July Courtside & Key2Key Debrief: The No‑Risk, Perfected Business Model - Bonus Zoom Episode 12

0:00Good morning. Glenn Piccolo here with Adams Automotive bringing you another episode of Master Tech to Millionaire presented by Auto Shop Answers. We are doing it again this morning. We've got the profit panel on the line, uh, with a special guest, the GOAT, Todd Hayes. Uh, we are going to debrief this weekend. We had an amazing time down here in Houston, Texas with Key to Key to Callbacks, the Courtside program.

0:26It was absolute fire. Uh, we're gonna debrief it this morning, talk about this perfected business model. We're gonna jump right in. Thank you so much for listening. Let's go. Good morning. Good morning. Good morning. How's everybody doing this morning? Hey, good morning, Glenn. Everybody's great. Yes. Yes. Exciting weekend. Doing great. Yes, man. Exciting weekend. Just wrapped up Key to Key to Callbacks, Houston, Texas.

0:57The Courtside Program, VIP Racquet Tag Day. And man, it was an absolutely amazing weekend. And so this morning, this is part 2, episode 2 of the Profit Panel. We did this last month and we're gonna just get into it this morning with the players panel and we're gonna talk about the weekend and just debrief the weekend. So I was thinking about Mike Quinn this weekend and we talked a lot about Mike Quinn.

1:28Superstar. And, you know, because when we're talking to, you know, new people in our industry and then also when recruiting, you know, to be able to recruit outside of our industry and what does that look like? You're like the perfect example of that, right? I mean, 3 years, 3 years probably now, 3 years in, came in, didn't know what a brake rotor was.

1:53I love that story. And now, you know, running the Houston market, just absolutely crushing it. And on pace, looks like Woodlands, a big, big month coming through. So I wanted to pick your brain first this morning, Mike. And, you know, just, man, one, just, you know, hear about Courtside and, you know, and just how this 3 years for you you know, has just, you know, been, you know, you transformed, man, into not knowing what a brake rotor was to, you know, running a market and this amazing training program.

2:37Oh yeah. Well, one, yeah, I appreciate that. Now I'll start with kind of the last 3 years. I can promise you guys right now, if I didn't come into Adams Automotive with you, I've said that since day one, GP, I would not be in this industry. I would've 100%, if I ended up at a different location or not even a different location, a different company, I would've exited very fast.

3:01So working with A-players is definitely, I'm sure you guys talked about that a lot, is something that I had to, that was the only way you're gonna keep me, you know? So I had to stay with A-players. At the time we were doing, you know, $1 million to $1.2 million a month at that location. So it was pretty easy to kind of get in there and then learn from everyone.

3:19That was probably the biggest thing is I had to, when I came in, I had to surrender. You know, I've owned my own business for 15 years and going in to work for other people now is, that was my biggest hurdle. But once I got there, got the A-players and it turned into, man, this is a team atmosphere. This is exactly what I want to do.

3:39It was really, really easy. And at the end of the day, you just, I mean, you just follow the concept and you learn from everybody and it's, I mean, it can happen really, really quick if you can do that. You obviously have to be obsessed as well, which I would imagine I'm pretty obsessed and relentless. Sometimes too much, but you know, we're gonna just keep going.

4:01But you know, like you have to have those traits and when you come in and do that, you can do a lot of different things. You know, went from, in a year, became a general manager not knowing anything about this industry. To obviously a partner, you know, of Houston Market overlooking with assisting at the Houston Market training program. Went out with Charlie as well.

4:23You guys have all put a lot of trust into me, but that doesn't— that doesn't come just by being in the company for 3 or 4 years. You know, you have to put in the work. These drives are super important. These podcasts now we're calling these, you know, the other training days we've had, all that stuff matters. And it's not just getting on and And it's like, you got to get on and learn something.

4:44You got to get on and do it. Otherwise, it's just like going to the gym and walking around and talking to everyone and just leaving. So you got to make sure you get those reps in for sure. Volunteer, get used to being uncomfortable. So yeah, so that's been a big journey. But again, you have to want it. And if you want it and you follow through, it's I mean, honestly, like Todd told me day one in the interview is, if you're smart, you can fast-track yourself right through this industry.

5:14Yeah. You know, and that was, uh, when I heard that, that was like my, okay, perfect. Go time. Yeah. So, right. So like that's, uh, and everything he said since day one, as long as I followed through, has pretty much happened. So, yeah, it's, it's, um, You know, it's so true because I was doing a Take 5 and I actually just recently reposted this recently, which was I was talking to somebody, right?

5:43And they were like, your situation's unique, right? Because of what I'm involved in now and what I do now. And they said, your situation's unique. And I'm like, well, my situation is unique now, but it wasn't then. Right? Because go back 6 years ago, man, I'm a service advisor at Adams Automotive, right? One of 4 service advisors, all with the same opportunity.

6:06And what I did with that opportunity was 100% up to me. And so today, you know, if somebody comes in the company, right, they look at my situation as being unique, but it's really not. I mean, it was, I mean, it is now, but it wasn't. And so everybody has that same opportunity. And so when I look at you and your story, it's like, your situation's unique.

6:27It's like, right? It's a different deal. Like you do do so much more for the, for the company and for the whole platform. And 3 years ago, you were an advisor just like I was an advisor 6 years ago, but what did you do with it? And so everybody has that same opportunity, and I think that a lot of people really sell themselves short on what they actually can accomplish, right?

6:51I think it was like Steve Jobs said, you know, like, you, every, you know, people overestimate what they can do in a year and they completely underestimate what they can do in 10 years. I think that's, and that's so true because I mean, man, you're just a few years in and obviously, you know, just doing, you know, doing amazing, amazing things. But yeah, man, you gotta, you gotta surrender.

7:15And I love that you use that word because, man, everybody that comes through this, this training, you know, we tell them, Man, you just need to surrender to the concept, right? Surrender to it. It's a perfected business model. You can't take anything away from it. Just surrender to it and it will absolutely change your life. And every weekend we see it. We see lives being changed and transformed.

7:40And it's just such an exciting, exciting thing to be a part of. So yes, thank you for sharing that. Amy, can I touch on him for a second? Yes, yes, yes. I have the privilege of working with Mike next to each other, call him my wingman. And right now we work together and I completely forget that he doesn't know anything about cars.

8:06It's crazy. It's forgotten. So in 3 years, he just became a superstar. But there is one thing I gotta touch on and it has to do with operations as people come through the class and everything. And as people, even employees, like you said, your situation was unique. Mike's situation was unique. Unique. You made it unique. And that's for one reason only. Hard work is not optional.

8:31See, you have to put the work in whatever you do. We never said in the program, in the advertising or anywhere that, you know, this is going to be easy. And it is an easy process, but you have to work it hard. So that goes without saying. Okay. Yeah. 100%. You— yeah, so, um, and then you think about the just the different back— like, we've got Charlie on, we've got Mike on, we've got Amy on, and, you know, myself.

9:02I'm not sure if Joe's on right now, but if you think about all the different, like— uh, Hayes is on, right? I'm here, I'm here. Okay, okay, boom, Joe's here. So it's like, all right, you've got, you know, you've got Mike who has zero automotive experience Right? Owns his own business, very successful guy, comes in and doesn't know anything about cars. And, you know, he just comes in and he just learns the concept and starts crushing it.

9:33You've got Charlie, master technician, right? Just has the whole entire shop on his back, right? And has to learn how to transition from being a technician to a CEO of his company. You've got Amy, who's like third generation, right? Just born into the family business. Matter of fact, well, actually, a little different story because Amy was born into the family business but wasn't in the family business.

10:01I don't think, um, I don't know if you were in the business earlier or not, Amy, but I know you had a different career path and then came into the family business, um, later. And then you got Joe, who's same thing, born into the family business, but doesn't really, you know, doesn't really want to be in the family business. And then Todd is able to just kind of like, just put all this together and teach this concept.

10:30And everybody now is just, you know, doing the same thing and going the same direction and all bought in. And all in to this concept, but from all, from just all different, like, just backgrounds, different perspectives. It's, it's, it's really amazing. Um, and so to see it all come together now, it's like we all end up, we all ended up here, you know, and here we are.

10:55And it's, man, it's just absolutely amazing. So Courtside, I really want to hear about Courtside. I didn't really get any, um, you know, any debrief yet on courtside? Amy? Yes, it was amazing. Amy was ready to— Amy was ready. I had Amy teed up ready to come to Key to Key because Joe Superstar was, you know, I mean, obviously committed, had to fly in Saturday morning, 6 AM.

11:29And just crushed it all weekend. But I'm like thinking, man, I hope he makes that flight. And then Amy's like, I'm ready if you need me. I'm ready if you need me. I was like, put me in, coach. Put me in. Put me in, coach. Put me in. And I love that people are so, people are so like so dialed on this.

11:50You know, Amy was like, put me in. I'm ready. You know, if I need to. JJ was like, hey man, He's like, where's Joe at? You know, I was like, he's on his way. He's like, hey man, if you need me, you just let me know, man. I'll jump right in. And then I love the confidence that, you know, that everybody has in learning this.

12:06Because Todd always says like, man, when are you going to be able to teach this? You need to learn how to teach this. Like, that's how committed you need to be. Learn how to teach this concept. Stand up there in front of a group of people and teach this concept. And so I know now that we have, man, we have several people you know, that could get up there and teach.

12:23I was like, man, if Amy got up there, we would crush the whole freaking weekend. There's no doubt about it. But Amy, tell me about Courtside. Courtside was amazing. The energy in that room this weekend was absolutely insane. And we say that every weekend, but it's just so fun to see a fully packed house. And it was literally the— Chapel Hill had a big representation and their energy that they brought.

12:49Was insane. It was just, I don't know, even Charlie and I were talking about it, and Quinn, and we were talking about how, you know, every month it's so different, and you never know who's gonna be in that room. And it just seems to elevate every single month, because the excitement and the vibe that people come in there with, since they have that foundation of Key to Key, it's just so, they bring it to a whole new level.

13:11And the questions you get, the curiosity in that room, it was just, the energy was insane this weekend. It was awesome. Yeah, that's really how I closed off the program. I'm like, wow, because we were tired. I mean, it is hard work, but we were still going 100 miles an hour all the way to the end because of the energy everybody carried.

13:31So committed. I mean, it was unbelievable. Yeah, I had to ice my hands last night because there were so many. We did 3, I think, I don't know what the clap record was, but we did 360 yesterday. Yeah. That's the record. That's a record. Yeah, we had amazing engagement at Key to Key. I mean, we always do, but it's like, you know, this group that we had was, I mean, I remember, so usually Sunday at 2:00 PM, you know, people start catching flights and, you know, and it's like time to go.

14:03And I just remember looking back at the, looking back at the, you know, the crowd at 2:00 PM on Sunday. And it's like everybody is just locked in and we had a full room. It was so much fun. But yeah, so who— so we had Chapel Hill too, by the way. We had, I think we had like 4 or 5 in the front row from Chapel Hill.

14:28You guys had, you know, a bunch of people from Chapel Hill. They're obviously committed. Amazing, you know, leadership over there. And, you know, they're just absolutely, absolutely crushing it. So, Joe, man, real quick, do you mind if I chime in for 2 seconds? Yes, man. I just want to say congratulations to both teams, key to key and courtside. You know, I get the privilege of bouncing between both of them.

14:56They're both such fire. The energy, excitement was great. One thing Charlie and I were talking about on one of our walks, was back in the— back 3 years ago, we would get pushback, if you guys recall. And now today there's no pushback. See, the word is out. There is no pushback. You know, you really don't have that guy sitting there trying to poke holes in it.

15:22They're wanting to learn now because there's so many repeat people, you know, that they're bringing their teams in that are getting this. They want to go to courtside. At courtside, you know, there's no such thing as pushback. Because they're already winning with the concept. You know, but, but if you guys recall, you could actually see it in the audience even during our Rack Attack.

15:48You go, oh, you can see the closed-up people. You know, they have to be here. You're not really seeing that anymore. You're seeing your buy-in at the beginning is what I would call it, which in turn turns it into such a valuable class because, you know, that one bad apple you know, can really disrupt the whole bunch. You know, having, you know, there are times in the past where you would want to go, man, why don't you just go home?

16:13You're not going to do any of this. And now they're like, wow, you know, everybody is bought in. It makes it so much fun. And it is perfected. And let me tell you, your earlier conversation about no one has special privilege here. Hell, Joe Adams, family might have their name on the building, but dude, he had to earn his stripes. You understand?

16:41He's now got his street cred. I kicked his ass. You know, it took him a while to lock in, but once he locked in, he's a very valuable part of the team. And just like Glenn said, you know, man, I couldn't make Glenn a GM at the beginning. Now I was kind of the GM and it was like, man, I have to train the full concept.

17:04But, you know, I had 2 superstars that really and truly, you know, I had to make choices. And that choice was Glenn as the GM and Jose as the AGM. But dude, let me tell you, they worked their ass off for that position and they did a great job. But now let's fast forward and see they're both HBV partners. Jose now runs, um, um, Now, um, Auto Care.

17:35And so the, the, the track, you know, the harder you work, the more you learn, um, you perfect the business model, you can go anywhere. You look at Mike Quinn, he's a perfect example of not knowing anything about the industry and see, it gives us such recruiting power. That we can recruit from outside the industry and put them through training. And if they're superstars, they get it.

18:07This isn't rocket science. You know, Charlie was telling me, um, um, oh, well, what's his name? The young guy. I just forgot his name. Charlie, which one? Uh, from, um, from Premier. Uh, Bryson. What a beast. What a beast. Yeah. Now think about it. Here's a 21-year-old kid. Who has been with Lynn now for a year, I think about a year. I remember him coming through and he was just all over it.

18:39I mean, his first class, I remember he was all over it. Might have been a little more than a year now. I can't think of how long it's been. Maybe— how long has it been? Maybe a year or 2 years, but maybe a year and a half. But yeah, a year and a half. But I want you to hear this. He's 21 years old.

18:56And Charlie goes, and you know, so I'm over at courtside. Well, I was recognizing him because we talk about him now. She would go, no, I mean, this guy is a young gun, man. He cannot wait to freaking flex. He runs to work, runs to the car, runs to the, runs to the video, runs to the concept, runs to selling presenting that service to the customer.

19:24I mean, he's 21 years old. What career does he have? See, the only thing that can happen is self-sabotage. If he does not self-sabotage, he will have the most amazing career in this industry. Yeah, it's that simple. How many people— so every single person on this call Every person has the exact same opportunity. You learn from the same people out of the exact same book, given the exact same opportunity.

20:02You know, I wrapped up my deal yesterday going, hey, you know, you got to do your first take 5, you know, to have 1,000 of them. Charlie and I were on our walk today talking about that. Charlie, do you remember that? Your first Take 5? I knew you do, but, but we— I was telling him about our walk today. Charlie was like, I ain't doing a Take 5.

20:23I don't buy into it. I ain't believing into it. Charlie, you gotta do a Take 5, man. You know, you have to do it. And I was pissed, and I was very hard on him. And, um, and how'd he do on his first Take 5? His very first Take 5? It probably sucked just like mine was. Terrible. It was terrible. Yeah, great, great.

20:40Good, good. But then, but then But see, I hear— here's what I do know. I know the rule of one. I know that if you do one, you can do 1,000. If you can make $1, you can make $1 million. You can make $1 million, you can make $100 million. It's that simple. But you got to start with one. And see, now we're on our walk today.

21:01I go, it's amazing, Charlie. You know how many people are going to go back and start with that one take 5? Even if it's not good, it's the first one on the journey of 500 and 1,000. And who's going to be the first one to truly do speed of service? Who's truly going to rack attack under the mid-rise, full-rise? Who's going to go back and take it back and do it?

21:28See, it just takes one person. And hopefully you're on the phone call today. If you were in training over the weekend, you saw it. You know, who's going to be the first one or Will your store open the exact same way it opened before you came in? Will you go, wow, man, that was really great, but you're not out in the trenches with your wrenches.

21:55You're not PMIing the cars. You're not holding the flashlight. You're not doing your strategy on every sale. You know, who's going to be the one? And I keep going. The most important thing is if you start with your take 5, And then you have that first take 5, just pull out your workbook and start right off the workbook, right off the workbook.

22:21And you could have that as take 5s for so long, you know, let's do the next segment of the workbook, the next segment of the workbook. Man, all of a sudden you come into your group. Charlie had one take 5, which turned into 2, which turned into 100, which turned into now Training all over the country, handling Courtside with Mike Quinn, handling Midas Training in Canada, all over the US, doing presentations.

22:54How can this be wrong? Doing private equity presentations, all because he did just one Take 5. Wow. See, that's the power of that one. Now, are you going to be the one that's going to have that first take 5 today? Well, I don't know. You know, but again, the concept does not discriminate, guys. It doesn't care what color you are. It doesn't care how many days a week you're open.

23:22It cares if you execute the concepts. There's no discrimination here. Um, also I want to congratulate Mike Quinn and the, um, team They have the first air-conditioned facility we have in Houston. How's that? How is that? It takes— boom! I just pulled up, I just pulled up right now to it and the windows are frosty. So it looks good. I'm excited to get in there.

23:51Let's go! Hey, next stop, Sienna, I do believe. So we're making the lap of air conditioning all of our shops. I'm just so excited about that. Charlie goes, oh man, Todd, it was great. You know, we're out there in the bays and it was really great. So, so congratulations. I'll turn it back over to you guys. Hey, be the one. Be the one, guys.

24:13Be the one. So, Glenn, can I touch on that too a little bit? And just in the fact of, you know, how you say that, you know, all of us want to also one day be able to teach this and do this and be able to continue to, you know, as a leader, continue to train our teams on this. And I was having a really good conversation yesterday with Trevor, who we brought down to Courtside.

24:34And he said something that really struck a chord. You know, we come down often, right? I mean, I come down every month. I bring a lot of our teammates down and we're constantly training on this. We are executing it at a high level. And, you know, we are constantly doing our Take Fives and perfecting, you know, our skills in this. But he said, would we be able to have a Courtside at any one of our 3 locations?

25:01And I was like, whoa, you know, that is, that is an excellent question. Can I bring a courtside-type training model into any 3 of our locations? And would we be able to execute that training at the level that The Woodlands team does? And it just kind of again highlights who is willing to step up to the plate and who is willing to not only execute at the highest level, but seek that excellence to be able then to train others who are coming in and wanting to perfect it.

25:30And so I just think as a leader, it really if you're coming through Courtside as a leader and, you know, you're bringing your team through, are you exercising all of these, you know, trust points? Are you modeling the concept on a regular basis that you could bring others into your facility and be able to duplicate what The Woodlands is doing and train others to do that?

25:51And it's like, that is the hope for my team. That is what I am hoping every time I bring someone down to Courtside or into Key2Key, are they able to then go, oh yeah, this is it, I get this, I'm gonna perfect this so that I can train others to do this. That's the agency that I feel like we all need to be seeking and looking for when we are recruiting and bringing people in, is that level of excitement, that level of passion, that level of obsession.

26:14Because, you know, at the end of the day, that is what is going to make you successful, is finding those people who can go, oh, I gotta train on this, I love this. Yeah, that was actually my— oh, sorry, Charlie. That was actually gonna be my biggest takeaway from Courtside. There were so many. But hearing Trevor talk and say how he was in awe of The Woodlands guys, these guys, I mean, they don't have it easy.

26:36It's, it's a thin staff over here. They produce nonstop and they all alter their schedules to all be at Courtside every single month, you know, and they make it happen no matter what. And to see all of them, you know, you got Felix doing shop tours, you got Donnie doing invoice review, you got William doing strategies, you got Charlie at the rack, and then you got JT Alex in the shop helping every single customer and still producing at a high level.

27:03Trevor said he was in awe. And that's what we're empowering them. We train the guys, we then empower them once they have it down, and then look what they do back. When they said that, I was like, man, I love that he said that because it made me think how proud I am of these guys for going all in. And they all have a tremendously bright futures because of it.

27:24You know, they've changed their lives forever because they gave, they gave into it. And they, uh, and they, and they just come to, come to work and they do what they need to do to make it happen. And I just, uh, I'm very, very— I don't know if any of them are on here, but I can see William inside running around setting up the shop right now.

27:39Um, you know, and so, um, I'm very, very proud of them. But, uh, that was a huge takeaway for me for sure. Yeah, it was huge, huge to hear that. Yeah, great job. Let me follow up. Glenn, can I follow up on them? I guess I'll just take the floor. So a couple of things. The team did such a good job at the end of the day when everybody left, you know, me and Kupain stayed there with them.

28:02I'm like, man, next time we have to do something for these guys. We already booked it. Next time after courtside, we take them out, we're going to celebrate with them because they do work so hard and they could have looked at it as, you know, it's an inconvenience. I have, you know, 30-plus people in my feet while I'm trying to work, but it's never, never been said.

28:22Never. These guys do it with a smile and they love helping people. So it's such unbelievable teamwork. Now, to follow up on what Amy said, we spoke about Bryson earlier and we spoke about Trevor briefly, and I'm having Trevor at the rack and I gave him a little challenge. I said, okay, we did all the practice swing. I said, I have one more, Trevor.

28:42I said, I want you to try and do this, uh, AC condenser. Show me that it's a second base. And he did a video and I'm like, you gotta be freaking kidding me. I mean, it was unbelievable. I say, if I'm a customer, like if it was my car, I'm just buying it. So good. And it's so clear to see your team and who's great and who's not, who needs more work or whatever.

29:07Now the other thing I want to piggyback on training So we had some guys in this class. We had a GS from Newmans, amazing kid. And then we also had one of our technicians, Ozzy, and Ozzy's English isn't perfect. Now, how did we end up with these guys though? It's pretty cool because a couple of months ago, back whatever month, Glenn, you end up doing courtside because I was away.

29:34I was in the Vegas training. We had— well, Alex, I think, was the first technician that came through. So I'm in Vegas, I know the class ended, and I send him a message and I say, Alex, how was the class? And he says, life-changing. You need to make every technician go through this. Those exactly the words he typed. And I'm like, oh, It clicked a light bulb.

30:04We keep talking about teamwork, front of the house, back of the house. See, the back of the house never sees or understands what we do in the front. They only get the hours. That's the only thing they see. Once they go through the training and they see all the work that goes into it, there is a different level of appreciation and teamwork.

30:24So it was really eye-opening. And even Ozzy with his broken English, he did say, Man, I now understand better the front of the house. So your team has to train as a team if you really want to have a full team. Yep, agree 100%. They have to understand it. If they don't understand it, a lot of times you're going to have them fighting it.

30:48And that is something that we hear a lot from people that come through Key2Key is like, how do I get my technicians on board? They're not used to, you know, the vehicle not being inspected, you know, by them and doing the full DVI by them because they want to own the inspection, right? In case something doesn't go right or whatever, it falls on them.

31:09But that's not actually how it works. And so for people to be able to come through and actually learn this concept, it makes perfect sense, which is exactly why they can buy into the unlimited hours model. Which is exactly what we have. And we have a bunch of happy technicians. I want to add to what Amy said. Amy, if you don't mind, you know, and this is just the truth, you know, I think your Oswego store, that was always a dream of mine for the Oswego store to be your training store.

31:41It's big and you have that back area, you know, that really could be cleaned out as a training center. You know, it's actually large enough where you could convert that to have a rack put in there. So you got your rack-a-jack training right fricking there, man. I think there's already a rack in there. Yeah, we put a rack in there. Oh, did you?

32:08Did you put one in there? Oh, good. Thank God. Yeah. And so now that could turn into a, you know, clean it out. You know, really there's opportunity there where all of a sudden you are doing a courtside. You're actually doing key-to-key for your team. That doesn't mean you don't keep bringing them in to sharpen your skills. But dude, you got it right there, man.

32:32That is our mission critical because, you know, wow, that could be a whole training center going forward. So I 100% support that. Getting someone like Trev, you know, God, Trev's been on the team a long time. He's got the game, you know, and so there's a real opportunity there. And it's not very expensive to convert that backside into a neat training center if we wanted to actually host a courtside there or key-to-key there, because you have, you know, we got 2 Holiday Inns right next to 2 of your stores.

33:09There's just such an opportunity there. So I love that Trev said that. And see, now there's someone that you go, okay, this is a guy who's young. He's been with the company a long time. He's going to stay with the company. I think Trev left at one time. He— I don't think he ever wants to leave again. I think he sees the vision of the Bartels family and, and what you guys are doing.

33:33So he's a guy that you say, okay, Trev, I'm going to invest in you. I'm going to bring you down here. Every time I come down, you're going to be at my hip. I'm going to train you to death. And, and then we're going to take this. You and I are going to take this to court side or key to key and court side because you're ready.

33:56You are ready. Doesn't mean I'm going to quit coming down here to, you know, for the, for the nuances that happen constantly. But oh my God, I love that. See, that is the plan that now you got it. You know, I mean, I can hold it. I can do this in Boston. You know, Charlie can hold programs in Boston for his entire team now with Bill.

34:20I mean, and, you know, that's it. So I love that conversation. I think that conversation should be expanded. And I'd love to see Amy Bartel speaking to Amy Bartel to make that happen. I think Oswego is your store for that. And also that would put Oswego 100% inside of everybody. Hey man, we got to make this thing happen. You know what I mean?

34:46It's happening here, baby. It's happening here. Invest in your superstars. That's it. I'm going to frickin turn this thing into, you know, not only my training center because it's set up for that, but I'm gonna put— I'm gonna get my, my, my Hammer panel going out of here also. So anyway, food for thought. I love that. So anyway, I'll be quiet now.

35:12Love that. Yeah, love that. Absolutely. And these players that are on our team, they love it. They love to train. You know, I look at the VIP Rack Attack day at 10:10 now, and, you know, it's just evolved into, you know, I've got a whole entire team that is training everybody that comes through. And I love that. You know, Christopher at the rack, I mean, just an absolute superstar.

35:39You know, I mean, he carries a big load during VIP training weekend. Like, man, it's like he's out there doing the deal. And then you've got these guys that are just latching on, you know, to Donovan. They're just picking his brain. They got Cliffhanger, Jaybird, you know, Kaboom, Michael Al. These guys are all trained. They're all trainers actually. I mean, if you think about it, right?

36:01They're all trainers. All these guys that are on my team, they are trainers. Like, I'm like, hey, go sit on this guy's hip, you know, for the next hour. And they come back and they're like, oh my gosh, wow, this is like, This is insane. And so you have to be able to create this great culture, this great winning environment. You do that by executing the concept, by just winning big.

36:24And man, it is fire. Now I wanted to pick Joe's brain while we got a little bit of time left. You know, just a lot of people that come through, you know, we say, hey, it's like you're about to go drink through a fire hose. We're about to give you a lot of information. And it is a lot of information. But then people are always asking like, where do I start?

36:45Right? Where do I start? So Joe, what would you say on that as far as where does somebody start going back Monday morning? Yeah, good question. You know, I guess I'll recap my version of the weekend. So we got to hear from a lot of amazing people. We got to hear from some new vendors, got to see some new faces. But my favorite 2 takeaways were, you know, I was talking to this one guy who He doesn't own a shop yet, but he wants to get out of corporate America and, you know, go open up a blue-collar business.

37:17So I was like, hey, I know about some industry that's pretty good. And he literally boiled it down to one sentence. He was like, man, like at the end of the 2 days, he's like, man, it's really just like, do you want to put in the work? That's what he said. Like straight up. He's like, wow, it's really boiled down to like, is the risk, like there's no risk.

37:34It's the only risk is if you're not willing to put in the work. Cause like he knows that he'd have to, come in like Kupine, smart guy, and he'd have to freaking work for like 6 months, a year, and work for a lifetime to continue to absorb the knowledge. And he's like, there's no risk. So when Todd says there's no risk, it really is great to hear somebody from the outside capturing that and being like, wow, there's no risk except for myself.

37:59But if you could control for that, if you could guarantee that you have Kupine or Glen level work ethic, like it really is like just absorb it, learn to speak the language. And it's almost inevitable that you'll be successful. And my second favorite takeaway was a LinkedIn post I saw, and a gentleman who was at the training, he oversees a big operation.

38:22You know, if you're listening, you know who you are. It was something along the lines of, there is zero return on investment in training. There is zero unless you go do it. You know, and I love that. He goes, there is zero ROI on training unless you do it. And the ROI is upon implementation, which I thought was excellent. So if you're gonna implement, you know, you just gotta go all in.

38:46I recommend surrendering to it instead of trying to pick and choose, you know, where you're gonna start. Matan had a great segment this weekend on, you know, you just do it one step at a time. What's the best way to eat an elephant? It's one bite at a time. And the easiest way to implement Uh, in my opinion, is to just start with the phones, start with the Take 5, practice on the phones.

39:10Um, you know, if you think about the concept, it's really only like 10 to 20 things that you got to get really good at. And you just focus for a week. Okay. For a week, we're just going to get really good at answering the phones. And then the next week we're going to get really good at taking pictures and videos. And then the next week you're going to get really good at a new customer introduction shop tour.

39:32And then the next week, man, we're just going to get really good at the Rack Attack and moving them around the bases. And then you just do that again for the next month, and then you do it for 12 months straight, and then you recruit some amazing people. And a year later, you, uh, you know, your head has been buried in the sand like Todd says, and you look up a year later and you got the results that some of our team members through Auto Shop Answers have, which is their revenues doubled and their ticket averages doubled and their car counts up.

39:57They've got amazing people and they love running to work. So Implementation, you can't implement the entire thing in one day, but you can do it one step at a time, and 6 months go by pretty quick. And man, it all starts with just having to take 5 and building a culture of training in your company. So yeah, I'll pause there, hand it back off.

40:16I want to add something too. The reality of this is an amazing reality. Joe will tell you, I told him this, 6 years ago. I tell, I tell it all the time. We are in, and you are in an opportunity where you have a no-risk opportunity. That means we are in a space with a perfected business model, which takes all risk away if you can execute the concept.

40:52And man, that is amazing. We have identified the swim lane I'm in. Here it is. It's going to be auto hospitality. I have the playbook. It's right here. If you execute the playbook, it doesn't matter if you're from the industry, not from the industry. If you're from the industry, it does not discriminate. And if I can execute this concept, I take all risk away from my future.

41:18For my family. That is huge. You understand that you have no risk. I have not had a risk in business since I was 26 years old. And see, Joe now believes that. Oh, wow, Todd, you're right. Any store we open will do $500,000. Oh my God. You have zero risk. Yes. No risk. You know, and you can have that for the rest of your life.

41:44And the more you know, the less risk you have. There's no risk once you have this. Ben Piccolo, for the rest of his life, has no financial issues or worries because he's perfected a business model which takes all risk away from him. See, I can be a great football athlete, but that's a short-term career. That's a fact. I can play in the NFL, I can be a top NFL player, but man, 40 years old.

42:17I mean, you're old in the NFL when you think about that, that you have zero risk the rest of your life, man. What is that worth? What value is that? Oh man, what value is that for your family? Do it for yourself. Do it for your family. It's amazing. Anyway, I'll shut up there. Thanks, guys. Agree. Yeah. So yeah, just implementation. I just like to tell everybody this, you know, you go back, Everybody comes and sees the 50 bays and they see this massive shop.

42:50And, you know, I was talking about this yesterday in training. It's like we have, we have 50 bays, we do. But at any given time, we're using like 8 of them. I mean, really, we got our speed rack and then we've got our technicians and, you know, we've got 11 guys and, you know, on any given day, there's 2 or 3 of them that are off.

43:07And so the bays are a luxury. They're great for a shop tour and you're showing the customer all these you know, uh, the— this big shop and, you know, all these bays. But at the end of the day, like, man, at any given time I could go find 25 bays if I need one, you know. Like, it's all, you know, it's, it's, it's, it's mainly for show.

43:26I mean, honestly. And, you know, I love 2 bays, 4 lifts, Charlie Shop, $460,000. Amazing. Let's go, right? I mean, that is absolutely amazing. And so anybody out there, when we go back and we think 6 years ago 4 advisors, 1 iPhone, no Speed Rack, no TechMetric, no, you know, we barely just started MotoVisuals, right? We, we, we didn't have this. We would, we would go and we would just send the video to a customer via text message on an iPhone and it would say, hey, Mr.

44:00Jones, you need to watch this video. And then, and then we'd send them a link to MotoVisuals and that was it. Okay. So there's no, you know, like Just, you don't have to have what we have to start, okay? What you have to do is you have to be nice. You have to appreciate the customer walking through your door like it's your first day in business.

44:18You have to say yes. You have to smile, okay? And then that in itself is going to double your revenue. But the other thing that I'm gonna tell everybody is, you know, these podcasts, I think we've got like 30-something of them now. And these podcasts will teach you the language. Go back, listen to these podcasts, go through all of them, listen to them multiple times, and you will start to learn this language.

44:46You will start to learn how we think. We had a guy that came through, actually 2 people, you know, one guy, he actually just stumbled upon a podcast and he said, man, I stumbled upon your podcast and then I listened to every single one of them over and over and over again. And then I booked a flight and I came down. And you changed my life.

45:03And he goes, man, his wife tells me Sunday morning, this was last month or a couple months ago, Sunday morning, his wife grabs me and she's like, we don't know anybody. They said, we don't know Todd. We don't know Todd Westerland. We don't know, we don't know any of you. We have no idea who you are. Okay? And she goes, we just stumbled upon the podcast and my husband listened to it.

45:28She's like, I don't know anything about the business. I'm not involved in the business, but he asked me to come down. With them. We booked the flight, and I can tell you, this concept has changed our life. And I was like, wow, that is absolutely amazing. So if you're listening to this podcast, man, I just encourage you to share it with somebody, somebody that might need to hear it, because, man, you could actually change somebody's life.

45:52There are shops out there, and a lot of them that are, man, on their way out of business, as sad as that sounds. They're on their way out of business. They are on the mat. They are struggling. You have people that are struggling to make ends meet. You have people that are, uh, are just in, in a really, really bad spot, and just one weekend can change their life.

46:11So if you're listening to this right now, share it with somebody. It'll change— I know we're, um, I know, I know we're running, I know we're running over just a little bit, but I got to give a shout out to Auto Shop Ministries, Devonte, um, Joe Adams, Um, doing our, um, our Auto Shop Ministries podcast. Another— this is our second live Auto Shop Ministries.

46:35Um, we had 5 people on Surrender. Boom! How awesome is that? I did— it just brings a smile and joy to my face. Anyway, I'm sorry to interrupt. I know we're out of time, but I had to shout out to Devonte and his team. And also listen to, um, Joe Adams and Um, Devonte Tidwell, they have their, their podcast, um, with Auto Shop Ministries, um, throughout the month every Sunday, plus the live service simulcast over at Courtside, which was— we had a lot of people there.

47:08It was really great. Big smile on my face. So anyway, I'll let you go. Thanks. And I, uh, I want to add some— an additional note to, uh, what Glenn was saying about the, uh, gentleman who came to Key to Key without having heard anything about us but the podcast. We actually got some additional context this weekend. He couldn't afford, from what I understand, to come to Key2Key because he couldn't afford the flight.

47:32And obviously you got to make the trip. And just by listening to the podcast, he was able to grow his business enough, drive his revenue enough to be able to come down through the program. And I just love that. So it's like the information is out there, man. We're putting it out there. It truly is like every variable is controlled for except for, are you willing to roll up your sleeves and get dirty and implement and make it happen?

47:58And I feel obligated to do so. We got such an amazing team. Thank you once again, Todd, for helping us implement this concept at my family's business. And let's freaking go. We're having a sick month. It's July. We're pulling up to shop now. We're going to have a sick Monday. Let's go rock and roll. Get in the trenches, everyone. Let's get hot, boys.

48:17Let's get hot. Let's get hot. Let's go. Let's go. Have a great day, everybody. For more information, reach out to Todd Westerland at 925-980-8012 or visit autoshopanswers.com. You can get more information about Key to Key to Callbacks, uh, Courtside. We have a VIP Rack Attack Day where you spend an entire day in the trenches with our team learning this perfected business model.

48:42Uh, we offer leadership classes, we have an AI academy, and also get more information about auto shop callbacks. Uh, we have auto tech training. We are literally your one-stop shop. Once again, that number for Todd Westerland is 925-980-8012.