Pressure, burnout, and negativity can spread through a dealership faster than ever. Joining us on today’s CBT Now episode to discuss how mindset, attitude, and energy can directly impact leadership and performance is David Long, President of David J Long Consulting, Vice President of Schumacher Chevrolet, and Founder of All Things Used Cars, to discuss his upcoming book Step Zero: Own Your Attitude, Elevate Your Approach, Master Your Energy.
Long developed the concept of “Step Zero” after realizing that successful operators often achieve strong results through vastly different sales and management processes. During his tenure with AutoNation, he observed that top-performing general managers followed different approaches yet consistently delivered results. The experience led him to conclude that success is determined less by the process itself and more by what occurs before execution.
According to Long, preparation, mindset and personal discipline ultimately determine whether a process succeeds. He argues that leaders who invest in self-awareness and intentional growth create better outcomes for themselves and their teams.
The book expands beyond automotive retail and targets readers from all walks of life. Long says many people struggle with fear, insecurity and anxiety, challenges that often limit personal and professional growth. Through Step Zero, he aims to provide practical strategies that help individuals take ownership of how they show up at work, at home and within their communities.
Leadership development
Long argues that many managers learn leadership not from strong role models but by observing poor examples, a pattern he believes ultimately limits their ability to cultivate intentional leadership skills. As a result, organizations often struggle with unclear expectations, inconsistent accountability and difficult workplace conversations.
He emphasizes that effective leadership begins with clarity. When expectations are clearly defined, teams communicate more effectively and leaders can hold employees accountable without creating unnecessary conflict.
Burnout & personal well-being
The discussion also addresses burnout, a persistent challenge across automotive retail and frames it as a symptom of neglecting personal well-being. Long encourages industry professionals to actively invest in their physical, emotional, spiritual, and financial health, arguing that employees who care for themselves outside of work handle dealership pressures more effectively.
“I really believe the things that we do to prepare ourselves is what makes for a stress less environment... Not stress-free, but stress-less.”
Rather than pursuing a stress-free environment, Long advocates creating a “stress-less” one through better habits, healthier routines and stronger mental preparation.
Dealership culture
Long warns that negativity moves quickly through organizations, often reaching new hires before positive influences do and steadily reducing overall morale. Therefore, he encourages professionals to surround themselves with growth-oriented peers who reinforce productive behaviors and attitudes.
While many people seek dramatic transformations, Long believes lasting improvement comes through small, consistent actions. Incremental changes, whether related to health, mindset or daily habits, often produce the most sustainable results over time.
Moreover, Long has applied many of these principles through All Things Used Cars Plus, the professional development platform he founded to help automotive professionals learn from industry experts. What began as a used-car-focused community has evolved into a broader educational resource covering leadership, operations, fixed operations and career development.
Today, the platform reaches thousands of automotive professionals and serves as a forum for ongoing industry education.
What’s next
Ultimately, Long plans to continue coaching dealership teams and individuals through his consulting business while maintaining leadership roles within the industry. He also expects Step Zero to expand his ability to help professionals develop stronger leadership skills and healthier approaches to both work and life.
At its core, Long emphasizes that leaders need to first focus on their mindset, attitude, and energy before enhancing processes, sales, or business outcomes. Only by doing so can sustainable growth and lasting success be achieved.
