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. A little bit of a different format. We are going to be moving more towards Jim and I sitting across the way from each other. And so just wanted to give you a little bit of a view of what that looks like. And Because we know you care, right? Exactly. Right. No, we just, yeah, we're moving toward a setup that allows us to speak, you know, across the table to one another more because we do have a lot of our podcasts and today's one of those where it's just the two of us. Yeah. So even though you can't tell it, we're across the table looking at each other instead of looking at the same screen. So yeah, there's the look. So welcome, folks. We got a couple of announcements. We got, you know, our V8 meetings are coming up. I've got one tomorrow night for group one. There is still one seed in that, but it's probably too late for anybody to jump in that spot. We've got to turn data around today for that meeting tomorrow. So just we do have some other dealers that are coming in for our upcoming groups. And so that's been good. You know, we're working with a lot of dealers. Michelle, you and I haven't talked about it a lot, but we're working with a lot of dealers who are like really new, like they're brand new to the business, to the industry. Right. And so they're not. They, they've been business owners before, but not in the car business even, and certainly not finance business. So, but some really bright people, you know, who, you know, we're helping them figure out how to find the resources and do the thing. It's been kind of fun to have the conversations with them about what would make your job easier. What would, because, you know, a lot of dealers that have been out there for a long time are, are doing things the way they've always done them. And, um, because, you know, they've, they've kind of just had to figure it out and, And so as we work with new dealers, it's like, what would make this easier? What would make this something that you can see that it would really set you up for success? So, yeah. Yeah, that's all good. Yeah, it's definitely been. And we always try to when we work with our clients, even when they're brand new, we always try to ask them to think about that. Starting with the end in mind, you know, if you begin your business and think about, even though you're not ready to think about exit today, we ask you to think about. Well, even if it's a, well, it's exit, but it's, you know, even if what you're looking at is, is if you're brand new about what does your business look like 10 years from now? Sure. Um, you know, and I think that's a really valuable exercise, but so, um, uh, yeah, V8, we've still got some seats and, um, and we'll just continue to build groups as, as we need to. Once we filled up these initial four, maybe five, if we do one, that's for the over 2000 that we'll be using those groups for beta testing, beta testing, uh, the v8 plus program which we're already beta testing I mean we've already got a v8 plus meeting set for the end of may and so yeah what's v8 plus v8 plus is basically just like a it's like additional meetings like bonus meetings and so we we're able to get um certain kind of topic focused you know sessions um they can be mastermind formats a lot of different ways we can go with that but the one that we're doing this uh toward the end of this month is kind of a topic generator we're doing one on crm best practices so And one of the other things is that you can, if there are seats available because someone can't make it, that with V8 Plus you have the option of being able to just kind of sit in on that seat. Yeah, if we have groups in the same size. Exactly. Which has been fun because a lot of people have chosen to do that. Well, or had a conflict and couldn't be in their regular schedule. Had a conflict and then they go to a different one. Yeah, exactly. So that's been good. So today's topic. Yeah, it's an interesting one because it's something that we, so we created this hashtag and had a little fun in the comments today, you know, asking people to kind of guess if they didn't see already on social media. We started sharing this thing last week and saw that some of our colleagues out there in the industry were getting behind it and sharing it and kind of liking the idea. And as were a lot of dealers who were actively engaged in their state association. So we brought out the hashtag J-Y-S-A. And people naturally immediately thought, it's like, Jim, you're a smart ass. Well, he kind of is. No, there's lots of ways you might interpret that. But our goal in creating that hashtag, it was just a moment of inspiration. I just thought, you know, I'm surprised it's not out there. Let's throw it out there. And it's really just, you know, for us, I think the thing is, we've talked plenty about why we think dealers ought to be members of their state association. We'll give them some more ideas today. I think for us, it was really about... you know, making a deposit in a way. It's like, you know, we talk a lot about, you know, in relationships and building trust in relationships. And so, you know, you just ask yourself, what's in it for you and me? Like, how did you and I get rich, you know, sharing hashtags? it's not about getting rich sharing hashtags it's about support right it's about you know it I think that it it it goes it flows into like one of our whys which is about healing relationships it's about bringing things together in a more holistic way yeah And, and this is just one way that, that I, it just feels really good to, to, you know, it's, it's about just bringing together. It's about, it's about bringing together. Yeah, it is. Yeah. And I think it's, you know, in this case, it's a way for us to be able to. you know, share something that can be used by others. And, you know, I'm going to offer some ways that we can utilize and spread this hashtag, but you know, it's really, it's, it's about creating a way for folks to find the stuff, find, you know, why it matters, which is really, you know, one of the other pieces that we need to talk about. But I think, you know, first I just wanted to make sure we covered the idea about Why would we even do that? Why would we, one, create the hashtag and share it? Two, why would we bring it to the morning show? It's because I think what it represents for me is it's a way for us to demonstrate that we're – and so it's one thing to say it, right? So this is kind of back to the old thing that we talk about where actions speak louder. It's like – You know, it's one thing to say that you're in support of something, right? It's another thing to show that you're in support. And so this is where we're asking our colleagues and dealers to just take some action, share the hashtag. Nobody's getting any money off of that. We're simply rallying people around a message, right? Yeah, that's that whole thing. You don't need a credit card to ride this train. This is something that just support, show your support. We've talked a lot in the past about what... what the state and national associations do. And, you know, that's, and I don't know if we need to reiterate any of that. And, and because we've, we've talked about it so many times, but it's, you know, it's, it's really, it's a show of support and it's a show of getting the message out because as we've done like different polls and talk to people in the V8 groups, it's been really obvious that there's, There's some that aren't. And we really haven't gotten to the bottom about why not. But there is a decent handful of people that we work with that are not right now. And it's just join, join, join. It's probably one of the lesser expensive things that give back to you that you could think of. Yeah, and listen, I don't – I think we can certainly cover the things. I think it's probably a backup since we often have a lot of people listening that are new to the industry and what have you. And we just cover and explain some things that you and I know quite well, which is that when we say join your state association, you're really supporting the national association too. So that is the – the kind of the construction of the system is like when you join your state association, your membership include your membership at the state level includes membership at the national level. National gets a small amount of the money and they use it to support, you know, national initiatives and, and, you know, development of education and all these kinds of things. So, If you ask, why should a dealer do it? And it might vary by state as to what you spend, but I can promise you, even the most expensive state is well worth it. Whatever it is that you're spending to support that state association, you ask yourself, what is it doing for me as a dealer? And I'm just going to tell you, if you'll utilize the resources, it'll make you better. Yeah, well, that's just one thing. And I know that the states as well as the national organization, because when you join your state association, it just automatically, you're a member of the national association. And so there's a slew of things that the national association has done to give back for, and it's more than whatever the investment is. There's discounts at... uh auto supply and how many of you out there how many of you out there have a shop and spend a lot of money on parts well that it's like you know they've tried they there's a lot of different things that can actually add back that value pretty quickly often dealers get their money back the actual cash that they invest a lot of the auction uh chains the big auction chains provide tokens it's good for a free buy so you get the money so it's like financially it's a wash It is in most cases, I'm sure. Again, it probably varies by state. But even if you're going negative, even if you're not using the coupons that they provide for you, I would just say that, you know, it's about some of what happens with the work that we do is Michelle and I talk about some of this stuff is really difficult. Some of the stuff about buy here, pay here is difficult. Some of it's really easy. It's a simple decision. It's just a simple decision. So this is kind of what, you know, you and I talk about in terms of our work is like, So why are we doing this? Why are we stepping out to support the association? What's in it for us? Well, we made a simple decision to step forward and do some good. We're in a position. We have some channels. We have, you know, connections and resources, and we're going to utilize those resources. We made a decision to step in. And we actually, through the podcast and other things, is we are reaching some of those that have not engaged. True. And and so, you know, there's it's it's just been really fun to watch the questions that come from people that we are working with that are like, what is this or what is this? And, you know, so it's it's we're in a very unique position to be able to to to help drive support of the state and state government. yeah and now now let's take it to the vendor level like you know we're vendors and coaches right but we're also just kind of spreading the message we do a lot of free education right but think about pick any vendor in the space you're a dms provider how do you benefit from having one more dealers engaged two having those dealers be better educated and compliant like how does that serve you you want your clients to stay in business long term like so so the best way to do that is through an association membership it is it is a key place in our industry that folks can go to find all the stuff yeah we hope they can find all the people yeah that's certainly something that we're big about is inclusion like just making sure that we can find agnostic inclusion yeah and look you know that's not that's just for us that's how we choose to operate but it's like us stepping in and saying you know when you think about for dealers like you know is it it's a it's a community obviously the conferences are important we we you know there's a ton of great education there the connections at those conferences and the ability to walk through the exhibit hall and meet the people behind the product and get a demo of the product make sure you're making the right choice for your business I mean where else can you go and do that where could you where could you walk through an exhibit hall in a matter of two hours and demo four different software providers So it's like, why wouldn't you be there? That's very, very true. And I know we talk about there are different groups of dealers, buy-her-pay-her, lease-her-pay-her specific, not just independent dealers, but of buy-her-pay-her and lease-her-pay-her dealers. And when we talk to vendors and state and national association members, we kind of refer to the Golden 500, which is the about 500 dealers that have been involved for a while that really get the stuff. They know the value. They already know the value of those connections, of coming to the conferences, of sitting down with people across the table. And that we're right now, I know that for all of the vendors out there, for all of the state and national associations, it's like, how do we get our message out to the Silver 5000, which are those that are thirsty for help, those that are thirsty for improvement. those that are, you know, thirsty for what options are there out there. And so, you know, it's, it's interesting, we were talking with a fellow vendor about the state, or the National Association Conference and the, the the expo hall. And it's like, when, you know, we as vendors, we see people that come in, it's like, Oh, hey, It's like a big family reunion with the Golden 500. It is. And so what's happening in your neck of the woods? And then it's people that we already know and trust. It is so great to watch new people come. And the other vendor was like, it's like, you know, it's like vendors are like, someone new. But it's really such a great opportunity. And we were talking with a vendor when we were in Vegas recently. It's not vendor, but a dealer. And the dealer was talking about, I love the swag. I love to come through and get new pens and new rubber things and new, you know, all of that kind of stuff. And it's funny because I, in a lifetime ago, I used to go, I was involved in state or city government. And I'd go to the conferences and I would come home with so many different things. I have, I have had drawers full of pens and that kind of stuff. I think I, you know, and I definitely get that. I think people enjoy that part of it. Right. I just think for me, it's like, why, why, um, you know, to be there for the connections is important. And I think, You just have to ask yourself and ask dealers. I mean, just go ask these dealers in this Golden 500. Are you a member of your association? Why? Is it beneficial for you? Do you go to the conferences? Yes. Are you in a 20 group? Yes. Ask those people. Go out on social media and ask them because they will tell you. Most of them will tell you 20 groups is one of the best things I ever did for my business. Right. Oh, absolutely. Not everybody's going to be able to justify that budget. So, right. Some some will do that and they'll find it to be of great value. And so but we definitely are big advocates for that part. But then you look at the conference and ask, you know, when you sit in these sessions and listen, we don't have to rehash this. We've talked about this enough and we can share the articles I've written in the past about what dealers miss when they don't go to conferences and that sort of thing. Like, I think it's just up to us. We have an opportunity. And so we're going to invite our colleagues across the industry today to adopt the hashtag, share the hashtag, add it. I'm adding it to my email signature. Okay. I will do the same. When you see a social post about the features that share it, explain to people what it is. When they start to see that enough, they'll say, Oh, you know, I guess it's something I better look into. Right. It just has to get front of mind. And we know those of us who are vendors out there, we know these car dealers, they're busy folks. And it's not that they don't really intend to join. A lot of them are just, it's not in front of them at a time that, you know, they're either sitting in front of their checkbook or whatever. But I would say if you're a dealer listening, authorize that check to be written. I don't know if people write paper checks anymore, but, you know, authorize the payment, join that association sooner than later and then get involved. And, you know, it was interesting and it just kind of goes to show that there are a lot of people out there that don't fully understand or haven't been fully exposed to the independent media. Um, association because it's like one of when, when we're looking at, um, one of the, the streams of conversation and success and dealer buyer pair success is that someone said, um, I reached out and they said, you don't, we don't have a state, whatever. And, and so it was like, is that N A D A or N I A D A? Oh, sure. I gotcha. Um, and so, you know, know that there's two separate things. There's NADA, which is a national automobile dealers association, but I mean, anyone can go to the conference that is a dealer of, of car if they want to. I wasn't aware of that. I, that's, that's what I thought. So vendors go because they have products for both new and used, but I'm not sure about dealers. Okay, well, then I will have to have that checked. But N-I-A-D-A or the I-A-D-A that's our part of the states, those are the state associations. And, you know, we've had, I watched some of that conversation and they're like, you know, what if they don't, what if they are inactive, all of that. Um, there are other options. And so, uh, you know, if, if you're not getting, if you're not getting, um, replies, responses, because, you know, there's some that are pretty new and they, they, they really don't have a very strong association or they might have one that might not be a single state, but it's a conglomeration of states because of the fact that there may not have been a very strong association. Mm-hmm. Um, so just, you know, keep looking because there's someone out there that can help you. The one thing that I would, and instead of just going to, you know, a lot of people, uh, enjoy the Texas, um, conference, the, cause there's a lot of buy here, pay here and all that there. Great, great information, great association. What they tell you about what's legal may not be what is accurate for your state. So it's important for you to try to get to your state, your state association, because every state has different boxes that they live in. And there are some things that NIADA as an entity that kind of everything's under the umbrella of NIADA. They're the ones that are at Capitol Hill. They're the ones that are leading the charge federally for our industry. And if, and most of the time, except for the triple O C, which is in, is that right? Oh, triple C. Oh, triple C. Sorry. I'm so bad. You're so new to the industry. But in Texas, that is their organization, which is the kind of the watchdog for the consumer. We as, as dealers are, we in the industry are, are having to deal with federal organizations that are out there to be the watchdog of the consumer. And so, you know, regardless of whether or not, you know, regardless of whether or not you see value in your state, oh my gosh, it's just so valuable for the national organization. Yeah. Yeah, and you mentioned Texas. I want to come back and cover one thing about Texas. One of the things that came into my awareness in the last week is something that we had a dealer who was having to jump through some new hoops this year in the course of their dealer license renewal. So here's an example. Let me just break this down. If you're a dealer somewhere, you don't have to be in Texas to understand the significance of something like this. That dealer was having to comply with a new standard that the state of Texas had established for a used car dealer's license. And I don't remember what it was exactly, but there was some additional expense that was going to have to be incurred to satisfy this thing. And it's like, when you're a member of your state association, you would know about that long before it came back. Why? Because Texas as an association working very closely with the legislature and all any kind of new legislation that's going to come down. So they're going to know about it the minute it's signed into law and they're going to be able to share it with their, and they're also going to be able to be a party to those conversations and, you know, have a chance to, to participate in structuring the legislation so that the dealers are represented. Right. And so this is where we think it's important. And then if you think about, At this year's NIADA conference in June, and we hope to see so many of you. Everybody, yeah. We would love to see. And my own vision for the National Association is it's a very strong and prolific organization, and it has – its membership role is much higher percentage than it is today. That's my vision for what that association would be. It's, it's been pretty, it's been pretty cool to, as, as we are watching just to, you know, since I joined the family of, um, buy here, pay here, lease here, pay here. It's been really neat to watch how it's grown. Obviously, there's stuff from before or after whatever, but it's just really been... Cool for me to observe how the National Association has grown. And I just have to say, shout out to Jeff Martin. I'm just so, so thrilled that he is at the helm of the state and that Teresa is joining him. too, because I mean, those two are a fantastic duo with driving membership, especially is that they are so great at that when they work together. So I'm just so excited to see that happen. Yeah, no, of course. And we were, yeah, they definitely are a good team and did incredible things in Texas. And so it's a great thing for the association that, you know, both the folks with so much commitment and talent, you know, we're at that, at that level. But I think, The thing that I also want to make sure when people come to the June conference, they're going to get a chance to help me because I saw the list. I think the FTC will be there. The CFPB, you know, will be there. There's I think the IRS will be there. So comb your tear and take a bath. Those people will be there. Yeah, it's like they're there to help, though. They're there in a spirit of cooperation. And to see that we're there to be able to come together, to help each other be better. The education, I think it's going to be so great for those organizations to see that the national and state organizations or the national organization is working hard to bring education to keep people compliant or help to educate them about what they have to do. to be compliant, to be better at what they do, how they deliver, you know, what, what services they offer to the consumers out there. And it's, it's pretty exciting. Jim Collison, It is. And I can just say that, you know, I had a really great meeting yesterday with a really well-established vendor, been in the space a long time. I just never got to know their people. So I had a really nice meeting that- TeriAnn Trevenen, Yeah, you guys are dropping names, and it's like people from a long time ago. It's like, oh, I know them. Oh, I know them. Yeah. And it was just kind of in the context of getting to know one another and kind of intersections of our careers and what have you. But as I went through that conversation with them, what was clear is that as I began to express to them the mission that is White Hat Way and what that looks like and why we think that's important for the industry, they just immediately got so engaged and so on board and so supportive of that idea, which is just one little slice, one little indication of where we feel like, you know, what, what you and I are doing with the white hat way thing is just all we're really doing is creating a brand that and identity, putting a face on what it looks like to be good guys and good gals in the industry. And guess what? Good guys and good gals in the industry are members of their state associations. Absolutely. And, you know, we are Jim and Michelle Rhodes, but we are the spokespeople for White Hat Way. And everything that we've been doing, everything that we have built, everything that we are building, and everything that's on our roadmap is is under that umbrella of White Hat Way. And White Hat Way is like, we are, as an entity, NIADA is a part of that. It's just, that's part of our mission, part of our goals of what we're driving is to help the national organization and help the dealers in the national organization and the state organizations be better. Yeah. yeah and that's you know it starts with dealers it's just like if you're a dealer and you're writing that check whether it's 400 a year or whatever that check looks like just understand that it's our belief that you're going to come back and say that's some of the best money you've spent in some states go to go to your state association website go to the national association website look and see what's included with member benefits And you're going to see that, my gosh, just the, you know, I'm going to get the money back mostly through these coupons, you know, from the auction people. I'm going to get access to all this incredible education. You know, I'm going to get preferential rates on this and that. And so it's like the value, though, of getting plugged into that is so significant that we just know that dealers need to be there. And for us, we're just going to continue to be. agnostic we're going to be um you know supportive and we're going to be for us that's just you know niada is a non-profit entity we're going to throw our our effort behind you know getting folks rallied around uh you know niada and make sure that they understand the value of being part of that and then when that organization grows like my vision for when that organization grows and represents a larger um you know cross-section of the of the dealer base out there then now your ability to have even greater influence, you know, imagine what it looks like for the CEO or the board president to sit with the FTC and say, our roster, our membership is growing by X, you know, it's just look at what it does for them. So it's like, that's an important thing to say. This is the place to come to get educated with dealers who want to do it right. They want to get educated and they want it. They want to, And I would encourage outside of joining your state association is attend at least the national conference. Yeah, for sure. Because the national conference is, it's like this, everything falls under the umbrella of that. And the more that we can, you know, it's how great will it be? for those federal organizations to be there and to see it's even bigger. I think last year that they clocked or that they counted over 800 people that were enrolled and attended the conference last year. I mean, how great will it be? It's like, we are growing, we are growing, that it's even more. So if you haven't gotten your ticket to the convention in next month, Try to do that. At the least, join your state association. You're going to get great publications. And every month, you're going to get something from NIADA that's like, here are the things that we're working on. And so you don't have to tap in anymore than just read the thing. And be there for that so you know what's happening. Come to the conference if you can. I'm going to put my number on the screen for two reasons. If you're at the conference and you want to join us for a smoked old-fashioned, just make sure to text me. We've got to find a place. We'll figure out a spot. We want to meet people, right? If the people that are going to be there and we haven't had a chance to spend some time with them in person, that's a great opportunity. Yeah. And the other reason to have my phone number there is, look, if you can't find your state association, text me. We'll find them. We'll find them. If there is one, I'm especially interested in getting to know the ones that are part of the Hawaii Independent Auto Dealer Association. We offer great discounts for on-site visits. Anyone in Hawaii. Do we do Puerto Rico? Let's start one. Let's start one in Puerto Rico, too. I don't know. But let's make sure that we have some great destinations like that. No, I think the other thing I was thinking about, Michelle, is, you know, some people say T-I-A-D-A for Texas. Some say Tiata. Tiata. Right. And then I was thinking, well, what about, you know, when you have these kind of local chapters, like, you know, there's a Houston chapter. But I was wondering, like, if you have… Oh, good gosh. Yeah. New Orleans has a chapter, you know, would it be, would it become something like no idea? No, no. Yeah. Yeah. So it's like, you know, whatever you can remember. I have a goofy, goofy, goofy, goofy part. I can't, I try to stop. I can't help myself. I really appreciate it. Hey, everybody. Thank you so much for joining today. We are grateful that you make us a part of your day. Today was Wednesday. We have one more podcast this week for on Friday. And then we're going to be heading out of town to go visit some family and, and For the weekend. And you're gone for a stretch. It's my annual girl strip. I know. Alright, everybody. Thanks again for joining us. Hope you guys all have a fantastic day. And we appreciate your support. Let me add that to the stage.
