Glenn Lundy - What You Say MATTERS

Hi, everyone. We are so excited to have you all here. Thank you for joining us today. We are thrilled to announce that we are live with Glenn Lundy, and we could not be any more excited to have him on the show. so just to get started, I'm Jess. I'm Shasta we are the chicks in charge, and we will go ahead and bring Glenn out now. Glenn, let me welcome to the stage. I'm over here. I'm sending the link out right now. I'm sending the link. Let's see. Do a live interview. Come check. it

out. Okay. Cool. Alright. Good. I'm with you. I'm with you now. Let's go. Let's go. Awesome. Thank you very much. Anybody who's been in the automotive industry, who, of course, is a huge section of our audience. anybody who's been here longer than, I would say, 2 days will more than likely know who you are But in case anybody doesn't, give us a little bit introduction of you, you know, where you got your start. I know that's a very long story, but You're saying I'm old or something? You're

saying I'm old? No. You got some good experience, man. I've been in this industry a long time. That's for sure. going on, 27 years now. 27 27 years, I'm being an auto, but my name's Glenn Lundy. Husband to 1. Father to 8. I am the founder of 800% elite automotive club. And, yeah, I'm, I'm I'm I'm a lover of all things automotive. that would that would be me in a nutshell. Yes. You are.

And you're not just a lever of all things automotive. You are also the number one speaker in America right now, aren't you? so they say that's what they tell me. That's what they tell me. Yeah. I wanna, I won a a big contest and got the title of the number one speaker in America. which has been an honor. That was I got that back in February. I got to speak at the, 10 X growth con event that Grant Cardone puts on. Biggest business conference you know, business conference in the United States

of America. So it was an honor to speak on that state. I I watched you, do that, and I have to wonder even with somebody as much with as much confidence as you have. And as much as you speak, you're live every single day. You speak to every or just so many people on a daily basis. in that moment when you walked on that stage, was there any part of you that was nervous? Oh my gosh. You know, I I I get So language is powerful. Right? The words that we use are really, really

powerful. And so I learned a while back to shift that word nervous to excited, right, because our body reacts the exact same way to something we're excited about and something that we're nervous about. So I get excited anytime I go into any stage. That particular one, however, there was extra. There was a lot of extra Yeah. Because there was a clock. I had a 3 minute clock. Wow. And they had told me that if I go one second over, a big red buzzer's gonna go off

in the in the in the thing. Lundy like, I would be disqualified from the whole contest. So normally when I speak at an event, they're like, you know, you have 45 minutes. I'm like, okay. So I've got 45 to 47, maybe 49, if feeling it. We can go a little long, but it's never down to the second, whereas this event was literally down to the second. And so that created another layer of how do you, you know, leave the impact that you wanna make in a very, very, very small amount time. So, yeah, it

was it was awesome. Yeah. No. No pressure. Yeah. Okay. You you did make an impact, and it did. It's funny. I I watched it. And Elena had said that, you, you made her think. And everyone there even Grant got teared up and said, you know, you made him reconsider and think about who he was. And I was sitting there thinking, I'm like, goddamn, who am I? Like, you know, again, and it's, you know, we consider ourselves to know who we are. You know, we read the book We

listen to the podcast. We do the things. And even somebody is in touch with ourselves as we are, like, 3 minutes. You did that to us. So it was super impactful. Well, thank you. Thank you. Yeah. It was, I was really shocked. Initially, I thought I was talking about you know, a story of kind of, black, white, you know, just the the my experience, right, but after being on that stage or thousands of people that

reached out and said, like, I battled that too. You know, I was I was born in in Scotland, but I grew up in Switzerland or I was born with money, but I grew up in poor neighborhood or, like, like, the, everyone, it seems, that that that reached out at some point in their lives Haddock some sort of identity issue where they didn't feel like they belonged. Right? and I think it's even more rampant nowadays with things like social media and these are like reels and all this

comparison and so on and so forth. So It was, I was thankful that god put that message on my heart to Shasta, and it seemed like it it made an impact because I won. Let's go. Yes. So amazing. So excited for you. and you and you earned every bit of it. That was that was phenomenal. So so I have a little bit of a fun question for you that we're

curious about. right now in this moment, if you could have tickets to any concert or see anybody speak or tickets to anything at this point in time, where what would it be to? Oh, man. I don't know because I, usually, if I wanna go see something, I figure out a way to make it happen. Right? So I think probably Taylor Swift, like -- Okay. -- that concert, what what they've done what she's done for that

brand. Mhmm. And from the marketing side of it, I was gonna take my daughter, but it just didn't work out Timing wise. but Taylor Taylor Swift is a she's just a legend. She's an icon man. So I'm I'm inspired by her gift a, and then I am inspired by her business savvy or at least the business savvy of the people around her. I think it's absolutely incredible. So front row, little Taylor Swift action. I think those tickets were like $20 a piece or something. So front row,

Taylor Swift, that would probably be it. So if you got extra tickets, just let me know. I'm your guy. Sounds like Glenn needs to take his daughters on a daddy daughter date to a Taylor Swift concert. So I we looked it up. I was gonna take Savannah and, I the cheapest ticket in the house was, like, $5, like, cheapest ticket, like, no those Yeah. You gotta remember. I got 6 daughters. Yeah. I got sick. I got 6 of them. Alright? So you have to be

careful putting things out like takes these broad terms. No. It's like, it's a god term. That's how that works. There you go. Shasta good idea. He says go to Europe for Taylor. It's way cheaper. Oh. Yeah. That's actually smart, Chris. I'm actually, I'm that's a good idea. We'll we'll look that up. I'm taking my daughter Savannah to, Italy in September for her birthday. So maybe maybe Taylor will be over there somewhere at that be

great. That's exciting. Robins says, do the daughter, Lyle. Thanks for that. Okay. You don't mind. They each keep their turn. They all get to do pretty amazing things. We try to we have a big family, and so it's very important to me that it's very important to me that, each of my children still feel their individuality and are allowed to be individuals. And so every year, I take each of my kids on a little 48 hour daddy daughter. They they pick the

location. They're allowed to pick anywhere they want, but they have a 48 hour window. So I'm like, if you pick you know, California, it's gonna take us 14 hours to get there and 14 hours to get back. So that only leaves you like 20 hours. So normally they pick, you know, places fairly close, Disney World or, things like that. But every year, I try to do 48 hours 1 on 1 with each of the kids. so that they can get that individual experience.

That reminded me of whenever Adam Marlboro posts pictures of his daughter, like, in front of Gucci or Louis Vuitton I did not imagine having 6. Oh my gosh. I have 3. I have 3. Adam's daughters are great, man. Adam came out. He brought his daughters to, we have a big 4th July, event at our house every every year. It's my favorite holiday. It's we have a big event. We invite community, and friends, and family, and so on and so forth. And, Adam Marberger brought his, his his wife girlfriend that --

Mhmm. and then their kids, and they came out and spent a couple days with us in Kentucky. It was amazing. They're incredible. The young Lundy absolutely incredible young ladies. Awesome. Awesome. I've heard about your, your 4th July event. It's, it's famous. I think automotive worldwide. It's a it's a pretty big deal. We go all out live band and bouncy houses for the kids and, ridiculous fireworks show because I'm ridiculous when I go to that kind of thing. Janelle went 1 year. Mhmm.

I believe you had the Roper Kia crew? Yes. Roper Kias come out. We just well, that's how we roll. That's how we roll. 4 to 6 months. That's our day. So that that leads into, you know, making sure that you you have all the time with your with your kids, your daughters, especially, what is the hardest balance with with as much time as you give to your dealers, to the people who follow rising grind, and with having 8 kids, a devoted wife,

what has been the hardest part for you of finding a work life balance? Yeah. So There's 2 aspects of that. Right? The the the hardest, like, the the physically hardest part is, you know, now I wake up at 3:20 in the morning. so that I have time to invest in myself, before I go investing into, others in the world. And so Shasta adjusting from, you know, when I was in the dealership world, I'd wake up at, like, 6, and then it became, like, 5:30 and then 5 Lundy then 4:34 And now I'm looking at

my wife, like, who how did I sign up? Like, who signed me up for the 3:20 AM? Yeah. This is a very interesting slot here. So, physically, that been the most challenging, but the most important thing that I've learned Lundy that I'll share is I don't believe in balance. Lundy, again, like I said, kind of at the beginning, our words have so much power. Right? I've been studying words a lot the last few years of my life. Lundy

here's what I found while I was studying words. I found that there was never enough time for everything. Right? And I always felt like, busy Lundy felt like there was never enough time. And so I started really looking at my, my calendar and my language, and here's what I noticed. I noticed that I would invest in my business, and I was expecting a return, right? I I if you're gonna invest, you expect a return So then I would invest in the stock market, and

I would expect a return. Right? I would invest in, you know, self development or whatever, and I would expect to return. Mhmm. But then when I was talking about my family or other things, I would say I'm gonna spend time with my kids. I'm gonna spend time with my wife. I'm gonna spend time at the gym. I'm gonna spend time watching Netflix. Right? And the word spend is a deficit. It's a negative, and it also has no expectation of a return. So I made a shift and was like, oh,

wait a minute. If I make sure that everything I do is an investment with an adaptation of a return. It changes everything. Right? So I started looking at it and I'm like, oh, if I invest 15 seconds eye to eye with my daughter Willow and make her feel seen heard insignificant. She didn't wanna spend more time than than that with dad anyway. She's like, I'm doing the next thing. Right? But if I constantly tell her hold on later, I'm on the phone or whatever, like,

she falls. She she clams up. Right? I get a massive return out of Willow if I just take 15 seconds. It doesn't take a long time. You just gotta make her feel seen her insignificant. in my business with my dealers, I invest 2 hours live every single week with my dealers. Now they can call me. They can text me. Right. so on and so forth. They know they have access to me, but I intentionally invest every Tuesday at 2 o'clock, actually, as soon as I get done with this today. and

every Wednesday at 2 o'clock. I'm live with my dealers. Now I could have other people do that. I could have, you know, other team members do it, so on and so forth. I'm like, no. No. If I invest those 2 hours a week, my dealers feel seen, heard, and significant. Mhmm. Get that connection with me. It doesn't have to be 20 hours a week. It doesn't have to be 40 hours a week. don't have to be in their stores.

I used to do all this in store stuff. Right? And so I'd leave the house at 3 o'clock on Tuesday, fly to wherever, stay in a hotel, then Wednesday, I'd spend all day at the dealership. And then the dealer would the dealer would feel like he had to take me to dinner because I was in pounds. So then we go to dinner, and then we do that. And then the next day, I'd have to go back to the

airport and and spend all this time in the airport. to fly back home. I'd be away from my family for like 48 hours to get realistically a couple hours of work done. Mhmm. especially when you're in a store, these dealers are dealing with all the things they gotta deal with. Right? So it's just not efficient. It's not effective. So I'm like, well, how can I invest time where we're gonna get a return Lundy the dealer appreciates it actually more because

they wanna they wanna save time too. Right? So I found that my business can thrive with a 2 hour a week investment of live time. Now I also do research Lundy there's lots of calls. You know, I'm I'm I'm productive at all times, but once I figured that part out, I'm like, oh, there's time for everything. Mhmm. As long as you're seeking a return, like, if you're gonna go to the gym, don't go spend an hour at the gym post Lundy selfies and lifting a

couple weights. Right. Invest 20 minutes, freaking. Getting as hard as you can. Right? Like, where you're freaking pouring sweat, you'll get a better return at 20 minutes of invested time than when you than when you spend an hour at the gym. So that's been the biggest shift for me that I love to share with everybody out there is eradicate

the word spin from your vocabulary. Only invest your money, invest your time, invest your energy, invest your efforts, expect a return do it with the intention of getting a return, and you'll find it. There's time for it all. I love that. I don't I don't

even know how to follow that. Like, that That was the perfect answer. I mean, I think that and I I hate to even put this stigma out there because we're trying to break the stigma, but I think there's a different expectation on us as women to to be there just with our kids and, you know, to to maintain that motherly role. and it's it's harder to to prove

Yes. We're still spending time with our kids. Like, you see us out here working, you see us running a podcast, but then there's literally people in our family who are like, do you know you still have children? Oh, yes. You're like, yeah. We know. They literally say that. You know, you still have children. Why are you still at work at 4:35 o'clock? Well, because I'm out here building my

building our life for them. Yeah. time zone. I think I think, you know, first of all, who gives, you know, I don't know if you guys cuss on the show or not, but -- Yes. Yeah. -- who gives a shit about what they're looking at. Okay. Let's just be right there. But the real tale, the real what what's really important is how the kids are responding to what you're doing. Right? So I, you know, I get up at 3:20 in the morning. I leave the house at 4:30 in the morning. I do a show.

I go back home. you know, I work out, I go back home, and maybe I I see the kids in the morning, maybe I don't. Right? it just depends on what they've got going on. And then I invest time in the evening. Mhmm. Whatever it is that I get home, I invest time in the evening with the kids. And what I never do is I never say I shouldn't say never. There's been a time or 2. 99% of the time. I my kids will ask for something, and the answer is not I'm too tired. I work too hard. I

had a long day. And I see I see a lot of people doing that They'll invest a lot in the business, and then they'll go home and say, and sit on the couch and watch Netflix for 4 hours. and they're not making the same investment at the at at home. It's right. business. And the kids, you can tell by the response from the kids. Right? If the kids are growing and thriving, and we're making the proper investment. I went on Sunday and took 10 kids to

Barbie. Alright? Went to the Barbie movie. which taking 10 kids to the movie is a pretty regular thing for me because I haven't got a lot of babies Lundy they have friends, but I took 10 kids to the to the to the movie. Now, that was after running sixteen miles in the morning for my marathon training. That was after we did

church, right, investing time with my wife. And then in the evening, I could have easily been like, dude, I'm toast stays out, but instead in my head, I'm like, I gotta make sure I'm getting a return from these kids. So let's go take them to Barbie of all things. Let's go take them to the Barbie movie, which I actually enjoyed and learn some things from. but pour it into the get that investment from them. My kids are happy. They love dad. They they're they're they're joyful, so I'm getting a

return. Right? So that would be the only thing I'd say to hardworking ladies like yourself that are, you know, working the podcast, working the business, working at home, doing all of those things. Focus on the return. If you are getting a return, then tell everyone else to go suck an egg for lack of better words. if not, though, it is something you gotta pay attention to. Right. because this industry can this industry is known for divorces, estranged children,

affairs, all of these things. And it springs from going to work at 8 o'clock in the morning, coming coming home at 9 o'clock at night and working 6 days a week, and then blowing off all your other priorities along the way. And so it's not uncommon. it's not uncommon in this industry. So what we have to do is make sure we're investing what's necessary to get a return Lundy making those things a priority. My children are absolutely priority number 1. And as long as I'm getting a return

from that, then we can go into the other things. I love that. And while we're on that topic of your kids and the industry, you know, when your daughters grow up, automotive industry or no, way, whatever they wanna do, man. I am of the camp that our children are given to us. But, how do I word this without getting too crazy. you know, god plant seeds Lundy each individual seed is gonna grow into what it's gonna grow

into. And I feel like those seeds are planted. You know, my my kids were planted in this garden because there's something that they can learn or some sort of guidance that they need along the way in order for them to fulfill their journey, whatever their journey is. So it's not my job to, point them in a direction. Instead, it's my job to to, like, I watch my kids. I stare at my kids. I'm like, what is what is that kid good at? What is what do they seem to

naturally be compelled to do. My daughter, Savannah, she's a natural leader. She's always choreographed in things. She's great with all her brothers and sisters. Like, she's natural. So she comes with me, you know, when we go to dealerships or or on trips, speaking events, things like that, because I know she's a leader. So I just wanna sprinkle all that leader dust around her and let her know that she's gonna she can lead her whole life. She can she doesn't have to

follow a single time if she doesn't want to. but maybe she chooses to lead in business. Maybe she chooses to lead in her home. Maybe she chooses to lead. You know, that'll be up to her. So I would love for all of them to continue on in the automotive industry. I think it's the best industry on the planet. with that said, though, the individual paths will be what they will be, and I will support them along the way as best I can. Absolutely. I

love that. Was Savannah the 1, I, listened to a podcast that you were on. And, you were talking about you had taken one of your daughters to the office with you one day, and she had gone through all of your old drop drop files and throwing them into AI and made you a bunch of short reels. Was that Savannah? Yeah. That's Savannah. She's she's she's cutting, like, 50 wheels a week of using AI tools. Nice. How old is she? she'll be 14 in September.

Wow. That's impressive. She's the one I'm wearing. She's the one going to Italy with me. She's my she's my road doll. She loves to travel. That is so awesome. I love that. Does she show any interest of you know, going towards automotive, Lundy I know, you know, 13, there's, I mean, you hardly know anything about cars. You're not driving yet or anything, but she show any interest in, you know, what you do further more than the leadership things? she's very interested in the business. Lundy she

likes money like her daddy. So she's she's interested in the business. And I think to her, like, when she looks at my life, I think she looks and goes dad got dad's got pretty cool life. Like, dad's traveling. He's in these places. He's at these events. He's around these people. so on and so forth. So I do see the, the glimmer in her eyes around the auto industry. now keep in mind, she has a very surface level image of what the auto industry is. So we'll see as it goes forward,

but I could see her you know, stepping over into this round. My son, he likes to hang out and do a lot of that stuff too, but he's he's a different cat. Like, he'll he'll tell you straight up he wants to be a farmer. He wants to be he wants to own his own cleaning service. Lundy, he creates farmer cleaning service preacher and maybe own a car dealership is what he told me. And maybe I think he just threw that one in for debt. Yeah. you know, he's pretty different. He's

11. Awesome. Yeah. He's 11. He's a hard worker. Like, Savannah is incredibly talented at everything, but doesn't necessarily have high drive work ethic. like, that's not her natural thing. She would rather delegate just you go do. my son's the opposite. He's is never naturally gifted or talented, like, in athletics and whatnot. He's never naturally gifted or talented. Lundy so he usually starts every season as one of the lower players on the team, and he ends every season

as the best player on the team because he just outworks everybody. Like, he will just work. Like, he loves to freaking work. That's I love that. If it can me, I'll get it done. And so we do that. Like, in our house, things are not you know, balanced. All the kids have different chores. Joel does more work around the house than anybody, and that's because he loves to work. he thrives in it. We don't have to beat him over the head for it. Right? Savannah does more with the kids than

anybody. Like, she loves leading the kids. things like that. So we let the kids go into their zones of genius. It's, it's important. It's gotta be just the most fun thing with having 8 kids watching their dynamics with each other and watching all of their different

personalities. Like, I only have 2. So I only have 2 personalities to watch, and they're almost identical, but watching 8 different personalities that that come from, you know, being raised the same in the same household and just watching them just go all sorts of different directions and have such different personalities. It's gotta be wild. That's how to, like, honestly, that's, It's like, what kind of thing come? I knew god I knew god was real,

but, like, god's real, bro. Yeah. Like, if you can have all those people in the exact same environment, Lundy they literally are all completely different. And and that to me is like, okay. So it's not environmental. It's not genes. you know, you can't they have the same genetics, the same parents. They live in the same house. they go to the same school because they're all homeschooled, like, everything's the same Lundy no two of them are are are are are even

close to the same in personalities. It's amazing. That's awesome. I love that. I do too. You're such a lucky dad. I agree. That's amazing. You have you have a you have such a beautiful family, and I know you know, you have your own chicken charge at home. You know, Leslie is super human. She's super human. I mean, I think I saw somewhere that you said that she had been pregnant or breastfeeding your entire marriage? Yeah. So so she just stopped nursing,

Caroline, I guess about 6 weeks ago. So up until that point, she had been pregnant or nursing all but 5 months out of the last 15 years. Wow. That's a lot. my heaven. Crazy. Right? And she homeschools, doesn't she? She homeschools all of them. Yeah. Through that whole time too. Yeah. Most of that time anyway. like Yeah. She's been homeschooling, so Savannah's 14. She's been homeschooling for 8 years now. Yeah. No. Nothing to make me feel like an underachiever.

I know. I'm like, that is amazing. Like, I get I think just to think that one human being can do all of that in such a short amount of time, like, is almost inconceivable. It really is investment, man. I'm telling you this is this this understanding the difference between spending and investing is always a game changer. So public school, typical public school, right, ex and especially if you have a bus rider, right, kid leaves at whatever time, 6:30, 7 o'clock in the

morning, catches a bus, goes to the school. once they get to the school, then they gotta walk to their locker. They gotta go do the thing. They gotta walk to their class. They gotta so on and so forth. Right? And then they've got recess or they've got Lundy. They've got breaks. They've got homerooms. They've got all this space in between classes. Right? And then school gets out at 3:30 or whatever, 3 o'clock. whatever time it is. They jump on a bus. They come back home. So school feels like

an 8 hour deal. That's what it feels like. Right? It's a 7 in the morning till 3 in the afternoon or 7 in the morning till 4 in the afternoon. So in the in the schools, I grew up in public school is like an 8 to 9 hour deal. Did homeschool it's it's not, like, she starts homeschooling at 9 AM ish, and she invests 3 to 4 hours directly each day. And in those 3 to 4 hours, it's there's none of the other Shasta. Right? Like, it's not all this other

filler and walk into classes and so on and so forth. So my wife takes a 2 to 3 hour nap. 4 to 7 days a week. Like, she gets she gets a net. Like, there the the the time is there because she's investing the kids Right? She invests time in herself in the morning. She invests in the kids, and then she gets a, like, a nap to to

keep rolling. Right? and then she'll get up Lundy she'll do dinner and she'll do her garden and, you know, all all the other Shasta, but she understands that things don't take as long as we make them make them out to take if you're intentional about it. And my daughter just tested. We were a little nervous because she did a test. she's going into a co op program where she'll have she'll be homeschooled, but then she'll also have a a

classroom type school. And, she she she tested to see if she could be in pre algebra, and we were all a little nervous because this is her first, like, test versus, you know, kind of the schools. And they came back and they were like, she should probably test for regular algebra. So she went and talked with her regular algebra, and she got in to regular MacBook, right,

at thirteen years old. And so at 2 to 3 hours a day consistently over the last however many years, you know, she's just as adaptive not more than a lot of other kids her age in these in these subjects. And it doesn't take 8, 9 hours a day to do it. And it took half the amount of hours in a day -- Mhmm. -- that any other kid that's -- That's right. -- wild. How much time are we wasting a school doing crap? We don't need to do. dude. It's a lot. When you really start to look at it, it's a

lot. Now don't get me wrong. There's benefits of friends and relationships and the conversations in the hallways, but you know, we we have a lot of kids in the neighborhoods. Our kids are very socialized Lundy they're in gymnastics and dance and soccer and you know, all all of those things too. but I think it's actually interesting. I was watching the thing this morning So Henry Ford is known to be the founder of the the 40 hour work

week. Right? I've heard that. Mhmm. And that was back, you know, they out model t Lundy so, you know, it all started in 1903 Lundy from the factory assembly lines, industrial revolution, 1920s at a Shasta forward. It's been a 100 Lundy something years, and we are all still functioning, like, on this clock that was created 100 plus years ago by these factories. Right? So we're attaching our value to time. We're attaching results to time. We're Lundy and and technology has

evolved so much. I mean, look at the auto industry. Mhmm. 1973, NADA said, a good car salesperson will sell you 10 to 12 cars a month. Right? They said that back in 1973. That's one car every 2 to 3 days. Well, if you look at our industry Lundy 90% of the dealerships in the country, guess how many cars salespeople sell? 10 to 12 cars a month. one car every 1 to 3 days. Why? Cause that was the model that was released back then.

Well, you would think 50 years later with internet, social media, AI tools, with all of that, you would think we'd be able to sell more cars now than we sold 50 years ago, but it's not the case because everybody's still attaching things to time. Yeah. Lundy not investing the time to say, how can we do this more efficiently leveraging tools and technology in powerful way. So we don't have to run from 8 in the morning till 10 o'clock

at night, 6 days a week, and a lot stores open on Sundays. Right? Like, it it doesn't make sense for a dealership today to be doing the same as they were 5 years ago, 10 years ago, 10 years ago, 20 years ago, like, it makes 0 sense. Your efficiency should be getting better. We should be able to create environments for a people where they can come in, get the job done, and get out. Right? Like, serve our customers in a in efficient way. Like, it shouldn't take

3 hours to buy a car, and it still does. No matter what, any dealership tells you, it still takes freaking 3 hours to buy a car, which is crazy. It's nuts, man. 2 full length feature films. And that's if the customer knows what they want. they want it takes even longer. Right? So it's just really interesting. Once we started to examine some of these beliefs that we have. It's like, oh, wait a minute. These things don't take that much time. And people will pay you more

the faster you can get them a result. That's what I'm telling you. Right? because everyone else is like, I need more time. So get me a result. I'd rather pay So I would pay, I know I'm talking a lot. I'm sorry. So you're okay. Oh, you're okay. We're enjoying it. I think it was Hermozi who was talking about this. Like, the reason people do you have does anybody, I'm I'm guessing there's some people watching.

If you have a a membership to a gym. You know, go ahead and put it down there in the in in the chat if you have a membership to a gym. There's there's Now now also put in the chat if you actually use your membership to the gym. Yeah. Most people most people know, right? So it's crazy. When it comes to fitness, when it comes to fitness, people don't wanna pay much. Right? A membership to a gym's 19 bucks a month, 29 bucks a month,

49 bucks a month, whatever it is. And that's because the promise of a membership of the gym is if you come to the gym every day for a long period of time, you will get fit. Right? Like, that's the promise of the gym. So you don't pay much for that. because they're like, oh, that's a lot of work, and it's gonna take a lot of time. So I'll may maybe get a membership, but it's gonna be I'm not paying much for that. Right? Then you look at something like liposuction.

they're like, hey, it's $5000. You're gonna go to sleep for an hour, and you're gonna lose £50. And people are like, yeah. I'll do that. I'll pay $5 for that because I don't have to do any work and doesn't take any time. Well, the same is true for us in business. If you can get somebody a result back or they will pay more for it because they

value that. Right? They value that time. So those are some of the things that we've worked on in our home and our business and that we've learned over the last few years that help increase these efficiencies so we can get more done. Yeah. And that that comparison, I, I had actually heard heard you make that same comparison in another podcast, and that was so eye opening to me because, honestly, a few months ago, I probably would have been in the same boat. Like, I would have been the Yes.

Take the £50 off of me now because I'm I would I would constantly say I don't have enough hours in the day. Like, I just can't do it, and I'm totally talking to the wrong person when I say, I'm hours of the day, but I wasn't prioritizing my time and, you know, making the investments where I need to make. And It's it I mean, it's a problem with everybody. Like, they don't they don't know what you can do with an extra hour, with an extra 20 minutes here and there. where you can fit that exercise

in and burn those extra calories and do those extra things. It doesn't even have to be a gym. I do more workouts at home and walking around my neighborhood. We have, a whole bunch of dumbbells and exercise stuff at our house. I've had a gym membership for 3 years, and I think I haven't gone into. And I'm just too ashamed because I know the owners, I'm too ashamed to go cancel it. Right. Oh my god. That's that's what it is. I'm like, oh, sorry. But, yeah, it's

it's discipline. I don't want to drive to the gym because it's further away from my house now that I don't live near there anymore, and I would rather just go walk around the neighborhood or do the work out of my house. It's a lot of work. not convenient. Right? It's not convenient. And we understand that as a consumer, but yet, in the auto industry, we're still doing everything in our power to inconvenience people and wondering why they're asking for discounts

or beating us over the head or why our margins are down. And it it's it's it's it's the exact same thing, man. if it's inconvenient, then people, it's not as valuable. Right. The more valuable it is. I think it's really, really simple. Lundy I think we have a tremendous opportunity in this industry to really increase are worth Lundy value. We've been valuable to humanity,

you know, for over a 100 years in a lot of ways. but with modern tools and the resources we have now, like, man, we should be propelling into the future. People should be more. It's like instead of being the 2nd most hated thing to do versus going to the dentist, we should be like, the second favorite thing -- Yes. -- for people to do. They're like, yeah, we can go hardcore. I wanna see somebody on the side of the street. They just got in an accident. Nobody got hurt. Their car's

clearly totaled. And they're like, yes. We can to go to the dealership. Like, you know, like, that's that's how it should be. Yeah. And, like, and not just for our consumers, but for our employees as well. a really cool fun industry. We just gotta get with the program. Mhmm. Yeah. And that same excitement to sell a car and to service a car and do, fund a deal. All of the things, like, you should be that excited to go in every day and get to help

the people that you do. No doubt. No doubt. We got a question here from Michael Clark in question for Mister Lundy. Do you think dealership would be better served focused on their internal or external to utilize technology to grow business. That's a very large loaded question. Yeah. Did would the dealership be better served focusing on their internal or external to utilize technology to grow business. I'm thinking this is like a marketing thing, like in grow an internal marketing department or

My wife, you're still here. Throw us another comment to give us a little more details. Yeah. I think that, you know, the answers the answers, they go hand in hand is is is really the answer So if we focus on if we focus on utilizing technology better internally, right, then

our employees get a better experience. which ultimately trickles down into a better experience for the customer because the happier our employees are, the happier the customers are gonna be and effectively that technology will trickle to the outside. Now on the other side of that, if we focus on external technologies, making sure that the customer's experience is seamless, right, then at that point, it makes our employees happier too

because the customer's happier over selling more cars. So they kinda go go hand in hand. You can work it from both sides. The key is to be intentional about investing time with an expectation of a return on that investment in moving the dealership forward as an entity, right, the the consumer experience, the employee experience, the owner experienced all of that should be moving in a positive direction as a whole. That's a great answer. Mhmm. Oh, well, thanks.

What was that? Michael, if you have any follow-up questions, pop it back in there, but didn't see you pop anything else Lundy, so I hope that I hope that answered it. So, every every time you, move your head, I see a little something behind you. was waiting for you to -- that I need to address. Do a do a little bob and wait for me real quick. No? You don't want to did you just mute yourself? Oh, I didn't mean to eat it while I was drinking. Yeah. That that thing behind you then.

So, So I don't know if you know this about us, but we're, conveniently located in Missouri. And, Yeah. That makes us Chiefs fans. So what'd you say makes you cheater fans? cheap cheap fans? Did you say cheat fans? We were going with fighting words already. day. I thought is that not what you said? I'm sorry. Maybe I heard that wrong. It sounded like the cheat fans. Super Bowl winning champions. Is that what you said? Yeah.

Multiple times. No. You guys, you know, Patrick Mahomes. That whole team is phenomenal, man. Oh. Absolutely incredible. So far, the wide so entertaining. So great for the NFL. Like, I I love it. I love what you guys doing out there. You know, I am a of Raider fandom and have been for 40 years. you know, and so runs in the blood. And every time I think about getting rid of, you know, the raters, then my daughter or all the kids, they remind me that, like, every gift anybody's ever

given me for the last 20 years of my life is -- Mister Raider. -- trainers. Right? I got a autograph raider's helmets and been pictured and frames, and we've got all the jerseys and the clothes. And so my daughter's like, what are you gonna do? Just throw all those

gifts out. I'm like, ah, yeah. I guess will stay a victim of Raider, Raider fandom for for a while longer, but that doesn't mean we can't respect and appreciate Patrick Mahomes and and and the rest of that team, and it's really been phenomenal run the last the last really 6, what, 7

years. Yeah. Mhmm. I mean, there's so many good teams. I mean, this was this last season was so phenomenal to watch as, you know, the last round of quarterbacks for hire, you know, ruthless burgers out, braze out, you know, we still have Rogers Lundy he's hanging in there as long as he can. But, you know, we've we've got a lot of people making some moves in there and, as a Raiders fan, or do you do you actively watch during the seasons? So I will How many universities do I ask? What's that?

I know you're busy is why I ask. Yeah. So I I will invest, you know, a couple hours usually on Lundy. for a little bit of football. I do find I find joy in that. and it's something that my son and I do together. So Joel, like, to watch football. And him and I go to, you know, we've gone to multiple football games. We go to Saints

games and Raiders games Lundy and things like that. So the experience that I get with him, is my return, right, the return that I get on that but it's not like it used to be. I mean, I got Lee. I used to do the Fantasy Football thing, and I'd be locked in. Like, don't talk to me from, 1 PM until, you know, midnight I was just gone into football lane. Yep. But now I'll try to catch the Raiders games when I can and and, you know, do a little red zone network

throughout the Lundy. Yeah. That's it's there's something about Sundays. I hate, Sundays when when football season's not happening. except for me. So so how are you feeling? I know that it's big news with the Raiders getting Jimmy Garoppolo this year. So how are how are you feeling? He's honestly a great quarterback. I think that his leadership skills are much better than I feel Derek cars were. So how are you feeling about that as, somebody

who's a little bit more familiar with the Raiders than even I am? Yeah. They're gonna suck. It's gonna be awful. They're they're gonna be terrible. Yeah. It's, they're they're gonna be terrible. We we, you know, when when Derek car first came out and was leading Lundy he was leading strong, and we ran in ran ran to the playoffs, and then he ended up breaking his leg. all my hopes of anything happening through the Raiders the next decade, like, died

in that moment. and then from there, it just got worse and worse and worse with the the gruden stuff and the Yeah. But their leadership is just awful, man. The the leader, the the not the leadership necessarily on the field. The lead, the the business side leadership is just it's just terrible. And until they get that straight and they start to demand excellence from the top down, they're always gonna have piss poor piss poor performance. It

doesn't matter what athletes you put in those spots. And we've seen that. We've had incredible uh-uh-moneyyou know, Cleo Mack and and Mari and all these guys. We've had incredible athletes on the field, and they can't they can't win ball games And so it's it's it's very similar to the automotive world, man. You can get all the most talented salespeople and and service

techs and whatnot. in the world, but if you don't have a great owner and great leaders at the top that are on board, level 5 leaders, if you don't have that dealership doesn't move. So it's, it's gonna suck. It's gonna be another terrible year. the good news is I'll secretly and privately be cheering for, Derek Carr over there on the Saints because I think he's a good

guy. Yeah. It's, it is you know, I've never really thought about the comparison of the automotive industry to football, but now that you say that, I'm like, like, yours are starting. I'm like, wow, it actually is very similar. And the structure of, you know, teams being built Lundy

and that leadership does have to be invested from the top down. And I think that is one of those things that makes you know, the I hate to say it because I'm always gonna sound like a bandwagoner right now talking about the Chiefs, but, it's one of the things that makes the Chiefs organization great from the top down, even to Andy Reid to Patrick, to even the rest of the captains on the team, they all carry that that level of of love and leadership for each other and that sense of team ship

that they need to push each other forward. Yeah. Absolutely. It's the same. For just a second, I'm gonna step out. I keep having a coughing fit. I don't wanna keep in I'm gonna step out and let you finish it. Okay? Oh, okay. I'm so sorry. Okay. She's watching from out there. So she she's been battling a cold for, like, a week, and she she the the last show we did, she had to do the same thing. And she's like, I hope to she's

literally getting cough drops right here. She's like, I hope god. I don't start coughing during the show. I hope to god. Don't I'm not sure. It's all good, though. It's all good. At least she's so much of her out there. So but, yeah, it's, it's, you know, football is one of those things that, It's so fun. God, I hate I hate summertime when we don't have football. Like, I'm counting the days until it's back. I'm ready for it now.

It's it's the it's great. And as a company, they've done of things with the brand. I've got a lot of respect for the NFL. I to do a training in my 800% club, automotive group. I do a training called, building a $76,000,000,000 organization because that's that's what the NFL is. there were $76,000,000,000. And if you really think about it, there's a ball

Lundy there's a field. And with a ball and a field, obviously injecting people and players and athletics and so on and so forth, they were able to build a $76,000,000,000 organization that owns a day of the week, owns a night of the week. It's Monday night football, and is on its way to owning Thursdays if they can get that figured out. Right? But if the at its simplest form, it's a game with a ball in a field.

If they can do that with a with a with a ball and a field, why why can't we build $76,000,000,000 organizations in the automotive industry? We've got cool cars. We've got amazing products. We've got -- Yep. we can we can involve and engage even more people, everybody buys a car. At some point or another in their life, you know, 95% of humans in America, anyway, are gonna end up buying a

buying a vehicle. And so, you know, football's only gonna only cater to a smaller audience, really, an audience of people that like sports or, you know, are connected to somebody that likes sports. So we've really break down what the NFL has done in order to build a $76,000,000,000 organization between the way they highlight their players between the community efforts that they do, the stories that they

tell. NFL films is one of the most famous film companies in the history of film because they put together these credible stories, right, that are captivating for anyone to watch, whether you're a football fan or not. You can you just the story of Jerry Rice attacking the hill. Right? Story of the player whose mom, you know, uh-moneywas was showing up and putting their headlights out on field every night so that he could run his his

his, suicides. Right? Like, these stories are so captivating that NFL films is done that it draws in a huge crowd. So we do those comparisons because nowadays before NFL films you know, back in the seventies or whatnot, not everybody had a camera in their pocket too. Now we've all got cam cam getting cameras easy. Right? That part's easy. filings, easy, editing, easy, putting together stories is easy. We have the characters. It just takes somebody with the intention to say, Okay.

Hey. We're gonna tell these stories and we're gonna do it in a powerful way in order to be able to draw more people to our brand. Right? So it's very it's eerily similar because you have all the different positions from owner to GM to offensive coordinator, defense or coordinator, you know, you've got all these different positions just like you do Lundy dealership. Exactly. Do the same.

And if everybody takes responsibility and looks at things that way, you can build a really massive organization that makes a massive impact in the community. I I think that is a really good comparison. And I'm thinking of all the ways my marketing bring is, like, going at the same time of all the ways that dealerships can do the same thing. and ways that I've seen dealerships do that and share stories of customers. You know? and I I think I see it more so. I was raised in in subprime dealership.

But it comes from those subprime stores where it's, you know, a single mom that You know, her car crapped out on her that was twelve years old Lundy, she's gotta get the kids to school. She's gotta be able to to do all these things. but she's got bad credit because, you know, medical bills piled up and all these things. And this is the story they get to tell. Of course, you know, with her permission, but We got her approved. We got her in this brand new vehicle. We can do

it for you too. Right. and and even better if she can be the one to tell the story. Yeah. For sure. For sure. And then your players, right? Like, we fall in love with the players, We fall in love with the players only in part because of what they do on the field. We fall in love with the players because of the stories that the NFL tells us about them and shows us. Whenever you see NFL players in commercials, where do you see them? you might see a highlight of them on the

field, but then you see them in an apron serving in a soup kitchen. You might see a highlight of them on the field, but then you see them with a bunch of kids at a camp. They're throwing footballs. Right? Like, NFL does a phenomenal job of showing us these players in community. as real life human beings that we can connect with, not these elite superstars that we can't even imagine or fathom what their life's like. No. They bring us inside.

Right? They connect us. They do stories on their kids and their spouse their charities, their foundations, the things that they believe in. This is what you wish you'd be doing, man. You got all these people in your stores that care about things. Right? Let's show, but I like that. These are these are your neighbors. We we had an episode on this a few weeks back that was all about your community is your neighbors. It's, the parents of your your kids as friends.

It's your kids as teachers. All of these people who who you need to be out there interacting with are going to be not just your customers, your your future family, Right. Because it's not just customers. These are your family. These are your forever customer base that are gonna come back and service with you, come back and buy with you, and being a part of that community is giving back to them and showing them, you know, a for one that you're grateful. And for 2, Hey. I love

being a part of this community. I love, you know, what we do here and, you know, here in Joplin, Missouri. You know, we love love getting to be a part of the drop on community. And, these are the businesses that we're passionate about, and we wanna do anything that we can to make sure that you succeed. Right. That's what it's all about. I love it. 100%. I love it. I love it. 800%. 800%. Hey. I have a question about that. Is it 800% because you have

8 kids? No. I just happened to have 8 kids, which lined up with 800%. the number 8 has been in my life for a very long time for some reason. so, you know, Kobe Bryant and I were born the same year. I followed his career. never got a chance to meet him, but he was a big impact to my life. He was number 8 and you know, just the number 8 followed me forever. And then I ended up having 8 kids, and then we grew the dealership that I had the the opportunity to be a GM for we grew that dealership 800%

in less than 6 years. So 800% has just been you know, it's just that it's just it's just been the deal. It's been the deal. and so now it's become a lifestyle 800%. It's how we live. and, yeah, we love it. Everybody's popping in on that 800%. They know it. Very good. Everybody knows it. Everybody loves it, and it is

culture that everybody wants to grow by. You have created something amazing in this industry, and I, I am so glad that, you know, even for just an hour today, we got to be a part of it. and I can't wait to to watch you grow further and see all of the people who continue to be impacted by you and learn from you on a daily basis because it's it's phenomenal and to even be one of those people. So thank you. Thank you for everything you're doing for this

industry. Yes. You bet. You bet. Thank you. And thank you for this. Thanks for having me on. It's our pleasure. I know Jess isn't in here, so I'm going to have to, sign off on my own, in a world where you can be anything be kind because you never know what battles somebody else may be facing. So when you go out into the world this week, remember to light it up. I have been Shasta, and I think I'm Jess. Sorry. We've been the

chicks in charge, and Glenn Lundy, Thank you so much for coming on. We will see you again, everybody, next week. Thank you so much. Don't forget to light it up, guys. See you.