In today’s episode of Mind Your Own Business, host Jonathan Dawson outlines three proven, practical principles that make a pivotal difference in dealership profits based on his recent Leadership Mastery Workshop.
Start with the end in mind
A successful, well-thought-out strategy must be defined with a clear end goal in mind. Having a clear, concrete vision of a goal will help leaders build better strategies and make more effective decisions.
Dawson emphasizes the importance of asking, “What is the end result that I want to accomplish?”
For example, when correcting behavior, Dawson advises leaders to focus on the desired outcome: “How do I approach the conversation in a way that fulfills that destination I’m trying to take them to?” This mindset prevents emotional, reactive decisions and makes coaching moments more meaningful and fruitful for both parties.
Dawson applies the same principle to process improvements. Instead of targeting inefficiencies alone, leaders must define the ideal outcome. In BDC lead management, for instance, Dawson points out that the goal isn’t just to set an appointment or sell a car – it’s to create a desire in the client to want to do business with the dealership. This type of strategic clarity transforms how teams operate and engage with customers.
Hire with purpose
The majority of hiring mistakes stem from a lack of intention. Vague or generic recruiting efforts often lead to misaligned hires and eventual regret. He encourages leaders to build hiring processes around the exact traits and behaviors they wish to see.
He illustrates this with a story about a manager who was frustrated that her BDC team wasn’t sending out videos despite having all the necessary tools and training. When Dawson reviewed her hiring ad, he pointed out the root of the issue: the word video didn’t appear in the job post at all. Without setting the right expectations upfront, she unintentionally hired people who weren’t aligned with her goals.
By hiring with the end in mind, leaders can attract talent that’s more likely to succeed within the culture and processes they’re building.
Remember: They’re all weirdos
The final takeaway, while at first may seem unconventional, is what separates leaders from managers. Dawson advises leaders to remember, “They’re all weirdos.” Every team member is uniquely wired, and leadership requires adapting to each person’s quirks, motivations, and strengths. Rather than expecting everyone to operate the same way, great leaders embrace individuality and lead accordingly.
Leading a team with grace, empathy, and compassion distinguishes those who manage their employees from those who inspire their teams.
"When you remember they're all weirdos, as a leader, what does that mean? It means we have empathy, we have grace, we have compassion. That doesn't mean we don't have rules, and it doesn't mean we don't have expectations. It just means we understand that they're not all gonna respond the same way."
