Auto Hospitality with Todd Hayes - How Can This be Wrong?

What's up, players? This is Joe Adams with Adams Automotive, the number one shop in America. This is Master Tech to Millionaire, presented by Auto Shop Answers, where we talk about the transition from technician to business owner, CEO, millionaire. We're here with none other than the founder himself of Auto Shop Answers, Todd Hayes.

Man, we got an event coming up this weekend. We got an event coming up at the end of the month. What's up, Todd? How are you doing this morning?

Joe Adams, wow, what a fun day. You know, we woke up this morning, took off to our Siena location. Now Auto Care Siena did a take five, met with the team. Upstairs is the call center.

Fire, by the way. Had a great time with Gary Walker and the call center. Wow, it's just hard to believe. Every time I think about what we have created over the past five years, blows me away.

I mean, it's just amazing to God be the glory. But wow, we have created a spectacular company and just such a privilege to be able to, you know, not only do a podcast, but also, you know, really help the industry. I mean, again, I want to make sure we say this podcast is brought to you by HBP. Yeah, Houston Boston Partners, baby.

Let's go. Man, you know, without, you know, just amazing, amazing opportunity to private equity. And then Auto Shop Answers is family of businesses. You know, obviously we have this amazing training program, which is coming up this weekend.

Again, sold out. We sell out pretty much every month. Joe Adams and Glenn Piccolo, they let me MC it, kind of. MC Hammer.

We're trying to kick him out, man. He comes in and he just gets all fired up. And we're like, Todd, we already talked about all that. But he's trained us well, so keep it going.

He's done a great job. They call me MC Hammer. I like that. I like that.

Let's start doing that. Yeah, I come in, man. I come in, get him razzed up, and get out of here. Hey, he's got off stage Thursday.

Nobody do a great job. Key to Key to Callback is a perfected business model. And if anyone, you know, ask a friend who's come through, then they will tell you it will change their life. Autotech Answers, Peter Serendides, which is a great company.

Tech Training, Autoshop Callbacks, which is a cheat code in business. Come into training, you'll learn more about it. But, well, can you imagine? Joe, how can it be wrong?

How can it be wrong? About every customer and say thank you. How can it be wrong, Joe? To pre-book state inspections, oil changes, food exchanges, warranty callbacks.

Is that possible? There's anything wrong with that? No, every single customer, they get a thank you. They say, we do an exercise in training or we have the whole room raise their hand.

We say, hey man, raise your hand if you got a call from any company last year and they said, thank you for your business. Think about how much money we spent in the whole room of owners, managers, service advisors, technicians. How much money did we spend as a crowd? And, I mean, it's millions and millions of dollars and nobody calls you and says, how are you doing?

Like, hey, you just spent $3,000 at our automotive repair business and we are calling you to make sure it's running okay. And we're going to say thank you for allowing us to keep the lights on and take care of customers just like you. Thank you. Thank you.

Thank you. We're the only one who does it. So how could it be wrong, Todd? I'll let you keep going.

Better than that, what if you got a state inspection? Will we still call? Oh, yeah. See, it's like we're building these customers for life.

AutoShop callbacks is an absolute cheat code. AutoShop media, Shop Tours. Wow. It's just great, great.

Hey, shout out to Josh. Mo. Stud. Wow.

Stud. He runs our AutoShop media. AutoShop AIX. Boom.

Tomorrow. Yeah, yeah. We got AIX tomorrow. Is that crazy?

Yeah. Yeah. So what we're doing with AI is crazy. I mean, it's just so fun.

And, you know, Joel and I were driving down to Siena today and all we talk about is AI. Man, really how AI, how we have AI'd our business, how we have gamified our business. Man, you got it. If you have not, if you're not all in on AI, I know this is a tangent.

We'll get into, you know, our topic of conversations. But, you know, one of the things we want to talk about at AIX this weekend is the technology is so good right now that, you know, one of our partners, JJ, he, you know, he has this, he has this workflow. Process right now already, like today, where he basically went into a room and he talked into a microphone for like four hours or six hours or something. I think it was four hours.

And it's an AI clone of his voice. And you literally will feed it. A script on, you know, let's say a Carfax vehicle history report, and it will scan all the customers history. It'll put together a report for all the service that's due.

And in one button, you can have basically a screen recording of an AI generated video of the owner, the CEO of the business reading the, you know, Hey man, my name's JJ. I'm going over your Carfax history and I personally inspected it and dah, dah, dah, dah, dah, dah. And it just goes through the whole script in one button. So you're saying, and so it's like, wow, think about every customer that came through your shop, what if they could get a personalized video of the CEO reading, a script to them saying where they are at with their, you know, vehicle history report and all the maintenance that do?

Would that make your revenue go up? And hey, how much does that cost? How much does AI cost a ton of money, Todd? Or is it, you know, pay-per-click?

It is actually mind-blowing. Once I saw that, my brain is, I can't even imagine what it's going to look like in five years. So, man, we're on the cutting edge. Shout out Michael Floyd.

He's a stud. Man, AI is the future. Yeah, you really need to fly in for AIX is crazy. You know, what JJ is doing is crazy.

They're partners with us on some of our AI development, which is amazing. You know, we were in Vegas a couple of weeks ago and Mr. Wonderful, oh my gosh, you know, he shows this AI clip of himself. Yeah.

And how, was that amazing? Guys, he literally made an advertisement. It's Kevin O'Leary, Mr. Wonderful, Shark Tank. and, you know, he's very, he's very public facing, he's a very public facing figure.

And so he does these commercials for his businesses, you know, where he's Mr. Wonderful and he's advertising for them and it costs a lot of money to do a production. Well, apparently it's cheaper to fly him and his whole team. It was 60% of the cost to fly his entire team over to the United Arab Emirates, shoot a, you know, Spend 24 hours in this, in this, what do you call it?

An electronic studio. In a studio. Yeah. An electronic studio with a green, you know, like a 16K AI green screen or something.

I don't know. He was showing it to us. They did it in one day and it was 60% cheaper to fly his entire team international, fly him back, house him in a hotel and then fly him back than it would be to do an entire production in America with post and all that. It was crazy.

It was crazy. AI generated. And it was actually doing it right live while you're doing this electronic studio. And it was like transcribing what you were saying out of your mouth and making the background live like it was i saw with my own eyes close it was very close i mean you can still tell but it was so close i saw with my own eyes todd it's coming out it's coming and here's and i looked at joe and i go yeah hey man what does two years look like oh my god what does five years from now look like you have to get on board you know and unfortunately they're just just laying it out there, guys, I have an industry that's been frozen in time for a very, very long time.

You know, I launched in 1986. Yes, Joe, go ahead. Make the old joke. Oh, yeah.

I made a joke in the last one that he qualifies for Medicare. And yeah, that's true. Yeah, it was still in 1986, but think about it. They're still kind of frozen in time.

You were just talking about a screen recording of Carfax report. Do you know a lot of shops out there don't use a Carfax report. They don't look at the Carfax report for maintenance. They don't know what their base is.

And so a lot of times when we're just spitballing, we take for granted, What we know is amazing, and yet, wow, it is such a moneymaker. When that new customer comes in, you pull up a Carfax report, I can pre-book all their fluid exchanges if they've had them. If they haven't had them, I know what I can actually present to them. It is crazy.

Auto shop recruiting, technician shortage show, yes or no? There's a shortage of A-player operators. That's right. There's not a shortage of technicians.

Period. Oh, man, say that again. There is a shortage of A-player operators who can sell jobs and provide an unlimited hours opportunity for a technician to change him and his family's life. There you go.

There you go. That's it. There is not a shortage of stud technicians. There is a shortage.

Maybe if you had to have a stud technician to fix every single car in America, yes, people are leaving the industry. But why? Because we suck. Like, literally, the industry is so bad, and it doesn't take good care of the people that's in it.

If you are a top 10, top 5%, top 1% operator, there is absolutely no shortage of technicians. It's not. It's like, how many technicians do you need? Two.

Oh my God. So you're saying if you hire a stud front of the house who can sell a million hours, you're going to have a, and you have a packed parking lot and you say yes on the phone, you're telling me there's a shortage of technicians who want to make six figures, who want to make big money in your shop. I'm sorry. There's not.

How about a clean work environment? Yeah. Painted floors. I mean, wow.

My God, you have painted floors, clean work environment, 401k. They're open seven days a week. They're slammed with that. You pay them what they're worth.

Oh my God. Per hour. You know, top guys making big money. I'm telling you.

But, you know, let's do change that narrative right now. I think that's worth spending a couple of seconds on. Is there a shortage of technicians or is there a shortage of A player operators in our space? See, there's where the shortage of technicians comes in.

Well, I mean, we have such a shortage of A player operators. Man, just stop where you're at right now. Are you an A player? Because, man, if you're not an A player, you got a shortage of technicians.

Is your shop clean? Does it look great? Are you executing a business model? Or are you just operating just like every other shop on every other corner?

If that's the case, yeah, frozen in time, kiddos. Would you come work for you? I was working in the trenches either the last month or the month before that, and I was working with one of our team members here at the A team, even I would say who he was, but you know, I'm sweating. It's the end of the day.

I stink. I got BO and he goes, you know, he said, I overheard him. He was saying to somebody and I was nearby. He goes, man, I like it when Joe's here at the last place I was at, you know, when the owner would leave, we would say over the intercom, the douchebags leaving, douchebags leaving.

I can see his taillights, excuse my language, but it's like, man, would you work for you? It's like, would you work for you? If you're, you know, if you're signing checks, putting air in your boat tires and going to the beach and your flip flops, then man, it's going to be probably pretty hard. Maybe there is a shortage of technicians because you're not working.

This ain't no passive income thing. But if you're Charlie's Lat Coast, you're in the trenches, you're busting your tail and you're producing a ton of hours for technicians. It's like, you know how hard it is to recruit a technician for a, he's got air conditioning, heated shops, painted floors, unlimited hours, and you just send him a selfie with a full parking lot and a dispatch hook with a hundred hours on it. It's like, Hey, you want to come and get some hours?

Sure. It's like pretty easy. and I come to work every day and I'm a Greek immigrant who's a stud. Absolutely. But man, anyway.

He pushes a button, sends out a shop tour to these technicians. And it's like, it just differentiates you from the whole industry. Again, if I'm in the auto repair business, I have a lot of competition. I'm not in the auto repair business.

Anybody can fix cars. I'm in the auto hospitality industry. Now I can hear all these people out there, Not anybody can fix cars. If you're in our business, we fix cars also.

You're not better than we are. We are just better at service than you are. We're better at auto hospitality than you are. That's it.

Here's what I want to say. You know, if you're listening to this and you're like, man, am I an A player? Here's the good news. It's so easy.

That's kind of like the beauty. It's the double-edged sword. You know, like we have a bad reputation because there are people with low integrity out there who take advantage of customers, take advantage of people. But if you are listening to this and you're trying to make the transition from master tech to millionaire.

It's the bar is incredibly low. It's like you show up to work every day. You say yes to customers. You train constantly.

And it's really, really you're in the trenches. It's really not that hard to have a competitive advantage because there's such a lack of, like Todd says, a player operators. You know, it's not it's not very hard to be an a player operator in this industry. You know what it is?

What is hard being an a player operator in like an AI tech startup? That's super hard, man. That's like the brilliance of our industry is, man, it's customer service. You just say super nice things to customers.

Outrageous customer service, auto hospitality. That is what differentiates us. And by the way, we also have AutoShop coaching. We will coach you through how to become an A player, period.

So anyway, every month, go over to autoshopanswers.com. We have a great training program. They provide this podcast, and so we appreciate everything that we get to do. It's an amazing, amazing Fortune 500 infrastructure of companies.

Now let's get on with the show. You know, really, we're doing this podcast for ASTA Expo 2025. That is next weekend, September 25th through the 27th at the Raleigh Convention Center. www.astaexpo.com. Please click on that and sign up, please.

You know, part of I'm going to be speaking on Friday and my topic that would be a week from tomorrow, I'll be speaking in Raleigh and it's fire. I think I'm on stage for about four hours. It's life changing. And when I say life-changing is called, how can this be wrong as a program?

How can delivering outrageous customer service be wrong? You know, seriously, how can that possibly be wrong? And it does make us different. You know, it 100% makes us differing.

You know, we were at ASTA a couple of years ago. This is a true great story. We were at ASTA a couple of years ago. And this guy who we just talked about, J.J., J.J.

Mott walks in our classroom at ASTA and he goes, man, God sent me here. Oh, thank you, Lord Stud. And we sat there. We prayed about it.

And I said, man, he sent you to the right room, J.J. And so J.J., we sat there. We shot fire. Glenn Piccolo, myself.

Were you at that? Yeah, I was there. He was at a program. It was such a great program.

Oh, my God. I mean, just killed it, killed it, killed it. Actually, Todd Westerlin was there. We recruited Todd Westerlin from ASTA.

He was there. And I said, you're going to work for me someday. And that was like next week. That was great.

And so I'm Todd, as you guys know, shout out to Todd Westerlin, overseas auto shop, Answers and his family of businesses. But JJ comes in. We shoot fire. After we're done.

And we're actually got tears in our eyes. We're a bunch of, you know, puppy dogs for God. And so it was like, man, that was really great. And he goes, I have everything I need here.

You know, I will see you guys down in Houston next month. Next month. And, um, fast forward, um, less than two years later, JJ Mott is now a partner of ours. 500K. $500,000 nets over a hundred thousand a month for the rest of his life. Life changing.

Every month, every month, every month, every month. He tripled his revenue in 10X his profit. You know, it's like, it's, that's the deal, but we didn't do that. He did it.

No, he did it. You know, he massively executed on the concept. It's like the concept is brilliant, but it's not that hard. You know what I mean?

It's like, you know, it's hard. There's 5,000 plays in the Patriots playbook when they're winning Super Bowls. Tom Brady's got 5,000 plays he has to memorize. We got to memorize like 10.

And we're about to walk you through a lot of these trust points, but it's like, JJ is a monster. He executes. The Adams family, we grind. We try our very best to execute.

The Bartell family, they execute. Charlie, Bill, Lynn Massingale, Scott, everybody who's part of Houston Boston Partners. It's pretty, you just execute at a super high level and provide excellent customer service, and the customers come back. So I'll let you keep going, Todd.

I also want to make sure that I'm just mentioning that Adams family. You know, the Adams Automotive, you know, which Perry Adams is brilliant, comes up with a world-class service, has built the largest automotive service in the country. TechMetric just did a beautiful shout out to Sunil Patel. TechMetric.

I mean, they just did, it's called Under the Hood. It is so well done. Under the Lift. Under the Lift.

Yeah. That one is Under the Lift video series. Adams Automotive was chosen to be their number one premier shop to be part of that. It dropped them yesterday.

Please go to TechMetric.com, our TechMetric on Facebook, TechMetric Instagram, it's all over. Watch that video. It will tell you a lot about not only the Adams family, the history of Adams Automotive, But how they scaled a company, we're so blessed to scale this company from 3 million to 12 million a year. A million-dollar-a-month operation with a record month of $1.2 million.

And it's undeniable. How can this be wrong? It's not wrong, guys. We're 100% right.

And that is a fact. So let's just jump into some of the other things, Joe, that really are mission critical. One of the number one things that are mission critical, how can it be wrong for us to show up in the morning at 630? Now, we open at 7 o'clock.

We normally show up at 630, you know, have our cup of coffee and we want our team here between 6.30, no later than 6.45. And we do what, Joe? We have a take five and we train. Walk me through a take five.

We go through what we did great yesterday. We celebrate, we clap. That's my favorite part. You know, 90% of the take five is the energy, you know, like you can't bring the energy to a customer.

If you've got late shift, people rolling in at nine o'clock, you know, they just got out of bed. They haven't had their cup of coffee yet. That's just not how it works. And, you know, we're, we're Monday through Friday or we're not Monday through Friday.

People were seven days a week. People we talk about, you know, when you're Monday through Friday, people are packing up their toolbox in the middle of the day, Friday, and they don't even start working again until like 10 or 11 o'clock in the morning on Monday, we show up ready to rock and roll with the energy and we frigging celebrate the day before. And we have a, you know, we're a bunch of cheerleaders and we start off with, with clapping and with celebrating. We talk about what we did great yesterday and we get everybody fired up because it's like ultimately man people want to win winning is winning is what's fun and what's fun to talk about and take five and then we do what todd we train we talk about the concept we train constantly and it's just man it's the same stuff over and over and over again but it's blocking and tackling it's let's listen to phone calls let's see how we can do better let's see what we did good yesterday and what we can improve on and then we just give feedback and it's just really really a ton of fun how could it be wrong So take five, think about it.

We do a take five, which turns into a 15 minute, 20 minutes, sometimes 30 minutes. We start our take five at a quarter till seven. Everybody has to be in. All my front of the house has to be there by 645.

And we roll until really our first customer comes in. And that can be, you know, a 10-minute deal. I mean, it can be a 7 o'clock deal. It can be 730.

But it's amazing. And let me tell you something. It is training on the business model. I want to make sure you understand that.

Not a board huddle. It's not talking about a board huddle. Man, we do those out at the presentation station. Man, all day long, that happens all day long.

It's about blocking and tackling. How did you answer the phone? Let's listen to some Rilla calls. Shout out to Rilla.

Let's listen to some Rilla calls. How did you do on that meet and greet? Let's walk through a meet and greet. Let's walk through a shop tour.

See, if any of this is foreign to you, you need to learn what we're doing because none of this is wrong, period. But man, we do a take five every single morning. It happens at 640. Here's what I love about a Take 5, Todd.

After one year, you know how much training that somebody does when they work for our company? Our coworkers, as I like to call them, let's call it 15 minutes. Our Take 5 is usually like 20, 30 minutes plus. When you're doing a Take 5, it's just two seconds, which translates to 45 or 50 minutes.

No, but it's really good stuff. Let's call it 15 minutes, okay? Let's say it's only 15 minutes, okay? And then I do five-day work week, 52 weeks a year.

Okay, so you're getting 4,000 minutes. You're getting 65 hours of just raw training every day, and that's only on a 15-minute take five. We are likely- And that's five days. And that's only five days.

And we record our take fives and our team members listen. But what I say to people in the interview is I go, look. If you work for a lot of these companies out there, you're pulling a shift. That's what Todd says.

One year of your life will go by and you might get paid good money. You probably won't because there's not a lot of A-player operators. But what does your life actually look like after a year? It looks the exact same.

You show up to work, you have your cup of coffee and you freaking sell service and you wait for the next customer to come in and that's it. When you come to work for us, and this is part of, man, we're A-player operators. People love hearing this in the interview. After one year, after one year, how much knowledge will be in your brain about, man, how the security, I remember what it felt like.

I'm a young guy. I haven't been doing this, you know, nearly as long as Todd had. No, I'm kidding. But I haven't been doing this for as long.

But I remember after about two years, you know, it took a little longer for me. I remember being like, wait, I'm secure. I can like the things that I have learned here. I can go into any shop in America if I wanted to.

And I would be the number one service advisor. Like I could just instantly sling hash and crush people. And the security that that gave me as a 24-year-old at the time, like, oh, wow, it's really that easy. You just do a shop tour.

Oh, it's really that easy. You just send pictures and videos. Oh, it's really that easy. You just break up the sale.

Oh, it's really that easy. You just do an invoice review, look them in the eye, shake their hand, read a script. It's really that easy. You just say yes.

You just say yes on the phone. You can pack your shop if you say yes. You will double your revenue. Here's what's so amazing.

Joe Adams, would you agree with this, that if you walked into any store in America right now, you had double revenue in 30 days. Yeah, absolutely. We've done it multiple times. We did it for the Woodlands location.

We did 130 to 280 first month. And where's that story at today? They did 583 last month. Record is 680.

How much? 680. 680? Out of nine days. Is that crazy, guys? Out of nine days.

Oh, yeah. Anybody can do a million dollars a month. Jeez, how big Adams is. Big EBITDA, too.

Come on and do it. It was like 150 EBITDA, too. People, you can't do this. You have to have a business model.

And I'm glad Joe brought that up. My God, what are you offering, you know, even your front of the house team? You know, are they just pulling a shift? That's my competitive advantage.

I tell my team, you will never pull shift working. Dude, it's game film. How many hours do you think Tom Brady spent in the trenches on Monday? In the trenches watching game film.

What he would give to be able to go back into that office, but he just can't anymore. We get to do it for a whole life. And it's like, take five is all about practice, man. We were at this conference for the home service industry.

And it's like, they talk about the same thing. It's like training. We are a training company. Train, train, train, train over and over and over again.

And it's like, as entrepreneurs, we have this tendency to want to like do projects and get distracted with stuff. And it's like, you know what wins Super Bowls? Defense, blocking, tackling, scoring points. That's it.

What got you to the dance? Focus. Anyway. That's it.

It's the truth. No, it's absolutely true. But here's the deal. Think about your business right now.

How much training do you give your front of the house and back of the house in the course of a year? But it's mission critical. Find the right people. Make it a great place to work.

Give them a financial statement. The outcome of the business. And do what? Train them.

Train them. And how much do you train them every day? If I can offer someone training every day, I can change their life. I can change their family's life.

Man, if you have employees that are coming to work just pulling shifts, yeah, they should quit, to be honest with you. I mean, I was just, I was doing my walk today and I'm thinking, wow, can you imagine the difference in coming to work for us? My God, 401k, insurance, everything at AST, day, five-day work. We call the one move in seven days.

We only have five-day work, which, wow, imagine that shifts. And, but man, there's constantly training. We have technician training through auto tech training. So our technicians are trained by Peter Serenditas.

And then we have take fives every day. Every month we have key to key to call back that all my team. You know, each individual rotates through that through the course of a year. Think of all the business training we're giving them.

We're training them on accounting. We teach them how to count our money with us and for us through scorecarding. It's amazing, guys. If you're working for a company and you're listening to this podcast and all you're really doing is pulling a shift, life is passing you by.

I mean, serious. I'm sorry, bitch. When we did a shop tour with Sebastian, the Rilla CEO, and he watched it because he likes to watch operators kind of use his products so that he can see like what he can improve on, et cetera. And he says, he told me after the fact that he was analyzing me to see if how well I knew my process.

And he's like, you knew it right away. You're like a robot. And I was like, well, yeah, Todd trained me. And I was like, what do you mean?

He goes, well, you asked the AI immediately to take you to certain parts of the sale, like the assumption of sale, like the positive, negative selling, like the, hey, I'm going to go ahead and order the parts, total investment, et cetera. He's like, you guys are very particular about the words. He goes 90% of, and it must be the same in his industry, A player operators. He goes 90% of the people who use our product, you know, we sit down with them when we're piloting it.

And they ask me, well, what should we do? What does the AI say that I could do better? And he's like, no, that's not how it works. The AI accelerates your ability to coach them, but the human knows ultimately how to do the process.

You have to direct AI. AI ain't directing you, period. And that's where the big deal is. Without a business model, AI doesn't work.

You don't just plug in and go, okay, tell me what to do. You have to tell it what to do. I need you to listen to this phone call and it is a scripted phone call called the anytime strip. And here is how the anytime strip works.

I need you to analyze for that, analyze that strip for me and tell me how it worked. Tell me how that, how the customer responded and how my service advisor did. I need you to listen to an invoice review. Here's the script of the invoice review.

Here's the key points of the invoice review. I need you to analyze those key points and make sure my service advisor did that. See, it doesn't know, oh, isn't this the part where we do an invoice review? No, you have to train AI what that is.

You have to have a business model. Key to key to callbacks is a perfected business model. Just as you have to train your team on the business model, you have to train AI on the business model. But boy, once you train the AI on business model, once you have a business model, you train AI on the business model, you are freaking untouchable.

It is such a game changer to understand that. It's revolutionary. And so, again, you know, the topic is how can this be wrong? Have you heard anything wrong so far?

There's just so much to train on. It's like, it's crazy. You know, we constantly train. The two-day training program that's coming up in town in Houston.

Guys, look on Auto Shop Answers, quick commercial Auto Shop Answers. Go to the website. We have a fourth quarter schedule. Try to make it in.

It will change their life. That's it. I still keep going to J.J. Mott two years later.

He is a millionaire. He has an asset that is worth so much money. He's dropping $100,000 a month in profit. There's over $500,000 a month in revenue.

Shout out to JJ. Congratulations. But there's so many of our clients slash friends that do that now. I mean, our average store and our Houston-Boston partnership of 15 units did over $500,000 last month.

I think it's 551 or something. Yeah, we built a business model that generates 500,000 done right, but you're not going to learn it overnight. You've got to keep coming back, keep coming back. But it is a gift that gives for life.

But one of the other things, you know, we talked about that shop tour. You know, think about it. When a customer calls up, this is one of my favorite parts. Let me get back.

I'm going to hit reverse real quick. I don't want to breeze over saying yes on the phone. Oh, my gosh. How cool is that, Joe?

Can you, did you know that you can say no with a yes? Oh my gosh. That's like, I've heard people, you know, they're like, well, yeah, we could get you in. No, my gosh.

We use the word. Absolutely. Absolutely. I can get you in right now.

I'm available right now because we are. It's like, if you are massively intense, you never know what's going to ring on that phone. It could be a bad customer. It could be a good customer, but it could be your next hundred thousand dollar customer.

We had one last week at our Woodlands location and it was a fight and coupon. It was a second opinion on a Range Rover, you know, timing belt. It was like a $600 estimate. Guess what that car left for three days later, Todd?

Found me. $4,000. Lifetime customer, five-star review. Man, I'm so glad I found you guys. It's like- Got engaged in our flywheel.

In the flywheel and where she's going to get a next day satisfaction callback. Man, how's the Range Rover running? Thank you so much for your business. We're going to pre-book all of our future business.

And guess what? She's happy and she's going to refer her friends. And so it's like, how bad do you want it? We talk and you see this in the movie that Techmetric made about our family.

Shout out Sunil and the team and Thomas and Claire. You guys did such an incredible job. Tears were shed watching that. However, it's like, how bad do you want it?

Todd talked about in our take five today, man, what is it like to be in business the first day you open? You got a loan from a bank or a loan from whoever you saved up all your money and you're cutting the red tape and you're just waiting for that first customer. How would you treat that customer? How would you treat that phone call?

Like it's the best day of your freaking life. Thank you for calling Adams Automotive. This is Joe. How can I be of assistance today?

How can I make your life amazing? Because guess what? If I take really, really good care of you and your car. You will take care of my family forever for 45 years.

Todd's been doing this 39 years. How many people have we influenced? And it's like, that is actually the translation we hear in our mind. If you do a really, really good job, I will give you on average a thousand dollars of revenue and you can use that to grow your business, which is a ministry, which changes people's lives.

And it changes your kids' lives forever. How are you going to answer that phone? It's like, I'm going to say, I'm going to smile. I'm going to be so man.

That's like the most exciting I'm happy. I got perma smile right now. That is thrilling to think about. You know what the industry here is though?

They hear, Hey man, how can I make your life worse today? Because I've got a check engine light and I don't want to pay diagnostic and I, and you've got a negative technician who doesn't want to check stuff out for free and I'm a bother to you. That's what the industry hears, you know, and guess how they answer the phone with a no. And Todd, you figured this out 40 years ago.

It's like, man, the arbitrage is just say yes to the customers and charge nothing for diagnostic. People think we're crazy. Well, here's the deal. I always like to jump on that and go, let me explain something to you.

We do not charge a customer, but I pay my technician. Its customer says no, but our customers don't say no. See, that's just it. So you got to hear something.

It is so funny. It's like, wow, do you think I have technicians who work for free? We pay them so much money. Do we pay our team a lot of money, Joe?

They are well-competent. Well-competent. You got to hear that. So see, it's like, it's no charge to the customer because I put all the pressure on me.

I'm going to take care of their car. I have a great sales trip presentation. I have a friendly staff we're going to answer the phone saying yes technicians going to tell what's wrong with it very fast i'm going to go ahead and sell the job technicians are going to get paid but let me tell you something if by chance that customer says no technicians still gets paid his dot five or one hour i just put the pressure on us do you understand that see the industry goes wow you make your technicians work for free. Wow, man, I can't fix that level.

You know, wow, man, I just can't get you to get it. Here's what Glenn says. Wait, one more thing. Go for it.

You're open seven days a week. Man, you make your people work seven days a week. Have you ever heard of shifts? Have you ever heard of retail?

Have you ever heard of no one in my company works seven days a week? They work five-day work weeks? Five-day work week, and we say yes to the customer, and my technicians get paid for every single .1 to .5 to 2.0 to 10 hours. I don't care.

They're the lifeblood of my business. We were just talking about it. You know, I walk into every store and, and man, I have technicians, my technicians rush up to me and they want that hug. Do they not?

Oh yeah. Oh yeah. Oh yeah. I mean, I hug every technician.

You know why? Cause there's a lifeblood of my, of my company, of our company. They are the lifeblood. We have front of the house and back of the house.

I have an industry that separates the two. They hate each other in front of the house guy he just sells job he's got a cushion job sucking up the ac let me do sucking up the ac well if you are that well sorry you know you're you suck to be honest with you you know man we work together we become we love our service advisors and technicians become one with a top service advisor and top technician are untouchable with a bad technician and a top service advisor yeah it's still going to be bad with a top service advisor bad technician yeah still going to be bad. What if you found the right people? Find the right people.

Find great technicians. Find great front of the house service advisors. Combine them together. They are a powerhouse.

They are a pro. They are professional business athletes. You cannot win a Super Bowl with just offense. You cannot win a Super Bowl with just defense.

And the offense and the defense must work together. Do you understand that? Well, that's the same as it is in business. Your technicians must work with front of the house, and front of the house must work with technicians.

And A players love working with A players. So what happens is my industry doesn't even know what an A player looks like most of the time, or they'll have one A player and a whole bunch of Cs and Ds, which will kill you. I call them the killer Bs, by the way. I don't allow killer Bs in my company.

But, wow, man, this is not hard. But my industry is frozen in time. Oh, you mean you'll check the car out for free? I will.

I will inspect the car for free. I didn't say I make my technician fix the car or inspect the car for free. I say I pay him whatever it takes. I don't care if it's a three-hour diagnostic.

I'm going to sell the job. See, the problem is the industry has such a bad close ratio because they don't train their teams, because they don't train on Scripps, they don't train on phone skills, they don't train on auto hospitality, that they have a 50% that comes in the door, close ratio or lower, not including the calls. They just say no to customers. They move on, which if you calculate that, which Glenn Piccolo did, takes your close ratio to somewhere around 25%.

Wow, man, that's an industry laughable. I'm sorry. Wake up, people. None of this is wrong.

So what people don't understand is you don't have to fix the car right now. It's a very simple business. I'm going to pay big money in advertising every month to buy leads. I'm going to buy a lead, which is a customer calling our shop for the very first time and they've never been here.

And I have to execute at a super high level to make sure that money does not go to waste. And if I do a really good job at the end of the month, there's net at the bottom line of the P&L. So here's what happens. 545, 530, it doesn't matter. We close at six.

We say that's just what the sign says. If a customer is calling in with a check engine light, I know that I'm going to do a great job to take care of that customer so that they can get my flywheel. So let's walk through this. 530. Hey, how much do you guys charge for a check engine light diagnostic?

And why do we hear that? Because the industry charges diagnostic fee. I'm going to say absolutely no charge is now a good time to bring in your vehicle. Well, what do you think it could be?

I just took it to AutoZone and they said it's a misfire. How much do you guys charge? And I'm going to say anytime your vehicle is experiencing a misfire and has a check engine light on. You need to have that inspected by one of my certified technicians.

I'll get you a free written estimate. Absolutely no charge. It's now still a good time to bring in your vehicle. I don't have to fix that car today.

Most people think I have to get that car fixed today. There's no way because my technician hates his life and he's leaving at four and he's not staying late. There's no way, no way, no way, no way. Well, that customer comes in at 530.

How hard is it for me to check the car to pull codes to say yep it needs spark plugs and Mr. Customer, the total investment, the total investment is going to be, let's say on average, a thousand dollars. I'm going to go ahead and get started on it. I'm going to get you an Uber to your house and I'll give you an update tomorrow morning.

Or I'll give you a loaner car or I'll give Eddie, who's just a superstar, he's going to give you a ride home. All I have to do is take care of their transportation. Do you understand that? In 15 minutes.

And so people think that's the bottleneck is they go, oh, I can't fix that car today. You don't have to fix the car. You You have to get them over the curb to make money. What you have to fix is their problem.

And their problem is, oh my God, the check engine light's on my car. How am I going to get to work tomorrow? And if I can fix that problem, they will pay you $1,000 on average and you get to provide excellent customer service. So anyway, we'll move on, but be super fast and intense on the front end and you get time with the car.

We do an exercise where at AutoShop answers, where we call, We have you go in a breakout group, call your competitors, and just listen to it. And when I say frozen in time, you will hear phone calls that I heard in 1986. When I started recording phone calls, like, wow, they're still the same. That is crazy.

Man, you just got to get it, man. You know, so, hey, are there great operators out there? There are some operators out there that are great. But, man, if all this stuff is a foreign language to you that you're in right now, you need to come through Auto Shop Answers.

Anyways, your virtual shop tours, by the time I hang up the phone, I've set up an appointment. I don't care what time it is. Then I push a button, a virtual shop tour goes out. That's a video of Joe Adams going, Hi, I'm Joe Adams with Adams Automotive.

Man, I hear it's for the first time here. Oh, my God, it's fire. Before they ever show up, how can that possibly be wrong? Well, it is wrong if you have a super dirty shop.

And you haven't remodeled your shop, cleaned up your shop, is dirty. Do you think that having a beautiful shop attracts better people, both front of the house and back of the house? Yeah. I am so proud of our businesses.

My dad said he bought $3,000 worth of nice furniture in the 80s, and his ticket average went up 25%. Yeah. 25%. We were just over at Siena, which was such a dirty, dirty shop. During our take five, we were talking about, God, let's just walk back through what this store looked like a few years ago.

It was so dirty. Oh, my God. The bathroom was out of order for a year. It was a crap hole back in the back shop, dirty floors, crap everywhere.

I mean, it was truly disgusting. You know, they were so broke. They're out there renting. What was it?

U-Hauls. U-Haul rental or Ryder truck rental. And one of the Ryder trucks is hitting the port-a-cache. And it was hanging down because they couldn't afford to fix it.

I mean, wow. Wow. And that store now is pushing $500,000. This is the month.

I texted Perry today. I took a picture. I go, wow, Perry, it's just beautiful. It's just beautiful.

And by the way, if you want to know, if you ever need to remodel on your company, call Perry Adams. I'm not kidding. No, seriously. Yeah, we got to do that.

You know, to hammer down our point from earlier about how there's a shortage of A-player operators, you know how I know that? Because we have customers that come back to the Siena location, you know what they say? They said, wow, thank you guys for fixing the toilet. Yeah.

The toilet was broken. Hey, wow, thank you guys for, man, your guys got rid of that smell. Thanks. So here's what that means.

They came to the shop that was there before us. Nice guy. He just wasn't trained. He just didn't have the expertise, you know, and it smelled like a dental office because they were renting it out upstairs to a denture company.

They couldn't make money fixing cars. You know, the bathroom literally didn't work. There was, the port-a-cochet, you know, A storm ripped off all the stones and there was literally a pile of rubble on the drive. I'm not kidding.

The Carson sign, don't right? Literally, yeah. Around the bathroom and the portico chair. And guess what?

The customer still came back. Because he was a nice guy. Because he was... But there's nowhere else to go.

They think that that's just what the industry is. It's just like, yeah. That looked just like... I see it in the movies.

Mechanics are dumb. They're greasy. They work in a dirty shop. They're not pro-business.

They're not super good at customer service. Find one you trust. us, they'll rip you off. That's literally what the world thinks of us. And it's like, there are no A, A, A, I mean, there are some, but there's just not that many A++ operators in the industry because it doesn't attract that much talent.

And I know that because the customers came back. I wish you guys could smell how bad it was in that waiting room. And they still came back because they don't know that a company like us exists. What was the revenue we had? $952,000. $952,000 annual revenue.

Annual revenue. Which is typical. That's like, you know, $80,000 or something. I get it.

But now we're $500. We've got $4,600. It's got 800 cars. It's crazy.

Dude, it's got 800 cars in a year. 800 cars. Wow. So crazy. Just by changing the image, saying yes on the phone, putting a great staff in there.

This isn't rocket science, guys. But how can any of this be wrong? And, you know, you think about really our speed of service, our speed of sales, mission credit. Here's a really good one.

I saw speed of service, even on the booking. And this is in home service. So I don't know what the same, the difference is, but when they are calling the shop or when they're calling the plumber, did you know that your odds of closing the appointment got down in half after the first ring? Like they have the data to prove that if you pick up the phone with intensity and speed, that even impacts your ability. to close the deal for them to come into the shop.

It's like we rip the phone off the hook at the shop. I tell people, I'm like, if I'm beating you to the phone, loose ball, the ball is loose, fumble, like who's going to get it? Who's going to jump on it? Who's going to jump?

We have a dinger on the front drive. Like who's going to sprint to the front drive with speed? I guarantee you, I wish I had the data every minute that goes by that you don't present that work to the customer when they're waiting in the waiting room, your close ratio goes off a cliff after 15 minutes off a cliff. It's the same thing like if you're at a restaurant and they're moving super slow and you start to notice, man, ticket average, I guarantee you goes down.

But if they're on it, if they're filling up your water, if they're offering you up appetizers, if they're offering you entrees and desserts, like speed of service, speed of sales. Todd, talk about how you set it up like a restaurant all those years ago. Well, also just real quick, I want to stick that ding ding. Ding ding comes back to a full service gas station.

Back in the day, you can trust your car with a man who wears a star, the big red round Texaco star. Ding, ding. They'd go running out and they would observe that vehicle. They'd wash the windshield, air up tires, check your tires, check your oil.

What happened to that? Well, that's all we are. And see, we still offer that great auto hospitality. Joe, can you charge more for auto hospitality?

Yes. And it was really simple. You know, talk about a restaurant business. Think about a great restaurant business.

You know, hey, Denny's sells cow, which is a steak. Outback sells cow, which is a steak. My favorite, Eddie V's, sells cow, which is a steak. All three have different price points, and I'm expecting different services.

I expect outrageous service when I go to Eddie V's, but I'm prepared to pay more money for that service. Also, you know, think about it. A restaurant is going to run 500 guests in a month. And I said, hey, man.

In a day. They'll run 500 in a day. I meant in a day. On a good Friday night, Saturday night, 500 easy.

And I said, wow, I only have to do 500 guests a month, $1,000 ticket average, outrageous customer service, a 62.5 GP. I'm going to make a whole lot of money. And see, people don't believe you can make a lot of money in this business. You can make hundreds of millions of dollars in this business.

A typical shop owner can make tens of millions of dollars. That's why the name of the podcast is Master Tech to Millionaire. I will assure you, we have groomed, trained, mentored many master technicians that are now multimillionaires many times over. I mean, my gosh, it is a fact, but the industry doesn't even believe they can do it.

Come through key to key to call back and you will find out wow you know here's one of the greatest things i've heard i had a guy really pissed off at me he was super mad i go man why were you so upset he goes because what happened is i came to key to key and i found out that i had been doing everything wrong for about 40 years which is the truth you know it's like wow i have been doing this wrong for 40 freaking years and you've been doing it right for 40 years and and man it shows who's the byproduct of that shows by how my life is. And it does, man. The customer pays for everything, but you set up like a restaurant, front of the house, back of the house, table turns, bay turns. Touch every car, touch every table, you know, speed of service, hot food getting cold, cold food getting hot.

This is mission critical, guys. It's actually the same concept, just incorporated into the auto hospitality business. And then I actually went even further than that. In the early 90s, I started hiring restaurant guys, restaurant GMs, because all I have to do is teach them a language.

Do you understand? Our business is nothing but a language. But unfortunately, technicians speak industry jargon. I speak professional business athlete language.

Script it out. It's pro. A customer doesn't know what a brake rotor is. She might as well be speaking Spanish.

I am not fluent in Spanish. So when someone's speaking to me in Spanish, I do not understand them. Okay. Well, they're not, they are not fluent in industry jargon.

Do you understand? Customer is not fluent in our industry jargon, but man, they will talk to him, man, you know, tell me about your caliper. Diag. You know, yeah, they don't know what Diag means, guys.

Tell me about your caliper. What size rotor does it have? Clubs, coils. Does it have an emergency, electronic emergency brake?

They're customers. Customers. They don't have a freaking clue. Seriously.

I mean, if you really listen to a call, you will go, what are we doing as an industry? It's mission critical. I mean, so really, again, I will be speaking at ASTA. I'm going to get that date again.

Not quite done. But anyway, I just want to give a quick break here. Shout out again. Mike Allen and the team at ASTA Expo 2025.

Raleigh Conventions that are September 25th through 26th. I'm on stage on Friday, Friday. I do believe I hit the stage at one o'clock. It's about a four hour program on how can this be wrong?

And I hope you've not heard anything wrong so far. You know, back in 1986, when I started the concept, it was with a Polaroid camera. How important are, how important are pictures, Joe? They're, they're better than you are at selling.

I promise you. Yeah. It's like, if you, if you take a Polaroid picture and you close the job, can you imagine shooting a video, explaining to the customer exactly what they're looking at, and then you attach a MotoVisual to it, which is an automation of exactly what they're looking at, and then you run it through ChatGCP to explain exactly what the customer is looking at on their exact car and why it needs to be replaced. What's your close ratio going to do, Joe?

Through the roof. I looked at it. There was a ticket that we sold yesterday, $2,400, and I'm watching Donovan Superstar, by the way, shout out. He was selling it and I'm watching him on the phone and on the computer and he clicked the authorize button in the first 10 seconds of, he clicked the authorize button on TechMetric in the first 10 seconds of him pitching the job or something like that.

And I was like, what happened there, man? You kind of like went off script a little bit and you just hit the button really fast and he goes, oh, I sent him the video and he goes, oh my God, fix it. Like that was the first words out of it and I watched the video and it's like, Here's your Volvo. It literally has a pool of oil on the shop floor.

And the guy goes, oh yeah, yeah, I knew it. Yeah, fix it. Yeah, what, just let me, when can it be done? You know what I mean?

It's like, he doesn't ask the price. So it's like, I don't care how good you are. A picture's worth a thousand words. 30 something thousand. 35 yesterday. 35,000 yesterday. Seeing people, you know, here's the road.

Oh, it's because it's so big. We have stores all over the country now. Rob out in Atlanta. Stud.

Out out. True auto, yeah. Boy, true auto crushing at 30, 35, 40s. Woo!

In a day, single store, boom. Yeah, boom, daddy. Just, you know, Rob came through, what, a couple, maybe two, three months ago again, and just has gone all in. It might have been longer than that, but his whole team is coming through.

They are just rock stars. They're just killing it. I mean, I think they have, what, five stores in Atlanta? I think they got six, pushing 20 million.

They're going to kill it. They are going to kill it. It's just so fun to watch that. That's life changing.

It is life changing. Well, is it fun again? Oh, God. See, that's just it.

We game a fire business. It makes it fun to come over. So we have Moneyball. We have the great game of business.

We play a game every single morning. If you are not having fun in car repair, boy, you're working at the wrong place. I'm not kidding. You do not understand our business.

Because I can assure you of this. You come in to Auto Shop Answers, Kiti Kiti Callback. You will see people having so much fun in this business. You will fall in love with your business. that's one of the things I love most of all when I hear people call me up and they go Todd thank you I'm back on level with my business I love this business I had no idea how fun this business could be wow I rush to work I personally rush to work I can't wait to get here I get to work with Joe Adams I get to work with Glenn Piccolo and, Yesterday, we're at the Woodlands.

Oh, my gosh. You know, Mike Quinn. I mean, is Mike Quinn just not a stud? Freak.

He's a freak. He is so good. Here's a guy who knew nothing about the car repair business. He is now running the top goods during the country.

But you walk in there, and it's like he has gamified it to a whole different league. Man, he's got his presentation station rack attack, shot clock set up. Two GSs competing against each other. It is so fun to PMI cars there. man we rack attack cars together we walked in yesterday oh haze is here boom let's pmi challenge glove up you know and here's what's so fun customer comes in the door we do a shop tour the guy was so happy with the shop tour we're out of the rack attack talking to him you know well guess what he does well the guy used to be a um he worked for the dodger organization he was a coach for the Dodgers.

And he just loved what we were doing. Was it Dodgers? Yeah, L.A. Dodgers.

Because his first job was spring training down in Daytona Beach, City Island, at the Jackie Robinson Stadium. And I was like, oh, my God. So guess what? There's a connection right there.

So, see, it just made the connection. See, so that connection right there, I know I'm going to sell the job. One, we're super nice. Two, we gave a shop tour.

Three, I just connected with him. The whole team connected with him. Four, sold the job. Five, gave him a loaner car and he was out of there.

Just a fact. Lifetime customer. That's how fast it was. Lifetime.

And that was his first time guest. I mean, do you see that? So let's talk about this. But really, how can any of that be wrong that I just talked about?

How can a new customer introduction be wrong? How can it be wrong to find something that you like about every customer and build a connection with them and build a relationship? It's like people think that selling jobs is getting on the phone and talking to a customer. You know, I hear that in interviews all the time.

I'm like, what makes you a good salesman? And they say, you know, oh, well, customers just need to be explained to, you know, the details of their car. And I'm like, no, they don't, man. They don't.

The sauce is in that shop tour, that new customer intro, that strong meet and greet that like, I think 80% of the sale is the first 30 seconds and the first five minutes you're with a customer. It's that answer on the phone. Yes. Let me ask you one more question, Joe, Adam.

Yeah. A new customer, where did that new customer come from? Somebody else's shop. They fired every shop they've been to since they started driving a car.

Is that crazy? Yeah, and they're pissed. See, that's what my industry doesn't understand. They think, oh, it's just a new customer.

Oh, man, what a waste of time. No, guys. That new customer, you paid a lot of money to get that phone to ring. They have fired every single shop they have ever been in.

By the time they get to your shop. Since they've been driving a car. Yes, since they have been driving a car, they finally found Adams Automotive. My job is when that phone rings, you ain't going nowhere else for life.

I am going to answer the phone with a smile. I'm going to give you a strong meet and greet. I'm going to send you a shop tour. I'm going to do a meet and greet on the drive.

I'm going to give you a physical shop tour when you get here. I'm going to connect with you. I'm going to do speed of service. I'm going to do videos.

I am going to blow you away with service, and then I'm going to do an invoice review. I'm going to explain exactly what I do with your vehicle. I'm going to set up all your callbacks, all your pre-books. I don't want you to ever have to worry about your car again.

Wow, isn't that amazing? How can any of that be wrong, Joe? How can it be? You know, here's how right it is.

You know, when I got involved with the Adams family, they had a very respectable business. They were doing about $3 million. dollars. I'm in annual revenue, which is very respectable. That's all there is to it.

That's great. And then we actually scaled this company to $12 million annual revenue. And then I said, hey, let's open up some units. So then we started opening up units.

Our first Adams unit was the Woodlands. And that store, what did we do last year in revenue on that store? 6.9. 6.9. Almost $7 million, man. That's crazy. 6.6 or 6.9, something like that.

It's some crazy number. You see, all of our stores are going to average $500,000 plus. And then we opened up Barker Cypress. What did it do last month?

Five what? Five 12. And it was out of business when we bought it. What's his record month?

It's like $556 million. $556 million. $556 million. It was out of business. These are beautiful. $133 million, by the way. These are stores that absolutely went out of business and, Perry Adams goes in, completely remodels them, guts them, cleans them up, beautifies them.

I call it Adams Automotives or shops. And they're absolutely beautiful. We open up and then we put in the concept of key to key to callback, answering the phone, guess all the things we just talked about. And guess what?

That store that went out of business turns into a $500,000 a month machine, spinning off six figures for how long ago? As long as we own it. Wow. That would be forever.

Forever. Isn't that crazy? It's crazy. And see, my industry can't see that.

Wow, that's crazy. Man, I looked at some data yesterday. Apparently one out of every four customers at all of our mature shops are new. Can you believe that?

So it's like, wow, 25% of our customers, even 45 years into it, are new. So if I give them outrageous customer service, we shouldn't go backwards. It's like if I give them outrageous customer service, the business should continue on and on and on. So it's like, it's very simple.

Buy leads on the phone. Pay for the phone to ring. Say yes on the phone. 25% of the customers are new. Blow them away with a shop tour.

Pictures and videos. Give them incredible customer service. Call them the next day to say, thank you for allowing me to earn your business. And they come back.

What would happen? You get rich. Well, it changes the trajectory of your family's life. That's right.

It absolutely does. It absolutely does. Again, when you talk about that 25%, what was the term again? What was that, that stat, or 25% of new customers, which means that 25% just fired all the rural shops.

Do you understand that? That means 25% of our customers every single month fire their other shops and come do business with us. Our job is once they come in here, dude, I'm going to lock in. Right now at Siena, it's like 40 plus percent.

Isn't that great? They're all new customers. Firing all those old people, bringing them into our shop. And so who tell California checkout, but you can't leave.

We're not letting you go. We're going to get you. We're going to get you and hold you. So good deal, Joe Adams, except we're up on time.

I think we're up on time. This has been episode, I think nine of Master Tech to Millionaire, where we take master techs and we turn them into CEO, business people, millionaires. Todd, we're going to see you this weekend at Auto Shop Answers, and then we'll see you at, like you said. A-S-T-A Expo 2025.

Pack the house, guys. Free program. I mean, there's a fee to get into ASTA, but, um, but you know, man, come see me. It's, um, I'll be up there live ASTA Expo 2025, um, Raleigh Convention Center, September 25th to 27th.

You can sign up at www.astaexpo.com. Joe Adams, fun pod. Fun pod. You can find us on LinkedIn.

Find us wherever. Look us up. Autoshop answers. We will see you next time.

Boom. Daddy. Bye.