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

Good morning, Glenn Piccolo here with Adams Automotive, bringing you another episode of Master Tech to Millionaire presented by Autoshop Answers. We are doing it again this morning. We've got the profit panel on the line with a special guest, the GOAT, Todd Hayes. We are going to debrief this weekend. We have an amazing time down here in Houston, Texas with Key to Key to Callbacks, the Courtside Program. It was absolute fire. We're going to debrief it this morning, talk about this perfected business model. We're going to jump right in. Thank you so much for listening. Let's go. Good morning. Good morning. Good morning. How's everybody doing this morning? Good morning, Glenn. Everybody's great. Yes, yes. Exciting weekend. Yes, man. Exciting weekend. Just wrapped up. Key to Key to Callbacks. Houston, Texas. The Courtside Program. VIP Racket Tag Day. And man, it was an absolutely amazing weekend. And so this morning, this is Part two, episode two of the Profit Panel. We did this last month.

And we're going to just get into it this morning with the Players Panel. And we're going to 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, superstar. And, you know, because when we're talking to, you know, new people in our industry, And then also, when recruiting, 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, three years, three years probably now, three years in, came in, didn't know what a brake rotor was. I love that story. And now, running the Houston market, just absolutely crushing it. And on pace, Woodland's a big, big month coming through. So I want to pick your brain first this morning, Mike. And, just to, man, one, just hear about Courtside and just how this three years for you has just been... You transformed, man, into not knowing what a breakwater was to running a market

and this amazing training program. Oh, yeah. Well, one, yeah, I appreciate that. Now, I'll start with kind of the last three 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 100% if I ended up at a different location or not even a different location, a different company, I would have exited very fast. So working with A players is definitely, I'm sure you guys talked about that a lot. Is something that I had. That was the only way you're going to keep me. So I had to stay with A-Players at the time. We were doing $1 million to $1.2 million a month at that location. So it's pretty easy to get in there and then learn from everyone. That was probably the biggest thing. When I came in, I had to surrender. I've owned my own business for 15 years. And going in to work for other people now, 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. Um, it 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 going to just keep going. But, 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 of Houston Market, overlooking with the assistant at the Houston Market, training program with Charlie as well. You guys have all put a lot of trust into me, but that doesn't come just by

being in the company for three or four years. You have to put in the work. These drives are super important. These podcasts, now we're calling these, 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 you got to get on and do it otherwise it's just like going to the gym and walking around talking to everyone and just and just leaving, you know so you got to make sure you get those reps in for sure you know volunteer get used to being uncomfortable um. So yeah so that's been a a big journey um but it again you have to you have to want it and if you want it and you follow through it's it's i mean honestly that like And Todd told me day one in the interview is, if you're smart, you can fast track yourself right through this industry. Yeah. 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 is pretty much happened. So, yeah, it's, it's, um, you know, it's so true because I was doing a take five and I actually just recently reposted this, recently, which was, I was talking to somebody, right. And 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 is unique. And I'm like, well, my situation is unique now, but it wasn't then. Because go back six years ago, man, I'm a service advisor at Adams Automotive. One of four service advisors, all with the same opportunity. And what I did with that opportunity was 100% up to me. And so today, if somebody comes in the company, 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 is unique. It's like, right? It's a different deal. You do so much more for the company and for the whole platform. And three years ago, you were an advisor just like I was an advisor six 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? I think it was like Steve Jobs said, people overestimate what they can do in a year and they completely underestimate what they can do in 10 years. And I think that's so true because I mean, man, you're just a few years in and obviously just doing amazing, amazing things. But yeah, man, And you got to surrender. And I love that you used that word because... Man, everybody that comes through this training, 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. And it's just such an exciting, exciting thing to be a part of. So yes, thank you for sharing that. Can I touch on him for a second, Glenn? So I have the privilege of working with Mike, you know, next to each other, calling my wingman. And like right now we work together and I completely forget that he doesn't know anything about cars. Like it's crazy. It's forgotten. So in three years, he just became a superstar. But there is one thing we've got to 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 a unique mic situation was a unique you made it unique and that's for one reason only hard work is not optional,

see 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%. Yeah, so, and you think about the different back, like we've got Charlie on, we've got Mike on, we've got Amy on, and myself, I'm not sure if Joe's on right now, but if you think about all the different, like, I'm here, I'm here. Okay, boom, Joe's here. So it's like, all right, you've got Mike, who has zero automotive experience. Owns his own business, very successful guy, comes in and doesn't know anything about cars. And he just comes in and he just learns the concept and starts crushing it. You've got Charlie, master technician, just has the whole entire shop on his back, and has to learn how to transition from being a technician to a CEO of his company,

You've got Amy, who's a third generation, right? Just born into the family business. Well, actually, a little different story because Amy was born into the family business, but wasn't in the family business. I don't think... 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 later. And then you got Joe, who's same thing, born into the family business, but. Doesn't really want to be in the family business. And then Todd is able to just put all this together and teach this concept, And 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. 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. And it's man, it's just absolutely amazing.

So courtside, I really want to hear about courtside. I don't really get any, you know, any debrief yet on court side. 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 a fly-in Saturday morning, 6am and 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. And I love that. People are so dialed on this. Amy was like, put me in. I'm ready if I need to. TJ was like, hey, man. He's like, where's Joe at? 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 I love the confidence that everybody has in learning this. Because Todd always says like, man, when are you going to be able to teach this?

You need to learn how to teach those. 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. I 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, you know, Chapel Hill had a big representation and their energy that they brought was 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 Key2Key, it's just so, they bring it to a whole new level. And 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 and out all the way to the end because of the energy everybody carried. It's so committed. I mean, it was unbelievable. Yeah, I tried to ice my hands last night because there was so many. We did three. I don't know what the clap record was, but we did 360. 360. Yesterday. Yeah. Oh, that's a 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 p.m., you know, people start catching

flights and, you know, and it's like time to go. And I just remember looking back at the, you know, the crowd at 2 p.m. 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 we had Chapel Hill, too, by the way. We had, I think we had like four or five in the front row from Chapel Hill. You guys had, you know, a bunch of people from Chapel Hill. they're obviously committed, amazing you know, leadership over there and uh you know there's absolutely absolutely crushing it so joe man real quick do you mind if i got time in for two seconds, um i just want to say um congratulations to both teams key to key and court side you know i get the privilege of bouncing them between both of them they'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 three 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 really don't have that guy sitting there trying to poke holes in it. They're wanting to learn now because there are 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, 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. You 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, there were times in the past where you would want to go,

man, why don't you just go home? You'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? He'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 the GM at the beginning. Hell, I was kind of the GM. And it was like, man, I have to train the full concept. But, you know, I had two 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 HBB partners. Jose now runs Now Auto Care. And so the track, the harder you work, the more you learn, 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. This isn't rocket science. You know, Charlie was telling me, what's his name, the young guy? I just forgot his name, Charlie. Which one? From Premier. Bryson? 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. I 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 he's been. Maybe how long has it been? Maybe a year or two years, but maybe a year and a half. but yeah you're an F but I want you to hear this he's 21 years old. And Charlie goes, 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. I mean, he cannot wait to freaking flex. He runs to work, runs to the car, runs to the video, runs to the concept, runs to selling, presenting that service to the customer. It means 21 years old what career does he have see the only thing that can happen, is self-sabotage if he is not self-sabotage he will have the most amazing career in this industry yeah it's that still how many people on 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.

You know, I wrapped up my deal yesterday going, hey, you know, you got to do your first take five, you know, to have a thousand of them. Charlie and I were on a walk today talking about that. Charlie, do you remember that? Your first five? I knew you do, but I was telling him about our work today. Charlie was like, I ain't doing a take-five. I don't buy into it. I ain't believing into it. I said, Charlie, you got to do a take-five, man. You have to do it. And I was pissed. And I was very hard on him. And how did he do on his first take-five? His very first take-five. It was probably sucks just like mine was. It was terrible. Great, great, good, good. But see, here's what I do know. Well, I know the rule of one. I know that if you do one, you can do a thousand. If you can make one dollar, you can make a million dollars. You can make a million dollars, you can make a hundred million dollars. It's that simple. But you've got to start with one.

And see, now we're on our walk today. I go, isn't it amazing, Charlie? You know, how many people are going to go back and start with that one take five? 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 ride who's going to go back and take it back and do it see it just takes, one person and hopefully you're on the phone call today if you were in training and, 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. You're not PMI in the cars. You're not holding the flashlight. You're not doing your strategy on every cell. You know who's going to be the one and um i keep going the most important thing

is if you start with your take five. And then you have that first take five just pull out your workbook and start right off the workbook, right off the workbook and you can have that is take fives 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 five, which turned into two, 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 U.S. Doing presentations. How can this be wrong? Doing private equity presentations. all because, He did just one take five. 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 five today? I don't 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.

It cares if you execute the concept. There's no discrimination here. Also, I want to congratulate Mike Quinn and the team. They have the first air-conditioned facility we have in Houston. How's that? How is that? Boom. I just pulled up right now to it, and the windows are frosty. Oh, yeah. It looks good. I'm excited to get in there. Let's go. Hey, next stop, Sienna, I do believe. So we're making the laps 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, be the one. Glenn, can I touch on that too? And a little bit and just, um, and 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. And 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 our skills in this. But he said, would we be able to have a courtside at any one of our three locations? And I was like, whoa, you know, that is an excellent question. Can I bring a courtside type training model into any three 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.

And so I just think as a leader, it really, if you're coming through courtside as a leader and you're bringing your team through, are you exercising all of these 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? And 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 key to key, are they able to then go, oh yeah, this is it. I get this. I'm going to 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. Because at the end of the day, that is what is going to make you successful is finding those people who can go, oh, I got to train on this. I love this.

Yeah, that was, uh, that was actually my, Oh, sorry, Charlie. That was, uh, 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. Um, these guys, I mean, they don't have it easy. It'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, uh, to see all of them, you know, you got Felix doing shop tours. You got, uh, Donnie doing an invoice review. you got William doing strategies, you got Charlie at the rack. Um, and then you got JT Alex in the shop, helping every single customer and still producing at a high level. Um, he's Trevor said he was in awe, you know, and that's, we're empowering that we train the guys. We then empower them, you know, once they, they have it down and then look what they do back.

You know, it was, uh, when they said that, I was like, man, I'm very, I love that he said that. Cause it made me it made me think how proud i am of these guys um for going all in and and they all have a tremendously bright futures because of it you 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 i'm 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 um you know and so, i'm very very proud of them but uh that was a huge takeaway for me for sure yeah it was huge Huge, huge to hear that. 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 cupid stayed there with them i'm like man next time we'll have to do something for these guys,

we already booked it next time after courtside we're taking 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. Never. 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, you know, we spoke about Bryce on 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. I said, I want you to try and do this AC co-dancer. Showed me that it's a second base. He did a video, and I'm like, you got to 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. Now, the other thing I want to piggyback on training. So we had some guys in this class. We had a GS from Neumanns, an 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. I was in the Vegas training. We had 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 are exactly the words he typed. And I'm like, oh, it clicked a light bulb. We 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. So it was really eye-opening. And, you know, 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. But if they don't understand it, a lot of times you're going to have them fighting it. And that is something that we hear a lot from, you know, people that come through key to key is like, how do I get my technicians on board? You know, 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. But that's not 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 technicianships. 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. It's big and you have that back area, you know, that this 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 attack training right frickin there, man. I think there's already a rack in there. Yeah, we put a rack in there. Oh, did you? Did you put one in there? Oh, good. Thank God.

Yeah. And so now that could turn into a, you know, clean it out. 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, that 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 him. Um a court side there or key to key there because you have you know we got two holiday ends right next to two of your stores there's just such an opportunity there so i love that trev said that and see now there's someone

that that you go okay this is a guy who's young he's been in the company a long time and 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 um and what you guys are doing so 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 um and and then we're going to take this you and i are going to take this to um and do court side or key-to-key and court side because you're ready. You are ready. It doesn't mean I'm going to quit coming down here for the nuances that happen constantly. But, oh, my God, I love that. That is the plan. Now you got it. I mean, I can do this in Boston. Charlie can hold programs in Boston for his entire team now with Bill. 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 that, hey, man, we got to make this thing happen. You know what I mean? It's happening here, baby. It's happening here. Invest in your superstars. That's it. I'm going to prick and turn this thing into not only my training center because it's set up for that, but I'm going to get. My hammer panel going out of here also. So anyway, food for thought. I love that. So anyway, I'll be quiet now. Love that. Yeah, I love that. Absolutely. And these players that are on our team, they love it. They love to train. I look at the VIP Racketag Day at 10-10 now and 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. You 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 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, they'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. And man, it is fire. Now, I wanted to pick Joe's brain. Well we got a little bit of time left um you know just a lot of people that,

uh 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 um, but then people are always asking like where do i start right 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 um 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, uh but my favorite two takeaways were um you know i was talking to this one guy who, he doesn't own a shop yet but he wants to uh get out of corporate america and, uh you know go open up a blue collar business 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, at the end of the two days, he's like, man,

it's really just like, do you want to put in the work? That's what he said. Straight up, he's like, wow, it's really boiled down to like, is the risk, like there's no risk. The only risk is if you're not willing to put in the work because he knows that he'd have to come in like Coupon, smart guy, and he'd have to freaking work for like six 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. But if you could control for that, if you could guarantee that you have Coupine or Glenn-level work ethic, it really is just absorb it, learn to speak language, and it's almost inevitable that you'll be successful. And my second favorite takeaway was the LinkedIn post I saw. And a gentleman who was at the training, He oversees a big, big operation.

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. 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 going to implement, you just got to go all in. And I recommend surrendering to it instead of trying to pick and choose where you're going to start. Matan had a great segment this weekend on 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, in my opinion, is to just start with the phones. Start with the take five. Practice on the phones. 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. And 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, 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 AutoShop Answers have, which is their revenue has doubled and their ticket average has doubled and their car counts up. They'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 six months go by pretty quick.

And it all starts with just having to take five and building a culture of training in your company. So yeah, I'll pause there and to back off. I want to add something too. The reality of this is an amazing reality. Joe will tell you, I told him this six years ago. I tell it all the time. 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. And 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 or 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. Yeah, it's no risk. And you can have that for the rest of your life. And the more you know, the less risk you have. There's no risk once you have this. Glenn 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. I can play in the NFL. I can be a top NFL player. But man, 40 years old, you're old in the NFL. When you think about that, that you have zero risks 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. I agree.

Um, yeah. So, um, 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. And, 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 eight of them. I mean, really, uh, 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 two or three of them that are off. And so the, the, the bays are a luxury um 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 i mean honestly and you know, i love two bays four lifts charlie shop 460 000 amazing let's go I mean,

that is absolutely amazing. And so anybody out there, when we go back and we think six years ago, four advisors, one iPhone, no speed rack, no tech metric, we barely just started MotoVisuals, right? We didn't have this. 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. Jones, you need to watch this video. And then we'd send them a link to a 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. You 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 going to 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. You will start to learn how we think. We had a guy that came through, actually two 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 the flight and I came down and you changed my life. And 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 Westerlin. 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. She'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. There 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 map. They are struggling. You have people that are struggling to make ends meet. You have people that, are just in a really, really bad spot and just one weekend can change their life. So if you're listening to this right now, Share. It with somebody. I know we're running over just a little bit, but I got to give a shout out to Autoshop Ministries, Devante, Joe Adams, doing our Autoshop Ministries podcast. Another, this is our second live Autoshop Ministries.

We had five people on Surrender. Boom! How awesome is that? 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 Devontae and his team and also listen to Joe Adams and Devontae Tidwell. They have their their podcast with Auto Shop Ministries, throughout the month, every Sunday, plus the live service simocast over at Quarterside, which was a lot of people there. It was really great. Big smile on my face. So anyway, I'll let you go. Thanks. And I want to add an additional note to what Glenn was saying about the gentleman who came to Key2Key without having to hear 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. And 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. And I feel obligated to do so. We got such an amazing team. Thank you once again, Todd, for helping us implement this concept of my family's business. And let's freaking go. We're having a sick month. It's July. We're pulling up the 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. Let'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 Westerlin at 925-980-8012 or visit autoshopanswers.com. You can get more information about Key to Key to Callbacks, 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. We offer leadership classes. We have an AI Academy and also get more information about auto shop callbacks. We have auto tech training. We are literally your one stop shop. Once again, that number for Todd Westerland is 925-980-8012.