The Dealer Playbook
The Dealer Playbook

Episode · 7 months ago

Break Free From The Daily Grind w/ Steven Kuhn

ABOUT THIS EPISODE

In order to break free from the daily grind, it's important to clearly define our true identity. Not our job-related identity per se, but more so the value we bring to the world. Oftentimes we define who we are by our job title or role within an organization when the truth is that we are so much more than that. 

When we know the value we bring to the world, each facet of our life will come into greater focus and clarity. We'll understand WHY we show up and WHY we do the things that we do. We will feel invigorated by our purpose and the service we offer to the world.

Fortellis 

This episode is proudly sponsored by our friends at Fortellis. No two dealers operate the same way which is why Fortellis provides the tools to create unique apps that help your dealership meet the needs of the market while catering to your operations. 

Not only has Fortellis created an amazing technology platform that’s designed to make life easier for dealers, but they are also pouring back into the community with events like their dealer dev day. It’s a 3-day event that empowers attendees to network with each other to create smarter, faster, and better apps for the dealer community. 

Visit Fortellis.io to browse their marketplace of apps and integrations that will allow you to run your business, your way.

Hey gang, there are fewer things Iregret more than not investing in zoom when I had the chance. How was Isupposed to know there's gonna be a pandemic and zoom stocks would explode.Looking back 20 years from now, I don't want to have the same sinking feelingsitting on the sidelines knowing I could have jumped on another bandwagonsooner. luckily we know what the next big boom and retail automotive is andthat's why companies like four telus have provided the tools to createunique apps that will help your dealership meet the demands of themarket. You see no to dealers operate. The same way the beauty about four tellus, is that you can pick and choose the apps and workflows that help you meetthe demands of the market while catering to your operations, not onlyis foretell has created an amazing technology platform that's designed tomake life easier for dealers. They are pouring back into the community withevents like their dealer DVD. It's a three day event that empowers attendeesto network with each other to create smarter faster and better apps for thedealer community. So my beloved DPB gang, the best thing that you can doright now is visit the four telus...

...marketplace and browse through theirgrowing library of apps and integrations that will allow you to runyour business your way, visit four telus dot iO to learn more. That's fourtell us dot I o. Mhm Okay. In business though, we're movingin 30 day cycles month, open month, close. How do I sell more cars? How doI get more customers? How do I get more leads? That's the one that was, thatwas in that grind was in that grind. Not with cars, but Well I, I had, wehad 87 health clubs in nine countries. All you do is sell memberships everyday, every month, month to month to month, month, so it's easier for you tobe like, all I do for a living and sell...

...memberships to my clubs, how do youbreak free from that? How do we see the bigger picture? Oh, I, what I did is,well, I'm, you know, I was all the way up, so I worked my way up actually, Istarted up, but I worked my higher and uh I ended up looking at the team's howI can amplify their teams. How how can we align the vision and the purpose ofthe company with each personal vision and purpose of each of one of theemployees. And how do I create a culture in there where there's highcreativity, where I'm not coming up with the ideas, but they are highcohesion within the teams and very low conflict. And so I would, you know, Iwas, I had 87 locations, so I, I literally had all of these places thatI could try different things out and over the years, I honed out a verysuccessful way to do what I was doing. And it turned out to be, you know, tothis day, they still use my systems and I left there to 2014, you know, andit's just, it's and I was self employed to it by was a self employed director,so it was like, I wasn't even an employee and uh, and so it was allabout aligning, like, first of all, you...

...gotta be clear with yourself. So that'sthat's what the books about, only tremble outfits about being clear withyourself. Who am I really, what's my identity not? What do I do or what's myposition? You know, you, you hear people say, you know who I am. I'm theceo okay, well that's what you do. Who are you really? Most people can't say,right? So we find out who you are that that crystallizes more or less yourpurpose. You can usually find your purpose much clear when you realize whoyou are, what you're about, right? What's your juice in life? What turnsyou on kind of thing? And once you have that, everything you do after thatamplifies your identity, right? So your identity is that which is coming out inthe front, not your title and not what you do. And that's why so many peoplewho exit from their company who are changing positions or get out of themilitary for instance, or are no longer a police officer there in a holebecause their whole identity was that officer, that uniform, that badge and agun in that position. That feeling that feeling of the greater purpose, thegreater mission. And so they lose all that. And that's what this book isabout. That's also what our program is about. We have an invite only programwhere we invite leaders who just exited or pivoted to come into our program.And um we work with these guys is...

...really hard. We have 55 levels. Thefirst one is activate right? So you know we activate the true identity. Soyou know who you are and how you interact in the world. And then we haveunleash unleash your purpose in life, know what you do in the world thatmakes you feel alive. And here comes the really cool part that's in powercreates space and elevate all those within your life enterprise. So all canstep into their greatness. Because when all those around you step into thegreatness, they're elevating you as you are elevating them, you know, all shipsrise or at the tide or whatever. You know what the saying is. I'm not verygood at those sayings, but you know, you know, and then we have momentum,amplify your purpose by igniting the fire within others with partnershipsand investing in relational capital. Now in igniting the fire with others iswhere the team comes in. So we actually talk about how do I implement this intomy team? How do I line their visions and missions with the company's visionsand missions so that we have a trajectory like no other because let'sface it, culture follows action. So you...

...can have nice writings on the wall andcredos and everything else. But if the leaders aren't acting according to theto those, to those true cultures that they have put in place, the team's notgonna act, right? So these are the things that I would bring in the place.And of course the last step we talk about is quality of life. And if youever watch any video, I've done, I've done 600 no, 598 episodes of the dailypurge. You know, it's like a three minute video on facebook. And at theend, I say, and remember, it's all about quality of life. You know, that'sthat's what it's, that's what everybody wants, right? That's what everybodywants. And quality of life is fully enjoying every moment of your life, nomatter what you're doing. And that is the mission of our book. That's what Ilearned in the monastery coming out and being aware of what I was doing. And asa matter of fact, Michael, let me tell you this. When I left the monastery, Iwent back to Berlin and I got a call from my old corporation where I hadleft. I was homeless by the way at that time. And I had, because I didn't payany bills, right? So I don't have...

...anything, I didn't, I literally wentback and the world was still there and they didn't put me in jail. And youknow, and I got a call from the Corporation said, hey, we got a job foryou. I'm like, oh no, no, I'm never going back to that world. And they said,it's a three month gig in Budapest's. And something said, go, all right, gogo to Budapest, I'm like, okay, three months. So I literally asked for triplethe money and they said, okay, okay, I'm going and I went First nameBudapest in my whole life, 1st day in the company that I was taking over toturn around, I, I did turn around consulting, I just still do, walked inthe first person I saw was this beautiful woman and I said to myself,that's my wife, like I knew it, I was so aligned with the universe. I walkedinto like, holy, that's my, like I saw my whole future with her like, Likethat, that was 12 years ago, were married, have two kids and I'm stillhere. You know, that's what alignment does, that's what letting go of the howof the, what is out there? How am I gonna get, they're gonna make thatmoney, You're gonna make it happen. As soon as I let go from that, what othersam supposed to do? What I'm supposed...

...to look how I'm supposed to act, I'msupposed to walk what I'm supposed to dress. You know, I had the seven seriesBMW and had all the nice suits bespoke from London Savile Row and all this. Bshad the black Amex, you know. Uh, but I was overweight, hated myself, hated mylife. My first marriage went on the rocks because of that and I went tomonastery after crashing. I almost killed myself, not auto crashed. I hadcrashed and burned in life and then I tried to kill myself and then thatdidn't happen. So I went to the monastery and I came out and said neveragain. And I knew that connection that I had to the world around me was moreimportant than anything I could personally do on my own. And that'swhen I made it a mission to empower teens to the point where they literallyrun the company and I'm just like a pinball machine, the bumpers on apinball machine. I'm just keeping them in that, in that field of play andthat's it. And that's how I championed that company. It's like the Matrix.Well, I'll tell you what that attitude that I talked about. We talked aboutcreating space in the empower face and...

...creating space is the most powerfulthing anyone can learn if you take anything away from this podcast, thisis what this is what you should take away. And I'm and I'm dead seriousabout this creating spaces. When you come up to a meeting to a podcast to akeynote speech, whatever it is, you drop all expectations, you drop allpreconceived notions and all cookie cutter solutions. You show up whollyand fully with one intention and that is to create value right? By solvingproblems typically is away. And what that means is you don't worry about theoutcome because you can't control the outcome, you can only control theintention. So if you let go the outcome, there's no pressure. And what happensis you have a space around each other and any conversation you have and youset it up this way consciously before you go in, I always say take everythingout of your head and put in a tool box beside you, if you need it, you can getit out, but don't use it unless you absolutely have to and you show up inthat create that space and every time mastermind, boom, third entity comes up,you come up with solutions and ideas and that you've never would have comeup with on your own. I mean I've been...

I've been invited to places where I'mgiving advice to european politicians about american, you know, domesticpolicy and I'm like, I don't know anything about this, but it doesn'tmatter. I don't need to, you know why? Because they know that I know andbecause they know that I know I just let it happen. You just tap into the tothe universal data highway. I know it sounds funny but when we let go andstop trying to look at the outcome, they want an answer. What do they wantto hear? How do they want to hear it? What should I say? You drop all of that?You say? You know what? I have the answer? I know I have the answer. It'sout there. Bring it to me. Yeah. I know it sounds it sounds funny, but you knowwhat like constantly we've all had experiences like this. If you thinkdeeply enough we've all had experiences where it seems like we tapped intosomething bigger than ourselves and all of a sudden just gotta download. Iremember that the first time that happened for me so clearly. Um So I'mtrained guitarist. I'm classically trained guitarist guitar. Yeah classicguitar because I I managed you know Andrea Bocelli crazy. Andrea Bocelli,his two classic guitarist to history.

Classic guitarists Are my very goodfriends and they're the ones that taught me about four or 432 hurts.Their guitars are tuned to 422 hurts when they play your tears, you getmoved movement in your body movement. So yeah that's now, that's crazy. Um SoI was driving home one day, all of my sisters play the piano. Um Um but I wasdriving home one day I think I was 17 years old and I had two weeks of piano lessonswhen I was five. You know the the the the, that's sort of a thing.I'm driving home and I've got this tune in my head and it's moving me and itfeels real and I feel like I can play it. I'm not kidding you man. I walkedthrough the front doors of my house into our recreation room, sat down atthe piano and started playing this...

...thing going like, how the crap am Idoing this? My dad who worked in in, in our home office, he's here in this and it's moving himso he rushes into the rec room. I think Michael, I thought that was Katie. Howlong have you been playing the piano for? Like, she's shocked. I'm shocked.I'm like, seven minutes. But I'm playing something I was I was not ableto do prior was do the two handed playing two hands, playing, you know?And all of a sudden you play, could you play after since then? I played aftersince then and people to this day like, so I'm, I wouldn't say I'm perfectpitch, but I'm at a point where if you put a song down in front of me, I willfigure it out and five minutes or less. That's crazy because a lot of peoplethat have those sort of situations, they lose it after that moment, when,when, once they go conscious no, once they start thinking about it and, and,and that's transferred to other instruments. Bass drums, wow, I'm at apoint Now it sounds really kind of...

...facetious or kind of Douchebag ary. Butlike I can pick up any instrument now, essentially there hasn't been one whereI haven't been able to pick it up and within 10 minutes or so kind of figureout the concept of that place. Something yeah, my, my buddy Tony newyork's like that. He literally plays every instrument. He skis, hesnowboards, he climbs ice mountains. This guy like whatever you name it, hedoesn't, it was the same way. The second time I experienced this was inthe Philippines, I did mission work for my church, went to the Philippines, hadto learn the language. I kid you not man. Something happened in the missiontraining center where they're trying to teach you the basics of the languagewhere all language rules left my brain. I'm like, I don't even freaking knowwhat an adjective is right now. How am I going to do this? To the degree ofgetting to the Philippines and, and feeling like I could do it. And a flipswitch to my brain where I wasn't just talking about bible stuff and hey, canI help you with your chickens? I was going down and talking to the fishermenabout the materials he was using to...

...weave his nets and what kind of like,uh, something unlocked in my brain. And so when you're saying this, it doesn'tsound far fetched to me. I know each of us have the ability to tap into this.It didn't unlock in your brain. It let your brain go. It left your brain.That's the whole point when when we keep it logic, we cannot were. That'sconstraints. Same thing happened to me in paris. I'm sitting there. I was onmy own and I, I used to fly around and be by myself and I love to go to pariswhen it was just beautiful. You hear the music and after smoking to go tolaw cigarette with some red wine. And I'm sitting there and the waiter comesup and I, you know I ordered Shariati and he comes back with this and I asksome questions and I'm like petit francais, like you speak french andhe's like, you speak french, I'm like, I don't speak french because you justordered everything in France in french. I was like what I did like I don't evenrealize it because I was so into it. I had let go and absorb the entireculture. I loved it so much there that I was speaking french but when I triedto do it and that's the key word, try. Either you do or you don't and tryingmeans you're blocking yourself with your brain. I know it's it's I'm not ascientist or you know Jamie Wheel type...

...kind of guy, which I was but you knowit's not that's not who I am, but I know what happens and like you said,you went through it as well and you know just believing that and knowingthat it exists allows you to keep doing it over and over and over and itbecomes part of you. And so I've been able to master answering any question,I've been able to add to adding value to any situation and knowing that nomatter who I'm sitting in front of and believe me, I've sat and sat in frontof royalty and world leaders and I always have an answer for notnecessarily my answer, but it's an an answer from somewhere I always, I nevermiss. It's crazy, but think about it, I just let it roll like here comes. Howdo you get I sleep like this? I say it like this were like goldfish, right,refill the space, will give you put a goldfish in a fishbowl. He'll stay aninch long. You put them in a lake. I'll get like a foot, right like a foot long.So we will fill the space given when we let go of trying to fill the space.Right? Mm,...

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 nurturingautomotive professionals, join my exclusive DPB Pro community on facebook.That's where we share information, ideas and content that isn't sharedanywhere else. I can't wait to meet you there. Thanks for listening.

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