In today’s episode of Training Camp, Chris Saraceno, president of Kelly Automotive Group and best-selling author of The Theory of 5, joins host Adam Marburger to share his professional insights on leadership development, structured routines, and the power of mentorship in the car business. A longtime mentor to Marburger and many others, he emphasizes the importance of structured leadership training, personal development, and consistent routines for achieving long-term success in the retail automotive industry.
"Ask. Look at somebody that you say, 'You know what? I like the way they think. I like their actions. I like what they have accomplished.' And what's the worst that can happen if you call them up or you reach out to them and ask them questions? Most people say yes." – Chris Saraceno
Kelly Automotive Group continues to grow, recently adding a Hyundai store in Stroudsburg, Pennsylvania. Behind the scenes, the automotive group is also doubling down on leadership development. Saraceno emphasizes the importance of incorporating outside perspectives to identify blind spots that insiders may overlook. External viewpoints challenge established routines, encourage fresh ideas, and provide objective feedback. This approach ensures the organization stays adaptable, improves processes, and continues to grow.
Saraceno reflects on the individuals he has mentored in the past who have progressed from entry-level sales roles to owning their own dealerships. One notable success story is that of a former teacher they hired who eventually became a dealer. Reflecting on his personal journey, Saraceno discusses how he transitioned from an aspiring veterinarian and wrestling coach to a marketing and communications professional in the automotive industry. His early mentors and coaches instilled in him a mindset of continuous improvement, teaching him discipline, goal-setting, and the value of mentorship early on.
His natural curiosity, instilled through sports, transferred to the car business, and he adopted a proactive learning approach. He would shadow top-performing colleagues and ask them questions to gain a deeper understanding of their mindsets. His proactive approach to continuous learning and growth became the foundation for his success.
In his book, The Theory of 5, Saraceno highlights the importance of establishing and maintaining a strong morning routine. A solid, structured routine promotes discipline and mental fortitude, translating into all aspects of an individual’s life. In his 20s through 40s, he religiously woke up at 4:00 a.m. and worked out with his mentor at 4:30 a.m. Now, in his 60s, he still starts his day with a 6:00 a.m. workout.
For young professionals just starting to explore personal development, Saraceno advises first understanding and believing in the need for development. It’s critical to remain humble, open to feedback, and embrace lifelong learning. He also encourages reaching out to potential mentors, reminding them that most people are willing to help.
