Car Guy Coffee & Fixed Ops Friday feat. Total CX Gary Graves and Jennifer Sanford

Welcome to the Fixed Ops Friday Show, where we bring you high quality guests speaking about how to take your Fixed Ops department to the next level. This

car Guy Coffee production is brought to you by Fixed Ops Digital powered by Trade Pending. Let's prove what's up everyone, Fro Lennard's subprime hero. We got

Owen Moon in the building. What's up all Win? Hey? What's up

Fred? You good to see you, buddy. Happy Friday. Happy Friday

to you. And this is another great Fixed Ops Friday. Right. We

got Lou on a plane right now, y'all. I know you guys are

used to seeing his beautiful face, his eyes as I always tell him.

But he's flying to see his son in Okinawa right now. It's going to

be a beautiful thing for him and his wife to be able to go have a great experience, but hang out with their eldest right the oldest son that left to go to the Air Force many years ago. It's serving our country,

so that's where lose that. Lou. If you see this, love

you brother, It's good miss you all. Can't wait to see you guys

soon. Save travels, buddy, Safe travels. Enjoy the family time.

That's right. He deserves that family time. I know we've been grinding a

lot, but excited to have some of these guests that we have on the show today. Today, we don't just have one special guest. We have

two amazing solutionaries doing amazing things out there in this market, in this world, in this automotive business that we call life right, and I think all of us have a lot to give back to and to this business, and these two definitely do it all the time. One thing I know for sure

is that they are friends to pretty much any business out there, and they're always trying to find a way to help people communicate way better, more efficiently.

So I can't wait to have them on the screen, how about you.

Yeah, it's funny. I met Jen when I was at or maybe

even a conference before that, So as I was looking for guests, I reached out to her and lo and behold, she's hey, I'd like to also invite our CEO on. So we're getting the big guy to come in

today, man and learn a little bit more about their company and what they're doing in the industry. And I think I think it'll be a good conversation.

It definitely will be and I keep hearing the name of this company, the company that we're talking about is Total CX, And everywhere I go, I keep hearing about them, how they're integrating with so many other businesses to make things better. And that's what it's about. Believe, the future of

our industry is collaboration, and that's what they're all about, collabing. So

I can't wait to get them on the on the screen. You ready,

brother, Let's get them up right, Let's bring them up all right?

So first, honest scene is always ladies first, right, and we got to do it. So the one the Only Sanford? Hey, what's up?

Jenn? How you knowing? You guys make me so happy every time?

I just love it. I love your energy. It's easy to bring

the energy to people that we love, and we honor you and we thank you for what you do and what you represent for our industry. And of

course this next person, the CEO of Total CX, oh Man, one of the co founders. I can't wait to bring them on the one the

Only Gary. It's hard not to smile with that kind of intro, right,

j Fred, how I Owen? How are you guys doing? Hire

them for every time we walk in the door in our house to have that enthusiast. I'm always here for you anytime. I'm Lou and I. When

we first started doing our show and we would go to events, we told anyone we knew, listen, if you're going to speak, we're happy to hype up their people right before you come on. Give us about a minute

to one hundred and twenty seconds right around there, and we'll make them all excited and announce you in such a way that it'll make you go, whoa, this is great. Your heart will be up ready to go already.

So thank you. It's been a long week from what I everyone's been saying,

so we got to keep that energy up right, Let's go. Gee

that's right, and I'm excited. So folks, before we do anything,

I just got to tell everyone out there, make sure you tag a car guy, tag a car gal, and share this out. Get this out

there, make sure everyone sees what's happening. We have two amazing guests that

are going to be talking about some great stuff. We have the CEO of

Total CX and the CMO. So come on, this is going to be

some dynamite stuff that you are going to learn some insider things, maybe not for trading, but for how to use your products better and how to talk to someone about how to make it look better. Right, So let's go.

How you all doing today? Awesome? Awesome, that's awesome, Gar

Gary, So tell me, I mean, obviously, Jen, we've known each other for a while, you know, through the industry, and the first chance to meet Gary, Gary, why don't you tell us just a little bit about yourself. I love to hear your background, how you got

not only an automotive and but more importantly, how Total CX came about.

Sure, absolutely I came into automotive kicking and screaming, being drug by the one, the only, Jack Bihar, who's also the co founder that when we were interactive, tell we're now Total CX. But about me? Career

technologist, an entrepreneur. I love technology and solving problems. I went to

school for biomedical engineering, but not to date myself. But that was back

when the Internet just started with text based browsers, no pictures, no images, no videos. And once I got in my computer lab, it was

over. You. I love that once you got in the computer lab,

it was over man, and so thankful that you got in there, Dondale like that and Jen same thing. You've been on the show before. But

tell everybody our guests a little bit more about you. I got an automotive

at the depth of the two thousand and eight two thousand and nine Fun Times, and it was nowhere, but up from there it was a blast, and so I tried leaving, and you guys dragged me back. We all

have, we all have. Every single person here hands up. Yeah,

that's true. It has been a great experience. Gary says his degree was

in biomedical engineering, mine was in Chinese, so I really didn't even expect to be stateside, But by the grace of God, I am, and I have the opportunity to try to decode the language of the automotive industry in in a positive way. And I got to tell you, I think the

fixed op side is by far the most interesting part of the car dealership sales site gets all the attention and all the love, but there are so many cool things that happen, and I've gotten to know more about that largely through this group. Really, Total c X does a lot of stuff about it,

and I'll let Gary address that. But on the fixed op side,

the new group that I've been hanging out with you guys from Kayleie Filio when I had my time over at Stella. I've really gotten to know a little

bit more about the value, the complexity, and that's just it's much more interesting from a business management perspective. And so seeing what Total c X does,

again, they don't focus on the sales side. They offer a complete

solution that everybody can benefit from. Why doesn't everybody do that? Really?

Why doesn't everybody do that? So I'm really excited to be a part of

this conversation and a part of what Gary has built. He's done a great

job and it keeps getting better. Gary was just on a phone call with

Amar and man, what he was showing me is off the charts awesome, so very exciting. Wow, Gary, what a better advocate for the product?

Right? That's the right person for the job that she has. She

knows how to talk about the product, what it brings, and she didn't get in not even trying to sell it. She's just talking about what it

does. Why doesn't everybody do this? And I agree with you, Jennifer,

why doesn't everybody do this? And that's a great question, really it

is, Gary, what would you think? Why do you you know?

This is like a layer question in a way, right, you know, And I'm not asking for a deep answer here, but what if you less you want to? But I'm just thinking, like, why wouldn't everybody just

want to collab and just do it this way? I don't understand. For

me, I don't understand, But I'm sure you understand a little bit deeper level than I do. I'm sure. Yeah, there's a number of different

answers there, but at the end of the day, it comes down to priorities. Now, one of the things that we realized internally is that being

an automotive and an automotive vendor, who is our customer? And surprisingly it's

not the dealership. Our true customer and the one we're advocating for is the

customer of the dealership. So we're advocating for the consumer. So just understanding

who you are and what you stand for in a space is the key to prioritizing, and we do that. In order to do that, we need

to be ubiquitous, we need to be everywhere, and so we are.

Wow. I just love that answer. So, Gary, for those that

don't know about your company about total CX. Obviously, I know Jack,

I know an interactive tell what's changed? What have you all of this too?

Why don't you give us a little product deep dive because I know I'm interested to hear what you're doing, especially from a fixed op side, but just in general. Okay, So I'm going to tell you something a little

provocative, which is only Fread likes it. The only way Fread likes it.

It might be shocking to some people who call a car dealership for service.

They don't want to call, they don't want to talk to you, they don't want to be there. They have a problem. So they're already

calling with chip on their shoulder, if you will, no matter how happy that person is, they have a problem that they need fixing. But when

they get to the phone and they're like, thank you for calling ABC Motor Service, please hold, so they're already got the wrong There's no empathy.

They got the wrong type of handling from the gate. So our company and

Understanding Customer Interactions, having processed over a billion calls since inception, understanding contextually what happens in customer interactions from the time someone buys a car shop a car getting a car serve wants to trade the car in. All of that data

gives us the perspective that's unique, and we want to share that perspective and share the importance of elevating that experience across the entire life cycle of the consumer, from the time they're shopping to the time they're ready to trade it in.

Wow. Absolutely, I love that. And to me, that's exactly

the type of people I want to do business with, or the type of company that I want to have inside my store to help me do what I do, whether I'm a even if I'm a vendor, if if I'm in service or fixed ops, right, or if I'm in sell side. And

Jennifer, you said something really profound earlier, and I think it's true.

I think that there's a lot of really amazing things happening in fixed oops right now, and no one really talks about it as much as the sale side.

And to be trapped and to be completely factual and truthful, most dealerships in today's market, they're making their money from fixed ops. They wouldn't even

have rooftops anymore if it wasn't for their fixed ops departments. They kept them

alive during twenty twenties issues and all those things. Those departments are massive if

you have the right people and the right processes. Yet we are just now

starting to dive into the tools. I love Owen because Owen his company was

all about a solution for them. He brought something with the online service marketing

that a lot of people wish they could have done, and now he was able to bring it to them in an easy way, much like Total CX.

Excuse that, no, it's okay. There's that old fashioned term the

absorption rate, and the dealers were graded on some level or could grade themselves on the basis of their absorption rate. And it's amazing that people don't want

to improve that. Why wouldn't you want to improve that? And the fixed

ops solution that Owen brought full attention to that. And then again, like

Gary was talking about, the totals X solution covers every phone call, It covers absolutely everything that goes on in the dealership. So it's just not focus

over there. The service techs, the service advisors are just so dog on

busy, but they could use a little bit of training too, right, And they can use some active support, right, So why not empower them and their managers with better tools to train them with. It's just to me

and no brainer. And that's the future of the business, regardless of what

happens. And I know ice vehicles are going away and evs are coming in.

Everyone's nervous about that. But at the rate people hold cars, there

are going to be ice vehicles in service drives for the next fifteen years.

There will be a lot of people who retire before ice vehicles are completely replaced.

So if the last ice vehicle is sold today, we'll still be seeing that in dealership's fixed out drives. So we can't rush off and say,

oh, everything is going to convert to EV we need to accommodate it.

But we've got a big need. And just like Gary said, when people

call in, they've already tried your website, the interface didn't work. They're

calling in. They just want you to help them. A great way to

do that is to have some empathy, learn how to handle those phone calls, use a system that can help you train your people get better at it.

It's a no brainer. I'll be I think, oh sorry, Gary,

I was going to say, think about this way. There's some stats

that came out I just was talking about it in my last to Fixed Outs aroundtable session. We've actually lost market share year over year. So as the

industry has put more emphasis on this side of the business, it's actually hurt in a way, hurt us because we exposed all of our weaknesses and we're going the wrong direction. So something has to change. And what I like

about what Gary's talking about with a total solution is that it's not just looking at one little piece and how can I fix that? It's how can I

fix all of it? Because it all matters. And I think that's the

thing about vendors that right now are very segmented and hey, I do this really well, I do that really well, and that's fine. But when

you don't look at the whole picture as you're developing your products, I think that's where we run into problems. And so I think there's more companies that

are looking at this like from a total solution or a total front of MAC scenario and how they can actually impact all of it, not just one little piece of what they're trying to do. So kudos you guys for obviously making

that to happen. From a communication standpoint, I love that true it's very

true. And the buzz about you all is how great you guys are with

everything that you do. Seriously, I've been hearing your name so much from

my clients, from CRM companies, from so many people that I was like when I heard that you all were coming on the show. I really was

when I heard Gary was going, so I was like, oh, this is really cool because it's weird how things work. Because I'm not just saying

this because you're on the show. I have been hearing total c X everywhere

I go. I'm like, whoa, I need to learn more about this

company, so I've got to spend some time learning more and one of their marketing so that's probably exactly did it. And this is real talk. I'm

being honest with you right now and everybody who knows me. I don't fluff

things. I tell you how it is. I make a lot of energy

come but I tell you what I like and I don't like, and I like what you all are doing out there. I love what you all are

doing. I have a company right now, a dealership that's looking for a

new phone system, and I guess whose name I gave. And I'm just

being honest with you, and guess who else told that same name? The

CRM Company. I'm setting them up with right, So that lets me know

that you guys are doing some big things because I take the CRM Company to me, they're the highest level in my opinion, in their opinion matters to me when they know about these types of systems. So that being said,

if they're telling the thousands of clients that they have to use you, all, you guys are doing some things. So I'm excited to have you on

the show. And you're right. But one of my favorite things as I

was doing research was a name of a product called the sense a CX.

Tell me a little bit about that. I got to it's so cool because

Lou's going over there to Okinawa. I understand the sense thing. What's this

tell me more? Yeah? Sense a CX is our platform for training.

It helps empower the customer facing personnel at a dealership to provide the best customer experience possible. If you think about it, sixty to seventy percent of all

indown calls are or service related. But where did those calls go? We

already agreed that fixed stops is the highest revenue earners, so these people are and these calls are generating the most money. But does that called go direct

through the majority of calls go directly to service. No, they go to

a receptionist, which is typically the lowest paid and the least trained individual and the dealership. That's the birth of the thank you for calling, please hold.

So I think that those types of insights suggest that some process changes need to happen, like what would happen, for instance, if calls ring directly into service first, that would be sixty seventy percent of people are already where they need to be. Yes, sir, that's true. Just a thought.

I love that, and I think that's a great thought. I don't

think that's just a thought. That's a fact. It's no different than someone

clicking on a website more than two clicks. They're done right, three clicks

if you're lucky. Same way with phone calls. Call, put me on

hold, call, put me on hold, I hang up. I'll call

the next place, or I look for somebody who's gonna give me their attention.

I call a place that only does service, right, they're going to take care of me very quick. And that's where I think it's losing some

of its touch, and when Owen said something earlier that I think a lot of the flaws are pointed out because we're starting to pay attention to it and we're losing market share, which is a shame. I think that the good

dealers out there are doing some amazing things, and then there's a lot of dealers that are still doing the same things. Like Gary mentioned earlier, they're

expecting the same results as time goes by, but the results are less and less, but they're getting by. They're getting by. It's no different than

a horrible sales process, right, Jennifer. Right, So I'm sorry to

interrupt. So since it really improves that, because I love that, that's

an entire It's a whole new way of approaching training. It's a guided discovery

method, which is really teaching people how to ask questions and how to really listen and learn. So some people think, oh, gosh, on the

phone, you can't get the body language. You really don't know whether they're

saying, but I'd argue it gives you a better set of skills to really listen to what's happening. I've been a telephone outbound salesperson. I've done that

kind of thing, so I know you really can hone in and since a program that Gary and his team have developed is all about teaching discovery, not a script, because you cannot predict every scenario that you're going to be dropped into, so it really teaches you how to handle your customer. So it's

a great program. Highly recommend it. I love that, and I highly

recommend the name. It's awesome, great job. That's oh Gary, Gary

and Jack. That's all a yeah no once again, everything that you guys

are talking about here, the total c X. The name alone tells you

everything you need to hear. Communication is the biggest factor in sales today,

the way we communicate, how fast we communicate, and how clearly we communicate.

Jennifer, you said something pretty awesome too. Is that Yeah, you

have to pay attention more. I'm telling you, I've been in sales for

over twenty years, a long time. I feel like what's still a baby

is most people would tell me. But I have learned something very big there

is that you have to really get to the answers quickly and know what questions to ask and when you're really when you're really good on the phones, and you learn how to use it and understand the science. By taking classes like

since ac X gives you, you're going to find ways to get to the answers faster, which is what your clients want. They're tired of the bull

crap. What are you looking for? No, they want to know.

You got to get deeper with them. You got to understand what's happening and

these tools, folks, they're out there for you. The excuses are gone.

Call people and get some questions asked and learn more. We are professionals,

and the way I believe is when you're on whether you're in the service rep or if you are a sales rep, you need to be a professional and you need to know how to communicate because that's the only way that they're going to do business with you anymore is communication. And communication isn't just talking.

How you type things. We got so much AI these days. If

you're not able to write an email, there's something wrong. So that'd being

said. I don't mean to keep going on that, but here we got

Steven saying irregardless of whatever governmental influence may or may not exist moving forward arding electric vehicles, it shouldn't be ice versus ev our industry's greatest potential lives in embracing both. That's a great point, Steve Man. Thank you for sharing

that, Yes, we do need embrace both because they're not going anywhere, they're just becoming more right, And I agree with Jennifer earlier. I think

that a lot of us are going to retire driving ice vehicles, But at the same time, there's going to be a by the time we do that, there's going to be a lot of people driving EV vehicles. What are

you going to do as a dealer? Think about this, Fred and Gary

jen I was at this Lexus after Sales National conference last summer, and so you're talking about EV and ICE, right, running parallel in your service lane, like obviously completely different servicing opportunities, right, And then you take in consideration that we're dealing with so many different generational people with gaps, right.

And that's what Lexus exposed to their service directors was that they did it through a series of funny skits and videos. But it was like, you've got

your boomers that are still they want to come in, they want to have that face to face, They want to sit down, kick the tires, test drive, go through the whole old fashioned way to buy a car and even service car. And then you have your sort of in the middle right

where you're like, Okay, I want to use internet to get some information, but I still like that personal touch, that type of thing. And

then you had your younger generation that's like everything's done on the internet, blah blah blah. And it was funny because the last one, the guy had

gotten his new vehicle delivered to his house and he walked out, he had a headset on. He could tell he was gaming. Right he comes out,

he says, Oh, you're Bob. You're Bob, my sales guy.

Good to meet you. Like he didn't have any of this interaction until

the very last thing where the guy was handing him the keys. And so

I think these are the challenges, right, It's not a dealer problem, it's a society challenge right now that we are in a lot of cases right the dealers obviously don't help themselves out sometimes, but we are dealing with so many moving things that how do you bring it all together? And that's where

you have to look at your tech. You got to look at your partners

and really say, are these guys handling everything for all the things that are getting thrown at me, from the different types of vehicles all the way to the different type of buyer. Yeah, and the consumers prefer the path of

least resistance. So if there's a lot of friction in the buying process for

traditional methods, these digital methods and buying a car online and going through that process seems a lot more attractive. I definitely couldn't agree anymore than I do.

Seriously, that's so true. Great statement you made right there, Gary,

and I see that going through your website and reading some of the testimonials of your clients, they talk about some of the best thing that they get from it is the call tracking and being able to hold not just their clients or not their clients, but their employees responsible for what's happening, but also for what their partners that they use for vending, like how they get their information, how they're communicating. So can you tell a little bit about that.

Why is that so special for you guys, besides just giving them a great tool but also being able to track. Why is tracking such a big

deal today? Yeah, it comes down to investment. The hundreds of thousands

of dollars that a dealership will spend on marketing, they need to recoup that so if they have and also the marketing companies that that are collecting those dollars may not be as forthcoming, and the numbers that they share the show the performance of the campaigns that they're running. So the call tracking that we provide

and the tracking mechanisms, the analytics and reportings on our dashboard provide a clear and insightful way to understand ROI not just by advertising source, but by product or service type. And you can get a cost for whatever you want through

our dashboard. And that's the value we provide. I love that, I

really do. But you got to hit as an answer for everything. Obviously,

you have a passion for this business and the way you grow because you didn't just rest on your laurels. You didn't just start a product and then

just keep using that product to make your money. Instead, you kept growing

your product, you kept bringing more value to your dealers and to your partners, literally things like the sense ACX. To me, by adding that product

inside there means that you guys think about all corners of that room for improvement.

Right, It's not just this corner. That corner We're going to sweep

every corner in here, and we're gonna make sure that you guys have all the opportunities to constantly get better. Man, kudos to you carry seriously create

job. Brother. So one of the things you said earlier about communication,

which the most important part of communication is listening. So we don't have dealership

expertise on staff, we don't have any former dealer principles or any form GSMS.

So we listen to our customers and we respond to what they tell us they need. That's a crazy idea, right and doing so that's what dictates

our innovation and our product trajectory. By listening to the market. Well,

that's why you're smart man. Obviously, I love that listening to your customers

everything I always said all the time, Like a lot of the things that we built into our software was listening to our clients during different timeframes. Like

one of the most simplest things that we did during the inventory shortage was figure out a way to let dealerships advertise their service department on their homepage effectively.

Because I had dealers telling me I don't have lease offers anymore, I don't have rebate, we don't have any new cars. But I got a lot

of people coming into my homepage through Google Business Profile or simply just typing our URL and Google. So how can I get more exposure to my service department

early? Right? And so listening to those things and adopting your product to

fit the the economic or the what's going on in the industry needs, but also what dealerships are asking for. I think that's going to serve you guys

very well as you continue to scale. And that type of thing question I

had for Jen obviously as the CMO and as the catalyst for driving awareness and information to dealers. With all the noise out there with products that, let's

say, fit in your bucket, right, how are getting the message across to dealers that you're different or that you that hey, this is what sets us apart from maybe some of the competitors out there. So I know as

a marketing guy, that's always intrigues me in terms of, like, how do you break through that noise? Because if I hear the word AI one

more time, it's oh my gosh, so and that it's a bad thing.

But it's like everybody has AI, so all of a sudden, everyone's the same for Matt Raymond. He's actual individuals. That's my plug for Matt.

So shout out to Matt Raymond. Love that guy, no doubt,

love that great question. So your point about AI AI is just another tool

in your toolkit. And I can't even remember who said it to me at

any day, but it was really resonated software and businesses who who don't use AI will lose to those who do. And it's not like it's the be

all, end all. It's just the next thing that we need to learn.

And the nice thing about Total CX is they started doing that before even people could spell it. They've been in machine learning and doing it for years.

That's awesome. So that's one of the things that sets at them apart

so much is that they have they have that humble, servant leader attitude about getting it right, and that's easy to talk through, that's easy to broadcast.

There's something real there and there are a few testimonials that you can find on our website and we're getting more. In fact, I'm still trying to

get through all the video we took at Nada to create the new videos for those. But you can't make that up. You can't make up the high

quality results just the fact that it is such a comprehensive tool. Unfortunately,

in our industry, there are a lot of people who are over promise and underdeliver. So when you're with a company that actually delivers on what it promises,

people are a little skeptical until they try it. So it's really just

a matter of getting those people out and saying no, they really do it.

So it's easy to sell something that you really believe in and you can stand behind. And so there are all the traditional tools out there, but

it's really the face to face that I think works the absolute best. And

again, this team was probably the best team I've ever worked with at Nada.

The sales team was just tremendous. Here's your question. That's awesome.

Wow, that's a big statement. I love that, and that's something to

be very proud of to be part of something like that. And Jennifer,

I know the people you've been around, so that's a pretty big statement to make, and they're all great. And I know you're not saying the other

teams were bad. You're just saying this is the best you've ever seen.

So that's phenomenal to hear that Gary, it must make you feel great, brother, doesn't it? It does? And sincere so it's really warming statement.

Yeah, you're one hundred percent right. I agree. She doesn't ever

tell say something she doesn't really mean. That's what I like it. And

she's not a mean person. She won't tell you, hey, you sucked

if it's needed, right it. I get that. I could do that

too. I lot of people don't see that inside of me. But when

I have to lead, I have to teach people how to do things, I have to sometimes be honest with them. But at the same time,

it's always led with love. And I know that about you. But when

you give out kind words like that, they're not given just because you're doing it, because you mean it, so I appreciate it. Well, They're

not perfect, but I'm telling you the best I've seen it in Aba.

It's rare. It's rare when your product, your marketing, your sales team,

and your culture all come aligned, because then you're creating something special, because then it becomes easy, right when you're not trying to force things when it seems like it might not always be easy in the trenches. Right days

can get tough, weeks can get tough, but if you're all moving the right direction and everybody has the same passion and the products actually backing up what the messages and what the what the marketing is and what the company is trying to accomplish, that's when special things happen. And I was fortunate enough to

be a part of that with starting up Fixed Off Digital, obviously joining the trade penning team. I've seen it now from a whole other level, which

has been been an eye opening experience for me for the positive and I'm just excited for y'all. I'm really excited to see what you guys continue to move

forward. Jack's always been a good friend of mine for years, and it's

great to see him aligning himself with such a such terrific people. Yeah,

it's awesome, And it's something you said Ellen earlier about like during COVID that sticks out to me. During COVID, some of our competitors were giving credits.

Dealers were anticipating the downturn, and we didn't give credits because number one, they didn't ask us for them, and number two, it wouldn't help them. What they needed us to do is double down product. You can

give them tools to help them take full advantage of the inventory shortage, and we actually grew as a company financially during COVID as a result of that strategy.

That's exactly right. You know, that's a lot of people don't think

it that way. I guarant what you just said there is exactly how my

view was during that whole situation. Those a couple of years of just like

what do we do it? It's time to put your foot on a gas.

This is that opportunity we always hear in times of crisis. This is

when you invest in your business and you try to grow it and you get it out there because everyone else is just resting. Everyone else is just seeing

what's going to happen, instead of making things happen, finding solutions for the problems that we have. What was even more beautiful is your job. Your

business model was perfect for that time, right. It was meant to be.

And that's the thing like a lot of times we're working, we're building, and you see the growth, but then something beautiful happens, an opportunity, and when you see that opportunity, you didn't just rest. You went

for it. Man. Congratulations, Man, that's awesome news. Think it's

great use. It's great news. To share great news everywhere I go.

You know what I'm saying. So that's credit the news. You know,

it's spread that news. Folks. Listen. If you guys are watching the

show, you see his website right there. It's been streaming across the bottom

for most of the show. It's TOTALCX dot com. Go on there right

now. Check it out. If you're a dealer, if you're anybody who

uses bones and communicates with people, check it out. If your team needs

some training, check it out. If you need help with anything, go

to TOTALCX dot com. I promise you the worst thing that can happen is

some education. The best thing that can happen is more car deals, more

people, more opportunities, and more relationships built. That's probably what is going

to happen. And that's what I think. That's the great news. Go

to ww dot TOTALCX dot com. Great news. Let's go. Sorry.

I can get a little hype sometimes, but I get hype. I get

hype all the time because I love this business, and I love this industry, and I love the good in this industry. There's a lot of bad

and that's the reason why we have such a bad hype. So when you

can get good companies like Total CX and people like Gary Graves up in the building, all in thee talking about what's brewing in this industry, the solutions that we're looking for, that we're trying to caffeinate the culture of man, it gets me excited. I feel like I need another cup of coffee and

I don't, but you got me feel like I just had one right And I thank you so much for that. Gary, you know, thank you

for building the product that you have and not resting on it just being what it was, and you're actually helping it become what it is now and making it go further. So that's the reason why you're successful and why you're going

to stay successful. Brother, I appreciate it. Thank you, no doubt

about it. Any any final thoughts, Gary, anything you want the industry

to know here and and Jen as well, love to take take us out of here with kind of some final things that you want everyone to know.

I'm going to leave everybody with five words. Total X makes total sense.

Love it, God Like, That's that's about it. Jen. I don't

know how you're going to follow that up, but go for it. I'm

just gonna leave it with Gary. I think he rocked that one. That

was perfect. It really was it really Oh and you got anything you want

to say before we get out of here. Brother, Just inspect your business,

find those partners that can help. There's a lot of the options out

there, and you got to find the good ones because when you bring a bunch of good partners together, that's when that's when your business is gonna grow.

And I've learned a lot today, Gary, Thank you so much.

Has been a great meet Look forward to meet you in person at some point, Jenn obviously see it at some point here. I'm sure in the future.

One of the next conferences may be king that's coming up in April, So Fred you'll be there. Gary, You're gonna be there. Jack will

be there all right. Yes, you have a much better looking guy there.

Oh yeah, just ask him right, just ask you. Thanks again,

guys, I appreciate you jumping on and propily hopefully we'll do it again.

Maybe we'll get you back on here at some point. See what's going

on towards the end of the year, because I got a feeling you're gonna be doing more evolving like you always do, my friends. But before we

get out of here, I like to drop F bombs. So a lot

of people know that about me, but I like to draw on F bombs that don't offend the moms. All right, So it's forgive, focus,

fly, and keep growing. It's you're gonna do it with us, Gary,

So you're gonna forgive, You're gonna focus, you're gonna fly, and we're gonna keep growing. On a count of three, all right, so

what two? Three? Forgive? Focus, fly, Hey, keep growing,

keep growing. Love you all, Thank you so much, folks.

All you all for making comments out there. Thank you Wendy Reeves. I

see you out there. You are a beautiful person. Right back at you.

We love you and for everything that you do. Talk about somebody who

understands how good Total CX is. This is one of those ladies right there.

Folks, Thank you all for tuning in. You all know what to

do. Go to totalcx dot com and I promise you if you do,

it'll change your business. It'll make it much better and your communication levels will

rise up, which means dollar signs, my friends. So get out there,

get after it. Gary. Thank you so much, Jennifer, love

you my friend Owen Moon, my brother. Go enjoy your weekend. Make

sure you hit it straight. You know what I'm saying. I'll talk to

you later. We'll see you all later. This is what I'm talking about.

This was fixed up Friday and we just had total CX in the building in the cafe. We'll see y'all soon. Peace Out.

Car Guy Coffee & Fixed Ops Friday feat. Total CX Gary Graves and Jennifer Sanford

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