The Dealer Playbook
The Dealer Playbook

Episode · 6 months 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. 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. Welcome welcome to this episodeof the dealer playbook, a podcast that explores what it takes to create athriving 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 abouthow 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 beyondyour own bank account, vain ambitions, ego or pride. Look, it's those within the industrywho have a service mindset, a grateful heart drive, ambition and commitment,who we are witnessing rise to new levels. Never before achieved withinour awesome industry. Gosh, we've had some of these sales professionalsselling over 100 vehicles per month, some of which have joined me right hereon the dealer playbook and when we dissect their daily routine, theirmindset and the principles that they live by, it becomes very clear, it'sthose principles, like some of the ones I just mentioned above that have helpedthem not just grow their book of business, but have lent their hand toelevating everyone with whom they work. That's why I'm excited to chat with ourguests today, Lori, halter, she is the founder of charisma communications andhost of the careering podcast where she regularly discusses the best ways toimprove 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 tobe here and can I hire you to introduce me? No matter where I go, That wasamazing shucks. Now you're making me blush. So this is, I mean we've, we'veinteracted a little bit on, on linkedin, which I think is a tremendous, veryunderutilized platform these days, especially for those that understandthat you're not there to sell, you're just there to meet people and get toknow each other and and get inside each other's minds. Uh, so we've interactedthere and it became very clear, right out of the gates, the more I saw youinteracting, um, that we share very, very similar beliefs, if not probablythe same beliefs, which is why I had to have you on the show. Um, I want to askyou this when it comes to the automotiveindustry, specifically retail auto dealers and those that work insidethere is this trend that we see where by individuals are great. And I'mgenerally 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 reasonculture sucks at my store is because our leader sucks. The reason my storesucks is because my people aren't bought in. The reason, the reason thatwe were like that Hoobastank song, we're gonna be singing the reason allover the place. I want to turn this over to you. What are you seeing fromyour vantage point? And first and foremost, like how do we just stop withthat and start taking responsibility for our own life, career andrelationships? I love I love this topic and I love this question. So I think inmy own life I've seen so much, I think Covid has ushered in a whole new way ofdoing business and I am here for because it's all about relation elittransactional 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 whatyou want. And also this idea of giving mindset which I've seen more of in thelast year than I ever have before and linked in like you said in the questionis a great example of that. I have a lot of people that time to time willsay linkedin is not facebook and it's like, no, no, it is, it is facebook forbusiness. So I think from the standpoint of on a dealership lot, themore people can learn what the buyers are looking for when they're coming inand relate to them on a personal level, not try to sell them but figure outwhat 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 thislast year and moving into the future, this is so interesting, I think, youknow, 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 thathave been listening for a while, it has sunk in deep how importantrelationships 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 mycareer has come from building relationships of trust, my team haswhole holy witnessed client partners come to us who inc up and they're like wait, you didn't eventell them what exactly what we're gonna do. I said I know but what what we bothknow is that I want their kids calling me uncle mike, Yeah, you know what Imean, and they go wait and so I think a lot of people struggle to make thatconnection so what could you offer from your, from your observation and and youknow really advocating for this? What are some things that we could be focusing on? So thatbuilding relationships becomes more natural? Yeah, this is one of theclients that I work with, Quantum five is a big believer in this, there aretraining company and they talk about skill based selling and I think one ofthe skills I totally buy into this skill is you need to learn how tocreate 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 reallyenjoy meeting people, I really enjoyed finding out what makes them tick. Sosome people are natural sales people, but also think about like if you're anintrovert really basically use your strength. So let's say your asalesperson and you're an introvert, which are there even any of those Idon't know, perhaps, but they will really be the good listeners of yourgroup. They'll be the ones that will ask the leading questions and actuallylisten 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 thosewere terrible about interrupting, were terrible about getting overly excitedand jumping in. So these folks play to their strengths, right? So don'tinterrupt as much for these folks that we're talking to on the show, do notinterrupt the people as they're talking. Really try to listen to what they'reasking for and like you said, maybe don't start the interaction with whatare you looking for in a car today? Maybe start the interaction with, doyou have kids? How old are they, are they in school? Those type of questionswill actually naturally lead into what they're looking for. Um You know, ifsomeone 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 hisfirst big promotion at work, he may be looking for his first level up car. SoI think just by relating to people in that way, asking those early relationalquestions that's going to help the transaction go that much better fromthat point forward. I love that. And you know what it reminds me of. I was...

...couple of years ago, I was at an eventFloyd 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'thave faith in yourself, why would you expect anybody else toput their faith in you? Yes. And the reason I thought of that is because one of the things that I think gets inour way is that we're so focused On our own bank account. What is our ownbottom line if I don't get this? You know, 10 deals, 12 deals, what's goingto happen? And the faith that I think we ought to put on ourselves because itreally is going to require faith, blind faith even is to just step into thedarkness and say, I'm not going to focus on my bank account right now, I'mgonna focus on the individual, the human being, who has dreams, ambitionsand desires. I'm gonna put all my focus in them and serve them. And isn't thatit'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? Andif you really focus on, how can I help this person in front of me get thecorrect car for their needs, that giving mindset is going to get you 10times further than worrying about your bank account and what your next car isgoing to be. And it's really tough. It really is, it's a change in mindset andit doesn't necessarily always go with the way the dealerships have been setup, right? You've got like you're waiting, you're the next up, you've gotto make sure this one person you're with works. Um So it is, it's a reallytough and I think it has to come from management down. But the whole givingmindset has been, has changed my life honestly. Yeah, well, and to that point, the giving mindset can start with anindividual, right? The tone, right? Like, I think what you're talking aboutthe weather system of of the business that's totally top down, like I knowpart of my stewardship I know is the owner of the business, is that when Iwalk 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 reallymatter. A detailer, you know, shuttle bus driver, it doesn't matter if youdon't have a giving mindset, a mindset of service, it doesn't matter whattemperature your leader sets the store too. Absolutely well. And also it'sinteresting 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 youhow many people I've talked to who are like, whoa, you come into the room andyou really bring the enthusiasm and the excitement. So as an individual, Idon't care what what business you work...

...in, I don't care what channel you arein. You can absolutely change the temperature and hopefully you're goingin a positive, ready to serve, ready to give. And if you're with enthusiasm andif you're coming in with all those elements, your day really cannot turnaround 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'sstroking the beard. Now, this is what's happening for those that can't see you.Um It it makes me think of cognitive biaslike 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 yousee it that way. It doesn't mean I have to. But you know how many people and this wasme for years, like struggling with mental health issues for years andyears. I battled waking up on that side of the bed. Yeah. And then I had one ofthose days and then you know, and it's shocking to me how many people I shouldn't say, shocking. It'sworrisome 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 theother the other one I hate is I'm so busy. I hate, I'm so busy. We all havethe same amount of time. You're not so busy, Well, you may be busy, but we alldecide who we, what we give time to and who we give time to. So that's my otherpuppy. We're all busy, successful people embraced dizziness. Yeah, They'drather be busy than board. What's the alternative to be bored out of yourmind? Exactly, Right. Which is horrible. Right? I have a friend who talks allthe time about sunday. She goes, oh, here come the dreads. And I kind oflove it. She talks about the dreads on a sunday night and it's this idea, notjust work, but we all have kids at home, we're all trying to juggle 500 thingsright now and she's like, oh no, the dreads are coming, you know? And Italked to her a lot about like don't call it the dreads. You are settingyour week up for like a terrible week, thinking about what is good, that'scoming totally man. And it's so true. So this is why we talk a lot, a lotabout like, hey, if you could just see past your own nose or whatever thatthing is that's holding you back, you know, the whole mantra of the dealerplaybook, the reason why we do this, I believe the reason you produce yourpodcast and why so many other podcasters are stepping forward in thespace, which I love is because we're trying to help everyone understand thatthere's, there is actually a right and...

...a wrong way to do this deal and theright way is predicated upon positivity giving gratitude relationships matter.Oh my gosh! Look at all the companies, look at all the companies that werelike 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 rightnow, 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. Itgrew by triple digits in 2020 because not ofanything spectacular outside of we believe so deeply in our people and ourpeople are our client partners, our team, our families, the, you know, theresidual compounding effect of the lives that we touch. And so we put ourheads down to pour into others. Okay, this this is gonna hurt. We don't knowwhat's happening, unforeseen circumstances pandemic. All this. Putyour 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 duringthis time, 2020 was a great year for me too, by the way, like, I know a lot ofpeople say, you know, it's terrible. I reached out new ways. I launched mypodcast. We had such a huge compliment because basically what they're sayingis 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 feelingis your energy and they can't really put their name on it. But if you have apositive energy, like your everything, you're talking about positive energygiving attitude, you have a great positive outlook, they're not going tosay, I'm not sure what it is, but I just know that I want to be a part ofit and that is huge. How do you develop this? Let's just say I grew up incircumstances 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 justdifferent ideas that we have taken a heart and so, you know, for theindividual, perhaps that's like, no, it's like straight up the street, likewatch your back, watch out for yourself, you know, like that sort of thing. Howdo we transition, how do, what can we do to start? Um um taking even just asmall step into this concept of more outward service than expectation. Thereis one really, really easy thing to do and anyone can do it, I don't carewhere they are and it's every single morning list out at least fivegratitude. And even though I have to tell you there were times during thepandemic, I'm a huge extrovert and so especially when everything was lockeddown that if you look at my gratitude list, it's literally like my dog at myfeet, my fire in my fireplace, you know,...

...there's not, but I think if you takethe time every single day and try and do in the morning to list out and Iwant 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 haveenough money for electricity, you know, and I think as you start looking forthose really small things and the smaller the better. To be honest, youstart realizing how much you have and, and then you can't come from a place oflack, right? This is my other, this is my other thing, anytime you're comingfrom a place of lack, whether its finances, whether it's not enough salesfor the month, whether it's not enough friends, you don't feel like you haveenough opportunities. Um, talking again about energy, I'm not going to get towoo woo, but our energy attracts and pulls things into our orbit. So ifyou're coming from a place of lack, you're going to pull more of that intoyour orbit. But if you're coming from a place of giving a positivity andgratitude, you're going to pull more of that into your orbit. I love that. It'sum and what fascinates me about this? I remember the first time I watched theSecret. Yes. And I was like, what was this crazy voodoo going on my brainfrequencies and crazy and you get too deep and really though I, you know, atthis point now it's been years and years and years. Um, at this point, everything that you'resaying, 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 newthing to exist. Rather recognize that there is an abundance of everything youalready need. It already exists. And it's kind of this concept of, Iremember when I um years ago I bought a vehicle, I bought a uh an Infiniti G 35in the town I was living in. Never ever before had seen an Infiniti G 35 all ofa sudden drive that sucker off the lot and I'm like G 35 G 35 35 and I chalkit up to this like what you're saying resonates so deeply with me. I broughtsomething into my atmosphere into my environment that heightened myrecognition 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 bringingall of these things into my ecosystem, then it's only going to heighten myawareness of more of those things, but you, but if that's the case then thatalso means an unlimited amount of happiness, fulfillment, peace, joy,relationships, opportunities, Those things must also exist if they don'thow come others are taking advantage of...

...those lives. And I know you've seenthis too, I've seen this in the past year. Big time. Like I really have putthis personally into practice, this is not just lip service with the fivegratitude by journal everything all day. I focused on those things and I havedefinitely definitely seen um an increase in good things in my life as aresult came during the pandemic, which should have been the worst year of allof our lives. Right perspective though, right, It gratitude helps shapes yourperspective, 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 couldjust add kind of my own like testament to what you're saying here, Thetruthfulness of it. The first thought that crossed now 15 years ago, maybe 20years ago, this pandemic would have rocked the socks off me. I would havebeen 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 ofeverything you're talking about. It helps me recognize abundance. Yes. Evenin the most unforeseen, questionable circumstances, it helps me see thatthere'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 tobe the textbook era again, like they're going to be reading about us intextbooks. And then I thought immediately about my my grandfather Whoin 1937 he italian signed up to do his mandatory two year service, right, Theyhad 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 Twobreaks out fights on the front lines of World War Two for the entire durationof the war requests. Several leaves of absence, Laurie to go marry mygrandmother. Every one of them denied. No sir, he was like radio controloperator. So he's the guy calling for backup. Don't let that guy die. He'sthe 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 theywere starving. So anyways, he and I don't believe in coincidences, bythe way, I believe in divine design. But then all of a sudden after all of theserequests um that were denied to go marry my grandmother, he finally getsapproval for a leave of absence and I...

...have a picture of my grandfatherstanding with his platoon, it was the morning he left to go marry mygrandmother And and there he is with his platoon, there's probably you know16-20 guys standing with him. Yeah, he leaves the next day, every last one ofthose guys is deployed to Russia where they all perish. Well I just got a hugechill go through my body. Isn't that insane? So then I think ok, so then heendured that. Imagine the survivor's guilt, imagine you know seeing theirfamilies, probably some of these were boys he grew up with in the in thecountryside mary's my grandmother. Then they go, we're going to move to CanadaWhere at a time where nobody speaks Italian and Canada and no, you knowItalian speaks English like this is very much like Oh my gosh, how do we dothis? And he was already, you're ready for this. He was 30 eight years old andcouldn't get a job here because he was too old. 38. Yeah my gosh, I'd be adead woman would be right. I'd be like I'm going what? Oh my gosh! But butthen they endure. So then there's that then there's every pretty much everywar that's happened on planet earth and every pandemic and market crash fromWorld War Two. Although he was born in 1916. So he he experienced the GreatDepression, World War One, World War two Vietnam korean war Iraq LibyaAfghanistan he experienced at all and he was and he was the most carry thisis life here we are with one. So the thought going through my mind based ongratitude 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 ofgratitude and this personality that nothing could really get to him becausehe had learned The secret is it comes from inside of you, right? It does notmatter the things that are going on outside of your world. Your the way youhandle situations, the way you see the world, the way you relate. Getting backto the relating, relate to others that all comes from inside of you. So if youcan take a little bit of time every single day to nurture and care for thatpart of yourself, you will see tremendous results. Within months youbring up something that is really the secret to business, right? Like, oh mygosh, growing profitable business, you could have the best pricing, the worstpricing, the most mediocre pricing, the most mediocre inventory. You sooner orlater need to understand people are coming for you. Yes. People don't wantto buy from people. Yes, I'll actually tell you this great story that reallyplays into this idea. Um so I started my, I jumped out and started my agencyin 2003. And really for the first six months, I mean I was very lucky hadsome 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 areally nice salary to almost nothing monthly. And I started on a lot ofboards because I really believe, again, even in my early twenties, I reallybelieved in giving back and I really believe that I was here to do that. SoI was on a lot of boards and I remember there was about this week time I'vebeen I was 6 to 8 months in and I was thinking, and I don't know, maybe Ishould just go back to the workforce, maybe this isn't gonna work out. UmMaybe I shouldn't have jumped into my own agency. And about that time I got aphone call, Greg Rodrick, he and are still great friends. Um He was on theboard with me at the time, it was the cystic fibrosis board. I didn't knowthat Greg's wife had cystic fibrosis and that's why he was a member of theboard and he gave me my first monthly retainer that helped create and buildthe rest of my business and we're still friends. But that came from me being onthe board of the cystic Fibrosis Foundation. So this is what we'retalking about. He didn't even know what I did. He's like, I don't know what youdo. I just appreciate that you're giving back and I'd like to give backto 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 andhe did it because we were on a board together and he liked that I wasvolunteering my time. You know, I have this vision of one day when allof the, when all of this is said and done and I'm like, you know what, Sarahwas just going to be, wherever the heck he wants to be. You know, because Ithink 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 boatin the middle of the caribbean, right? I got to tell you everything thatyou're saying to me really resonates because I've seen the truthfulness ofmy 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 chillingon a beach somewhere, sipping our favorite mockery toes, right, laughingand talking about how amazing was that? Just reminiscing and talking aboutanything short of that. So that whether that happens or not, I don't know, butwhether it's a client partner, a friend, an acquaintance. Like I just have thisvision of like that sunny day, the sun's just going down, there's music inthe background and we love or so I'll be there. You know what I mean? Andwe're all just like, that was just amazing, right? Well, and what you'rereally talking about here is building friendships. Again, it's like, it wouldbe great to feel like you don't really have any clients, you have friends. AndI believe me, I know I get to pick the people I work with them, I get to pickthe people I don't work with. And you know, there have definitely been timeswhere I've had really profitable...

...relationships that I've stepped awayfrom because I just feel like it's not a match on a personal level, but I wantto work with my friends. I don't want anyone to feel like clients, I wantthem to feel like my buddies. And so as a result right now, my entire clientbase. Our friends. Yeah. It's it's lasting. I think there's this misnomerin business that you can't work with friends or family or things of thatnature. But you can you can if you communicate clearly and you setexpectations and you make yourself clear. But also, if you let them knowthat you in an undying fashion have their back. Yes. Well, and I can't tellyou how many times a project has ended or I've worked with a client in onecompany. And for whatever reason, you know, they've either grown big enoughthat they brought it in their pr in house or for whatever reason that theproject has ended. But we've kept that relationship because what's importantis the relationship and then having them, they'll go to a new company andbring me in and say, oh, I just have always remembered that like we havecontinued to be friends and that's important to me. So I'd like to bringyou into this new opportunity. So it's, it's this nice. It's, again, again, itkind of goes back to abundance. The idea of abundance. Like if you reallysee people as people and build those relationships, the abundance will comebecause you're doing it from the right place. This ties into what we talk alot about today, where you know, people are getting their panties in a twistover the rooms and the car Vonna. So this ties into the y by, that's the whyby is that I don't, hey, like I don't sell cars, I make friends. Yes. Can youimagine if people had that idea on the lot? That would be incredible If youwant to, if you went to work every day thinking I'm not going to focus onselling cars, I'm going to focus on making friends today, your whole salesprocess, your profits, everything with sword take a couple of months, but itwould completely change the way those people sell, the snowball effect wouldbe staggering and I mean, we see it, there's the frank trinity's, the Alirita'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 whohave proven that that is the case and it kind of goes back so successful andthey're always turning into more like it's rolling into more opportunityconsistently, but like, I just think, you know, if you can get beyond thatand also the paradigm shift, I think I'd love your thoughts on this, theparadigm shift, which is just because you got employment at the dealershipdoesn't mean you are done applying for the job, like every new customer youare. 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 andyou smell like smoke and you're not very welcoming looking and you'rescowling, you're, you're going to lose the job. This is a matter of, did I getthe 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 youputting 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 sellthat car and think of like trends. Like I remember growing up, my father usedto say, look clean shaven men. Like the perception is your more welcoming ormore inviting. The trend kind of changed where beards became a littlebit more acceptable, especially like, and if your well groomed and you keepit 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, Idid this app, this Snapchat filter where it takes your beard off, it makesyou 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 wassitting in the chair and I snuck up behind her like this just so she couldsee the phone in front of her and then my, you know me in the backgroundwithout the beard and she says if I turn around and that beard has gone, Iwouldn't be so bad. Anyway, that's side note, but but here's where I'm goingwith this, you know what trend has not changed in over 100 years, the factthat if you smell like cigarette smoke and don't look happy and smell badpeople do not want to be around you Yes, that's very true, like and that's not ajudgment, I mean it is kind of a judgment thing, but they reserve theright as human beings with nostrils to make that judgment and so you have toconsider all of these things whether like whether you smoke or not like thisis 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 thedealership 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 toget into the closed circle. Yeah, the click or whatever they call it. So, sothis has been a tremendous conversation. I'd like to just turn it back over toyou. Um, how can those listening get in touch with you to learn more about youand where can they listen to our podcast? Yes, okay, I'd love anyone toget in touch with me. Probably the easiest way is to go to linkedin andjust go to lori halter on linkedin. I'm very active on linkedin. I'm on thereevery day, so that's probably the easiest way to do it. Um careering, youcan go to any of that. Probably Apple podcast is the easiest. Again, it'scareering. We get to interview leading women on what's making it work for themin their careers and their lives. Really fascinating conversations and Ijust welcome anyone who would like to...

...reach out to me to do so because I'dlove to again, all the things we're talking about connect, createrelationships and build friendships with all your listeners. Amazing. Youcan get all of the extended notes, timestamps and whatnot for this episodeby visiting triple W dot the dealer playbook dot com forward slash Lauriedash 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 thepodcast. Thank you. This was wonderful. I really appreciate it. 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. Mm.

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