The Dealer Playbook
The Dealer Playbook

Episode 5 · 7 years ago

Dr. Willie Jolley: Turning Setbacks Into Setups


While I was attending the Internet Sales 20 Group in Atlantic City a few weeks ago, I had the incredible privilege of listening to, and eventually interviewing Dr. Willie Jolley. While I do admit to not knowing who he was previous to the conference, I was completely blown away by his message; something that resonated deep within me. He spoke about how to do more, be more and achieve more.


After his keynote address at the conference, I had to go and shake his hand and express appreciation for the message he shared. It was refreshing and motivating; something that I think we need to hear more of in the auto industry.


I asked him if he’d be willing to join me for an interview and without hesitation, he agreed.


If you still haven’t “Googled” him, here is a brief introduction: Dr. Willie Jolley is an international motivational speaker who has been named as one of the top 5 outstanding speakers in the world, alongside heavyweights like Margaret Thatcher and Nelson Mandela. He has written 4 best-selling books which I think you should definitely check out:


A Setback is a Setup for a Comeback

An Attitude of Excellence

It Only Takes A Minute to Change Your Life

Turn Setbacks into Greenbacks

In addition to his outstanding books, Dr. Willie Jolley is credited as the reason that the Ford Motor Company never accepted a government bailout. After reading his book, “A Setback is a Setup for a Comeback”, Alan Mulally, Ford CEO, hired Dr. Jolley to come and help them scale the business, refine process and help Ford’s employees build their dreams.


In this episode you’ll learn more about:


How doing something ridiculous may just be what’s needed to advance and conquer

How to get started when setting out on your success journey

How to look at your current situation differently and capitalize on the assets and opportunities available to you right now

We have a connection to Dr. Willie Jolley now and we know he’d love hearing your feedback and questions. Hit us up in the comments below and as always, thank you for listening to The Dealer Playbook.

This is the dealer playbook podcast,episode five, and our guest today is the reason that Ford Motor companies setbackturned into a set up for an incredible comeback. Here we go. You'redialed into the dealer playbook podcast, where it's all about winning auto dealer strategiesthat deliver proven results. And now your hosts, Robert Weissman and Michael Cirillo. All right, everybody, what's going on? My name is Michael Cerrillo. I couldn't be joined today with by my cohost of the dealer playbook,Robert Wiseman. He's busy doing his thing, but I wanted to give him ashout out since he couldn't be here. He can at least be here inthe intro of this this episode. But I got to say I am. I'm just so extremely excited about what's happening with the dealer playbook. Thefeedback has been incredible. There's so many people listening to it in the automotiveindustry. We were extremely fortunate to launch our podcast officially while we were attendingInternet sales twenty group in Atlantic City, New Jersey, and you know,I couldn't be more excited that within forty eight hours, the podcast hit newand noteworthy on Itunes, in the ITUNES podcast market. So thank you toeveryone who's been listening to these episodes. We've had some incredible guests and todayis no exception. I am so thrilled and excited to present our guests totoday for today's episode, Dr Willie Jolly. Now I got to tell you,if you haven't heard of Dr Willie Jolly before, who he is andwhat he does. I urge you right now to go to Google, typein Dr Willie Jolly. He will dominate the first page. Click on hiswebsite and just check into who he is. He was the keynote speaker at Internetsales twenty group and I have to admit, prior to attending Internet sealstwenty group, I didn't really know much about who he was or what hismessage was, but I knew that if he was selected to be the keynotespeaker and Sean Bradley was the one doing the selection, that there had tobe something to this individual. Why? I got to tell you Dr WillieJolly got up in Internet sales twenty group and shared such an inspiring message.We laughed, we cried and I mean, you know, to see a bunchof car dealers in a room together crying. I mean, now,we weren't holding hands and singing Kumbaya or anything like that, but the DrJolly just brought down the house. His message was so inspiring, so motivating. It was a message that perfectly fit in with the theme of the InternetSales Twenty Group, which was to do more, be more, achieve more, you know, to essentially become greater than who you are today, aboutprogression, not perfection, and that's a message that really resonates so deeply withme and I know it resonates with Robert, and that's one of the reasons whywe do the dealer playbook in the first places, because we have sucha deep, profound desire to help dealers achieve greater levels of success. Igot to tell you something that I love about the car business is that Ibelieve, you know, the auto industry... an industry that, at itscore, is built upon progression and becoming something and being great and Selfmastery,and so it was a no brainer to have Dr Willie Jolly on this podcast. In fact, after he was done speaking, and I'll tell you what, he even sung a song. At the end he popped over to hisIPAD, he started push play and he sung a whole song from Jacqueline hide. You know, this is the moment that song, and I know Ido it no justice, but he brought down the house and I walked upto him after he was done and I shook his hand and I said,Dr Jolly, that was so inspiring though. That message just really resonated with meand who I am, and he said thank you, and I justfelt inspired. I said look, can I ask you a favor and hesaid the answers yes, and I was like wow, you know he doesn'teven know what I'm going to ask, but I said I have a podcastcalled the dealer playbook and I would be honored if you would share a messagewith my listeners now. You See, at this point I didn't even knowif the itunes market or stitcher radio would have accepted our podcast. It wasstill in the submission process. But you know, even knowing that at hestill agreed. He took the time for me as an individual and in turnhas taken the time for each of you listening in now. I got towarn you this was nearing the end of a long day and for those ofyou who attend these conferences you know how draining mentally and physically they can bewhen you're sitting in a room for that long. So I do caution you. We sound a little bit tired in the interview, but I can guaranteeyou it does not dilute the message. It is still delivered with such greatpower and force that I am confident that for those of you listening to itwill find the message very valuable. If, at the end of this you don'tfeel inspired to do more, be more, become more, be greaterthan you are and master yourself and to look at your business to see whatmore you can do, to further refine process, to do what might beconsidered as ridiculous, then I don't know what will Dr Willie Jolly is suchan incredible speaker. In fact, he's rated in the top five international speakersand rolls with people like Nelson Mandela, or did roll with individuals like NelsonMandela and Margaret Thatcher, to give you an idea of the circles that thisthis speaker author is part of. He's written five books, which you'll hearhim talk about later, and we'll also link to in the show notes.If for those of you who want to check out those books, I stronglyencourage you do that. But without further ado, let's turn into this EP, episode five with Dr Willie Jolly. Here we go. I got totell you I'm so excited about today's episode because I am here with a masterspeaker. Actually, I'm at an Internet sales twenty group and I just finishedlistening to our guest today just bring down...

...the house in such an intense way, in such an incredible way. I don't think there was one individual inthe room who did not feel inspired to take the next step towards their personaldefinition of success. And, for those of you that know me, I'mso passionate about the topic of achieving success and to thinking big and dreaming bigand going after the things that you deem as your definition of success. SoI am extremely grateful to have Dr Willie Jolly with me today. Thank youso much for being here, Mike. Was a joy and of privilege anda pleasure to be able to be on with you and to speak and encourageyour listeners during this podcast and this program. So I'm grateful to be here.I'm excited about being here at this conference, at getting a chance tomeet you, and you were so enthusiastic I just had to be a partof your show. Thank you so much. So, like I mentioned before,you know, we like to inspire dealers to become more successful, todo the things that perhaps are out of the Norman. Something that really stoodout to me that you said was that you know you need to do whatyou know, the things that perhaps other people think are ridiculous, in orderto achieve success. Can you give me an example of maybe a scenario wherethe masses thought something was ridiculous and it actually turned out to be a bigsuccess for the individual involved? Well, the simplest one that comes immediately tomind is the fact that Steve Jobs was not thought highly of it apple.They fired him when he had all these outrageous, ridiculous ideas and he didnot give up on those ideas. And as a result of him not givingup an idea, not only did he fill a need, he feeled aneed of people didn't even know they had okay and I pad an I podand I pad an Ipod, Nano and and all these things, and Iphone. No one even knew there was a need to put all your musicon a device when before then you would get a cassette Sony Walkman. Soit was not even something people had even thought of, and yet he wouldhave gotten fired. It was ridiculous. Or when Walt Disney, he's agreat one, when Walt Disney was starting Disney land, it was started insouthern California, Orange County. They call it Orange County because there were alot of orange groves in Orange County. And so one day he took oneof his friends, who he was hoping would be an investor, out tothis Orange Grove and he said to the...

...friend, look here, this iswhat I'm going to do. I'm going to put amusement park right over thereand I would put a roller coaster and it's going to have this and right. They are going to have fat but have a main street. Gould havea big castle in the middle. And a friend said what he said,that's ridiculous, and he said please, I need your help. No,no, I'm not putting my money in that. So he said the friendwho later, years later, talked about it. So I turned around andwalked back to my car and I ask I guess tomate it was about tensteps to my car and he said I learned later that each step cost meabout ten million dollars. Ridiculous. So what I'm saying to that is that, as we look at the auto industry, rapidly changing, very competitive, highlycomplex industry, is still come down to people who are willing to thinknew thoughts or try new things and think positive about them and not to talkthemselves out of their ideas or possibilities by saying, well, that's never beendone before. Who, who would even think that? That's ridiculous? It'stoo ridiculous thin because in the people who are willing to think outside the boxand it, as my friend Needle Colbain says, to throw out the box. Don't even have a box. Just think a different level, at aat a different level. That's when you start to see the significance of yourpossibilities. Perfect. Thank you so much. So while you were talking I wasthinking about the Ford Motor Company because you had an incredible involvement with theirturnaround, their comeback, and certainly you've read some books that I'll get youearn that you've written some books that I'll get you to plug here at theend of the episode that I'd encourage everyone to read. I know I'm buyingmy copies today. It almost seems like during that financial crisis, in speakingof doing something ridiculous, do you think almost that what Ford's plan was toscale costs and not accept a government buy out? That could almost be viewedas something ridiculous? Absolutely. Ala malally is a brilliant man who is,for those who don't know, he's the CEO of Ford and he's the firstCEO Ford ever had who was not named for the last name Ford, whowas not a part of Ford or who was not even a part of theauto industry. He came from Boeing. And so when they brought Alam Alaliin, they, the many of the people in honor industry thought Ford hadlost his mind because they were already in trouble, they were already lose itheadlost market shared or Minnis market share. But he came in with a newkind of ridiculous thought. Then let's start to scale back that, start tofocus on our core brands and then let's get better. That's just make ita make it a deal to every day doubt and one the thing he talkedabout was, and I've heard this said...

...over and over again, he saidto the people who would come in for the corporate meetings, look, Ineed you to be honest with me, and then he would press them howthings going? Things going good? No, no, let's talk really how thingsare going. What were the numbers and how were the numbers in comparisonwith the other metrics? Well, so he said, I need you tobe honest, because we can't fix it unless you're honest. So I'm sayingto people that one of the things is that you've got to be honest withyourself. Wherever you are in your life. You have to do some some goodevaluation, and sometimes you must recess, to reassess, to say, okay, let me look at this really critically and and answer the real quick, critical questions and not the emperor has no clothes. That they know whatthis part of my business is not doing good, or this part of mylife is not doing go to this part of my finances, my financial programis not not working well. Maybe I need to be honest with myself andmakes them make that change to fix it. Oh, do something better, growit and prove it, pursue excellence in it. And those are thethings. I think that that I learned was that you got to constantly workon two sides, mindset and skill set. Mindset is your attitude. Skill Shitset is your aptitude. And really, with us an attitude of excellence,which is one of the books we recently put out. An attitude ofexcellent says that you are thinking will your attitude and excellence and you are sayinghow you can costly improve mindset and skill set so that you can get betterresults and better return on your investment of time and energy and resources. Awesome. One of our previous episodes, we actually did four episodes, all talkingabout how to create a culture inside of the dealership so that not only fromthe top down, executives could get more out of the people working at thedealership, so the sales reps or the service raps or whoever it might be, but also for those individuals to get the most out of their time.They're somebody starting out in the car business who perhaps have that kindled desire tojust kind of make something of their selves. Where do you say this? Thejumping off point is for them. What do they have to do asa first step to launch their careers in a way that is going to havea, you know, a massive impact on their livelihood. Probably the firststep to any great endeavors. Make up your mind. That that sounds sosimple. Make up your mind. Most people, they go into any andmany endeavors, even marriage. Oh, you know, I'm a going tomarriage with a concept that, well, I hope this will do well.That's not making up your mind. You know, I you don't. Youdon't set a goal just when you get married. I well, I hopeyou do. All, you make a commitment. So you make up yourmind, and that's committed focus. I'm...

...committed to this, I am committedto this job, or I'm committed to this endeavor. I'm going to makeit happen. I don't want to said focus is following one course until successful, and I'm just going to focus on this. I'm be fixated on thisand I would become just just dynamic and making it happen. And once youdo, that's what happened with my speaking career when I when I got firedfrom my job as a nightclub singer and said, you know what, I'mgoing to go through something else and I decided to go into the speaking industry, I went all in, both feet, jumping in every inch in my being, and I remember a little quote I heard one time. You gottwo little birds sitting on a telephone wire. One of them decides to fly away. How many little birds do you have left to little birds? Becauseuntil you make take action on that decision, and really courageous, faithful action,then the decisions don't have the staying power. So you must first makeup your mind, then act on that decision and act with all that youhave within you, I mean all end, and then you'll find out that youhave no regrets at the end of the day. So it's really thatmaking up of you know, making up your mind, that increases that yourwillingness to do whatever it takes. Do you think that that's a message that'slacking with people now that hey, you need to figure out what you want? I always think of like New Year's resolutions and why they they're abandoned soquickly. You know, it might be the sales rep that says, Hey, I'm going to sell twenty cars a month, or it could be,you know, the person giving up on their fitness goals or whatever it mightbe. Is it a level of willingness. Is it because they didn't make uptheir mind, you know, sealed enough in cement, or is thereother factors you think that contribute to why people give up? I believe thatpeople give up because there why is not strong enough. The why in alife. So New Year's resolutions. Most people make a root new year's resolutionand they don't write it down. First of all, usually it's not agoal, it's a resolution and it's not a commit it as her resolution.I resolved to do this. And then is not clear in their mind.Is there not a why? So I'm going to lose weight. They don'tsay how much I'm going to. I'm going to make more money. Howmuch his one it gets? Man, I'm be happy. How do youmeasure that? Okay, I'm happy every day. I wake up. Everyday I wake up without a child outline around my body. I'm happy.So I think that one of the things that is important that you get awhy. You know, neets, you said, if you have a strongenough why, you can overcome anyhow. And so when you look at yourwhy, why you do it? Well, maybe you want to buy your parentsat home and this is they did.

They sacrifice for you, and thisis my one goal or why I've worked hard because my kids are thejoy of my life and I'm going to make sure they they go to collegeand I will put money in the bank. I'm have money prepared for that.I'm a work extra hard. Why? Why are you doing it? Becauseif the why is not strong enough, you'll fall off, and that iswhy many people don't reach their goals. They say, I'm a do twentycars a month, but the why? Why is you? You doing it? Or once you hit it once, how do you sustain it? Isit sustainable? What's the reason that keeps you going every day? Andso what is the motivation? Zig Zigler said something one time. He saidit's somebody's not achieving what they are potentially able to do be because of somereason that we got to look at two assets. That are two points thatwould impact them. One, they're not motivated, or to the sick.Now, if they're motivated, then they they're not motivated, they can getmotivated and they sick. If they're sick, then we got to find a wayto help him get well so then they can achieve wet which is withinthem. Everybody has a ability everyone has a amount of genius that's place insideof them and once they find that genius, if they're willing to work on itand develop it, then they will be able to do more with whatthey have and be come an expert in their area of expertise. So Ilike to say like this and my dissertation when I wrote for my doctorate,God's gift to us as life I give to God if what we do withour lives or we should live extraordinary lives and therefore use the gifts that wehave. And Michael Jordan said of quote I love. He said talent isGod given, but ability takes work. So you must have the gift andthen develop the gift, and then it goes back to that again. Mindset, attitude, skill set, working on a position of excellence. I'm justgoing to be the absolute best that I can possibly be. That's so incredible. Thank you so much for taking this time with me. I appreciate it. I don't want I mean, I could sit here and talk to youall day. I feel like I need to move in with you and justget the inspiration on a daily basis. But tell me, for those listeningin, how can they follow you, how can they get in touch withyou and what materials do you have for those that are ready to kick thingsup a notch? Well, I'm I'm grateful that we have a number ofways for people to access me because we got a lot of content. Firstof all, if you got serious Exim Radio, you can hear me everySaturday at four o'clock eastern time on Channel One hundred and forty one on seriousXm, where I interview some of my buddies in the self help and successand industries, whether says a Colon Powell,...

...whether this had been carson, wherethere's a Tom Hopkins, whether it's a mark for to Hanson, whetherso harvey McKay, whether a Brian Tracy, whethers a less Brown and wally famous, same as a B Smith, a Sheila Johnson or Bob Johnson.You just go down of list. We have some of the best and brightestthought leaders. So that's a serious exam Channel One hundred and forty one saturdaysat for also you go to my website, Willie Jollycom, and if you goto Willie jollycom free, Willie jollycom free, you can get excerpts fromthose serious Exim shows, you can get, you know, a few choice excerptbut if you want the whole show and you want to thought, gettingan on going diet of the greatest thought leaders into your consciousness so that youcan learn from them and do what they've done and learn how to do morewith what you've got and learned from people who've already achieved it, then goto walk with wealth DOT TV, walk with Wealth Dot TV. So ifyou go to all of them and then get my books on my website,about for books or five books? I'm sorry, it only takes a minuteto change your life. Book a one minute motivational messages are set back asa set up for comeback. How to get over the dramas of life,the challenges of life, the difficulties of life, and turn them into comebacks, turn setbacks into greenbacks. This want to talk about what happens when yougot a financial setback. Then an attitude of excellence, which I talked aboutearlier, how to grow your business and grow yourself, all in one book. And then chickens for the Christian soul. Number two, which I want tofront cover with joy, smile and Tony Compola, helping people to dealwith the really tough, emotional personal issues in your life. Loss of aloved one, digs night, what I call the the dreaded D's disease,divorce, downsize and diagnosis has and death of loved ones. That will help. This book will help you come with the CD so you'll be able toread it and hear it so you can be inspired and know that your bestis yet to come. So don't give up, Willy Jollycom so there youhave Dr Willie Jolly. Now tell me, was that not incredible? Listen,I love this concept. I think all of us should be focused onhow to do more, be more, achieve more, to be focused onselfmastery and look at what we can give back, how we can help others, whether it's at the dealership level, help our team or help those thatwe sell vehicles, products and services to, and for ourselves, how do weachieve the things that we want to achieve? Even though Dr Willie Jollyand I were quite tired during this interview, he still was able to drop someserious value bombs on us, and so I'm grateful for him for participatingin this episode with me. I am grateful for each of you for listeningin. We wouldn't be doing this if it wasn't for you, and yoursupport has been just incredible. Don't forget to subscribe, if you haven't alreadydone so, to the dealer playbook on...

...itunes and stitcher radio and when youhave a moment, we would greatly appreciate the feedback, so go ahead andleave us a review, leave us some feedback, visit us at the dealerplaybookcom and again, don't forget to check out the show notes, where Iwill be linking to Dr Jolly's books and also sending over some links to hiswebsite so that you can get in touch with him again. Thank you,Dr Willie Jolly, and thanks to each of you. This is me wrappingit up. Talk to you soon.

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