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. Hey, good morning, everybody. Well, afternoon, morning. Yeah, it's like eleven o'clock on the East Coast. We, those of you who've been listening for a long time, it kind of depends on where we're at, because I was not willing to do this when we were in Florida. It started at nine and I was like, not doing it at seven. Not happening. So welcome. I should warn our listeners right off the top that we're showing to have a really weak internet signal this morning for some reason. So if we should lose you to standby, we'll reconnect as soon as we get our internet to resolve. But right now we're good. Alrighty. All right. So we were just talking, we've got a lot of guests backstage that are, you know, very patiently waiting for us to finish our thing. And we were talking about how cold it is here. And we actually, I was telling everybody that we, we usually sit outside on the patio and I just, we ran out of propane for a couple of the years. So we've been inside sitting in a window looking outside. Um, and yeah, so it's all good. So busy week this week, three, this is the first time I've done three V eight meetings in the same week. And, uh, so part of that was, uh, you know, had a family funeral last weekend. And then of course the holiday coming up is kind of a compressed schedule, but, Great stuff. Conversations around lines of credit. Last night, you guys didn't even get to the numbers for a good half an hour. We just kind of put the numbers in front of everybody and then they talk about what they want to talk about. We talked mostly last night in our meeting about... uh, capital lines of credit kind of growth strategies. And so, yeah, we don't want to talk about it. It's a, and you know, we always have room for people. Uh, we do have, um, last month we had a special, we call it the eight plus meeting where Brent Carmichael came and we talked about, um, Pay plans for collectors. Pay plans for collectors. Well, we have another one coming up next week, a V-Eight Plus meeting where Brent is coming back and we're talking about sales team pay plans. Got to be a V-Eight member, so reach out if we can get you involved in one of those. And our newcomer group is coming up a week from Monday. And I'm going to let some people just sit in on that. So if you're a newcomer in the industry and you want to just sit in on a V-Ape meeting, reach out. The conversation is usually different. And you're talking about the numbers from everybody and then just more coaching. Right. So it's never too late to do that. And and, you know, there's one other thing that I as we get started every morning when those of you who've been watching for a while, we we used to always sit on the same side of the table. And Jim's like, I want to sit across from you. I want to sit because it's really hard to have like a conversation. And normally when we did that, we would give each other a little peck because, you know, we like each other. And since we started sitting across the table, it was kind of like a blowing a kiss to each other. And so I'm sitting here working on this laptop and he grabs my leg and I'm like, what did I do? Did I forget something? He's like, Oh, Yeah, yeah, yeah. It makes me feel good. It helps me stay level. It's grounding. This morning, we have a room full of special guests. This last Sunday, Monday, Tuesday was the NIADA event, the Buy Here, Pay Here Dealer Forum. Buy Here, Pay Here, Lease Here, Pay Here. And so we asked a handful of people that were there to come and talk about their experience. And so I'm going to start bringing people in. And so there comes Adrian from Utah. There is Jackson in Lakeland, Florida. There comes Elizabeth and her business partner. So that's Elizabeth Taylor. Which is just awesome. Really cool to have the same name as the famous actor. Who of our listeners are you talking about? and if you got background noise in between um when you want to say something and you know that because some of you I mean I think all of you guys are at your dealership right and so business is open and they're team members and deals being made and all of that whose idea was it to have a podcast during business hours at the dealership So it's part of what we do, right? So it's all good. I'm happy to have you guys join us. And we really want to get the feedback from your experience. So let's check in with a few of them. Adrienne, I'll start with you in terms of your own experience at the conference. We know because we bump into these other conferences. You've been to some, and this format is different. So maybe just first share with me a little bit about how you felt about the format versus the traditional format. you know, kind of classroom style conference. Definitely. It was good morning, everyone. And Michelle, good morning. Thank you for having us. Sure. Yeah, it was interesting the way they did compared to the previous ones that I've been to. You know, one of the things that caught my interest was the group setting that they did different. There were seven groups going on and we got picked by, you know, they gave us a number. We go in and You know, I did, our moderator was Nick Markosian, also from North. You know, he did great. But meeting the other dealership owners there, the other team members, what I took away, you know, I went in there with an open mind because right now, you know, we think that slow season's going on and keeping employees, you know, just trying to find, so that's what I wanted to go in to see and hear from other leaders. What are you doing to retain your employees? How are you doing to attract top talent too? So that was one of my major takeaways. And also social media, artificial intelligence. To me, that's a big thing that I need to get involved more because my three-year-old and my eight-year-old, they know more than me. Yeah, yeah, yeah. Got it. Yeah. So, yeah, I'm glad you got a lot out of it. I want to also hear from the others. So we got Jackson. You guys will know him from social media. His handle on social media is German Jackson. He goes by Jackson. Glad to have you here from Central Florida. Same question of you. Like, what did you think about the format? I love it. Obviously, this was my first national conference that I went out to, so... I don't have much to compare as a different format, but I like it. You know, there's a lot to learn. And I like that, you know, that people are talking to you or people running businesses. So they, you know, they do have the experience. And the round table is great. Also, you know, our moderator, he, He's running. He had a lot of experience and he's currently running. Like a couple of years back, he decided to go back into the business because that's what he likes. And, you know, we're getting Rabin. You're talking with someone, you know, firsthand experience. And that's what I like a lot, you know. Yeah. obviously you get to know a lot of people. It's funny because a lot of the people out there, I already knew them from Facebook. I've even had a lot of phone conversations with a lot of people, but never had a chance to meet them in person. And it was just an amazing experience overall sure absolutely good stuff that's one of the reasons why we um we're like real advocates of doing the live conferences because the being able to put a a a person a live person in front of you to conversations you've had and also meeting new people super valuable And we've said, you know, I'm a former dealer and all the years of going to conferences, as most of you know, some of the best conversations are outside the conference hall, you know, maybe over a cocktail, you're chatting with other dealers. And so those are some of the richest things that you take away sometimes is what you, you get a chance to learn in a little more depth of a conversation. So it sounded like you, you got some of that, uh, Jackson. So did, how many, how many takeaways you feel like you had from the event? Several, honestly. I mean, uh, Yeah, in different aspects of the business, you know, operation-wise, financial-wise, reconditioning, buying inventory, collections, underwriting. Yeah, there's a lot. Yeah, there's a lot to take. And I think we are lucky because, you know, as you know, I'm partnered with Ishmael. And at the same time, like a three-hour blog, that you had three different sessions running at the same time. So we had the ability to split, you know, we'll talk beforehand and say, Hey, I'm going to join this session and then you join this other one. So if it was just myself, I couldn't, we couldn't be, you know, two different places at the same time. So I think we're lucky there. But yeah, there's, there's a lot of takeaways, you know, like, uh the way other people operate the different point of views the different visions there's a lot of value there yeah wonderful uh ishmael as a business partner I'll come to you with the same thing you enjoyed the format and had a lot of takeaways yeah yeah well good morning uh yeah I mean it was great same as as jackson our first time there so we didn't have much to compare to um but what we experienced was great just having having the time to talk with people and see what everybody's doing differently. Plus all the workshops. It really is a great experience. And I mean, Jackson and I, we have been working for a while, eight years. You know, we were one of those leaderships that we were just doing the things, how we know how to do it and that's it. And it's just opening a different perspective and it is very helpful. I'm going to have a follow up question on what you just said, but we'll do that in a minute. Yeah. So, Elizabeth, let me come to you. And you got your business partner, Michael Meyer, there with you. So you guys have done these events. I think we've seen you at some of the events in the past. So I just want to get a feel for, you know, your experience, like your observations about the format. What did you what did you like about it? I think my favorite thing is you cannot hide in the back. It's around you with all the vendors. There's no corners to hide in, but it's so intimate. People are all around these. You can't hide. You're there and everybody knows you're there because there's not many people in the room. I've seen a lot of nodding and smiling. That's right. So I'm hearing that the questions can get kind of pointed. Oh, yeah. They'll call you smooth out and hand you a mic and not even. I mean, you don't get to hide. It's good format. You know, these are dealers you're seeing at events all the time. We go to all the events that we can possibly attend. So you get you get used to the people you're seeing and they'll just smooth call. Yeah, they don't care. I mean, we're in buy here, pay here. They don't care to just. Yeah. Just talk straight. And that's super good. Like somebody mentioned the cocktails and sitting after hours. That's where you're getting a lot of your best information because you're just chatting up friend to friend. I love that. I love the environment. I think it could be very uncomfortable for people who are not accustomed to being called out like that. But it's good. Super healthy. I like it. Go ahead, Michael. Yeah, absolutely. So it's the, especially the buy here, pay here conference is one of my favorites because, you know, obviously we're in buy here, pay here. And, um, and the way they did it, um, this year, even even compared to the previous years, um, didn't make it a lot more intimate. Um, like, you know, as she said, and it, it was the, I liked the format in the main, um, the main area where the vendors were, because that's also where they had the tables. And like she said, you really couldn't get away from just being right there in the middle of it. And then, uh, Of course, the format they did with the round tables was also an excellent format, kind of like they do in Twenty Groups. And it's just a great time to talk about what's working and what's not working and bounce those ideas off of each other. And with that being moderated by also a dealer, that's part of that discussion. Yeah. So talk to me about, you mentioned the format, it's been talked about a little bit, but kind of walk me through, Michael, what's the agenda like? If I'm the first time dealer, I show up and I'm going to attend this thing next year, what can I expect the day to go like? Well, first off, they start out with breakfast. And they always do a great spread. So you You get there and you have breakfast, but you do that in the main ballroom. And so the way that they did it, they spread the vendors out around the outskirts of that ballroom. And so they were kind of in the mix. And your food line is right through those vendors. So, but you're not going to experience any high pressure, the high pressure sales. The vendors are also just there to help, to answer questions. So, you know, it's not something that you have to worry about, you know, talking to a vendor. They're some of our great friends, even the ones that we're not currently doing business with. They're very helpful. And then you sit in this, you know, in this room with a bunch of roundtables and, you know, they're holding eight to ten people each. So you're always gonna be sitting with some other dealers beside your group. And you have those discussions starting right at breakfast. And then they go in through the morning with some breakout sessions. And you can see the agendas for those breakout sessions, whether you're more interested in AI or whether you're more interested in collections, or if you're looking at marketing or sales, you can pick the agenda for your breakout session. And then typically we'll come back together towards the evening for another general session with lunch and a cocktail hour. So you're breaking out, but you're coming back together in this environment. And then it was the one day, instead of doing the breakout sessions, we did the round tables. And that was great. So it's really just a time where all the dealers can get together and have conversation. and really learn from each other. So I would recommend it. And it's not something that's, you know, that it's intimidating at all. It's just conversation with other dealers that are in your business. Yeah. I heard at least three. And then you come out feeling like you, you came out of your comfort zone and did a really good job. Good. It felt very intimate. Like Michael said, small, it felt very intimate. I love it. Yeah. So Adrian, I didn't ask you earlier, like how long have, have you guys been in business at Four Seasons? Seventeen years, four seasons we've been in business. You know, I've been in the industry for twenty years this year. Yeah. So those of you who enjoy golf, you might want to do a field visit to Four Seasons Auto in southern Utah. That's fantastic golf country. I mean, you've got red, red, red rocks and these brilliant green greens. But we're not here to talk about golf. Calm down, everyone. So we know, Jackson and Ishmael, that you guys have been in business for about eight years. Elizabeth, how long have you guys been? Ten years now, or is it eleven? It's eleven years now. And you left Rudy. Well, I'm coming to Rudy. Wait, I know. It's like, is it best for last? Right, Rudy? Well, we've got a lot more to talk about. But yeah, Rudy in the Austin, Texas area, welcome. So, Rudy, was this your first event of this nature? No, I've been to Buyer-Payer United and the TIADA. But the best part about this one, I think, was the roundtable. Jackson was in my round table. You got to talk to other dealers and debates and talking about our problems. And it's like, okay, everyone's had this problem. What is everyone's approach was very useful. So I like that rather than the classes are fine, but sometimes, sometimes it's someone who's like not even actively a dealer teaching a class, which still has value, but it's nice to hear someone else who's like in the trenches being like, Hey, I'm emotionally dealing with this problem. Yeah. There's ramifications to how I solve it. Yeah. So yeah, I get the emotions. Somebody told me when I first got in it, there's no crying in buy here, pay here. So I had to suck it up and realize you got to fix these things, right? And get back in business. So I heard at least three reasons for Michael to go to these events, breakfast, lunch, and cocktails. And so I think there's probably one more reason to go. Obviously, the education is fantastic. The chance of other... dealers is excellent. I mean, you're obviously going to learn and you're going to talk to somebody who's been there, done that, made that mistake. Here's how we fixed it, right? The beauty of being able to sit in that kind of a format. And so, yeah, sometimes I like what Elizabeth's saying is, you know, it can get uncomfortable because you're going to talk about stuff that you don't make time to talk about or you choose not to think about often enough. I have a question. One is how many of y'all are in a dealer twenty group right now? Elizabeth, you were talking about how it's like that where you're able to get intimate with the like your business model and you know what are your struggles and all of that did you find you know those of you who are in a group like that did you find a lot of value from being able to kind of just switch tables if you wanted to and get some different people's perspectives as you went along was that something that was somebody in particular um elizabeth yeah I didn't switch. They said, if you didn't feel like you were getting value to leave the room and go find another better, but every, all the groups had the same agenda. Okay. Might've just been, I've seen this same group of people and I want to talk to some new, but my group was strong. Adrian, I think you speak to that. It was strong group. We had a lot of healthy debate going on, calling ourselves idiots. Like we had a good time in our tables. Right on. I agree. That's great. We certainly recognize the value of education and being able to get in a room like that. I'm sure some of the topics were rich. Ishmael, to you, how many takeaways do you feel like you had? I mean, a ton. I can just remember one in particular, which I already applied, which was Meg. I saw her. There she is. so there was a time that we did the best idea it was at the end so we all pitched the best idea and then our group came forward and spoke about it and Meg's idea was about the insurance notifications to move them electronically and I tried years ago it didn't work I don't know I didn't try hard enough and yesterday I posted on the group I already got with two companies so it That's a big takeaway. It's already working. Well, and you mentioned this is, I remember smell that I had a, a followup question for you and you said you've been in the business for eight years and you're just kind of doing it. Where did you go to learn? Good question. I mean, we're young people, so YouTube and, you know, researching the internet and that's how we, how we did it. But it, it feels you can learn that way and I mean we've been doing business for a long time that way but you don't feel the the reassurance but there's someone that has done it before you and when you feel that it's like okay we're doing things we're doing things right Yeah, absolutely. And it is, I mean, there it's that it comes down to that value of talking to other people that you, you just don't get if you're lone wolf in a, in a city trying to figure it out and, you know, piece things together like, oh, well that works, which is actually one of the reasons why there are as many business models as there are people on the screen. Yeah. Yeah. Right. Back to you, Rudy. So did you go there seeking anything in particular or did you just kind of go with an open mind like Adrienne? No, I mean, I'm just going to learn. I just started going to these things. I was in cash sales for the prior six years, but I feel like I have six years of experience, but I repeated the second or third year. multiple times because I'm trying to learn it all myself. I'd rather come and listen to Jackson or Adrian be like, oh, no, I already figured out that big problem that you're going to spend two years working on. You just do this. That's worth the price of admission, right? And I can move on. That's awesome. Yeah. So, Elizabeth, back to you guys, like any any suggestions you would have for dealers next year? This is an annual event, right? So it'll come around this time next year unless they figure out a way to add some more. But your thoughts are just how you would share with people who are contemplating whether they should go. Oh man, come in and just shake hands. And if you don't know somebody, introduce yourself. Likelihood, like all these guys are saying, these are the people that are literally boots on the ground working the business. There's a wealth of information. It's like making new friends that can just help your quality of life. And they're all so happy to share. I mean, I got to be honest. I was sitting at a table one night at a reception and somebody sat down at my table and started talking. Everyone comes, starts beating him on the shoulder like, oh, my gosh, he's a legend. And I was like, who is the legend? It's Ingram Walter sitting at my table. I didn't know this. So I introduced myself to him. I said, who is what is your what's the legend? Like some people, maybe I'm the only one that doesn't know who Ingram Walters is probably. And not been in the business that long, but he's super, super good. There's all that room is full of incredible gifted people who don't mind at all to shake your hand and tell you something great about the business that that can save you time. You know, like saying, don't waste time on this stuff. And I think just getting out of your comfort zone and not letting the start stop you. That would be what I would say to a dealer. Come on, bring it on. We're going to sit around, share drinks and share ideas for hours and hours and hours. Yeah, very good. If you don't mind me saying something with listening right there, following up to that, you've got to go in with an open mind and you can't be embarrassed. You can't be shy. You've got to, you know, And congrats to Megan too. And she won the, for next year, the hotel and everything with her great idea. That was awesome. But yeah, you've got to be able to just speak up. Don't hold back because there are so many, there's so much talent there that if you don't ask, you're going to, you're not going to learn anything. Sure. Just can't be embarrassed. You can't be shy. Just, be you know outgoing out there yeah in addition to open mind I would say even like a welcoming mind like I one of the things we're doing are we're moving forward v-eight masterminds and so one of the one things we'll ask dealers to do is come in the room and like this is a problem that I currently don't know how to solve like we have to be able to say it out loud I don't have the answer to this Who can help me solve this problem, right? And so unless we're prepared to say, I don't know, then you're not going to probably find the answers, you know? So it's like just kind of going in with that attitude is a big help. But yeah, it's great to hear from you guys. It sounds like an outstanding format. And I think, Michael, you would suggest to dealers attend, right? Be there. Absolutely. Absolutely. There's really... We've been going to these for quite a few years. And now this one was probably one of my favorite settings. So they're really getting good at connecting dealers together. But even all the years that we've been going, you never don't come away with some nugget. that's either inspire you, you know, just kind of build you up or, or simply give you a nugget that will that will save you, you know, thousands or millions in the future. So There's just no reason not to go. If you're thinking, yeah, maybe I should, maybe I shouldn't, especially if you haven't gone before, just attend one. And then you'll know. And I think you'll probably keep coming back. It really is a great value. And we just, you know, it's great networking. I love that you said it was your favorite, the way that they set the whole venue kind of thing and the format up because that... that speaks volumes because you've done a lot of different conferences and it's like, this is you, but it sounds like you had one of the more rich experiences doing it this way than you have, um, in some of the other ways that, that conferences can. Yeah. I'm hearing from all of you. That's excellent ROI. You brought back some very actionable things. They're going to have a big impact in your business. You, you met some people that, uh, you know, will now be in your, what we used to call a Rolodex. They're in your contacts on your phone now. Right. And, uh, We date ourselves. Yeah, no, yeah, for sure. I, I, I, I am familiar with Ingram Walters. I, I'm not familiar with YouTube that I heard. I'm not, I'm not. Good. Whatever it is. Yeah. Yeah. One, one of the, just to follow up on that one, one of the things that I personally, I, I wasn't too sure of it is that, you know, we're, we're all dealers and, and I was thinking, okay, well, Why would they help me out on their competition? You know, how is this going to work out? But it's not like that at all. Like they really do help you out. All of those guys, Russell, all of those guys, they just help you. I mean, they understand that we're not in the same market. We're all leveling each other up. And that was pretty great. All ships rise. Yeah. Yeah. And I've seen that. I think, you know, here's Rudy, who's newer to the industry of the buyer payer side. He's been in the retail side. But, you know, Rudy is also one of these people is very generous with what he learns as he goes. He's out there doing some YouTube and sharing some stuff on on social. But it's been my observation being around the business for twenty plus years now. Folks are happy to help. One other quick observation I would share, and Adrian, you're somebody who can confirm this, like I've always said, we sit back and we have the perception. Sometimes you'll think, well, when I got it all figured out, I don't need to go to the conference. But it's been my observation when you go, some of the most successful dealers are on the front row taking notes. What does that tell us? don't have it all figured out they're there to learn and hone their skills and keep sharpening the saw right and so it's part of what I see with and so I think sometimes we think we don't need to go I think we just don't realize what kind of resource that is and what we're missing out on and so not to mention just the chance to shake hands with others and get to know other dealers and build that network that way so All good stuff. I think I don't have anything else. Did you have some other follow-up? I didn't. Really, I love talking to dealers after they've had an experience like this because it's just you all walk away so energized with like, all right, we've got all of these things that... that we are going to implement and do. And so now comes the work. and, and so, uh, yeah, I'm an implementer. And so it's like, now comes the work and it's, it's really going to be fun to, to, to, uh, for you all. And for anyone that's, that's watching as you guys participate in social media, it's like, what are the things you're learning? How are the things helping you that you've implemented? And then to see what you bring back next year to the, to the conference. And, um, So great job. Well done, you guys. Well, well done. Yeah, and thanks again for making time to join us this morning. I will let you get back to your dealerships and do your thing, but we do appreciate you making time and sharing with others. Any closing thoughts? We'll start with you, Adrian. Again, hey, next year, we would like to see more people join us. And hey, we're all here. We are a big team. We're here to help everyone out. So don't hold back. Excellent. Jackson? If anybody is on the fence of going out to any of the conference, just go ahead and do it. You know, we previous years, we made excuses like, oh, no, we're busy. We cannot make it out there, blah, blah, blah, blah, blah, blah. They're just excuses, you know, and the value you find in this conference is tremendous. You know, it will make up for the time you're taking away from your operation because all the ideas that will help you improve your business and make you money at the end of the day. Yeah, absolutely. We're going to come to Rudy next, but don't don't go away, folks. Elizabeth has got some Jeff Martin stories. Oh, yeah. So Rudy, so Rudy, you're you're you're closing thoughts. No, I just think dollar for dollar there. I mean, you might think, well, it's five hundred bucks and I got to travel and all that. Yeah, but the takeaways, I mean, if you look at your total revenue and your sales, and if you can increase it two percent, you already blew way past whatever the costs were. So it shouldn't be a money issue. Good, good. Or like a cost or anything. Yeah. What the trip is, we spend more than that on one bad car, right? Yeah. Right? Exactly. There's so many easy ways to lose money in the business. Yeah. It's like perspective. You can repeat it where someone here can tell you, oh, do it like this and you won't repeat it. Yeah. And that doesn't show up in a balance sheet that you didn't make that mistake for times. Yeah. But you saved twenty five thousand dollars. Yeah. Education. Right. Yeah. Yep. Ishmael. Yes, I think one of the ways that I can compare it to, and maybe this helps someone, if you're in one of the Facebook groups, you know how helpful they are. Whenever I think of something, I just write it there, and five minutes later, I have an answer or ten answers. So this is the same, but I'm steroids. They're going to help you much more. I mean, it's totally worth it to me. Fantastic. Okay, Elizabeth. Yeah, I think the resounding theme I'm hearing from all the guys here on the show, which are amazing people. We've shook hands. I've not met everybody here, but we rise by lifting others. And this particular group is incredibly gifted at it. They'll just, you'll come on board. Don't be scared. Don't feel like you have a stupid question. Don't feel like you're too elementary for this group. They're incredible and they're willing to share with you. Absolutely. Fantastic. Michael? Michael. Yeah, I just have to kind of piggyback on that. And you mentioned some of the, some of the dealers has been coming around for a long time. They, you know, they may kind of have had it all figured out, but there's, you know, there's guys there that like, you know, there's, there's been around for a long time doing wonderful business. Um, you know, one of the guys that we saw there was, was, uh, was Ben Goodman with that, with I write a group and he, he will, it doesn't matter what question is he's willing to help. And like you said, he's right there on the front row taking notes. And we're talking about somebody who's been in the business for a while was a, you know, a moderator. And then, you know, having Ingram Walters come back and, and, and do that, that talk on, on, I guess it was a Saturday morning or, or Sunday morning. No, no, it was Tuesday. Yeah. The last morning, the last morning, it was a Tuesday morning. So these guys are just are great. They're willing to help. And then, and then the guys like us who are, who are there and just, you know, we have a little bit to offer, but we have a lot to receive too. And so it's just both ways, give and take. Everybody's willing to share their experience. Yeah, good. So Elizabeth's not going to tell her Jeff Martin story. I'm going to tell a quick story about Ingram Walters that Jeff Martin shared when he was on our podcast before. I hope I can tell this right. I'm going to kind of paraphrase. He said that Ingram Walters came to an event and he showed up with his wife and they were a little bit late. And he said, he said, I, Michelle knows the story. Ingram says, you know, I learned a long time ago. I can either be on time or I can show up with a wife with perfect hair. Isn't my wife beautiful today? So that's kind of a give you a little feel for those of you who didn't get a chance to meet Ingram Walters. That's who you're talking about. He's quite a character. I will tell you all. Oh, OK. Jeff Martin to a hundred burpees. You're probably not gonna make a hundred dollars like I did. I also didn't challenge him. He challenged me. Oh, wow. Surprised I showed up. So I'm just telling y'all. Okay. He can be real. He does a really good job. We're doing a hundred burpees on, I think it was Monday morning before everything got started. Yeah. What's that? In a suit. He was in a suit. He was a little hard to recognize. Oh, okay. Did he know he was going to be doing burpees? And so he came in his gym clothes. We were doing what Jim mentioned, where we were sitting around after hours and we're down in the hotel lobby at the restaurant there and having a few drinks with some dealers and getting great information. And we walked by a table that Jim was sitting at. He was Oh, no, it started with Bill Elizondo. You all know him. He knows me, too, and he knows we do burpees at our training groups sometimes to inspire. He walked by the table where Jeff Martin's talking to me, and he threw it in there. Jeff didn't know what he was stepping into. I see. Yeah. He's not going to be at the gym doing burpees at six a.m., and Bill said, you better watch it. He tried to warn him. I'll bet that she won't be at the gym at six a.m. doing burpees. see that's just again it's the heart of the community there we're we're it's intimate you're not getting away from people you you have to jump out there and be involved so yeah there's much good love it so if you guys can hang around just a bit you can hang around backstage we'll wrap up the show and then we'll come back and give you a proper thank you and goodbye all right thanks again guys okay um let me it is good stuff yeah now I know who not to challenge but I think my better chance would be like a hundred donut um challenge I think I would have a better chance to win on maple donuts yeah yeah I could definitely I promise you I've put some money you know he's he's told stories it's like I don't I don't do well in yoga and hot yoga because I'm just sitting in a puddle of maple yeah I'm not welcome back at the hot yoga studio now so So, hey, everybody. Thank you so much for joining us today. Great conversation. I'm really, really grateful that we have a lot of friends out there that are willing to come in and share some of their experiences. Anything we got before we... just make sure it's coming up the end of the year let's make sure we get that membership for your uh state association your national association going in twenty twenty five so that those of you who listen who aren't part of those you're going to want to be absolutely part of the association and part of these events and I think that this conference wrapped up conference season for twenty twenty four and um you know I know we all We all gained an awful lot from the conferences that we went to. All right, everybody. Thanks again so much for joining us today. Hope you guys have a great weekend and your dealerships. And then we will be back on Wednesday for our next White Hat Wednesday edition of The Morning Show. So, hey, everybody. Again, thank you so much. And we will see you next week. Thanks again.
