TimTalks: Automotive Leadership and Beyond

Step Zero: Attitude, Energy, and Approach with David Long

• CarNow • Season 2 • Episode 29

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Tim sits down with David Long of Hansel Auto Group to explore clarity, accountability, and pouring into people.

In this episode, David shares the origins of his Pandemic of Positivity, the foundation of his upcoming book, “Step Zero,” and his Return on Time framework. From his start detailing cars in Ohio to leading one of the strongest groups in the country, David’s story is proof that success leaves clues. 

Tune in for strategies that will inspire, only on TimTalks. 

[00:00 – 02:32] Introductions
Tim introduces the episode and welcomes longtime friend and industry leader, David Long.

[02:32 – 04:36] David’s Journey
David recounts beginning his career, starting with detailing cars before moving into sales, and working with Hansel Auto Group.

[04:36 – 06:36] Advice for Young Leaders
David emphasizes the importance of being “all in” and how dabbling never leads to success. 

[06:36 – 08:08] Clear Expectations and Accountability
David shares how he evaluates performance by focusing on actions rather than words, and the importance of clarity in leadership.

[08:08 – 09:43] Repositioning Talent
Tim and David discuss recognizing employees’ strengths and placing them in roles where they can thrive.

[09:43 – 11:14] Pandemic of Positivity
David shares the origin story of Pandemic of Positivity, born from the challenge of laying off 500 employees during COVID-19.

[11:14 – 12:34] Rebuilding Culture
Daily encouragement and care for employees fostered resilience and growth, setting the foundation for Hansel’s record-breaking years.

[12:34 – 14:39] Live to 100
Tim connects lessons from “Live to 100” with leadership principles, emphasizing the overlap between purpose, health, and culture.

[14:39 – 17:27] Breaking Through Excuses
Tim and David unpack the dangers of “yeah, but” excuses that hold teams back and stress the role of pride in leadership failure.

[17:27 – 19:35] The Right People
David explains how surrounding himself with high performers forces him to grow and avoid mediocrity.

[19:35 – 20:53] Step Zero
David previews his upcoming book and the foundational elements required to succeed.

[20:53 – 23:09] Making a Difference
Tim and David reflect on the transformative impact the automotive industry can have.

[23:09 – 24:12] Return on Time (ROT)
David introduces his ROT framework, challenging leaders to eliminate unproductive hours.

[24:12 – 26:18] Power of Consistency
Tim points out David’s relentless early-morning commitment, noting his dedication to pouring into people daily.

[26:18 – 27:46] Legacy of Love and Leadership
David shares his desire to be remembered for helping others see the bigger picture, rooted in love, compassion, and kindness.

[27:46 – 31:17] Choosing Positivity Daily
Tim and David close with reflections on challenges, gratitude, and the power of treating others as more important than ourselves.

[31:17 – 32:46] Closing Thoughts
Tim thanks David, teases links to David’s training resources, and encourages listeners to continue striving for growth.

00:00:00 [Speaker 1]
In over three decades, I've learned that truly great car dealerships are only great because of one thing, leadership.
00:00:07 [Speaker 1]
So I'm sitting down with the great men and women inspiring automotive on Tim Talks, automotive leadership and beyond.
00:00:16 [Speaker 1]
Welcome everyone to yet another episode of Tim Talks ship and beyond, and I am particularly fired up today.
00:00:25 [Speaker 1]
I have a gentleman that I have known for several years now.
00:00:30 [Speaker 1]
And, you know, we talk about it here a lot.

00:00:32 [Speaker 1]
We talk about, what is it like when you what do people say about you when you leave the room?
00:00:38 [Speaker 1]
Right?
00:00:38 [Speaker 1]
What kind of energy?
00:00:39 [Speaker 1]
What is it positive or are people, like, thinking God that you left?
00:00:43 [Speaker 1]
Right?

00:00:43 [Speaker 1]
So, you know, we are honored to have the one and only David Long on, on Tim Talks today and just, sowing by what you are doing, trying to do and doing, in the space.
00:00:57 [Speaker 1]
I I'm a big believer in pouring into people.
00:01:01 [Speaker 1]
And once your people are better, then magically your your business is better.
00:01:06 [Speaker 1]
So so, David Long, welcome to Tim Talks, and thank you for the time, brother.

00:01:10 [Speaker 2]
Tim, I'm pumped to be here, Juan, because I love you, and it's great to talk to you.
00:01:16 [Speaker 2]
You've poured into my team.
00:01:17 [Speaker 2]
You've poured into me.
00:01:18 [Speaker 2]
You've made me better.
00:01:19 [Speaker 2]
So I'm happy to be here.

00:01:21 [Speaker 1]
Awesome.
00:01:22 [Speaker 1]
Thank you, brother.
00:01:22 [Speaker 1]
Well, let's just get right into people I think, you know, in my travels and the whole idea of this podcast.
00:01:29 [Speaker 1]
Look.
00:01:30 [Speaker 1]
There's a lot of podcasts out there, but I wanted to specifically hone in on, in the world of social media, in the world of, you know, people, you know, look at my life, look how great everything is.

00:01:42 [Speaker 1]
But at the end of the day, I have the privilege and now you do too, and we're gonna unpack that a little bit.
00:01:48 [Speaker 1]
I have the privilege of going into almost a couple you know, one or two dealerships or dealership groups every single week watching, serving, trying to consult, trying to make and there's one, constant, you know, common denominator in the the the the dealerships and the dealership groups that are thriving and growing, it's because of leadership.
00:02:10 [Speaker 1]
It's not debatable.
00:02:11 [Speaker 1]
Hence, this podcast.
00:02:13 [Speaker 1]
So if we can take, you know, the best leaders, in my opinion, in the space and pour into this podcast to where somebody could get better, that's good.

00:02:23 [Speaker 1]
So let's just dump right into it, David.
00:02:25 [Speaker 1]
How did you get it?
00:02:26 [Speaker 1]
Let's start because because a lot of people see you.
00:02:28 [Speaker 1]
They see you at conferences, but I think, a lot of people would like to get to know you a little bit better.
00:02:35 [Speaker 1]
And and maybe maybe people don't know your story.

00:02:37 [Speaker 1]
Let let's go way back.
00:02:38 [Speaker 1]
How did you get into automotive in the beginning?

00:02:41 [Speaker 2]
So my brother, our middle brother, has been a dealer for forty five years.

00:02:47 [Speaker 1]
Okay.

00:02:47 [Speaker 2]
Matter of fact, he's just retired, sold his businesses to his son, and, that's how I started, in Cleveland, Ohio many, many, many years ago.

00:02:56 [Speaker 1]
I did not see.
00:02:57 [Speaker 1]
That's why we do this.
00:02:58 [Speaker 1]
I had no idea you're from Ohio.
00:03:00 [Speaker 1]
Oh, do you do you see this behind me?
00:03:01 [Speaker 1]
I get I take o h.

00:03:03 [Speaker 1]
Anyway, that's a whole other issue.

00:03:06 [Speaker 2]
You know who I was talking to on Saturday?
00:03:08 [Speaker 2]
Who?
00:03:09 [Speaker 2]
Elliot Urban Meyer.

00:03:10 [Speaker 1]
Wow.
00:03:11 [Speaker 1]
Of course you were.
00:03:12 [Speaker 1]
Of course you were.
00:03:14 [Speaker 1]
For you those of you don't know Urban Meyer is the championship when he coached at Ohio State.
00:03:19 [Speaker 1]
And he had he was at this little school down south too.

00:03:21 [Speaker 1]
But, anyway, that was incredible.
00:03:23 [Speaker 1]
Awesome.
00:03:23 [Speaker 1]
So you started so you started selling with your brother, or how did that start?

00:03:27 [Speaker 2]
I started detailing cars for him, and then, he let me sell some cars on weekends.
00:03:32 [Speaker 2]
Yeah.
00:03:33 [Speaker 2]
There you go.
00:03:34 [Speaker 2]
That's where it started forty two years ago.

00:03:36 [Speaker 1]
Yeah.
00:03:36 [Speaker 1]
That's that's that's unbelievable.
00:03:38 [Speaker 1]
You know, the older I get, it's so funny.
00:03:40 [Speaker 1]
Well, I was at a conference this weekend and and and Carrie Wise, now with, she's with LotLinks, great human being.
00:03:47 [Speaker 1]
She's like, I'm gonna do an exercise.

00:03:49 [Speaker 1]
And she's like, everybody stand up.
00:03:50 [Speaker 1]
And and everybody stood up, and she's like, if you've been in the car business ten years less, sit down.
00:03:54 [Speaker 1]
Then she goes all the way up.
00:03:55 [Speaker 1]
And I'm I'm I'm my table's in front.
00:03:58 [Speaker 1]
And it gives to thirty five years, and and she's like, Tim and I don't see anybody behind me.

00:04:03 [Speaker 1]
She's like, Tim, you're the only one standing.
00:04:04 [Speaker 1]
I'm like, oh my god.
00:04:05 [Speaker 1]
I went from being the youngest guy in the room to the oldest freaking guy in the room.
00:04:09 [Speaker 1]
But, I'm at 37 years.
00:04:11 [Speaker 1]
You at 48 Brothers.

00:04:12 [Speaker 1]
So that's awesome, man.
00:04:13 [Speaker 1]
Let's let's jump into Hansel.
00:04:15 [Speaker 1]
So you so so you get into your automotive group.
00:04:17 [Speaker 1]
That was 02/1920 maybe, if my memory serves.
00:04:20 [Speaker 1]
Yeah.

00:04:20 [Speaker 2]
So I've been here a little over six years.

00:04:22 [Speaker 1]
Yeah.
00:04:23 [Speaker 1]
Awesome.

00:04:24 [Speaker 2]
Love it.
00:04:25 [Speaker 2]
A much so in forty two years, this and two other groups in forty two years, I've been incredibly blessed.
00:04:32 [Speaker 2]
Hansel being one of the three best on the planet.
00:04:35 [Speaker 2]
Guaranteed.

00:04:37 [Speaker 1]
You know, I I would love to spend some time on that.
00:04:40 [Speaker 1]
You know, there is a lot of jumping around.
00:04:43 [Speaker 1]
Was it the, you know, behind the desk?
00:04:45 [Speaker 1]
You know, I was at a Toyota store for eight years, Lexus store for a little over ten years.
00:04:50 [Speaker 1]
I didn't jump around.

00:04:51 [Speaker 1]
I mean I mean, I think that's a that's an anomaly now.
00:04:55 [Speaker 1]
I mean, the fact that you just you get in some place, you plug in, you continue to grow, you continue to pour into your people, and I think that's that's incredible.
00:05:03 [Speaker 1]
What what are some of the challenges, that you face, and some of the wins?
00:05:08 [Speaker 1]
Because I wanna get into pandemic of positivity too and a few other things.
00:05:12 [Speaker 1]
But but you as a leader, what are some of the things that, you know, if I'm a new sales manager, and again, ladies and gentlemen, you know, David's resume speaks for itself.

00:05:25 [Speaker 1]
He's one of the people that that actually do make a difference, in his people, and you can see it in the numbers.
00:05:31 [Speaker 1]
But what what what would you tell that young, sales manager on the desk?
00:05:36 [Speaker 1]
Maybe they're in a brand new group.
00:05:38 [Speaker 1]
Maybe it's even a young GM.
00:05:39 [Speaker 1]
Like, what would you if you were to pour into that person, and go back and tell even either younger, David, like, yourself, or what would you tell that younger person?

00:05:49 [Speaker 2]
All in.
00:05:50 [Speaker 2]
Just to be all in, Tim.
00:05:52 [Speaker 2]
What I notice a lot is there's too many dabblers.
00:05:56 [Speaker 2]
Right?
00:05:56 [Speaker 2]
Too many people that try, but don't completely commit.

00:06:00 [Speaker 2]
And I don't know that I've ever seen anybody succeed at a high level that didn't go all in.
00:06:06 [Speaker 2]
I mean, be a maniac, especially in the beginning.
00:06:10 [Speaker 2]
Like, it just it's I think it's the key to success.
00:06:14 [Speaker 2]
So I have 16 dealers that I consult for as well.
00:06:17 [Speaker 2]
And I it's clear to me on the dealer group that I run and the dealers that I consult for, who's gonna win, who's gonna lose after, like, three conversations.

00:06:27 [Speaker 2]
I almost automatically know.

00:06:30 [Speaker 1]
Now now say that one more time.
00:06:31 [Speaker 1]
Say that one more time because I want that to sink in.

00:06:34 [Speaker 2]
So 16 dealer group dealerships that I consult for along with the dealership group that I run, and I can tell with a high level of certainty after two or three conversations if somebody's gonna get it and

00:06:48 [Speaker 1]
kill it.
00:06:50 [Speaker 1]
So what happens what happens when they don't get it?
00:06:52 [Speaker 1]
Like, what do you well, I mean, what is your what is your thought process?
00:06:55 [Speaker 1]
Because I I mean, we talked you I know you know Patrick a bad.
00:06:57 [Speaker 1]
I know you know Kevin.

00:06:58 [Speaker 1]
I know you know the crew.
00:06:59 [Speaker 1]
Right?
00:07:00 [Speaker 1]
Like, they they live by it too.
00:07:02 [Speaker 1]
They they they they, you know, hire slow, fire fast.
00:07:05 [Speaker 1]
If you don't get it, you don't get it.

00:07:06 [Speaker 1]
So so what is your process there?

00:07:08 [Speaker 2]
So in in my world, for my consulting business, for, the things that I do inside and outside of work is I have become incredibly deaf to what people say, but really clear.
00:07:22 [Speaker 2]
My vision has become exorbitantly clear.
00:07:25 [Speaker 2]
So the saying versus doing, when somebody agrees to do something and doesn't execute, it's just I can no longer add you know, I'm 60 years old.
00:07:37 [Speaker 2]
Like, where expectations are clear, conversations are easy.
00:07:40 [Speaker 2]
And when the expectations are clear and we're not executing, it's just very clear to me that the person didn't pick up the message, that didn't get the memo, that isn't ever through.

00:07:53 [Speaker 2]
So, I mean, it's to me, that's when it's time to either get a little more clear or make a change.
00:08:00 [Speaker 2]
That sounds mean, doesn't it?

00:08:01 [Speaker 1]
Yeah.
00:08:02 [Speaker 1]
Oh, I mean, but it it literally it's it's it's up to do.
00:08:06 [Speaker 1]
In in fact, we had to do, you know, that last year.
00:08:10 [Speaker 1]
And, you know, you gotta look at your business and you gotta look at, you know, what's working, what's not working, and you gotta do the best thing for the business.
00:08:16 [Speaker 1]
And sometimes, you know, there has been I can remember back in the store.

00:08:20 [Speaker 1]
There has been some times where, you know, on a couple occasions that a person looking out on the sales floor and and two occasions in my career, they became some of the one of the best, service writers.
00:08:31 [Speaker 1]
So I think that seeing, you know, a person's gifts, you know, and being able to pour into that person is a is a rare trait because so we're we're so quick to make immediate judgment.
00:08:44 [Speaker 1]
I think by by analyzing that process and making sure that, you know, you know, can this person fit someplace else?
00:08:50 [Speaker 1]
And and and I know you've done that multiple, multiple, multiple times.
00:08:55 [Speaker 1]
What, let let's get into and I know I'm jumping around, but I I there's so much to unpack here in less than thirty minutes.

00:09:02 [Speaker 1]
I wanna talk about something that's near and dear to my heart.
00:09:06 [Speaker 1]
That's, you know, number one, gratitude.
00:09:09 [Speaker 1]
And I think gratitude and positivity is, is, is it's different, but, you know, gratitude equals positivity.
00:09:17 [Speaker 1]
You know, I I think, so let's talk about because I can remember in the early days and meeting you on Clubhouse, especially during the pandemic.
00:09:26 [Speaker 1]
Let's talk about the pandemic of positivity.

00:09:28 [Speaker 1]
Like, because I you know, you go on any social media and you see that you see the hockey pucks around around some profiles, but let's talk about that for a second.
00:09:36 [Speaker 1]
What's your vision there?

00:09:39 [Speaker 2]
So kind candor, right, making sure that we're, from a pandemic positive.
00:09:44 [Speaker 2]
Let me tell a story about pandemic positivity.

00:09:46 [Speaker 1]
Please.

00:09:46 [Speaker 2]
So 500 employees, the pandemic happened and the owner Chip, and I made a decision that we were going to close the business.
00:09:56 [Speaker 2]
And inside of that decision, we didn't know if it was gonna be two weeks, two months, or two years.
00:10:00 [Speaker 2]
We you know, nobody knew.
00:10:01 [Speaker 2]
So we released everybody, Tim, and it was one of the hardest days of my life.
00:10:05 [Speaker 2]
I I at home on my, whiteboard, I I all the people that we were gonna be bringing back, we're gonna close down, release everybody, and bring people back one at a time.

00:10:17 [Speaker 2]
And I can remember all the things that were going on in the world that were incredibly negative, and nothing that I could see was positive.
00:10:25 [Speaker 2]
There was no silver lining.
00:10:27 [Speaker 2]
There was no hope for the future.
00:10:28 [Speaker 2]
There was it was just all bad from my perspective.
00:10:33 [Speaker 2]
And that's where I was standing in my backyard.

00:10:35 [Speaker 2]
I had just got done releasing 500 people.
00:10:40 [Speaker 2]
Right?
00:10:40 [Speaker 2]
And you know, I didn't send out a blank, like, sorry, but you're no longer working for the company.
00:10:45 [Speaker 2]
It was like call, call, call, call, call, call, call.
00:10:48 [Speaker 2]
And it was a very difficult couple of days.

00:10:50 [Speaker 2]
And then from there I thought, how can I build now from that really terrible experience, something positive?
00:10:57 [Speaker 2]
How can I start pouring into the world some things that would make a difference on a positive level?
00:11:03 [Speaker 2]
And that's where it was birthed.
00:11:04 [Speaker 2]
And then I gathered around some people like you that poured in.
00:11:07 [Speaker 2]
And as I was bringing people back, you may remember, every day at 03:00, we had a and inside of that, Eddie, we had people that just poured into the team about how we were caring for one another inside of the work and how we wanted to care for each other outside of the work.

00:11:22 [Speaker 2]
And, you know, I think that's really what, solidified the team and made us who we are today.
00:11:29 [Speaker 2]
We continue to have record year after record year and year over year growth every year.
00:11:35 [Speaker 2]
It's been it's really been sensational.
00:11:37 [Speaker 2]
I think it has a lot to do with that, flag that we stuck in the ground.
00:11:42 [Speaker 2]
What was that five years ago then?

00:11:44 [Speaker 1]
I I have you know, it's amazing that it's been five years.
00:11:47 [Speaker 1]
You know, I I wear that puck or or or did until my wife I I put pictures of my wife on there.
00:11:52 [Speaker 1]
I need to put it back.
00:11:53 [Speaker 1]
But now that makes perfect.
00:11:55 [Speaker 1]
I I mean, I freaking wore it and never knew it because it was you, and I love being positive.

00:11:59 [Speaker 1]
So, you know, it makes perfect sense.
00:12:01 [Speaker 1]
Pandemic of positivity.
00:12:03 [Speaker 1]
And and I was one of the ones that that had the privilege to pour into your people Dude.
00:12:07 [Speaker 1]
I think at least once.
00:12:08 [Speaker 1]
So ladies and gentlemen, I'm just gonna throw my hands up here in in all seriousness.

00:12:14 [Speaker 1]
I mean, how many incredible leaders have to come on this pod podcast that you're listening right now and success leaves clues?
00:12:24 [Speaker 1]
I I can remember.
00:12:25 [Speaker 1]
And if you haven't watched this, day David's an old gym guy.
00:12:30 [Speaker 1]
Well, I say old.
00:12:31 [Speaker 1]
I'm old too.

00:12:32 [Speaker 1]
We're both old gym guys, and we watch what we eat.
00:12:34 [Speaker 1]
And we are we, you know, we we we we we try to stay healthy, and there's this there's this, Netflix, special called live to a 100.
00:12:44 [Speaker 1]
David, have you seen that?

00:12:45 [Speaker 2]
I have.
00:12:45 [Speaker 2]
Yeah.

00:12:46 [Speaker 1]
It's what's incredible what I'm trying to get at is the most beautiful thing is, number one, ladies and gentlemen, success leaves clues.
00:12:53 [Speaker 1]
But the thing about if you haven't watched it, watch it, because we all wanna live healthy, and we all wanna and we all wanna be with our family as long as we can.
00:13:01 [Speaker 1]
But it's the gentleman.
00:13:02 [Speaker 1]
It's the guy that literally, you know, three thirty years ago, I think, rode his bicycle across the world.
00:13:07 [Speaker 1]
And he was fascinated by the different countries and the as at how many centurions, meaning how many people lived over a 100.

00:13:17 [Speaker 1]
And so he's starting down whether it would be Greece or, you know, El Salvador where there was a 104 year old cowboy that got up at 04:00 in the morning and ran his cattle and then had a survey set at 10:00.
00:13:28 [Speaker 1]
Like, he was putting all these things together.
00:13:30 [Speaker 1]
And then he put a color wheel together and they overlapped.
00:13:34 [Speaker 1]
So walking up and downstairs, faith, family, all these things intersected.
00:13:41 [Speaker 1]
And ladies and gentlemen, I think, you know, David is just the straw that broke the camel.

00:13:46 [Speaker 1]
I'm just telling you, you need to lean in a little bit.
00:13:49 [Speaker 1]
How great leaders need to come on this podcast and tell very similar stories about pouring into their people.
00:13:59 [Speaker 1]
That just like that live to a 100, the color wheel is overlapping.
00:14:02 [Speaker 1]
You need to, you know, a Mediterranean diet, faith, family, half purpose, going up and downstairs.
00:14:08 [Speaker 1]
All these things lead to living a long life.

00:14:12 [Speaker 1]
How many times pouring into your people, making sure that they have a purpose, pouring in how many people have to come on here, but yet but yet I get so I bang we have this this evil word called pride, and we have this evil word that we're the smartest person in the room at every sales meeting and we're gonna bang.
00:14:32 [Speaker 1]
There's nothing wrong with being passionate.
00:14:34 [Speaker 1]
But ladies and gentlemen, take the time to pour into your people.
00:14:40 [Speaker 1]
I I cannot stress this enough.
00:14:43 [Speaker 1]
We are bringing you the best of the best operators in the country.

00:14:48 [Speaker 1]
I've told the story probably a dozen times on here, Thirty seven years ago at 17 thirty six years ago, excuse me.
00:14:56 [Speaker 1]
At 17 years old, I was selling cars, doing well.
00:15:00 [Speaker 1]
The old guard smoking and joking outside got mad and intimidated, so they started pouring spewing venom into my ear.
00:15:06 [Speaker 1]
And my sale the sales manager, Dave, took it on himself to say, Tim, let's take a walk.
00:15:12 [Speaker 1]
It was a ten minute conversation to where he walked me up the hill, poured into me less than ten minutes and said, Tim, you have so much potential.

00:15:22 [Speaker 1]
You're doing a great job.
00:15:23 [Speaker 1]
Don't listen to the noise.
00:15:25 [Speaker 1]
And then he pointed at a house across the street.
00:15:27 [Speaker 1]
And it's not about stuff, but I'm a little hillbilly from Kentucky.
00:15:30 [Speaker 1]
But he pointed across the street and said, one day, you can have a house like that.

00:15:34 [Speaker 1]
I have a picture.
00:15:35 [Speaker 1]
In fact, it's in this office somewhere and my eyes got this big.
00:15:38 [Speaker 1]
But but but it was thirty seven years ago.
00:15:41 [Speaker 1]
It was a ten minute conversation and he poured into me and here we are.
00:15:46 [Speaker 1]
David, talk about I mean, I know.

00:15:48 [Speaker 1]
Sorry.
00:15:48 [Speaker 1]
I just went on a rant.
00:15:49 [Speaker 1]
But I mean, my gosh.
00:15:50 [Speaker 1]
I'm banging my head against the wall.
00:15:52 [Speaker 1]
I'm truly banging my head against the wall.

00:15:55 [Speaker 1]
The key is is is not the yeah, buts.
00:15:58 [Speaker 1]
Yeah, but my people.
00:15:59 [Speaker 1]
Yeah, but my my PMA.
00:16:01 [Speaker 1]
Yeah, but my brand, I'm selling this.
00:16:04 [Speaker 1]
Watch what happens.

00:16:04 [Speaker 1]
It's amazing how lucky you become.
00:16:06 [Speaker 1]
You just saw one of the best operators in my opinion across the country.
00:16:09 [Speaker 1]
Year after year growth, year after year record.
00:16:12 [Speaker 1]
And what does he do is he pours into his people.
00:16:17 [Speaker 1]
David, why are so many people why pride is such a ugly thing?

00:16:20 [Speaker 1]
There's nothing wrong with confidence, but but maybe help me unpack that a little bit.
00:16:24 [Speaker 1]
I mean, success leaves clues.
00:16:26 [Speaker 1]
Talk to me, brother.

00:16:28 [Speaker 2]
You know, you've been about withholding people back?

00:16:31 [Speaker 1]
No.
00:16:32 [Speaker 1]
Well, hold people from from making those decisions inside their store.
00:16:35 [Speaker 1]
We have so many people that say, you know, that may list or I've even I've even you know, as I across the country, they give me the yeah buts.
00:16:43 [Speaker 1]
I just finished a chapter in the book called the yeah buts.
00:16:46 [Speaker 1]
Yeah.

00:16:46 [Speaker 1]
But my my salespeople will never do that.
00:16:49 [Speaker 1]
Yeah.
00:16:49 [Speaker 1]
But I'm selling, you know, Mitsubishis.
00:16:51 [Speaker 1]
Yeah.
00:16:52 [Speaker 1]
But I'm doing this.

00:16:53 [Speaker 1]
Yeah.
00:16:53 [Speaker 1]
But I'm doing that.
00:16:54 [Speaker 1]
And and and giving excuses why they can't, you know, continue to raise the bar, continue to sell more, and continue to, you know, make a difference.
00:17:04 [Speaker 1]
So why why do you think that is?
00:17:06 [Speaker 1]
And I'm not being self righteous here.

00:17:07 [Speaker 1]
I just I truly wanna know your opinion.
00:17:09 [Speaker 1]
Success is right in front of them.

00:17:11 [Speaker 2]
I look back at my career and how many times, including right now, am I doing the yeah, but?
00:17:16 [Speaker 2]
Like, how many times am I selling myself a story that just isn't true so I can feel better about where I am?
00:17:24 [Speaker 2]
I think everybody does that, Tim.
00:17:27 [Speaker 2]
I really do.
00:17:28 [Speaker 2]
So it's one of the reasons why I surround myself with people like you.

00:17:31 [Speaker 2]
Like, I just got back from a 20 group.
00:17:33 [Speaker 2]
And inside of this 20 group, there are people in that 20 group doing things that I didn't even think were possible.
00:17:38 [Speaker 2]
Now if I went around a 20 group of people about how terrible everything was, which one would give me a better outcome?
00:17:45 [Speaker 2]
Mhmm.
00:17:46 [Speaker 2]
It's about who I choose to be around because I can't be around high performers, high achievers, people like you, and continue to stay like I am, pretty soon you won't invite me back.

00:17:58 [Speaker 1]
Yeah.

00:17:58 [Speaker 2]
I have to start looking at how much more there is there.
00:18:02 [Speaker 2]
And that's who those are the rooms that I go in.
00:18:05 [Speaker 2]
So I would be incredibly guarded on who I allow, like those guys that were on the point, talking about how things were and that were putting the venom in your ears.
00:18:16 [Speaker 2]
You were one of the lucky ones that had somebody take you off and say, Don't listen to that.

00:18:20 [Speaker 1]
That's right.

00:18:21 [Speaker 2]
Most people aren't the lucky ones and guess what they do?
00:18:24 [Speaker 2]
They listen to it.
00:18:25 [Speaker 2]
And then not only do they listen to it, but they let it in.
00:18:27 [Speaker 2]
And then they start believing it.
00:18:28 [Speaker 2]
And then they talk themselves out of what could be an amazing opportunity.

00:18:32 [Speaker 2]
It's the reason why, and you may or may not know this, but my new book is coming out probably November, but for sure before NADA and it's called Step Zero.
00:18:43 [Speaker 2]
Do you know what Arrow is?
00:18:44 [Speaker 2]
Have you heard it?

00:18:46 [Speaker 1]
I'm getting ready to, I'm writing it down.

00:18:49 [Speaker 2]
It's attitude, energy, and approach.
00:18:51 [Speaker 2]
And it's step zero for a reason.
00:18:53 [Speaker 2]
It's before any other step.
00:18:55 [Speaker 2]
Because without the right attitude, without a sufficient amount of energy, and with a misplaced approach, no process in the world works.
00:19:05 [Speaker 2]
It just doesn't.

00:19:06 [Speaker 2]
I mean you could have the most dialed process with the most belief and if the attitude, the energy and the approach isn't there, you're not gonna get the result.

00:19:16 [Speaker 1]
So.
00:19:17 [Speaker 1]
Mhmm.
00:19:17 [Speaker 1]
I'm excited.
00:19:17 [Speaker 1]
Mhmm.
00:19:18 [Speaker 1]
Mhmm.

00:19:18 [Speaker 1]
You're gonna have to come back on here.
00:19:21 [Speaker 1]
We helped, Glenn Pash release his book.
00:19:23 [Speaker 1]
I'd love to have you back on here.
00:19:24 [Speaker 1]
Put a link in here and let's talk about it.
00:19:28 [Speaker 1]
I'm gonna have you say that one more time.

00:19:30 [Speaker 1]
I wrote it down.
00:19:31 [Speaker 1]
Attitude, that's getting me fired up.
00:19:33 [Speaker 1]
I'm getting ready I'm getting ready as I tell my team, I'm getting ready to charge hell with a squirt gun.

00:19:37 [Speaker 2]
Do you know what I'm gonna do?
00:19:38 [Speaker 2]
I'm gonna send you because everything I do, I have an LMS, and there's videos for everything.
00:19:42 [Speaker 2]
So I'm gonna send you all three parts of step zero in video.
00:19:45 [Speaker 2]
They're only two minute videos.

00:19:47 [Speaker 1]
No.

00:19:47 [Speaker 2]
Part one is attitude, part two is energy, and part three is approach.
00:19:52 [Speaker 2]
Without those three things, it doesn't work.

00:19:55 [Speaker 1]
That that can I put them on the link to this podcast?
00:19:57 [Speaker 1]
Sure.
00:19:57 [Speaker 1]
On link?
00:19:58 [Speaker 1]
Yeah.
00:19:58 [Speaker 1]
So Rob, the amazing Rob, people don't see the amazing Rob.

00:20:03 [Speaker 1]
He's behind the scenes and and makes this possible as he puts my rumbling, bubbling stuff on air.

00:20:10 [Speaker 2]
Rob is amazing.
00:20:11 [Speaker 2]
There's no doubt.

00:20:11 [Speaker 1]
Rob is amazing.
00:20:12 [Speaker 1]
So so we are gonna put those links on this podcast.
00:20:15 [Speaker 1]
So if you just link that below.
00:20:16 [Speaker 1]
Listen.
00:20:17 [Speaker 1]
At the end of the day, and and we're not gonna get political here, but I I got so fired up, you know, yesterday.

00:20:24 [Speaker 1]
Probably try not to cry, but watching the regardless of your politics, the Charlie Kirk thing yesterday.
00:20:31 [Speaker 1]
And every time I'd I'd I'd stop wouldn't cry, then then somebody else would punch me in the in in the face.
00:20:37 [Speaker 1]
Yeah.
00:20:37 [Speaker 1]
But but that being said, it it what an incredible life.
00:20:41 [Speaker 1]
Like Imer Hayden, he made an impact over millions and millions of people.

00:20:45 [Speaker 1]
And and and right now, I'm not gonna get too sentimental, and I won't even get spiritual as I often do.
00:20:49 [Speaker 1]
But I'm telling you, man, I'm working on, you know, as as Maxwell says, I wanna make a difference.
00:20:56 [Speaker 1]
I truly want to make a difference.
00:20:57 [Speaker 1]
We don't have to do this podcast, but we want to help.
00:21:00 [Speaker 1]
I want to make a difference.

00:21:01 [Speaker 1]
People that want to make a difference doing something that makes a difference.
00:21:08 [Speaker 1]
David Long does something.
00:21:10 [Speaker 1]
We're we're just selling cars.
00:21:11 [Speaker 1]
Are you kidding me right now?
00:21:12 [Speaker 1]
We're talking to your children.

00:21:13 [Speaker 2]
Wives.
00:21:14 [Speaker 2]
We're changing generations.
00:21:16 [Speaker 2]
I Yes.
00:21:16 [Speaker 2]
Dinner with a young man.
00:21:18 [Speaker 2]
Luckily for me, I'm in a glass office, so he saw that I wasn't with anybody.

00:21:22 [Speaker 2]
He walked in and he sat down and he told me his story about trailer park and where he lived and what this industry can do to take him from what he was used to and grew up with and all he knew to worry.
00:21:36 [Speaker 2]
It's just amazing what our industry can do for people.
00:21:39 [Speaker 2]
Amazing.

00:21:39 [Speaker 1]
I'm that guy.
00:21:40 [Speaker 1]
Yeah.
00:21:41 [Speaker 1]
I'm that guy.
00:21:41 [Speaker 1]
I mean, I yes.
00:21:42 [Speaker 1]
I'm a hillbilly from Kentucky and, you know, answered an ad in the paper, ended up ended up at 17 selling cars.

00:21:49 [Speaker 1]
I I went on a quick quick hiatus, and and and the service got hurt, got sent back, and it's all I've ever done.
00:21:54 [Speaker 1]
And it literally I mean, but but that was norm to me.
00:21:57 [Speaker 1]
Like, most of I didn't, but most of my friends were in trailer parks.
00:22:00 [Speaker 1]
I'm in I'm in Kentucky.
00:22:01 [Speaker 1]
So, this has been so good to me and able to pour into people.

00:22:05 [Speaker 1]
It's it's one of the few businesses, if not the only business, that you don't need a college degree and you can make, you know, hundreds of thousands of dollars a year just going to work to work.
00:22:15 [Speaker 1]
If you just go to work to work.

00:22:19 [Speaker 2]
I had one, coaching session this morning at 05:00, and it was all around our ROT.
00:22:24 [Speaker 2]
Do you know what ROT is?

00:22:26 [Speaker 1]
Nope.
00:22:26 [Speaker 1]
I'm writing that down too.

00:22:28 [Speaker 2]
ROT is return on time.
00:22:29 [Speaker 2]
So I'll just I'll give it to you quick because I know we're probably close to time.

00:22:32 [Speaker 1]
No.
00:22:32 [Speaker 1]
Keep going.
00:22:33 [Speaker 1]
We can go a few minutes.
00:22:34 [Speaker 1]
So Rob won't he won't pull the plug.

00:22:36 [Speaker 2]
So ROT, just think about it.
00:22:37 [Speaker 2]
If you have 10 salespeople and five sales managers and they're punched in for for ten hours, you have a hundred and fifty hours worth of time.
00:22:48 [Speaker 2]
What should you get back for a hundred and fifty hours?
00:22:50 [Speaker 2]
So the minute we can stop having unapplied time in our sales department like we do in our service department, we will never go backwards in sales.
00:22:59 [Speaker 2]
We will always go forward.

00:23:00 [Speaker 2]
I want you to think about it.
00:23:01 [Speaker 2]
If, if 10 salespeople, five sales managers sold seven cars and it was three hours of p I needed the meet and greet to the time the customer took delivery.
00:23:09 [Speaker 2]
How many hours are left in the day?
00:23:11 [Speaker 2]
Just do the math.
00:23:12 [Speaker 2]
You'll probably have eighty unapplied hours.

00:23:15 [Speaker 2]
And if you could just fill up the unapplied time with applied time, which means knowing what to do, how many phone calls, who to call, what to say, how many emails, what to say, who to send them to, how many text message, what to say.
00:23:27 [Speaker 2]
Like, it changes everything.
00:23:30 [Speaker 2]
It's just it's in my mind, it's so freaking simple.
00:23:33 [Speaker 2]
Eliminate your unapplied time with creative, engaging activity, and you will never in sales.
00:23:39 [Speaker 2]
You'll create your own account.

00:23:40 [Speaker 1]
David, I I'm being greedy.
00:23:41 [Speaker 1]
Is there a video on that one too or no?

00:23:43 [Speaker 2]
Of course, there is.
00:23:43 [Speaker 2]
It's called ROT.

00:23:46 [Speaker 1]
I I need that one too.
00:23:47 [Speaker 1]
We're gonna put that in the link.
00:23:49 [Speaker 1]
Man, we are helping listen.
00:23:50 [Speaker 1]
Yeah.
00:23:51 [Speaker 1]
You talk about success sleep.

00:23:52 [Speaker 1]
This is Hansel and Gretel leaving cookie crumbs to find out to find out how to get to where you're going, man.
00:23:57 [Speaker 1]
I mean, this is now you're I'm sitting here getting all fired up.
00:23:59 [Speaker 1]
It might be that it's a little bit of this iced coffee that I've been drinking, but, man, I mean, my gosh.
00:24:05 [Speaker 1]
That's I'm

00:24:06 [Speaker 2]
seeing I'm seeing you all three parts of No.

00:24:08 [Speaker 1]
I'm I'm sitting here I'm sitting here looking at my see?
00:24:10 [Speaker 1]
I don't even know how.
00:24:11 [Speaker 1]
And the other the only the other thing is, like, I I get clubhouse notifications, and then I see David Long has joined in a room.
00:24:16 [Speaker 1]
You know?
00:24:17 [Speaker 1]
And and I I'm not in it as much as I used to be because I you know, we made the decision about a year ago that I was gonna go back to, you know, what made car now, you know, Car Now, and that and that was, you know, me spending a lot of time in the dealership.

00:24:29 [Speaker 1]
So I'm usually on a plane or headed to the airport, and it's freaking, you know, 7AM, which is 4AM, by the way.
00:24:36 [Speaker 1]
4AM Every day.
00:24:37 [Speaker 1]
Your time.
00:24:38 [Speaker 1]
And, and the dude's always I like, he's he's freaking 60 year he said he's 60 year old, but he's freaking superhuman.
00:24:43 [Speaker 1]
And then and the only thing that's bad about it, it makes me feel like a schmuck because because it's seven, and I and it's 4AM.

00:24:52 [Speaker 1]
And I'm like, freaking David's already in the room.
00:24:54 [Speaker 1]
Listen, ladies and gentlemen, again, in a world where we have so many social media paper tigers per se to use to use a rocky three reference.
00:25:08 [Speaker 1]
David lives it.
00:25:09 [Speaker 1]
And the fact that he's up at 4AM, he's pouring into people, he's consulting with 16 different dealerships.
00:25:15 [Speaker 1]
He his idea of the pandemic of positivity and pours into his people.

00:25:22 [Speaker 1]
Y'all if there's anything else that I don't want that I want you to get, you might not number one understand that no one's perfect, right?
00:25:29 [Speaker 1]
And you might not get it wrong right all the time, but your people see through it.
00:25:34 [Speaker 1]
And if you're and by the way, let me let me just like David different David, my manager almost forty years ago walked me up that hill.
00:25:41 [Speaker 1]
He didn't know the impact and it was the jake Sweeney group and we have the privilege of having that group.
00:25:45 [Speaker 1]
I went back to try to find David.

00:25:47 [Speaker 1]
I'm trying to find him now.
00:25:50 [Speaker 1]
Because that story has been shared with thousands and thousands of people.
00:25:53 [Speaker 1]
But thing, it's great to have a great sales meeting.
00:25:56 [Speaker 1]
It's great to have a great Zoom meeting, but the power of the one on one, the power of pouring into people one on one, Sending them a maybe just a text or a phone call.
00:26:09 [Speaker 1]
I'm telling y'all, it's not the end all be all, but it's part of the puzzle and it gets everybody's mind thinking the the the right way.

00:26:16 [Speaker 1]
David, as we land the plane, what do you want people to know?
00:26:19 [Speaker 1]
Like, I'm gonna I'm gonna ask you the same I'm gonna ask you the same question that they ask, mister Kirk, a while ago.
00:26:27 [Speaker 1]
What what do you wanna be remembered for?
00:26:31 [Speaker 1]
What do you wanna be known for?
00:26:35 [Speaker 1]
I had and and by the way, ladies and gentlemen, we don't we don't rehearse any of this.

00:26:38 [Speaker 1]
Like, this is like no.
00:26:40 [Speaker 1]
He didn't have time to prepare.
00:26:41 [Speaker 1]
But, like, when when people talk about David Long, what do you want them to immediately think about?

00:26:49 [Speaker 2]
Help me see the bigger picture.
00:26:51 [Speaker 2]
The David Long helped me see the bigger picture.
00:26:55 [Speaker 2]
And I wish I could be as eloquent as Charlie Kirk.
00:26:58 [Speaker 2]
Absolutely love that guy.
00:27:00 [Speaker 2]
I loved his message.

00:27:02 [Speaker 2]
My son loved his message.
00:27:06 [Speaker 2]
I think just, you know, hate can never drive Mhmm.
00:27:09 [Speaker 2]
More hate.
00:27:10 [Speaker 2]
More hate's not gonna help us with this hate thing that's going on.
00:27:13 [Speaker 2]
So if I wonder if I was gonna leave anybody with anything.

00:27:15 [Speaker 2]
In the pandemic of positivity, there's three words that I'd leave you with.
00:27:20 [Speaker 2]
How can you help somebody feel the love you have for them whether you know them or not?
00:27:26 [Speaker 2]
Mhmm.
00:27:26 [Speaker 2]
Somebody in a crowd, somebody in a grocery store having a bad day, put a cup of coffee or a cold drink on their desk.
00:27:32 [Speaker 2]
How can you help somebody feel loved?

00:27:35 [Speaker 2]
You don't have to agree with them, but you can certainly help them feel loved.

00:27:38 [Speaker 1]
You know, David, we could probably do an entire, podcast on that.
00:27:43 [Speaker 1]
You know, I think and again, I I'm careful not to be political, but I'll I'll tell you this.
00:27:49 [Speaker 1]
There are people that are friends of mine that don't vote like I do.
00:27:53 [Speaker 1]
That there are people that are friends of mine that don't have the same faith I do, but I love them.
00:27:58 [Speaker 1]
Me too.

00:27:59 [Speaker 1]
And I've never and I I do.
00:28:00 [Speaker 1]
And and I wanna hear their side because, you know, the old the old, you know, the is it nature nurture how people brought up?
00:28:07 [Speaker 1]
People have different issues in life.
00:28:09 [Speaker 1]
Things happen.
00:28:10 [Speaker 1]
People see the world differently, and that's okay.

00:28:13 [Speaker 1]
But, you know, this this on both sides of the fence, this this anger and I mean, what a world it would be if we just communicated with each other, love people right where they're at, and just help everybody to get bet get better.
00:28:25 [Speaker 1]
I mean, I I just I'm passionate about that.

00:28:27 [Speaker 2]
Cornerstone of pandemic positivity and then there's compassion and then this.
00:28:33 [Speaker 2]
So just because I don't agree with you, you get flapped up and angry at me, I can still be compassionate.
00:28:39 [Speaker 2]
Kinda like Charlie did.
00:28:40 [Speaker 2]
I never saw him getting mad at somebody for having opposing view or even being mad about their view.
00:28:46 [Speaker 2]
Yeah.

00:28:47 [Speaker 2]
That's that's the compassion and the kindness piece.
00:28:50 [Speaker 2]
I don't have to respond in kind, but I have to respond kind.
00:28:54 [Speaker 2]
And I believe when I do that, I impact the whole world.
00:28:57 [Speaker 2]
I impact myself.
00:28:58 [Speaker 2]
I impact the people I come in contact with.

00:29:00 [Speaker 2]
So that's what I believe this show with.

00:29:04 [Speaker 1]
Ladies and gentlemen, we have, I wish I had another thirty minutes and maybe sometime we'll we'll book a part two.
00:29:11 [Speaker 1]
You've been listening to my dear friend, David Long.
00:29:14 [Speaker 1]
And when you talk about that circle so so I would encourage you.
00:29:17 [Speaker 1]
Let's unpack a little bit about what David said.
00:29:19 [Speaker 1]
I want you to start looking at your circle.

00:29:22 [Speaker 1]
I want you to start looking at who is around you.
00:29:25 [Speaker 1]
Do they do you do you get energy from those people?
00:29:29 [Speaker 1]
Do you like, what is the situation?
00:29:31 [Speaker 1]
And if not, maybe they're going through something so where you pour into them to maybe where they think differently.
00:29:38 [Speaker 1]
You know, I tell people all the time, there's so many things in life that, you know, life happens.

00:29:45 [Speaker 1]
You know, I was just telling I looked at a picture, I did a a video seven years ago, and it popped up on my Facebook feed.
00:29:53 [Speaker 1]
And ironically, maybe we'll well, we won't post it in here.
00:29:58 [Speaker 1]
But it was three months before my house burnt down, then my then my dad had a stroke, then my mom passed away, and then, you know, I mean, all this stuff, and I have aged, like, twenty years.

00:30:11 [Speaker 2]
And you still look great.

00:30:13 [Speaker 1]
I can't I can't believe I had no gray hair.
00:30:15 [Speaker 1]
I didn't have any wrinkles, and, boy, I just looked like I hit the ugly tree and went down every branch.
00:30:21 [Speaker 1]
But, but, like, what my point is, life happens.

00:30:26 [Speaker 2]
Yeah.

00:30:26 [Speaker 1]
And we choose every day if you I promise you this is the key.
00:30:31 [Speaker 1]
Wake up like David was talking about, positive attitude.
00:30:35 [Speaker 1]
And I know it sounds cliche and it might I'm telling you, when I wake up, God, thank you that I can see this morning, that I can hear this morning, that I can breathe, that I can walk my by myself unassisted.
00:30:47 [Speaker 1]
And and God, just for today, that's my key.
00:30:50 [Speaker 1]
Just for today, let me treat people as though they're more important than me.

00:30:57 [Speaker 1]
Ladies and gentlemen, thank you so much.
00:30:59 [Speaker 1]
I want that to marinate a little bit.
00:31:02 [Speaker 1]
I want that to sink in.
00:31:03 [Speaker 1]
As I said before, we are going to leave, the links to attitude, energy and, approach as well as return on time.
00:31:12 [Speaker 1]
R O T.

00:31:12 [Speaker 1]
We're going to put those links in, on our website, on the on the Tim Talks as well as in the description.
00:31:20 [Speaker 1]
David, I'm not, buddy.
00:31:22 [Speaker 1]
Let's get together soon and, hopefully, out on the West Coast.
00:31:26 [Speaker 1]
Maybe we can grab some lunch or some dinner very, very soon.
00:31:29 [Speaker 1]
Ladies and gentlemen out here.

00:31:31 [Speaker 2]
Thank you for your time.
00:31:32 [Speaker 2]
Thanks for having me.

00:31:33 [Speaker 1]
Absolutely.
00:31:34 [Speaker 1]
Just so encouraged, by your words.
00:31:36 [Speaker 1]
I'm fired up.
00:31:37 [Speaker 1]
I can't wait to, jump off of here and and watch the videos, because, look, you always everybody needs a coach, and that's a whole other thing.
00:31:46 [Speaker 1]
And I'll land the plane here, but again, that pride thing sits in where we we we think we have it all figured out.

00:31:51 [Speaker 1]
But it's amazing when have it listened to different perspective, different ideas.
00:31:55 [Speaker 1]
ROT is beautiful, and I can't wait.
00:31:58 [Speaker 1]
Ladies and gentlemen, thank you so much for tuning in for yet another episode of Tim Talks.
00:32:04 [Speaker 1]
Where have we have just witnessed here, no one is smarter than everyone.
00:32:08 [Speaker 1]
And we will continue to desperately try to get better every single day.

00:32:15 [Speaker 1]
Thanks, David.
00:32:16 [Speaker 1]
We'll see you next time.

00:32:17 [Speaker 2]
Thank you, Tim.
00:32:18 [Speaker 2]
Have a great day.