The Dealer Playbook
The Dealer Playbook

Episode · 6 months ago

How to Overcome Limiting Beliefs in Business w/ Alex Flores

ABOUT THIS EPISODE

Limiting or fixed beliefs are holding many professionals back from achieving the success they want. Alex Flores, prominent car dealer and leadership coach shares some of the most common:

  • It can't be done
  • It's too hard
  • Not possible
  • Wrong market
  • Not enough inventory
  • People don't want to listen
  • Millennials don't care
  • One generation is better than the other

Alex explains that the best way to overcome the scarcity mindset is to be excited, inspired, and grateful. Doing so creates the mindset of abundance, which is ultimately needed to overcome limiting beliefs and grow your business.

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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. Mm We need to get this message out to morepeople I think of the dealer sales professional the dealership employee in.I always joke, I say in like dog lick Nebraska who's sitting there on mandoesn't really have to suck this bad. No, it doesn't. There's a big world. Anabundant world. Yeah, but I'm only in a market with 5000 people. Stop. That isa lack mindset. You see the lack start...

...seeing abundance. So let me ask youthis on this subject matter what fixed beliefs. So we've talked about takingoffense and you know, that sort of thing. A scarcity mindset. What fixedbeliefs or limiting mindsets do you observe right out of the gates thatthat is an industry or maybe in your store. Need we need to let go of thanks 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 X.Generation 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't inspire, Excite somebody or make them grateful if you're notinspired, if you're not excited and if you're grateful, what makes you thinkpeople are gonna be like that around you? So you're right man, I'm on amission to and I tell people all the time I'm on a mission to changepeople's mindset and to have an abundant thinking, abundant way ofthinking, You're so right man. I love that. I'm going to steal that one fromyou mike because I love that and I talked about that all the time. Youknow, I always tell people my favorite scripture, I'm I'm a Christian man andI apologize if I offend somebody, but I always talk about romance 12 to, it'sin the back of my business card, it's literally on the back of my businesscard. And everybody, I mean I tell them do not be conformed by the patterns ofthis world. Think about all the patterns in this world. The pattern ofexcuses, a pattern 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. LesBrown always said, man, it's gonna be 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 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 4th 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 don't sleep good because mykid kept 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 watch men's mention that. Why is that not on yourlist? Because to me it's not about how manycars yourself. To me it's attitude, character, professionalism, teamwork.Because those are the 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. They're not taking care of our customers theway you think they're just, you know, why would you want somebody in yourcompany who 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 a hand up,and if you create that type of culture guys, there's no secret to success.Success is very simple. I used to have a little thing of secret sauce in mydrawer because people always come and ask me Alex what's the secret sauce andI have, I still have it, I send you a picture of it and it says secret sauceon it because there really is no secret, there is no you said that earlier, yousaid Alex, you know I see a lot of...

...people that want to hold on to things,you know, I'm gonna have to give frank loves credit for this one because hetold me about a few years ago because I was like I said frank, do I really wantto start doing uh sharing all my secrets with everybody and then he saidAlex 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, thatthat is the differentiator and you can go about implementation in one of twoways, you 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's,the Alex floors is the great Glen lundy's the, you know, whoever youwonder why they do it is because they figured out the implementation. And soI guess the last thing where I just want to uh you know, last questionbefore we wind this down. I and man, I could go for I could go for hours withyou man, I love your energy. Um how do we get You said you spend 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'retrying to 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 # 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 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 fail, 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 seekers to be a leader? You got to be a greatfollower. You wanna know why people don't dofollow up on their you as a leader...

...because you don't believe in followingbecause believe me, if you did, they would be doing follow up. You might sayit because it sounds good. Hey guys go out there and do you follow up, youknow, follow up. It's really you don't truly because if you truly believe andfollow up everybody and their mama would be doing follow up every singleday, 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. Mhm.

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