The Dealer Playbook
The Dealer Playbook

Episode · 4 months ago

Alex Flores: From Selling 216 Cars to 762 Per Month!

ABOUT THIS EPISODE

Alex Flores is the dealer principal and GM of Capitol Chevrolet, Seguin Chevrolet, and has led both stores to unprecedented growth. Prior to Alex Flores's tenure, Capitol was selling 216 cars per month, but once he stepped in, that number rose to a whopping 762 cars per month. 

In this episode, Alex shares how you can promote a healthy, accountable culture where everyone is winning from car sales professionals to fixed operations and finance. 

Listen as Alex Flores brings you inside his accountable, fun, and clear leadership style to discover how he is helping his stores and several other dealerships rise to insane levels of success. 

Noteworthy topics from this episode:

4:48 - How did you get started in business and got to where you are now?

13:00 - Where can other dealers get started to be able to achieve your results?

19:54 - What set and limiting beliefs do you observe that auto industry needs to let go of?

25:20 - It is not all about how many cars you can sell.

29:11 - We are all spinning so many plates, how do you set priorities? 

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Hey, before we hop into this episode,let's talk about why your website and digital presence isn't working now. Iknow what you're thinking, Michael, we talk all about the web sites all thetime. You talk about the websites, the websites, a hammer, yada yada yada, weget it. But for real though, it's shocking to me how much guesswork stilltakes place and how its having a detrimental effect on whatopportunities you are able to leverage now over the last decade, especiallyfor the O. G. D. P. Beers. You know, I've poured my soul into assembling ateam that cares deeply about the progress of the retail auto industrythat believes in my mission to enrich and empower dealers to perpetually grownow. I'm making my amazing marketing team accessible to the dealer playbookcommunity so that you can start to thrive rather than merely survive.Right now, we're providing a just for you free website diagnostic that willshow you exactly what you need to do in a priority sequence so that you canfinally get the answers you need claim yours by visiting triple W. Dot flexdealer dot com forward slash website audit. That's triple W dot flex dealerdot com forward slash website dash audit. Hey there. Welcome to thisepisode of the dealer Playbook, a podcast that explores what it takes tocreate a thriving career in the retail auto industry. I'm your host, MichaelSharlow, joined by my pal Alex flores dealer, Principal general manager andfounder of a F consultant. We're talking about leadership andaccountability. Have you ever found yourself wondering if there is a trueand clear path to success in the car business? I mean, it seems like somepeople are just on it and popping while others are just in this perpetualHyperloop of struggle silos trying to figure things out. They start to getresentments like, oh, here's this,...

...here's another dude on clubhouse. It'stalking about how he made it. Well, I've tried everything and it doesn'twork. That's that's that's what some people are thinking. And it seems likethere's a lot of conversations happening, many of which revolve aroundthe silos that exist between departments and of course in recentyears there's been a lot of talk about the importance of culture andleadership within the business. Now, it's something we talk a lot about hereon the D. P. B. Because I have witnessed firsthand the effect thatleadership and culture have on growth. James, Cash Penney. Okay, founder ofJCPenney said growth is never by mere chance, it is the result of forcesworking together. My guest today is a force he's a force to be reckoned with.He's made a name for himself in the industry over the last 26 plus yearsand has developed processes, procedures and blueprints that have taken hisstores to new levels of success, predicated upon leadership andaccountability. Alex flores is the dealer principle in GM of capitalChevrolet. Now there's another store in here, Alex, what's the other store?Siggy Chevrolet? It's again, Chevrolet, thank you. And actually there's there'stwo more stores that uh I just became a partner of. That's right, you just madethe announcement? Yes sir, bravo cadillac in el paso and robert.Chevrolet, cadillac in new Mexico. Amazing man, congratulations. Well youyou are a specialist in helping underperforming dealerships achieveelite status. So my man Alex flores, thanks so much for joining me on theshow. Well man, thank you, mike for having me. And this is an honor. Uhwhen when you asked if if if if I would be willing to do this, this was soexciting. Uh and again, humbling man. So especially a guy like you man whohave a mad respect for man, I love what you do for, for this industry and yourcontent is just amazing man. So thank...

...you for having us man, I am delighted.And uh, you know, it's funny that it takes an app like clubhouse. I'mrolling into the a flow show and I'm like, dudes got fire, you know, and I'mlike, man, that's awesome. I got, I have to be around individuals likeyourself. Like that's just a mandate in my life as I got to get around Certainpeople, you know what I'm saying? So I'm excited that you're here. I want to,I want to ask you just to kick this thing off. Let's set the table. Um, Iwant to learn a little bit more about your journey in the business, 26 years.You're not a spring chicken in the business anymore. Uh, you know, life inthe military. I want to express appreciation for that, for your servicethere. But, but how did you get, how did you get started in the business andhow, how have you gotten to where you are now owning and being a partner infour different rooftops in a consulting firm and all that? Well, believe it or not, the story iskind of awesome man because I used to be a waiter and I've always had a greatattitude man. I've always, I felt like, you know, my parents just like, I'msure many parents, uh, everybody listening to this podcast told me ifyou're gonna be a trash guy, you gotta be the best trash guy out there, you'regonna be a dishwasher, you gotta be the best dishwasher, you gotta just excelat anything you do. And I always remember that and I've always been onsurvival mode man, because I was, I was homeless at a really early young age,so what I did is always, always, always had this this attitude of altitude fromthe get go. So I was a waiter, uh one of the regulars that came into ourrestaurant was a gentleman that I didn't know at the time, but owneddealerships and he was my he was my regular, loved me, I always used toUpsell them dessert even after he ate two chicken fried steaks by himself,we're in texas, So that's the thing over here, chicken fried steak, and hesaid Alex, I'm stuffed and I was like, Dave, just take it to go about it, Iknow you're gonna be hungry in an hour, and he loved that, and one day he saidAlex, you're wasting your talent, you need to be in the car industry, youcould be making a lot of money And he...

...gave me his business card, I kept it inmy pocket literally for six months and one day my manager at the restaurant, Ican't remember what happened, but I wasn't very happy with whateverhappened, I said you know what, I'm out of here, ironically the dealership wasnext door to the restaurant, so I just literally walked over there with ranchon my pants, with gravy on my, on my shirt and I asked for the owner and Inever remember, I'll never forget the guy, he had like a bodyguard, he hadlike a Kobe Joyner except he was a bigger mean looking guy, like a mafiaguy, He came out and was like huawei what who who are you and I was like,dude, he's one of my regulars. Anyway, Dave came out, he knew who it was andhe was Alex are you ready? And I said, I'm ready. It was a friday. The nextSaturday I was selling cars and he said, show up here in the morning, this wasback in the day where you know, they did the background in the, in thescreening later, you know, they wanted to the next day, they're selling cars.And I was there the next morning selling a car and I saw my first carever to the Robinson family. I sold them 26 cars. Uh, and that means thekids, their family uh, in any way, man, that's where my career started. And Iwould say I was a salesperson for, for many years and at the time I was stillin active in the military. So I would miss a saturday every month because wewould have to go do drills and I would miss saturday. So that would prevent mefrom being on the top. But as soon as I finished with the military completelyand I did my n active years and I did my service, I was mobilized as wellwhen I was in the car business still and when I was completely done with themilitary, that's when I said okay, I'm ready to take it to the next level. AndI started selling 25 30 35 cars. And I know nowadays that's nothing from thenumbers that I have here from uh frank Kennedy and ali read out those numbersare like man that's nothing. But back then you were selling 35 cars a month,you were doing something right and I was and I was consistent and I justkept getting better, better and better and eventually I was promoted to tosales management and then I just, man, I just, what I did is a sales manager.I wanted to create a bunch of Alex...

...flores is out there. So I said, hey,you know this is the way I want and I want to make you just like I was andhave the mindset that I had and have the customer service, be obsessed withcustomer service the way I was and teach you about prospecting andbranding and interest man. It blew up for me man and I was very successfuland management and then I became of course sales director GSM. Um I was ata Toyota store without somebody, you know, Chris Martinez and we saw 1000cars a month. We killed him and we took that story from 250 to 1000 cars amonth and somebody reached out to me from a Chevy store and said Alex, we'vebeen watching you for a long time. We know how good you are, we want you tocome with us. And I took a leap of faith, man, I took I left a very highpaying job uh selling 1000 Toyota's amount being the number one Toyotastore in texas to leaving to an underperforming store. And peoplethought I was crazy, they're like, wait a minute, you're leaving a salesdirector job To be a GSM at the store. That's doing terrible for 14 years. AndI did Mike and man, it was the best move I could have made because we cameto the store, we change the culture, will change the mindset. We started theaccountability. I know we're going to talk about today and we took that storyfrom 130 cars to 760 cars in a period of three years and then three yearslater, General Motors approached me, they said Alex, we've never seen an R.S. A. R. R. S. I turn around, it's a self effectiveness turn around likewe've seen this before in 23 years, I've been the business, the guy told me,I've never seen this. So we want to put you on the dealer development programand so I started that process, had to do a lot of interviews in DetroitDallas nationals and I have to go sit in front of the board of directors ofGeneral Motors and and long and behold, I was blessed With my dealership and in2019 and I became the dealer principle of 16 Chevrolet which is now We boughtit, it was selling 50 cars a month now was selling 450 cars a month and is thenumber one Chevy dealer in saN Antonio capital Chevrolet. We took it to fromthat from number three in Austin to...

...number one in texas, number two in thenation. My last month there was number two in the nation, so I'm really proudof this man, I missed number one in the nation by 11 units January of 2020.Challenge accepted. Yes sir. Yes sir man, I love that. And and just as Iunpack this as I'm reviewing some of the notes that I'm taking as I listento you um man, like your career started with a leader, seeing something in youright for him to be like, hey man, you're selling yourself short being aserver here. Um, like I think that's so powerful,especially as I'm sure we will get into leadership by example and theimportance of that and the impact that that has. But I'm seeing that I'mseeing just you also being willing. You know, I remember when I was, when I wasovercoming severe mental illness in my twenties, one of the most powerfullessons I think I learned was the importance of willingness, willingnessto learn, willingness to take action. And so I see that in here like, hey,I'm willing, I have a willing heart. So I see that an early lesson and and thenyou saying things like, I mean your first experience really was setting thestage for Um understanding the importance of lifetime value ofcustomers, like you're selling general, you're selling cross generations now,26 units into a family cross generation, the importance of buildingrelationships of trust and then, I mean just your mindset around, I want toreplicate my success in others. I've learned that a true measure of successin someone because a lot of people are like, well everybody, especially onclubhouse, right man, everybody's an 89 and 12,000 figure entrepreneur thesedays, or I did it in 18 months and I love the transparency of hey, we didthis in a three year period, um and and...

...where your mindset is at, in that, youknow, the, the humble alpha, the true measure of success is someonewho gives freely, wants others to freely have that success as well.They're not holding it back. Oh, there's something, you know, jobpreservation for Alex as the sales manager, like your, you give freely, soI just want to, I just want to give you props man, I think that's so tremendousand that is a pattern I think that not enough people have caught onto, and soI'm so excited to be asking you um or sitting down and talking to you withabout about this stuff now, you brought up the growth in these stores, and thatwas one of the questions I had To go from kind of average 50 cars per month,or you know, 30 cars per month, and now you're, you know, moving the needledramatically, you know, triple figure, triple digit growth, kind of a thing. Where where do you begin? So that thoselistening can can kind of go down the right path, because I feel likesometimes we we will hear an interview with Alex flores, maybe it's out ofsequence for us, but we like the subject matter, and then we're like, ohAlex said this, I got to go do it, and then they're not they're not thinkingabout all this stuff anymore, or how it fits in. So what do you say to thosethat want to really just feel like they can achieve those types of goals? Wheredo we set, what path do you set them down to get started? Absolutely, my,I'm so glad you talked about humility, but I think that's the number one. Bewilling to grow, be willing to learn. I have a new partner now. Uh Mr RaymondPalacios is my new partner at bravo cadillac and Chevy in las cruces. Andthe first thing I said, that's a man, you got to read this book, it's calledmindset and it talks about having a growth mindset versus a fixated mindset.I mean this guy loved this book, he won an order like 100 of them and he'sgiving them to everybody he knows I met somebody he met the other day or he'sknown, uh, ladies running the electric...

...company in El paso and she's like, ManRaymond gave me the mindset book, I love it, is changing, is changing theway I think so, I think the first thing mike to answer your question is, is tochange your mindset and be prepared. So I prepare myself and you know what, Iprepare myself for a challenge, A challenge because this is what it is.You have to be prepared for a challenge and you have to prepare yourself forthe worst. Nick Saban always says the first thing I gotta do when I took overa team and I do the same thing. I got to figure out who needs to be on thebus and who needs to be off the bus To me, that's huge. I got to know I'mgonna come in there and I'm gonna set clear expectations from day one. I say,I say this all the time when I take over a dealership and I've been doingthis is my fifth dealership, that I do this too, and I just said it yesterday,mike, ironically, I, I sat in front of this entire new team that some of themhave seen this the first time, they've seen Alex, not all of them, they'veseen me before, because I've been here a couple times, but I told him I'm nothere to see if you like me, I'm here to see if I like you and what I mean bythat, and what I mean by that is that the accountability that I bring to thetable that you need to show me mike, do you deserve a spot on this team,because this team is going to be amazing. So I think the first thing wehave to do is we have to assess the people that we have in our team and behonest with ourselves, Be honest with ourselves as far as is this somebodythat I want to be waiting on my customers? Is this somebody that I wantanswering my phone calls, answering my leads, taking care of my servicecustomers and not put the blinders on. Because sometimes we tend to do that.Business owners leaders, we tend to put blinders on and we're too afraid to beforthcoming with somebody and telling people the truth. I do christianministry and husbands will come to me and say, man, my wife is leaving me andshe told me that she doesn't want to be with me anymore. And and I start askingquestions and I always say, okay, now that I have all the information that Ineed, Do you want me to tell you what you need to hear or what you want tohear? Because if you want to hear, if...

...you want to hear what you want to hear,you called the wrong guy because I'm gonna tell you mike, you haven't beenlistening to your wife, you've been taking her taking her for granted. Yougive me yourself too much credit, okay? You're not being a good husband, you'renot giving her what she needs. So I think we need to just be honest withourselves and then we need to just assess the situation. Be honest withourselves, assess the team, set the clear expectations And make sure theright culture is put in place immediately from day one. We're gonnamake 25 calls a day and that's the way it's gonna be. And we're not gonna makeexcuses. I just had to call it not too long. I'm going to tell me about thelady has been there for a long time. And I said, man, because I had a speech,I had a meeting with him last night and said, Hey guys, you came in the firstday, You pump them up. You did a great job. It was her first day, but youdidn't set the culture that I want from moving forward and it needs to be fromday one. So sure enough to call me that said, man, we have to have to let thisperson go because this person has been here for a long time. And she said onher ways and doesn't want to change. Hey, I hope that doesn't happen becausethat's not what we're here to do. We're here to help people. I just had ameeting downstairs with a catalog team and I said isn't it crazy that eventhough it's Alex florida speaking to you with a proven track record, youknow, I know you know what I'm doing, but I still have to spend mike so muchtime when I could be teaching them how to push through a worksheet, how tocoach and offer how to get a proper now commitment how to effectively brandthemselves effectively. You know, uh make a phone call and make anappointment and confirm. And instead of doing that I have to spend a third ofmy time convincing them that this is a good thing because people don't wantchange. We start with two, we have too much ego, we're egotistic in this world.We get offended easily. I always say offense is an action offended, that's adecision you told me earlier today, Alex, Idon't get offended and I love that because I struggled with that for along time and you see we all have a giant that is holding us back frombeing successful and for me that was one of them, I would get offendedeasily, anything, anything anybody said,...

I would get offended, I have toovercome that, but anyway it was a long answer, sorry mike, no, I want you tokeep going and by the way, I mean I resonate deeply with that becauseoffense and insult, I feel like those are baked into my ethnicity, right? I'man italian Portuguese hybrid um and it's it's you know for years it's likeoh what a you know it's like that kind of culture, like what are you saying tome, hey I'm gonna put you to sleep right now and I realized like I lovehow you phrase that, it was a giant that had his arms wrapped around meholding me back and I just got to a place where you know, because I, I hadto overcome mental health issues and, and, and that sort of thing. I made acommitment also to myself that I was never going to go back to anything thatmade me feel that way, see the world that way etcetera. Like I had to giveup so many fixed beliefs in order to move forward and see the world in itsrich abundance, right? Like there's no lack of there, there's so muchabundance in the world. I want this industry. Perhaps it's one of themissions of the podcast is to connect with individuals such as yourself whoalso have abundance mindset, who, who, who we need to get this message out tomore people I think of the dealer, the sales professional, the dealershipemployee. And I always joke I say in like dog Lick Nebraska who's sittingthere on man. Does it really have to suck this bad? No, it doesn't. There'sa big world, an abundant world. Yeah, but I'm only in the market with 5000people. Stop. That is a lack mindset. You see the lack start seeing abundance.So let me ask you this on this subject matter what fixed beliefs. So we'vetalked about taking offense and you know that sort of thing, a scarcitymindset. What fixed beliefs or limiting...

...mindsets do you observe right out ofthe gates that that is an industry or maybe in your store need we need to letgo of fix believes that it can't be done.That is too hard. That is not possible that we're on the wrong market that wedon't have enough inventory. Just all these lies that we keep tellingourselves, that people don't want to listen, that millennials don't want toreally grow such a lie. The millennials don't care that whatever Generation Xgeneration Z, no judge is better than the other. That's not that's not true.It's all about being inspired, excited and grateful man. If you're inspired,excited and grateful, I don't give, it doesn't matter who you put in front ofme, I can make this person a winner because winners want to be aroundwinners and when people see you winning, they want a piece of it, man, you can'tinspire. Excite somebody or make them grateful. If you're not inspired, ifyou're not excited and if you're grateful, what makes you think peopleare gonna be like that around you? So you're right man, I'm on a mission toand I tell people all the time, I'm on a mission to change people's mindsetand to have an abundant thinking abundant way of thinking, You're soright man, I love that, I'm going to steal that one from you mike because Ilove that and I talked about that all the time. You know, I always tellpeople my favorite scripture, I'm I'm a Christian man and I apologize if Ioffend somebody, but I always talk about romance 12 to, it's in the backof my business card, it's literally on the back of my business card andeverybody, I mean I tell them do not be conformed by the patterns of this world.Think about all the patterns in this world. The pattern of excuses, apattern of, oh man, we're getting burned out, a pattern of havingemployees in our dealerships that don't need to be in our dealerships, apattern of in this world of the letting people be dishonest to our customersand allowing them. The guy that wrote extreme accountability and says, heyman, it's not about what you preach is, about what you tolerate, or it's notabout what you teach, excuse me. It's about what you tolerate. If we toleratethis type of behaviors and were...

...conformed by the patterns of this world,then we're gonna lose man, we're not gonna grow, we're not going to get thejob done. So we need to be transformed by what the renewing of your mind. Les Brown always said, man, it's gonnabe hard, but it's possible. I'm a nick Saban guy, man, I'm a nickSaban kind of guy. And he wrote three books that I love, number one. How gooddo you want to be? How good do you want to be? So that's my question toeverybody today. How good do you want to be? But I want you to think aboutthat. I want you to think of the word resonate man. What let it resonate withyou and ask yourself really, how good do I want to be and do I know what itlooks like to get better? Because if nothing changes, nothing changes. Right?We hear that all the time book number to trust the process, Nick Saban's arebelieving in the process. You got to trust the process, trust the process,believe in the process, man, defend that process with your life. Theprocess needs to be done every single time. That's how, that's how you win achampionship after championship. Nobody can beat that guy. He's a beast. He's acar guy too. And I love that guy In book # three every day. It's fourth andgoal every day is fourth and goal. You gotta bring it every single day, Notjust on the last day of the month, not just on the 15 before you get your draw.Okay. Not just on the first week because you just had a baby and you'reexcited. He just came back from a 22 week vacation and you're fired up. Wejust got back from the Bahamas and you're just like, man, had a great timeand you feel good. No, every day it's a, it's fourth and goal, even when I'mfeeling depressed, even when I'm tired, even when I sleep good because my kidkept me up all night, even when my wife just told me she's thinking aboutdivorcing me every day is fourth and goal period and I don't make excusesman. I don't make it, I don't like excuses. Yeah, I love it. What I'mreally picking up here too is as the leader, you have to set clearexpectations or routes don't get...

...annoyed when your expectation that youdidn't set or verbalize or share wasn't met. And we see that a lot like thelack of communication in the industry and not just the industry, but anyorganization, you know, as you go into consult businesses, I bet your firstthing you can see is the lack of communication when I do the same thing,lack of communication and it's staggering. It's not just mom and popshops. It is, I've sat at tables and Fortune five hundred's in europe withnine sea level suite, you know, C suite executives who weren't communicatingwith each other and it was causing so many challenges, but but they're alsonot setting expectations. I spoke to a dealer uh owner partner and GM of astory yesterday and she was frustrated because her and her partners aremisaligned and and and some of her team members are misaligned. And you broughtup like who needs to be on the bus and who doesn't. You also mentioned some ofthe criteria for that, which I thought was really inspiring. You didn't oncemention that they get to stay on the bus because they're a high volumeproducer. No, you didn't want to say that. And and she's experiencing thisfirsthand where a toxic individual that's on the bus because the partnerbrought them from another store is even though even though this individual istoxic there there, you know, kind of bolted into place because they havevolume. And you didn't want to mention that. Why is that not on your list? Because to me it's not about how manycars you sell to me is attitude, character, professionalism, teamwork.Because there's other things that build a company makes a company successfulbecause you can have somebody who sells a lot of cars, who produces a lot foryour business, but it's a cancer to your business. It's not following theculture, is not following the process that you have. Therefore this person isaffecting so many other people. We're not taking care of customers the wayyou think they're just, you know, why...

...would you want somebody in your companywho is all about themselves? You see, I always tell people, don'tpray, don't pray for a blessing, pray to be a blessing. I want people in mycompany to be a blessing to our customers. I want people in my companyto be a blessing to co workers. I want people to help one another, to live oneanother, to encourage one another. Don't give him a hand out, give him ahand up and if you create that type of culture guys, there's no secret tosuccess. Success is very simple. I used to have a little thing of secret saucein my drawer because people always come and ask me Alex what's the secret sauce?And I have, I still have it, I send you a picture of it and it says secretsauce on it because there really is no secret, there is no you said thatearlier, you said Alex, you know I see a lot of people that want to hold on tothings you know I'm gonna have to give frank loves credit for this one becausehe told me about a few years ago because I was like I said frank, do Ireally want to start doing uh sharing all my secrets with everybody? And thenhe said Alex stop, there is no secret man, everything that you're saying,everybody knows the problem is execution because information withoutexecution is just information. Information with execution now that'stransformation. Yeah, you know and it reminds me ofsomething I heard along these lines, that execution implementation that thatis the differentiator and you can go about implementation in one of two waysyou can accelerate it by bringing people into your proximity who haveforged the path already and have achieved success or you can figure itout all out on your own. And it reminds me of that saying it's I'm trying tothink of it now, it's it's who, what, when and why? For free implementationfor a fee mm like that right? I mean people people can sit here and listento the podcast all day long but if they really want that goldennugget going back full circle to where...

...we started, which is you're wonderingwhy some people experience the success. The alley rita's the frank trinity'sthe Alex flores is the great glen lundy's the, you know, whoever youwonder why they do it is because they figured out the implementation and so Iguess the last thing where I just want to uh you know, last question before wewind this down, I and man, I could go for, I could go for hours with you man,I love your energy. Um how do we get You said you spent a 30year time as a leader basically getting everybody on the samepage. As far as mindset convincing them I think is what you said, convincingthem that this is the right thing to do. So how do we navigate that with all ofthe plates were all spinning so many plates, leaderships are trying to doall you know, we're trying to do all of these things, managers, they're tryingto do all of these things. They've got so many plates spinning. Um pressure,you know, it's a pressure cooker. How do you, I guess quantify that time spent whenmaybe the outcome isn't something that can tangibly be seen on a piano? Prioritize man. What's the mostimportant thing to you? And to me as culture? To me? It's customer serviceto me is my people. Because people will either make or break a business. So whywouldn't I make that the number one thing on my list? I mean, anybody can count money butmaking money. That's a different story. So why would I sit there and spend mytime running reports and looking at my bank statements and look at how muchmoney have in the bank. I need to make money before I start counting money.And the only way I'm going to make money is by changing the culture of mybusiness, by spending time with my people, by inspecting what I expect. Ihave to do that on a daily basis and holding people to account abilitylevels that I hold myself accountable.

I always asked leaders this man, I said,hey, on a scale of 1 to 10, how would you rate yourself when it comes toprofessionalism, skill level, appearance, attitude, teamwork, allthese qualities and they always say They know it's me asking out of Floridaso they know better. So they never tell me a 10, but they'll tell me eight,it'll be like I'm an eight. I had one person I've asked this questionhundreds of times, one person said at nine and I, and I try really hard notto laugh at them Because I don't give myself A nine. Igive myself for seven if I'm lucky, this person said nine and I'm sittingthere going, oh my gosh, this is this is actually comical. But anyway, theyall say eight. Almost everyone will say eight. You can try this yourself andyou watch, they'll say eight and then I say, okay, great, I agree with youbecause sometimes I do know and I agree there, urinate, you're close to it. Isaid, okay, now I'm gonna ask you another question when it comes to yourteam. When it comes to the people, you lied, the people under you, in yourdealership, in your business. When it comes to professionalism, skill level,appearance, punctuality, all the things that I ask when it comes to all that,what would you grade your team and without a failed Michael, They all saysix. I don't know what it is about it, but they all say six and I asked them,okay, so let me get this straight. You mean to tell me that is okay for you tobe an eight, But your team be a six, how is that even possible? How couldyou call that? Leadership ceases to be a leader? You got to be a greatfollower. You want to know why people don't dofollow up under you as a leader because you don't believe in follow up becausebelieve me, if you did, they would be doing follow up. You might say itbecause it sounds good. Hey guys go out there and do you follow up? You know,follow up is really you don't truly because if you truly believe and followup everybody and their mama will be...

...doing follow up every single day,including you get what you put out, man, amazing Alex flores, man, this hasbeen incredible. How can those listening get in touch with you? Uh they can go to uh they can listen tomy podcast uh fc podcast or they can reach out to me a F C a F dealerconsulting dot com. And uh man, look me up on facebook instagram a uh what isit Kobe chevy dealer or seeking dealer dealers say GM dealers. S E G U I Ndealer. We will link everybody up in the show notes at triple W dot thedealer playbook dot com forward slash Alex dash flores, man, thanks so muchfor joining me on the dealer Playbook podcast. Thank you so much, mike. Itwas a pleasure, man. Thank you so much man. God bless you buddy. Thank youlike twice. Yeah, I'm Michel Cirillo and you've beenlistening to the dealer Playbook podcast. If you haven't yet, pleaseclick the subscribe button wherever you're listening right now. Leave arating or review and share it with a colleague. If you're ready to make bigchanges in your life and career and want to connect with positive,nurturing automotive professionals, join my exclusive DPB Pro community onfacebook. That's where we share information, ideas and content thatisn't shared anywhere else. I can't wait to meet you there. Thanks forlistening.

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