#326 - What Keeps Steve Up At Night?

This is the Independent Dealer Podcast, Education by Dealers for Dealers. Now, here are your hosts, Luke Godwin and Jeff Watson.

Hello, and welcome to the Independent Dealer Podcast, brought to you by Buckeye Dealership Consulting. There's few things that scare me more, Luke, than acronyms, right? Like, there's. There's certain acronyms that, like, kind of pop up and they get you scared, you know, irs, cfpb, ftc, ftc, mved. So I was a little bit late logging on today because as I'm sitting here getting prepped for this podcast, guess who pulls up into my friend.

Oh, no.

Motor Vehicle Enforcement. And it's always kind of like, all right, how many are in the car? Do they have uniforms on? And he comes in, and he just wanted to say hi. So I, I, if I'm a little sweaty in this, you know why? That acronym has got me a little worked up today. But we have another guy on the podcast today who knows all the acronyms, Mr. Steve Lavine. Thank you for joining us. How you been?

I'm doing great. Thank you guys for having me. Haven't seen you in a couple of weeks since we were at, by here, Pay United, so it's good to be back in touch.

Yeah, it is always good to see you. And I tell you, out of all the vendors in our space, if you need something, you can text or email Steve. And within, like, 45 minutes, Jeff, I got an answer. He keeps me out of trouble, and I like it.

I try, man. I try.

He is. So, Steve, what we want to get into today is we want to know what. What is keeping you up at night? Because you're kind of like the. You're like the man on the watchtower, right? You're there to kind of let us know what's out there, what's happening, what's coming our way, what us as dealers need to be aware of for potential pitfalls or, you know, roadblocks or obstacles that we could fall into. So. So tell us, Steve, give us what is keeping you up right now?

So right now, this week, it is our Compliance Unleashed conference, which is taking place next week, May 20th, 22nd, in DFW. So, you know, the. The whole host of issues that come up with throwing on a conference like that. That's this week's sleepless nights.

I definitely. I know how that is.

Yeah. And, Steve, you've been, like, involved in two conferences back to back within a month. That's got to be. That's got to be a lot.

Yeah, it's tough. And this is our Sixth year doing Compliance Unleashed. And you know, we keep on doing it because folks keep on coming back. It gets bigger and better every year. I think we give them the information they want to hear.

That's a great point. So, obviously this is a timely podcast. Right? Hopefully you're listening to this on the 16th of whatever month it is. May, you've got about three days to get your flight booked and. Or your hotel and travel down to compliance unleashed, May 20th through the 21st at the DFW area. Right. What hotel are you at?

We're at the NBC Suites right by DFW Airport.

Easy enough.

And it's easy. Yeah. If you're in dfw, it's crazy not to come to this thing. I mean, heck, if you're in a three, four hour drive, it's crazy not to come to this. It is two days of information you don't hear anyplace else.

And I would, I would be there, but we have a 20 group meeting next week, Jeff, and so I know you're not coming to 20 group, but I. I'm going to 20 group.

Yeah. Yeah. Bad timing with the overlap. But what are we gonna hear, Steve? What. Why are dealers going there? What are you going to talk about? What should be on our radar and what should be keeping us up at night?

So I like to say just about every other conference you go to, it talks about putting money in the dealer's pocket. I really think we're the only conference that's all about keeping the money in your pocket and ways to protect the business and things that you need to be doing, thinking about moves you need to make to keep that money in your pocket. Stay ahead of the ftc, stay ahead of the regulators, the plaintiffs lawyers. So, I mean, we really, we have a lot of classes. Everything ranging from the FTC cars rule to. To what's going on at the state examination level, to what do you need to be thinking about with your own insurance policies. So we, we really try to give a whole range of classes all designed, you know, you go back to the dealership, the next day you are ready to put things into action.

That's so important because it seems like every day you look out there and. And a dealer is getting hit from the irs, from the ftc, from CFPB and plaintiffs attorneys. They're crawling all around. What is like the hot button issue right now, Steve, that dealers should say, all right, I got to slow down and figure this out.

So, yeah, at Biopeg United, I was called the scariest man in the building because I did a presentation on the CARS rule and we don't know when the CARS rule is going to take effect. Maybe that court case will still stop it completely. But, you know, I'm, I'm advising our clients. You at least have to be aware of what the CARS rule is targeting, what kind of actions it is, give thought to. If this thing does go live in, you know, 90 days, 120 days, what are the types of things that we need to do? Because it impacts advertising, it impacts your, your website, it impacts what you're having your sales folks tell the customers. So, so there's a lot there.

Where are we right now on the CARS rule? Because the last time we spoke, I think was maybe three or four months ago and it was about to go live, I think, and we had you on, we had Sean on and we were kind of getting really, really worried. But then there was this court case that shut it down. Where do we stand now?

So, you know, I'm trained to be a pessimist, but even I'm starting to get a little bit optimistic because this isn't going through the court as quickly as I had feared that. There were some briefs that were just filed by the parties. There's going to be oral arguments this summer. I don't know that the court's going to get to this much before September, maybe even October. And then we've got the election factoring into it. So I don't know where it's going to end up. You know, I'm trying to be pragmatic with, with my clients and, and get them to realize here are the components of the rule, here's what's what I want you thinking about and if it goes into effect later this year, early next year, you're ready. If it never goes into effect, great. You need to be thinking about these things anyway because I still think at the state level you're going to have a lot of the, especially the consumer friendly states picking up on these themes that, that the FTC has floated.

Yeah, that's a good point. Even if the federal government or the, at the federal level doesn't enact some of these, some of the local states can, can snag them up and kind of cobble them together in their current state laws. Right. To make things more headache or difficult.

I think the, the northeastern states and some of the other consumer friendly states, they really like what the FTC had to say about, you know, the offering price of the vehicle and things that need to be disclosed, closed and express Informed consent. So even if this got put to bed at the federal level, I, I think you're going to see a bunch of states jump on those same themes.

Yeah. I don't know how those car lots do business in New Jersey, New York, California. Sorry guys, if you're listening, I feel, I feel horrible for you.

Yeah. I think this, they're not a lot of buy here, pay here dealers in, in those type states because of all the, the consumer friendly legislation that goes on there.

What do you have to say, Luke? You can't tell me anything I don't already know.

Oh my gosh. Again, Again, Again. You're always.

Let me guess, this is probably an ad for Blitz Pay because you're using them to process your payments and things are going smoothly.

Yeah. I mean, it's that simple, right? The customer takes their money and sends it to Blitz playing. Blitz Play sends it to me and it all works.

Right? Yeah. And no hidden fees, no nonsense, no double feeing you and double feeding the customer.

Yeah, that's pretty simple.

Have you been set up on their Cash network yet?

I am set up. I, I can't answer if we're using it yet or not, but we were approved about maybe 15 days ago and it's rolled out and you know, I don't think it's going to affect me much, but I know it's going to affect you because you said you were. That's why you're ready.

Yeah, I'm excited to get set up with it and get going and we'll report back on how it flows and as we transition all of our customers over to paying at their local Walgreens, CVS, Walmart, whatever, 7 11. So I can stop taking cash in the office and just not have to stress about deposits or counting out a till or having $10,000 in cash sitting in a drawer on a Friday. Right. Like, I just don't even want to deal with that. So. Super excited. If you guys want the same thing, if you want an easy online payment platform and the Cash network, call the guys over at Blitzpay. I was gonna say so with that. So if that is kind of settling down. But you talk about the consumer friendly states and they get in. In a state like mine, there's not a lot of government regulation. Right. Like my, my DMV guy came by. Right. I'm not worried about him. He, he didn't even look for Buyer's guides. He didn't even look for any of these things. Like they're just, they're really consumer Friendly. But Steve, tell me, the attorneys, the class action lawsuit guys, the ambulance chasers, they are not friendly no matter what state you're in. So if you think you're in a business friendly state, Texas, Arizona, Utah, whatever, South Carolina, the attorneys are not business friendly. What are you seeing on that standpoint?

Yeah, in fact, I've got a class at our conference next week. I'm really excited to do it. It's the first time I presented on this. And it's basically about dealing with adversaries. And specifically we have one class on dealing with adversarial regulators, and then we have a class on dealing with attorneys. And the biggest mistake that I see dealers make when they're dealing with those attorneys is they delude themselves into thinking, you know, I, I could call this guy, I could show him I did everything right and I'm going to talk my way out of this. And that very rarely happens.

We think we're salesmen.

Yeah, yeah, that very rarely happens. And, and a lot of times, and, and I've got the scars to prove it. It does more harm than good. So I think that that's gonna be a really fun class, you know, and.

I love that idea. So what should we do, Steve? If we get that letter from the attorney or we get an email from an attorney, or we get a summons, you know, appear in court, what's the first thing a dealer should do so they don't fall into this, this trap?

Call me.

I mean, is there any other thing we should do besides.

See, here's, here's the thing that the first thing I tell folks is I want you to look at their email address, look at their letterhead, and I want you to look up that firm. And if you find that it's one of these firms, you know, they're advertising medical malpractice and they're, they're advertising car wrecks and, and they're advertising, you know, divorces and wills. That's good news because they're not subject matter experts. If they're one of these firms, and there's plenty out there, you know, millions of dollars recovered for consumers. And everything about their website talks about all that they've had, suing creditors and credit reporting agencies and outfits like that, you've got a problem. And that case isn't going to go away easily. And you need to do your homework up front. And really, when you find one of those, that, that's when you need to engage somebody like me and let me have those conversations and try to position things and y'.

All Steve's rate is really not that expensive and we're, we're not getting paid to put him on here. I'm just telling you that he. A couple times I've had some issues. Just question issues. Right. But the first thing you got to do is understand that this is not your specialty. Your specialty is buying cars, recon and cars and selling cars. It is not defending yourself against an attorney. A lot of times these attorneys are a lot smarter than we are. So you've got to figure out what's going on. And don't call your friend that's divorce attorney to help you with something like this.

Yeah, boy, I, I had one recently. I, I had a call from a prospect and, you know, I asked him, I said, you know, you've made a lot of decisions. I'm curious where you're getting this advice from. Well, my brother is a lawyer. Okay. What kind of law did they practice? Construction law. What, what the hell are they opining on these, these very intricate truth and lending issues? You know, this stuff isn't easy. I've been doing this 30 years and it's not easy for me. I don't even want to think about somebody that, that's used to doing construction law looking up Truth and Lending act and trying to decipher it.

I think one of the things you say is like, just like, exercise your fifth Amendment, you know, or whatever, whatever amendment it is to like, don't step in it. Don't, don't try to give them a call or provide these documents thinking that you're going to, like you said, head it off or appease them or get them to see your, you were right and they were wrong, and now all of a sudden you've given them all this ammo that they can use against you. Right? Or, or you, you've said something or emailed or done something, trying to explain your side of it to this guy thinking he's going to go away. Yeah, it's pretty unlikely that's going to happen.

And, and I think over the years, maybe I've gotten a little cynical, but I think that a lot of people are, are looking for justice. And I'm here to tell you, don't go to court looking for justice because there are so many different things that go into defining that word. And, and you know, the trick is I, I've got to make you look good in front of a judge and a jury. And, and there's things that we could do ahead of time to accomplish that and really discourage the plaintiff's. Lawyers. But if you're not doing any of that stuff and you're just going to think you're going to pick up the phone and talk them out of that case, very hard to do.

Yikes. Steve, the other thing you mentioned, just briefly earlier was another thing that's very scary and it goes across all states. It doesn't matter what state you're in. Definitely worse in some states than others. But the insurance situation, right. So what are, what are dealers or what can they look forward to learning or what do they need to be aware of as far as our insurances go? Because I know like with me, it's my, my liability Garage Keepers has like gone up 50% this year, and that's even before my audit. The audit. They're going to come back and just slap me upside the face. So it's going to be crazy. But I know everyone's open lot coverage has jumped up. Is there anything we need to know on those lines or things you're seeing from an insurance standpoint?

Yes. So the way we designed this class, the conference, we invited Jay Williams to come speak the dealer risk, that does a wonderful job. But, but I didn't just want him to put on, you know, that kind of presentation. So, so I invited a couple of dealers to, to speak with him and just kind of talk. What's the kind of analysis that we go through in. Right. Sizing our insurance coverage? Where are there maybe some opportunities to save money? Maybe we, we need a higher deductible on this. Maybe we need less coverage and we're going to take those dollars and we're going to reapply them someplace else to where maybe we need more coverage. So it's really about, right. Sizing your insurance for your particular business. You know that the worst conversation I tend to have with folks is that they've gotten a demand letter or they've gotten sued. And I say, well, do you have errors and omissions coverage? Oh, yeah, I do. And it turns out they don't. They just didn't understand the coverage that they were buying and what acts are covered by which policy. So it's really about getting educated. And this is why I wanted to combine Jay with those dealers and really walk through. You know, these are dealers that have done this exercise and done this analysis and understand how to right size.

That's one thing we've talked about so many times is finding a CPA that deals in our business. Right. And an attorney that deals in our business. But another very important tool in your in your playbook is having a, an, an insurance agent that writes a lot of dealers and understands the product they're selling because you can buy the wrong product. I've, I've done this before and luckily one of my best friends is, is their biggest part of their business is this now and be careful because there are so many new insurance products that, that we need coverage for, like stuff with privacy. Right, Steve? That's a big deal.

Privacy, cybersecurity. Yeah, you bet.

Because we have a lot of valuable information that, that thieves won't.

Yeah. And the new FTC rule just went into effect that they updated the safeguards rule. Basically, if there's a breach incident involving 500 or more unencrypted records, business has to notify the FTC. Doesn't matter whether it's a record store or car dealer or whoever, you got to notify the ftc. And that's a pretty scary thing to do because once you notify them that that's in the public sphere, the lawyers are going to be fishing. So it really puts you in, in jeopardy. But if you don't report and it's uncovered that you had a breach, I mean, that, that's a bet the business type of risk you're taking.

Wow, that sounds, that's scary, Steve.

And most dealers probably listening have 500 records because of the span of, when you do, how do you know if you've been breached? I mean, is there, is there, have you seen this happen before?

Yeah, that we've worked with several folks over the years, a lot of times you may not know for a period of time. We had a client a couple of years ago, they didn't know for darn near six months. You know, we had another one that they had really good IT sources and they figured that out in a day and they were able to nail it back to when exactly happened, how it happened. And there was a good example of why this kind of insurance coverage is worth its weight in gold. So they found the incident on a Tuesday. By Wednesday afternoon, I'm on the phone with the insurance company. They hired a national law firm that works with cybersecurity breaches. They had forensic experts on the ground deciphering this thing.

She's.

And you know, it's not cheap coverage, but, but I mean, in that example, it was, it was a big business operated in several states that, that's the kind of thing that, that really could have eaten them for lunch.

And so are they, are they housing their own data in their own servers or is This a breach. Like if one of my third party software providers that I put on all my customers data into, if they get breached, they tell me and then I have to tell the FTC that that happened.

Correct. But, but in this case, yes, they actually did house their own data because they actually thought we've got a really robust IT team, we're better off keeping it ourselves than giving it to, to a third party provider. So, so they made that decision and you know that they wound up that literally it came down to they had one hole in their infrastructure.

Oh geez. You know, we thought about that just the other day we had a, an automatic renewal come up on one of our software antivirus softwares and it's like, oh crap. Oh yeah, we've got antivirus software like completely forgot because we don't have. I don't have an IT team. I'm not big enough. I am the IT team. Right. But, but it's like those reminders of like, hey, do you have login passwords on all your computers? Have you set up two factor on all your software third party providers? Do you have a malware or some sort of antivirus that isn't just the free version, but is actually like you have it on every computer and every device that's accessing those same records or anywhere you're keeping people's scanned driver's licenses. Right. I think those things get so far away from us because we don't put in like, hey, you know, every 12 months or every six months I need to go check every single computer and make sure no one's disabled the antivirus. Right.

One of the big mistakes that I see made is, you know that the dealer doesn't want to buy a lot of licenses. So okay, let's take our whole admin department and put them on one username and password.

Right. So everybody's logging into the same thing. Yeah.

And number one, there's no audit trail if you do that and then when somebody leaves, you're really at risk. That that happened to somebody I know about recently. Somebody I know of had an employee leave and all of a sudden the IT department noticed a lot of traffic at 2 in the morning. And that tipped them off that there was something going on.

Oh geez. I had a, I audited my DMS the other day and looked in there and saw that there was still an old employee that had an active login that never got deleted for some reason when they left. And of course, gratefully they left under good circumstances. But I was like, wow, man, this is. Who's in charge of this? Oh, I am. Right, Duh. Like I was supposed to delete their logins when they got let go.

That's. And I, I think that's really a good thing to talk about real quick, Steve, because whenever someone get quits or fired, if they fire, they get all, I take all the logins down immediately. What's the best, you know, what's the, the best way to handle this? When employees leave.

So, so you should have a written separation policy. And, and anytime somebody leaves, you just go through the steps. Here's what they have access to. Not everybody has access to all the systems. So for every employee you should have a list of what they have access to. We're going to turn them off. Do they have a company cell phone? Do they have a company laptop, iPad, anything like that? Where we're going to make sure we have the technology accounted for. We're going to make sure if it's somebody in sales that has their own Facebook page and they're promoting the company, you've got to take certain steps there. And then let me go off in a little bit different direction. But I really want to mention it, a couple of weeks ago the FTC announced the ban on non compete agreements and again that's being challenged in court as well. Personally, I think that that challenge should win. I think they are way overreaching. But, but what I want to tell people is right now with, with that out there, your confidentiality and your non disclosure agreements are very important and you really need to be considering them. And for years I've been telling folks I think it is a best practice when somebody leaves your company, remind them what they signed. Hopefully you're having folks sign confidentiality agreements and non solicitation or non disparagement type agreements. You don't have to intimidate them, you don't have to browbeat them with it. But just want to remind you when we hired you, you signed these things and these obligations are still effective and we expect you to honor them. And with non compete agreements being up in the air, most of the issues that car dealers have isn't going to be they're violating the non compete, it's going to be they're trying to take your client list, they're trying to solicit, they're trying to do things like that. So you just have to remind them that there's a prohibition against that. And if you're not doing those things, you really need to be, you don't have to have an employment agreement with everybody. But you should be having everybody sign a non compete, a non, non disclosure agreement, confidentiality agreement, non solicitation agreement.

Yeah, I mean we have, we have a employment agreement or contract that as you remind me of these things, I create a new paragraph or a new agreement in that and it's just a continual running document and I add a new paragraph every six months of something like this that I have every employee signed when they come in. Right. We talk about, you know, leave time and we talk about appearance and we talk about appropriate language. Like all those policies that you should have in your policy and procedure manual. You know, condense it down into one document that I think is important to have everyone sign from your upper management all the way down to your detailer and your lot tech. Right.

Yeah.

Because even some of these guys, they can get access to, to systems and they just can't say, well I didn't know I wasn't supposed to, you know, I didn't know I wasn't supposed to tell your pricing to the next guy that I go to or the ins and outs of your vendors or where these cars are showing up from. Like, yeah, I mean, on the other side, good luck ever enforcing that. But yeah, it's good to have it there.

I think what Steve is talking about is it's good to remind them and that the possibility of you trying to enforce it would probably deter a lot of people from doing those type things. Yo, Jeff, it's, you know, we talk about this all the time and we continue to, to preach it and it's reinsurance. Reinsurance. Reinsurance. I was talking to a friend of mine yesterday is that's in the business of, of roofing and, and we were talking about, he was talking about starting to build a couple houses and this, that and other. And I was saying, you know, you've got to make sure that, that you do insulate yourself in your business and have more businesses. And reinsurance is, is a huge part of that. It's your warranty, it's your gap. If you want to do that, it's your service contracts. You want to do that, then you can take in CPI is its own business. So you can kind of vertically integrate within your business by adding, by adding reinsurance makes you, makes you have four or five business under one rooftop.

Yeah, it is and it's additional. You know, you were saying that I jumped on to look, I'm up to a 25% penetration on my CPI. So yeah, if I collect all that, that's an additional $12,000 a month. Right. In money that was going to Geico Progressive Allstate somewhere else and now is coming to me. And I get to control whether or not those cars get fixed. Right. I get to control whether or not we put a bumper or a door or. Or handle a total loss and salvage it or scrap it. Right? So that can really build up. I mean, you take that money, times it by 12.

That.

That's, that's. That's pretty great. Little side number. So, anyways, call the guys at Buckeye. Get your reinsurance company set up today. You won't regret it. Steve, what's interesting when we talked about this in previous episodes is all this stuff that we do is not. It's not always ironclad. Right? Just because you have a great attorney and a great policies and you have everyone sign everything and dot the I's and cross the t's, doesn't mean that something still might not happen. Right. You may still get the knock on the door from an attorney or an FTC person, but what you're doing is you're just. You're bringing that risk, right? You're bringing the. The potential for exposure down to the minimal level. So even if you did get investigated or you got, you know, subpoenaed or something from a CFPB or an ftc, you can go in and say, look, we tried every reasonable effort to comply with the law. And does that save us anything? I mean, is that kind of the goal? To make sure that we're. We're doing the best we can so that when we do get kind of attacked or looked at, they at least see that we did our best?

And I think that does matter. And, you know, you've heard me talk about it before. Back when I was trying cases, doing litigation, a lot of times I didn't have any story to tell. The dealer didn't do anything. And, you know, the. The plaintiff's lawyer is just flailing away, calling them every name in a book, you know, bringing up all those stereotypes, and I've got nothing. So. So I really consider my job, because I don't do litigation anymore. My job is to. To put my clients in a position where if you do get attacked, you've got a great story to tell. We do have written policies. We do have training. We do document reviews. We take all these steps.

Yeah.

To try to do business the right way, and if we missed, it is the result of an unfortunate error. People make mistakes, but it is not a widespread catastrophe because of all these Things we do.

That's a good point. When you talk about that, it's like it's the firewalls, you know, it's like, it's like the submarine being compartmentalized. Like if we have a breach somewhere, we have enough layers and policies and procedures that it's not systemic. This isn't going to go from one account where we missed a document to 500 accounts where we missed a document and now we get fined on every single one of them. Right.

I like to say, you know the old joke about I don't have to be faster than the bear, I just have to be faster than you. Yeah, you don't have to be perfect. You just have to do enough to discourage the regulator, the plaintiff's lawyer. They're going to go for the easy target, you know, the guy next door. They're not going to mess with you because they. Look at yourself, man. That's going to be work. They really are trying to do it. Right.

Yeah, that's a good point.

Yeah.

If they don't see that it can be turned into a class action, they'll probably go sniffing up some other tree, right?

Yeah.

If it's just a one off.

Yeah.

I mean, unfortunately, what we're seeing a lot now that there's a couple of law firms around the country that are trying to take your post repossession letters, your deficiency balance letters, trying to turn those into class action cases. Because the letters don't read right. I see a lot of issues with that area and then with credit reporting and dispute handling and those are very tough cases once they're brought, it's really hard to get out of them cheap and easy because the lawyers are just playing the lottery at that point.

Yeah. Because the, the damages are just exponential. They could be anything. You damaged his credit, which caused XYZ numbers and all this impact what they're.

Looking, where they're saying, okay, you had a systematic inconsistency. So every customer, viewers that falls into this fact pattern is a potential member of a class.

Yep. Yeah.

And it gets real expensive. So. So one of the things that I really preach is do some sort of MIDI credit reporting audit. It doesn't have to be the whole kitchen sink. But you know, even if you're a small guy, grab 30, 50 accounts and look and make sure that things are working as they're intended to because there's a lot of miscommunications that happen. A lot of times. The, the dealer, the finance company, you're depending on your technology resources to do these things. So every once in a while you have to check and make sure that, that it's being done correctly.

Yeah, yeah, that's. I know we went through that last year with you and I guess it's something we probably need to do every year just to, to audit our process when it comes to credit reporting, because that is one I don't want to a rabbit hole. I don't want to go down and get in trouble with Steve. If, if I still have time to get to your. To compliance unleashed. What else am we going to learn there? What, what other type things we're going to learn to keep the money in our pocket.

So I'm really excited. I'm teaching a class. It's what I would do if I own the dealership. And it really talks about the moves I would make if I was an owner, you know, day one, would I let myself be the compliance officer? You know, how often would I do a doc review? What policies are important? Do I want to use an arbitration agreement? Do I want to report credit? You know, so it's that kind of analysis, you know, from the eyes of somebody that's been doing this a long time and knows where people get attacked. So I think that's going to be a really fun one. And we've just got a whole bunch of great classes. We felt it important this year to do a class on E contracting and E signature because I see a lot of folks confused by those two things. Yeah, so we're having the folks at Secure Close actually teaching the class with us on that. So, you know, a lot of what we do is based on what we hear from our clients and what we see going on out there. I mean, it really takes us about six months to put together our agenda.

That's, you know, one of the, one of the, one of the reasons I, one of the first reasons I ever reached out to you was the contracting and E signature. And that was very enlightening to, to know the difference between the two and what some vendors out there might be telling you compared to, to what is actually going on. So. And that's definitely going to be something that continues to come up as our business gets more remote and more virtual. Yeah, that's something every dealer needs to know.

Steve, will, will these sessions be recorded? Will there be opportunities for people to listen to these or learn from these if they can't make it there?

Well, we actually don't record them and we, we try to keep the cost of the conference reasonable. And when you layer in recording it just gets so expensive. But, but we're. So we're doing something this year we're really excited about. We've partnered with a couple of the aiadas and we're actually doing Compliance Unleashed south during the Florida FIADA meeting in October and then marriotta in September. What we're doing Compliance Unleashed north and those are going to be like three hour workshops where we take our content and condense them into like 30 minute classes. Just a hit list of issues. So if you're not able to make it out to Texas next week for our event, you've got other ch at either of those.

That's awesome. And in addition to that, people can get a hold of you or learn from your stuff. Where else?

So, so I think the, the best thing that, that you could do to, to keep up to speed with what we think is important, just send us an email@infoignitecp.com and tell us you want to be on our email list. Every week we put out a tip of the week, some other crucial issue that's going on. No obligation, it's free. We do monthly webinars. No obligation, they're free. If, if you get on our list and get access to that content. You know, we've got some clients, they have their entire company getting our tip of the week. They have their whole management team sit in on our monthly webinars and it's just a good way to get really fresh information every month.

That's a, that's, that's a good point. I don't want to get back into this too far, but you've got to get the information and then you've got to disseminate that to your team. And I think a lot of dealers forget that. They go to convention or they get the email and they learn it, but they never teach it to the people who are actually on the front line handling that information or doing that process. Right. So it's important to get all of your team signed up for these things and make sure they're reading it and being involved at every single level so it doesn't just stop with you and never actually get to where the rubber meets the road.

And I know we're being successful when I start getting emails from, you know, just rank and file collectors or rank and file admin folks. Just, hey, I was on your webinar and I heard this and I've got a question and I'm like, okay, yeah, we're, we're permeating and we're getting the information out there. Steve.

Hey, appreciate your time so much. Hopefully everyone's jumped online and got registered and they'll see you in, in a couple of days down there in Dallas.

We are super excited to do this. Like I said, every year it just keeps on getting bigger and better. Appreciate the support that that the independent dealer gives to us. It's always great talking to you guys.

Thank you for listening. Please leave us a review. We'll catch you in the next episode.

Cool. Awesome, man.

God, you guys make it so easy.

Have you been on podcasts that aren't easy?

Yes.