The Dealer Playbook
The Dealer Playbook

Episode · 1 year ago

Laurie Halter: Grow Your People And Your Profits

ABOUT THIS EPISODE

Modern car shoppers deserve a modern approach by car dealers. Those within the industry who demonstrate a service-oriented mindset are quickly rising up and standing apart from dealers who are in it to retain gross or increase profits alone.

Laurie Halter, the founder of Charisma Communications, joins the show to explain how dealers can create a deeper layer of inspiration and authenticity at the dealership that will create more sustainable growth in people and in profits. 

Noteworthy topics from this episode:

1:46 - Modern customers deserve a modern customer experience.

4:37 - How do we start taking responsibility for our own career, life and relationships.

7:06 - What are some things we can be focusing on so that building relationships becomes more natural?

9:49 - Taking the focus off the bank account and focus on serving. The giving mindset.

17:24 - How do we start with this concept of outward service?

26:41 - People want to buy from people.

31:50 - I don’t sell cars, I make friends.

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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. I know what you're thinking, Michael, we talk all about the web sites all the time. You talk about the websites, the websites, a hammer, yada yada yada, we get it. But for real though, it's shocking to me how much guesswork still takes place and how its having a detrimental effect on what opportunities you are able to leverage now over the last decade, especially for the O. G. D. P. Beers. You know, I've poured my soul into assembling a team that cares deeply about the progress of the retail auto industry that believes in my mission to enrich and empower dealers to perpetually grow now. I'm making my amazing marketing team accessible to the dealer playbook community so that you can start to thrive rather than merely survive. Right now, we're providing a just for you free website diagnostic that will show you exactly what you need to do in a priority sequence so that you can finally get the answers you need claim yours by visiting triple W dot flex dealer dot com forward slash website audit. That's triple W dot flex dealer dot com forward slash website dash audit. Welcome welcome to this episode of the dealer playbook, a podcast that explores what it takes to create a thriving career right here in the retail auto industry. I'm your host, Michael Brelo, joined by my pal Laurie halter. We're gonna be talking about how you you're listening, how you can create profitable business interactions. Look, modern dealership, customers deserve a modern customer experience, something virtually impossible to provide if you can't see on, see beyond your own bank account, vain ambitions, ego or pride. Look, it's those within the industry who have a service mindset, a grateful heart drive, ambition and commitment, who we are witnessing rise to new levels. Never before achieved within our awesome industry. Gosh, we've had some of these sales professionals selling over 100 vehicles per month, some of which have joined me right here on the dealer playbook and when we dissect their daily routine, their mindset and the principles that they live by, it becomes very clear, it's those principles, like some of the ones I just mentioned above that have helped them not just grow their book of business, but have lent their hand to elevating everyone with whom they work. That's why I'm excited to chat with our guests today, Lori, halter, she is the founder of charisma communications and host of the careering podcast where she regularly discusses the best ways to improve culture, leadership and ways to...

...create profitable business interactions, Lori, my new pal, thanks so much for joining me on the DPB. I'm so happy to be here and can I hire you to introduce me? No matter where I go, That was amazing shucks. Now you're making me blush. So this is, I mean we've, we've interacted a little bit on, on linkedin, which I think is a tremendous, very underutilized platform these days, especially for those that understand that you're not there to sell, you're just there to meet people and get to know each other and and get inside each other's minds. Uh, so we've interacted there and it became very clear, right out of the gates, the more I saw you interacting, um, that we share very, very similar beliefs, if not probably the same beliefs, which is why I had to have you on the show. Um, I want to ask you this when it comes to the automotive industry, specifically retail auto dealers and those that work inside there is this trend that we see where by individuals are great. And I'm generally speaking because we know that there are some who are not like this, but generally speaking, um we're really good at passing the buck. The reason culture sucks at my store is because our leader sucks. The reason my store sucks is because my people aren't bought in. The reason, the reason that we were like that Hoobastank song, we're gonna be singing the reason all over the place. I want to turn this over to you. What are you seeing from your vantage point? And first and foremost, like how do we just stop with that and start taking responsibility for our own life, career and relationships? I love I love this topic and I love this question. So I think in my own life I've seen so much, I think Covid has ushered in a whole new way of doing business and I am here for because it's all about relation elit transactional relating to people and I think it's truly just like you said, taking your own responsibility for your own happiness, for making the job what you want. And also this idea of giving mindset which I've seen more of in the last year than I ever have before and linked in like you said in the question is a great example of that. I have a lot of people that time to time will say linkedin is not facebook and it's like, no, no, it is, it is facebook for business. So I think from the standpoint of on a dealership lot, the more people can learn what the buyers are looking for when they're coming in and relate to them on a personal level, not try to sell them but figure out what it is that makes them tick. How can you relate to them as a person? Those are the dealership personnel that we're seeing completely when like this last year and moving into the future, this is so interesting, I think, you know, it's something I'm grateful that I caught onto early in my career. Yeah, it's why we talk about it so much on...

...the podcast. Hopefully for those that have been listening for a while, it has sunk in deep how important relationships of trust are. Yes, they've heard the acronym B. R. T. Build relationships of trust everything in my career. I I really, you know, just to kind of put an echo behind what you're saying here. Like everything that I've been blessed with in my career has come from building relationships of trust, my team has whole holy witnessed client partners come to us who inc up and they're like wait, you didn't even tell them what exactly what we're gonna do. I said I know but what what we both know is that I want their kids calling me uncle mike, Yeah, you know what I mean, and they go wait and so I think a lot of people struggle to make that connection so what could you offer from your, from your observation and and you know really advocating for this? What are some things that we could be focusing on? So that building relationships becomes more natural? Yeah, this is one of the clients that I work with, Quantum five is a big believer in this, there are training company and they talk about skill based selling and I think one of the skills I totally buy into this skill is you need to learn how to create relationships during that sale, right? That it is a learned process. Some people naturally are much better at it. Like I'm an extrovert. I really enjoy meeting people, I really enjoyed finding out what makes them tick. So some people are natural sales people, but also think about like if you're an introvert really basically use your strength. So let's say your a salesperson and you're an introvert, which are there even any of those I don't know, perhaps, but they will really be the good listeners of your group. They'll be the ones that will ask the leading questions and actually listen to what the person saying and then respond with their needs. You know, then you've got your extroverts who are totally out there. I'm one of those were terrible about interrupting, were terrible about getting overly excited and jumping in. So these folks play to their strengths, right? So don't interrupt as much for these folks that we're talking to on the show, do not interrupt the people as they're talking. Really try to listen to what they're asking for and like you said, maybe don't start the interaction with what are you looking for in a car today? Maybe start the interaction with, do you have kids? How old are they, are they in school? Those type of questions will actually naturally lead into what they're looking for. Um You know, if someone is looking for a family based start, they've got three teenagers, they're probably looking for an suv if you've got someone who just got his first big promotion at work, he may be looking for his first level up car. So I think just by relating to people in that way, asking those early relational questions that's going to help the transaction go that much better from that point forward. I love that. And you know what it reminds me of. I was...

...couple of years ago, I was at an event Floyd Mayweather was one of the surprise guests. And as you're speaking, what it made me think of as something that he said, he said, if you don't have faith in yourself, why would you expect anybody else to put their faith in you? Yes. And the reason I thought of that is because one of the things that I think gets in our way is that we're so focused On our own bank account. What is our own bottom line if I don't get this? You know, 10 deals, 12 deals, what's going to happen? And the faith that I think we ought to put on ourselves because it really is going to require faith, blind faith even is to just step into the darkness and say, I'm not going to focus on my bank account right now, I'm gonna focus on the individual, the human being, who has dreams, ambitions and desires. I'm gonna put all my focus in them and serve them. And isn't that it's so big, this is my, like, I love this, that's the idea of giving mindset, right? So step out of the transactional, what am I going to get from this? And if you really focus on, how can I help this person in front of me get the correct car for their needs, that giving mindset is going to get you 10 times further than worrying about your bank account and what your next car is going to be. And it's really tough. It really is, it's a change in mindset and it doesn't necessarily always go with the way the dealerships have been set up, right? You've got like you're waiting, you're the next up, you've got to make sure this one person you're with works. Um So it is, it's a really tough and I think it has to come from management down. But the whole giving mindset has been, has changed my life honestly. Yeah, well, and to that point, the giving mindset can start with an individual, right? The tone, right? Like, I think what you're talking about the weather system of of the business that's totally top down, like I know part of my stewardship I know is the owner of the business, is that when I walk through the doors, I am adjusting the temperature. Yes, absolutely right. And but the individual, like, I hope those listening, perhaps your car sales, professional finance, professional technician, whatever. It doesn't really matter. A detailer, you know, shuttle bus driver, it doesn't matter if you don't have a giving mindset, a mindset of service, it doesn't matter what temperature your leader sets the store too. Absolutely well. And also it's interesting how as an individual, they can change that temperature, right? They can actually change. Yes, A lot of it is top down, but I can't tell you how many people I've talked to who are like, whoa, you come into the room and you really bring the enthusiasm and the excitement. So as an individual, I don't care what what business you work...

...in, I don't care what channel you are in. You can absolutely change the temperature and hopefully you're going in a positive, ready to serve, ready to give. And if you're with enthusiasm and if you're coming in with all those elements, your day really cannot turn around because you're in charge of the way your day goes. It's really, um man, I love this. This is like uh those that have Listened since Day one. He's stroking the beard. Now, this is what's happening for those that can't see you. Um It it makes me think of cognitive bias like what you focus on you will find and it's show perception as reality, right? This is it. And and how many people go around Lori saying, well, perception is reality own A perception is one's reality. Yes. Just because you see it that way. It doesn't mean I have to. But you know how many people and this was me for years, like struggling with mental health issues for years and years. I battled waking up on that side of the bed. Yeah. And then I had one of those days and then you know, and it's shocking to me how many people I shouldn't say, shocking. It's worrisome to me how many people are trapped in that Hyperloop of it. Yeah, like the first words out of their mouth that sleep sucked or whatever. Like the other the other one I hate is I'm so busy. I hate, I'm so busy. We all have the same amount of time. You're not so busy, Well, you may be busy, but we all decide who we, what we give time to and who we give time to. So that's my other puppy. We're all busy, successful people embraced dizziness. Yeah, They'd rather be busy than board. What's the alternative to be bored out of your mind? Exactly, Right. Which is horrible. Right? I have a friend who talks all the time about sunday. She goes, oh, here come the dreads. And I kind of love it. She talks about the dreads on a sunday night and it's this idea, not just work, but we all have kids at home, we're all trying to juggle 500 things right now and she's like, oh no, the dreads are coming, you know? And I talked to her a lot about like don't call it the dreads. You are setting your week up for like a terrible week, thinking about what is good, that's coming totally man. And it's so true. So this is why we talk a lot, a lot about like, hey, if you could just see past your own nose or whatever that thing is that's holding you back, you know, the whole mantra of the dealer playbook, the reason why we do this, I believe the reason you produce your podcast and why so many other podcasters are stepping forward in the space, which I love is because we're trying to help everyone understand that there's, there is actually a right and...

...a wrong way to do this deal and the right way is predicated upon positivity giving gratitude relationships matter. Oh my gosh! Look at all the companies, look at all the companies that were like 2020, it was like they fell off, they were about to fall off their bite. You know, their bowels quivered relationships. I'm telling you right now, not to brag to anybody. Please don't take it out of context. You know, it's just love, Relationsever, sustained my business through 2020. It grew by triple digits in 2020 because not of anything spectacular outside of we believe so deeply in our people and our people are our client partners, our team, our families, the, you know, the residual compounding effect of the lives that we touch. And so we put our heads down to pour into others. Okay, this this is gonna hurt. We don't know what's happening, unforeseen circumstances pandemic. All this. Put your heart might mind and soul into the people you serve. It will sustain you. That is it like that whole giving mindset, what can you do to give during this time, 2020 was a great year for me too, by the way, like, I know a lot of people say, you know, it's terrible. I reached out new ways. I launched my podcast. We had such a huge compliment because basically what they're saying is we don't know what you have, but we want the energy that's surrounding it. And so I think getting back to like individual salespeople dealerships, sometimes people have an unspoken draw to you and what they're really feeling is your energy and they can't really put their name on it. But if you have a positive energy, like your everything, you're talking about positive energy giving attitude, you have a great positive outlook, they're not going to say, I'm not sure what it is, but I just know that I want to be a part of it and that is huge. How do you develop this? Let's just say I grew up in circumstances where there's a lot of fixed beliefs, right? Like, you know, I'm sensitive to the fact that each of us had different home life's and just different ideas that we have taken a heart and so, you know, for the individual, perhaps that's like, no, it's like straight up the street, like watch your back, watch out for yourself, you know, like that sort of thing. How do we transition, how do, what can we do to start? Um um taking even just a small step into this concept of more outward service than expectation. There is one really, really easy thing to do and anyone can do it, I don't care where they are and it's every single morning list out at least five gratitude. And even though I have to tell you there were times during the pandemic, I'm a huge extrovert and so especially when everything was locked down that if you look at my gratitude list, it's literally like my dog at my feet, my fire in my fireplace, you know,...

...there's not, but I think if you take the time every single day and try and do in the morning to list out and I want you to be specific, I don't want it to be like, I'm happy, I have a home. It's like, I'm happy, I'm warm in my home warmed by the fire because I have enough money for electricity, you know, and I think as you start looking for those really small things and the smaller the better. To be honest, you start realizing how much you have and, and then you can't come from a place of lack, right? This is my other, this is my other thing, anytime you're coming from a place of lack, whether its finances, whether it's not enough sales for the month, whether it's not enough friends, you don't feel like you have enough opportunities. Um, talking again about energy, I'm not going to get to woo woo, but our energy attracts and pulls things into our orbit. So if you're coming from a place of lack, you're going to pull more of that into your orbit. But if you're coming from a place of giving a positivity and gratitude, you're going to pull more of that into your orbit. I love that. It's um and what fascinates me about this? I remember the first time I watched the Secret. Yes. And I was like, what was this crazy voodoo going on my brain frequencies and crazy and you get too deep and really though I, you know, at this point now it's been years and years and years. Um, at this point, everything that you're saying, I basically chalk up to this concept, which is those things, whatever it is you feel is magnetized to you. Those things already exist. They're like, there is no new thing. You should stop waiting for this new thing to exist. Rather recognize that there is an abundance of everything you already need. It already exists. And it's kind of this concept of, I remember when I um years ago I bought a vehicle, I bought a uh an Infiniti G 35 in the town I was living in. Never ever before had seen an Infiniti G 35 all of a sudden drive that sucker off the lot and I'm like G 35 G 35 35 and I chalk it up to this like what you're saying resonates so deeply with me. I brought something into my atmosphere into my environment that heightened my recognition of more of that thing. Yes, and so if I keep bringing negativity, stress drama, um you know, pettiness envy jealousy. Like if I keep bringing all of these things into my ecosystem, then it's only going to heighten my awareness of more of those things, but you, but if that's the case then that also means an unlimited amount of happiness, fulfillment, peace, joy, relationships, opportunities, Those things must also exist if they don't how come others are taking advantage of...

...those lives. And I know you've seen this too, I've seen this in the past year. Big time. Like I really have put this personally into practice, this is not just lip service with the five gratitude by journal everything all day. I focused on those things and I have definitely definitely seen um an increase in good things in my life as a result came during the pandemic, which should have been the worst year of all of our lives. Right perspective though, right, It gratitude helps shapes your perspective, it shifts the lens by which you see the world. Yes, absolutely. Um you know, I I think about the and you know, I guess I could just add kind of my own like testament to what you're saying here, The truthfulness of it. The first thought that crossed now 15 years ago, maybe 20 years ago, this pandemic would have rocked the socks off me. I would have been down for the count game over fetal position in a corner. Doom and gloom. Yeah, gratitude saved my life and continues to save my life because of everything you're talking about. It helps me recognize abundance. Yes. Even in the most unforeseen, questionable circumstances, it helps me see that there's still way out that there's still opportunity, there's still something within my control. Um, so when the pandemic it, you know what thought crossed my mind, Whoa, this is, this is weird. We get to be the textbook era again, like they're going to be reading about us in textbooks. And then I thought immediately about my my grandfather Who in 1937 he italian signed up to do his mandatory two year service, right, They had to do that. And he's thinking, okay, I'm gonna knock this two years out, then I'm gonna go mary go back to the countryside, marry my sweetheart. Well, two years later, 1939 right, when he's ready to peace out, World War Two breaks out fights on the front lines of World War Two for the entire duration of the war requests. Several leaves of absence, Laurie to go marry my grandmother. Every one of them denied. No sir, he was like radio control operator. So he's the guy calling for backup. Don't let that guy die. He's the guy calling for rations for ammo, for backup, for air support. And uh, and of course the like Mussolini did not care about his soldiers that they were starving. So anyways, he and I don't believe in coincidences, by the way, I believe in divine design. But then all of a sudden after all of these requests um that were denied to go marry my grandmother, he finally gets approval for a leave of absence and I...

...have a picture of my grandfather standing with his platoon, it was the morning he left to go marry my grandmother And and there he is with his platoon, there's probably you know 16-20 guys standing with him. Yeah, he leaves the next day, every last one of those guys is deployed to Russia where they all perish. Well I just got a huge chill go through my body. Isn't that insane? So then I think ok, so then he endured that. Imagine the survivor's guilt, imagine you know seeing their families, probably some of these were boys he grew up with in the in the countryside mary's my grandmother. Then they go, we're going to move to Canada Where at a time where nobody speaks Italian and Canada and no, you know Italian speaks English like this is very much like Oh my gosh, how do we do this? And he was already, you're ready for this. He was 30 eight years old and couldn't get a job here because he was too old. 38. Yeah my gosh, I'd be a dead woman would be right. I'd be like I'm going what? Oh my gosh! But but then they endure. So then there's that then there's every pretty much every war that's happened on planet earth and every pandemic and market crash from World War Two. Although he was born in 1916. So he he experienced the Great Depression, World War One, World War two Vietnam korean war Iraq Libya Afghanistan he experienced at all and he was and he was the most carry this is life here we are with one. So the thought going through my mind based on gratitude and I'll shut up is if we could do that, surely we can do this. You're telling me I gotta stay inside and watch netflix for a year. Right, done. And the fact that he finished it all with such a gratitude, a sense of gratitude and this personality that nothing could really get to him because he had learned The secret is it comes from inside of you, right? It does not matter the things that are going on outside of your world. Your the way you handle situations, the way you see the world, the way you relate. Getting back to the relating, relate to others that all comes from inside of you. So if you can take a little bit of time every single day to nurture and care for that part of yourself, you will see tremendous results. Within months you bring up something that is really the secret to business, right? Like, oh my gosh, growing profitable business, you could have the best pricing, the worst pricing, the most mediocre pricing, the most mediocre inventory. You sooner or later need to understand people are coming for you. Yes. People don't want to buy from people. Yes, I'll actually tell you this great story that really plays into this idea. Um so I started my, I jumped out and started my agency in 2003. And really for the first six months, I mean I was very lucky had some clients that came right on board...

...quickly, but for the first six months, you know my husband was working and keeping us afloat. I had gone from a really nice salary to almost nothing monthly. And I started on a lot of boards because I really believe, again, even in my early twenties, I really believed in giving back and I really believe that I was here to do that. So I was on a lot of boards and I remember there was about this week time I've been I was 6 to 8 months in and I was thinking, and I don't know, maybe I should just go back to the workforce, maybe this isn't gonna work out. Um Maybe I shouldn't have jumped into my own agency. And about that time I got a phone call, Greg Rodrick, he and are still great friends. Um He was on the board with me at the time, it was the cystic fibrosis board. I didn't know that Greg's wife had cystic fibrosis and that's why he was a member of the board and he gave me my first monthly retainer that helped create and build the rest of my business and we're still friends. But that came from me being on the board of the cystic Fibrosis Foundation. So this is what we're talking about. He didn't even know what I did. He's like, I don't know what you do. I just appreciate that you're giving back and I'd like to give back to you in some way. So, like, that's the clearest example I can think of of. This man basically saved my agency. I would have gone back to a company and he did it because we were on a board together and he liked that I was volunteering my time. You know, I have this vision of one day when all of the, when all of this is said and done and I'm like, you know what, Sarah was just going to be, wherever the heck he wants to be. You know, because I think we all kind of want to get to, you know, I'm still gonna be working, but like maybe it's on my favorite beach somewhere. Maybe it's from a boat in the middle of the caribbean, right? I got to tell you everything that you're saying to me really resonates because I've seen the truthfulness of my life. So the vision I have is one day, all of us, Lori's family, Michael's family, whoever else we got to build relationships with. We're just chilling on a beach somewhere, sipping our favorite mockery toes, right, laughing and talking about how amazing was that? Just reminiscing and talking about anything short of that. So that whether that happens or not, I don't know, but whether it's a client partner, a friend, an acquaintance. Like I just have this vision of like that sunny day, the sun's just going down, there's music in the background and we love or so I'll be there. You know what I mean? And we're all just like, that was just amazing, right? Well, and what you're really talking about here is building friendships. Again, it's like, it would be great to feel like you don't really have any clients, you have friends. And I believe me, I know I get to pick the people I work with them, I get to pick the people I don't work with. And you know, there have definitely been times where I've had really profitable...

...relationships that I've stepped away from because I just feel like it's not a match on a personal level, but I want to work with my friends. I don't want anyone to feel like clients, I want them to feel like my buddies. And so as a result right now, my entire client base. Our friends. Yeah. It's it's lasting. I think there's this misnomer in business that you can't work with friends or family or things of that nature. But you can you can if you communicate clearly and you set expectations and you make yourself clear. But also, if you let them know that you in an undying fashion have their back. Yes. Well, and I can't tell you how many times a project has ended or I've worked with a client in one company. And for whatever reason, you know, they've either grown big enough that they brought it in their pr in house or for whatever reason that the project has ended. But we've kept that relationship because what's important is the relationship and then having them, they'll go to a new company and bring me in and say, oh, I just have always remembered that like we have continued to be friends and that's important to me. So I'd like to bring you into this new opportunity. So it's, it's this nice. It's, again, again, it kind of goes back to abundance. The idea of abundance. Like if you really see people as people and build those relationships, the abundance will come because you're doing it from the right place. This ties into what we talk a lot about today, where you know, people are getting their panties in a twist over the rooms and the car Vonna. So this ties into the y by, that's the why by is that I don't, hey, like I don't sell cars, I make friends. Yes. Can you imagine if people had that idea on the lot? That would be incredible If you want to, if you went to work every day thinking I'm not going to focus on selling cars, I'm going to focus on making friends today, your whole sales process, your profits, everything with sword take a couple of months, but it would completely change the way those people sell, the snowball effect would be staggering and I mean, we see it, there's the frank trinity's, the Ali rita's, the police cap parts, the, I mean, there's so many, you know, um, um, the glen lundy's of the world, like there's so many in this industry who have proven that that is the case and it kind of goes back so successful and they're always turning into more like it's rolling into more opportunity consistently, but like, I just think, you know, if you can get beyond that and also the paradigm shift, I think I'd love your thoughts on this, the paradigm shift, which is just because you got employment at the dealership doesn't mean you are done applying for the job, like every new customer you are. So if you're standing out there and like no offense to the smokers, like I'm not judging you, but if you're standing out there and you look like, you know, shoulders are shrugged and...

...you've got a sick and your fingers and you smell like smoke and you're not very welcoming looking and you're scowling, you're, you're going to lose the job. This is a matter of, did I get the job or did I not get the job? It has nothing to do with selling a car? Absolutely. This is the energy again, right, What kind of energy are you putting out? What kind of perception are people having of you based on that, that whole scenario and chances are pretty good, you're not going to sell that car and think of like trends. Like I remember growing up, my father used to say, look clean shaven men. Like the perception is your more welcoming or more inviting. The trend kind of changed where beards became a little bit more acceptable, especially like, and if your well groomed and you keep it and all these sorts of things. So I've got a beard, I look like franklin, the turtle without it. That's a different story. Um, but side note, I did this app, this Snapchat filter where it takes your beard off, it makes you clean shaven and how did look, it looks like franklin the turtle. So I, for those, I can't see, I snuck up behind my wife and I like she was sitting in the chair and I snuck up behind her like this just so she could see the phone in front of her and then my, you know me in the background without the beard and she says if I turn around and that beard has gone, I wouldn't be so bad. Anyway, that's side note, but but here's where I'm going with this, you know what trend has not changed in over 100 years, the fact that if you smell like cigarette smoke and don't look happy and smell bad people do not want to be around you Yes, that's very true, like and that's not a judgment, I mean it is kind of a judgment thing, but they reserve the right as human beings with nostrils to make that judgment and so you have to consider all of these things whether like whether you smoke or not like this is not an anti smoking campaign, I'm just using that as one clear example, um that you got to pick your spots and if your spot is out front of the dealership in a huddle that is scary. That brings back all sorts of memory, bad memories about high school and trying to make new friends. Absolutely, yes, like the closed circle and how scared we all were to get, trying to get into the closed circle. Yeah, the click or whatever they call it. So, so this has been a tremendous conversation. I'd like to just turn it back over to you. Um, how can those listening get in touch with you to learn more about you and where can they listen to our podcast? Yes, okay, I'd love anyone to get in touch with me. Probably the easiest way is to go to linkedin and just go to lori halter on linkedin. I'm very active on linkedin. I'm on there every day, so that's probably the easiest way to do it. Um careering, you can go to any of that. Probably Apple podcast is the easiest. Again, it's careering. We get to interview leading women on what's making it work for them in their careers and their lives. Really fascinating conversations and I just welcome anyone who would like to...

...reach out to me to do so because I'd love to again, all the things we're talking about connect, create relationships and build friendships with all your listeners. Amazing. You can get all of the extended notes, timestamps and whatnot for this episode by visiting triple W dot the dealer playbook dot com forward slash Laurie dash halter. Definitely go check out the careering podcast. So well done, congratulations on that. I'm so glad that you're able to join me here on the podcast. Thank you. This was wonderful. I really appreciate it. I'm Michel Cirillo and you've been listening to the dealer Playbook podcast. If you haven't yet, please click the subscribe button wherever you're listening right now. Leave a rating or review and share it with a colleague. If you're ready to make big changes in your life and career and want to connect with positive, nurturing automotive professionals, join my exclusive DPB pro community on facebook. That's where we share information, ideas and content that isn't shared anywhere else. I can't wait to meet you there. Thanks for listening. Mm.

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