Wake up, Buy Here, Pay Here people. It's a beautiful day. Go grab yourself another cup of joe and say hello to Jim and Michelle Rhodes on the Buy Here, Pay Here morning show. Take it away, you two. Good morning. Happy Wednesday, friends. Jim was just laughing at me because the intro music, you know, wake up, buyer-payer people. I know it word for word, even the timing. Mm-hmm. Um, and so I was just kind of saying it with him and he's just like, you're weird. You're sure that people can't hear you. It's not supposed to be able to hear us when the video is playing, but I mean, you know, I don't think, yeah, no, it's fine. It was fine. It was cute. It just, uh, I just think, do you know that that's not being heard? I, Well, it says on the thing that the mic is muted until the recording is over. So I'm pretty darn sure. But I mean, hey, it's not the end of the world if everyone got to experience that. Right. Happy Wednesday, y'all. Happy Wednesday. Happy White Hat Wednesday. Happy, you know, I'm just going to do a shout out and thank Tommy Brandes, Mr. Tommy Brandes, for suggesting... that we do white hat Wednesday. That was like within the first couple of weeks of us even starting to broadcast, um, that he, uh, he suggested that. And I just, uh, um, just want to express some gratitude. yep of course there you go thanks for that tommy that was a good suggestion and here we are 80 some odd white hat wednesdays later and still uh still making time to talk about the stuff every wednesday we had something kind of significant happen in the white hat realm um this morning actually it's going out on social media today then well we found out about it on um Monday. Yeah. And it's, it's, it's impactful. It's just one of those things that makes a difference. Yeah. Should we talk about any announcements? Absolutely. Yes. Quick updates we did for those that are in the dealer principal only group. We shared a virtual happy hour. I think we're the only ones drinking a beer. Um, I kind of just beverages. Yeah. I can't say what was in the, yeah. I mean, we had, we had a couple of, um, uh, spouses join or kids, um, family members join and say hello. And it's fun to meet the spouses. Like we had a couple of, um, couple there in the background and like I said, one with kids in the lap. And so it was just fun. It was, it's, it was just what we hoped for. Just an opportunity to get together casually and just a chance to connect with some others. And we talked a little bit of business. We, we talked about a little bit of Oklahoma, our friend Joe Powell out in Oklahoma was part of the broadcast. We talked about some people got, we did it from our living room. So it was kind of fun. It was a little bit of a different, um, a different atmosphere so it was fun and so we you know we're looking forward to doing that again yeah sometimes so super informal but yeah and then um quick announcements on the virtual dealer roundup that is a week from tomorrow we still as of this morning I can share that I do not have a panelist for the third session which was the session we added which was on ways to boost volume And it's okay if we get some panelists. We'll certainly share with you who those are going to be. Otherwise, myself and Nathan Syme. Nathan, so let me share with folks who Nathan Syme is. Nathan is a dealer in Alabama. He's somebody we know. We've done a little work with him in the past. And he is so smart. And I just reached out to him. He asks good questions. He has great questions and he comes from other business. He was in the franchise business before his buy here, pay here time. And he just is really analytical and smart and he just asks great questions. So he's one of our V8 groups. He asks great questions of the other members in those groups. So I asked him to co-moderate. He's going to co-moderate as a dealer all the sessions. Wasn't he in our beta group? He was in our beta group, too. Yeah, he was. And he's just, because he's going to co-moderate, he's going to ask supplemental questions as we go through the thing. And so I'll remind everybody, our first session starts at 9 a.m. Eastern next Thursday. And we'll get all the information out by email and social on how to get registered and get in there for the thing. But it's going to that first panel. It's 50 minute panels, 10 minute break. And then the first was first one's going to be on growth strategies for 2024. And we've got two panelists in there. We've got who both happen to be in lease your pay here. We've got Dan Grosvenor and Nick Markosian are going to be. our panelists for that one. And then the second session is on inventory slash recon pipeline, which is going to be Edgar Rodriguez out of Houston. Oh my goodness. We talked about that last night at the dealer roundup that we had the, the privilege. I mean, I, cause I kind of, I learned a lot and we both Jim and I were so engaged with what Edgar was saying. He spoke at the LH peach conference in October and, And about his shop and how he keeps things organized and moving well and all of that. The numbers nerd in me was more interested in the KPIs and metrics, the way they measure what they do and how they arrive. So he'll be joining us and we'll be pulling some of that information that we discussed back in October out. And also Melanie Goldman will be there as well. I'm excited to spend some time with Melanie. I think like there are many who are on Facebook who follow Melanie and have enjoyed. She's hilarious. She's funny. She's super funny. We enjoy her sense of humor, but also. Very much so. Melanie, if you're listening. Yeah. You make me laugh every time I see something that comes across my face. The memes are great. I don't know where she sources them. I don't know if she's up at 3 a.m. That may tell you an awful lot about my sense of humor. Yeah. We definitely enjoy that. And she knows that. I've told her on a few occasions how much I enjoy her sense of humor. But she's not here to make us laugh on that session. She's there. I won't be surprised if she does, but she's got quite a story to tell. Like she has in an interest of understanding that element of her business, she's gone back to like the Votek school and she'll have to tell us the story. But you can see from social media, she's gone back to Votek in the interest of learning. Yeah, tremendous respect. Like what a commitment that she's made to go back and learn a lot of the stuff. Not because she expects to be the one turning wrenches going forward, but because she wants to understand that element of business, which is super valuable. And I think it'll be interesting to have her there and see what she's learned from that experience. And it was funny in my conversations with her. She's kind of like, I don't know that I'm an expert. I don't feel like I have it all figured out. I said, guess what? Most of the folks who will be there don't also have it figured out. It's just about having a good conversation about it and being able to sometimes just being there that you may not realize that you have something very valuable to add to the conversation. And so, you know, it's about getting a conversation going with people that have a lot of, you know, they have valuable experience. Yeah. And good morning to you as well, Facebook user. We appreciate you saying hello. We don't know who you are. Yeah, it's one of those things that you have to give permissions deep that says, I'm okay if you share my identity. Yeah, all good. And then that's it. I mean, just the updates on the roundup. And the third session is going to be on... boosting buy here, pay here volume. And we have a couple of people that we've reached out to. They're busy. It's tax refund season. So I'll keep chasing and see if we can get them to come be part of the panel. Otherwise, Nathan and I will address that final session ourselves. We had one of our people that came to the virtual happy hour. I was like... Might be one. Oh yeah. Yeah. Yeah. I'll have to give him a holler. Yeah. So yeah. Y'all know who you are. Yeah. But, uh, yeah. So we, we had some, the thing that we talked about that we learned about on Monday, that's really amazing is, you know, one of our founding sponsors, uh, that we have three founding sponsors and we don't mention them often. Can I say one thing? Do you mind if I interrupt you really quickly? Is our founding sponsors stand because they love the mission. Not because there's any ROI. I mean, it's like they know we're just here to help support a mission. That is setting out to build a community and do the right thing. And they're seeing little bits as we get going of like, this is what it looks like. This is what it looks like. And so we had one of our sponsors step in in a really beautiful way. Yeah. And so this is all part of the thing. It's like with Atway, we can take a minute to talk about it today. Our subject for today was actions speak louder, which is really around the theme of transparency. And you've heard us talk about that in different ways. We're going to spend more and more time on that, talking about what it looks like to be transparent. And so this is not just transparency alone. It's in all levels. Like when we think about what White Hat Way is, it's a community of people that are conducting business in a certain way. So who's conducting business? Well, dealers and consumers, dealers and vendors. Anytime you have any kind of business interaction, it's like... both pieces can easily plug in white highway sure so and so when you think about what white highway looks like it's like it's it's a community of people who are saying yes I i I want to run my business from a place of heart I want to make a difference and it doesn't mean we dismiss the head like there's all these things that we talk about but it's really about Yeah, I want to I want to make a difference as I run my business and I want to be transparent. I want to earn trust with the folks in my neighborhood and that I do business with. And if I'm a vendor, I obviously want dealers to trust me. And so this is all part of how we do it. So for us, it's like showcasing what transparency looks like. And there are plenty of examples on a national scale, right? All these companies that have leaned on transparency as a way to market themselves. And of course it doesn't, if you just say it and you don't do it, then it's meaningless. In fact, it waters it down. It probably does you more harm than good when you claim some level of transparency and then you don't follow through and act on that. Well, and, and I just, I want to preface before we play this, um, Frickin' out of the blue. Yeah. I mean, I saw that an email had come in from Tim in the morning, and it was a busy day, and I knew that there was a video attached, and I also knew that they were going to be advertising during the dealer roundup. And so I just kind of assumed it was that. Mm-hmm. And, um, and so, you know, it wasn't until the end of the day that Jim and I were sitting down and so we, we pulled it open to watch it. Um, and it was not what I expected at all. Really surprised. They just shared with us, Hey, this is going out Wednesday. It's on social media this morning. We saw it and shared it this morning. I did. I don't know if Michelle even knows that I, I shared what, uh, but let's go ahead and play the video that came from Denver. Great idea. White Hat Way to me means dealers of integrity, and those that support them are vendors of integrity, people who support dealers who are trying to do things the right way that don't, you know, that are the exact opposite of the reputation that used car dealers tend to have of taking advantage that that we show that we are going to go above and beyond and love our customer that's one of the reasons that dealer re's been around for 30 years is because you have to do what you say you're going to do Mic drop. I just, it was, I, I, I, like I said, not expecting that. I thought, you know, it was going to be something. And it was, um, um, I it's, it is so public. Thank you, Tim, because this was not expected. And this was on your own time. your own dollar. Sure. All of the stuff. And it just really, really, you know, I might just as a shout out to Tim as well. I might mention, you know, he's the one who stepped forward back when we were writing the article for Texas and he said, you know, we should run an ad. Why should run an ad? And they did. I mean, this founding sponsor stepped forward and, and, uh, and bought an ad in the texas magazine to really talk about why they chose to support white hat way so I think for me what the really what changes in that the reason it's so significant impactful for for me is that it's one thing for michelle and and me to show up you know it's when we show up and we talk about the thing we talk about the thing and It's another thing to hear it coming from somebody else's mouth, right? It's another, because now, now it starts to show how it, how it spreads and, and kind of this thing I think I talked about in an article or blog post about this kind of this megaphone element. It's like when we, you know that you've got something that's going to be have a lasting impact because you know you and I can talk about it you and I aren't going to be around forever and we have a limited audience that we reach but when others start to talk about the thing in the way that we just heard tim bird talk about the thing now you start to see that you've got something that is going to be around After we're gone. And so that's the important element for me is that's always been kind of a driver here. It's like a legacy element of doing it, doing some good, leaving the world a little bit better place. And as I kind of made some notes about the things that Tim referred to in his video, you know, he talked about integrity and I can absolutely say we view their company as a company of integrity. I've been doing this for 20 plus years. I have, you know, in traveling across the country and meeting with dealers or referring dealers to folks and this and that, you know, first of all, we've gotten to know them as people, right? And we can say that they're honorable people. Then you can look at their reputation across the industry. It's stellar. I mean, you don't hear a negative word, one, about their company after 30 years of doing what they do. Their dealers are satisfied. They're successful. loyal to them and so I think so it starts to help us make the case for the financial element the financial impact of being a white hat vendor vendor dealer whatever that looks like it's like you now start to understand it's we we believe that's good business if you really are thinking long term Then that's that's, you know, being have integrity. And then, you know, Tim also said doing things the right way. Well, we can all have our different interpretation of what the right the right way looks like. I would imagine I'll just, my interpretation of how he just describes the right way is, is in that, that code of conduct that we have listed on the website is, you know, transparency and, and honesty and integrity and kindness and, and communication and, you know, all of these things that that's the right way and the way that they conduct business. yeah and there's just so many uh layers to all that but I think you know when you think about the used car industry and we're not the first ones to talk about that part I mean obviously niada has been over there dealing with um for decades has been dealing with this kind of perception of used car dealers that um they can be described as unscrupulous like a lot of dealers are unscrupulous well that gives a bad eye a bad black eye to the to the industry and so what's the flip side of unscrupulous well it's honorable and scrupulous and you know it's like it's we're we're behaving in a way that is transparent is really the main thing we were trying to drive home today is that we're you know, we're, we're being transparent in that. The other way thing he's talked about is taking advantage. You know, there are dealers out there who are taking advantage and there's so many layers of that. I mean, and that's another, it's like, what's your definition of taking advantage? Because, you know, some people say having a high, high, high payment or a high price in a car might be taking advantage. Well, there's a balance between I have to make sure that I have my costs covered and all of that. But there is a level of taking advantage. We had a long conversation this morning about things like hidden fees. And why CF, Consumer Financial Protection Bureau. I can never remember how to say the acronym. And it's like I go, I don't care. You know who I'm talking about. But that's one of the things that they're looking at. And that's one of the things that they're trying to legislate because they just it's like, well, we're going to have to force them with a stick. To, to do the thing, because for the most part, you know, what they're seeing is they're not doing it voluntarily. Yeah. So, um, let's force them with the stick and make sure that they stay, um, stay, uh, you know, uh, above board and be transparent and, and all of that with, with their, with our customers. Right. So this is a little bit tongue-in-cheek, I suppose. But yeah, according to social media and society and governments, music retailers are crooks. Well, where does that come from? And as I always say, I learned this way early in business, it's like our customer's perception becomes our reality. And so if that's the way we're perceived, regardless of who's telling that story, then this is where white can play a role. It's like, let's do a better job of telling our story. Mm-hmm. That's the key. Right. Yeah. Yeah. So I think we got to get that story out. And so I think Tim Bird's video takes a step that we can't take for ourselves when somebody else adds their voice to the mission. And then we're inviting others to do the same, you know, just join. And we've had plenty. There are plenty of people stepping up to to. Add their voice. Congratulate us and add their voice and say they proudly support what we're doing. And I appreciate the congratulations. But we just know, and this is another thing we've been talking about recently, is you talk about a mission. And Jim, we do coffee time in the morning, so we spend an hour and a half talking. We work and then we come back together and spend about three or four hours talking about stuff. And buyer-payer just kind of like finds its way into the conversation most of the time. And he was talking about, you know, we were talking about mission and all of that. And he says, you know, I kind of look at it like a calling. That it's something that from... higher purpose or a higher whatever it's like this is something you can do to make a difference this is something you can do to leave a little bit of a change that over time and over um you know over uh actions it's just it's it will it will just it'll grow and it'll be something that um that that that becomes something of its own. And, and, and I, you know, part of this conversation where we're talking about, you know, what I see is just, there's a really beautiful ripple effect that I see happening all the time. Um, and, and, you know, we talk about, well, we want to be able to, and Jim's like, stop. Cause we are, um, you know, that it's, it's the conversations changing the P that, that, uh, it's, you know, the, the idea of being transparent and caring and kind and, and, It's not just something that people do because they were always taught to be the right person, but it's something that has a name. It's something that has a banner. It's a banner that people can stand behind and join community that they know live and operate their business under that same banner yeah and I think the action speaks louder part is really and by the way she talked about making a difference and we we absolutely don't know dealers can make a difference individuals can make a difference and you can make a buck we're not suggesting that you're not gonna you know that you're gonna give your cars away or anything like that you you have to make a profit we're really suggesting that when we can And kind of get clear around our vision and our identity, our purpose, our why, whatever as a business. We think you're going to make that profit. You're going to have long-term customers. You're going to have a business that is sustainable and healthy for a very long time. So, and your customers are going to have a better experience in the process. So what's, what could be wrong with all that? We just talk about it more Fahad. We appreciate you saying so. Like it's, we're, we're happy to talk about it. I think for me, um, I, I had to accept the, the, the reality that, you know, this is a calling for me, like, you know, and it's not, maybe not in the religious context that you might hear a calling, but it's definitely something that is, is something that I've known for some time. This is where I needed to, um, lend my own voice. Yeah. And, and so it's, for us, it's about creating an identity around this thing that, you know, Fahad's talking about. It's like, it's a, it's, it's something we don't talk about enough. We got to get some way to get an identity around it. And I want customers to be able to walk into a dealership and see the material and see the signage and see the name and know. And that's coming. Understand. Yeah. It's, but I can, I can put a poster in the dealership, but if the poster says one thing and we're doing something else, It doesn't, it only pollutes what we're seeing. It's like it's, and it probably inflames your customer even more, you know? And so it's like, we, we, we can't say it unless we mean it. So that's where I think we got to be prepared to follow through on this stuff. We can't just say I'm a white hat dealer and, and then we don't behave like that. So that's part of the thing for us. And this is something that we are in the process. And this is one of the reasons why our founding sponsors stepped in because they know we're in the process of creating a a community. We're creating a brand and identity that dealers can stand behind that starts to take on a voice of its own. And it's something that it's like saying, we believe in the golden rule. Well, the golden rule has an identity of its own kind of thing. And so it's White Hat Way is is an identity it is a banner that people can um can congregate around and behind and in and through and just continue to to educate around these things like um you know trust and transparency and all these pieces that become part of you know what it looks like to be you know white hat dealer or white hat vendor or whatever the case may be so yeah for us it's about just kind of creating this identity and and so again the the transparency piece is about um how do we how do we show in our actions and so you know it's interesting we we have time to talk about this and I want to share that in one of our conversations with a client recently working with a general manager who has earned the trust of the dealer which is something that we're cautious about because we when when dealers say to us I trust this person we kind of recoil because we We know that, you know, trust is good, but you got to verify the thing, right? But when I think about it, having been a manager, sales manager myself, working for somebody else, part of what transparency can look like is that if I'm that manager, I can go beyond what is expected of me. So when I turn in something or I do something with a receipt or I spend some money in a way that I go beyond what is policy or procedure in order to document what has happened. Okay. So if I take that same attitude into everything that I do, all the relationships that I have, if I just try to go beyond what is expected and be so transparent. And, and, and the other thing that happens is that that trust thing with transparency is we're talking about here is like, so you can take this to any level where nobody's picking on anybody here, but if you're a dealer vendor, any of that, it's like we can, we can, we can say that we want to be trusted. We can call ourselves trustworthy, but it's like when, when our actions show something else, when, when we're saying something, when I'm saying to Michelle something that, you know, she heard me say something different to somebody else, like that's, that's like consistency and, and transparency and and it's naturally going to degrade my level of trust with her when I say to her something that she heard me say something else and you know I'm always bringing like parenting or being uh being a leader or whatever if if you speak something and say hey this is what we're going to do and this is what we should all stand behind and this is you know and all of this and then do something completely different or even slightly different or you know whatever it just negates everything that you just said it's like that walk your talk It's it's not it's yeah, it's it's not what you say. It's it's how you how you move, how you you know, how you how you interact. And it's you know, I see just like one example. I I I years ago. I've had a lot of things that I've done in my career and I think I've told you all that I had a team of customer service agents across the country. We would get together once a year at an event that we put on in Boston. And one of the people that were customer service agents, that everyone just really enjoyed. We enjoyed listening to her calls because they were so, they were so like, Oh my gosh, she just knows how to say the stuff. And so, you know, please teach us how to do the stuff. And everyone was like, this is sounds so good. Well, when we got in the same room and watched her facial expression and listen to her conversation, post conversation on the phone, she lost all respect of every person in that room because she would just, she'd be saying, Oh, Oh, that's so nice. But she's going, Oh, that's so nice to other people in the room. And it just totally lost all respect. So are you walking your talk? Are you saying the stuff? Are you saying, don't say negative things about our customers. And then they hear you complaining about a customer or whatever in the other room. It's so important. That if you're going to, if you're going to, if you're going to have a mission and a why and a statement, make sure it is something that you can so totally align with, stand behind and live it in your business and be prepared. If you step out of that to be the first one to recognize, you know what guys, I just did this and I'm sorry that that, that was not acceptable as being, being the, instead of them having to come and say, Hey, Or even if they do, it's like, you know what? You're right. And I'm sorry. That was very wrong of me. And I'm going to watch it from now on. Thank you for letting me know. Yeah, for sure. What our people see, like if we're the dealer, our team, what they see from us, If we put up signs or we put out ads that say we're honest and then our team sees that we're really not honest. Or that you're doing things that you don't consider really being dishonest, but it's just kind of bending a rule. It's doing a little thing. It's like, yeah, they're not honest. Yeah. Yeah. It's, it's like, you know, honesty is, it's not one of those things. It's kind of like I remember saying about, you know, there's only one definition of clean. Like if you're cleaning a kitchen, there's really only one definition of clean or, or if you're, but there's only one definition of honest. And so it's like, it's like when we, so back to what Fahad's talking about, he, he's said here that, um, They overlook our contributions to local community, which I think this is part of why I'm glad you brought that up, because it's part of why why I think you're seeing us do that way. So what we want to do is help dealers do a better job of telling that story. And so it's not and it's done in a genuine, authentic way so that because I can hear in that they do a lot of good things for the community. They don't do it because they want to earn points with the CFPB. They do it because they genuinely care. It's like what we heard Tim Bird say in the video. They love their customers. And so if you're loving on your customers, because what does the CFPB charge for? Their charge was showing up at a dealership or a finance company and potentially sanctioning folks who are mistreating consumers. So does our culture across the company, does our pattern, what if I walked into your place as a CFPB auditor or whatever, what can I see? Or if I'm supposed to come and audit you today and I'm on social media this morning, because guess what? CFPB auditors have social media too. They do that too. If they see you on social media, what is their perception of you? And so they have these marching orders to come and do it. They're not... the chance of them showing up your dealership is so slim, right? But it's like when they did show up, I had fun not long ago saying, you know, I love the idea that it was my dealership. I'd say, Hey, great to see you stranger. Come on in. You know, I just, I don't have anything to hide here is what transparency looks like. Like you, if you look, um, closely, you won't have to look very hard to see that if if we made a mistake on somebody's paperwork, it's just that it's a mistake. If you look around, you can see that we we're very transparent about the way we take care of customers. And, you know, we have good Google ratings because of it, all the stuff. So, you know, you can't make every customer happy, but you can certainly be consistent and transparent. and tell the story of that in a genuine and authentic way. And this is where we see why that way can play a role. And we are building a way for you to be seen as part of this community. Yeah. And, and, and that you, you know, with, with, in a lot of different ways. And so that is, that is something that is coming. And so in the meantime, um, Feel free to use, if you align with the principles and the code of conduct that we have on whitehatway.com, if you align with those things and you want to like, hey, I align with these things, start using the hashtag whitehatway. Just say we align with the principles of White Hat Way. Hashtag White Hat Way. And as we grow, this will become something that will be more kind of like a tangible for people to see this is a White Hat company. This is a White Hat Way company. Sure. And so we thank you for your support. We've had just really good feedback from all of those that we interact with in White Hat Way. We always sign what we call Appendix W, which is basically that code of conduct on whitehatway.com. We sign that, both of us, in every single contractual agreement that we have with everyone. So like through V8, every single one of those has one of that on it. It's like, this is our pledge to you. And so we see a time coming where that is something that you can include in your packet. That is something that, you know, as you are working with a vendor in the space, like, that you both can navigate through this code of conduct. And just imagine the community that is being created around this White Hat Way banner. yeah so you know there's some blog posts out there you can go to whitehatway.com and find the blog page we've got some blog posts there to kind of speak to it you can also see the the um the principles that we talk about so you know in the near term it's easy enough to just say yes I i subscribe to we we do our best to live by the principles of white hat way and so you can you can use that in your social media you're just saying you subscribe to the principles you know And we'll be adding on our website shortly, you know, being like, join the email, like all of the different ways. We've been talking about this for a while. And I'm kind of just like, where are we at? It's like I'm waiting for inspired action. It's just talking about the structure of how people adopt. Yeah, because it's just I'm just trying to I have to keep reminding myself something that our business coach told us a long time ago. Better done than perfect. Better done than perfect. I should actually frame that and put it on my on my wall. Better than perfect. You can always fix it. But I wanted to do a shout out kind of because. And this has two different things that made me think of it. You just mentioned social media. And your employees will look at your social media, and they do. And the CFPB will look at your social media, and they do. And we are stepping into just a different level of education now. um, for dealers. And so dealer roundup is one of those things where we'll be doing that every other month. We start February. So, you know, February, April, June, I know how to add to, um, and those off months, we're going to be doing a webinar and the webinar, it's called a white hat fireside chat. Um, and it's just, it's just like a, an evening casual webinar. Um, Did you say February? I think you meant March. March. Sorry. I'm sorry. March. And in March, the topic is attracting and retaining talented team members. And it was interesting because I'm actually in the process of writing an article that I'm going to be submitting to some of the publications on this topic. And then we do have this webinar coming up in March. And one of the things that's really surprised me is that potential, this is just like a little teaser, potential employees always check your social media. Always check your social media. So they want to know who they're working for and they want to know their why and this, and that's, and we're getting deeper and deeper into that. They want to know what kind of a company, um, that they're going to go and work for. Is it a J O B? Is it a J O B? Is it a career or is it, and, and I've, I've been doing quite a bit of research and there's just some amazing things that I've found about this whole topic. And, and, um, so I'm looking forward to, to finishing that article and then, um, this webinar that, that, uh, that we will be doing. And I think that it'll probably be primarily me. And then some guest participants. But that was my plug for the webinar in March and on the topic of attracting and retaining talented team members. Yeah. I think generally, and this is not directed to anybody, this is just more as an industry-wide kind of thing to think about. We, we can do better as an industry. And we just at why highway, we want to help you tell that story. We, you know, we know there are folks out there doing it well, and we just want to help dealers kind of tell the story, earn trust, you know, build a brand and, and have a clear identity around, you know, that, that brand. So, so that's, that's what you're seeing us work on back here is we're, Like I said, we're 80-some-odd episodes into White Hat Wednesday, so we've been kind of trying to put out there, here's what White Hat Way looks like, and here's what it looks like to be a White Hat dealer or vendor or whatever the case may be. So it's all part of it. And thanks again to Tim Bird and the folks over at Dealer Reef for that message. Thank you so much. Yeah, it really is great to hear others talking about White Hat Way, and it's just the first of many, so we're grateful. Absolutely. So, again, thanks for tuning in. We'll see you back here on Friday. We're working on some guests. We've got some topics lined up. And then, again, make sure you keep it on your calendar. February 15th is when we're doing our dealer roundup. And it's going to be a little shorter form, three sessions, 9 a.m. to noon Eastern. The first time we've done one daytime like that. So, yeah, just be an early start. All right. Have a great day, everybody. Thanks again for joining us.
