Adam Torres and Tim Kintz discuss improving sales skills.
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Show Notes:
Many sales teams could benefit from additional training especially post pandemic with business normalizing. In this episode, Adam Torres interviewed Tim Kintz, President of Kintz Group. Explore sales training and the upcoming book Tim will be launching with Mission Matters.
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About Tim Kintz
Tim Kintz has been in the Automotive industry since 1990. Tim started his career detailing cars and worked his way from lot porter to sales where he was a high achieving salesperson with a track record of success. From sales Tim was promoted to F&I where he excelled as the Top Producer with his Dealer Group. Then he worked his way to Sales Manager, General Sales Manager and General Manager. Tim also attended the NADA General Dealership Management Academy and graduated in 2000, where he gained a working knowledge of the daily operations in all aspects of dealership management.
About Kintz Group
At The Kintz Group, LLC, they believe that one size does not fit all when it comes to training. Nobody knows better than you that your business opportunities and challenges are not the same as everyone else. They identify the factors that make your dealership unique. They generate training programs for you that perfectly fit what you sell, how you sell and to whom you sell, generated to your specific needs.
The Kintz Group was founded by and is led by Tim Kintz. For years Tim has been one of the most sought after trainers and speakers in the industry and is an Amazon Best Selling author of the book Frictionless, Closing and Negotiating with Purpose. His personal experience includes 5 NADA Annual Conventions, multiple RVDA National Conventions and the Digital Dealer Conventions in Las Vegas and Orlando. Tim has also worked to help numerous State ADA’s, Dealer 20 Groups, IADA’s and has presented 1,000’s of live workshops across North America, Russia, Mexico and Puerto Rico. Anyone who has seen Tim speak knows firsthand the passion and knowledge he brings to a training program – The Kintz Group is no different.
Full Unedited Transcript
Hey, I’d like to welcome you to another episode of Mission Matters. My name is Adam Torres, and if you’d like to apply to be a guest in the show, just head on over to mission matters.com and click on Be Our Guest to Apply. All right, so today is a very special episode. We’re bringing Tim Kentz back on the show.
Tim is the president of Kent’s Automotive Group. Tim, welcome back to the show. Great. All right, Tim. So got a whole lot to talk about today. So of course we’re gonna talk about Kent’s group and all the work that you’re doing there with dealerships on automotive groups. And then of course we’re gonna be talking about the upcoming book that we’ll be launching.
I’m really excited to have you in that book. For those that maybe have caught some of the previous, or haven’t caught some of the previous episodes I’ve did, I’ve done with. Tim he’s also the author of Fearless, leading and Managing Unbreakable Teams, and he is also the author of Frictionless Closing and Negotiating With Purpose.
So we got an expert in sales on the line and we’ll get this episode started. Tim, the way that we start them all, I already know, you know, the drill with our mission matters minute. So Tim, we at Mission Matters, we amplify stories for entrepreneurs, executives, and experts. That’s our mission. Tim, what mission matters to you?
Helping, really helping salespeople and leaders. Really achieve their potential. I think so many people have more potential. I think so many people want to get better. I just don’t know if there’s the leadership out there to help leaders of leaders and leaders of followers and, you know, being, being a guy that started out washing cars and worked my way all the way up to running a dealer group, I know how.
How tough it can be, especially in the sales industry. No matter what you’re selling, you know, you, it’s, you get kicked in the teeth on a regular basis. We fail often more than we succeed. And, and having somebody out there that’s, that’s gonna give them tips, that’s gonna lift them up, that’s gonna give them the hope that there’s more out there, that they can keep getting better.
That’s ultimately, man, that’s what we’re trying to achieve at Kent Group. So I wanna, I wanna stick in those early years a little bit longer because I feel like, you know, a lot of people, especially those that may be getting started in sales at this point in their career, they may feel like they’re supposed to have it, you know, all figured out as you were kind of progressing through your career.
I don’t know how far back you wanna go, whether it was. To washing the cars or, or beginning to sell them or, you know, working in management. But like how did you know, or how did you know that like this idea of sales was something that you could learn, that you could get better at and that it was, you know, a real skill, not something that you just tried?
Man, it takes a while. You know, it’s, it’s, I can’t tell you how many times in my first probably I. Two to three years, maybe a little more than that, that I came in thinking, you know, I need to find a new job looking in the classifieds for other jobs. Man, I don’t know if sales is for me. I mean, that would, that self-doubt runs through everybody and looking at, man, maybe I should be a.
Drive a truck for UPS for a guaranteed income cuz I was on a hundred percent commission and maybe I didn’t make a lot of money. Maybe I was gonna go, heck, I remember going and interviewing to be a police officer because I thought that would be a better guaranteed income on a regular basis. And then it’s at a certain point, if you have, if you have that drive, if you can push through the pain failure, if.
Can embrace failures and learn from them. Then there’ll be that aha moment. It’ll be that paradigm shift where you’re like, you know what, I, I’m gonna get better. I’m gonna stick to this. I can do this. And then once you have that mindset that you’re committed, I always say that in sales, you got, you’ve got the chicken and the pig, right?
When you sit down, eat breakfast, and you got bacon and eggs, who’s more committed to that breakfast? The chicken or the pig? Yeah, chicken just donated the pigs all in. Well, once you get committed to being that pig being all in, that’s when you can really level up. That’s when, that’s when it becomes a career instead of just a job.
Right? Jobs for just over broke. You’re gonna be living paycheck to paycheck as long as you treat whatever you’re doing as a job. If look at career, now, you’re looking past. One week you’re looking past this month, you’re looking long term on where you wanna be. You have a purpose every day when you come in.
And I think, I think it took me three or four years and it took me having the right managers and leaders around me. And once that happened, it was just something I, you know, once you get in, you can’t get out type of thing if you’re good at it. Yeah. Yeah. And going to that idea of of leadership within the sales side of things.
So there’s gonna be, you know, one side of the coin that are, you know, the people that are doing the sales themselves. And then the leadership side, which you mentioned, you know, training leaders of leaders. Right. Like how do you know if that kind of leadership route, how do you feel if that’s for you?
Like, is there any signs you see sacrifice? Are you, do you have it in you? To really sacrifice the good of you for the good of your people. Right? Cause everybody’s not that way. It’s, it’s like in sports, you know, a great player doesn’t make a great leader. I mean, if it was in, in, in the corporate world, in sales, so often we promote our good salespeople in the management well, cause they were a good salesperson.
They’re totally opposite mindsets, and I mean, if that was the case, the Kansas City Chiefs today would announce that Patrick Mahomes is gonna be the head coach of the Kansas City Chiefs. Yeah. Mm-hmm. Well, they would never do that because they would lose results on the field. Right. Maybe it’d be a great leader, maybe not, but often great leaders aren’t necessarily the greatest top producers.
Often they’re the ones. Understand that it’s about the people, right? And it’s about the process. And everybody’s not gonna be a superstar. My job is to, is to help you be the best you possibly can. And it really comes down to are you willing to give more than you get? Yeah. And one of the things that you brought up is the idea of, of, of sales as a career.
Can you maybe expand on that a little bit more? Because I’ll tell you in my, on my, when I, when I started in sales right, right outta college, I was thinking to myself like, you know, this is something I’ll just, I’ll just kind of try. I didn’t think of it as a career. I didn’t actually even know it was a career, honestly.
I was just I was in the mortgage business. I just started you know, right outta college and I’m like, You know, this is a good way to make, make some money. And I was just hooked at a, at a really probably early point when I realized that, you know, this is something like special, it’s something different.
To me, it was like a superpower. I’m like, wow, this is like, somebody can tell you maybe no at first, but then that can be turned to a yes. With, with a little bit of education or with a little bit of, and you can do a lot of good with. People, but how many people are gonna go past that first? No. And so to me, I always looked at it and I still look at it.
It’s kind of like a superpower to me. And it’s a, it’s a, it is a game of sorts as well. But especially when you’re providing value. Like if I’m providing value to the other person’s life, which that’s a given then I feel like there’s just so much that people can do good through sales and through that.
But maybe talk to me a little bit about, you know, that idea of sales as a career, like, elaborate on that. Yeah. You know, I, I think there’s a lot of things that go into sales, kinda like you said that, that you, you, you have to believe in your product, right? Yeah. No matter what you’re saying. And if you believe in your product, then it’s almost.
The mindset of, you know, we joked around, called the Arkansas Close, but where it’s, you’d be an idiot not to get this product. I mean, you’re not an idiot, are you? Not that you say that. Yeah. That’s what your belief is, that you’re crazy not to get this. You’ve done your research, you have a need. My job here is to help fulfill that need.
And I’m passionate and I believe that yes, this is the right car for you. This is the right furniture, this is the right product for you, and I think you have to believe in it so much that. You’re willing, you know, you’re willing to convince that customer, obviously we’re there for the customer and you want to do the right thing for them.
The money’s gonna follow. I think if you get in sales and all you’re doing is chasing the money, then you’re setting yourself up to fail. Cause you’re never gonna catch it. Right. It’s, it’s always gonna be elusive. But I think if you, if you think of the customer first, if you’re thinking, delivering an exceptional experience with every customer mm-hmm.
Then you can be great at sales. You know, it’s the old saying, our salespeople, our great salespeople made or born. Yeah. You know, obviously at some point they were all born. But I think, I think yes, there’s characteristics in people that make them better at sales. Mm. Maybe it was their environment growing up, who they hung around, what they’ve been exposed to.
But I think not everybody. Okay. So you can leave all the comments out on, well, I know lots of people that would never be good at sales. Look, there’s, there’s a percentage that would never be good at sales, but if you’re committed to sales and if you like helping others mm-hmm. It can be the best in the world.
I always say that selling can be the easiest high paying job you ever have, or it can be the hardest, low paying job you ever have. It really comes down to how good you are, how committed you are to your skill, and how much you keep really improving yourself on a regular basis. And you know, most people, like you said, you got outta college, you ended up in sales.
It’s most of us, you didn’t go to college thinking you were gonna be a salesperson. Right. It’s, it’s kinda like Denny’s or ihop. Right? You never make reservations there. You just end up there at two in the morning. Yeah. Same thing in sales, but once you get in it, and once you’re committed and once you hone your craft mm-hmm.
Then you can’t imagine doing anything different. I can’t, I could never imagine punching the clock. Mm-hmm. I mean, I was a hundred percent commissioned if we didn’t sell anything when I started. You didn’t get minimum wage. Yeah. And then when they started happen to pay minimum wage, if you got a check for minimum wage, cuz you didn’t sell enough, that was your last check.
That was just kinda how it is. But it’s, I think, really always remembering sales. It’s not about don’t chase the money. Man, be there for the customers. Customers are there for a reason, no matter what you’re selling. Understand the customer help solve. It’s either a pain point or a pleasure point that you’re filling with customers.
Either something positive that they’re upgrading to, or they’re having issues with what they have and they need something better. Give them a solution and believe in that solution, and you’re gonna close a hell of a lot of deals no matter what it is. Hmm. So let, let’s spend some time. I wanna go. I wanna definitely go further into this discussion and maybe even provide the audience with, with some tools, like some things that they can think about when it comes to sales and something that they can walk away with.
But before we do that, I do wanna take a, a, a sidebar here for a moment or two and get into Kin’s group. I don’t wanna assume, I know you’ve been on the show before, but our new all of our new listeners and, and visitors, I, I don’t wanna assume they’ve seen those episodes. So maybe just give us an overview of Kent’s Group just to get, get us going there.
Yeah, we’re a full service training and, and consulting company that focuses mainly on the retail, automotive dealerships. Mm-hmm. Whether it’s sales or or management. And we have, we do end dealership type training. We have open seminars I like, we always, I like to bring fun and competition into dealerships.
Cause I think if you’re having fun and you’re having friendly competitions, it’s always a great time. That’s why when we do our open workshops, we do ’em at top golf all the time. Just cause everybody can get out, hit balls during lunch instead of being at some old hotel next to an airport that was built 40 years ago.
And, and everybody, it’s, it’s always about having fun and giving, giving the tools. The scripts, the, the mindset to whether you’re a manager or a salesperson, but getting them to them really to, to enhance their career and, and, and enhancing the customer experience, you know, with auto, auto industry. We’ve been through, man, the pandemic brought on massive amount of changes, especially with all the digital.
And it’s, you know, there’s a lot of guys out there that are lost this last year’s Easter egg trying to figure out how am I gonna survive? And that’s what, that’s what we’re here for. And we’ve got support staff that call salespeople and dealerships every day and. We’re constantly there for them. So we do, we have online training platforms and you name the the products, we have it for ’em.
Mm-hmm. Games, contests, competitions. But it’s really about bringing the fun and competition back to the dealership so we can deliver, deliver an exceptional experience for the customer. Mm-hmm. While become more profitable. Yeah. Now one of the things you mentioned is kind of like, you know, post covid and like, what happens after that?
Because when, you know, when we were in the pandemic, I mean, I, I can tell you I have a couple friends that bought cars and they were just lucky to get ’em delivered and they were just lucky to be there. And I can tell you that it was almost. Like, Hey, hey, take it or leave it. Like, this is what we got.
And if you needed a car, you were kind of stuck as as, so in my opinion, I could be wrong. I mean, correct me if I’m wrong, but maybe some of the people that started were in that part. Like they weren’t necessarily having to deal with too much competition or sales. There was a huge shortage of inventory.
Again, correct me if I’m wrong, any of this stuff. But, and the people that, and, and people that wanted the demand for cars were, were still there. So now that we’re on the other side of this, I feel like there’s probably a huge need for for some sales training and some retooling. Yeah, it’s insane.
It’s, we, we had our convention earlier this year, and it was the first time I ever remember having. Having dealers walking in our booth saying, can you help us? Wow. Cause you know, it was so, demand outweighed supply. Now if supply is getting better now it’s depending on the manufacturer, there’s still shortages with certain manufacturers, Toyota, Honda, some of the high lines still, or a little bit lower, but we’re by, by the end of this year, we’re gonna be back to pre pandemic inventory levels and it’s really gonna come down.
It’s gonna come down to the experience that you give the customer and you have good, it’s gotta be good value. And I mean, there’s so many things that are go into it that, I mean, face it. Was Adam, you wanna buy this car? Yeah. What’s the price? This is the price. Well, can you gimme a discount? No. Okay. Well, if you don’t buy this, somebody’s gonna be in here in an hour and buying it.
Yeah. It was, you had the inventory, you were selling the cars. Now it’s, it’s, it’s normalizing is what I call it. And now it really comes down to how good are you? And it’s three years.
It’s kinda like the dog that caught the car right now. What? So it’s, it’s you gotta challenge yourself to keep getting better. It’s, and look, just cause, just cause you know how to swing a golf club and hit a ball if you hadn’t golfed in three years, doesn’t mean you’re gonna be any good when you go out there to hit that ball.
You might know what to do. Yeah. But doing and knowing what to do are gonna be two different things at that point. We’re not getting into golf right now, Tim. I refuse. I know, and it doesn’t, it doesn’t matter if I go out there, it still doesn’t work. But, you know, some things I, I, I didn’t intuitively think I’m supposed to be doing, but I have a lot of fun though.
There you go. I I do keep the fun in it. But you can watch, you can sit there and watch a hundred hours of how to hit a golf ball. Absolutely. And go out on the course and still. Right. It’s the same thing. I could watch a hundred hours on how to sell, but if I don’t practice and if I don’t get the words coming out of my mouth, and if I don’t say it out loud, it doesn’t matter.
And I think, I think the difference, you know, in practice, For like hitting golf balls. My son’s 13. I love going to batting cages, hitting baseballs. Hitting golf balls is fun. Shooting free throws is fun because I get immediate feedback. I know, am I doing good or not doing good? Mm-hmm. In selling shields, it’s boring, mundane, it’s repetitive.
There’s nothing fun about practicing scripts. But you have to trust that if I practice and I learn it, it’s gonna work when I’m with the customer. Cause it’s always a lagging indicator. You get lagging results from practicing sales skills. And that, I think is the hardest part of getting good at sales. Do you have that drive and that, that passion, the practice between customers and not practice on.
Hmm. So as we as you mentioned like there’s a huge need right now, like what are some of the things that you’re seeing in the dealerships and really that you’re teaching? Like, what are some of the programs and just some of the things you’re doing to help them retool, like, like right now, you know, I hate saying this.
Back to the basics. Yeah. I hate saying back to basics, but it really is back to the basics. I mean, little things like doing a walk around on a car. Well, they haven’t had to, they couldn’t do a walk around on a car cause they didn’t have any cars. It was selling off a computer screen or a sheet of paper.
So it’s, they haven’t had to or been able to do interactive presentations. Right. So that’s very boring to work on, but it’s critical because of presentation on a vehicle or furniture or a house, anything. I have to create mental ownership before the customer will take physical or financial ownership. And if I’m not creating that mental ownership, then it’s hard to take physical or financial ownership of your product no matter what that product is.
And it’s, it’s something that we have to keep practicing closing. They haven’t had to close, they haven’t had to overcome objections to the customer saying, your price is too high, or I can get it at a dealership for $500 less down the street. Right. That hasn’t been part of what they’ve dealt with Now.
They’re gonna have to deal with it. Interest rates. Mm-hmm. Interest rates have tripled. Now all of a sudden they’re gonna have to deal with higher interest rates and higher payments. It’s just a, it’s just a math problem at that point, but even though it’s just a math problem mm-hmm. There still has to be that mental ownership.
The buy it a customer needs to wanna buy my car or my product more than I wanna sell it. That’s when’s one of the golden rules of negotiating. They need to want to buy it more than you wanna sell it. Now, you don’t wanna sell your product, but I need to create that, that, that desire from the customer. And I think things like walk arounds, closing, overcoming objections, focusing on the logical part in the negotiation and not being emotionally attached to the deal, right?
Those are all things that are so critical. Salespeople and management, quite frankly, look, management lost its mojo Managers being involved in, in deals and and having to do one-on-ones and hold training, right? I haven’t had the whole training cause the hell was I training on as a manager. All the skill sets with salespeople or managers, So Tim I, I want to we’re not gonna talk about this too much today because, we’ll, for everybody watching this, just so you know, we’ll be bringing Tim back onto the show for a second part of this two-part interview.
But we got a, we got a book coming up together and I, which I’m really excited, we’ve been working on this. I don’t know the, the past year now, I believe. It’s been, but it’s coming together. I’m really excited. We’re not quite out yet, but we will be pretty soon. And then we’ll bring you back on the show.
Of course. But speaking high level, what are some of the things you plan to present in the upcoming book? It’s really leadership, right? And, and how to, how to really maximize everybody’s potential, right? Cause that’s always a hard thing. It’s, you know, we always hear that you can’t find good people. It’s hard to hire good people, and that’s true.
It’s hard to hire good people and it’s hard to find good people. Mm-hmm. But a lot of us good people, We just haven’t spent the time to develop good people, right. Develop. Are they good people? Yes. Are they good salespeople or good employees? Maybe not. How do they become that way? Training. Right? It’s, it’s like John Maxwell always says, you know, how do, how do kids spell love?
T I m E? How do our people know that that. That we care about them. T i m E. Right. And it’s really all about how do I spend more time with my people and not just spending time, not just to check a box that, yep, I spend time with ’em, but is it, is it quality time? I always, I have managers ask, how do I know if I do a good one-on-one, how do I know that it was effective?
Mm-hmm. It’s simple. Are is, is that salesperson or whoever I did a one-on-one with, are they better at the end of it than they were at the beginning? And I think that’s, that’s things we have to look for. Cause it is hard to find good people. It’s hard to get people. Right now there’s a lot of people not working.
There’s a lot of people that already have jobs. How do we attract them? And then once we attract them, how do we retain them? Yeah. How do we keep them there and, and not just keep ’em there, but how do we keep them motivated? Right. How do you motivate the unmotivated and it’s just, Just look around, man. Go out to restaurants, go to stores.
Right now, how many people are you interacting with that aren’t motivated? Yeah. The service. You feel like you’re interrupting them to order your dinner. Yeah. Right. That’s, I see that really as an opportunity for businesses and leaders that wanna gain market share and dominate. Right now, I think we’re at a paradigm shift.
I think we’re at that kind of like outliers that mm-hmm. When Malcolm Gladwell talks about the, the tipping points when people really succeeded, and I think, I truly believe we’re at a tipping point that if you, if you look at your people, at the right people is your greatest asset, right? Mm-hmm. People always say, people are your greatest asset.
No, the right people are your greatest asset. Yeah. It’s not just having bodies, but. I truly believe that if you st stop managing your department, stop managing your company and start managing the individuals within your company, mm-hmm. That’s when you’re gonna gain market share. That’s when you’ll dominate your industry.
Mm. Yeah, I can what you’re talking about, about walking into a restaurant or something else. I’m, I feel like everybody watching this has had this experience. You’re right. Like, I can think about going into one restaurant or going to some other places where I’m like, man, am I, am I bothering them?
Like, should I have just done, gone and order this on Amazon or. Somewhere else and then and then going into some other stores or some other places, even restaurants, and you get this other experience and you’re like, oh, this is why I still like going out to eat. This is the experience. This is what, so who’s gonna get my business one versus the other.
Especially long term, it’s obvious, right? Right, right. It’s, they all give you your, they all give you the bill and it’s got the built in 10, 15, 20, 25, 30% tips already. You just have to push a button. Now you don’t even have to do a math problem, and you gotta ask yourself, why are you asking for a tip? You sucked.
It’s to ensure proper service or whatever, you know, people say on tips, well, let’s, let’s, let’s let’s make it merit based, right? Yeah. And I, I, I think that, man, you take your industry, you take your business and you start really caring about the customers. Mm-hmm. That’s when you’ll kick ass. That’s when, that’s when you’re gonna grow, man.
That’s what, what it takes right now in this, in this world. I think people want that service and they either want convenience, the Amazon style, or they want exceptional service. Yeah, for sure. That’s pretty much where we’re at. All right, Tim, so you know, you know, I can’t let you get off the line without us without us talking about fearless and frictionless.
So let’s got, gotta get some some plugs to the book there cuz they’re, cuz they’re definitely I want my audience to pick them up. I’ll they’ll be putting links in the, in the show notes too for these books. So maybe, maybe tell us a little bit more about them please. So frictionless, closing and negotiating with purpose was my first book.
It was Amazon bestseller. My timing sucked on it cause it launched at the convention February of 2020. Mm-hmm. And it’s about face-to-face selling and closing and negotiating. And then, you know, pandemic hit and we couldn’t sell face-to-face, but it’s. It’s, it’s focused on the car business, but the principles in there, the golden rules and negotiating, all that applies no matter what the industry is.
If you’re in sales, the words may be different, but the techniques and the mindset and strategies are all the same. And I think it’s, to me, it’s one of those books that you’re gonna be. You’re gonna be highlighting, underlining, you’re gonna have it dog and using on a regular basis. I think it’s a, for people in sales, and again, it’s.
If you’re not in the car business, it still applies. Mm-hmm. A hundred percent doesn’t, but 75% of it’s gonna apply no matter what you do. Yeah. And you said you One second though. You said it was bad timing per the original launch, but now it seems like perfect timing for where we’re at right now today.
Right. We’re going back to face-to-face. So now it’s even needed more so even than it was back then. The relaunch. Yeah, it’s, you’re exactly right. It’s probably more important now than it was in 2020 when it launched because of, you know, you might have been in, you might have been in sales for 20 years, but it’s the same thing.
You hadn’t actually had to hit a golf ball, right? Mm-hmm. You just know how to hit the golf ball. Same mindset. It’s there. It’s got all the tools to get you back on track, and then if you’re new. To help you get on track to know what to do. So, yeah. And now, and now unlike then there’s a, there’s this opportunity to take some real market share because those that aren’t doing things like this or aren’t retooling their, their leaders or their sales skills or all these other things like you have, you have an opportunity to gain some ground too.
Oh yeah. Absolutely. All right. Frictionless. Let’s get into that one. Fearless, this was frictionless, was closing, negotiating. Fearless is leading and managing unbreakable teams. Originally, I wanted to write Fearless first because I got a fixed management before I can fix salespeople. Mm. The only reason I did frictionless the closing negotiating one was because the need for salespeople and, and to have real tools on closing and negotiating was greater than managers need for being better leaders.
I mean, they both kind of are important, but I wanted to get something in salespeople’s hands in case they didn’t have good managers or good leaders. Mm-hmm. Yeah. Fearless though. Is this, is that management and leadership Bible To me, this is, this is, there’s not a lot of platitudes, not a lot of. A lot of characteristics of a great leader and you know, I I, there’s a lot of great books out there on leadership and I love them and I read ’em and I get it, but so often they’re not necessarily real world, right?
It’s okay. I understand how these characteristics are so important for me as a leader. But how do I handle that when I show up in the morning and I got 48 emails, I got three upset customers. I got an owner screaming at me. I got a salesperson called in sick cause his daughter’s sick. Got two guys there that are hungover.
I’ve got the service manager screaming at me cuz we got used cars that need to get fixed and now I’m supposed to. Have good character, right? Yeah. And yes, we are. But this is more of your day to day. How do you become that great leader? It’s all about really four key skills for managing is you need to be able to lead, manage, train, and coach.
How do you lead people? You manage things. You, you train for knowledge and you coach for skills. Those four areas in any industry as a manager or leader are critical. And I I, I wanted to make it a real world book that when you read it, it’s, it’s easy read and it’s for every manager out there that wants to motivate their team really, cuz it’s so, you know, I think in the past, motivating people was just throwing a bunch of money at ’em.
And that was gonna motivate them. Everybody’s not that way now, right? Mm-hmm. There’s different things make people tick, and it’s learning how to figure out what motivates each one of your people. You might have eight salespeople. Yeah. And all eight of them have different things that motivate ’em. It may be.
You may have a couple of ’em motivated by money. You might have a couple that are status, you might have a couple that they, they’re really big in social stuff and that’s what motivates them. How do you tie that into their job so you can, so, so you can get them to level up so you can motivate ’em every day when they come in.
And that’s really what fearless is all about. It’s great. Well, Tim great having the show. Can’t wait to have you back. Once our book comes out, we’ll be we’re gonna go, we’re gonna do a deeper dive into it, but for today I just have to ask, I mean, what’s next? What’s next for you? What’s next for Kins Group?
Well, we’re staying busy. We’re a lot of traveling, a lot of classes, a lot of workshops, but I am in the process of working on book number. We’re gonna be number four now. Yeah. With with the Mission Matters book. So we got three best sellers. Now we gotta get number four going. It’s gonna be more success, goal-oriented vision.
It’s, it’s gonna speak to each individual on how they can achieve whatever it is that they wanna achieve. Fantastic. And if somebody’s watching this and they wanna learn more about Kent’s Group or to connect with you and your team, I mean, what’s the best way for them to do that? You can go to ken group.com.
We’ve got all of our books, everything on there a lot of articles and stuff. Any of the YouTube channel, we have all the social media we’re out there on. And just reach out to us and we’ll, we’ll communicate with you. We got a whole team of guys that’ll, guys and gals that are here to help. Fantastic.
And we’ll put of course, the website and all that good stuff in the show notes so that our audience can just click on the links and head right on over and speaking into the audience. If this is your first time with Mission Matters or engaging in an episode, we’re all about bringing on business owners, entrepreneurs and executives, and having them share their mission, the reason behind their mission, you know, why they do what they do, like what gets them fired up to get up in the morning and to go out there and to make a difference.
If that’s the type of content that sounds interesting or fun or exciting to you, we welcome you hit that subscribe button. We have many more mission-based individuals coming up on the line, and we don’t want you to miss a thing. And Tim again, it has been a pleasure until the next time we get to do this.
Thanks again for coming on. My pleasure.