Chris' Favorite Things of 2019, Audience Questions, And How to Have More Energy in 2020 (SDR)

Welcome, everybody, to service. Drive revolution. Mario and piss.

What's going on, Chris?

I got a DM from somebody on Instagram that's an advisor in our actual. In our program that works for one of the coaching group stores, and he's sitting in a Honda training meeting, and they're playing our videos in the trading the free ones from YouTube. So they played Circle of Trust. They played pet the dog and one other one. Like the five keys to being a.

Sally Tires, I believe, or something like that.

No, no, no. That's in the. That's selling tires is in the on demand. You have to pay for that.

But I've all, like, you know, I've always said, like, I'm gonna give away better content than people charge for because then the stuff that other people charge for will be useless. Right. Because they can find free stuff. But It's a catch 22, because when you give away really good free stuff, people. Corporations use it without paying for it. How do you think I should feel about that?

I'm gonna say good in a sense.

That they're using our training to compliment.

Yeah. But at the same time, it's keeping them from getting to the real stuff.

Yeah. Well, the stuff that they pay for is better. But still.

I think you should feel proud.

I'm mixed about it, honestly. I love Honda. We have a lot of great Honda clients. But, man, playing our stuff in their train, in their, like, corporate training. Like, what are you paying those trainers for?

Right.

If they're playing like, I asked the guy, I'm like, do they have a workbook? He was like, no.

I always find it interesting when people talk about csi. Our corporate trainer wants to see your stuff. We're like, wait, what?

The car business still is full of a lot of shady, shady characters. It's funny. We kind of live by a different set of rules, but it's funny. Well, today's show is amazing. We got some fun stuff.

We're going to answer some of your questions. One of the questions, we're going to do two here, but one is, do you believe the parts department should contribute to advisor pay as long as we are paying the advisor on labor and parts.

Interesting.

And then one other question is a little more long tail. That will be fun. We're going to talk about changing habits in 2020 and something that I saw Mario accomplish I was really proud of him for. And then I'm going to talk about my favorite things of 2019, one of which I bought all the coaches and I have Mario's here right now. So he's going to open it, it's wrapped and I bought it for all of our coaches because I literally think it's changed my life. Definitely has saved me a lot of time and I believe it will change your life also. In fact, I'm pretty sure I'd bet money I'm excited. It's gonna change your life.

Can we start with that?

No, we can't. We're gonna get, we're gonna get to that. Okay.

A couple things in the news that are kind of interesting. Fiat and Chrysler, PEUGEOT say that five times fast, right? Are merging. 50 billion dollar merger. Isn't it crazy that they're only worth $50 billion?

Yeah. Seems very little for that.

Yeah, it's nuts. The Companies combined sold 8.7 million vehicles worldwide, but they have the potential for 14 million million vehicles in the short term. The group is going to use profits from selling the Ram pickup trucks and the Jeeps in the US to drive funding of development of cleaner vehicles to sell in Europe and China. The thing that everybody is kind of getting wrong and they're not understanding. And I spoke at this event.

Last month, I think for automotive accountants, believe it or not, in Vegas, and the guy that went on before me was a broker and he was talking about how Volkswagen doesn't get it and nobody's buying or selling Volkswagen dealerships. And that if they think that the US wants half of Volkswagen's lineup to be electric, that they don't have a clue and who knows what they're doing. And the whole time I'm like, has he heard of China? Like the thing that we have to realize here in America and wake up to this right now, wake up, America.

We sell what, 16 million and they're predicting that we might go as low as 14 million or something like that. But our new vehicle sales are dropping every year. China sells twice as much. They're selling 30 million. So even if there's a drop, they're still twice as big as we are. And the thing that's happened in China is that by 2026 all of the vehicles sold have to be non combustion. So they're all going to be electric. So by 2026 they all have to be electric. And Volkswagen and a lot of these companies are hedging their bets on that because it kind of like, I think they trickle down the percentage and then at 2026 is the cutoff. But every year there has to be more and more electric. So I understand it. And that's the number one car market in the world. They're designing for that. They're not designing for us. We're going to get electric cars whether we want it or not.

They're coming.

Yeah. And so that's just how it is. So it's interesting because a lot of these companies, like, you know, Fiat Chrysler, BMW, Mercedes, to some degree, they're behind the curb. They don't have. They don't have it figured out.

It's like they're trying to fight it. Right. And hold on.

Well, I mean, for how long was BMW and Toyota talking about hydrogen?

Right. Long, long time.

They still like have a hydrogen seven out there that they're cruising around that nobody wants, you know, and so it'll be interesting to see, see what happens. But that's. That's a fascinating news piece, that merger, because Chrysler is really struggling. Jeep is kind of the darling of it, but Chrysler's struggling. Like, they're not making the 300 anymore. Right? The 200.

They cut back a lot.

Didn't they get rid of the minivan? The minivan.

I think the minivan stayed because that's one of the. Like a soccer mom.

I think they only have the Dodge one or something like that. I don't know. But it's a disaster. They don't have. They don't have much.

Right.

So we'll see.

Changing the industry, that's for sure.

One other little note is rotary engines are going to be allowed back in Le Mans, so they're banned in 1992. But for 20, 21, 30 years after the fact, the organizers are going to allow rotary engines. So it'd be curious to see if somebody really goes after that and if the rotary engine can stand it. It's fun, fun stuff. So Mario and I were actually just out last week together. We were in Denver.

And you lit, you lit that service drive up like it. So I went there like a couple months ago and the service drive was confusing. There was just this tension. It wasn't intuitive. It. The advisors, definitely none of them would make eye contact with me. Right, right.

That's what I heard. I heard the stories.

Like, it, it was super awkward. And then I. You were, you were there and Steve and you know, we implemented some, some different things, but, man, everybody was like, excited. The advisor, one of the advisors was super excited because he was already ranking in our advisor competition the.

The software the first time we put him in.

Yeah. And having. Having a lot of fun. Just the vibe was different. It was night and day. Customers were having fun. It was really. It was really cool. So when we were there. Or do you want to say anything about that?

Yeah, I was just going to say, you know, a lot of them, they just lack guidance. And we go in there and kind of give them a little bit of the process and a little system. Doing a system, they all of a sudden just go, yeah, that makes sense. I'm going to go do that. And the fun starts coming, the stress starts dropping. I think that's what you ended up seeing this week that we created there. So, yeah, me and Steve had our hands full, but I believe towards the end of the week, everybody started figuring out what we were there to implement.

Yeah. Even the. It was funny. The. The young porter that was fighting us on our. On our hat system and all that. That day.

Steve was telling me that we'd already, by lunchtime, written 110 cars.

Yeah.

Which it felt like maybe we wrote 40 because it was that smooth. It's all about the system. So before, they were struggling to write 80, and it felt like, you know, they were giving birth to babies everywhere. And then 110 and it was like, it was just easy.

Right.

Everything has its purpose.

And what was funny Friday, that evening or that. That morning Friday, the owner comes down and he. And he has the GM in there. He goes. As quirky as these games are. Right. Because no one really understands the gamification part and everything else. He's all. It's quirky as this is. You think we can do this in sales? He's telling his gm. Yeah. So it was funny.

That's when we're doing it.

Right.

Is when the sales department's copying service, which happens more than. More than you would think. That's always our intention, too, is we can put on a better shift meeting and have more fun than sales.

Yeah.

But the thing with that, and like, you're so good with the games and, like, how much fun they were having, but it's contagious. Like, the customers are like, wow, people are having fun here because you know how to get in their heads. Like, it was so fun. It was great to see the before and after like that. But to my bigger point, when we were there, we went out to dinner and we were. We were talking and I was. I was pointing out the fact that you, you know, you've lost a lot of weight. You seem like you're happier, in a better mood. Like, you have more energy, and maybe you cut yourself in half. Like, you look like you lost to Mario.

In the process. Right?

Yeah.

And so.

I think going into 2020 and what what we were kind of talking about is it's a relevant conversation for everybody listening, because everybody wants to make New Year's resolutions, and you want to join a gym and you want to do all this stuff, but come February, like, I think it's hilarious at my gym down here downtown that it's gonna be super busy the next month. 30, 45 days, can't get the weights, can't get a machine. And then by February, it's empty again, you know, and so that's not sustainable, and that's not what anybody wants. Like, you really want something sustainable, and it seems like you've kind of created something. It wasn't an overnight thing. It was a journey, not a destination. And you've just been consistent. You don't always win, but you win more than you lose. And so you've been going. So let's. Let's kind of dissect that a little bit and help everybody listening or watching understand like, what. You know, what it takes to do that. So do you know how much you've lost?

It's going to be upwards of over 30 pounds at this point. Yeah.

That's huge.

Down from, like, 267.

That's a good mold on myself.

Yeah. Right. From 267, I think I'm down under 230. You know, I fluctuate depending on how much water, what I did that day or that week, you know, so between 225 and 230 is my current weight right now, which still got a lot to go. But, yeah, you're right. The energy level, the excitement, the. The awareness of everything, it just. It's in tune with everything I'm doing, you know, so it's. It gets exciting. Yeah.

So what made you. What was the turning point? Like, what made you change to the degree that it stuck so much?

You know, when I think about. I think it's just a mindset, Chris. You know, everything that you want to accomplish, if you set the right mind, that's Right tone of mind or the right frame of mind, you're going to accomplish it. I mean, it's that simple. I put my mind to it, and I'm out there accomplishing it every single day.

But what made you. What made you put your mind to it? Like, there had to be some sort.

Of trigger, you know, you make me think about it. Okay, so. Okay. I think the very first thing that made me want to start switching the way I was doing was, and I think I share this with you is when. When I raised my son, Jordan, And I lost.

So you guys got to understand what a big deal this is. Like I've seen Mario race technicians in dealerships or advisors. Literally they will be in tennis shoes and Mario be in dress shoes. And I've never seen anybody beat him in a sprint. So like the back of the building or in the drive or whatever. I saw him once in dress shoes, sliding, bumbling and fumbling, beat a technician that was in Nike running shoes just out of sure will.

He's fast. If he's anything, he's fast. So your son Jordan is 13.

He just turned 14, last 14.

So he beat you? He beat you. And how long ago was this that he beat you?

So he beat me back in. I want to say about August. August, July, around my birthday. And since that time around your birthday.

Did that play into it?

A lot of it was like, man, am I getting old? Did I lose it? You know, is he, is he beating me? But ultimately I felt like, you know what, he had an advantage. I'm out of shape. He's constantly training. He's constantly, you know.

Wait, wait, you gave him an advantage?

I gave him an advantage.

By being out of shape.

By being out of shape. Yeah, you're right.

So that was, that was the turning point, right?

Well, just losing and realizing, listen, I can go beat, you know, a 25, a 30 year old porter, maybe 10 years younger than me in a heartbeat. And then I have a 13, 14 year old kid that just beat me. And yeah, I never thought about how out of shape I am. Wait a minute. Rounds of shape, right? I never thought about how out of shape I was. It never affected me until I lost. And I started really looking at why did I lose? Did I not run right? Did I have wrong form? Always. You always go to your system first and then you realize your system's intact. It's just you're carrying around a lot more weight than you're used to. And the minute you lose, you start realizing what you can do. Right? Right. So I think that was a starting point of I lost a race. What can I do so this never happens again.

So hold on, take me to that moment because you and I have competed in, well, mostly basketball.

And even though bringing that up, huh?

Yeah, I beat him 13 games in a row, everybody. But the thing about it is you talk trash the whole time. So you're doing this with Jordan. Are you talking trash? Are you getting inside? Because that's your, that's your go to strategy for everything. Okay, so you're talking trash. You're Telling him, you can't beat your old man. Whatever, Whatever. How far are you guys racing?

It's good. 100 meters.

100 meters, which is how many yards?

Probably shy of 100 yards. You're probably a little shorter.

Okay, that's a long. Yeah, that's a long.

That's usually coming from track and always running track. To me, it's like 100 meters. Will tell you a good. You could race. And it kind of works to my advantage because I have a good start, but then I start powering with. Once I get to, like, 60 yards, I start really getting my form down and running through.

Okay, so you. So you do the ready, set, go. You're talking trash.

Yep.

And then you guys both take off. And at what point is he beating you?

You know, I don't think he beat me until the halfway point. Where? In my head, that's when I started pulling away, and I never pulled away. And he.

And were you winded?

No, all honesty, I started kind of doing a little leg workout, and I did this one weird exercise that I've never seen anybody do, and my legs were tired and sore. But again, that's just an excuse, right? I felt like every time I lifted 10 pounds, 20 pounds was just bringing it down.

Yeah, it really felt that way. But at the end of the day, a race is a race. If I. If I accept it and I lose, I lost.

Okay, so halfway through at 60, he pulls away. And then what are you thinking?

How do I pull back? How do I pull back? So I'm thinking form. I'm thinking, you know, keep my fort. My. My arm right up to my chest, right down to my waist, like my track coach used to tell me. And nothing I was doing was closing the gap. And I just felt defeated. I just felt like I was.

So then do you tighten up?

No, I was pissed. I honestly. I didn't even finish the race.

You gave up?

I just pulled away and I just said this. This sucks. I wasn't ready. And, you know, obviously, I wasn't ready. Yeah, I gave every excuse in the book. Chris is. You don't realize how quick. Excuse me. Excuses come to the surface when you lose. You have every excuse in the book. And, you know, Jordan being my son and obviously growing up with me, talking, you know, to smack to him, every single sport or any game we play, he comes with it. Oh, who's faster? Who's the king of the race now? And it just started, and that just added fuel to the fire. I was pissed. I was livid. Didn't even want to see him. I almost wanted to send him home walking, but knowing that, you know what? Don't get me.

You want to punish him.

I wanted to punish him for beating.

Me for being a mini Mario.

Exactly. Exactly. It hurt, Chris. It hurt.

I mean, there's a weird thing that happens there though, when the sun surpasses the dad.

Yeah. But I didn't think it was gonna be this at this age. I'm thinking, you know what, 17, 18, you're going to college, you're gonna be playing with semi pro type.

You're like a mini man right now. He's still a big, He's a little.

Kid in my eyes, you know, he still, you know, has his finger in his mouth and he's asking for, you know, cartoons. And this guy beat me.

Yeah. So the humiliation of it, you start.

Thinking about like, okay, I'm letting myself go too much. My habits are creating something I don't like. Right.

Chris, I don't even know if I shared this with you. One or two weeks from that incident, from me losing to my son. I'm heartbroken and I'm having all these thoughts running through my head of why, how, how did you let this happen? We're at my friends or my, my sister in law's house were having a bingo night for her family and everybody's there and you know, after a couple drinks. No actual bingo. They love bingo. And my, my lady's, you know, mom loves bingo nights. We decided to have a bingo night at the house. And so, you know, after a couple drinks, you know, you got to go use the restroom. So I'm in line because it's a house and everybody decides to go have it at the same time, right?

Go. There's one restroom.

One restroom. And we're there, I'm in the hallway and you know, we're having a conversation. I'm talking to Chris, my brother in law, and we're just having a conversation. And I see Dean, which is a little nephew, my little nephew there, he's walking back and forth, you know, and he's probably like five or six. Little guy, little guy, you know. And then Dean has an infatuation with boobs.

How do we know this?

Because his mom tells me that he grabs everybody's boob, right? Every time there's boobs, you'll go up to him and just grab them.

Is that okay if a 5 year old just grabs people's boobs?

I don't know. I think, you know, everybody has an infatuation of Some sort, right?

But girls just forgive him because he's five.

Well, he's five or six. What are you gonna tell five or six year old, right? And so they're almost like, oh my God, you know, and they kind of play it off. It's five, six year old. I think he's smart and he probably does it on purpose by now. But that's not even the point. Chris. I'm in line, I'm talking to Chris, my brother in law. And we're in there and I'm waiting to go in next and I see Dean back and forth. He comes over, he just stares and he flicks my boob.

Chris, don't laugh. Chris. Chris. Imagine.

So he thinks you have gross boobs.

He just flicks.

My boobs are like a D cup.

See, that's the thing is in my mind I know this kid doesn't know a difference between a male boob and a female boob. A boob to him is a boob.

A big boob is a big boob. Yes.

And so in my head I go, my boob is big enough for him to go, that's a nice boob. I want to flick it. And so I'm standing in there holding my beer and all I can do is look down and wonder. I just got my boob flicked. And with me losing and having my boob flicked and just feeling like out of shape, like, you know, all those incidents kind of just open up and going, you're out of shape. Because I obviously see myself in the mirror, I've told myself, but it didn't affect me. Until you lose a raise and you have a five, six year old flicking your boob now everything's just downhill from there.

Okay, so after he, he flicks your boob and you're looking in the mirror, then did you think that you like.

Had boobs at that point? It was time for a training bra at that point.

Bigger than a training bro.

Not that. I definitely could probably go bra style now.

What cup size would you have been?

I don't know. I don't know how that works. I just know it's something.

Come on. You don't know how that works?

I don't know how that works. Right.

Really?

So if I had a guess, you know, 30, 16, is that how it works? I'm probably a 36. No, I probably want to be smaller, not bigger. Right. So I'm probably a B cup.

Well, you were looking in the mirror. What were.

I don't, I didn't put a bra on. And measure it.

Chris, you kind of, like, made the connection.

I made the connection.

Boobs are too big. I got man boobs.

Yeah. Not just my boobs. I started looking at everything, right? It's like, well, I have no neck. I got boobs. I got, you know, love handles. Like, everything was just downhill. I'm like micro looking at myself through a microscope and looking at everything I need to fix. So losing arrays, having someone just kind of shame body shame you is the way I kind of perceived it. Right. It was just the start of like, dude, I got to do something, but I didn't do nothing. That was just. No, I was just a Jordan to you.

Have. You have a D cup?

Yeah. Well, that was in two weeks. Right. And that was.

I thought the Jordan thing would have been enough.

Well, the Jordan thing really made me go. You probably got to get into the gym. Right. So I gotta maybe start working out. But you know, what was a big turning point? You remember when went to Chicago?

Yeah.

So when we went to Chicago and we met. We met up with Dennis and Greg. What did you notice the group there.

And Dennis is the main manager.

Yup. What did you notice instantly about those two guys?

Well, Greg, for sure, like, lost a ton of weight.

Ton of weight.

And he'd had hip surgery, which surprised me because usually, you know, you're not that active, right? Yeah. Because he had his. His whole hip replaced, I think.

Yeah. And then so you have Dennis the manager, and then, you know, Greg, the one that operations manager. Half the people I knew, and I'm staring back and I'm asking a bunch of questions. Like, I'm excited because if you're half the person that I used to know, then I eventually want to be half the person that people knew me at.

So.

So I'm asking them all these questions of, what are you doing? Are you working out? And you know, the funny thing is they actually had different routines, but they had the same results. So they had different routines.

And I knew you were asking them.

I was asking a bunch of questions. I realized really quick that I didn't want to do what Dennis was doing. He was. He had just like, Patricia coined it the best. He had like a bums diet. Right. Because it was like a can of beans and some tuna. That's what he ate every lunch. Right. I'm. I'm looking at like, well, you definitely got the results that I'm looking for, But I don't know if I want to do that. I don't think I can do that for the rest of my life. Right. And once I started talking to Greg, you know, the interesting part is he told me I'm reading this book. Yeah.

I remember that. Him like saying, read this book. Read this book.

Yeah. And so I asked the book, it was burn the fat, feed the muscle.

Burn the fat, feed the muscle.

Yep. And I believe it was by Burn the fat, feed the muscle by Tom Venuto or something like that. Tom Venuto. And so I got the book, I got it on my audibles, and instantly I started reading it right away. And, you know, I did. I did frame myself as, I'm not going to learn nothing. This is obviously going to tell me, hey, don't eat and go work out. But ironically, the way they explained it, it resonated with me. It just, it made me really understand.

That diet is 80% fitness is going to help you, but it's not the way to go. Right. And so I guess, let me back up for a second for a long time.

They always say, like, abs are made in the kitchen.

Yeah. And so to that coin, the way I grew up was, eat what you want, just work twice as hard in the gym. So I always worked out very hard.

Works when you're young.

Yeah. And so I took that mindset and that's what I knew is like, if you want the body, you got to go build it. Right. And forever. I don't know if you grew up like me, Chris, but when it comes to eating Hispanic, you know, mothers don't really teach you the right macronutrients that we're supposed to intake. They just cook a Thanksgiving dinner, every dinner for, you know, dinner and Thanksgiving.

Dinner, if that's tortillas and, well, like.

I mean, we'll have our protein and. And it's like 20 to 30 sides. And your mom's cooking as she's serving you more food and more food and more food. And the last thing that they always cheat.

She's mad if you don't eat.

Yeah. Make sure you polish off that plate. Don't throw away the food. People are suffering. You know, they don't have food. So you just learn to eat everything they serve and then not even manage, you know, how much portion size or anything.

Yeah. And you know, in a Latin family, food is very much a part of, like, that's how they ritual. Yeah. It's part of the whole thing.

So I have the mindset of, eat what you want. If you want to burn it, go work out the book. Really, it resonated with me that I feed the muscle Meaning I'm going to go to the gym, I'm a workout, I'm going to break my muscle. Right. You're tearing it apart, and then you need to feed it. So you got to have the proper nutrition for you to recover faster, for you to go out and be able to work out the same, the same intensity you did the day before. So that's how I started understanding, oh, food is fuel. Right.

Not entertainment.

Not entertainment. Exactly. And most of us perceive it as, well, I can't wait to go eat. And we overeat and, you know, we'll go from a sampler or an appetizer to all these little things before we even get our meal. And by that time, you went over your calorie intake. Right. And so when I understood food as a fuel and I got to look at it differently and, and depending on what fuel I eat, that's how fast I recover, I go, oh, I got to change my diet.

Yeah. The. So, you know, a lot of people listening to this are working long hours, right? Yeah. And so the thing that impressed me about traveling with you a couple times recently was that, I mean, even if you're a service manager working 10 hours.

Yeah.

Your thing is you're staying in a hotel. So you don't have a kitchen and all that when you go to stores, right.

Usually. But not.

No, usually you don't. And so you're eating out most of the time. Second of all is you're in the store by 6:15 probably. So you'd have, you know, you don't really have a lot of time in the morning, although you could make it work. You'd have to get up pretty early, and then you're working until 5 or 6, and then you're starving by then, like most managers or advisors. Right. Like, you're, you're really not putting food as the priority.

Right.

And the food actually is probably more important than the working out like we established. So every time that I've traveled with you recently, you're getting in a workout before we go to dinner. And you, you kind of are planning, it seems like you're planning out your meals better. What, what is changing? What advice would you give to anyone watching this? It kind of has that, you know, I stand at my desk all day. I don't really have time for food and workouts and that sort of thing.

Preparation, Chris, I mean, at the end of the day is you got to prepare yourself. Not only when am I going to work out, how long am I going to work out for what is the goal when I'm working out. And then you do the same for meals. And so in me understanding, you know, how important meals are, I realized that the hotels where I'm at are actually giving me very good breakfast meals. But it's a choice, right? I can go for the waffle and I can go for the extra bacon. But if you real. Yeah, if you realize it, they have hard boiled eggs. And so I typically eat three hard boiled eggs. Maybe get an oatmeal and a little yogurt because now I understand that there's so much fuel in it. There's a lot of protein in yogurt.

The waffles, things that I didn't eat.

Yeah, waffles are definitely entertainment. Right. But once you understand that and then you start making the proper decision when you're snacking. So I'll have an apple. One of the things that I'll eat is, you know, I do a lot of beef jerky because it has protein. It kind of just keeps me from really making a bad decision. Because when you go too long without eating now you just want something in your belly, right?

See, that's the thing for me is I go too long and then it's like I just want a pizza or whatever because I just got to eat, right? So it's all about the planning.

You gotta, you gotta have some healthy snacks that you're gonna like and you know, you can just grab your bag and eat something before you go too long. And then we make wrong decisions at that point.

Yeah, I think in. And I don't know, you can tell me if you feel this way, but the eating is more for your weight, but the working out is more for your mind.

The way I understood it, I agree 100%. The eating is to fuel yourself, the working hours to burn the excess fat, Right?

No, but I mean, like when I work out, I have a clear mind and make better decisions. I'm calmer.

Right. So my add, what I was going to add to that is as you're focusing to burn the fat and you start doing workouts to burn the fat, user brain starts kind of opening up and your heart and everything just feels like you can breathe better, you can think clearer. Like the awareness that you do in working out is a form of meditation. Right. And so I don't know if you remember couple weeks back or I would say a couple months back when anybody said something about running, I would roll my eyes back. Yeah, right. I don't want to run. And now I actually, I'm Excited to go run. One of the things like preparation, I have a minimum requirement. My minimum requirement is I have to do a mile every day. That's the minimum requirement. That's it. No matter what, no matter what. Rain, snow, sleek or shine, do a mile every day. And so what I've noticed is when I do a mile now, my body feels warmed up. Guess what? I want to do another mile. I want to work out or do another mile. And so your brain just starts craving.

People always say the hardest part of working out is putting on your tennis shoes.

Just getting in there, right?

Yeah. Once you put on your shoes, you're.

Going, yeah, you don't want to waste the day. You're already there and you might as well get a good workout in.

But say like, put your tennis shoes right by your bed, roll out of bed, put them on, and then you'll never look back.

Exactly.

That's awesome. Well, I hope that inspires you guys going into 2020, that, you know, it's a long term game. It's not about the quick win, right?

No, that's the biggest thing.

You've been sticking to it for a while.

I tell myself every day, Rome wasn't built in a day. Right. And neither did I get fat in a day. I didn't get fat in a day. And I'm not going to lose weight in a day. So it takes constant, you know, repetition of what I need to do. You know what's an interesting part, and I want to mention it is I talked to one of the directors, Gary hall, and we were talking the last time I was in his store doing a live in drive and he mentioned, and I remember he did this for a long time and we started talking. He's reading this book again. I'm sorry that I forgot the book, but the conversation arose of taking cold showers.

The Tony Robbins thing.

It was the Tony Robbins. And so we're talking and he's like, yeah, I still take cold showers. I'm like, dude, I don't want to take cold shower. Who wants to take a cold shower? He goes, that's the whole point, Mario. So you broke it down where it made sense. And in the mindset that I have, I decided to give it a try. And Chris, I'm not lying when I tell you it works. Taking cold showers works. And here's how I understand it. To work. Do you want to take cold showers ever?

Well, I mean, I know this punchline. I did cold dunking for a while.

Yeah, right.

I get it.

But tell them why the whole punchline is no one ever wants to take cold showers. So if you actually force yourself to take cold showers every morning or afternoon or night, whenever you shower, just take cold showers. You force yourself to do something that you don't want to do and eventually that starts transcending into everything you don't want to do. And so the way it worked for me is I'm human. There's sometimes that I don't feel like waking up early to go work out or maybe I get to the hotel room a little late and I start giving myself excuses of why I'm not going to work out. The funny part is before I finish my sentence, I'm telling myself, shut up, be quiet, get in the gym, get your mile in and just get it done before I finish my sentence. So that's how I saw that work for me. But cold showers, try them if you're not already.

Yeah, go do that. They're really fun. The dunking is even more fun.

Can imagine that.

Okay, we need an intro song for the questions, but in the meantime, just go ahead Mario, sing us an intro song. K. No, it's like, like questions from the audience. Questions from the audience.

Oh, a little question. Questions from the audience. Question questions from the audience. We're listening to you.

Just like two chains. Unbelievable. Okay, so this question is from S. Borgogna. Borgogna, sir.

Borgogna.

Borgogna.

Sal, you and anybody who submits a question on LinkedIn, YouTube or just email us directly at info at chris collins inc.com we're going to send you some swag. A service Drive revolution T shirt, hat, coffee mug, maybe notepad, something like that. But some fun swag. So thank you for your question. This one is a mouthful but I'm going to, I'm going to read it. Try to try to keep up here, Mario. This is hard. Hi Chris, I've been listening to your podcast since this summer. I've been in the auto business since 98. Started at Pep Boys, stocking shelves, then parts counter and in 00 so I guess he's saying 2000. I started working for BMW as a Parts Advisor in 09 and I started as a service advisor for Nissan but after pay cuts I left and have been at my current dealership.

Chevy since 2012. This dealer is way different than I am used to. It is so focused on sales and. And we get little respect. Lol. But the owners never messed with my pay plan and in March of this year was promoted to service manager. And just like you speak on your Podcast. I never was trained to do it but we have been averaging 30k more a month parts in service, but I think we have more growth available. The shop is not huge. We have 15 bays and two quick lube plus an alignment rack. I have four quick lube techs but have been noticing exactly like you say, they're missing a lot of the mpvi. So what is mpvi?

Multi Point Vehicle Inspection.

Geez, we just call it an inspection. So I was thinking of teaming three of them up with a text and so the tech can look over the vehicle and mentor them. But keep one in Quick Lube Bay for cars under 30,000 miles. Little skeptical because we generally have 50 appointments daily and some days 25 of those are quick loop. I have three advisors. What are your thoughts on a fourth? I'm trying to convince the owners it's the way to go. Also working on new pay plans for advisors Right now I have it the way I've it's always been 2,500 month salary plus 4 to 6% of customer pay and warranty labor sales.

I gotta underline these questions. There's too many questions in here.

I did very well on this pay plan making 100k a year, but I wrote up 20 or more cars daily. Well, I have lots of questions but really curious about what you think about my plan with the Quick Loop. Thanks for your help. After Christmas kids are expensive. Lol. I plan on buying your books and an extra copy of Million Dollar Service Advisor for my stepson. He's in Florida and working parts for Mini Cooper and wants to get into service. Okay, first of all Sal, if you're making $100,000 a year, you can buy a $25 book, right? Geez Louise. In fact, you can afford $8 a day and buy our online Service Manager University Service Advisor training for all your advisors and all of these questions would be answered. But here's the thing bro.

It would be really hard for me on this show to draw this out for you. You need to get in service Manager university and do all the steps to figure this out. Because there's a couple things. One is if you don't have the right balance of the techs inspecting the cars bigger yet you need a process that you're growing your own techs to become better at inspecting. So those Quick Loop techs need a career path to become C or B techs within a year or so. So the way you're doing a Quick Lube isn't going to work no matter what you do. If you have veteran techs coming over there there's probably a chance either you're going to pay them to do those inspections or it's going to be unproductive and they're not going to want to do it after a while. So you need to reset up the whole shop Just the basic you're asking us to give you advice on fixing something that is like it's you're not going to fix it with a band aid. You need you need the right structure in the shop and so the structure that we set up in the shop is completely different than what what you're what you're thinking and so that that would be my advice there is I wouldn't do it that way. I would get into service manager university and learn how to lay out your shop. On top of that you need to have pricing strategies and in a system that you're creating more sales per customer coming through and that's all about the customer experience. And so when you ask me should I add another.