The Difference Between Losing and Being Beaten

“He who chases two rabbits catches neither.” Confucius 

In his book Essentialism, The Disciplined Pursuit of Less, Greg McKeon tells the story of Larry Gelwix, one of the most successful high school rugby coaches in history.

In thirty-five years, his Highland High School Rugby Team compiled a record of 419 wins, 10 losses, and 20 national championships! 

If you played for coach Gelwix, here’s what he would tell you:

The Leading Cause of Low Car Count at Your Shop

“We don’t see things as they are, we see them as we are.” Anais Nin

He got out of a Ford Crown Victoria with no hubcaps. He had a full shaggy beard, a white t-shirt, jeans with holes in them, and flip flops. It appeared that it had been a while since he last combed his hair!

This is how Dave Ramsey describes his sales prospect, "Chris" in his book EntreLeadership, 20 Years of Practical Business Wisdom from the Trenches. This encounter occurred back when Ramsey sold expensive custom homes as a Real Estate professional.

My Biggest Frustration With Selling Service

“It ain't what you don't know that gets you into trouble. It's what you know for sure that just ain't so.” Mark Twain

Imagine that “Cliff,” your customer, has dropped off a brown 2007 Toyota Scion with over 115,000 miles. The paint is peeling, the front bumper is missing, and the rear windshield is cracking. If you typed the word “beater” into “Google,” an image of this car would appear!

After conducting a complete courtesy check, you find that it needs over $3,500 worth of work to include front and rear brakes, the valve cover gasket, and a tune-up. Cliff’s reason for bringing the car to you was to have the oil changed and tires rotated.

Your technician has just handed you the courtesy check and complete estimate. It’s time to call Cliff and present your findings.

How to Regain Your Swagger at The Shop

“Skill and confidence are an unconquered army” George Herbert

The year was 2012 and I was frustrated. I was frustrated by the fact that I couldn’t move “Jack.” Jack is a shop owner who was failing to achieve his profit goals. He and I would speak every week, but the results didn’t change.  

We improved his pricing, but never experienced the payoff. We implemented new processes but failed to see the performance. We hired new people but didn’t enhance production. What was I missing?