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Episode Description

Editing every picture for your digital inspections can be tedious work. Just ask Billy Catching of Aram’s Auto Repair in Fresno, CA, who makes it his personal goal to edit every single picture that is included in the inspections sent to his customers.

By doing this, he is maximizing the potential of the RO on the current visit while creating a detailed history of the vehicle and setting his shop up for more work approved on future visits as well. Stay tuned to see how he does it.

Episode Transcript

*This transcript was generated using Artificial Intelligence. Errors may occur. If you notice an error, please contact [email protected].

[Tom] – Good morning, and good afternoon. Welcome to this week’s edition, episode 51 of the Digital Shop Talk Radio. I’m Tom Dorsey. I’m here with Billy Catching from Aaron’s auto repair in Fresno, California. We’re gonna be talking picture editing, how to make more money in 2020 and Billy, welcome again buddy. Thanks a lot, it’s been, seems like it’s been forever since I’ve seen you.

[Billy] – What has it been like 50 something hours maybe, that doesn’t seem like an attorney at this point in time.

[Tom] – It does, boy, that was a long, great weekend. Yeah, we were out at Digital Shop Conference. If you missed it, watch the videos. You missed a good one. And there’s plenty, but let me tell you, there’s plenty of open tickets available for next year, so go ahead and get in line. What was your big takeaway buddy? You know, I saw you in many different roles at Digital Shop Conference, Billy.

[Billy] – This year was different for me because I gave a presentation last year. So while the experience was great, I didn’t get to attend as many breakouts as I did this year. Again, I sat in on Frank’s class, Frank, that dude’s a rock star. I really liked the way that he presents information and kind of a fun and informative format at the same time. I sat in with Fred and Kim and really enjoyed that session as well. And a learning kind of– Yeah, yeah.

[Tom] – It was great.

[Billy] – Yeah, and it was interesting. They challenge you to kind of put that into place when you’re actually learning your customers and how they want to be sold to or how to purchase, I should say. So that was fun, I really enjoyed it. Food was good. The account that the location this year was spectacular. I really enjoyed that, yeah, really enjoyed that.

[Tom] – Yeah man, I had a lot of fun hanging out with you too, buddy. I gotta tell you, how about a Saturday night? Did you have any highlights from Saturday night by any chance?

[Billy] – Yeah, so somehow or another I managed to get a guest pass to the auto vitals holiday party. I wanna call it like the Hey, we’re finally done with a conference party and–

[Tom] – Inmates escaping from the asylum–

[Billy] – Yeah, yeah, and somehow or another, I thought it was a good idea to jump on the karaoke machine with Uber and do a German version of Nina and 99 left balloons, so–

[Tom] – That was epic. And if anybody didn’t see it, I posted it on my Facebook channel so you can get in there and go ahead and take a look.

[Billy] – Yeah, I’m not so sure it’s worthy of watching again, but it’s good for a laugh.

[Tom] – Oh, that wasn’t even the highlight. You had a solo act too, didn’t you? I mean, I gotta just tell you any man who can come into a room full of people like that, I ain’t related to it seems to Miley Cyrus, blowing out those pipes. That was pretty impressive, I had to tell you, you are a man among man Billy Catching.

[Billy] – Wow, That’s fun. Yeah, Mr Belmont wanted to know if we could, if you and I could do an encore at the conference next year. I’m not sure I could get quite enough booze to do that one again.

[Tom] – Yeah, I’m sure. I’m sure it has.

[Billy] – Maybe the Bourbon boys Will help, I don’t know.

[Tom] – Oh my goodness. Hey, shout out to Ben and A Ramsey. What a fantastic time we had, those guys or something else. You know, everybody at the conference. I mean it was just a great event all the way around, man. Just like family having fun and you know, and helping each other and learning from each other. And you know, I can’t wait for the next one. I mean we gotta start having two a year maybe, who knows? East coast, West coast.

[Billy] – I wouldn’t mind, That would give me a reason to go to the East coast. Exactly, you’ve gotta time it, right?

[Tom] – Wintertime out here, summertime out there or fall or something. You know, and I just wanna give a recognition too, and a big shout out to Dustin and our producer, you know, I mean give a guy a microphone and he becomes a superstar. I need to get him on the show. What am I doing hosting this thing?

[Billy] – It was nice meeting Dustin, that’s for sure.

[Tom] – I only wish I had video. Actually, I think I’d do and I’ll be posting that soon.

– [Dustin] Yeah, I saw you with your phone out there, Tom. Yeah, I think that you got some video there for… Yeah, John lawn came over to me and said, “Tom has been a good journalist.” I guess is a good way to put it when I was up there recording everything.

[Tom] – Yeah, you know, I consider it blackmail evidence journalism. Okay, sure, it sounds better or probably something like to tell my kids, but yeah, I got plenty of footage, you know, and you’ve got to keep something in the gas tank, right? You know, so drop those things when they’re more appropriate. So, you know, keep your eyes open.

[Billy] – That’s fun.

[Tom] – You guys were awesome, man. I gotta tell you, you guys are awesome. You know, just that just, I don’t even know what to say.

[Billy] – There was some point in time there becomes a loss of words and–

[Tom] – Yeah, that came fast on Saturday night, that’s for sure. Stunningly fast, all right, let’s talk business What’s that?

[Billy] – What do you wanna talk about Tom?

[Tom] – Yeah, let’s talk business. Let’s help some folks out. So Billy, a incredible picture edit rate, right? I mean, and the most incredible thing is how you’ve been able to maintain it. It’s not just some big spike. It’s not just, you know, this is something that you’re building on. You’re growing, you can tell it’s a rock solid piece of your process. How did you get there? Because I doubt if you went from zero or 10 or 20% to me, Billy, Billy Catching, I think you ran something like 90% picture edit rate over the last 365 days, am I correct?

[Billy] – Yeah, the email that I received yesterday was warning me that I was outside my upper threshold of 75% edit rate at 93, six. So, I think that the only reason that it’s not at 100% is because I occasionally will take a day off here and there and that drops the average.

[Tom] – Is that right?

[Billy] – No, I’m teasing. I’ll miss one or two every now and then. But no, the process began with attending the conference last year and honestly it kind of started with Frank and his opening last year I believe when he was talking about the article that he wrote about the moral obligation. I’m not gonna lie, I asked my guys to take a certain amount of pictures. I don’t discourage them from taking more, and there were a certain amount of pictures that maybe I was glossing over or just hiding from the customer review. And I kind of felt like at some point in time I was kind of cheating my tech. He took the time to took those pictures or take those pictures. So either there was something in them that he wanted me to see and try and discuss with the customer. Or maybe I was just going so fast that I was assuming that those were like good pictures because I do ask them to take a certain number of good pictures in each inspection as well. And I listened to Frank and then talk. He was talking about the moral obligation. I began to just realize, you know, there’s probably been a time or two since we came onboard back in March of 17 that while letting him pictures for our customer’s car, I probably got to some point mentally where I felt like, you know, this customer’s probably not gonna wanna hear all this. There’s a reason why their cars in this condition as it sits. And and listening to Frank and talking about the moral obligation, I was like, you know what? My customers deserve to know all of the information. It’s not really fair for me to decide how they should maintain their car. It’s a much better practice to over give them information about where their car is and then let them decide. Because maybe this was the light bulb went on in my head, maybe their cars in this state of disrepair because the person that was looking at it prior wasn’t giving them this opportunity. So it’s not like your customer claims underneath their car on a creeper to do inspections. They’re trusting that the information they’re being told is accurate, it’s honest and that it’s necessary. Well, the pictures that were able to provide through auto vitals, answers in checks, all those boxes. It’s not like, if I’m telling a customer that their brake pads are only at three milimeters remaining and I’m backing that up with a gauge demonstrating that picture, there’s no longer a question. It’s, it’s not about honesty. Sure, could I take pictures of another car? I could, I guess, but that wouldn’t be that moral compass or that moral component that Frank speaks to. So, and it builds trust a lot faster because if somebody told them, “Hey, your car’s probably gonna need brakes on its next oil change.” Let’s say they were having it done somewhere else where they don’t necessarily do repairs. Maybe it’s just an oil change your place or something. Now they come in and I’m showing them, yes, that is a valid concern. Or maybe no, maybe I’m showing them their brakes are still at six millimeters remaining and yeah, you can let this go to it and put that in a future recommendation and we can discuss it on your next oil change with their arms auto repair. So I’m getting that, I’m trying to get not only to buy into the customer, I’m trying to get a buy into being a return customer.

[Tom] – Yeah, I know that’s a fantastic point, right? It’s give them all the information and give it to them in a way that they can understand it, right? Because if you don’t, they’re gonna get it anyway, he’s not gonna get it from you. Who do you think you’re gonna get it from, Billy?

[Billy] – Well they’re gonna get it from Google or somewhere else if you’re not giving them that path too. So that was one of the things that we do in our inspection reports is we also link a lot of different videos to some of our supporting product vendors so that we’re still trying to keep them on the path that the products that we like to use and for the reasons we like to use them so that they don’t have that necessary desire to go outside and start grabbing maybe bogus information or google Because let’s face it, we’re all fighting that anyway. You give them a fair price and a reason why they’re doing it. And you try and remove that desire to look for a cheaper price or look for a way to do it ’cause you’ve already done the work for them and then it just makes it easier for them to purchase the repair from you. Instead of, you know, Oh, I’ve got a cousin or an uncle or Hey, I got a coupon, I got set a Harbor freight tools in a six pack. I know I can knock them out.

[Tom] – You had no doubt about it. So you know that’s a really good point too, right? Is that you know, they’re gonna get the work done. You just have to provide them with enough information to get them to make a confident decision to buy. And if you don’t, you know, and then there they’re gonna go to Google, right? And then anything can happen on Google. You don’t wanna ever give them a chance. Second guess your advice, your expertise. And so you have to be full and complete with them. And instead of spending that 20 minutes on the phone, right? We just do it through the picture editing and provide not only the full information, but very clear in layman’s terms, right? In customer speak, what does it mean? And it’s like Bill’s mantra, right? Bill a Connor will always tell you is you have to give them, you know not only the reason, the why and the how, but what to do about it is in right in there. You don’t need to tell them that over the phone. You don’t need to twist their arm when they’re in front of you or you caught them on the phone finally. You give them the information that they need to make an action right there in the notes, in the picture edit and you explain what the next step is. And you know, I thought that was pretty brilliant, pretty slick, which you said, you know, is a way to plant the seeds for your vendor products, your BG or whatever it might be right in there. Just not, “Hey, we recommend this stuff because super good.” It’s, you’re gonna get some BG fluids, you’re gonna get these filter, whatever it might be. It’s just a assume the sale is how you’d say it in sales speak. Assume the sale and plant those seeds right there in your editing and in your notes. I think that’s really a brilliant idea, Billy. And I know it’s paying off for you buddy

[Billy] – It is, it is in tenfold. And going back to the editing, like you just stated the, the more time. Yeah, does it, is it kind of a pain sometimes to edit every picture. It is, ’cause there’s a lot of hats that I wear during the course of the day and there’s times that feels like the dam broke and the water’s all running downhill. But by taking that time, carving out that time for that customer. Tom, I can’t tell you how many times it’s like I said, it’s led to a customer buying additional repairs that maybe I, while I was type and didn’t think was ever gonna happen. And it just, it’s proofed out right there. And you know, it’s interesting in the Facebook forum, Bill Connor and I were kind of in a discussion about edit, not edit times, but by viewing times. So that’s another thing that I pride myself on as I have a very high customer research time. I think it’s somewhere just North of 300 seconds or so on average like last 30 days. But it’s been as high as like 400 and some seconds. But again, that’s because of the high edit rate and I’m giving them a lot of information those pictures. But what it does, let’s do on the backend secondarily is it does shorten the phone call time is now they’ve already come to a conclusion, “Oh, my car is in pretty rough shape. “I probably put some money into it.” Or maybe they’re already to that point where they’re done putting the money in and then we at least have a successful conversation about, well, I’m actually gonna get rid of the vehicle so I don’t wanna waste a bunch of guys as time. Can you just put it back together for me? And those are the things I’m not looking forward to. I’m much rather looking forward to them purchasing the repair. But the phone conversation time is now immensely shortened. It’s not a 15 to 20 minute, here’s why this, this, this, and this is wrong. But some of that goes back to a kind of a sidetrack here. So when you have the ability to monitor the customer research time, use that as a tool. I was talking to a lot of people at the conference that will tell me that their service advisors take the time to build out these nice inspections. They do these editing, they send them on and they’re like a race horse trying to get back to the barn. They’re chomping at the bit to get to sell that work. Relax, watch the timer, watch the customer, do the work. Don’t pick up the phone right away because you having your for doing the opportunity to digest all the information, you’ve just laid in their lap about their car, let them take in that information. Now if you see that one of the tricks that I use and I learned this from Fred last year’s conference is use that timer to your advantage in such a way that you leverage it. If you just sent that estimate and you can tell that that customer hasn’t looked at or they’ve looked at it for 20 or 30 seconds, just enough to open it and go, “Oh, that’s about my car.” And then they moved on, don’t take their phone call. You’re doing yourself and you just spent all that time doing that work. Force them to put some time in learning about the status of their car. Don’t take that phone call. I just have a convenient way of, I set the expectation of drop off. “Give me 15 to 20 minutes while I built that estimate. “Once you receive the information, give me a call.” So if they didn’t hear that, they didn’t process that at the drop off. And now 30 seconds later, I see their name come up on the caller ID. I just remind them conveniently that “I’m sorry, I do need “to still finish completing your estimate. “Can you give me an additional 10 to 15 minutes? “And by the way, please go back “and take a look at that report “so you become familiar with what we’re gonna discuss.” So I’m driving them right back to it. So, you know, sometimes they’re gonna be stubborn about it. Maybe they didn’t hear, maybe they’re preoccupied or maybe their day is so hectic. They think they don’t have time. Make them make the time that you took in building that estimate and doing the research. It would pay off.

[Tom] – And that’s a hard thing to do, right? It’s a hard thing to do. I mean, most, you know, you tell some guy, I don’t even think you are insane. You never tell me, I, you’ve never worked. You can’t tell people that you’re not gonna take their call or you’re not gonna sell them over the phone or whatever it is. But it’s a new day.

[Billy] – But again, that is a it’s a change in your habits, just like you’re trying to change your customer’s habits and how they wanna take care of their car. So you gotta be willing to put in the work too. You can’t just ask them to do all the work.

[Tom] – No, exactly. And so then, you know, so, okay. So let’s, let’s talk a little bit about, because that’s pretty, I mean, that’s impressive, right? That keeping that a high of a picture at rate, you have to have a process in place, right? You have to have kind of a step by step process that you go once you get that inspection result. Let me ask you this first, right off the back, cause it’s gonna help a lot of folks that are listening, Billy. Do you start editing the picture? Do you have the technicians start to update you before they’re done fully with the inspection so you can get ahead of the game and start editing pictures?

[Billy] – No, because we have a smaller crew, I don’t need that nest notification. I just have them submit. And then the second that they submit the inspection, I’ll go ahead and change the status to create an estimate and then I’ll take the time to just start to go through the the pictures, give descriptions as to what good, bad or indifferent, what the technician is trying to demonstrate. Again, we kind of, we have a picture process where we have a certain amount of good things. Those are easy to go through. You don’t necessarily have to draw arrows or circles or stuff. You could do a lot more verbiage just in those. So those are a quicker edit. And then as you start to get into things where the tech is trying to demonstrate a condition or a concern, then those pictures will take a little bit more time. But I will go through and make sure that I give, like I said, each picture gets, if nothing else gets a verbal description of what they’re looking at. Because that way they are at least, they’re getting somewhat of an education about what’s underneath their car, what their fluids look like, what their tires look like, what have you, even if they’re all in good, we measure them, we demonstrate and we talk about them. And then once I have all the pictures edited, I will personally take and hit the view tab so I can see exactly what’s gonna be presented to the customer. Just like it’s gonna come across on their phone or in their email, ’cause I wanna make sure I’m putting out something that looks professional. If there’s a picture or something that just doesn’t relate quite, right when it’s in a bigger format or something, then I might have the tech just retake that picture. Maybe it was a little bit blurry or something. And I’ll have them retake that picture and then I will go back and just edit it a second time and then I’ll hit the View button. If everything looks copacetic, I send it off and hit, then change it to waiting for approval. And then I start to watch the timer and then at that point the timer becomes my friend.

[Tom] – Yeah, yeah, exactly, right. And you know, if you think of it, it’s just all that timers do is racking up the amount of money that you’re increasing your AR where, you know, you have every barrel order by. So let me ask you this, in your picture policy, what do you have your technicians do? Because they gotta help you, they gotta set you up for success, I would imagine to be able to maintain that high edit rate, right? So what do you have in your picture policy? Are they using notes for shop eyes only or something like that to give you the information, Hey, this is what this picture is so that you can just bang out the customer detail.

[Billy] – Yeah, so this is a personal preference and talking a lot of people to conference. Some people encourage their texts to drop arrows and circles and put their own notes. And while I don’t think that that’s a bad thing, it just doesn’t quite work for me. I’m a little bit more of a perfectionist personally. I don’t want there to be any grammatical errors. And one of the things I’ve noticed is that when the guys are taking the pictures either on the tablet, I know some people use their cell phone. When they drop the circles or more importantly the arrows, they don’t quite always land in the right spot. So what I do is I just tell the guys, put whatever you’re describing in the shop eyes only notes. If there’s no grammatical errors or anything like that, it’s just a quick copy paste and then drop it in the customer notes and then I’ll add the arrow or a circle and change the color of it to demonstrate what the tech is trying to get across. But that’s a personal preference. But I’ve seen firsthand what it looks like. ‘Cause I told you again, I use the View button. So if I let the techs do that, it doesn’t always look the way I’d like it to. So we’ve just changed our policy. Hey, drop it here, I’ll do this with it and we move forward.

[Tom] – You know, that’s a great point. I mean that’s a great tip for people, you know, because there’s more than one way to skin a cat. So it depends on your operation, what’s gonna work best for you. But you can have them annotating the images off the tablet directly. Or like whoa Billy do you want to, just tell me what you want the customer to know right here in the shop eyes only notes and let me wordsmith it, let me put the bow on it and you get back to killing out your build hours.

[Billy] – I’ll put the lipstick on it, dress. Miley Cyrus with that lipstick on.

[Tom] – You’re gonna have to send me that video.

[Billy] – I have that one. I don’t have that one. Somebody got it though. There’s the evidence is out there. We just have to smooth it out and then, it’ll appear one day when you least expect it. You will get a lot of feedback. Yeah, you gotta like, like when I really least expect it.

[Tom] – We’ll have to do a show on it. clips from that night, you know? So let me ask you this, Billy. You’re gonna get a bunch of people are gonna in matter of fact, go ahead and fire away in the Facebook forum. Don’t be shy, you know, give us some feedback. Ask Billy some questions, you know, let them help you out. You’re gonna get folks to tell you, ” You know, that’s all great for you, Billy Catching. “But I am, you know, my car count. I have too high of a car count. I can’t do it, it’s impossible.” Right? What do you tell them folks

[Billy] – Then you need to manage your car count better because I’m serious, when I started with Aaron’s and even before we came to Auto Vitals, we had a higher car count. But because of the way that we’re choosing to edit pictures and take that time to give a more thorough, not only investigation of a customer’s vehicle, but we’re also allowing them the time to go back and make that purchase. You can’t do that if you’re running around with your hair on fire, you just can’t, you got it. For us, it was much better to take the car count down by 20, 30 cars a month. But our ARO has gone from five to 60 something to just short of 800 something. It’s been down here the last couple of weeks. But we closed the year at almost like 780. And my goal was 800. When we started with Auto Vitals and this was in March of 2017 we’re at 562 or 565. So yeah, we’re doing less. We’re maximizing it and making more. So would you rather work harder or smarter? Is what I would tell those people. So I’m not lazy by any stretch, but I’d rather use the abilities and the tools that we have and make more money with what we have than try and make it up for it by slamming two more cars through the doors.

[Tom] – Yeah, exactly, and there’s no better position to be in. Then being able to, you know, be a little, you know, picky in the customers that you do business with even, right? You don’t gotta take them all in because we know those turn into a lot of other issues sometimes, bad reviews all the way down to lawsuits, right? Because you know, whatever. And so, you know, you don’t wanna be in that death spiral that desperate, I just got to take it all in this morning. You probably going to have to transition and that. You can’t do that overnight either. But you can start and that will change the way you mark it, bring it in those folks. You know, which ones are engaged with you and which ones are really following your plan and looking at that information and planning for the future. And those are the folks who wanna see. And it’s a really great position to be in, right? To be able to make a kind of those decisions.

[Billy] – And I would ask you this question. So so to those people that would ask that question, I would ask them what their inspection rate is. Because if you’re really going that hard core, are you really making sure that you’re looking at every vehicle? I think, when we looked at the metrics at the conference, I think our inspection rate is just a couple of tenths of a percent under 90%, with like an 84 85% cent rate on those inspections. So while we do look at more cars than we actually send, I think that the only reason we have that discretion of the 6% or 7% is because that’s our older clientele and they don’t wanna mess around with a cell phone or with an email. So I can’t send them that. But my guys still do the inspections so that I can see what the car looks like and then I can still use my words, kinda go old school to still talk to those customers and make the presentation in that format. But in talking to our product advisor, Marty, he was telling me that there’s a lot of shops that hover anywhere from 30 to 45% inspection rate,

[Tom] – And the application, you know, sometimes we get guys that just wanna do their quick lube stuff, but they don’t do the general side and they’ll grow into it, right? Because it’s like anything else, right? It’s, once you start to get the results, well then you want more of it. You do more of it, you figured out. And that’s why conference and guys like you, I’ve got to tell you Bill, I really appreciate, you know and I’m sure, and I know a lot of people appreciate you man, is just the willingness to be open and share your experiences and help folks figure it out. And that’s what it’s all about, right? And so those folks that are maybe not body and all the way, they haven’t drank the Kool-aid and got up and blasted out some Miley side . Not yet, but they’ll come around.

[Billy] – Yeah, so that was another thing that was a bigger takeaway this year than last year. I mean, the first conference I attended for 2019 was great. I picked up some really good things, I brought them back and implemented some stuff right away and this conference we’re gonna make some other changes and implement some new processes and tweak some of the ones that I knew that needed some attention. But I’ve been kind of just lagging on my own part. So we’ll do that. But one of the things that that struck me, and it got mentioned quite a few different times by the presentation of people that were giving, like the opening ceremony of the guys that are presenting, you had them up on stage. It was, a lot of it was talking about teamwork, community.

[Tom] – Culture.

[Billy] – So that was the big takeaway for me is that at the end of the day, we’re all in the same boat was the term we were using. We can either bail water or we can sink. And so if we can teach each other and help each other learn how to bail water better and not let the boats sink and your business go down, but elevate your business and keep it buoyant and above the waterline. That to me is a calling. I feel like I owe my fellow men and my fellow industry compatriot. I felt like I owed that to them. You know, as a kid, I remember my grandfather telling me the day that you fail to learn or keep your mind open to learn something is the day you become dumber. So it’s true if you, you have to be willing to keep learning and keep educating yourself. Just because you do something one way doesn’t make it the best way. Maybe by hearing and listening to the way somebody else does it. Maybe you tweak your process, maybe you change your process completely because you find something that works better for you. And like you said, there’s no one way to skin the cat Verbally. So at the same time, there’s no two businesses are gonna run the same way. No two service writers are gonna do the same thing. But as long as you keep bouncing ideas off of each other and you keep trying to learn and grow from that interaction, it’s gonna make you a better person. It’s gonna make your business better.

[Tom] – Yeah, yeah, 100% right. You know, your walls won’t stay in if you build your house on sand and that’s what it’s all about. You got to get those fundamentals down. You gotta be willing to, you know, be humble and be empathetical and open your mind up to how somebody else’s approaching it. And there’s nothing wrong with, you know, taking a day or a week or a pay period, whatever it might be, in implementing some thing that you see as being successful for somebody else and get a taste of it. Maybe it’s great for you, maybe all of a sudden you have numbers like Billy Catchings hat, right? Boom, you could just see right from, you know, like you said, when you learn that stuff last year from Frank and from Fred and from everybody who spoke last year at the conference, the proof is in your BCV, you know, you can’t hide from, it was a rocket ship. And then the best part of it is you’ve maintained it, right? You’ve maintained it and grown upon it, and you can see the other influential metrics. And now, like you said, there’s lifestyle changes, right? Now, you’re not as pressured in the car counts drop, but you’re making more money and you’re in that sweet spot, man. And that’s really where everybody wants to be able to get to and it’s so hard, and a lot of times we get into our tunnel because all we have is the fires around us, right? And you to be able to step back and you know, take a breath and look around and learn from folks, folks who come on this show, folks that come out to the conferences or they go out to your 20 group meetings and things like that. Get active, participate, try it, right, try it, if it, you know what, here’s the deal. If it doesn’t work well then say that. Get on there and say, “Hey, this didn’t work for me and here’s why.” Because, you know, why it’s gonna help the next folks, you know, make those decisions just like your customers do on your reviews. Hey, this is what happened with me. Maybe it’ll happen with you or you know, I can make a decision on if it’s gonna work, it might be right for me and if it’s a good fit and then just go for it, right? And so you’ll really be able to pay it forward like that and share your success, man. There’s nothing wrong with that.

[Billy] – No, there’s, and there’s nothing wrong with being successful–

[Tom] – Rolling with it, right?

[Billy] – Being successful–

[Tom] – In California might disagree.

[Billy] – What’s that?

[Tom] – I said the state of California might disagree.

[Billy] – They just pull for taxes. They like you because then they may get more money to spend themselves, so no doubt.

[Tom] – That’s right, I just wish they’d spent some of it on the puddles, but you know, I keep wishing, I keep dreaming. Really appreciate you coming on the show, buddy. It’s always a pleasure to have you on. You are welcome here, anytime my friend, you know, really proud to call you a friend and you know, you’re part of the Auto Vitals family man. And we just like, you know, looking forward to having you back on and hearing some more of your success and seeing your story and watching you grow, man. It’s a beautiful thing.

[Billy] – Yup, thanks for having me.

[Tom] – My pleasure buddy. Hey, so I know you probably got some pictures. gonna let you get out of here. Tune in next week, same time, same place. 10:00 a.m Pacific 1:00 p.m Eastern.

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