The Dealer Playbook
The Dealer Playbook

Episode 528 · 2 months ago

Nathan Hays: Is Selling Cars Still Worth It in 2023?


Nathan Hays is a car sales professional who has risen to the game's highest level by building local community relationships. His popular hashtag, #AskForNate has become a staple among his clients and has helped generate new car sales opportunities through repeat and referrals.

In this episode, Nathan shares his story of how he joined the auto industry as we also discuss if Selling Cars is Still Worth It in 2023.

Nathan begins the episode by explaining how he stayed focused the last couple of years during the uncertain pandemic period "My thought process was, I have to sell cars now, but I also have to sell cars later. And so when you're coming to work, and you're telling people, I can't sell you a car, and they think that's crazy because it's a salesperson's telling them, I can't sell you a car. I was always trying to arm myself or give myself ammunition of how can I sell this person a car later or let them know that they could now buy this CRV or this Hyundai Tucson or Nissan Rogue or whatever else."

Quoting his words, "if you know, like, and trust someone, everyone kind of knows and trusts people at their core. But you need to find the people that will like you." Continue to focus on people I know will like you, and then stay consistent on social media for top-of-the-mind awareness. And try to be consistent.

Drawing an example from his experience of always wearing a name tag. Do I want to be flashy? Do I want to pass my business cards out everywhere? No. But if I want to be successful, I want to maintain the message And let my customers or future customers know that I'm going to be there for them. I have to put myself out there. And some people are highly introverted and don't want to do that. And I've seen a lot of people be unsuccessful because they're afraid to have a Facebook page. They're afraid to give customers their cell phone numbers. I work with people who don't have voicemails set up, which is crazy. I wouldn't say I like voicemail, but at least if someone calls me or I call them, they call me back. My voicemail tells them who I am and whether they want to talk to me.

Creating an environment in which people will want to stay and can thrive should be the top priority for leadership.

For leaders, so much work is about setting up your team members for success. This isn't about micromanaging and trying to control their every move. It's about giving them the tools and resources they need to succeed. One fundamental way for leaders to do this is by creating an environment where employees can thrive. When leaders intentionally cultivate a work culture and office life that helps their employees work at their best, it's an investment in the success of the team as a whole.

The strength of having a good network

Quoting from a book called The Platinum Rule, which says Instead of Treating others the way you want to be treated, treat others the way they want to be treated. I've always told people, people come in, and they don't buy a car, and they apologize. They feel bad for wasting my time. And I say, if I take care of you, I know someday you'll take care of me. And it's how the law of Reciprocity works. And it's not that I like, I'm going to be nice to you that way, later on, you give me money or buy a car for me because it's the right thing to do. Because people don't know, you meet people that only bought two cars in their life, have no idea what they're doing, and don't have any family close by, so they're just looking for someone to help.Guide them through the process without feeling taken advantage of.

The hunter farmer concept

In the sales industry, we are so caught up in this idea of being a hunter-warrior. You go out, slay the deer, and bring the meat home. But there's this other concept about networking, doing right by others, having these connections with people, helping people who haven't bought from you, who need help with a vehicle you don't even sell. Is the concept of the farmer, Who turns the soil? Plants the seed, nourishes the seed, nourishes the soil. And then with the hope of at some future day being able to harvest 

You have faith in yourself that in completing these actions, there will be a harvest on some future day, which may happen in a way. 

Listen to the full episode for insights and context from Nathan Hays!

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The car business is rapidly changing, and modern car dealers are meeting the demand. I'm Michael Cirillo, and together we're going to explore what it takes to create a thriving dealership and life in the retail automotive industry. Join me each week for inspiring conversations with subject matter experts that are designed to help you grow. This is the Dealer Playbook. Alright, Gange joining me back for the second time on the Dealer Playbook podcast. My pal automotive sales professional Nathan Hayes at Jefferson City Auto Plex. He joined us on the show several years ago provide some really tangible tips that fun fact still get downloaded by the automotive community because they were just so dang tangible. Nathan Man, thanks so much for joining me on the Dealer Playbook. Hey, Michael, thanks for having me. I appreciate you having me having me back, and I'm glad people are still enjoying my wisdom and downloading the content from from years ago. As you said, Yeah, I mean, look, we we've tried to cover a variety of topics on the show spanning I mean, it is the Dealer Playbook, so we try and span leadership and culture and marketing and sales and all these sorts of things. But of course, you know, there's there's a large sales professional community in our industry globally, millions of people, um, moving them slanging the metal, as I like to say. And so you know, to get ideas from other sales professionals who are in the trenches, so to speak, day in and day out doing their thing, um is always always beneficial, which is of course why I wanted to have you back. I mean, we're on the we're on the tail and of a weird roller coaster, something that nobody could have anticipated, nobody expected, you know, and you've lived through it. And before I get your take on what you've experienced and how you've navigated the last few years in particular, I mean, you've been in the auto industry for a while now. How many how many years now? Are you moving on? In? Uh? I don't I can never remember my exact hire date, but it will be twelve years in January, is the right right before my birthday? So I get ready to getting ready to turn thirty eight, And uh, I think that's right. But twelve years of the twelve years and towards the end of January. So what made you been seeing seeing a bunch? Yeah? What what what made you get into the industry? To begin with, my grandpa was owned a Chevy dealership with his brothers and dad and meet a Missouri shout out to meet a Missouri where diamond dog food produces a lot of food our animal food, I guess, um, and so I he owned Chevy made a mad So we switched to Forward and he opened a Ford store here in Jefferson City, Missouri. Still Uh store store still exists, and Um, I had joined the young I moved back to Jefferson City, my hometown. I the joke is, I've out ever moved back here because it's kind of safe and boring and cheap and kind of inexpensive, which is nice. Uh. Good schools though, and that's where I grew up. And UH went to the Army repository with my grandpa and St. Louis. He printed off a bunch of morning reports and we're talking about jobs and careers, and uh, he always has a bunch of cool stories about being in the car business. And so he said, well, you know more people than I do, and people probably like you more than they like me. So, you know, if you have an opportunity to get into the car business. Because I had an interview coming up um at the store, at the store that I'm at, and he's like, you should do it, And so I talked to my girlfriend and our wife, and uh, you know, it's just a lot of people get into the car business temporarily and so they can get a different job or something that's more secure, you know, steady. Um. And I just started here and uh and you know, hit the ground running...

...and have never looked back. In that regards you, Um, you always intrigued me because I mean, obviously, there there are kind of two types of professional. There are those that are like, oh, I figured something out. I'm gonna go and make a brand and I'm gonna make a name for myself and I'm gonna go on every podcast and every show and I'm gonna tell the world about it. Not saying anything is wrong with that, obviously, like people are watching the show. Get your name out there and do something, do something with it. Then there is the other side, which actually really intrigues me. Uh dare I say almost envious of where they're like, you know what, here's the here's the lake that I swim in. I'm gonna put my head down, I'm gonna focus, I'm gonna build, I'm gonna build my influence in the sphere that I'm in, and I'm gonna blow things up. And you know, I could be wrong, but that's always kind of been my perception of you, where it's like, hey, I got a job to do, and and it's not going to be glamorous at times. It's gonna s at times, but I'm gonna thrive and I'm gonna like absolutely freaking dominate my neck of the woods. But the last couple of years has been interesting, Um, so many things that none of us could have ever anticipated. What what was your mindset like going through the last couple of years? How did how did you stay focused? Because I mean so many in our industry are just kind of they complained, like what do I do know? How do you just keep your shoulder over the wheel? I'm gonna table super cliche, you know, back to the basics, or you know, go back to the basics, just because anyone and everyone can say that, but that is a big part of it. You know, phone calls, talking to customers in the service, drive, etcetera, etcetera. My My thought process was, you know, I have to sell cars now, but I also have to sell cars later. And so when you're coming to work and you're telling people, you know, I can't sell you a car, and they think that's crazy that a salesperson is telling them I can't sell you a car, you know, I is always trying to arm myself, forgive myself ammunition of how can I sell this person a car later or let them know that hey, now now you can buy you know, this CRV or this Hunday Tucson or this you know Nissan Rogue or whatever else. And so you know, we've had anywhere from two cars on the lot right now. I think our Nissan store has like forty cars on the lot, which is really nice. So I think that you know, something that I've done and I've seen other dealerships do it is you know, they posted all their incoming inventory and you know, just explained to a customer that even now, someone who still hasn't bought a car for five years, so they you know, we had a guy come to the story the other day, Hey, where's all your inventory yet? Like literally like didn't know I thought we were hiding the cars or you know, you know, I drove through town and we were, you know, at the Lake of the Ozarks an hour south. And there's all these stories. They don't have inventory, what's going on, and so you just have to we can laugh about it as an industry. Um, but I know what I know because of my job. You know what you know because your job. And so as a consumer, like I don't expect, you know, when I used the slang all the slang words, and as everyone likes to joke about on the internet, the customer doesn't know all that stuff. So the customer, you know, you realize the customer doesn't know what allocation means. The customer doesn't know what putting in an order for the vehicle consists of. And so your your job is to be a professional and walk them through that process. That way they can trust you. And so you know, I'm a Phil Jones fan. If I think I feel like you had Phil Jones on the podcast. Um, but he talks about you know, if you know, like and trust someone. Everyone kind of knows people, Everyone kind of trust people at their core. But you need to find the people that are gonna like you. And so I've just continue to focus on people that I know that are gonna like me, and then staying consistent on social media for top of the mind awareness and as you know, people call on on brand or or of the...

...brand or whatever else. So I just try to be consistent. I like to show off my family and my kids. I like to you know, barbecue and I'm really bad at barbecuing. Um. But also, you know, post cars online still and some people don't like that. Some people have moved away from that, you know, videos, Facebook, Live, some of that stuff I used to do, I don't do as much anymore. Maybe I should do it some more. And then of course, you know, mimicking or parenting what a lot of other successful people are doing in the industry, and just growing, continue to grow your network and knowing that, you know, I may not sell a car to someone. I had a customer I sold a car to ten years ago last month that just randomly walked in the door and we're like looking around as Nathan Hays still here, and I was like, oh, hey, you know what's going on? And they said, hey, you know, you were the first person we thought of. And some people forget your name after sixty days or ten days or five minutes or whatever else. But I always, you know, everyone makes fun of me. I always trying to make sure I wear work apparel. And then really, like the last three or four years, I have been wearing a name tag almost full time. My kids are embarrassed of it. But when you're at the coffee shop, when you're at the dry cleaners, when you're at you know, I don't. I don't warr a name tag to church, but um, different things like that. You know, I will go somewhere parent teacher conferences, my wife and say, oh, take your name tag off, that's silly, you know whatever. And it's just one of those things. And I'm just used to it, and so it's just part of my uniform. It's part of my persona. Do I wanna be flashy. Do I want to pass my business cards out everywhere? No? But if I want to be successful and I want to maintain the message and let my customers or future customers know that I'm going to be there for them, I have to, you know, put myself out there. And some people are extremely introverted they don't want to do that. And I've seen a lot of people be unsuccessful because they're afraid to have a Facebook page, They're afraid to give customers their cell phone number. I work with people that don't have voicemail set up, which I think is absolutely crazy. Um, I don't like voicemail, but at least if someone calls me or I call them and they call me back, my voicemail tells them who I am, whether they want to talk or not. There's there's so many things I just want to kind of unpack about what you've said, Starting with isn't it interesting that in in that scenario where the customer who had bought from you ten years ago came back in their expectation as a customer was that you were still there. Yeah, like we we you know, tongue in cheek kind of talk about the turnover, raid and all those sorts of things in the car business. But customer comes in after a decade and is still still expects that this institution is good enough that it would keep its employees for that long. So huge war cry to the industry saying, hey, number one, we got to create an environment by which people will want to stay and can thrive. That should be tought priority for leadership, But I also love what you're saying. Then, is there's thought process going on constantly. There's iteration happening in your in your mind where you're like, I did that, I stopped it, perhaps I should do it again, and if I do it again, like you're you're not just saying, oh, Grant Cardon said do X, I'm gonna do X, and then you don't define, well, what could the potential outcomes of X B You just do it, you get discouraged after ten days, you stop it. You're saying, hey, I did that, it was successful. Here's what I liked about it. Here's what I didn't like about it, Here's what I might do again here you know, like there's there's this very iterative approach which work. This didn't work right for certain people, but doesn't work for you know me for example, not not anything in specific, but just in general. So you know my biggest thing, and you know I took it away even from the Gary V and or interview heat or even like if you just google Gary V and the card is...

...this one of his early interviews I think from is a CTV? Is that what it's called? I always forget? Yeah, he talks about being the mayor of his hometown and and and so you know, they friends have called me the mayor the jeff City, or the mayor of Carrville or you know whatever else. And I've kind of taken that running with it some and some people think that that's you know, too too too much, or is that really what you want to be known for? Whatever else? And so, you know, just with social media and stuff, staying consistent, um and and letting people know that I'm there for them, um, whether they bought a car from me or didn't. But I had a lady that said, hey, I bought a Jeep grade Wagon Ere and it won't start, she messaged me on Facebook at ten o'clock Monday night. I didn't sell there in the car. I don't really know how a Geep Wagon Ere works for the most part, but I'm you know, deadly enough technology wise that at least I can say, well, you know, try this and turn the car off and make sure you know you have your keys in and out and make sure you're not using the app and you know, confusing the car. And then you know, her car started. Did I really do anything? You know, not really, But at least I she trusted me enough to conform me to console her with her kids, with you know, her car not starting. Is interesting though, because not a lot of people have this mindset. It's like, you know, bugger off, lady, and didn't sell you the car. You're You're like no, And I mean there's a narrative here that that I've been hearing a lot of which is really refreshing around. But I want to be known as their go to for all things automotive, and that's that's essentially what what you're demonstrating here is like I can figure it out, and the strength of having a good network, you know, people reach out to me for hey, I need to have my deck, you know, my I need a concrete person, or I need some of the do drywall, you know, she'd rock or whatever. And I maybe some of the people I haven't hired or used or you know, I've had bought a newer home and so we fixed up some things. But just knowing that, hey, you know, lots of people, lots of people know you and respect you, and and that generates a lot of I mean, I had a I made a list before this morning of just a weird kind of referrals and like my last I think I wrote down my last twenty five card deals and one of them was a lady that called me because her milkman at school that I've never sold a card too before referred her to me because we're friends on Facebook and he thought that I was a good person. So if if, if that gets you a deal a year, milk mean you're friends with on social media that knows you're a good person and takes care of your customers. And and then you find you know a florist, my friends of florists, she refers business to me. I used to work at the Ice Arena when I worked for Parks and Rex, So I have a lot of skating moms that even though I haven't worked in Parks and rexince two thousand twelve, they still remember my name. They'll see me in the service drive, they'll see me at the grocery store, and so they are out there battling for me, and they don't you know. They may drive new Toyotas and we don't have it to a store. They may be driving new Forwards and we don't have a forward store. But if they want to buy a used car for their sixteen year old. You know, they'll they'll call me and then I'll say, oh, well, you know, I may not have that, but I know a couple of other people that work at other stores that you know, they may have some inventory. And so, you know, as a community and as a networker, I just try to share the love and that way, it's not just like oh I can't help you, kind of like a one one stop shop. Okay, I think I know where where the answer for my next question is going to go. But but before we get there, I want I'm curious. M Since coming into the auto industry, um, when did it click for you that like, oh, this is how I need to do this business. I you know a lot of the routes to that lieing my grandfather and my mom. Uh. You know, my mom always telling me not to burn bridges and you know, uh, I read a book one of the first I hate reading.

One of the first books I read was Michael J. Mayer. Uh, and it's called the Platinum Rule. Instead of treat others the way you want to be treated, it's treat others the way they want to be treated. And man, I mean, you just talk about a little hundred page book about a lady that's a realtor. I mean, changed my career probably, um, just with how they we're treating in essence treating people. You know, obviously it benefited them financially because they had a huge network. But you know, my mom just worrying about her reputation me as a kid and being the class clown and stuff and then worrying about her reputation or be being in detention or whatever else. And then now I have kids, and so I'm worried about my reputation and things that my kids do. And so that's just been instilled with me that you know, I've always told people. You know, people come in and they don't buy car from me in and they apologize, they feel bad for waste of my time, and I just say, hey, look, if I take care of you, I know someday you'll take care of me. And it's you know, the law of rock repressive reciprocity. And it's not that I like, I'm going to be nice to you that way later on you give me money or buy a car for me. It's just that's the right thing to do because people don't know, I mean, I you meet people that are in the they bought two cars in their life, and they have no idea what they're doing, and they don't have any family close by, and so they're just looking for someone to help guide them through the process, you know, without feeling taken advantage of or without being taken advantage of. And and that's just a that's where top of the mind awareness and and being known as you know, the go to guy or the girl um come comes into comes into play. This intrigues me on so many levels. I've been maybe it'll come out in my next book somehow, but I've been toying with this idea of like in in the sales industry, we are so caught up on this idea of being a hunter warrior. So you go out and you get everything that says that's what I hand to hand combat. You go out, slay the deer, bring the meat home. We're like, and just keep going and finding the deer. But there's this other concept and and what you've just talked about networking, doing right by others, you know, having having this these connections with people helping people who haven't bought from you, who who need help with a vehicle. You don't even sell. Is the concept of the farmer who turns the soil, plants the seed, nourishes the seed, um nourishes the soil, and then with the hope of at some future day being able to harvest. And if more had this mindset, which really resonates with me, the mindset of farming versus always hunting, there's a need for both. The village needs hunters and farmers. Um. And ironically, you know, if you look back to medieval times, the hunter and the farmer were the same person. They knew how to do both. Um. It's it's just something I hope more people can wrap their head around all of these actions you're taking. You have faith in yourself that in completing these actions, at some future day there will be a harvest, and may may happen in a way that like we're so caught up on but I planted a seed for an apple tree and a banana tree grew, and you gross, that wasn't an apple tree. Therefore I won't harvest it. You're like, I planted an apple tree seed, but I got peaches. I'm eating all the peaches I can get. Like that's just because because things expand so So that's really interesting, and I hope those listening and watching really pick up on that and consider, in the context of their circumstances...

...the importance of being a farmer in addition to being a hunter. Um. But now I want to ask you this. We're moving into two thousand twenty three at time of recording. We're on, like I said earlier, we're on the tales of an interesting roller coaster. You've been in the industry now twelve years. You've experienced a whole You've had a few trips around the sun at this point, experienced all the ups and the downs. Point blank question, is it's still worth being a car sales professional? Uh? Funny story, I had this conversation with customer of mine, uh yesterday on Facebook because they were asking me, oh, how much money do you make and how you know this and that and what and I don't get into all the specifics, but it's a childhood friend of mine, and I said, you know, if you're fifty years old and you had a kid in college's what I've always said, like, it'd be really hard to you know, break ground, um, because you're you know, you're feeding off of the lot traffic phone ups, Internet leads, etcetera, etcetera. Whereas for me, I'm in an advantage because I've been at the same place for almost twelve years and so my job is relatively easier than anyone who's new. So I think the answer is yes. I think what we're going to see as a trend of um, maybe not people working from home. But I've always thought that the future of the car business is not going to be so much you know, hustle and grind um. It's gonna be I don't really want to say like everyone's gonna say order takers if I go back and watch the replay of this, but just someone who's maybe part time or like I mean, the car business could be a side hustle. You could work the Saturday, you could work at night a couple of times, part time, make a grand or two or whatever selling a couple of cars um for charity event. One year, we gave away be a car salesperson for a day. It was like it sold for five dollars and then we invited the lady in and she like basically got to sell her friends cars and go and test drives. And we did that for charity and all the like human resources and the privacy. And you know that was kind of a uh saying you've just given people other people's information. But would I would I mean to go back to the original question, would I still you know, knowing what I know today, would I still be in the car business? Yes? It still can be very lucrative. UM. I think dealerships and the formats and and uh, you know, the pay plans and all that other stuff I think has changed a little bit still, but just the kind of the freedom and uh, we have great benefits where we are. We're part of the Sonic Automotive Group now shout out to all my Sonic teammates across the nation. UM. But I still think you have the opportunity to make an impact in your community, help guide the customer through the process. And and again as you take care of those customers and and and you're you're working for a legitimate organization that has inventory, UM, that has a good financial banking structure. UM. Still still very much worth it. UM. I think a lot of the old you know, old dogs are are I would dying off sounds terrible, but you know, kind of retiring UM. And so I think that the game you know quote unquote is changing just with technology video customer sir, I think everyone is content. You know, with average customer service, people expect to go to a dealership and spend four to five hours there. Um and so I think that's where if you were to start, you know, January one, that's where you know, I would you know, brand myself as that. You know, I'm going to be efficient, I'm going to make it worth your time. I'm going to help you find the right vehicle. And if you're doing those things and you're working in a dealership that has lots of opportunities, you still can sell ten fifteen. I mean, I work with guys that are new that sell center fifteen cars a month. They kind to know what...

...they're doing, but they kind of don't know what they're doing. Um and and that's my you know, you talked about hunters versus the farmers or gatherers. You know, everyone wants to teach you, like what to say when to say it. And I've told people forever, if if I could start all back over, I would want to know what not to say because I think, as if I tell people, selling cars is very easy, finding people that want to buy cars that's the hard part, and that that's uh. You know, if you were starting over, if I'm thirty eight years old, I've got three kids, and I get into the car business, you know, next month, you'd definitely be you know again, I hate to say it again, but just leveraging your network. I think of like Northwestern Mutual. I think when you sign up, you have to list like fifty people, and then you have to call those people and try to set appointments with them and you know whatever else. And I did something like that, you know, in two thousand and eleven. But every once in a while I go through the CRM and you can see the old like emails that I sent out for Facebook messages. It said like, hey, it's Nathan from high school and I'm not selling MLM stuff, but I am in the car business. Um, it's just getting your name out there. I mean, it's just like if you were to be an insurance agent, if you were to mean, man, being a realtor is probably pretty tough right now, or a mortgage lender or whatever else. And and the bottom line is everyone since I've always said, everyone's in sales, so you know, you just can't be afraid of you know, whether you're taking a leap into another sales industry. Um, you know now, it's just as good as time as any. It's just you're you're gonna learn to be tough and and you know, Gary V says, you know, everyone, it's been a while since someone's been you know, punched in the mouth or whatever he says, and that that's kind of the time now because it's just kind of the secondary kind of stress and guessing and where's you know, where's my next sale coming from? And it's just a little bit slow slower with infantory and stuff. And I think just you know, as the you know whatever election stuff that people like to act like it's gonna change the car business overnight or something. Um, but I would I we're hiring now. I'd love to hire you know, some of my friends or you know someone that I think, you know would be a very good at the job or you know service you can start starting service and move your way up or a lot porter or detailer or whatever. I mean. If if you're looking for a job now working at a car dealership, it's a great We have a great community at our stores. Getting ready to have a Christmas party everyone's really excited about. And uh but you know, definitely a great time too, because if we're down here right now, I think we're going to be up here in the summer, and so you just kind of build, you know, build towards that. Yeah, it makes a ton of sense to me, and it really does resonate back to this concept of hunter farmer, Like, as I'm listening to you, it's like, Okay, well, if you're going to get into it now, short answer is yes, still worth it can still be lucrative. Slightly longer recap too. You know what stood out from what you're saying is you're gonna have to be both a hunter and a farmer simultaneously to right out of the gates. Yes, you're gonna have to get in. Yes, you'll probably have to unapologetically make a list of everybody you can think of and reach out to them and let them know where you're at and that you you desire to be their go to for all things automotive, whether you buy from me or not, like getting that message out there. And then you know, some of the other nuggets that you've talked about on this episode, not like the name badge thing, I don't never thought of this was simple right in front of my face and brilliant. If people are bad and remember in names and so I always I mean I catch people every other day. They'll just glance. They'll say, oh hey, you know you see someone, Oh hey, dude, or cry or whatever, and then they glanced in like, oh yeah, Nathan, you know it's every day Nathan, Oh yeah, from Facebook that sells cars. And it's like, you know, do I want that to be my legacy? You know? Probably not.

This is I've loved this conversation. Um, it's so cool to see you going through all this stuff, putting your head down, being focused, sharing, sharing your wisdom with our industry. So I want to turn it back over to you one last time. How can those listening or viewing get in touch with you, connect with you and learn more about how you operate? Yeah? Um easy, easy to get hold of. My phone number is everywhere as all the telemarketers. No online, but you asked uh A s ask for n A s K F O R and A T E on Twitter, Instagram, Facebook, Um um easy to find on Facebook. Have a bunch of connections. I don't know if I can add more friends or you can follow me or whatever. I have a business page. I have a v I P group for customers and referral partners. That's netted me a lot of car deals and funny stories. And I do giveaways and stuff on Facebook. So if you're in mid Missouri and you to uh participate in the conversation and have some laughs and games and memes and everything else like that and win some free stuff, please please look that up. It's easy to find. Just Nathan Hayes v I P Group and U Yeah, just I'm always an open book. So if you have questions, I've met a lot of people even going back through the podcast over the years and said, hey, I saw you on here and can you answer these questions for me or what do you feel about this? And I'm I'm always you know, as other people have done before me, and even all the people that have connected with through your podcasts and the various Facebook groups. I'm always happy to network and connect with other automotive professionals. Love a buddy. Thanks so much for joining me again on the Dealer Playbook podcast. I appreciate it. Thank you. I'm Michael Sirillo and you've been listening to The Dealer Playbook Podcast. If you haven't, please click the subscribe button wherever you're listening right now, leave a rating or review, and share it with a colleague. Thanks for listening. M.

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