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Write your goals up there and write how you're going to get to those goals.
So you see them every day. They cannot be out of sight.
So use all this technology we have to help you along the way with these
goals. Yeah. Putting it on a wall, putting it on the whiteboard and saying,
this is our goals for the month, for the week, for the day. Um,
we are all accountable to achieve it. We all bought into this.
We all know we're going to get to 50 cars this month. How are we going to do it?
Yeah.
Hello, and welcome to the independent dealer podcast,
kicking off this 2026 with a bang.
Bang. Big old bang, buddy.
Man, I'd say 2026. Time flies, man.
Yeah. Isn't that crazy?
I am excited because honestly, 2025,
nothing to write home about.
I think, I think everybody said that, Jeff. It is, it is tough.
The market is definitely different than it has been and it's different than
2019, you know, kind of where we go back to what it was prior.
And it's, it's just hard and repos are coming in and cells are getting slower
and charge also getting bigger. Yeah.
And I'm just happy to break even this year, you know, got my almost done with
my quarterlies for the end of the year. Got some projections and it's like,
Hey, well, you got any cash you can pay into the business to keep things afloat?
We're just putting all that money reinsurance, Jeff. Come on now.
Yeah, that, that honestly part of the problem or I guess maybe part of the solution.
But so, Luke, let's look at the 2026.
So I hate to say, let's make this a goal setting episode because we've done
those before and everyone hears this blah, blah, blah, blah, blah.
And there's no reason to wait till New Year's to set your goals.
You should do them constantly, but we're going to do that.
But what's great is a lot of people are going to be listening to this, Jeff,
on January 1st and they're not at work more than likely and they can sit down
and take a few minutes and set up these goals.
There's no better time if you hadn't already done it to do it right now.
So get out of his paper, start writing or take the goals you've already set
and start editing them because we may bring up something that you didn't think about
and maybe have some more areas that you didn't think about.
Absolutely.
So what I want to do is walk through some four basic areas.
So we're going to have four, four little chapters in this book we're going to go through.
We're going to talk about our business goals, our physical goals,
our social goals and our spiritual goals, right?
We're going to throw that one in there.
You probably don't get that in a dealer podcast, huh?
Number four.
We're going to do it.
So and Luke mentioned it before.
You've got to write these down.
They've got to be in front of you on your phones.
Fine. I think a piece of paper on your bathroom mirror is better.
Write them down.
And what are some other tips when we talk about goals?
You guys all know the acronym, right?
What is it?
Simple or something like keep it simple.
Yeah, like specific, smart goals, specific, measurable, attainable,
retreatable, recordable, something and timely, some crap like that.
So yeah, I mean, a lot of people say, I want to sell 30 cars a month, right?
But then they don't have any way to get the 30 cars a month.
And so they miss it in January and they get all frustrated.
And then it just goes away.
If you want a real goal to work and to stick, set the goal,
set the ways you're going to get to that goal and just make sure you're
you're following through every day to get there.
And then you'll be OK.
Yeah. And that's part of writing it down, making it specific,
putting a timeline on it, you know, and being realistic.
For me, let's jump right into a business goals, right?
My business goal, we want to get to 50 cars a month consistently.
Twenty five by here, pay here, 25 cash.
That was our goal last year.
We didn't get there.
But we have it on our management goal sheet.
So I have a Google doc, you know, we talk about our Monday morning meeting.
I've got all my KPIs on there.
But I've got another tab on that same doc that has our business goals.
And I talk about two or three specific goals that we set up as a team.
One of them was to increase our sales, right?
We would look at that every single Monday.
And I would update it every month to say, hey, here's where we're at.
Are we getting closer? What are we missing?
You know, how do we get to this 50 goal a month goal?
But it would constantly be in our face and we'd constantly be looking at it.
And again, we reached it maybe two months out of the 12,
but we didn't reach it 12 for 12.
So I'm going to repeat that again in 2026 as a goal.
Well, Jeff, can I ask you, did you set a lead goal so you could get there?
Not a lead goal.
I feel like I set some steps like, all right, to get to 50 cars,
we need to consistently have 75 an inventory available, an inventory, right?
OK, that's that's that's one that's one piece of the puzzle.
Yeah. And so so there's some smaller steps
and looking at leads, having enough salesmen to cover that, right?
Yeah, 50 goals. I need three to four salesmen, probably.
Yeah. On a four.
You probably I mean, honestly, you probably need four, right?
I don't know. That's questionable.
But I have four.
So we've gotten there.
So we've taken some steps to get there.
And we don't need to get bogged down in too many of those details.
But that's what I've done to make sure it stays front and center.
Hey, guys, just to jump in and talk about bug guy risk services.
They've been one of our sponsors forever.
They're great to the industry.
They're one of your sponsors.
You don't even know it every time you go to a convention or something like that.
They're there helping out in that, right, Jeff?
Yeah, absolutely.
I have not seen a company so willing to get behind the dealers
from an education, from a support standpoint.
I mean, there's a handful that we see in our sphere that are very active
and always have our back, but bug guy really sets the standard.
So when you're looking for a reinsurance company,
if you've decided it's time to get into it, you've got to call the guys
and girls over at Buckeye.
I promise you will not regret it.
Yeah, reinsurance, four savings account, wealth building, tax plan,
all these things go together.
So call Buckeye.
Well, what do you do?
Anything business goals you're setting for 2026?
Yeah, you know, it's different for me now, right?
And so with the consulting company, we do, we have some goals.
We're going to have, our plan, our goal is to have three off-site boot camps
like we did in Dallas here in December.
So those are our goals, three of those.
And then also a goal is to develop more consulting with dealers, right?
To getting more dealers faces in their offices and to help them.
And so last year, we were thinking one a month, right?
And so this year, we're thinking I can do two to three a month.
And we actually got it, you know, starting to set up like that.
So I think that is a big goal for me.
And also with private lending, last year, I was trying to figure out
how does private lending work?
And it took me, well, what's crazy?
It took me maybe, let's call it six months to figure out how it works.
And then I said, OK, well, the next process is to get in
from the people in town that need money.
So I did that for the next three months.
And then before you know it, I've got people calling me all the time,
wanting us to lend.
So it's we're going to increase that.
We've got a goal of getting getting about 10 million dollars
in the street in less than five years.
So that's what we're trying to do.
That's what we're working for.
I like that.
And when we talk about business goals, you know, Luke,
you've got your dealership, Luke's got his consulting company.
You know, you also have other areas in your life.
You know, sometimes you look at it almost.
I sometimes treat our household like a business,
which my wife obviously hates, but if you look at that and you say, OK,
maybe what's our what's our family business goals as financially speaking?
You know, what do we hope to get to?
What do we hope to be at at the end of the year as far as maybe saving
or invested or yet?
So so there's a lot that can wrap into that.
You know, we think about our podcast, Luke.
We got a goal here in 2026 to up the quality of content.
The quality of guests, you know, it's something that we need to put in writing.
We've talked about it quite a few times, but get that in writing and say, OK,
what are our steps to getting there?
And when do we know when we've actually attained it?
Yeah, you know, what's funny is we set out for this not to be a business
to be more of a fun and to share.
But you know as well as I do that that only can go for so far.
And then it kind of has to morph into a business.
And we're learning more and more about about being a business of the podcast.
And, you know, it's it's definitely something we should be right in our goals now.
Real quick break to make sure you guys know about Blitzpay.
It's who I use to take all the payments at my buy here, pay here dealership.
We've been with them for almost three years now, and it is absolutely amazing.
It's great. Yeah.
The product is so simple, even an idiot like me can use it.
But, you know, even when my collector's out and I'm just taking a phone
call here or there, no matter where I am, I can log into Blitzpay and I can take
that payment. I can see the customer's texting in and say, hey, can you run this?
Or whatever's going on, it's always on top of it.
And the money's in the bank almost the next day.
And that is, to me, so important.
And the support is great.
If we do have a chargeback or a dispute, we get an email that says,
hey, there was this dispute and then their team goes to work to help us resolve it.
It doesn't they don't just dump it back on your table with some random
notification or email that you barely ever see like my previous processors.
Yeah, that is so helpful.
And a lot of times it's because our our customers did something wrong.
But when it's not, they'll fight to the to the end with you and get that money back
in your account. Yeah.
So give them a call.
The guys and girls over at Blitzpay, great partner to have a definitely
an essential tool to have if you're a buy here, pay here dealer.
OK, so let's transition over to area two, which is for me,
correlates with this and that's our physical goal, right?
We're all a bunch of old lazy men who sit behind desks.
And I'll tell you what, man, I'm for you for yourself, buddy.
Yeah, I have felt it more this year.
Physical like just just being roughed up.
And so, you know, last year I took a goal to kind of understand
my the metrics inside my body, you know, the markers.
So I take the blood tests every six months.
You know, I go into the doctor to see where I'm deficient.
I'm taking all the supplements.
I'm trying to make sure that if I've got anything out of whack inside my body,
I could kind of get that tackled now and not be surprised, you know,
when I turn 60 or 65 with a whatever.
Yeah, no, for sure.
We dealers I would wrap this up.
We as dealers neglect our physical bodies.
I think the majority of us, I would say.
I think it's it's because we we work to we work ourselves to death, right?
We're stressed a lot.
We and honestly, if our body fails, we're done.
Right. And so what else do we have?
So you do need to put that front and center in your life
because you can't be overweight.
You can't drink too much.
You know, it's all these things that attribute to high stress and in bad health.
But physically set those goals.
Go run a five K. I mean, how about Bill from Buck Island?
That joker, he's a few years older than me.
And he he just did an Ironman in Arizona.
And I texted him the other day, I said, hey, Bill, what?
What's your next race?
And he's like, Ironman Jackson, I'm like, man, you've lost your mind.
Yeah, I've been Ironman before and I know what it takes.
And the good gracious, I don't want to do it at my age.
I would love I would love to be able to do some stuff.
But it is interesting, Luke, when you talk about us being in dealerships
and being in sales is there's always something to be done.
There's always something. Always never ends because we're in sale.
There's always someone to help.
There's always a car to buy.
There's always a new deal to find an auction to attend.
And what happens is we work so hard making money.
We're not even healthy enough to enjoy the money once we make it.
There's examples.
We know dealers and some recently that we've had on the podcast years ago
and some spouses or widows that we've had on recently where their husbands
worked so hard and never got the opportunity to enjoy the money.
Yeah, and you don't ever want to be in that situation.
And sometimes you don't know.
But the best way to to live long is to to be physically healthy.
And number one is get off your butt and do something.
So run a five K, start swimming, start, get a bi-pellet on and
go 30 minutes, three times a week, right?
All these things are attainable.
You can put your pellet on in your office and hop on it by cars.
I don't know, do something that, you know, that keeps you active.
Play more golf, play pickleball.
I know you love pickleball, Jeff.
Yeah, I'm trying to get better at pickleball, but it's still play enough.
Got to get better golf.
Yeah, I got it. That's some.
Well, I've got those two goals,
pickleball and golf are both on my top of the list this year as sports
that I'm going to play into old age.
So yeah, out in biking.
No, thank you.
Snow skiing, water skiing, but some of these you're going to do a really long time.
And so I'm trying to get some more specific with my schedule.
And that's what I would recommend to dealers is get intentional with your
calendar, because that's right.
I know that when I put it on my calendar, it happens.
So whether that's, you know, I'm not going to come into work till 10 o'clock
on Tuesday, Wednesday, because I've got a league that I'm going to attend,
or I'm going to go to the gym every morning and come in an hour later to work.
And it's going to be fine.
We're going to rearrange the schedules.
We're going to rearrange the meetings.
These guys don't need me here till 10 o'clock.
In fact, they probably don't need me here at all.
But I'm going to put my health first and then the dealership second.
Right.
All of us have it backwards.
I can't tell you how many mornings I get a slow start.
And I'm going to, oh, I'm just going to skip the gym because I got to go.
I got to be in.
Yeah, no, no, that is.
Yeah, that is definitely something I'm an early morning gym guy.
You know, I know there's a bunch of dealers.
If you go to conventions, you'll see them down the gym.
And that's such a great habit to get into.
I'm there at 545.
I'm at home about 640, 645.
And when my daughter's just getting away, go to school.
So I don't miss any family.
I don't miss any business.
I'm there.
I get it done now at 845 at night.
I want to get in bed, but.
But again, I'm getting great sleep.
And that physically, that is good for you.
Don't burn your candle at both ends because you will burn out.
Yes, absolutely.
And that makes it much harder to be better at work.
You know, for sure.
So I think that's all I want to touch on the physical side.
You got yourself a little oar ring on the tube.
You know, I want to talk about that.
Sometimes the technology is helpful, you know, when you get these little
devices and tools, whether they're Fitbits or oar rings or your.
I want to.
Yeah.
And you get on Strava and you start tracking your running and your this and
that compared to your friends and family and everything.
Those are kind of the fun things.
And I, and I talk about this all the time with my guys and even my wife is
like, the reason we work so hard is to make money.
And then we need to use that money to improve our lifestyle, get our health.
So a regular chiropractic visit, maybe regular massages, get the ice bath,
get the sauna, get the stupid mattress cover that tracks all your sleep and
tells you what the freak's going on.
Like I'm taking those steps because it's important to me, you know, what's the
point of having, you know, anything, yeah, if, if you're, if you can enjoy it.
That's right.
Hey guys, real quick to break in and make sure you know about tax max.
We are right in the middle of the first quarter program.
Guys, W twos are going to start hitting the ground.
So you need to be signed up with tax max if you aren't already.
Jeff, they said that text, uh, text is going to be huge, huge, huge.
And even, I mean, I was listening today, the, uh, secretary of the treasury was
like, they're going to be gigantic because nobody turned off their, their withholding.
So anyway, they're going to be huge.
They start today, like January one, they're going to be rolling out here
in the next day or two.
W twos are going to be coming by them, drive, get it done so easy.
One chance of this tax season, buddy, gotta get that money up to $7,500 or more.
It's going to be the average, uh, refund.
And you can actually get the refund advance right now.
So that's a crucial part for the retail dealers.
I know a lot of guys tune out of tax max.
I think it's a buy here, pay here program.
But in the Q one, when you file their taxes with their W two in hand, you can get
up to $7,500 in a non-recourse refunded.
So that's right away, you print the check, you put the money in your bank that day.
You don't gotta wait for that refund to get funded.
That's big for buying your pay here.
It's big for CAC dealers.
It's big for retail dealers.
It's big for everybody.
Make it happen.
This leads us to the fourth area, which is social.
Now, I think those add on to each other.
A lot of us as dealers, we work so much.
We don't have time to physically take care of ourselves and we work so much.
We don't have time to socially take care of ourselves, right?
Yeah.
Um, what do you do or what goals do you have for 2026 to improve your social, uh, well-being?
Um, I'm a social butterfly, Jeff.
I really like to be around people.
I really like to be around people.
Um, I think I was listening to a podcast probably six months ago and, um, this guy, uh, he goes
to my church, um, he was on this podcast and, and he was talking about one of the things
he did when he was starting his business years ago.
And that was, uh, every day he went to lunch with someone different.
Now you want to talk about increasing your social web.
Man, he just talked about how it really just started bringing him in.
So, uh, this year, I started a little bit last year, but this year I want to be very
deliberate about going to lunch with different people.
And it's taken the time out of my day, uh, turning my phone off on silent.
Nobody bothers me.
Go sit down, have a one-on-one with another guy and another girl, another guy and girl
and see what they see what they do.
They're always going to lunch with any girls.
Well, no, not without my wife.
That's for sure.
Um, but you know, developing those relationships and those business developments, uh, relationships,
it really helped me with, with hard money lending, Jeff.
Like, uh, networking, networking's big.
And next thing you know, you, you have, uh, you have lunch with the right attorney who's
closing all these real estate deals or you're having it with a, you know, a
contractor that's doing this.
Next thing you know, your, your web just goes, and when that happened, it's, it's pretty great.
Um, so whatever interest you have, maybe it, you know, we'll talk about spiritual in a minute.
Maybe it's going to, to lunch with your pastor or your Sunday school teacher.
Um, or, uh, someone that you kind of know him, which you want to get no better, or maybe
it's another dealer in town or another finance company in town, whatever it is, or banker.
I think it's really socially, I think it's good for your business and good for you.
Cause you can kind of turn everything off.
Absolutely.
There's the book called never eat alone, right?
And then that's the whole premise of it is, um, I go, I, I literally have lunch Monday
through Friday out at 12 o'clock every day.
Normally I'm going with guys from here.
It's normally me, George, Adrienne.
We go out two or three times a week.
It's like quite ridiculous.
The amount I eat out, it would be very easy and take a little effort for me to start
scheduling those with, you know, guys in my social scene or guys that I want to, Hey man,
let's meet up, but it takes planning.
And I have a buddy also who's very good at that.
If I try to get a lunch with him, he's scheduled two weeks out.
His lunch is every single day he's scheduled two weeks out.
So that's something I could do very easily is, you know, sit down on a Sunday night and
try to schedule out my whole week of lunches just by texting contacts that I know.
Um, very easy to do, very smart, pretty sure it's, well, I guess it's travel
on entertainment.
So is it tax deductible?
It should be at least half of it anyway.
It kind of depends on who you kind of depends on who you eat with.
Cause sometimes you could actually be doing a business trend is actually why you're
eating so you can write a hundred percent of that off.
But yeah, um, golf and two Jeff is very social pickleball is very social.
There you go.
Yeah.
Join us up and indoor club.
Join a men's league.
I'm in a, I'm in a men's, well, not a men's, but it's a professional business
owners association called the caddy group.
And we basically golf around raising money for charities.
And we use golf as the excuse.
We do a business referral type thing.
I don't know if you guys call it B and I's out there.
Yeah.
So yeah, yeah.
You know, shy street, it's a little more like we're here to just raise money for
charities, leads group.
That's what they're called to, you know, whatever.
Yeah, but this one's great.
Cause it just puts me in a group of, you know, 49 other guys and we have a great
opportunity to go out and golf, be in tournaments, raise money for charities.
So I definitely say with that reach out and try to find those, uh, you know,
maybe they're just men's leagues, maybe they're, uh, you know, uh, groups,
Facebook groups to get together and run or play racquetball or whatever it is.
And also socially bring your wife in, right?
Uh, make sure you go into dinner with, with, uh, with different couples around town,
right?
Different couples from your church, different couple, couples in business.
Um, because, uh, sometimes some of you may have enough friends and some of you may
not, uh, but there's always room to, to engage more than what we currently are
engaging that that will lead to, to better things.
Yeah.
And, and I want to put a pin in this before we move on.
But when, when you say all that stuff to me, the first thing I think of, and I
know other guys think of is, yeah, I should, but put it on your calendar.
That again, I come back to that lunch with your spouse.
Hey, sweet, we're going to go to lunch every single Wednesday at noon.
Okay.
Put it in your calendar plan on it's non-negotiable, non-movable, very extreme
situations.
Can we cancel it?
You know, yeah, uh, same area.
I hate date night.
We're going to do date night and the third Friday of every month, we're
going to get two other couples from our neighborhood or our church to come with
us, right?
Yeah.
And simple.
We're going to go to dinner and we're going to go bowling, like very, very
easy stuff we can do as long as we put it on the calendar and then we follow
through and make sure that everyone knows this isn't, this isn't just a
suggestion.
This is on the calendar.
It's happening.
Yeah.
You know, some people try to put too much on the calendar and then they fail.
So if you can only have one day of lunch, you know, one day out of a week
for lunch, try that, start with that, right?
Small steps, small steps.
And, and, uh, I love that idea of having, you know, lunch with your wife
once a week, it's a very good idea.
Yeah.
Yeah, I got a bit better at that.
We'd go through phases.
Again, I go through phases.
We got date night every Friday night on calendar.
Is it going to happen?
It's hit and miss, you know, a lot of things take precedence.
And that's something that when, when those do start to be farther and
farther apart, I can tell that we start getting more and more distant, right?
So it's definitely good, uh, even for your relationship, uh, you know,
your spouse, your significant other, whoever you happen to be dating at the
time, Luke Smith was, whatever.
It's, yeah.
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So let's transition to the last one, uh, spiritual.
So you talked about it a little bit before, but obviously this is kind
of what grounds us into everything.
Keeps us saying whatever that is for you, of course, like we're not telling
you who to be or what to be, but having some sort of connection or you could
even call this the inner peace, um, if you want to go meditate or
climb a tree or hug a rock or something that works too.
Cause I'll be honest, man.
Sometimes like, Luke, you came out here hiking the other day.
I'm honest, man.
Sometimes I'm just hiking on an empty trail out there in the middle of
nowhere with just trees and rocks.
And it is like a pretty calming and just like very humbling experience to
just look at the vastness of the earth and the creation.
And we are just these little specks of dust, um, really, really cool.
But of course there's also the bigger stuff, you know, like actually being
involved with, with a church or a spiritual connection, you know, formally.
Yeah.
I think one of the, one of the greatest things I did was probably four, shoot,
almost five years ago now was, um, get involved with a weekly Bible study.
And it's, it's 12 men, right?
And, and we, we go through the Bible from beginning to end.
And we've been doing that.
This is our second time through, but it is the most rewarding thing that I've
ever done, um, truly in my life, it's just, it's developed me as a human being
and maybe a better father, maybe a better husband, um, maybe a better business
person.
And so I encourage somebody out there that has not done something like that to
do it because it'll be worth every ounce of energy that you put into it.
Yeah.
Yeah.
To find a, you know, and you'd say, what that is, is you're taking a specific
period of time and I think you do it around noon on Wednesdays or something,
whatever your, yeah, Wednesday, 12 30.
We have, we have a shared calendar now.
Look at I, uh, so you're just setting aside that time to be intentional
about it and to focus on it specifically.
So whether that's a morning for you and you're going to go out and
meditate and stare at the sun or whether you're going to pull out, uh, you
know, the scriptures and study or, uh, the Quran or the, I don't know what
Buddhists use, what is that?
I don't know, meditation thing.
Um, getting into that and being intentional about it.
And you did a great one because you're doing it with 12 other people.
And I want to talk about that because what that does is it creates an
accountability.
Oh yeah.
That's what's really important when we talk about all these goals is when
you share them with people and when you include other people in those goals,
it's going to create an accountability because look, if you didn't show up to
Bible study a week or two, you were getting a phone call.
100% or what I'm saying, I'd do, I'd do that to people all the time.
Where you been?
That's like, did you drop out of Bible study?
And of course, you know, I'm giving people heck, but that's, I mean, it's
something for sure.
Yeah.
Yeah.
It's, it's, uh, it's, it's peer pressure, peer accountability, similar to why
we have 20 groups in the industry.
Right.
We have that here.
accountability.
Um, uh, and another way to do it is also to add like incentive bundling.
You know, I know a lot of times you'll, you'll say, Hey, you know, if I
accomplished this goal, or if I do this, then I get to do this.
You know, and so, uh, dealers, you guys can tie those types of things to your
goals.
So if it is, Hey, I'm going to attend church weekly.
And when I do, my wife has agreed that I can check out for two hours and go fishing.
Right.
Like, well, yeah, four hours and go golf.
For the rest of the day, you know, well, whatever those things are, when you tie
those incentives to, you know, I'm going to run a mile, which means, you know, I
get to have a milkshake that night, you know, whatever the case may be.
That doesn't equal for by the way out there.
That doesn't equal for some running a full mile might actually burn that many
calories, uh, but those, uh, incentive bundling they talk about is a great one.
Hey, I'm going to be on the Peloton.
That's when I watch my Netflix series.
Yeah.
I got to be on the Peloton to watch Netflix.
That's just the way it works.
You know, those types of things.
Yeah.
I like that.
I've never thought about it that way, but I do like that.
I'm, I'm, you know, when I say I'm going to do something, I'm, I'm kind of very
focused, but some people need things.
And so, uh, I have this account, I have this internal accountability that if I
don't do it, then I'll just beat myself up and, and I'll, I'm probably the,
the worst at things like that.
My issue is out of sight, out of mind.
So when I get into, uh, something new, if I don't create a system so that it is
continually in front of my face and reminding me, then it can very easily just
kind of go by the wayside and get taken over by some other shiny object that
hopped up in front of me, right?
I'm a very, so, so if I have those things, again, it's got to be
on my mirror.
It's got to be something that's obviously in my face, um, a reminder at night
before I go to bed, uh, you know, the, in the calendar, the social events that
I'm just not going to miss.
So that helps me a lot because creating those habits, it becomes hard.
And those people that say they can't function if, unless they go to the gym
in the morning, that, that like runners high and the gym high, I don't get that.
I don't understand it.
Every minute at the gym is really miserable.
I don't enjoy it.
So it's just, it doesn't do it for me.
You know, a lot of people get that intrinsic rush by doing those things.
Not my ass.
So I do like the idea, Jeff, and you've said this a couple of times
about writing it on your mirror.
Um, and I encourage you, if you don't have a whiteboard in your office, you
should get one, um, or multiple, um, glassboards and whiteboards.
I use them all the time and it's write your goals up there and write how
you're going to get to those goals.
So you see them every day.
They, they cannot be out of sight.
Um, reminders on your phone, I use that so much.
And I just started doing that.
Maybe it's just because I'm getting old and I forget everything.
But, um, having those reminders, uh, I have monthly reminders on, on reports
that I need to do and, uh, daily reminders on certain things.
So use all this technology we have to help you along the way with these goals.
Cause they will help.
Um, or, you know, or you could hire a consultant.
I know a good one and he could hold you accountable, uh, to make sure you
hit your goals too.
Yeah.
Yeah.
I like the idea of having, um, to wrap this background of the business
goals and in your dealership, making sure that those goals are written out.
Because I think sometimes as dealers and even as management teams, we
set them, but we don't communicate with the rest of the team.
You should have a meeting to communicate this.
Yeah.
Putting it on a wall, putting it on the whiteboard and saying, this is our
goals for the month, for the week, for the day, um, we are all accountable to
achieve it.
We all bought into this.
We all know we're going to get to 50 cars this month.
How are we going to do it?
Well, let's break it down.
That means 10, 12 cells a week.
That means X amount of day.
That means so many phone calls, so many applications.
Like it's all there.
So if we break down the steps to the outcome we want and we just follow the
steps, it will lead us there.
Yeah, I like it.
Let's go, let's go, let's go get it in 2026, but let's do a man.
Happy new year to you, Luke.
Yeah, I'm sure we'll see you.
Our 2026 is going to be full of, uh, conventions.
Yes.
Um, apparently some, uh, trainings.
Some trainings.
Yes.
We have several of those.
Luke's got some trainings to put on his 2026 schedule.
And, um, and I think we're going to do a follow up episode on your dealership
because we don't hear a lot about that.
And it's been a year out since you've taken the wind down.
So stay tuned.
Uh, probably in the next couple of weeks, we're going to get a real in-depth
dive update on, on how Godwin Motors is doing.
Yeah, can't wait.
That's going to be a fun episode.
All right, buddy.
Talk to you later.
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