On the latest episode of Straight to the Point, host Frank J. Lopes is joined by Glenn Lundy, Host of Rise and Grind on Facebook. Lundy is also the host of Breakfast with Champions on Clubhouse, pioneer of the 800% Club, and former General Manager of Dan Cummins Chevrolet. While serving as GM, Dan Cummins Chevrolet sold over 1,000 vehicles per month and saw an 800% increase in sales.
Lopes gets straight to the point with Lundy by asking him if any dealer can grow their businesses by 800%. Lundy quickly responds with an emphatic “no,” to the question, saying only dealers who are willing to put in the work are able to see 800% growth in their business. While many dealers want to flip a switch, a growth of that magnitude takes time and cultivation. Dealers have to be able to look beyond 30 day windows of business to see their business grow on a large scale.
“The only dealers who are going to grow 800% are the ones that can see years into the future,” says Lundy. “You have to be able to play the infinite game and be willing to put in the work every day to get there.”
Lundy says the first step of establishing the 800% culture is for dealers to understand the biology of humans. Harvard and Stanford recently conducted a study that found that it takes 67 days for something to become a new habit. Lundy says that change doesn’t happen overnight, so dealers must be willing to be patient with their staff as they become acclimated to the new culture. Lundy believes this change in culture has to start in the morning. Dealers must establish a purposeful system that provides employees with motivation, education, and inspiration.
Lundy concludes the conversation by talking about how managers and teams can commit to 67 days of new habits. He says the process is a gradual tap, not an aggressive punch. If dealers are willing to commit to those 67 days, they will begin to see tremendous growth in every area of business in the dealership. This will allow the company to be best-positioned to take on any challenges that threaten the business. Employees will be motivated because they will see how their work impacts the big picture of the entire organization.
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