The Dealer Playbook
The Dealer Playbook

Episode · 7 months ago

What Is The Rocket Fuel Law? w/ Mike Ciorocco


"The closer you are in proximity to adversity, the harder it is to see the light at the end of the tunnel."

At the Dealer Playbook, we really believe that all the tactics in the world won't benefit your career in the retail auto industry if you're unhappy, unfulfilled, or have other barriers holding you back from being the best version of yourself that you can possibly be. 

Mike "C-ROC" Ciorocco joins the show to explain the rocket fuel law and how you can use adversity to accelerate your growth toward your definition of success. 


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That's why more dealers are choosing to partner with FlexDealer. They're the creative marketing people behind some of the auto industry's most envied brands.

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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. Yeah. Mm. If somebody is listening right now andthey're in a diversity, the closer proximity you are to adversity, theharder it is to see light at the end of the tunnel. If there is any, the lesshope you have. So it's very difficult to get this concept when you're in thatin that frame. Uh, basically what you need at that time is you just need tounderstand there's hope and as if it doesn't kill you, you're gonna getthrough it. So just know that that you know keep pushing and I have a sayingthrust is a must you have to like thrust forward and fast. And that'ssomething that reminds me always that...

...we're going through that tough time orthat just lets go move, move, move, move. Um So first of all, when you'rein that close proximity, get hope. If you're trying to help someone, don'ttry to teach from the rocket fuel law, which I'll explain to you a second.Don't try to teach them that just give them some hope, get them moving. Now.If you're not in a university, the thing, you need to understand it inlife. The things that stop us from accomplishing thing and things andhaving the life of our dreams is not the encouraging people. It's not thewinds that we have and it's not, you know, all the good stuff, It's all thebad toxic stuff, discouraging people. Setbacks, letdowns, screwups of our own.And if we just imagine if there was a way to remove all that stuff and notjust remove it because I don't think that's good enough actually taking itand store it in your fuel tank instead of your trunk where it weighs you downand converted it into rocket fuel for your future. Not just get you throughto where you want to go, but it gets you there faster. And so Grant and Ihad a conversation on my podcast about what would it take? He's always tryingto make it, When will I make it? When will I make? And I look at that as getinto outer space away from gravitational pull, Right, That'smaking it to me like getting away from So nothing gravitational no suppressorscan actually pull you back. You're you're too strong for that. And I askedhim that question, what will it take to get into outer space away from gravity?And, you know, the conversation, basically when he said that nobody'sready for that answer, nobody really wants to discuss that. Uh nobody likesto answer. That's what he always says. He's so humble. He doesn't think peoplewant to hear what's going on in his brain. Yeah. But at the end of the dayI thought, started thinking to myself, well, rocket fuel, get you there.Because if you can take all that negative toxicity, which rocket fuel is,it doesn't taste good. I'm sure I haven't tasted it. It doesn't smellgood. It probably burn your hand if you touched it. Just like all this negativestuff that we deal with in our lives. But if you could somehow converted intopushing you forward and thrusting you into outer space, that's what it's allabout. So, you know, let me give you a little context on this. So, the first,far back as I can remember that, I used an incident and converted it intorocket fuel was when I was a young kid. I grew up in a broken home. I don'tremember my parents together and I...

...would do the every other weekend thing,like most people that had split up parents and most cases, you're the onlylink between your mom and dad for them to have to communicate and as they moveon to other marriages, step parents and all that then add those agendas intothe mix. There's a lot of conflict that starts to happen and you know, I dealt with this when Iwas eight, my mom decided to get married for the third time and Idecided to not go into another man's house and learn another man's rules. Idecided to try my dad's house and he was onto his second marriage. And sothe first point of that, the first part was okay. But then as I got into it,there was more conflict that was brewing up between my mom, my step mom,my dad, all this stuff was going on and it was pouring down on us kids and alot of it was taken out on me. So I dealt with a lot of emotionalpsychological abuse threats. I used to sleep with a baseball bat a lot ofnights when I was about nine years old. Um, just because I was scared and Ididn't have that security feeling. I didn't have that secure feeling. Istill deal with a little bit of this today. These, these, it's kind of likean anxiety, but it's more like security. Like I need, I'm always searching forsecurity. Uh, so what I end up doing was eventually I realized that this isnot an ordinary situation. Your kids shouldn't have to deal with this. And Itold my mom about what was going on and mike, what's funny in an abusivesituation. A lot of times you don't share being abused because you'reafraid of, you know, looking stupid and embarrassed becauseyou let it happen. Um also maybe you just don't believe, I think you thinkthat people will believe you, maybe you're just, you know, dramatizing orthe other one that's kind of funny is you're kind of worried and concernedabout the abuser and what's gonna happen to them. So weird stuff thatgoes on through your head when you're in those situations. So anyway, my momtold me that she was gonna file court papers, but I could not flip flop, flipflop back and forth, had to stick to my guns because if she did that, shedidn't want to be left hung out to dry if they talked me out of it and shewarned me that they would try. So I, you know, I took that as being stubborn,you gotta make sure you're stubborn, unyielding. It's my favorite word, bythe way, unyielding. So uh, my dad...

...eventually got these court papersserved to him after weeks and weeks would go by and uh, I came home one dayfrom school and the tension in the room was just like packed, something wasgoing on, I knew it and my dad, who was my hero, had his own masonry business,brick block, concrete real successful. I always looked up to him for his hardworker. He was, his hands were real rough and his forearms were real big.He's always tan. It's like not the professions of us, Italians, right,That's right, that's right. And if you know anything about masons and Italians,they used to they don't carry a wallet, they carry a wad of $100 bills with arubber band around it. And uh he used to flash it all the time. I thought itwas cool. So when he got these papers and I came home from school, he sent meto my room and I waited for him to come back and confront me. Mhm. And I wasabout 10.5 I think at the time. And when he confronted me, I was justsitting there waiting like I have no idea what's going to happen, but it'sgonna be bad. And he said, you know, it says here you want to move in with yourmom. I don't understand this. You have everything you need here your mom's poor. She's on her thirdhusband as men coming in and out like and just paint this picture right,right. And I just didn't even get into discussion with him. I remember my momsaid stick to your guns. I said no. I made my mind up. He said you sure saidit doesn't make sense to me. I'm like, no, because he was kind of denying whatwas going on. I mean there must be fights. I mean it was it was bad. So hesaid, OK. So he takes that wide $100 bills. I just mentioned out pills oneoff, crumples it up and throws that and it says here, you're gonna need this.Then when you're living on the streets with your mother one day, now hearingthat the stubbornness and me kicked in and I'm like, you're not gonna dictatemy future. You know, it's funny, I'm going to control the future shirt today.I like to control my future, I like to be in control and responsible of myfuture. And at that, even at that young age, I just knew that that wasn't gonnaneed that money. But I will tell you ever since that moment, that was thespark that was lit for 30 some years. I was driving off of that force drivingoff of that converting in that and there was a lot of rocket fuel in thatin that moment. And every time things...

...get tough, I would use it to get me tothe next level, get through it or what have you. So two years ago I was goingthrough a tough time in business and I had to do a little self assessment andreally self check to figure out why in my life, no matter what happened to me,do I keep rising? Like why is my graph still go up? No matter whatrelationships, where it doesn't matter, my own screw ups. I figured it out. Theformula was I was taking all that stuff and doing what I told you storing it inmy tank where I could use it as fuel instead of my trunk where it wouldweigh me down. And I became unstoppable and awareness of that. Once I becameaware is what was powerful, my graph started to shoot straight up instead ofjust a gradual. That's why I had to write the book rocket fuel to get itout to people because I'm the type of person when I find something that works,I'm like an evangelist about it. So that's a little background and contexton that. I think it's tremendous. Um, and you'reright like this is a total mindset thing. You you mentioned the wordunyielding. When did you grow an affinity for that word? When did you,when did you finally articulate for yourself? That that is a word that youlove and what does it mean to you? So I was always told that I was hardheadedand stubborn as a kid and I thought that was a bad thing and it would betold to me in anger most of the time by my step mom and my dad. And now that Ilook back on it, I'm so proud of that damn word. And I looked up thedefinition one day of stubborn and it says in the Merriam Webster dictionary,perversely unyielding. It's the definition of stubborn. Now that couldbe the wrong thing when it's on the wrong thing, right? But then I lookedfurther and I was reading a book by L Ron Hubbard the other day and it said aword inexorable and I'm like, what the heck does this mean? And I'm the kindof guy that looks upwards because my stepfather who stepped in to be my dadwhen I was 11, who's, who's since passed. um he used to tell me you needto read more, you need to read more. And I would uh I would stop books, Iwould quit books and and in the middle of the book or the quarter of the waythrough, I didn't know why. And he told me, he said, you're quitting the booksbecause you don't understand the words...'re reading. And I was like, what?So I would ask him, what's this word mean? He'd say go look it up and itwasn't a google thing, it was dictionaries back in the day actuallybecause of the dictionaries, like encyclopedias, right? So I would lookup words and then I started doing that as a kid and I started reading morethan I would be able to finish books because I understood what I was readingand it was powerful. That was a powerful message. So I looked up thisword inexorable, I N E X O R A B L E in extra inexorable. And that word isunable to be stopped unyielding. And I'm like holy cow, that's my new word.Because stubborn sometimes, you know, has a negative connotation, inexorable.People have no idea what the hell that means. So now they're going to go lookit up and I'm gonna be like, wow, that's powerful. So be inexorabletowards anything you want to accomplish in life. And I think that's the titleof my next book. I'm working on inexorable. Yeah, I'm with you. Like, stubborn, stubborn. I've heard in my householdseveral times, it started like a mule growing up. Yeah,so hardheaded. What's the matter with this guy? You know, all this kind ofstuff, but I love I love that unstoppable. I wonder how often though, like, Ithink of my own past, my own story, how easy it has been at times to stopme and then reverse engineering who thatversion of me was to who I am today, because I am like, my mantra is don'twait dominate, like, go get it done, you know, put your head down andfreaking run through walls to make success happen for yourself. Um Do youfind though the correlation between being easily stoppable and beingunstoppable is that we just maybe haven't gained clarity about where wewant to go.

Uh Yeah, I would say it has somethingto do with clarity. It has something to do with commitment and it has somethingto do with consistency, three C words. That just so happens, see Rock hasthree C words. Uh, no, but uh really when it comes down to that, youdefinitely need to be clear on what you want, because if you're not clear, thenyou have no idea what direction to go right you and by the way, clarity onwhere you're going. And most people miss this one, Michael. Most peoplemiss clarity on where they currently are. You see assessment leads toelevation assessment of where you are, which is your point A so that you knowhow far you have to go to get to your point B if you don't know how thatdistance extends, you don't know what you're going to take the bridge that somost people miss this. When your finances, your health, yourrelationships, you need to assess regularly those areas in your life thatmatter to really get clear and find out really where you are. So that would bethe first in clarity consists. I'm sorry, commitment to the next thingmost of the time people stopped because they're not really committed. You know, I was on an airplane over theweekend, coming back from Scottsdale and I was on the Wifi and I got a textthat said my plane was gonna be delayed my next connection flight home. It'sgoing to be delayed for two hours and already had three hour wait three hourslater over. So I was gonna be five hours and I thought to myself rightaway, take time out of the equation. Alright, Get on, get on rental car, geta rental car drive from Philly to Salisbury 2.5 hour drive. I'll be homebefore the plane takes off easily. Save myself time. And so I made that movequickly but my bag was on this plane and I knew the bag was gonna go on aconnection to the next flight and I need to get my bag. And I asked theflight attendant how can I get my bag? He's like no theydon't do that, you're gonna have to go to the airport, pick it up becausethey're going to take it to the next plane. I said that's kind of funnybecause I know if I was sick and there's medicine in that bag and Ineeded it, they would get that damn bag. So I knew to myself, I'm ready runningthis through my head and this is the commitment part, by the way I'mpainting a picture for commitment. I...

...was committed to getting the bag. So Isaid to myself and I told the lady next to me, I said watch I'm gonna get thatbag because her and I have been talking about inexorable and I was talkingabout rocket fuel and I was told we had a conversation for a couple of hoursprior to that. She laughed and she said, you're not going to lie, are you saidno, I don't need to lie. I just know that if I was sick and I neededmedicine that back they would get it. So there is a way to get it. So then I said, so watch me. And shewas laughing. She's like, there's no way american airlines doesn't do that.You know, they, you know, they have their policies. I said, well listen,I'm a different than most people now. I'm not gonna be a jerk by the way. Youknow, I I just I just go and handle the situation to be committed to it, tofind the answer. So I go out there and I said, hey, I need to get my bag. I'mgonna be sitting here five hours. I'm gonna drive instead. I don't think wecan do that, sir. I said, okay, well, let me see. You just said, I don'tthink we can do that. So that means that you probably could possibly do it.So let's figure out a way to get this done. And she made a call and we gotthe bag because I was committed. But if I wouldhave listened to the first person and I wasn't committed, of course I wouldhave. I would have been yielding instead of unyielding commitmentanytime you're not getting something you want, you got to check yourcommitment. And then from there, the next thing is, what steps are you doingconsistently enough to get to where you want to go, consistency is the mostboring thing in the world. Yeah, I agree with you. If anybody says, yeah,but I don't want to do that, it's boring. And while you're beingconsistent, you don't see the success you're having necessarily, you know,and so consistency, there's a formula, consistency is greater than youremotions, consistency matters more than youremotions. So when you don't feel like doing something, you've got to beconsistent anyway, when it's hard, doesn't matter, you got to do it anyway,and that is how you get 100% participation from yourself, because,you know, you're going to do it when it's easy and, you know, you're goingto do it when you feel good, so just focus on the times you don't feel goodand when it's hard, making sure you get it done and the consistency will takecare of itself and before you know it... look back and I don't evenrecognize yourself and how far you've come. Yeah, this is amazing. Um and Ilove, especially earlier you said I'm gonna remove time from the equation. Doyou think that's a hang up for people that they just are so focused on time?How how do I, how can I be like see rock Cardone, how can I get what theyhave right now? Not realizing that what grants 62, Mhm. And his story, he'stold 18 zillion times starting at 25, you know, coming off drug addiction,all this kind of like it required time and he was consistent, he was committedand he was clear on where he wanted to be going. Um how do you, how do youconvey appropriately the importance of removing time from the equation so thatyou can stay committed and focused on being, you know, boringly consistent?Yeah, well, by the way, it's not boring once you hit the, hit the target, uhbut but you know, and by the way, the targets got to be something that you'reso damn excited about that, it makes you like, you feel my energy right now,I hope you feel my energy through this. And before I go into the further thatpart of that, I want to uh explain one thing to you. I don't care what peoplethink of me and neither should you, not you, Michael, but anybody that'slistening, you included, but you should care about how people experience you.So when I come on the podcast today, my intention is to have you experienced mein a certain way, that when you hang up this zoom call, you push whatever toend it, you're like damn holy cow man, I need to go get a, take a break orsomething, man, that dude's got some, I mean he's hit me, that's the um that'swhat I'm concerned with and that's what everybody should be paying attention to,not what people think of them. So getting back to the time. Thing with tome, I want to make sure that, You know, I it took me a little while to figureall this out, right and I turned 40 something and I was like, shit man, Iwasted all this time in my life. Like I...

...need to move fast now I have a windowthat's drinking. I don't know how big that window is, but I know that I needto accomplish what I want to accomplish is in a, in a quicker time. And Irealized that when I was scared, the more time I let pass, the more scared Igot right. And so I started trying something. I started trying just doingthings as soon as I think of it, do it, do it, do it, do it and then like BenStiller and uh starsky and hutch, do it, Come on, do it. Um I just started doingthat. I realized, holy shit man, I'm not scared of anything anymore. I don't,I don't fear anything. I climbed up a mountain Scottsdale. Uh it was scaryshit looking. It was high, it was ragged, ragged, jagged, the people looklike ants when I looked at the front. But you know what I just said, You knowwhat? Let's go, let's move, let's get started. Just keep going one step at atime. Just go, go, go. And before you know, we're at the top summit takingpictures. Panoramic felt like zoo very exhilarating. Um, but yeah, it's justan example of how fear is fueled by time. 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.

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