Like The Show? Leave A Rating: https://ratethispodcast.com/successstory
About The Guest
Glenn Lundy is the host of the wildly popular Facebook Live show #RiseAndGrind and top Clubhouse group Breakfast with Champions. He’s been seen at places like Hustle and Grind Con, Grow Your Business For God’s Sake! and many more stages across the country. Glenn has been spotlighted on ABC, NBC, and CBS, and is an expert in dealership culture development, and leadership training.
With 20 years experience in the automotive industry, Glenn lead a dealership from 120 cars a month to an 800% increase in sales in five years, becoming the 2nd largest used car franchise in the country. His unique style makes him one of the most coveted GM’s in the business. Glenn has the unique ability to help identify the areas for growth in your store, and teach creative ways to invoke your dealerships spirit. With a background in sales, and finance, he uses his skill sets to create growth, as well as tapping into the mental side of human development.
- 11:24 — Landing in jail & hitting rock bottom.
- 20:25 — Finding yourself and spiritual enlightenment.
- 38:16 — Employee centric leadership strategy.
- 44:59 — Why is the morning so important?
- 55:21 — Fast 5 morning routine.
Podcast & Newsletter Sponsors
1. Hubspot Podcast Network
2. Quantum Metric — Customer Insights Software
https://quantummetric.com/podoffer (12 Days Free Insights — Code: Success)
Watch on YouTube
What is the Success Story Podcast?
On this podcast, you’ll find interviews, Q&A, keynote presentations & conversations on sales, marketing, business, startups and entrepreneurship.
The podcast is hosted by entrepreneur, business executive, author, educator & speaker, Scott D. Clary.
Scott will discuss some of the lessons he’s learned over his own career, as well as have candid interviews with execs, celebrities, notable figures and politicians. All who have achieved success through both wins and losses, to learn more about their life, their ideas and insights.
He sits down with leaders and mentors and unpacks their story to help pass those lessons onto others through both experiences and tactical strategy for business professionals, entrepreneurs and everyone in between.
Machine Generated Transcript
people, business, hubspot, dealership, scott, listening, ultimately, customers, life, sales, morning, day, speak, moved, called, car dealership, dad, morning routine, studying, employees
Scott, Scott D Clary, Glenn Lundy
Scott D Clary 00:00
Welcome to success story the most useful podcast in the world. I’m your host Scott D. Clary. The success story podcast is part of the HubSpot Podcast Network. The HubSpot Podcast Network is the audio destination for business professionals who seek the best education and inspiration on how to grow a business. HubSpot Podcast Network hosts act as on demand mentors to entrepreneurs, startups and scale ups through practical tips and inspirational stories listen, learn and grow with the HubSpot Podcast Network at hubspot.com/podcast network today my guest is Glenn Lundy. Glen is the host of the wildly popular Facebook Live show hashtag rise and grind and top clubhouse group breakfast of champions has been seen at places like the hustle and grind con grow your business for God’s sake and many more stages. internationally. He has been spotlighted on ABC, NBC and CBS and is an expert in sales and business culture development and leadership training. He has 20 years experience in the automotive industry. He led a dealership from 120 cars a month to an 800% increase in sales and five years becoming the second largest car franchise in the country. His unique style makes him one of the most coveted gems in the business. But he does much more than that. He has a unique ability to identify areas of growth in businesses, not just in automotive teach creative ways to invoke a spirit, a culture a sense of pride and belonging in an organization. He has a background in sales finance, he uses his skill sets to create growth as well as taps into the mental and psychological side of human development. What did we speak about? So we spoke about his humble beginnings he has a very, very impressive story. It was not always easy for him. We speak about him reaching the epitome of success, losing it all and building himself back up. We speak about morning routines. We speak about accountability. We speak about cultures of leadership and development. We speak about the importance of gratitude in your life. We speak about living the best version of yourself. We speak about some entrepreneurship lessons we also speak about when he was homeless and he attempted suicide at its very lowest point to now where he speaks globally on sales, marketing, business, leadership culture, as well as some mental and psychological hacks you can use to unlock potential in yourself in any career, any industry. I’m really happy we had the chance to sit together and just dive into his story because there’s so many lessons that we pulled out of that so I’ll let him go into detail. I didn’t go into depth this is Glenn
Glenn Lundy 02:22
Lundy. Thank you for teaching me what not to do and who not to be 20 year old me knew everything and 20 year old me made every mistake you could possibly think of
Scott D Clary 02:45
Welcome to success story. I’m your host Scott D. Clary, and today my guest is Glen Lundy. He is a husband to one a father to eight. He’s the host of the wildly popular Facebook Live show rise and grind and a top clubhouse group host breakfast with champions. He has over 20 years of automotive experience where he led a dealership from 120 cars a month to an 800% increase in sales in five years becoming the second largest car used car franchise in the country. His unique style made him one of the most coveted gems in the business. This was his backstory that he built out before he eventually started rising grind and breakfast with Campion’s Glenn has a unique ability to identify areas of growth in sales organizations and in people. And that’s what he teaches entrepreneurs side hustlers, executives, he’s been spotlight on ABC, NBC, CBS, he speaks with, of course, car dealerships, but also just businesses on sales, culture development, leadership training, Glenn, I really appreciate you taking the time. I’m excited to go into your origin story. Unpack your car dealership your before the car dealership, and then the stuff you’re working on now. So walk me back, man.
Glenn Lundy 04:03
Where did you where’d you come from? Oh, my goodness. That’s a loaded question, Scott. I’m just very, very thankful to be here, by the way, and I appreciate you sharing this space and time. With me. It really means the world to me. And yeah, so as far as going back, I mean, how far back you want to go. I mean, no cats got Let’s go. Let’s go. So what are we talking about? So, so born or raised? Yeah, you know? Yeah, man. I do come from military upbringing. My dad was in the, in the army. My mom, in that sense in the army. And what’s interesting about their relationship is my dad is black. My mom is white. And this was back in, you know, the early 70s, late 60s Just after Martin Luther King was assassinated. And so it was very taboo for them to be in this relationship. And what was crazy about it, Scott is they Men in the military, my dad was in the army. He played basketball for the Army for 13 years. And my mom, her dad, my grandfather was the commander. So my dad was actually a soldier and his commander was my grandpa and I just a picture. Back in the day, I imagined him walking up to my grandpa back in the late 60s, early 70s, saying, Hey, can I have your daughter’s hand in marriage and my grandpa probably having a stroke, behind the scenes, but it was an interesting situation. And that’s, that’s what we were born into my sister and I, and my parents stayed together. It was a very, my mom was kind of our Savior in our safe place. And my dad was very military. And he was very strict. And he was very, I don’t say violent, because that wasn’t necessarily the right word. But he definitely had a heavy hand and a heavy belt, if that makes sense. And, and he was really rough on my mom as well. And so we grew up in a home where I had to ask to have a drink of water. Had to ask to use the restroom. I had to ask to take a shower. If dad had his honey roasted peanuts, which were so good planters, honey, roasted peanuts, like it would take it took all the courage of the world to ask dad for some of his honey roasted peanuts. And then once you once you asked and he said yes, if you asked again, he would have told you, you know, hey, you should have gotten all that you wanted on the first graph. Why are you asking again, like he just was an ale on so many things for no reason whatsoever, man. And so luckily, my mom decided that she had had enough when we were 11 years old. And so my parents got divorced. And this word got really interesting Scott, so my dad, who’s black remain, he got remarried, he made a black woman and my mom being white, and then she remade and married a white dude. And my mom and her husband moved into Greenlaw garden apartments at 2600 East Seventh Avenue apartment number 28 in Flagstaff, Arizona. My dad and his new wife moved into Greenlaw garden apartments 2600, East Seventh Avenue apartment number 30. And she had four kids of her own. So all of a sudden, here’s my mom in the all white household. And here’s my dad and the all black household, two doors down from one another. And Scott, every stereotype you could think why did they do that? Because it was low income, like it was low income housing, it was one of the only low income apartment complexes in the area. And the lady that was the landlord of the place was a friend, a mutual friend of both of them. And so she was able to get them moved up the list, get them into these apartments, they were two doors down from one another. And the sky was crazy. Every stereotype you could think of existed in these houses. Dad’s house was straight up like collard greens, Motown music, fried chicken, that TV in every room sports on everything. Well, every channel, hip hop music, rap music, gospel music, like every stereotype you could think of existed over and dad’s house. And then mom’s house was country music, rock and roll person on the couch, like read the book, all quiet. And they used to hang out at the bowling alley and play like poker, like it was just crazy man. And, and so I grew up in between these two cultures, right? Very different cultures. And, you know, my mom was really serious about, Hey, your dad has you every other weekend. And so dad’s house was this three bedroom apartment with eight kids in it ultimately, because his new wife had for me and my sister Plus, they had two more together. Our house was just me and my sister. So we had our own rooms in mom’s house. We slept on the floor over at dad’s house, but they made us go mom would be like, pack your stuff. It’s Friday at five o’clock, we’d have to carry a suitcase two doors over and go stay at dads and sleep on the floor. Right? But so she was like, hey, if your dad lived across town, that’s what you would do. So you’re gonna do the same thing here. And it was really interesting Scott cuz I had a lot of trouble identity wise in those years. Because I didn’t really know like, my skin was too dark to be considered white. My skin was too light to be considered black. And I didn’t really fit anywhere. Plus, I was growing up with these kind of two cultures. And so I started getting into a lot of trouble. I became a chameleon of sorts and And basically, whoever I was around, I would become that, right. So if I was hanging out with cowboys, I was a cowboy. But I was hanging out with the bikers, I was biker, as black folks as black as white folks, I was like I was with Hispanics. I was, it’s bad. But it didn’t, it didn’t matter, whoever I was hanging out with. And that ultimately led me like having no idea of my own identity led me to just get into a lot of trouble, man, I was always a good student, super smart, like I could get good grades. And so school was easy. But outside of that, I really had a lot of a lot of issues and a lot of problems, just getting in trouble, you know, in a whole lot of ways. So that kind of that’s kind of how I how I grew up up until my you know, until off into college and into my 20s. So what So what did you carry with that? What was what were some of the things from that upbringing that you brought into your career, and you can pick a point and maybe try and think we can think through together? Like, when when you were when you were coming out of college, and you just killed it in sales? Why did you even go into sales? What What was the career process? When did you mature? How was how does your life evolved to the point where you didn’t have these like, personal issues? Or these personality issues? Are these in your stronger in your convictions? I’m assuming that’s something that sort of matured over your life. Yeah, definitely came much, much later. So in college, I still had those issues. And as part of my identity issues, I also had a, I was very Darwinistic in nature, right? I was I was a science person, I loved the theory of evolution. And I was all about like, it was me against you, in every situation. If I could get over on you, that’s great. We’re just mind and body there is no spiritual element to us. There’s no long term consequences. And that was really how I lived my life. And so going into college, I met a girl introduced myself, her and I hooked up mixing me she was pregnant. I was like, whoa, okay, this happened really fast. And so I dropped out of college and pursued a career at a place called sterner incline, which they was a call center. And we were calling people that were canceling their America Online accounts, and calling them and giving them six months of free AOL to get back. And so I realized in that stage that I had a mouthpiece and I had a gift of influence, I had the ability to sell, I quickly moved up the ranks in that particular endeavor. And then I saw an ad in the newspaper that said, make $5,000 a month guarantee. It turned out to be a car dealership. And so I went there. And again, gifted mouthpiece was great. And because I had this ability to be a chameleon, I really could connect with my customers in a very unique way, right? I became someone that they knew and trusted and could have those conversations. And so my career went really rapidly in the auto industry, but my Darwinistic mindset, my lack of self identity, and those things combined to where my life outside of work was a disaster. So I was working, you know, eight in the morning till nine at night, then when I’d get off and go out drinking and chasing girls and doing whatever partying and drugging and all of those things, my girlfriend, and I, my daughter’s mom and I, we split up. And ultimately, when my daughter was six years old, I lost custody of my my six year old little girl. And when that happened, Scott, that’s when things really started to change for me. Not in a good way, though. Like at that point in time, I blamed everyone else for everything negative in my life. I was the victim. It was everyone else’s fault. And so I ended up quitting my job packing up everything, and I left the state of Arizona, and I traveled around I played poker for a living for a while in Las Vegas. I lived in Southern California for a little while parts of Los Angeles and Long Beach and worked my way down to Orange County, California, and ultimately down to San Diego, burning bridges all the way along the way row like every bridge I could burn, got burned and ultimately, I looked around one day I woke up and I was in San Diego, California on the beaches surrounded by these beautiful, beautiful homes, and I was homeless pain. I had run out of money. I had bad credit. I had burned every bridge. I didn’t have any friends that I could count on. My parents were no longer comfortable with me coming home because I was in and out of jail all the time. Like it was rough. I didn’t know this was Not in the bio on the website, man. This was well, you know, I like to really focus on how I can add value to people now. That person that I that I was is not who I am I’ve learned so much from it and so I’m now thankful and grateful I survived that. But But yeah, man just that was like news fancy free lifestyle, you know? Yeah. So that was that was the beaches San Diego that’s rock and and just helped me frame it because you had obviously wild success in car sales. Was that before rock bottom? Or did you I say rock bottom and just as a way of reference, but was that before that point in San Diego? Or did you go back into sales after Sandy Beach? Oh, so in the auto industry, I moved up quick, right? I go into sales to a sales manager to a finance manager to gsm. So I moved up quick in in the auto world. But again, my life kind of outside was falling apart. And so I left and blamed the auto industry for a lot of my problems. So I just decided the industry sucks. I don’t want anything to do with it. Yes, I’m good at it. But I’m out. Right, I’m 100% out. And that’s when I went to pursue all these other endeavors. That led me to homelessness. And, and Scott, I’ll share with you there was so when I was homeless. Like the worst part about homelessness, people think the worst part is you have no money, you have nowhere to live. You know, things like that. But really the worst part about homelessness is, over time you start to become invisible. And so my days were the same, right? There was a bus that ran 24 hours I’d sleep on the bus wake up 6am get off the bus at the depot, walk around, look for change, get enough change for a sandwich at I used to go to McDonald’s get a sausage McMuffin with egg every day. And so I need that and then I’d spend the rest of the day looking for change that to get back on the bus, right. And as you are homeless longer, you start to blend and people don’t want to make eye contact with you. They don’t know if you’re gonna mug them or you’re gonna ask them for money or guilt them or shame them or whatever. And so they start to look above you and around you and no one says your name and you just start to become invisible, you start to blend with the background. And so that invisible illness led me to like homelessness became hopelessness, right. And the hopelessness became a deep depression. And the deep depression became suicidal thoughts. And the suicidal thoughts ultimately became a suicide attempt, where I attempted to take my own life in the Pacific Ocean, just off the cliffs of La Jolla, California. And in that, I, my plan was just swim out as far as I could, and I wouldn’t be able to come back, right, I wouldn’t be able to make it back in. I’m not a good swimmer, just like the stereotypes. Like, I’m not a very good swimmer at all. And so I thought that that would be a good way to do that. And so I attempted, and thankfully, the tide was coming in as I was trying to swim out. And I was such terrible swimmer, that ultimately I never made it out past the tide, and I got washed back up on the beach. And as I was laying on the beach, looking up at the stars, realizing the the tremendous hugeness of the universe, all of a sudden, my problems became really small. And I realized something Scott, I realized that in every situation in every city that I had been in with different friends around me in different environments, the result was always the same. And that was a big deal for me, because I was like, wait a minute, if everything around me keeps changing, but the result stays the same. Maybe I’m not a victim, to everything that’s going on in my life. But maybe I’m actually the catalyst of all of the things that are going on in my life. And so once I had that realization, like you take yourself wherever you go type moment. That’s when it started to shift for me and I started to go Okay, wait a minute. If I’m the catalyst of all things negative, does that mean that I can be the catalyst for positive things in my life? Is that what that means? And so from there, I am a student, I have no problem studying. Like I said, school was always easy for me. And so I started studying. Like, in order to figure out who you are, you have to figure out where you come from. Right. So I started studying my ancestry I started studying I Scientology I spent six months in Scientology getting to know the subconscious mind and the conscious mind I started studying all of these things. And ultimately, I, I ended up on this path where Wait a minute, maybe we’re not to the mind and body, but maybe we’re 3d mind, body and spirit. And so that led me to start studying Buddhism, Catholicism, all these different religions, and ultimately, through Christianity through studying Jesus, I found my path to spiritual enlightenment, and an understanding that there’s three dimensions to this thing called life not to. And that was the biggest shift for me, Scott, that was that that’s when I started to take responsibility for my own actions. And so fast forward, I ended up moving to Kentucky, I met my wife, I shook her hand, I introduced myself, and she got pregnant. And I was like, wait a minute, here we are, again, I remember, this isn’t happening months before a decade ago. And I’m not about to go down the same path that I went on before. And so I decided I was going to go back into automotive, because I was good at that. But this time, I was going to make a positive impact on the industry, versus allowing the industry to make a negative impact on me and my family. And so that was the motivation. So I got back into the industry 13 years ago. Now back when I was 30 years old, after taking a couple years off, I went back in in that small store and parents Kentucky, that was able to do some tremendous things and continue to this day to be able to make an impact on the industry nationwide. Amazing, amazing story. Glenn, thank you for breaking that down. And you You made it sound like you. You didn’t have that much of a story to tell at the beginning. I thought we were gonna gloss over everything. But that’s that’s incredibly powerful story. How did you and then Okay, so now that you’ve you know, refound yourself, you’re more of a whole person now. And you’re succeeding.
Scott D Clary 21:56
What’s, what’s the current iteration of Glenn? How did that more from, I guess the 800% increase in sales at a Kentucky car dealership to speaking evangelizing rising grind podcast, personal brand? How did that transformation happen?
Glenn Lundy 22:14
Yeah, so it’s interesting when you hit certain moments of your life, the the gratitude that comes from additional moments, right. So now that I’m on this side, I feel very grateful to have the opportunity to make a difference and to make an impact. And at the same time, I feel an obligation and a responsibility to do so. In so when I first went into the dealership there, it was important to me that we took that dealership to the top, which I did. And we took that dealership to the top by the owner, Josh Cummins, and myself, and just an incredible team of people pouring into humans, making better humans, not better salespeople, better humans, all around, people that were rising earlier, taking care of obligations at home being better husbands and wives being better brothers and sisters being members of better outstanding members of the community taking care of their health, right? We taught people life skills, not just job skills, managing your money, right, all of these things. And so it was incredibly important to me, that we develop the humans because the industry itself usually does the opposite. It usually tears humans apart, it tears relationships apart, so on and so forth. And so now I’m just on this path where I feel it’s like a pay it forward type thing. So I feel that it is my role and responsibility to help people change the way they start their day, and ultimately level up in the seven main areas of their life, right faith, fitness, finances, their friends, their families, their careers, and ultimately how they feel about themselves, right their mindset. And so the vessel that I do that in continues to change, the mission stays the same. For a while it was in the dealership, then we then it outgrew that. And then it was on the internet with a morning show called Rising grind. And then it kind of outgrew that. And it became stages and events and things like clubhouse where we do breakfast with champions and traveling all over the world, right? Like it continues to expand. And so the vessel changes now I’m an entrepreneur now Oh, no business, those types of things. The vessel changes, but the mission stays the same. If that makes sense.
Scott D Clary 24:49
Does it makes a lot of sense. Let’s Let’s speak about and unpack the the first iteration of the strategy that you use to upskill and uplevel those people in the dealership, because obviously it’s evolved. And I want to understand how it’s evolved. But I also want to just speak about, like the very, very basics like the grassroots of that Id X, I think it’s important and it obviously was successful. So let’s talk about what sales traditionally is in car dealerships. And let’s talk about what you made it.
Glenn Lundy 25:20
Yeah, definitely. So the auto industry at large is an industry where you did not have to be integral, you did not have to even be excellent, you did not even have to be good to be able to make turn a profit. So back in the day, everything was very regional. If you had a dealership located in an area that people drove by, you were going to sell some guards and you were going to make some money. And for the longest time, it was the hiring process was filled with many underhanded CD people. Just because the way the industry was built, it was built where like, we need you there from 7am till eight o’clock at night, seven days a week, right. So what kind of person do you have to be to be able to be at work seven o’clock in the morning until eight o’clock at night, seven days a week? Well, you’re probably not much of a family, man or woman, you probably have some type of outside influence to keep your energy levels up. Right. And, and you probably drink your sorrows away, because there’s there’s these empty voids that come along with that. And so it attracted a certain type of, of human. And regretfully, we still deal with the ramifications of that today. And even though the industry is evolving rapidly and tremendously. And so going in, it was important to me that we like literally I wrote a mission statement in my team, we read it together every single day. And the statement said, I am on a mission to eradicate the negative stigmas associated with the car business. I can do this by making people feel special feel important and feel like they’re the only one, I will offer an experience that will exceed my customers expectations today, tomorrow, and in the future, I will not just sell cars, I will create fans. And so we created a culture and an environment around that. I wouldn’t hire anyone with more than two years experience. I wanted people that were brand new into the business or zero experience so that ultimately we could cultivate them and shape them the way that we want it to not based on previous bad habits. And we brought people into this inclusive environment. Scott, it was very important to me that we put people first. Our our people first, our customers second and our profits third. So all decisions were made in that order, right? If it makes sense for our people, if we’re gonna elevate our people, then the answer was yes. Customers, you know, they always say customers always right, we didn’t believe that our employees were always right first, right, unless we found out they were wrong. But we always trusted our employees and stood behind them before any other customer because they were the most important. And I follow this lead process that I’ll share with you and then I’ll share with everybody listening. This is a really powerful acronym that I put together and it really made a big difference for us. So the word lead is spelled L E A D D, right Lea DD now some of you are listening going. But I’m going to break down why it’s Lea Dee Dee, I’m gonna break that down for you right now. Alright, so the L in lead stands for listen. You have two ears and one mouth for a reason. I know your mama told you this, you should listen twice as much as you speak. Right? So we very much had this mindset as leaders in the organization that we were always going to listen twice as much as we spoke, we always made sure that our employees felt seen, heard and significant. That comes through listening. And by listening we were able to tap into not just why they were there, but who they were what mattered in their lives. What problems do they have outside of work, so on and so forth? Right? So listening was the first key to great leadership in the dealership and involving our people. The E in LEED stands for encourage, as we were listening to our people, we weren’t listening to defend. We weren’t listening to object. We weren’t listening to overrule. We were listening, trying to find opportunities to encourage the behaviors we wanted to see more of, and the greatness that exists inside each of these individuals. Right? So we would always, for example, in a meeting, every single meeting that we had started off by listening, letting our people speak first, and then we would encourage we would celebrate if somebody’s got a great review, we would celebrate If somebody took care of a customer in the way that we wanted to, we would celebrate anytime they sold a car or, or did Bill, any of those things picked up trash in the parking lot we would celebrate. So every meeting started with listening and then encouraging. Now, most managers that I know, they start every meeting with the A in lead, which is advice. So most managers just want to go in and tell people what to do smack on the butt and send them on their way, right? Here’s the new here’s a good wrong, here’s why you’re stuck. Here’s where you can get it right now get out of here, right? That’s the typical meeting, especially in the auto industry. So we start by listening, then we encourage. Now when you do that, you’ve now earned the right to advise. See, I’ll take advice from someone who listens to me and encourages me, I will totally 100% do that. I won’t necessarily take advice just at face value from anybody, like see me first make me feel important that I’ll listen to you. So we listen, we encourage we advise, and then we develop the DNA. LEED stands for develop, please, please, please, everyone listening here, please do not advise people and then not take the time to develop them, telling someone what to do, and then taking the time to actually show them how to do it. Two completely different processes. You can have all the knowledge wisdom in the world, and you can share it right. And then you’re not going to move anybody’s life forward unless you take the time to really develop them. Right? Give them teach them to fish as they say, right, develop that. And then the last D and D in lead A stands for daily. You need to do these things every single day, not just on Saturday in the meeting, not just when the cameras are on every single day. So we listen, encourage, advise and develop and we do it daily. And Scott, I’ll tell you, this works with your spouse, this works with your children. This works with employees, this works with prospects that you’re looking to close a deal. This works in every situation humanly possible. If you listen, encourage, advise and develop if you make that your mantra, and that’s what you do. You will go incredibly far you’ll have incredible success. And you’ll help develop everyone that comes behind you.
Scott D Clary 32:24
Just want to take a second and thank the sponsor of today’s episode, HubSpot. HubSpot is a CRM platform that is easy to implement, and is even easier to get your team to adopt and ask anybody that’s implemented new technology in a company, the biggest issue is not finding it or buying it. It’s getting your team and your company to actually use it and adopt it. And when it’s a piece, like a CRM, one of the most critical pieces of your business infrastructure and your tech stack, if people don’t adopt it and use it, that means you’re getting incomplete data, you’re getting missing data, you’re getting garbage data, it could impact quite literally everybody in your company as well as it could negatively impact your customers and your revenue. So how does HubSpot solve for this with their CRM platform, there’s two components that they focus on that allow for organizational wide adoption. This is the contact timeline as well as the mobile app. So the contact timeline gives a historical context for all of the data that is associated with a certain contact in the CRM. That means that anybody across the organization can see all the actions and all the interactions that have taken place against that particular contact. You can also use that timeline to make calls to these contacts, enroll them in sequences, put them into marketing or sales campaigns, schedule a meeting open tickets, the historical timeline makes it easy to take action as well as to track the action that’s been taken against all of your contacts. And it’s not a pain to enter the information, which means that it doesn’t take somebody a long time to put in great data, which can again positively impact your whole company. The second piece is the access from anywhere meaning if I have a phone and I’m on the road, the world’s opening up a little bit more now people are traveling again, I can use the HubSpot app to access my CRM anywhere on the go on the fly doesn’t matter. So I have complete access to the CRM. I have access to my spreadsheets, my calendars, my notebooks, all of my contacts. I can send messages across my team with the HubSpot keyboard. I can access my contacts, call them through the HubSpot app, I can take quick notes, I can take contact information. I can all log it into my HubSpot app so that I can pull it up later on my desktop when I’m back at home. It’s simple. It’s intuitive. It’s meant to make it easy, frictionless so that your team sees the value in properly using the CRM to the fullest of its capabilities and gives them the tools and the tag to allow them to do it without spending too much time and causing them more headache. The best thing about HubSpot is that it can be set up for any size of business and it will scale with you if you’re just starting out, you can take advantage of certain features. And then as you scale your business, you’ll notice that HubSpot will support almost anything you need as you grow. So if you do want to learn how to scale your business without scaling complexity, go to hubspot.com. I just want to take a second and thank the sponsor of today’s episode quantum metrics. So what quantum metric is going to do is it’s going to allow you to develop a single source of customer centric truth that can help you understand how to position your products, how to sell to your customers, because anyone is a digital leader who wants to understand your customers better, it should be 100% of you, you should want to understand the customer experience when they hit your website. And then you also want to understand not just your customers, but who else in the world is having similar experiences. And how can you use that information to make informed decisions about how your business moves forward, we are gearing up for an unprecedented 2021 ecommerce season, ecommerce sales are expected to exceed 2020 benchmarks Even though COVID is lightening up consumer behavior has changed forever. And with quantum metric, you can prepare yourself to capture every single customer revenue opportunity. So their unique approach to the digital experience that the customer has while engaging with your brand helps top retailers e commerce outlets quickly identify and prioritize large and small revenue opportunities and they keep customers coming back. So everything from page hits, mouse movements, scrolling, typing out of the box interactions that you couldn’t even think of various events, API calls literally everything. They quantify that data, and they present it to you so that you can use that data to make informed decisions about how customers interact with your brand online. So if you want to reduce customer friction, if you want to increase conversions, drive more revenue, optimize user experience, personalize the shopping experience for all of your customers, go visit quantum metric.com/pod offer that’s quantum metric comm slash pot offer and go see if you qualify for the 12 days of insights offer using the code success, the 12 days of insight offer gives you 12 days of access to the quantum metric platform with a bespoke insight report that will help you identify where customers are struggling and engaging with your online experience and your digital product. Some restrictions apply. But for the majority of people go to quantum metric comm slash pot offer enter the code success and you will be able to receive their 12 days of insights offer get ready to understand your customers with intimate detail. They can optimize experience and revenue and give your customers an overall much more pleasant experience when they hit your site. Alright, let’s get back to the show. And this is just I had no idea. This was the strategy that you implemented to grow the dealership and I’m very happy that we dove into this. Because you just highlighted the fact that this the I’m going to say in air quotes a sales strategy that allowed you to grow the newsroom was not a sales strategy at all. It was it was a it was a very empathetic, self aware, you know, employee centric
Glenn Lundy 38:16
leadership strategy. And you just took this, I don’t know where I don’t know how you came up with this. We didn’t even go into that because that’s incredibly impressive, but you just took this you transplanted into an industry that is honestly known for just horrible salespeople, and so horrible sales practices and you just like, you know, you see, you see that the stuff that you just mentioned, you’ll see maybe this in very forward thinking Silicon Valley venture backed startups, you know, with a kombucha and the dog in the office and the ping pong table whatnot, but you don’t see it in traditional industries as much right? And right and it’s just incredible like how you can take that and apply it to any business and you see the results so my my question to you is where did where did this come from? Because because you didn’t have this when you were killing it in the car dealership and you were making money and you were going out drinking at night you didn’t have this mindset for sure. I know you didn’t but then also to speak to Cummings when you when you started working at this place in Kentucky and you convinced him that this was going to be the strategy that you’re going to implement he probably looked at you look at three heads and said no we just got to go poach the top seller from you know from Toyota from poor us I don’t know what type of car dealership it was but we got to get the top seller and bring bring them over here so sir even how’d you how’d you think of the strategy and how did you how did you convince convinced this dealership to take it on? So a couple things the universe aligned beautifully. So Josh Cummins and his brother dusty had just bought the dealership. 11 days before I started working there. They had just bought it from their dad. And Josh is incredibly forward thinking incredibly empathetic is the picture perfect servant leader. Now that term servant leader gets thrown around a lot. So I want to make sure to define it for all of those that are listening. A servant leader is not someone who says, Oh, I’ll do anything. If people you know, somebody asked me, I’m willing to do anything that’s not a servant leader, a servant leader is someone who seeks opportunities to serve. And so Josh would always seek opportunities to serve, including me, I mean, the guy but other than wash my feet, he basically washed my feet, right. He was just an early servant leader. And so I learned a lot from him about what servant leadership looked like. And he was a forward thinking human. And so together, we really had some great synergies, I was more charismatic, I was more face of the dealership, I was more rally, the troops motivate, inspire that type of thing. And he was more like analytics and back end type thing. But ultimately a servant leader through and through. And so together, it made a pretty incredible force. And at one point, I sat down and I wrote down all of the things that I hated about being an employee in a car dealership, from the old dealership I worked at. And then we also wrote down a list of all things that the consumer hated about buying a car from the typical dealership. And once we had that list, Scott, it really was as easy as doing 180 degree opposite of everything that on that was on that list. Just do exactly this incredible leadership moment, just take a car dealership and do the opposite. And you have the epitome of good leadership. Oh, that’s funny, exactly where it came from. So once we had that list, you know, Josh, and all worked together to cultivate a team of incredible humans and really pour into them. And Josh was just very, he saw something in me that most people didn’t. And so he trusted me to make good decisions when it came to the, to the store. Now when it came to like numbers and certain strategies that way, they look at me, like, you know, at three eyes sometimes. But after our first year where we had we increase from selling 120 to like 240, which they had never done in 50 plus years. And then the second year, we started selling 300 a month, and the third year, we were up in the fours and the fives. And I remember in 2016, we sold in 2016, we sold 7500 cars, enough, sorry, we sold 6000 cars in 2016 6000 cars that year. And up till that point, every time I’d set a goal or a target, they’d look at me like I was crazy. But once we hit the 6000 target, they immediately were like, so good. What’s next? Right now they live the lever? The average what is the average dealership close it just to put it in your average dealership will sell roughly between 12 115 100 cars a year? So you almost 5x An average dealership? Yeah. And then we took it further than that to we, my best month was March of 2018. We sold 1043 cards in 47 business days, in a tiny little town population 9600 people. Wow. So you’re doing something right. And I don’t think everybody had seven cars or eight cars. So you’re figuring that something was working. Very good. Culture, every single salesperson on the floor sold at least one car a day, every day that they were at work, which the national average is they say that your salesperson should sell 10 cars a month, which is one car every three days. And I thought that was just nonsense got I’m like, You’re gonna take people away from their families, you’re gonna make them work 70 hours a week, you’re going to naturally them properly, you’re going to do all of these things. And you’re going to make them more two out of every three days for free. Like in my culture, that’s called slavery bridle when you make people work for free from them from sunrise to sunset. And so we changed that right away, we took on the responsibility as the leaders to make sure to create an environment where every salesperson could sell at least one car every day while they were at work. We took that very, very seriously. And we were able to shift the shift the culture, so we’re not only were we able to put up numbers that put us in the top 5% of all dealerships in the nation, but we were able to do it with a smaller staff, then 99% of the dealerships in the country. Amazing. Very, very impressive. Okay. So this is this is the this is the fundamentals that I’m assuming are some of the things that you’d speak and teach now. They were sort of formed at this dealership. So let’s let’s keep going down down the Glen. Glen lifeline. What’s what’s the next piece of the story? Why is there so many themes around morning? I see that rising grind. I see morning. I see a whole bunch of morning. So let’s let’s talk about that. And maybe you know, we can talk about some of the stuff you’re working on now. Yeah, until To the man. So, again, I am a student. And I’ve studied success across the board on all the levels. I’ve studied the most successful humans on the planet. And in my studies, what I found was a common beam, a pattern, right? All, all tremendously successful humans have some sort of morning routine that taps into mind, body and spirit every single day. If you can look them up, look up any successful human look up their morning routine. And you’ll find that they had a consistent, steady, repeatable morning routine that tapped into those three things, right mind, body, and spirit. And so once I discovered that I was implementing in my own life, trying to figure out a good solid morning routine that would work for me. And so I would try, you know, Tony Robbins says, take a cold shower, I’m taking cold showers. I’m like, this sucks, bro. It was our thing. Like, that’s not for me, right? But I’m trying out all these different things and trying to figure out what works. And ultimately, I found a simple five step system. That worked incredibly for me, that is backed by science, and, and it transformed, you know, my life and life for my family. And so once I figured that out, I started teaching it at the dealership to all of my, you know, employees. And I started to notice transformations in their life, too, right? Success leaves clues. And so bottom line is if you change the way you start your day, it’ll make a massive impact in your life. And so, rising grind is that me helping people change the way they start their day with motivation, education, inspiration, breakfast with champions, is that all of those things fall in line, because I have found that for me, personally, the way that I can make the longest, most impact, the longest lasting impact in someone else’s life, is to help change the way they start their day. But here’s what’s interesting, Scott, when I go into businesses, we started the exact same place. Soon as I go into a dealership or consulting or to do some work with any other business outside of VA automotive, one of the first questions I asked the owners is, what does the day start? Like? What does it look like in your office at the beginning of the day, and typically what I get is, so and so trickles in a little bit late. Some people come in a little bit early, they go to the watercooler they go grab their energy breaks, they talk about breakfast, there’s all these things that happened in the morning, that that caused most businesses to get to come off on the slow start, they get out of the gate, slow. And then as productivity increases as you hit 10, o’clock, and 11 o’clock, and so on, and so forth. But what I found is if we can create the perfect morning routine in your business, we can now speed up your productivity levels, pick up a couple extra hours of productivity today, your employees are happier, your culture is better. And our bottom lines tend to rise our net rise just by simply focusing there. So that’s one of the things I go right out the gate that always shocked some of these CEOs, when I go in and they want to talk about some strategies. And I’m like, Okay, how does the day start? They’re like, what I’m like, that’s where we’re gonna start. We’re gonna change the way you start today. You’ll see massive results in your business. It’s crazy. So So walk so which one do you want to go into cuz I want to get one one or one or the other? You do personal day start we could do business day start? Which one is the which one is the one you like to go into the most? And obviously, people can go, you know? Yeah, where do you talk about do you have a book out or something like this? Or is this just like a new podcast? Like is woven in between all the other stuff? Yeah, I do. I have a free ebook that anyone can go download. And I don’t know this. I’m I’m genuinely asking because I have no clue. So good morning, the morning five.com. The Morning, morning, and then it’s the number five so the morning five.com. You can download a free ebook, read it in less than an hour and it breaks down the five simple steps to an extraordinary life of my personal morning routine. Are they similar? The personal morning routine and the business morning routine? Yeah, let me break it down for you read through it. I’ve actually already given you the business one, I gave it to you earlier. So the business one we follow the lead process. Okay, so we have a morning meeting every single day. And I don’t care if you’re a small business and you have three employees or your massive business that has 1000 we have a morning meeting every single day. And in the morning meeting, we follow the lead process. We listen. And here’s how we do that. The leader should be the first one in the room, not the last. I can’t tell you how many organizations will tell everyone we have a meeting you got to be there at 830 and then they walk in at 829 and a half. Clearly, that’s not a priority to you. You should be the first one in the room. We set the tone with some great upbeat music. I suggest using instrumental music nothing with words because words can in influence people’s frequencies and behaviors, heavy metal, heavy rap, anything like that, dude, I’m a fan of all music, there’s a time and a place for that 830 in the morning is not the time that you should be rocking, you know, some hardcore AC DC. If you want your people to go out and take care of your customers going forward, I’m just saying they’re influenced by those things. So we play some good upbeat music, preferably instrumental or some type of motivational video to set the tone. And you as the leader should be walking the room as people that are arriving, your high five and you’re walking in the room and really all you’re doing is listening. I want to find out if Scott’s grandma’s sick and he’s worried about that. I want to find out if John and his girlfriend got into an argument last night, I want to find out if Susie and Amy were out at the bar till three o’clock in the morning, drinking last night now they’re hungover and we need to handle that. Right. I want to find out those things also want to find out what they care about. What are they talking about in the news? Are they watching the news first thing in the morning that they shouldn’t be? I want to find out all those things. So I’ve worked the room with my ears so that I can learn more about my people. Right? So that’s the Listen process that we encourage first thing in the meeting in front of all your peers we celebrate yay, Scott. Great job, man. You’re doing an awesome job. We’re so proud of you, Scott. Right we celebrate. We encourage them we immediately go into advise. Hey, Scott, I noticed you were supposed to pull the handles on the lot yesterday I checked a couple handles they weren’t cool, bro. Is everything okay? Is there maybe something you misunderstood about that process? Nah, man, I just frickin space. Okay, well, Scott, you know, keep in mind this our house and keep plays together. We love you. We love what you do for the company, you’re totally an asset. You just stay on top of your stop. You’re damn right. Like we can do that in front of as long as we’ve listened and encouraged first, then we go into advice. We use that space to advise people on the areas of opportunity and develop our of opportunity and development. And then we go into development. So that meeting that morning meeting every single day, your your employee should walk out of there knowing something they didn’t know when they walked in. Too often we hold these meetings. They’re not planned, but they’re not thought up. We’re like, oh, okay, guys, go out there and do a good job. Now. Teach me something and I will keep coming back for more. And then do it daily, you will change the way you start today in your business. Amazing. And then and then for the personnel. You mentioned even just one thing that you said people shouldn’t be watching the news. What are the Fast Five things that people should do in the morning to make that morning routine? purposeful and impactful? Never hit the snooze button. Number one. There’s a ton of science behind this snooze button. Right now. Okay. It’s noon. That means the devil Scott, I’m sorry. I know. And I don’t I don’t I will. Actually, that’s not. I try not to I’m like 90% Good. Okay, good. Good. Good. Yeah, the snooze button is a liar. It sells you 10 extra minutes of sleep. But you’re actually going to go into another sleep cycle. If you learn anything about circadian rhythms, you’ll actually go into another sleep cycle this why so many people have to have coffee and energy drinks first thing in the morning, because they’re snoozing. And then they’re waking up while their body is going through a whole nother sleep cycle. So even though you’re walking awake, your body’s going to go through that rhythm no matter what, there’s nothing you can do about it. And so this news sells you 10 more minutes tells you you’re going to be more rested, but actually makes you more tired. But x 99 in 90 minutes to two and a half out crazy, right? So it’s news to the devil. No snooze. Number two, no phone first thing in the morning. Do not touch your phone. The we have gotten so connected and addicted to these things. There’s nothing in there, man, that’s going to be positive first thing in the morning, I promise you’re going to get some piece of bad news, you’re gonna have an email you need to follow up with, you’re going to get a notification, there’s going to be violence, there’s going to be division, there’s going to be politics, there’s going to be death, there’s going to be all of these things right. And in first thing in the morning, your brain is just consuming it’s gone into consume mode. That first hour is so incredibly powerful your brains going where am I? Am I awake? Am I safe? Like it’s totally alert. And it’s consuming and if you grab your phone first thing, you’re just shifting your frequency to allow outside influences to determine your path. And that’s not an add recipe for success. It’s just not right we want to be able to set ourselves foundationally set our roots so no phone first thing in the morning so basically at this point we’ve lost 80% of your audience just you know Scott they’re like no more I hate this guy. Oh man.
Scott D Clary 54:34
No, no no I thought I’ll challenge I’ll say like just just try it you know cuz now I’m just thinking about let me just do a week of I’m good with this news. I usually try and get myself up cuz I can’t stand it I had no idea about the science but it makes sense now cuz I feel like crap. Whenever I do snooze, but the phone in the mornings an issue, but I want to try that. I definitely want to try. I’ve heard that from a few people actually. So that’s something that I want to action, but yeah, sorry. I would say if you’re not doing it, you should be doing You should at least try and see and again, like, monitor and be self aware enough to know your mood, your energy, how you tackle the day, your productivity between nine to 12. Like, let’s just let’s just as opposed to just shutting and saying no, let’s let’s, let’s run an experiment on ourselves. I think that’s a really smart idea. And that’s the way you’re going to sell yourself on it. If you can try it for a week and you notice some tangible results and you get more done, and buy lunch. Now all of a sudden, you have no more work for the afternoon because you actually kicked off the day, right yet energy, your positive view, and you just tackled everything and it felt effortless. You’re going to keep that habit up. So I say prove it to yourself.
Glenn Lundy 55:37
Amen. God, Amen. That’s what I’m talking about. So that’s number two, no phone. Number three is gratitude and goals. Write down the things that you’re thankful for, and write down your goals for the day. Now, I know that sounds like to write gratitude and goals sounds like two steps. But the reason I make that one is everyone on this planet, I’m guessing that’s over the age of probably 12, has been told that they need to write down their goals. And yet 80% of people don’t write down their goals. And here’s my theory why that is Scott, I think that all of them have have tried, I think that everyone hears they’re supposed to write their goals, and they at least try. But writing down your goals by themselves can actually create a negative frequency. I wish I had more money, I wish I had a bigger house, I wish I was better looking right, it can actually create a feeling of less than for who you are right now. Whereas if we start with a space of gratitude, I’m grateful to have a roof over my head. I’m grateful my bills are paid. I’m grateful I woke up today. And then we stretch for a bigger house and for some more money, or whatever it is that moves you. Now it’s a positive frequency going into our goals, which to me, it’s like it’s jet fuel for those goals, versus a negative frequency being put in. So I put them into one step, gratitude and goals together, I think is really the key. Number four is you got to take care of the physical, and I don’t care if you walk, crawl, run, play golf, play tennis, like whatever, get the body moving an object in motion tends to stay in motion, an object at rest tends to stay at rest. So just get rocking and rolling. And then step five is really the key. Step five, is what puts it all together. Step five, is you’ve now didn’t snooze. He won’t touch your phone, you’re knowing the rest of the world. Congratulations, you wrote down the things you’re thankful for. And your goals been very selfish. When you did that, Scott, great, which is good. You took care of yourself, physically, I’m proud of you. Now what I need you to do is take this positive frequency you you should be vibrating at this point, on an incredible, incredible energy level, I need you to release this out into the universe. So number five is send out an encouraging message, lift someone up, I don’t care if it’s a text message, a Facebook message, a sticky note that you put on the mirror for your spouse, go whisper in one of your kids ears, but release the positive energy out into the world. And what’s crazy is energy cannot dissipate, nor can it be created, it can only be converted. So when you release that positive energy out, it has no choice but ultimately come back to you in some converted form. Maybe later that day, that week, that month, that year, we never know. But ultimately, by releasing all that positive, you’re not only making an impact in other people’s lives, but it makes an impact in yours as well. So those would be the five steps five simple steps. You do those every day. And today, man. Amazing. Very good. I appreciate you breaking that down. Thank you very much. Yeah, you bet. And and you’ve, you’ve worked a lot of people, what do you what do you, I’m not gonna spend too much time on this, I’m gonna do some rapid fire stuff. But when you when you you know, get people involved in this, I feel like day one, have a hard time really buying in to energy and gratitude journals. And all that because I’m, you know, I’m like the average Joe when it comes to this stuff. But what walk me through maybe a use case or a case study or an example of somebody who did stick with it? How did they stick with it? And then how do they achieve the results? How do you get somebody to buy in day one? Yeah, so a couple different things. You know, there’s as far as like, testimonial side, we now have 10s of 1000s of people that have been able to apply the morning, but just powerful ended up itself. But yeah, yeah, and get incredible results, which is, which is amazing, right? We had to release a challenge because it sounds kind of simple on the onset, but it actually can be very difficult. We have neural pathways in our minds, which I’m sure you’ve probably heard of that. And we we have to create and train our brains to do these new things. And sometimes we need some motivation behind that are incentives to be able to rock and roll. So something that we do is I did is I read a study Harvard and Stanford came together and they found that it takes six The seven days 67 consistent days before something becomes easier to do than to not do, right, that neural pathway gets created, it becomes easier to do it than to not do it. And so we do a 67 day challenge. And we as far as my company, anybody that does the 67 day challenge, it completes the morning, five every single day for 67 days, and posts on their social media with the hashtag the morning five, we give them a bunch of free gear, I give them free T shirts and hats and duffel bags that they can put all their stuff in. Like we incentivize it 100% free, you don’t have to pay, there’s no we don’t pay for shipping, we take care of everything on that. Because we think it’s just really important that that people understand they have the ability to become the catalyst for all things good in their life. And it could be something as simple as your morning routine that is keeping you from breaking through to those levels. Now do people fail all the time, Scott, they fail all the time, they’ll do it for seven days, and then fall off, or the snooze button Oh, get them or, you know, they’ll go grab their phone, right. And it’s a golf type thing. It’s an on your honor type thing. This is a battle between you. And you as simple as simple as that. But I can assure you, you’ll feel right away. Right away, you will feel results. Also, when you send out those encouraging messages, the messages you get back are insane, man, I can’t tell you like you’ll send one out and someone, you’ll send out a sentence and someone will send you back a paragraph. And they’re gonna say, Oh, it’s so weird to get something positive. It’s sad. It’s sad is weird to get something positive. And that’s actually the biggest thing I just want. I’m happy that you’re doing this because I wanted to just say like, how do you get somebody to take the day one step, because, you know, maybe he’ll fall off at day seven, or day 20 Or day. 30. But you know, even if you fall off at day 30 And you’re like a 20% better person because of it. Good for you. Like, like, you’re good for you like and if you do the whole if you do the whole safety stuff, and you know, maybe, maybe you maybe you do it six to seven days. And that’s what you can not do, you can maintain because one day, you know, you just you wanna you want to snooze or whatever. Like it’s just about, it’s about, like, you know, just moving in the right direction. It is, yeah, but you got that very first day and you send out that message, I promise you, you’re gonna get a message back. That is gonna blow your mind. The message back is gonna say, I needed this so badly right now. Right? And that’s when you’re gonna go, oh, wait a minute. That feels kind of cool. To be that for that person. Right. Good to be a good person. Yeah, that’s right. It really does. Amazing, man. Amazing. Okay. Before we pivot into some rapid fire stuff to bring us some insights from your career, is there anything that we didn’t touch on that you wanted to go into? Oh, no, man, this is this has been we did a really, really good one. I think, you know, we went to everything I appreciate. I didn’t even know we were going to go into when we first started this call, but I’m I’m really happy with this one. Where do people what do people connect with you get your socials out your website? Everywhere people should go and reach out. Yeah, really, the best thing to do i i would love it, if you would go to the morning five.com and download that ebook, like, that’s how I can add value into your world. And I’m the type of person I like to start relationships off by serving first. And so that would be the best way. And then of course, you can always just search my name. And I’m everywhere, man. I’m on Instagram and LinkedIn and Facebook and clubhouse and all of those places, but it’s all just Glen Lundy. For some reason I have a name that no one else in the world of Glen Lundy has attempted to make a name for themselves digitally. So I kind of own that space, which is which is great. Amazing. Amazing. All right. Rapid fire. You can go as long as short as you’d like, biggest challenge that you’ve had in your personal or professional life. You’ve gone into a couple challenges. But what was the one that stood out? And how did you overcome it? The biggest challenge actually probably has been here in the last three years. I spent 40 years or 30 years, working for someone else and allowing them to take on the responsibilities of making sure that I have a place to go to work. And now I have, you know, many, many employees to mention 1000s of people online that are counting on me to show up every single day. And so, being an entrepreneur is fun and sexy and all of those things, but it’s also the most challenging thing that I’ve ever had to do, especially just having that weight of knowing that there are a lot of people that lose if I don’t win, so I got to make sure to deliver. Very good One person that had an incredible impact on your life, who was it? What did they teach you? There’s 100, man, and we got to pick one. I know there’s 100 I know there’s 1000 You know, really and not like getting religious in any way, shape or form. But as I study successful humans, the number one bestselling book of all times this book called the Bible, 3.6 billion copies and distribution Now, the second best selling book would be the Harry Potter series, it’s 700 million to give you an idea of the difference. And so that book, whether you’re a religious person or not, this the story of Jesus, the impact that that it’s had on my life to know that this dude in sandals with no technology, was able to walk miles facing, you know, deserts and death, and all of these things, just to get an audience of 30 people or 50 people or whatever, he the things that he went through to deliver a message of hope and the impact that that has had on this planet 2000 years later. Now, I’m sitting here going, like, I don’t even have to wear pants Half the time I can do, I could reach people that you wouldn’t even know if I’m wearing pants, I’m in my air conditioned studio, I can click a button and I can reach as many people as I want. And so Jesus has just inspired me to the idea that one man can literally change the world if you if he’s committed to doing so. And so I would say you Jesus and also it also position it makes you think, like what, you know, what’s my excuse? For not exactly, people? Yeah. Yeah, amazing. Favorite source to learn and grow could be a podcast or book. Not your own. Not this one. But something else lately that you’d recommend people to check out, oh, favorite source to learn and grow. So you know, I’m, I’m an audible junkie. I’ve got new audibles all the time. It’s always the the self help stuff, right. That’s what that’s what I listened to. And so I would say as far as the favorite source learning grow, I love being in my car, commuting back and forth from the office or traveling, and just plugging in audibles, whatever, whatever. It’s rocking and rolling and using that using that time to study and learn. Do you have do you have a title people could go check out. One in particular. I’m Jim quick, Jim quick book. And listen to right now what’s the title of Jim quick book? I don’t know. I know his book. And you’re so funny. I know him all over social but I don’t remember that love is limitless. His book limitless is incredibly powerful. It teaches you how to learn teaches you how to remember which is funny because I just forgot the name of the book. But TTTT he does a great job of helping you expand what you’re what you’re already capable of. It’s pretty powerful book. Amazing. Let me give you one more three. Or I’m sorry that three people will Outwitting the Devil. That’s how by it was annotated by Sharon Lechter is actually written by Napoleon Hill, back in the 50s. It was supposed to be part of the Think and Grow Rich book. But his wife wouldn’t let him publish it because it was so controversial, because he talks about the school system. He talks about politics, all of these things. He basically has a conversation with the devil and the devil breaks down exactly how he uses the empty space where you’re just drifting, how he uses that space to ultimately keep you from your greatness. It’s so incredible, that if you listen to it on Audible, they hired this actor to play the voice of the devil. You’ll never forget it. But it’s really an incredible incredible read Outwitting the Devil. That’s a great that’s a great I’ve never heard of that book in my life. I know Napoleon Hill. Never heard about winning the devil. That’s a great recommendation. I’m going to I’m going to Audible that. Really? If you could tell your 20 year old self one thing what would it be? Thank you. I would tell him thank you thank you for your ultimately Thank you for teaching me what not to do, and who not to be 20 year old me knew everything and 20 year old me made every mistake you could possibly think of. And so 43 year old me is like, Alright, I know I’ve got smooth sailing going forward. Thanks to that jag has said all the mistakes he made. Good, very good. And then last question. What does success mean to you? Man, success to me means that you are in a constant state of Growth and never comfortable. To me that’s that, that success by definition. So I’m a firm believer that we’re most comfortable in life right before death. I watched my grandfather passed away and he was, he battled cancer, it was very sick and was in a lot of pain. And the moment before he passed away, he was incredibly comfortable. It was like, it was crazy. And when I was in the ocean and tried to drown myself, there was a moment where I thought that this was the end, and I was incredibly comfortable. And so I see it, Scott, I see people get comfortable in their relationships, and they get divorced, a comfortable in their careers, they get fired. These athletes get comfortable in their positions, and somebody comes right up and takes it away from them. So I believe that we’re most comfortable in life right before death. And so true success to me means that you’re constantly putting yourself in a state where you’re uncomfortable, and that’s where all the growth happens. And there’s so much fulfillment in growth, right? So that that would be the definition of success to me.