Addition by subtraction might show short-term success but the long-term outlook becomes frightening.  In this episode, Terry talks in depth about why dealers CANNOT shrink their way to success.

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Welcome to the big time thinking podcast

 

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this content is brought to you by taking thousands of arrows right in the back and

 

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Linking at girls in the dark

 

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And get ready to scale your sales your

 

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Dealership your business your life your family and your friends with big time thinking put that coffee down

 

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Without further ado here is the founder and CEO of big-time advertising Terry McCauley

 

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Buckle up reality starts right fucking now

 

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All right, here we go podcast Monday big time thinking great topic today

 

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I’m in a good mood ready to rock and roll. I’ve been hammering coffee for the last two hours got up early today

 

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got a workout in so just

 

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Feeling great and this morning wasn’t sure what I was gonna have as a topic for our podcast today

 

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but as I was working out and on the drive home, I started thinking about

 

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what I wanted to talk about and

 

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Got it. Got a great topic because I think it’s an important one. It’s one that applies to my own business all the time

 

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while my ad agency big time of advertising and marketing has only been around for

 

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Four years this month celebrating our fourth year in business

 

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with tremendous growth

 

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We’re excited to to really envision our future but it

 

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There’s ways to keep growing and I’ll get into this for our today’s topic

 

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And and basically I’m going to talk about basically that you can’t shrink your way into greatness

 

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okay, so

 

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You can’t shrink your company into greatness. So Terry what what in the hell are you talking about?

 

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So we’re gonna spend some time talking about that. But what I’m talking about is

 

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In my opinion too many companies out there

 

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Even though even the new entrepreneurs and the ones have been around forever

 

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They spend too much energy time and energy on trying to grow their bottom line growth

 

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Versus their top line. So what’s the difference between top line and bottom line growth right top line growth is gross revenue sales

 

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Are we growing are we are we getting more customers? Is that number growing?

 

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Versus bottom line growth which would be net profit after expenses, right?

 

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So you cut expenses you cut employees, too

 

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So there’s ways to control net profit how much you make at the end of the day?

 

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That you’re taking home putting in the bank now get it understand. I understand that what you make your profit is

 

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long term, right

 

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and it certainly is long term but

 

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You can’t expense your way into prosperity

 

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You can’t okay. You can’t you can’t shrink your way into greatness

 

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You know, I want to spend I want you to spend some thought there. Think about that

 

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Whatever it is you’re doing in your and your life

 

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With your family your friends, but most importantly your dealership and or your business you cannot guys

 

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I promise you shrink your way into greatness

 

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I’ve said this all the time to dealers that I call on and when I’m consulting them

 

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There’s only two types of dealers and you’ve got to decide where you’re at

 

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There’s only two okay, and it can change every single day it can change every month

 

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It can change every quarter and it can certainly change every year but you’re only one of two dealerships or businesses one

 

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You’re a growing and thriving

 

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business and dealer or

 

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You’re a shrinking and declining and going out of business

 

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Dealer or business now think about that. Okay, that’s that’s pretty wide. I get it. But if

 

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Let’s say that again

 

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There’s like two types of dealers one that is growing and thriving or one that is decreasing and declining that’s it

 

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You only fall into one of two categories. Okay, the games that simple and it is a game

 

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it’s a W versus a loss a win versus a loss and the wind can happen daily the

 

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And and I again I come right back to it. You’re gonna hear me. Say it over and over

 

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What’s the difference between a a ruttin or grave the depth? You got to get moving either way?

 

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So if you’re a business that sales have declined for one month you’re declining

 

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Look in the mirror and say no we’re in declining business at the moment

 

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I’ve got to turn that around every time our agency has lost the dealership

 

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I’m I don’t really share it publicly there buy a try stay calm and say hey no big deal

 

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We’re good

 

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But I’m pissed because my revenue I know gross revenue is gonna drop, okay?

 

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versus I gotta go replace it with two more accounts so that at the end of the month I can look in the mirror and

 

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Say I am a growing and thriving

 

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Agency, not one that’s declining and struggling

 

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Because that’s the only two type of businesses, but you cannot shrink your way in the greatest

 

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Okay

 

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and I see and hear this a lot and I think you need to spend some time there and

 

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Consider your own business and what you guys spend the majority of your energy doing?

 

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if all you’re ever talking about and you devote more time and energy to

 

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bottom line growth

 

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In example trimming expenses scaling back operations reducing services to customers

 

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reducing employees

 

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What does that sound like to you just Rhys?

 

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Say exactly what I just said again say to yourself

 

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Today we’re going to talk about trimming expenses. We’re going to talk about scaling back our operations a little bit

 

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So whether you can become more profitable, we’re going to talk about reducing services to customers and we’re gonna reduce some employees

 

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Okay, does that sound like a thriving and growing?

 

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Business, okay now don’t get me wrong. I’m not saying expenses shouldn’t be controlled

 

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I’m not saying sometimes we make bad decisions

 

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but I would prefer to work and thrive in a

 

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Business or dealer that is not afraid to throw it out there in

 

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The discussion of trying to grow business right? There’s nothing wrong with a dealer

 

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That says you know what we’re gonna have a huge tin cell and we’re gonna spend a little more

 

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We’re gonna try to grow our customer base

 

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You may fail and fall on your face and not sell as many and the guy in the corner. Who’s the naysayer?

 

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He’s gonna tell you see you look at all the money wasted you could have just sold that not doing it

 

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But what they’re not quantitating is even if you didn’t sell today

 

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How many people are gonna talk about it tomorrow because you reached out and at the end of the day?

 

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Isn’t that what big time thinking is and wanting to be bigger? We’re going after more

 

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We’re not gonna sit still and reduce and say hey look how profitable I am

 

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So, you know and to many new entrepreneurs

 

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Especially those that are just starting out. They they start out trying to drive profit and profit margins too early

 

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Now the reason I focus on top-line revenue verse profit is that I believe you can always drive your profits

 

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Eventually, okay, even I can grow like gross revenue say, alright, man

 

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We’re thriving right now

 

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God if I just cut this and I can I can sit around and not travel for a month or I can

 

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Do some small things and I can make the profit go up

 

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Okay, you can’t sit around and grow your business. You can’t shrink it into greatness

 

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so that’s why I focus on top-line revenue I tend to

 

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Always want to innovate and be ahead of the market

 

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Because that’s where growth happens

 

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I got a respect the importance of selling the year we live in right now. Let’s go sell right now

 

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Okay, we’re not going to shrink expenses and then we’ll be healthy two years down the road as an organization

 

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No, we’re gonna go sell right now

 

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we’re gonna do whatever it takes to sell and we’re gonna go after it and when we sell more

 

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We are a growing and thriving company

 

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Okay

 

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Here you don’t believe me. Look at Wall Street. Take a look at it, right?

 

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How long did it take for Amazon to ever make a profit?

 

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forever

 

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But why were people investing in it? Because they kept growing their top-line revenue because they know that’s a business that’s growing

 

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Eventually, you can control them expenses and you become profitable. You can figure that out

 

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But you can’t figure out is sitting around hoping you have customers because you’re not

 

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Growing it and focusing on top-line growth. You’ve got to focus on top-line growth

 

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I know my audio guy hates when I hit take my fist hit my hand cuz it makes it pop in the Mike

 

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But that’s how animated I get sitting here

 

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so I

 

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Know I got to run fast and grab as many customers as I can while I’m still ahead of the game

 

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Okay, someone asked me when I first started this ad agency and all I still carry with me internally

 

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and

 

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And I asked myself its all-time some and some people still asking. How big do you want your ad agency to become?

 

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But I don’t know the answer like there’s no such thing in my opinion. There’s no

 

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Limit on how big it could be. Well, don’t you just want to sit where you’re profitable and you make a hundred grand here

 

No, I don’t

 

I’m not in this for a my my income. I’m in it cuz I love it

 

I’m in it cuz I’m competitive I made it because I’m good at it. I’m in it because

 

It’s my passion and you guys out there if you’re not passionate about what you’re doing

 

We’ve talked about that if you don’t whistle on your way to work you need to consider

 

Looking for another job, okay

 

You know, I did it

 

I did the same thing a lot of you might be doing when you first start out you’re chasing your income man if I could

 

Just make fifty grand man. If I could just make sixty grand same in business

 

When you’re chasing a profit

 

It never will show up. But if you chase

 

Excellence you chase going after it going after the big dream guys

 

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I promise you I’m looking up and going is this all mine?

 

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Like if I really earn this you guys gonna pay me this like and the numbers

 

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Become pretty exciting

 

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You can’t shrink your way into greatness. We’ve got to learn to focus on top-line growth. We want to increase productivity

 

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Expand our operations create new profit centers

 

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We want to create jobs now

 

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doesn’t that sound like a dealer you want to work for or do you want to go sit in on the meeting that’s going to

 

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Talk about how to trim expenses scale back operations

 

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Reduce service to customers and reduce employees or you want to sit in on the meeting?

 

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we’re gonna say we’re going to talk about how we can increase our productivity and get more out there how we can

 

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Deliver more ads how we can get more phone calls how we can get more emails to our customers how we can take more ups

 

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Right or we discuss how we’re going to expand our operations guys

 

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We’re going to open up a bigger BDC Center so we can get we can support the stuff you’re doing

 

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We’re gonna create some new profit centers. We’ve also got a new product

 

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We’re gonna try all that the products not profitable are already profitable. Well

 

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Again, you can’t shrink your way into greatness. You’ve got to want to go after top-line growth folks

 

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That’s where the that’s where you’re gonna take off and have flight. Don’t get me wrong. I get it you do have to

 

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Focus on and spend some time and not be foolish, right? That’s not trying to say you don’t wanna be foolish with expenses. All right

 

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but if you’re just someone who sits around and as a bean counter go be a bean counter and get the hell out of the

 

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Way of innovators and people who grow businesses. Okay, all the great ones they go get it

 

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You can’t shrink your way into greatness guys, and we keep saying over and over over bottom line growth

 

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It will not deliver the competitive advantage you need in the long term, right?

 

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Because most everyone has gotten better at cutting cost the past few years. We’re all getting better

 

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There’s so many more tools out there. Help us cut costs

 

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But listen, if you want the competitive edge, you got to focus on the long term

 

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Right. I’ve had podcasts on this before previously talking about more leads. People say, oh we don’t want more leads

 

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We just want to be better closing the ones we’re closing

 

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Well, yeah, you want to be better at closing a buyer percentage of them?

 

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But we want more leads because that’s top-line growth. If I get more leads every month. Guess what happens? Hey, your closing ratio sucks

 

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That’s fine. But do I I’m sorry. Do I sell more than you? Yeah. Well then listen, how’s my dust taste cuz you’re eating it

 

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Okay, and that’s the passion you got to have

 

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Right. Yeah get it cutting jobs is hard work and managing that stuff. But you know what?

 

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Creating jobs that’s fuckin genius

 

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Right. Those are the guys. We applaud the guy that creates the jobs not the ones that cut them

 

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So which one are you? I want to create jobs, right?

 

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I’ve sat in on my Vistage 20 group meetings

 

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And other dealers like gob and how many employees you got now be careful. You don’t want too many employees

 

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What the fuck are you talking about? Yeah, I get it. You don’t want to be employees. They’re expensive

 

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They’re not expensive every time I had an employee my business just grew

 

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Right. Hopefully I’m hiring the right person who’s gonna make my business better because I grow

 

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Businesses through people right and sales. Those are people I’m selling so

 

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I’m getting fired up because it’s so true

 

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but it’s again when you’re spending your time on how it will eventually affect the competitive market advantage of the marketplace you

 

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Got to ask yourself. Are you spending your time there?

 

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And so then it gets taught but I thought to myself I better jot down a few points and I came up with three

 

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And I want you to consider right these are points that can help stimulate your thinking in the big time thinking on

 

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Growing your business and/or the earth not just cutting it or maintaining it talk about snooze alert

 

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Right, let’s just maintain our business and I’ve given this thought I think that’s why I’ve always enjoyed being at a dealer that I’ve grown

 

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And I’ve done it write your own dealers

 

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Exponentially now. I’m growing an agency where you will lose me

 

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It’s when we’re just all gonna maintain a set still and not keep growing. I’m bored about checking out

 

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All right, you guys go maintain tell me how it is

 

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I’m gonna go hang out with the creators and the innovators and you need more of those in your organization and your dealer quit

 

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Limiting the ability of people to go be a top-line growth person. If you’re the bean counter, that’s where you fall

 

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That’s fine. We need you. We need somebody to keep score while the ball players are out there playing ball, right?

 

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You think a baseball player goes? Oh my god, I got out my drop my average just dropped to 276

 

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No, I get up there and they hit and they compete and at the end of the season they look at what the bean counters

 

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Told how they did and if their average was better than guess what they make more money our businesses are no different than sports

 

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Ok, so I came up with a couple things that I want you to consider

 

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And points, it really will stimulate your thinking on helping you grow your business not just cutting it

 

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But the one is that many times businesses have to seek bottom line growth to grow company profits because they’ve spent insufficient time

 

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Bringing about new innovation. So when bit what am I saying?

 

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So basically when businesses spend too much time trying to incremental e grow their operations

 

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they aren’t spending enough time to

 

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Reinventing it and blowing it up right and creating new opportunities for endeavor

 

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So what I’m trying to say is number one incremental ism kills innovation

 

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Ok, when we say oh, let’s not grow too fast. What are you talking about? What do you mean?

 

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I’d rather solve the problem of growing too fast

 

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Then trying to grow it incrementally and then it never fucking happens

 

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So that’s what I’m saying incremental ism will kill innovation, right?

 

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Yes, we have to seek bottom line growth so we can afford the things we want I get it but when businesses spend too much

 

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time

 

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Trying to do it incrementally

 

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They’re not spend enough time reinventing it sometimes you got to reinvent what you’re doing

 

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You got to make your product better so that you can blow it up and create new opportunities for the entire dealership or business

 

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So what does incremental ISM do it creates myopic thinking?

 

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Ok, so when I talk about myopic thinking right?

 

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We’re talking about nearsighted right we lack imagination foresight or what we call intellectual insight. Ok

 

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Big time thinking which is what we’re after is thinking outside the box. It’s thinking about top-line growth

 

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So that we don’t become myopic

 

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That’s what I want to remember. That’s point. Number one incremental ISM will absolutely kill innovation innovative companies

 

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They thrive and grow

 

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Thinking about it with some thought ask yourself

 

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What is your business or dealer spending more time, or are you trying to do things to incrementally? Are you trying to blow it up?

 

0:16:21.670,0:16:23.610

Try to blow it up and watch what happens

 

0:16:23.610,0:16:27.930

Just give it a real shot. And don’t try it for one week one month all we lost money bottom line sucked

 

0:16:28.029,0:16:32.609

No dig in and go get it. All right here. I’m trying to lose weight

 

0:16:32.610,0:16:36.930

I mention that imagine if your weight loss program was like you trying to cut costs well

 

0:16:37.900,0:16:41.129

You know what? I didn’t lose much weight this month, so it didn’t work, right?

 

0:16:41.370,0:16:44.940

No, you gotta go after you got to blow it up. You gotta go get the member ship to the gym

 

0:16:44.940,0:16:46.230

You got to buy more expensive food

 

0:16:46.230,0:16:49.170

So you they eat healthier you guys spend more time, which time is money?

 

0:16:49.170,0:16:55.440

But guess what the bottom line results they take care of themselves when you blow it up. You can’t go incremental

 

0:16:55.440,0:17:00.479

It’s all in all the time and that’s how you’re gonna have the one of two businesses

 

0:17:00.480,0:17:05.849

We want the one we want is one that’s growing and thriving as opposed to the one that’s cutting

 

0:17:06.130,0:17:08.130

Declining and eventually going out of business

 

0:17:09.130,0:17:12.449

It’s the second point I was thinking about as we talked about this topic

 

0:17:12.730,0:17:17.040

but you you know that I think is a great one and you can tell it’s got me fired up but

 

0:17:18.220,0:17:24.569

Sometimes companies level off and stop growing for one simple reason reason they fail to mix learning with forgetting

 

0:17:24.760,0:17:27.989

Okay, so this is an interesting. I thought this was really

 

0:17:28.510,0:17:32.879

Profound if I don’t say this to myself, sometimes we got to forget while learning is important

 

0:17:32.880,0:17:36.270

We all want to do this all let’s learn something that we need to do to get better

 

0:17:37.240,0:17:42.959

But I would say sometimes forgetting may even be more so sometimes we just got to forget a failure right? Sometimes we

 

0:17:44.650,0:17:46.829

We forget how important forgetting is

 

0:17:47.410,0:17:52.709

So what’s something we need to forget? I hate the term. That’s how it’s always been done around here how things get done

 

0:17:53.500,0:17:54.520

that’s

 

0:17:54.520,0:17:59.910

Always always a killer for an organization. I hate my hair an organization go. Well. That’s the way we’ve always done it

 

0:17:59.910,0:18:00.360

well

 

0:18:00.360,0:18:05.160

Sometimes we need to forget the way we’ve always done it if our business is shrinking and declining

 

0:18:05.440,0:18:06.900

Maybe we need to think of a new way

 

0:18:06.900,0:18:09.479

We’ve got to innovate just like I told you we don’t want incremental growth

 

0:18:09.790,0:18:16.920

So sometimes to get out of that myopic thinking we’ve got to forget how things have always done been done, right?

 

0:18:17.170,0:18:23.909

So sometimes we need to forget what the rules are supposed to be. Sometimes rules are great. You guys that are leaders of organizations?

 

0:18:24.760,0:18:30.180

If you’re a CEO CEO, if you’re a general an organization at a dealership sales manager

 

0:18:31.150,0:18:34.589

Yes, you’ve got to have rules cuz they set that they set the the guideline, right?

 

0:18:35.770,0:18:37.770

And they may make good

 

0:18:38.140,0:18:42.780

Logic in your mind, but sometimes when you sit down with your people, they’re not good sense

 

0:18:42.780,0:18:47.849

And so you’ve got to decide what is good sense for your business or dealer and what isn’t right

 

0:18:47.860,0:18:51.930

So if it’s not good sense, sometimes you got to forget the rule and overcome it, right?

 

0:18:53.050,0:18:55.859

One of my favorite lessons from the from Billy Budd

 

0:18:57.220,0:19:03.540

The short story Billy Budd is the only just law is one that’s capable of being over ruled, right?

 

0:19:03.540,0:19:07.589

So yeah, it’s a rule but sometimes it just doesn’t make sense in this instance. And so I’m gonna blaze right through it

 

0:19:07.590,0:19:08.590

I’m gonna win

 

0:19:08.590,0:19:09.790

so

 

0:19:09.790,0:19:13.709

Consider sometimes we got to forget how things have always been done. We’ve got to forget

 

0:19:14.440,0:19:16.440

What the rules are supposed to be?

 

0:19:16.570,0:19:18.839

That are supposed to dictate what makes good sense

 

0:19:18.880,0:19:23.219

When actually it doesn’t right if it doesn’t make in practicality good sense

 

0:19:23.220,0:19:27.780

Then we’ve got to sit down and reap forget what we’ve always said and say hey we’ve changed now

 

0:19:27.780,0:19:32.550

I will tell you I’ve worked with other business people they hate when I change. Hey, I thought that was the rule

 

0:19:32.550,0:19:38.310

Yeah, it is but I I’ve thought about it. I’ve lived it and it’s it sucks. It’s time to forget it. Let’s rewrite it

 

0:19:38.740,0:19:43.500

Okay, so that’s the that’s growing top-line growth. How does that grow top-line growth because

 

0:19:44.440,0:19:47.399

It’s limiting our ability to create and be innovative

 

0:19:48.190,0:19:50.190

So what’s another thing we could forget?

 

0:19:51.130,0:19:55.349

Well, I tell you one is for sure and this is one challenge for our own organization

 

0:19:55.350,0:19:57.810

But we’ve got to forget old world methods for recruiting hiring

 

0:19:58.510,0:19:59.950

motivating and keeping good people

 

0:19:59.950,0:20:07.499

this would be a whole nother great podcast, but I know people are struggling to hire how to motivate people and

 

0:20:08.020,0:20:10.020

Keep good people now for me

 

0:20:11.170,0:20:12.990

This is just being a good people person

 

0:20:12.990,0:20:13.950

but for some reason, you know

 

0:20:13.950,0:20:19.049

The the flavor of the day is everyone’s go all mollette hills. I get so tired of hearing people complain about Millennials, dude

 

0:20:19.050,0:20:24.690

You know what Millennials are fucking awesome. They’re fun, right? They’re like we used to be with technology in their hands

 

0:20:25.240,0:20:30.630

And they want money faster right now. Sometimes you gotta slow down what’s wrong with somebody wants more money nothing

 

0:20:31.000,0:20:34.109

So how do you motivate somebody wants more money set a clear goal?

 

0:20:34.960,0:20:39.600

On how they go get it, but the old world methods guys. They don’t work. I’m sorry

 

0:20:39.600,0:20:43.320

They don’t even I’ve had to change. I can’t stand not showing up on time

 

0:20:43.320,0:20:48.989

So I’ve I’ve had the Evolve and what does that mean anymore if someone gets you the 8-hour workday and they get their job done

 

0:20:49.210,0:20:51.210

Is it okay so?

 

0:20:51.790,0:20:56.700

And I’m not trying to get off on topic, but we sometimes have to just forget old world methods, right?

 

0:20:57.250,0:21:00.900

and then another one is forgetting everything that made us successful at one time and

 

0:21:01.630,0:21:05.640

Realizing that might not be the ticket in today’s world. I hate we gotta go left

 

0:21:05.820,0:21:08.849

You know Do You Know Who I am where I used to work. That’s what we used to do

 

0:21:09.460,0:21:13.380

Well, that’s great. What is what the hell? Does that have to do with today’s world, right?

 

0:21:15.310,0:21:16.740

What does it have this today’s world

 

0:21:16.740,0:21:22.500

If you’re one of those people that just says oh where I used to work where we were successful. Well, why aren’t you there anymore?

 

0:21:23.470,0:21:27.750

Right. One thing I don’t want to do is is sit around tell anybody what I used to do. Fuck that

 

0:21:27.750,0:21:30.450

I want to tell about what I’m gonna do that

 

0:21:30.450,0:21:35.369

I haven’t done yet that I’m dreaming to do and I don’t care if they go back in the back and smoke a cigarette or

 

0:21:35.370,0:21:39.930

Walk around in the front the dealership come in Terri’s an idiot. You heard what he’s gonna try to do

 

0:21:39.930,0:21:44.969

I don’t care he’s least they’re talking about what I’m gonna try to do as opposed to the outside going man

 

0:21:44.970,0:21:46.970

Does Terry really think that he’s still the man?

 

0:21:47.050,0:21:50.489

That was like five years ago and then all sudden becomes 10 years ago 15 years ago

 

0:21:50.590,0:21:54.510

no one cares when a good friend of mine once drove me by a

 

0:21:55.240,0:22:00.630

Cemetery and said, you know what’s in there and I’ve never forgotten this image a bunch of people who thought they were never replaceable

 

0:22:01.240,0:22:06.330

Right. Think about that a lot of people think they’re replaceable. So we can’t grow our company

 

0:22:07.240,0:22:12.839

On the top line without an eraser sometimes sometimes we have to forget bad decisions

 

0:22:12.840,0:22:14.110

We have to forget where we came from

 

0:22:14.110,0:22:20.070

We need to forget all the things that we think is the way it’s supposed to be because the world is evolving and changing

 

0:22:20.620,0:22:23.489

Right ask the Amish if electricity is gonna matter

 

0:22:24.100,0:22:30.360

Right. So today’s what’s today is a modern Amish as those that are still hanging on AOL accounts and telling kids that they have no

 

0:22:30.360,0:22:31.270

business

 

0:22:31.270,0:22:37.170

Playing Fortnite. Well get over if they’re playing for at night. So figure out how to make it part of today’s world and become successful

 

0:22:38.830,0:22:43.439

So as crazy as it may seem and sound we must forget much of what we know

 

0:22:43.870,0:22:49.140

To grow our company to its fullest potential and that’s what we’re after. We’re gonna grow our dealership to our fullest potential

 

0:22:49.390,0:22:51.160

sometimes we got to forget a

 

0:22:51.160,0:22:55.740

Lot of what we know and we got evolved and that means from the top line as well as the bottom

 

0:22:55.740,0:23:02.639

Okay, again, we’re after that top-line growth because we know darn well, I hope it’s coming across you can’t trick your way into greatness

 

0:23:03.070,0:23:06.149

so the third point I came up with as I was doing this and

 

0:23:07.780,0:23:14.160

Putting this podcast together was the last one. I wanted a I wanted to challenge you and ask you a question and

 

0:23:14.800,0:23:18.180

This is an important one and it kind of I kind of hit on on the second one

 

0:23:18.180,0:23:22.950

But are you a talent based enterprise? Right? How’s the talent at your dealership?

 

0:23:23.470,0:23:26.639

Do you put a premium on attracting developing and keeping?

 

0:23:27.370,0:23:34.110

Superbly talented people right? We’re not just after good people. And then how do you keep them in your organization?

 

0:23:34.960,0:23:36.880

right, so

 

0:23:36.880,0:23:38.880

Sometimes that means you got to pay the price

 

0:23:39.220,0:23:42.389

Right not cutting your way. All I want a cheap guy. I want a cheap guy

 

0:23:42.390,0:23:47.430

Well, guess what with cheap guy you get you get cheap results, right? All you guys have to bind a Bluetooth speaker

 

0:23:47.430,0:23:50.279

I’ve or the French. I’m tired of buying the cheap shit

 

0:23:50.280,0:23:52.290

I know I want something to holds up and last longer

 

0:23:52.540,0:23:56.100

We all do it in our in our adult life as we get older, right?

 

0:23:56.230,0:23:58.469

Well, how come we’re not doing with our businesses and dealers?

 

0:23:58.990,0:24:05.460

Why are we trying to be cheap instead of keeping and attracting the most superbly talented people of all time?

 

0:24:05.770,0:24:07.770

Right this year the New York Yankees

 

0:24:07.780,0:24:12.749

Bring stand on and pay crazy money. Why are they paying crazy money? Because he’s superbly talented

 

0:24:13.990,0:24:17.220

Right, so why aren’t we in our businesses seeking?

 

0:24:18.250,0:24:20.250

superbly talented people

 

0:24:20.350,0:24:27.179

There’s a reason they make the money they do in other other dealerships and other businesses because they deliver right? There’s a free agent

 

0:24:27.820,0:24:32.340

All right, we all want our favorite sports team to make a free agent move and get the best person

 

0:24:32.440,0:24:37.080

Why aren’t we doing it our dealers? Why aren’t we going out? Well, if I hear someone in town has a better salesperson

 

0:24:37.270,0:24:37.950

Guess what?

 

0:24:37.950,0:24:38.970

I’m gonna find out where they eat now

 

0:24:38.970,0:24:43.319

I’m gonna bump into them a restaurant how happy are you cuz there’s a chance my competitor might not be doing what?

 

0:24:43.390,0:24:46.140

Takes to get them. So we got to quit hiring cheap guys

 

0:24:46.510,0:24:52.230

Yes, it might bring bottom line growth, but I’m telling you right now. It’s a recipe for Destruction. It’s a recipe for failure

0:24:52.300,0:24:54.300

it’s a recipe for a

 

0:24:54.460,0:24:56.460

dealership business to go out of business

 

0:24:56.890,0:24:59.369

Cheap people. You know what I will tell you about cheap people

 

0:24:59.380,0:25:06.810

They rarely have the energy the drive the desire the innovation or the spirit to grow your dealership or company

 

0:25:07.030,0:25:11.430

From the top, which is what we’re after cheap people, you know what they’re nice folks

 

0:25:11.650,0:25:16.410

They just want to get by they want a job. I don’t want people in my organization want a job

 

0:25:16.410,0:25:21.660

I want to see an employee get a brand-new car cuz they better their life. I want to hear a guy in the back

 

0:25:21.660,0:25:25.350

Oh man, this is awesome. I’ll set them in a buy a house because I’m making more money

 

0:25:25.350,0:25:28.199

I want to hear that if I hear a guy just

 

0:25:28.480,0:25:34.499

Or gal just show up want to smoke a couple cigarettes not picking on smokers, but that’s another podcast

 

0:25:35.770,0:25:37.770

But just wants to get by

 

0:25:37.930,0:25:39.670

Because they’re cheap

 

0:25:39.670,0:25:40.990

They’re nice people

 

0:25:40.990,0:25:44.249

They’re not who I want to go to battle with. They’re not who I want to go to war with them

 

0:25:44.250,0:25:48.480

You’re going to business or dealership. I want people that want nice things, right?

 

0:25:48.610,0:25:53.370

How do you think you get nice stuff you go deliver you go all the top line. Not the bottom line

 

0:25:54.340,0:26:00.720

So we we got to start guys. We’ve got to start seeking people who think like owners don’t we not just employees?

 

0:26:01.300,0:26:05.820

We want people who can think and create and we’ll add real value to our organization

 

0:26:06.100,0:26:09.689

Right, and I’ve got one right now. I’ve got to even though I’m a small agency

 

0:26:09.700,0:26:15.389

I’ve got guys that had real value to my organization. I’m walking into my agency and they’re telling me about shit that’s changing

 

0:26:15.390,0:26:18.780

I don’t even know should be embarrassing and say oh man. You’re losing your touch

 

0:26:18.840,0:26:22.199

No, I’m surrounding myself with people who make me better, right?

 

0:26:22.720,0:26:27.659

And that’s why my agency is going it at the moment growing at the top line

 

0:26:27.760,0:26:34.230

Your dealership would be no different if you surround yourself with the best people and quit trying to expense yourself to success

 

0:26:35.410,0:26:38.519

You can’t shrink your way to greatness folks. Sorry can’t do it

 

0:26:39.040,0:26:43.470

Right. So my question is today the podcast have you fallen prey to any of these short-term

 

0:26:44.380,0:26:46.380

Short-sighted strategies give it some thought

 

0:26:46.600,0:26:48.490

right

 

0:26:48.490,0:26:53.579

And hopefully I’ve given you some thoughts of to where you could get better and become a better

 

0:26:53.890,0:26:57.150

Business and dealership and start focusing on that top-line growth

 

0:26:58.690,0:27:05.580

I will tell you that most companies from time to time can’t figure out why they’ve leveled off we’ve all done that man

 

0:27:05.580,0:27:09.059

We were so good. And this actually just happened on my last dealership visit

 

0:27:09.460,0:27:12.840

I was in there and it was kind of funny to ask him. They’re like man

 

0:27:13.570,0:27:18.929

Oh, it’s glaring what they’ve changed. So here’s the deal. They’re a buy here pay your dealer and

 

0:27:20.350,0:27:24.869

They’ve leveled off they they used to all three four years ago. We used to sell a lot more cars

 

0:27:25.360,0:27:27.360

We’re just not selling oil used to

 

0:27:27.850,0:27:30.809

And when I was out there, I noticed they started hanging prices on all their cars

 

0:27:30.809,0:27:33.479

Well guys everybody knows a by here pay your car

 

0:27:34.029,0:27:39.629

Those people are not buying because of price right like they charge more because of the interest and people are saying they’re an older car

 

0:27:39.630,0:27:40.480

They put more in service

 

0:27:40.480,0:27:45.959

so when you’re asking eleven and twelve thousand dollars for a car that you could Google on the internet and seconds and

 

0:27:46.090,0:27:50.039

See that it’s being sold for seven and eight again. It’s they’re not taking advantage of people

 

0:27:50.039,0:27:54.389

They’re selling it that way because it’s a higher-risk loan and they have to make money, right?

 

0:27:56.200,0:28:00.330

And I said, hey why do you hang those I don’t know why we get they told me they got tired of people asking

 

0:28:01.510,0:28:04.949

They put the price on there because they got tired of people asking what the price of the car was

 

0:28:05.049,0:28:10.168

And we just thought this was easier I said how long ago do you guys start that that process about two three years ago?

 

0:28:10.169,0:28:11.919

I said that’s funny

 

0:28:11.919,0:28:16.199

so now you got so tired of people asking you you found a way for no one to ask you about the price of a

 

0:28:16.200,0:28:17.350

car

 

0:28:17.350,0:28:19.980

and they almost what they kind of are arguing and I’m just like

 

0:28:21.460,0:28:26.699

Sometimes you got to forget like I said that how how or why you got there and rethink it. All right

 

0:28:26.730,0:28:29.099

It was it made perfect logical sense when you did it

 

0:28:29.100,0:28:34.049

I’m sure it did we all do things in our business and dealers that we make we can’t remember why you did it

 

0:28:34.049,0:28:36.989

But you know, it made good sense at the time and that’s fine. Don’t belittle it

 

0:28:37.000,0:28:41.640

But then sometimes you got to revisit and say why are we doing this? So

 

0:28:42.520,0:28:44.049

We don’t want to fall

 

0:28:44.049,0:28:49.979

Prey to these short-sighted strategies guys, and if your dealership or business has leveled off think about these things

 

0:28:50.020,0:28:52.319

Are you trying to cut expenses to grow I?

 

0:28:52.840,0:28:54.840

Want you to talk about these things

 

0:28:55.270,0:28:59.639

Because I want you to become vibrant meaningful and start focusing on top-line growth

 

0:28:59.640,0:29:06.089

I promise you if you’re if 80 to 90% of your energies and top-line growth the bottom line will take care of itself

 

0:29:06.760,0:29:08.760

Okay, it just will

 

0:29:09.460,0:29:14.970

Remember, you can’t shrink your way into greatness. And if your goal in business is not to be truly great

 

0:29:15.970,0:29:18.120

Why bother doing business at all? That’s my question

 

0:29:19.059,0:29:22.109

Think about that if your goal in business is not to be truly great

 

0:29:22.809,0:29:25.589

Big-time why bother doing business at all?

 

0:29:26.230,0:29:30.240

Again, that’s our podcast today. I hope it made some sense to you. I won we’re hammer home

 

0:29:30.240,0:29:35.919

You can’t shrink your way into greatness guys. You can’t high-five shrinking, right? We want a high five growth top-line growth

 

0:29:36.590,0:29:41.319

Alright, if you apply some of these strategies and some of the things we talked about and give it some time and your management team

 

0:29:41.899,0:29:45.369

All the way down to every order of every part of your organization every department

 

0:29:45.529,0:29:50.888

Start thinking about how you can go for it. Ask you ask your people. How can we become bigger? How can we become better?

 

0:29:50.889,0:29:56.769

And let’s start focusing on that top-line growth because I’m telling you energy is a force multiplier right positive

 

0:29:57.110,0:30:01.929

Energy is a force multiplier and let’s go get it. We can do it. Make it a great week

 

0:30:02.029,0:30:07.929

I want to remind you to keep downloading these podcasts. That means a lot to me. I love sharing my inner thoughts

 

0:30:08.629,0:30:09.740

of

 

0:30:09.740,0:30:12.399

What I’ve done in my own life, and I’ve got a long way to go

 

0:30:12.399,0:30:17.319

I learn as I do these guys these thoughts provoking things. I made a challenges me to think and

 

0:30:17.840,0:30:19.840

revisit what I’m doing and I

 

0:30:20.029,0:30:22.388

Know I’m becoming a better business person because of it

 

0:30:23.899,0:30:29.859

Share it bring a friend a big time thinking I’m not going to give up on this. I hope you like it again

 

0:30:29.860,0:30:31.860

You can find us on iTunes Spotify

 

0:30:32.269,0:30:35.769

Share the word. Give us the ratings that we need them. We can’t do without you

 

0:30:36.320,0:30:39.939

Guys go out there grow your business. Remember you can’t shrink your way into greatness

 

0:30:39.940,0:30:45.429

I want you to have big time thinking and remember you want to be big time every time

Terry MacCauley

CEO Big Time Advertising & Marketing

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