The Dealer Playbook
The Dealer Playbook

Episode 491 · 1 month ago

Paul J. Daly: Perfectionism Is The Enemy

ABOUT THIS EPISODE

Paul J. Daly is the founder of ASOTU.com, the first-ever dealer-owned publication in the automotive industry. Michael and Paul recently joined up to collaborate at NADA with live streams, social media posting, and video production.

What we discuss in this episode:

  • Perfection is the enemy of "posted." It is better to have 10 posts at 80% of your ideal quality than it is to have 2 posts that meet your full criteria.
  • If quick innovation is required to evolve then perfection and ego must be let go.
  • You cannot predict what people are actually going to connect with, so it's better to get it posted and let go of your ego.
  • Paul explains that it often happens where the thing he thought would go well, rarely ever went as well as anticipated. Perfectionism is the enemy of progress.
  • It's important to have an abundance mindset because there is enough opportunity to go around. In order to leverage abundance, one's ego must be pulled out of the equation to free yourself up and make room for the next level of growth.
  • Listen to the full episode to learn even more insights from Paul Daly.

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Thanks, Paul J. Daly

If you enjoyed this conversation with Paul J. Daly, please let them know by clicking on the links below and sending him a message.

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. All Right, I'm sitting down with the man on the on the heels of Nada, two thousand and twenty two, the men who rolled through like the Freakin syndicate at the show with his crew. I was fortunate enough to be a part of that. Super grateful for the invitation the founder of a sodocom. Super Exciting announcement that I'll let him share. Paul Jay Dailey, what's going on, my man? What is up? I cannot believe that we got to spend so much time together, like we have been talking about, like Hey, it'll be nice to spend a little time together, and we ended up, like Y, spending hours and hours and hours together, rocking the show, interviewing people, getting tackled by peep. It was awesome, and meeting so many new people actually, can we just di Spel something for a minute? I got tackled you. You quickly were like fits that. My reflex very flexies like a cat. I was like I will be the brick wall in this rendition of no, the block while it's like look it up, like look at the whoop. And then you get up. I don't know if you notice this. You're like, we just got tackled by Glenn Londy. I'm like we we just got tackled the royal. We right, you just got tackled because Michael got back. Oh my gosh, it's so that was so much fun, though. You know, it was cool to see a couple of things, and I want to draw attention first to you. Know, you and I are marketing guys. We both have our marketing teams and we do, you know, we have client partners, and we talked a lot about scrappiness. Witnessing your level of scrappiness firsthand was very, very inspiring. Getting to sit down with your team and legitimately seeing them do everything on their iphones and then throwing it into instagram right away and just like post post, post pope, get it out. That was super inspiring, but what stood to my mind. Stood out in my mind is dealerships can be doing this. It doesn't have to always be so for elaborate and whatever, but like, how did you guys get to that point? What was the methodology behind? Like how do you let go, I guess, of perfectionism? And in lieu of it's funny conversation have after we just spent five minute. It's talking about dialing in the gate...

...and compressor on podcast microphone. Okay, so you know, perfection is the enemy of posted. Is something that I always think in context of and as a you know, did I lose your you still there? You're still there. Oh, I'm sorry, just being fancy with production. So perfection is the enemy of posted and as a former recording artist and someone who really made my way into the creative world through making music or, you know, audio, I've can't come to really appreciate the statement it's never completed, only released. Never finished, only released. You have to decide at some point when you're going to let it out into the world or you'll tweak forever and then you'll tweak so much that you'll go back to the version before you started tweaking and it sounds way better than after all, you're tweaking right because you lose perspective. And so in the world we live in now, I realize that having ten things out into the world that are like eighty percent of the ideal of where I would like it is so much more valuable to connect with people than having one thing out or two things out that I'm like super proud of. Because, you know, the shot to the EGO that I always take is that the thing I spend a lot of time on that I think is going to do really well rarely does really well. It's usually the name that I'm not I just put out there because you cannot predict what people are actually going to connect with. So how do you get past it? You have to swallow your pride and really because not wanting to do that is a level of creative ego that we have. I had a when I was I went through the Veneer Mentors Program with Gary Vander truck and we're I'm so distinctly remember him putting in me in my place in a very Gary Vander check type of way. So we're sitting there and funny, and this is a snare. My wife was even in the room at this point. Right. So we're at like, you know, where a strategy meeting rat hudson yards were in New York City. And you know, and we're talking about Linkedin, we're talking about facebook, we're talking about be tob marketing to other auto dealers and and at the time, you know, I don't have, I'd I still don't have, a big instagram following. It's, you know, sub three thousand people. And and you know, at the time I had like, I don't know, four hundred or something like that. And I was like, you know, how do how do I, you know, get my instagram account to something respectable? Right, and at the time, something respectable to me is always right, a few more than you already have, right, no, Adam, how much money is enough money? Well, just a little bit more than I have now. And and so. and Gary's like well, he's like, if you need to do that for your ego, then we can talk about that, but it's not going to help your business. And I was like, skirt and so, can you say it like him? Have you nailed a Gary v Impression that point? I don't even try. Okay, let's fare. I I imagine the register was probably pretty high. Well Heat. No, no, the opposite is true, because when you get carrying a private meeting, yeah, like my experience has...

...been he brings it way down, light down, and then over time ramps right when he gets excited about something. But when he says he listens, like he really listens and he's lower key and quiet, quieter, and granted you see so much behind the scenes with Gary you would think, well, I kind of know him, but like Hey, he changed my paradigm. So now he was just kind of leaning back in his chair. Cry He's leaning back in his chair and he's playing with the curtain chord that he always does and Hutson Yard you can see him doing it and he just sitting there right against the windows and he's playing with this thing and he was just like well, if you feel like you need that for your ego, then then yeah, we can talk about that. But, and it wasn't in a judgmental kind of way either. Right right here was really litmus testing me. Is like well, is it important to you? If so, I could, I can tell you right and at that moment I was like, yeah, I guess it's not important and we just kept moving. It's so true. And I mean I know even in the last, you know, however many years of producing this show, I've gone through so many phases of ego because I'm like, I have to have the right set and the right lights and the it's the yeah, but it's this perceived like what does that? What does that mean at the end of the day? And did it actually get in the way of me doing what, you know, like Tim Zion was showing me? or it's like rip this sucker out, flip that thing in the instagram and post it. Also, though, to your point about ego, I mean we've even seen phases of this in automotive. Maybe there's still something that subscribe to this, but it's like, oh, he's only got threezero followers, like what does that even mean? And it's like, Dude, I've seen people with a hundred thousand followers who still don't get any engagement. Like what does it actually meet? Is Garbage? Right, it's spam. Engage, because you get a council to have more engagement. I'm more and more obviously like going. It's like everyone's like selling you, like it's a bought just posting. I don't know, by my pride yeah, exactly. Post this to last Vegas Nudescom. You're like and Hashtag Nillo and so no. But but to your point about like you do see this an automotive and I think we've been conditioned as society to credit followers to credibility, and that's not a straight line. And the smaller industry, like, the smaller you boil it down. So pop culture, right, followers. You look at a Kardashian or somebody like that, right, like well, hundreds of millions of followers or tens of millions or millions. Right, you start to look at that me like well, that's cultural credibility. But when you're thinking industry, the smaller the industry gets, actually the fewer followers you actually need to make an impact. You know, and and I think it is in industry and automotives about focus, right, who are the people following? Is a big deal, you know, like, yes, maybe somebody only has two thousand followers on Linkedin, but those two thousand followers could be like the most relevant players in automotive and that's what matters. Like what matters that...

...counts its business development, right, because all of the things that I've done in social media real the real value of all those is business development. Yeah, and I mean in that context. You realize, you know, we went through this phase of bigger equals more. And, to your point, no, because I can only do I can only do meaningful business development with with a few like, especially in the context of my business. I'm not an influencer and I don't have a shoe line to set, like, I don't have a big, broad like prot everyday use product. And so what does it matter if I have a hundred and fiftyzero followers on Linkedin, versus five hundred or, for that matter, thirty? But this, this group of thirty, is so tight knit and we do amazing things together. What I love how you said it's not a straight line. It isn't a straight line because, like you know, when you put it that way, there is a level of I'm just trying to think of like who do I pay attention to and who do I think most pay pet people pay attention too quickly. I think there's a baseline somewhere in there, right, like if I come a well, first of all, Linkedin Algorithm won't let me come across you if you only have thirty, probably, but there is like this baseline of work and effort you have to put in in order to like put out a credible showing. You know, probably, like a lot of people, you put you put some time in or you you come across a new account and you can look in recent posts right, like well, what are they doing? Are they posting? Right, what are they posting? So there has to be like so I think if you show up with thirty followers, probably not paying attention. If you show up with five hundred, maybe if you have a thousand, right, and then that's going to very per platform. But all of that still, I teach my son this, and I've taught him this for years, when he he's fifteen now, and he started making content on a platform. Oh Man, what was it called? Kids call it ticktock, palm called it was it was like free roblocks and before okay and Pete, they could like post these little animated videos and you know, I would just always remember telling was like hey, more than all the other stuff, you pay touch if you make good content that is relevant to the honest people always pay attention. Right, and maybe not the first time or the second time, but you again back to the first part of the conversation. You never know what's going to pop and so the EGO has to be pulled out of it if you are going to free yourself up to post more. You know our friend Darren, don't he says we're not precious. Right, don't be precious. The second you get precious over the lighting or the color correction or the design elements, you know as a second you do that, you then it's a tradeoff, right. Right, you really, you really do want to set a bar and it's more important for some people than other people. Like with automotive state of the Union brand. I started off very particular and in the last six months I have taken my foot off...

...the pedal caring as much about how everything looks, because I know that we need to start getting I've just watched too much content just literally die in the editing bid dot and an automotive it like things changed so fast. So it's like I had hours and hours of content from a beautiful live event in Philly that I paid a lot of money to make happen personally, to make happen right. It was the first live automotive event back from the pandemic in Philly, right between shutdowns and had this beautiful venue and you know, top tier speakers that flew in just for that day. I'm talking like Rhet Reicher and Ben Stock and lending. Right, thanks, who in just for this. And guess what? We probably released ten percent of the content we had by the time I got around to it. Right, I'm like, Oh, this is all irrelevant now, right, it's all irrelevant. Like I can't post it. You put on Youtube for archival and I've just watched that happen enough now that I'm like, I'm not going to do that again. I love it, so let's use that to shift gears a little bit. You mentioned automotive state of the Union. I mean, I mean, of course I see it. I love this machine that you're building, but tell me a little bit about that. And, of course, the the announcement that you guys shared at an Ada. Yeah, I going reverse order. So the announcement we just shared is that the automotive state of the Union, Aso to you, a so too is what I'll call it from now on. We just announced that we have raised an initial, closed and initial round of funding and all of the seven investors are notable dealers or general managers in automotive. So we are the only now, the only dealer own media publisher in the automotive industry, past, present and maybe future, we'll see. And so we just announced that at the show. We've been working on it for a while and our philosophy at automotive state of the Union is basically there are so many people in the automotive industry that are not paying attention to anything automotive related. Right, no newsletters, no subscriptions, no email list, nothing. And right talk so much about needing to unlock the talent within the industry and needing to innovate quickly and we see time and time again that the friction to that growth in innovation is just the lack of a consistent conversation throughout the store. You have owners and executives GM's paying attention to, you know, some of the top top tier media offerings like automotive news. I mean, or are you had? They have like a CBT subscription. But then once you lose that, when you get out of that, you get into all these other service advises and sales people and managers and receptionists and back off as people in technologists and BBC folks that don't have real, any connection with the industry and we believe that if we make content that appeals to the broad to the broad scope of all of those people and that is fun to read and that gets us all talking about some you know, consistent conversation points, we think that that lack of friction is going to unlock all sorts of innovation and energy that's already within automotive. We just have to figure out a way to get it out. So that's why these dealers are invested. That's why we...

...knew it was an important to involve dealers, because we need our hands in the dirt. And now, as an ownership team, right, we have easy access to hands in the dirt and we're not talking about slouches either, right. We're talking about the Brian cramers and lies of borches and Brian Benstock and Damon Lester, right, David Long, like. This is the caliber person we're talking about. So that's our play. So we're a media company now, Automota State of the Union. It went from like a little covid live stream that like, let's figure out what's going on right in to let's just stay connected, building community and and here we go now what we'll see and try to light the rocket shop. I think it's tremendous and I love I love the concept and it really, you know, it aligns with something that I think about often, which is it's it's cool to be unknown resource to this this pool of people that are already in the know. But what's even cooler, where I think you and I share a very similar vision, is but what about Brenda in Doglick Nebraska, there who's never gone to a conference, who's never gone to an Nada, who probably doesn't even know that conferences exist. They're just showing up day in and day out to do their job. I want to reach that individual. I want to reach Don apt yeah, you know, I want to reach something like yeah, exactly, and so I love this. You know, we heard Erica tiffany talking about how we need to be better at sharing with others that this industry is worth working in, from building a life in a career in, and so I see this, this mission that you have with a Sodo and, like you said, having real hands in the dirt, so to speak, as a real cool medium to bring information to the people in the industry. Like just really get far reaching into the industry, and so I congratulate you guys on that. I think it's super cool. Yeah, thank you. You know, Erica her whole. I think she's one that said it. I quoted it for the rest of the Nada show. I wish I knew who said it. Maybe maybe is Damian Mills, I don't know, but either way, was that at the autoretail form and they said automotive has no ceiling. A lot of industries have no ceiling. Automotive is one of the few industries that also has no floor. Right, yes, and and because that's stuck in my brain, you know, and there's so much investment and money and conversation and enthusiasm around technology and platforms, but there's none around, like how do we on board people? Right, maybe have some hiring technology, but it's so much more impactful when you just ignite the passion inside someone who's already in the industry, because they're just going to tell everybody. You know, Adam, and you've probably seen this, because you know when you go to events and when you meet people, you bring a whole different energy to this industry and there are so many times I've heard people say to me I actually...

...you said this to me over the last few weeks. You said I didn't realize there was anyone else who thought the same way that I did about this industry. Right, MMM. And there is an amazing thing that happens when you put the beacon up and people realize that they're not alone. It's like in those doomsday movies or those, you know, post Olyptic when you see the fire on the mountain. Right, yeah, exactly, right now, oh my gosh, someone else survived to right, let's find each other. So I feel like that's that's what we're doing, and it's that. This is certainly, yeah, this is certainly a big thing that I've been thinking about since an Ata, throughout the show, of course, but I love the way that you just articulated that, because it really is. It's like going from feeling like you're alone in the woods to all of sudden seeing a flame light up in your like there's a flame, and then seeing one down the road. And and and more so, I think than any other time in my career, I'm seeing more and more people rising up and saying I'm a beacon on a hill, like here it is. Here's you know, and and it's so incredibly refreshing. This is probably a good segue into just getting some of your thoughts, as now it's been a few days since since the show. What are some of the overarching feelings, thoughts, impressions that have been flowing through your mind since, you know, having all those conversations and getting to hear things like Damien saying that there's no ceiling and there's no floor, and I mean I picked up on an emphasis around people for sure. Oh yeah, no, I can. What are your what's your take? What are your big thoughts from Nyva? I fully affirm that that in inkling and instinct and even in conversations I've had since an ADA with a lot of dealers and people that were there, most people said, I didn't really see anything new. Right, I didn't really see any like real, significant, substantial shift in innovation, which is understand right, right, which is understandable. I mean, we saw a lot of, you know, ev charging ports, right, but that's not that's that's not a new innovation. Right, it's just I saw you walk through a car wash. I did. I was new. I've still loved that was new for me. I've never walked through a car wash and that's probably the only place I'll do that and and I did so I heard that common thread over and over that I didn't really see anything new, and usually what's tacked on to the end of that is that. But there seems to be a very high attention on culture and recruiting and I picked up on that from both the dealer and the industry partner side and parsing that out, like I think some of that has to do with the fact that many of those people haven't been together in two years, right, so the last time they were around the industry or other people in the industry and that energy was two years prior at in the same right...

...station. So I think that probably, you know, increases that feeling a little bit. But you know, I've been to many shows in the last two years and I can definitely say the conversations around that I feel like people are catching on. You know, it's always hate. You know, your your people are your best asset, right, we've heard that for decades, you know. But I I do have a deep sense that the retail automotive industry is getting to the point of really embracing it and really believing it is true not just saying it. Yeah, yeah, I love the way that you put that. It's somebody asked me. Might have been Frank Lopes. He asked, okay, you know, I'm sitting at this booth all day. What's the kind of buzz topics that you're going to hear out there? And I really just felt the impression to shift the conversation to people because I was picking up on something very, very similar and and it is refreshing and I do agree with you. I thought a little bit about this as well. I was thinking about it on the flight home, you know, maybe just trying to get clarity for myself. I'm like, okay, well, maybe it's that we're on the heels of a pandemic and so we're realizing the importance of human touch and all of those sorts of things. But you know, maybe exactly we did need that experience to realize. Well, let me say this. I even noticed in times past where dealers would trade aditionally or historically turn their badges around. So do you the vendors won't know who they were. I was noticing booths in the far reaching corners of hall a, which was like that's a long walk, a long walk they were still like they were still doing really well. There was really good traffic and and I thought about you know, maybe we've just arrived at this place where it's no longer vendor versus dealer. Maybe we're realizing we can't do this without each other. We legitimately need each other to make this business go. That's a great thought. I it's hard. It's hard for me to benchmark. I've been to an ADA show on a dealer badge, on a vendor badge, exhibit or badge, on a speaker badge. This year's my first time on a press badge. So it's they all had distinctly different experiences for me and you know, but the one I remember very much my first one. I was on a dealer badge and I just remember being like Hawk Down Right and I'm like look, I don't even work here, right, yeah, but you know the people that do right like Doo Doo, Doo Doo, scam my badge. So and this time, granted, I was running around like with a camera crew in a microphone and like a little crazy, so I may have missed it, but right my what I perceive is that, in my limited perception, is that what you said was true. I didn't get that. I didn't get that same like walking through the Gauntlet perception of even what was happening around me. And and maybe that is a major shift in auto...

...because it you'd be very hard pressed to find a dealer, I think these days that doesn't realize they need a team of really smart people that aren't going to be their employees. All right, on them, in order to survive. Yep, it was. I felt emphasis on there. And don't get me wrong, this is this is kind of generalized in what I'm about to say, but I mean in times past, where the narrative has been largely like Oh, you're a you don't you've never sold a car there for you don't understand. Or, on the flip side, it's like well, you've never deployed a successful marketing campaign, so you don't understand. It was more like, well, how about we both help each other understand, because knowledge can be acquired. Yeah, and and if you have a teachable skill set and I have a teachable skill set, why don't we just share the knowledge? One thing I'll just say for those listening. Automotive in times past is always had this very like we are competitive industry, sure, but I really do think we're coming around to this idea of but the person we're competing competing against really as ourselves work. We're competing against our own company to be a little bit better today than we were yesterday. And in so doing, one thing I'll just say I think is so refreshing in times past, like don't get I get it. I was early to the game on podcasting, but it's funny in those years since, people go said okay, if we start up a podcast, I'm like, dude, let's roll, let's go. Man, what do you want to know? What can I help you with to accomplish your goal? Yes, which is so different, and so I thought it was really cool firsthand, where you're a juggern and I've got an established presence in automotive, for people to see both of us rolling through and freely giving of yeah ourselves, and how cool it was. Like magic happens, I guess, is what I want to say to those listening. Magic happens when you can just say the time I've been doing this is irrelevant in contrast to what I hope to learn moving forward. Well, that's good. So to sit here like for me, where people are like you've got it all figured out for me to just vulnerably go to your team of be like I got no freak inclue what I'm doing, and they be like dude, and they would just so freely open the phone the like okay, download this APP and after you download this, you're going to do and I'm like this is what it's all about, guys, this is actually what this industry is about. What's your take? A hundred percent. It's like this is where the it's an abundance mentality, right. It's understanding that there is more than enough. Right. You know our friend and you know my business coach, Dave Meltzer, has he says they are there people that approach the day with...

...not enough, just enough, for more than enough, you know. And it's that more than enough mentality that actually allows you to perceive more than you ever would, because when you're worried about protecting your just enough or fighting in this mentality like there's not going to be enough for all of us, I have to get mine, you are now your focus has been narrowed right on survival, when, if you're like the the mentality like hey, there's more than enough podcast listeners, there's more than enough social media views, there's more than enough, you know, for me to give. I can give you everything I have and know that there's a lot more for me out there too. Once you do that and you start moving through the world like that, you actually are able to openly perceive. Your preceptors and your receivers are all on now and you're going to pick up things that you never would have when you know, instead of just worrying about you know that there's a linebacker running toward me and you narrow your vision and that's all I have to concentrate on and you get tackled and I duck right to bring that back around, there is a video by the way of Glen lndy coming in, coming in hot, and just before he comes in I duck and he levels Michael and I didn't even realize that happened until Glenn show me. He's like, this is what kind of friend Paul Daily is? This is it? Yeah, he broke it apart quicker, like faster than anybody. He watched it. He's like wait, rewind and he immediately. You know, I had to throw in the Karen looking for an insurance claim, fall to the ground with your feet and then you hit it down and then you rolled over several times. Yeah, it was good. That is a little Lebron moment. Le Bron, it's so true. This this idea of in business, we tend to love these, these inspirational quotes are rising tide lifts all boats. We love the sound of that, the best voice to read inspirational quotes, but it is so much different in application. But if we I feel like you know people, I know people, people that have come to me and they're like, I saw you doing so much stuff with with Paul and his crew. What's that all about? And and it's so easy for me to just say because I support what they're doing. Like and to understand you don't think that they're supporting me by letting me allowing me into that ecosystem, to be a part of that as well. This is what collaboration looks like. It's not, to your point, preserving what I've been able to keep. It's literally saying, Hey, we see value in you and you see value and me. Can we do something together to like it's you could have easily been like, oh no, we're competing against the dealer playbook. Therefore, we cannot do anything with Michael, because we need to show that we stand into we can stand on our own. We don't need anybody or I could have easily done the same thing. No, no, this is such brand. I can't, I can't, I can't. That's my brand. What does it mean if I bring in a quote on quote competitors? Like, Dude,...

...we're not competitors. Were collaborators. Way, we're in this together. How can we be in the same industry and on a different team? Well, Geez, I mean that's that's a whole other layer. I mean, yeah, it's fun it's funny you and I. You and I both have strangely similar agencies. I didn't even realize that, like a you know, it's just our last trip. I'm just like, so, tell me about your business. It looks right from the podcast, but you obviously have a business, right. We talked about it. We realize we both have very similar businesses and it's like, you know, Glenn Pash has done a great job, did a good job for shaping my thinking on this years ago, because if you ever go to one of their events, like one of the pass events, DMSC is the main ones and they have a PCG's an agency and they have all these other agencies that show up stream companies and you know, and Glen's like if we just got a fraction of the percent of new clients that are out like because I'd been doing cartwheels. You know what I mean. I'm not looking for seventy new clients, but if I get four and we go home with for he goes, our team is stoked right, and that's that a abundance mentality. You know, I talked to a dealer at any DA and he said for dealer, and so we were talking about you know, what decision is he going to make? Is going to be for blue and sell ice vehicles or just go e? Or do both, because if you going to sell electric feelers you have to make an investment right in order to do so. I'm going to do both. And he said, you know, if I really want to do this right, I should have all of the competitive vehicles on site. I'm going to buy one of the competitive cars and and so when people come, I want to teach them how to operate an ev and then I'm going to let them see all the differences in nuances in person. I'm going to be the one that walks in through it. You don't. And that mentality of like right, because there's a lot more to be gained in being the one that people trust as they learn about Ev's and on board them, then just being like no, no, no, don't go anywhere else, here's the one you need to buy, you know, and that that that kind of is indicative of what we're talking about right now. Like there's an element of thinking bigger than just playing pens. Right again, it's back to defense, right. It's like, if I'm Specifi look time to make sure if you don't know about Michael Slow Willow, because right, right, you know what I mean exactly. How do what does that do for me? Just limits me and and you know, there's a couple of thoughts I have on that. I think of if I were to open our TV console, I'm not just going to see one workout DVD, I'm going to see multiple from multiple different people. And there's this part of our human nature where we make room for the things that we enjoy with with abundance. So, for example, you know, it was funny, I remember when we were primarily a print publishing house and we were making...

...the transition into digital and kind of getting away from print. We were still in this phase where we're like, no, we need to validate print, like we need to go heavy on this, because everybody's thinking digital and prints going to go away. And I saw this keynote from somebody, one of the editors in chief at Oh shoot, one of the Big Conde Nast and and at the time she said human beings don't replace they make room for. HMM and, and she said, for example, radio was supposed to kill the theater, TV was supposed to kill the radio, movies were supposed to kill TV, cinema was supposed to kill TV and the Internet was supposed to kill them all. Yet here we are Broadway, we love, going to live theater. We still serious. Xm is still posting profits. Right in radio, the new age of Radio podcasting has emerged and people are realizing no, I still love listening. There is still a place where I only want audio listening because I still consume everything that you just said. I exactly. There's still room. We actually make room for all of these things. In a similar way to your point about an abundance mindset. There is so much room. One of the things I love about automotive is there is room for a company to have seventeen thousand clients and there is room for a solo printer to have for clients and be happy. Yeah, and and it's so tremendous to me and it's a good fit for the clients to exactly a hundred percent. I love that mentality. I love that, man. I love this conversation. You know, I love hanging out and chatting with you. How can those listening learn more about a sod? Yeah, just go to us. So toocom. That's asotucom. We have a daily email Monday through Friday, that we put our heart and soul into. If, at the very least, if you don't learn a little something, we hope you'll at least get a little laugh out of our very carefully created gift, gift collection and little telling it like it is, slightly Snarki but with heart, commentary to all the day's news. So a SODOCOM and then kind of like going go into the rabbit hole from there. I love it. And can I leave you with this parting? You know, people get tired at an ADA. So I was. You had a Sodo an Adacom, I think yes, don't ask me why. The first day we were actually sitting in the autonews retail for them and I'm looking down and I'm reading a so tuna, Duh, and I'm like a so tuna, what in the flip is it? And then I'm like, Oh, it's a sod and the idea that is USO to, not Dah. So anyway, a man, love you,...

...appreciate you and so glad to have you on the show today. I'm Michael 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. Thanks for listening.

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