgers, people were posting questions. Somebody was.

Mentioning the other day on a strategy session that they, they were hip to what I was doing, that I was drinking beer on the show and I was like, beer on the show?

That's because that glass did, like, look like beer. I remember that episode. It looked like you were drinking a beer.

Yeah.

So this was on the floor, right?

Right.

Or maybe I was pouring it in my cup. And so this does look like a beer, but two things. One is, this is iced coffee. And two, it tastes like piss.

That does.

That cold brew does not taste good.

So I'm, I'm holding up a bottle of cold brew coffee that looks like a beer bottle. An old school, I don't know, you'd call these like stubbies or something.

Looks like a Red Stripe bottle.

It literally does taste like piss. It's terrible. Yeah, we have a bunch of it in the refrigerator, but it'll be there for a long time. And I don't. Was it you that tried it? Because I said one day, I goes, man, this coffee tastes like piss. And then somebody here tried it and they were like, it really does. Yeah, the voice of God tried it. And he was like, you know what? It does? And then I was like, well, how do you know what pee tastes like?

And then the conversation, if you're talking about the voice of God, he should have already known that going in, being omnipotent and all knowing. So I'm just saying, if you follow the scriptures, the voice of God should have already known.

So are you saying that our voice of God isn't actually the voice of God?

I'm not going to make that claim. I just would think that you should have already known that.

Have I ever told you my voice of God story about speaking at Volkswagen?

No.

So I, I get asked by Volkswagen to speak at their, like, parts and service event. That was in Texas, actually. Was it it. The Gaylord in, in Dallas, Texas.

Oh, what a great facility that place is.

It's huge. It's like its own city. Right. So I get there, I get there the night before, and they want me to like, do a sound check and kind of do a walk through. And the guy that was running sound, they said, oh, he's, he's a big fan. Like, he wants to meet you or whatever. And I met him and I was like, hey, how's it going? And he goes, hey, do you want to. Do you want a song? Do you want me to play a song when you come on? And I'm like, yeah. And he goes, AC dc. And I was like, you know me. And so I'm like, yeah, play Back in black.

So that, you know, so that all kind of happens. And then the next morning, I'm. I'm ending the meeting, going into lunch, and then that's it. So I'm kind of the last. The last speaker, right? And I don't know, there's like, there's over a thousand people there. And it's one of those stages where you can't see the audience because the lights are so bright on you and you're way. You're way up, right? So I'm in the back and the vice president's up there talking. They're doing their whole thing. And I don't know, I'm probably backstage for like an hour and a half and then they're like, they come and get me and they're like, okay, you're going on next. And they have me on the side of the side of the stage and then they go, just wait for the voice of God. And I'm like, the voice of God, Okay. And so then you can tell how experienced I am, you know, speaking at these sort of things. So then all of a sudden the guy. The guys on stage come off and then the voice of God says, please welcome Chris Collins to the stage. So then I walk out and I start with my first joke and. And then guess what?

Done. Done, done, done, done. And it totally cuts me off in my first sentence. The music comes on.

Oh, no.

So you're supposed to wait for the Voice of God, then wait for ACDC then. But it was pretty funny. I don't. Everybody in the audience is probably thought, I didn't know what I was doing, but I didn't know what I was doing.

I'm sure you pulled it off, though.

It was fun. Yeah, it was a good crowd. But that's the voice of God to me is that voice. I think it says, please welcome Jeremy o' Neal to the stage.

What would be your. What would be your intro song?

My interest song would probably be corn.

Or, you know, wow, living up the ie, huh?

Absolutely.

Orange County's in the house.

Corn's from Orange County. You know that, right?

I thought they were from hell.

They might be.

Yeah.

You know what else, Jeremy? All this talk about food, it's making me think about something. Where does four legged waiter work?

Wait, where does. I want to. Jeremy, I think we should guess one of these every once in a while. Where does a one legged waiter work?

I know the answer to this. I know the answer. I know the answer. It was the Denny's at Idaho Falls, Idaho. There was a one legged waiter.

Well, that must have been the competition. Because the real answer, Jeremy, is ihop.

Oh, that's too easy. How did we not get that?

Well, you know, I think IHOP against all the publications.

While you're here, Christian, let's go through the top five.

Cars. So we, we, we read this list by. I think it was by Car and Driver. There was a joke of a list saying the three most influential cars of all time.

Were clearly the writer's favorite because they were not. And so we asked you to post in the comments what you thought the most influential cars were of all time. Understand any one of these could be right on the list. But we felt like we put them in the best order we could.

And so.

Way better than Car and Driver's list.

Go ahead and read the, read the list. You need a drum roll, Christian, what do you need?

Drumroll. Sounds good.

Sorry I didn't have that.

Okay, good then. Moving on. Number five. The all famous Dodge Caravan.

Woo.

That's a game changer right there.

The Dodge Caravan is a game changer. Please explain.

People. People wanted to have more kids because they're like, hey, no longer are we restricted to just four kids in a car. Now we can have eight kids. And that's, that's why the population.

Is gone crazy.

It actually is the pure reason for world hunger. Now that you say that, you're right.

And global warming probably too. Cause all those little kids.

No, no, no, you guys have it all wrong. It's the parts department fault for global warming. That's in world hunger. That's it right there. What's number four?

Number four great vehicle. The 1968 Pontiac GTO.

That's a cool car.

Absolutely. Muscle car.

In third place, the 66 Dodge Charger.

Or any of the Hemi products of that era. Absolutely. Yeah.

The Cuda, the Challenger, all those were good ones.

The Javelin they got, they. You know what was great about those cars is they got amazing gas mileage.

Like two gallons Per mile.

Well, I just got the same reaction Christian gets to some of his jokes.

Yeah, that's fun as nurses.

Crickets. Crickets.

You got a bask in it.

And hold on. In our defense, if we were waiting for the punchline. Sir.

Yeah. They get great gas mileage. That's the punchline. You can literally. In those cars. I had a charger before. You can literally watch the fuel gauge go down.

That's so funny.

You barely make it from gas station to gas station, but they are great cars.

Agreed. And number two, another great choice, the 65 Ford Mustang.

Ooh. Game changer.

See, this list is way better than the other list.

Yeah, there's no comparison.

I feel like that person doesn't understand cars.

I would agree with you. You know, it's interesting. Look at the. When the Mustang came out in the 60s, that was a very big generational change and a swing in society. It's kind of like where we're at right now in society. And then you've got, you know, what car in the next 10 years is going to come out and be that, you know, make that statement that the Mustang made? It's very interesting.

What would you. What we need to do is get some sort of.

What do you call those, like, psychics or whatever that can bring the dead back. Like, you can talk to your dead grandparents or whatever.

A priest. You want to bring a medium?

Are they called mediums? We need to get a medium on the show and bring Lee Iacocca up and then ask him, because wasn't he responsible for that Mustang?

Let's bring him up and ask him what the. What the next. But we want to bring back younger Lee Iacocca, not old, grumpy Lee Iacocca.

Hey, we can probably. We can probably get the actor that played Iacocca in the Ford vs Ferrari movie. That might work.

Why don't. Why don't we just get the real Lee Iacocca? We just get a medium and we dial them up. You pay a medium, like, 500, and they pretend like they're talking to Lee Iacocca.

No, we could do that, but you said you wanted a younger version of them, so I don't know how you're going to go back in time.

Well, you know how there's, like, the older version of Elvis and the younger version of Elvis, like, on the stamp? We just want just Lee Iacocca kind of got a little grumpier as he got older. We want the, like, kinder, gentler, but we just tell the medium to die. It's fake anyways. He'll dial up whatever Lee Iacocca we want.

Oh, there we go. That works.

But what would the next car be that would change the game like that? What car?

This is our top one. If only we had a drum roll.

So the number one most influential vehicle, according to our listeners is.

The Model T. Of course.

Of course. Of course. Now, a bunch of people put Model T in the. In the comments because we have really smart listeners.

You know, obviously, people listening to service drive revolution. Their IQs are probably 15, 20 points higher than most other shows. But the hundred dollars there is gonna go to the first person to put in Model T. Everybody else that put in Model T will get swag. Does that sound fair, Christian?

Extremely fair and good choices.

Yeah. Great list, you guys.

I have to disinfect real quick.

Okay, carry on.

Are you afraid that Christian's gonna give you Corona through the computer?

There's a lot of germs in downtown la, man. I just don't want them coming through.

There is a hole in the ozone above Jeremy's shop. I'm just saying that with the amount of aerosol that goes into that place.

Oh, my God. This can was built in 1970. Dang it.

Hilarious. Okay, good job, Christian. Thank you. Now let's go to the voice of God, and let's answer the questions this week first, Jeremy, and then we'll talk about our favorite questions and who's going to win the hundred dollars.

You see, I'm prepared. For those of you listening, I just put my sunglasses on, and I'm prepared.

For those who are listening, he just put his sunglasses on.

Absolutely.

For those who are watching, we're pointing out the obvious.

I think we're having technical difficulties because there's a lot of action over here, but there's no voice of God.

The voice of God is here.

Sounds like he's in New Mexico. Where is the voice of God today?

Before we get to our questions, we had a response from one of our last questions. Vapor X from YouTube, who asked what we think of personality profiles, has given us an update. Chris, thank you for answering my question. We actually did test all of our employees, and guess what? They're even more introverted than me. Ha ha. Thanks again, Chris.

I love the humor in that voice right there. That was great.

Yeah. I'm a genius.

You are.

It's not news to anybody.

You are an undisputed genius. Yes, sir.

Those personality tests are a waste of money.

He should go back and take it from the viewpoint. Answer all the questions like an extrovert would answer it. Then he'll be labeled as an actual extrovert.

Yeah, you can manipulate those tests. Just answer if you're an introvert, answer the questions the opposite of how you would.

And you'll come out an extrovert. It's pretty simple.

Remember, you can't change A holes. A holes are going to be a holes. Can't change them.

It does. That's not a category.

Well, you just don't know if someone's going to be an A hole until you.

This next question comes from YouTube. What's your opinion about dealerships using a check in kiosk? We have one and the manager wants us to use it. Even knowing it takes more time and it can't check history.

What do we think about kiosks for service advisors? The first thing I think is.

If they're, I don't know if you run the danger of getting replaced by a kiosk, you might want to get into selling mortgages or something. What do you think Jeremy?

No, I don't think they could do that because you have to get a special license for that. These days it's not just easy to go do mortgages so that's probably too hard. I, you know, I welcome it. I say bring it on. And this ties in great to our topic today of, you know, being a pro versus an amateur. Look, the kiosks are going to come, there's no question about it. The dollars and cents it's going to help dealerships and service departments bring a higher net to gross and consumers. It's not about the kiosk. You got to wrap your head around this, it's around the process. And if you're gonna beat, you know, Chris, I would slay the kiosk dragon. I would come in every single day. I would pre print and get prepared for all the customers coming in the next day. I would contact them via text, email or phone call. I'd schedule their drop off appointment for 15 minutes apart. I'd let them know that the check in process is going to take between 10 to 15 minutes so I could pet the dog properly, answer all their questions, get their ticket written up properly and just ensure that they have this magical personalized customized experience as tailor fit for them. And then after a month of that, two months, three months, four months, five months, my clientele is going to be lining up for me out the drive and they won't want to see the kiosk and consumers do want a faster experience. But you got to remember if you have ever seen a customer at a kiosk on their own, they get stuck, and that's where they need a professional to come in and help. So I would. I welcome it. Bring it on. I would use it as a tool. It's just another tool. Use it when it's appropriate, but find out how to slay the kiosk dragon.

Good one.

This next question comes from Hector.

So hold on, guys. I'm sorry. I don't usually interrupt you very often, but I feel like it's important for everyone to know a thing or two about you. I heard God.

Talking to Michael yesterday, and he said to Michael, michael, come forth and receive eternal life. But Michael came fifth and won a toaster.

Oh, that's ridiculous.

God is speechless.

God does not award toasters.

God awards participation, trophies. This next question comes from Hector. Hello, guys. I recently left a Japanese manufacturer after 15 years and my complete dealership experience at the same store. I switched to a Jeep, Dodge, Chrysler and Ram as a fixed ops director. What recommendations do you have to grow a store with a lot of potential and a lot of UI O's? I have many ideas, but love to listen to opinions to better a store.

See, Chris, I told you the questions were going to get better if we just rewarded the behavior. That's a good question. I like that question.

I would. My first word of advice would be to get a coach. And you love listening to ideas and all that, but what's really going to separate you is your execution and how you create this remarkable service experience for your clientele. And a coach can help you get there faster and weed through the nonsense and the noise. So I would absolutely say grab one of our coaches and help them guide you along that path through to success. And it's all right there. It's a remarkable service experience. How do you deliver that remarkable service experience?

Yeah, the customer experience has to be the first thing that you figure out. And then. And then mark, you know, market in a different way. Like, don't marketing, that is.

You know, buy three tires, get one free and all that. Like, tell a story, be engaging, be a part of the community. You know, go, I don't know, go back to what this industry was about. Being a part of the community and interacting with the community is a good way to build your RO account too. But you have home field advantage. So if you're a dealership and you're selling the car, you have home field advantage. It's the experience and the customer's feeling about you or us in that scenario that keeps Them coming back. So you need to manage their emotions and their, their perception of value needs to be managed.

Absolutely. Great points.

God rolled his eyes.

God did not roll his eyes.

This final question comes From Clarence on LinkedIn. Chris, I need help knowing if I should pursue being a service advisor, BDC call center agent or parts advisor. I've been in and out of positions at different dealerships but don't know which one is my passion.

Wait a second, wait a second, wait a second. Did I hear the question correctly? Chris, did he say that he actually has had a job? He did the parts department. Yeah.

Well, yeah, that was one of the, that was one on the list.

So what do you think that experience did for him?

He's going to need some sort of exorcism from parts. Like you're going to have to remove the parts before.

Yeah, this is why he doesn't know where his passion is. Cuz the parts department sucked his passion right out of him. Right. Work ethic.

You're going to have to go to a, you're going to have to go to a shaman or something and do some sort of hallucinogenic thing in the forest of Peru, something.

He could go to Sedona, Arizona and possibly do that as well.

So is that why you did it?

Who said I did that? I actually had not done that. Here's trying. Yeah, I think you have to look at, you know, where your passion lies. Do you really have a passion for helping people? If you do not have a passion for helping people, you don't belong in the service department. There's just, that's just a game changer right there. So if you like to help people, then I would say lean towards service. I never went in my career path to sales or finance. I just chose to stay in the service department. It was a great fit for me. It really helped me fulfill a lot of the things that I needed in my career was a lot more stable than working, you know, on the sales floor. So I would say look at the service department. You've got to pick one and then move forward with it. So find your.

For me, I just grew up really, really poor and so the job that was commissioned, that the harder I worked the more I could make and, and it was all on me. To perform.

Was the one that I wanted. So to me it was about the pay plan and investment of effort versus reward. That's how I thought. I didn't know any better.

Yeah. And I think long term service has a more stable future than being on the sales floor. We don't know how things are going to change with sales coming up in the next five to 10 years. So I think you can build a book of business. You know, like Kris, you talk about, you know, in your training, which is to stay in one place, build your clientele, be build your key throwers, and create that trust fund that you deserve.

Yep, good question.

God has no further questions.

Is that good enough for the hundred dollars?

No, the hundred dollars is gonna go to somebody else, Jeremy. Oh.

God. Who's the hundred dollars gonna go to?

The hundred dollar winner is Jay, who asked the question that we featured in last week's Drive By.

Man, I got more comments on that drive by. People texting me directly saying that it really affected him, which to me was feedback that the leadership training that I'm doing is in the right vein. Because I'm going pretty deep on some things in there that I know some people will be scared of. I was actually thinking today that I'm gonna have two versions of it, Jeremy. I'm gonna have the lite version, and then I might have a version that people can ask for and we'll turn it on for them in the platform. But not everybody's gonna want to go there, and some people probably will be scared of that. But Jay's question really did, like, let me know that I was on the right track especially. Well, the feedback that I got from Jay's question, more. More than anything else.

Awesome.

So we got $100 going your way, Jay, and some swag. Right? Books. Didn't Jay want books?

Jay did want books.

Yeah. Send him books too. What did you hold up, Jeremy? Sorry.

The hundred dollar bill. There it is.

Oh, it looks big when you hold it that close to the camera. Okay, so now we're going to talk about the difference between professionals and amateurs. And you were all fired up about this?

Yeah, I gotta tell you, I was pissed off today. And, you know, there's a couple. Excuse my language and the frankness of it, but, you know, you've done on site visits, you've been to shops and dealerships, and, you know, just observing a couple minor things. You can tell the difference from an amateur and a professional. And, you know, so one of the things that I'm a strong believer in is our service team has to have its own final quality check. So before we give a car back to the customer, we've got to make sure that everything is right. And the things that I see on that will tell me whether I'm dealing with an amateur, you know, or A professional. So just a couple things that set me off. When technicians focus on a repair, customer brings a car in for a certain concern and they fix a cooling system issue. Well, the rest of the car matters. And there's so much opportunity on these cars today. But when I look at a vehicle that's supposedly ready for delivery, this is just one example. You go on your final road test route and you notice the low oil light is on. So you stop, you open the hood, you check the oil and there's no oil on the dipstick. Well, the car was just in the shop. What's wrong with that picture? That's what consumers are driven crazy about with automotive repair from day one. The professional technician, service advisor, the professional in our field, they genuinely care about the customer and the financial well being of that vehicle and they want to make sure that it's perfect when it leaves. And just doing the job that's on the repair order is not enough. You've got to go beyond that and have a, have a take pride in what we do. That when the customer gets their car back, it's like magic. It feels different, it sounds different. It is different because you took care of that car and did the right thing and you paid attention to the details. So that just really hit me today as I was going over some stuff in the past and some notes and you know, looking at some of the cars that we were getting ready to deliver. I think it's something that we need to shake our industry up a little bit and really take our profession as a profession and not be an amateur. What are your thoughts on that?

No, I agree. And it's little things like wipers or washer fluid. Like you have to think of yourself a little bit different and understand.

The depth and the amount that you have to care about something in order for it to really be special and it to be a career. Right?

Absolutely. You know, it's your, your story of buying the Jet Skis. Two completely different, you know, scenarios. Two different businesses driven by two different things. The dealership that's going to get your sale is going to make the money. The one that didn't, unfortunately, their focus is primarily only on making money and not really serving people. So it's, it's everywhere you go in every industry in any, especially in service, you've got to provide that service experience.

The next one is attention to details.

Yeah. So, you know, it's funny, one of the number one things I'll see when a car is ready for delivery is it's not staged and then the rear wiper blade is the first thing I'll look at. Because if that wiper blade's hanging down, I can guarantee you that that store CSI scores are a lot lower than the ones that they actually take care of. That that rear wiper is just a key signal if they pay attention to detail or not.

Yeah. And fingerprints, like how many times have we done, you know, $5,000 worth of work on a customer's car and all of it has been done right. And great. And the car runs better and the whole thing. And the customer comes back in and points out that there's a, you know, greasy thumbprints on the headliner or whatever.

Yeah. And that's one of the things I recommend that all advisors do is sit in the customer's driver's seat when the car's ready and just look around. Just be observant of the car. The condition, especially right now in today's age, you've got to make sure that the I's are dotted, the t's are crossed. Don't forget to get your disinfectant. Spray that around. Yeah.

Radio stations too, right? Like customer gets in the car and it's heavy metal or it's mariachi music.

Well, come on. That's a systems issue right there. You shouldn't touch the radio when you're serving.

Still, attention to detail.

Yeah, absolutely. Details for sure. Yeah. So mask the attention to details. Definitely critical.

Now the next one on the difference between a professional and an amateur is practice. Professionals practice.

Yes. The Seattle Seahawks do this very well. Practice at a game time level, but they do practice all the time. It's interesting. How many times do you see service advisors practicing in our field outside of working hours?

Rarely.

Rarely. We practice on our customers. How do you ever expect to push your skill set further? And you know, Chris, I'm on the front lines every day. So I'm a shop owner and I work with my customers. And I can tell when I get out of practice and things kind of start to get away from me on the sales side of it a little bit or my presentations. And when I start to feel that I will literally go and practice an hour to two hours a day to re hone my craft and get, you know, the ums and the odds and the pauses out, make sure I'm prepared and make sure that that delivery is there because you've got to practice.

I got another one for you.

And keep your skill set at a very high level. I don't.

Talking about professionals.

There's some Feedback in.

I can tell. I can see it in your eyes. Why did the donut maker retire?

I don't know. Why did the donut maker retire?

He was tired of the whole business.

Okay.

Gonna have to stop at Krispy Kreme's on the way home now. There we go.

Okay, next one on the list is no coach and no training. They don't train. So what books are you reading? What training have you done to get better? Whether you're an advisor, a manager, or a tech, it doesn't matter. Reading books, right?

Yeah. There's so many different areas that you can learn in that there's always something for you to learn. I would say turn your car into a university on wheels. You know, you've heard that before. Listen to the podcast and. But definitely take your training seriously. And coaching is just. Coaching is amazing. It just helps you get to where you want to go so much faster and eliminate the potholes in the road.

The next one we have is you make money instead of earning money.

Tell me more about that. What exactly do you mean?

Well, it's, you know, it's a job that you're doing, exchanging time for money versus a job you do and you're exchanging results for money, you're exchanging passion for money. You actually really care about what you're doing and then the money takes care of itself. But it's kind of the difference between a salary or hourly employee versus somebody who's actually vested in the result and their outcome.

You know.

You love art and you know, the artist that becomes a world renowned artist really has a passion for being creative and putting his heart and soul into that. And it's no different in any job that you do. If you're just focused on doing the job and making money, the customers are going to be able to tell that experience from somebody who really is trying to make a remarkable experience for the customer every time. And that's their focus. So that's true. You earn it by performing and executing every single day with every customer.

Yeah. And then the last one that we have on here is professionals track their results, they know their numbers, they're looking at the measurables all the time. They know if they're winning or losing.

The scorecard, you have to have a daily scorecard to know if you're winning or losing. Where are you at every moment of the day? Do you need more cars? How is your gross profit? What are you on track for the month end numbers? You know, you don't fall short of your sales goal. The last Day of the month. You fell short on it. 10% a day during the 20 days leading up to the last day of the month. And same thing with annual sales goals. So tracking keeps. You know what, Kris, what I really love about tracking your numbers is it changes your behavior. And getting your personal human behavior changed is. Is a skill that you can do by learning how to track the KPIs that are important to you on a moment by moment basis as well.

Yeah, it's good. So just to recap, number one is not caring. Number two is attention to details. Number three is practicing. Number four is having a coach and actually training, investing in yourself. And then number five is making money instead of earning money. The last one is tracking your results. A professional tracks their results. It's a pretty good list, Jeremy. I like that one.

That is a great list. Great topic. Hope they get a lot out of it and can change some things.

Awesome. Well, that was fun. I'm glad that you survived your trip and that you didn't get gorged by a buffalo.

Yeah, I'm glad I'm not on the underneath a buffalo's hoof right now. So that's actually good news.

It's really good news. It's the little things, Jeremy, that. That make it all worth it.

Are you ready to hit Rampage with us in October?

What is Rampage? Is that a wrestling match?

It says it all right there. That's all you guys need to know. For those of you that know what Rampage is, we'll see out there in October.

Is it WWE kind of stuff? World Wrestling Entertainment?

No, it's mtb. Downhill mountain biking.

Oh, yeah, no, none of that. We'll be doing none of that there. And I won't be hunting for buffalo.

Awesome.

But I will be riding jet skis.

With your life, with your license. Yeah.

And I'll have covers and I'll have life jackets. All that. It'll be perfect.

Awesome.

Awesome. Well, thanks, you guys.