1 00:00:00,000 --> 00:00:00,869 Hey, everyone. 2 00:00:00,869 --> 00:00:02,159 I hope the world's finding you. 3 00:00:02,159 --> 00:00:04,050 Well this morning, you're having a great day. 4 00:00:04,260 --> 00:00:07,710 Chris cotton here from auto fix auto shop coaching, where we work hard 5 00:00:07,710 --> 00:00:09,420 to support your financial success. 6 00:00:09,450 --> 00:00:13,140 If you have an idea for a show topic, or just wanting to talk shop, please 7 00:00:13,140 --> 00:00:15,600 get with me@chrisatautofixsos.com. 8 00:00:16,020 --> 00:00:17,280 Now let's talk employees. 9 00:00:18,000 --> 00:00:19,800 so I've got some notes here. 10 00:00:20,123 --> 00:00:21,683 about some thoughts that I've had. 11 00:00:21,683 --> 00:00:27,359 And I wanted to share, I've gone back and forth about doing individual episodes 12 00:00:27,523 --> 00:00:28,813 I've thought about doing this one. 13 00:00:29,053 --> 00:00:29,593 So. 14 00:00:30,203 --> 00:00:32,646 I'm going to talk about this and then I've got some follow-up I've 15 00:00:32,646 --> 00:00:34,206 already wrote out some notes. 16 00:00:34,536 --> 00:00:38,226 We'll talk about some episodes that are coming up or, or one episode in particular 17 00:00:38,226 --> 00:00:42,089 that's coming up, for you to look forward to typically we look back at episodes, 18 00:00:42,089 --> 00:00:44,519 but this one we're going to, we're going to look forward and I want you to be 19 00:00:44,519 --> 00:00:46,079 on the, on the lookout for this one. 20 00:00:46,859 --> 00:00:49,169 First of all, I want to talk about my 20, 60, 20 rule. 21 00:00:50,309 --> 00:00:51,389 Now, this is a rule. 22 00:00:52,259 --> 00:00:52,779 I don't know. 23 00:00:52,779 --> 00:00:56,572 I, I think I may have, stayed up one night and popped in. 24 00:00:56,612 --> 00:00:59,192 It doesn't really come from anywhere other than me and my beliefs. 25 00:00:59,192 --> 00:00:59,522 Right. 26 00:00:59,942 --> 00:01:07,022 So the 20, 60, 20 rule was this 20% of the employees you have are 27 00:01:07,082 --> 00:01:09,632 underperforming and you don't need, right? 28 00:01:09,662 --> 00:01:12,872 Like, like there, there are people in your business that you just tolerate 29 00:01:12,872 --> 00:01:14,408 because you're waiting for somebody else. 30 00:01:15,081 --> 00:01:17,001 One thing I would say is let's not suffer fools. 31 00:01:17,001 --> 00:01:20,811 If you've got 20% of your, your employees, let's get rid of them. 32 00:01:20,931 --> 00:01:23,781 You're better off without them than you are with them. 33 00:01:23,811 --> 00:01:27,531 That's a reason, there's a reason why Amazon pays people to leave. 34 00:01:27,531 --> 00:01:27,831 Right? 35 00:01:27,861 --> 00:01:28,821 They've got to figure it out. 36 00:01:28,971 --> 00:01:30,381 You're better off somewhere else than you are. 37 00:01:31,746 --> 00:01:40,176 The 60% of the 20, 60, 20 is 60% of your employees are right where they need to be. 38 00:01:40,266 --> 00:01:41,046 They're right. 39 00:01:41,076 --> 00:01:45,246 Where they should be pay wise and everything else. 40 00:01:45,306 --> 00:01:47,196 And they're, they're getting along. 41 00:01:47,196 --> 00:01:48,216 This is like the middle, right? 42 00:01:49,476 --> 00:01:53,256 The last 20 of the 20, 60, 20 is. 43 00:01:54,066 --> 00:01:58,236 You probably have 20% of your employees that are the top of the top. 44 00:01:58,656 --> 00:02:02,250 If they left your business, you would really, really suffer in 45 00:02:02,250 --> 00:02:05,040 some way for having them being gone. 46 00:02:05,040 --> 00:02:09,120 And all the time I take phone calls from shop owners and they're like, 47 00:02:09,150 --> 00:02:11,850 oh, well, this person's leaving or this person's out leaving. 48 00:02:12,330 --> 00:02:12,930 I'm like, why? 49 00:02:13,020 --> 00:02:14,520 You know, if it's a money issue. 50 00:02:15,675 --> 00:02:18,195 Why wouldn't you pay him two, three more dollars an hour to keep them if 51 00:02:18,195 --> 00:02:19,905 they're that important in your business? 52 00:02:20,160 --> 00:02:23,190 for us in the auto repair industry, if it's a technician, 53 00:02:23,430 --> 00:02:24,420 you raise your labor rate. 54 00:02:24,600 --> 00:02:26,130 We're all too cheap on our labor rates. 55 00:02:26,130 --> 00:02:30,090 Anyway, like, like every one of you out there could go add $30 to your 56 00:02:30,090 --> 00:02:35,280 labor rate, hire better people and your, your customers would be fine. 57 00:02:36,345 --> 00:02:39,105 Because it's the value it's the experiences is what you provide. 58 00:02:39,315 --> 00:02:42,345 People are way more parts, price conscious than they are labor price colleges. 59 00:02:42,345 --> 00:02:42,705 Anyway. 60 00:02:43,095 --> 00:02:45,645 So if you need to do something different your business to keep those 61 00:02:45,645 --> 00:02:49,065 20%, then, then you need to do that. 62 00:02:50,265 --> 00:02:50,775 Okay. 63 00:02:52,215 --> 00:02:55,635 So that's the first bullet point today, the 20, 60, 20 rule. 64 00:02:56,145 --> 00:03:01,785 I want you to think about your business and probably every, every one of you 65 00:03:01,815 --> 00:03:07,095 shake your head and be like, yeah, I could probably do without those two employees, 66 00:03:07,815 --> 00:03:09,285 those six employees are doing good. 67 00:03:09,285 --> 00:03:13,965 And these, these other two employees are doing, you know, great things and 68 00:03:13,965 --> 00:03:15,315 I need to do what I can to keep them. 69 00:03:16,815 --> 00:03:18,225 So that takes us into the next one. 70 00:03:18,972 --> 00:03:21,942 If you've owned your business for five years, 10 years, 20 years, I don't care. 71 00:03:21,972 --> 00:03:23,232 I want you to stop right now. 72 00:03:24,012 --> 00:03:28,242 And I want you to think about you waking up tomorrow and 73 00:03:28,242 --> 00:03:29,982 having to rebuy your business. 74 00:03:30,745 --> 00:03:34,794 And if you had to rebuy your business and make everybody that's working 75 00:03:34,794 --> 00:03:39,167 there today, reapply, who would you rehire and who would you not rehire? 76 00:03:39,682 --> 00:03:40,942 What'd you think about that for a minute? 77 00:03:41,937 --> 00:03:43,467 And this takes us back into the first book. 78 00:03:44,842 --> 00:03:47,452 You know, if you have people in your business that you would not 79 00:03:47,452 --> 00:03:51,202 rehire, why the hell are they there it's time for them to go. 80 00:03:51,802 --> 00:03:54,119 And I don't want to hear, the whining about finding 81 00:03:54,119 --> 00:03:55,259 employees and everything else. 82 00:03:55,259 --> 00:03:58,439 I've got shops all across the country that were hiring left and right. 83 00:03:58,686 --> 00:04:02,350 Technicians, service advisors, support people. 84 00:04:03,291 --> 00:04:06,921 You have to set your business up so that you're available to hire those people. 85 00:04:07,737 --> 00:04:11,097 And two, you have to be a place people want to go. 86 00:04:11,727 --> 00:04:13,317 And so I need you to think about that for a minute. 87 00:04:14,547 --> 00:04:18,087 If you have people holding you back, holding the business 88 00:04:18,280 --> 00:04:20,317 back than you need to. 89 00:04:20,805 --> 00:04:21,765 To move forward. 90 00:04:22,282 --> 00:04:24,422 and that takes us to the, to the next bullet point I've got here. 91 00:04:24,422 --> 00:04:26,372 Don't let your employees hold you hostage. 92 00:04:27,331 --> 00:04:31,351 You know, you know what you wanted when you started your business, 93 00:04:31,381 --> 00:04:33,391 you know what you want to continue. 94 00:04:33,871 --> 00:04:35,281 And I want you to think about this for a minute. 95 00:04:35,641 --> 00:04:38,271 What you allow what you allow is what will connect. 96 00:04:39,076 --> 00:04:42,586 So I get a lot of people all the time and they're their clients. 97 00:04:42,586 --> 00:04:44,416 And they're like, oh, but Chris, this is happening. 98 00:04:44,416 --> 00:04:46,006 And oh, but Chris, this is happening. 99 00:04:46,966 --> 00:04:50,446 And I just sit back and I'm like, you know why that's happening? 100 00:04:50,446 --> 00:04:50,806 Right. 101 00:04:50,906 --> 00:04:52,006 And they're like, no, I don't know why. 102 00:04:52,036 --> 00:04:55,043 And I'm like, because you're continuing to let it happen again. 103 00:04:55,163 --> 00:04:59,933 No excuses on the employee front be a great place to be in great. 104 00:04:59,933 --> 00:05:04,733 People want to be a part of what you have do not let employees hold you hostage. 105 00:05:06,063 --> 00:05:12,543 If, if you get comfortable in your business and you have people that 106 00:05:13,863 --> 00:05:16,593 you've hired to clean the toilets and they're doing it wrong and 107 00:05:16,593 --> 00:05:18,483 they're holding you back, guess what? 108 00:05:18,693 --> 00:05:21,903 It's time to fire those people and get back in there and get 109 00:05:21,903 --> 00:05:23,193 your knuckles dirty on the tour. 110 00:05:24,653 --> 00:05:30,083 You know, we get, we get to an, to a level is as business owners to where 111 00:05:30,083 --> 00:05:32,573 we're comfortable and we're fat and happy. 112 00:05:32,993 --> 00:05:36,083 And we think it's beneath us to step back and step back into 113 00:05:36,083 --> 00:05:37,193 our business and do something. 114 00:05:37,577 --> 00:05:40,007 Sometimes you got to step back into your business, show 115 00:05:40,007 --> 00:05:41,387 everybody else how it's done. 116 00:05:41,687 --> 00:05:45,137 Show everybody some hard work and kick ass and take names, 117 00:05:45,867 --> 00:05:47,067 repeat and do it all over again. 118 00:05:48,207 --> 00:05:49,407 You guys need to remember that. 119 00:05:50,037 --> 00:05:52,077 You need to remember that sometimes you got to get back into 120 00:05:52,077 --> 00:05:52,917 your business and make things. 121 00:05:53,877 --> 00:05:54,327 Okay. 122 00:05:55,000 --> 00:05:58,690 So that brings us to my last bullet point for today. 123 00:05:59,650 --> 00:06:03,700 It's it's called limiting behaviors, and I'm going to do a whole episode on this. 124 00:06:03,700 --> 00:06:05,290 It's going to be episode number 34. 125 00:06:05,290 --> 00:06:07,390 So, so look to the future for that. 126 00:06:07,420 --> 00:06:11,530 It's going to be episode number 34 limiting behaviors, and we're going 127 00:06:11,530 --> 00:06:13,060 to list those limiting behaviors out. 128 00:06:14,072 --> 00:06:17,072 I'm a firm believer in that. 129 00:06:17,605 --> 00:06:20,935 You have employees in your business that can only take you so far. 130 00:06:20,965 --> 00:06:23,005 And it's really proven out this this year. 131 00:06:23,035 --> 00:06:24,475 I mean, I've had several shops. 132 00:06:24,475 --> 00:06:26,425 I'm going to give you a couple of a couple of examples. 133 00:06:26,812 --> 00:06:29,482 one shop owner had a service rider. 134 00:06:30,217 --> 00:06:35,997 She was good getting us to, $20,000 a week and sales a hundred grand a month. 135 00:06:36,717 --> 00:06:40,197 And she could hold a $400 average repair order really well. 136 00:06:40,797 --> 00:06:42,867 And her, her GP was okay. 137 00:06:42,927 --> 00:06:44,337 It wasn't spectacular, but it was okay. 138 00:06:45,177 --> 00:06:46,827 And no matter what she did, that's all she could do. 139 00:06:47,281 --> 00:06:49,681 there was always some excuse why she couldn't move forward, 140 00:06:49,681 --> 00:06:50,881 why she couldn't do better? 141 00:06:51,181 --> 00:06:52,351 Why, why, why, why, why? 142 00:06:52,741 --> 00:06:57,031 And so I talked to the owner and was like, look, she either needs 143 00:06:57,571 --> 00:06:59,191 another support person above her. 144 00:06:59,716 --> 00:07:04,006 She can't be the manager cause she can't manage us to the $150,000 a month level. 145 00:07:04,216 --> 00:07:07,126 She can't manage this to the 30, 40, $50,000 a week level. 146 00:07:07,958 --> 00:07:09,368 So she needs a better manager. 147 00:07:09,428 --> 00:07:12,698 And if she can't step back and accept that, then she needs to go. 148 00:07:13,418 --> 00:07:15,908 And we had this talk like weekly for six months. 149 00:07:16,478 --> 00:07:20,288 And finally it got to the point to where we had a great person apply. 150 00:07:20,828 --> 00:07:25,238 He came in as the number two person, but it was pretty clear from day one 151 00:07:25,238 --> 00:07:27,497 that he was, a number one rider, stormy. 152 00:07:28,592 --> 00:07:29,042 Okay. 153 00:07:29,462 --> 00:07:34,082 And so, you know, everything happened, we let her go. 154 00:07:34,082 --> 00:07:40,232 And now this guy's cranking out 30, 40, 40 $5,000 weeks in a business 155 00:07:40,232 --> 00:07:41,822 that's doing 150 grand a month. 156 00:07:41,822 --> 00:07:44,822 Now everything's way more consistent. 157 00:07:45,032 --> 00:07:49,442 The leadership stare her limiting behavior was that she had. 158 00:07:50,282 --> 00:07:52,592 She couldn't do any more than what she was already doing. 159 00:07:52,592 --> 00:07:53,732 She couldn't get any better. 160 00:07:53,732 --> 00:07:57,692 So she was not open to learning from anything else. 161 00:07:57,692 --> 00:08:00,602 And if we're talking about technicians, this would be somebody that we call as Mr. 162 00:08:00,602 --> 00:08:01,082 Greatest. 163 00:08:01,112 --> 00:08:03,332 Like, oh, you can't teach me a thing already know it. 164 00:08:03,332 --> 00:08:04,142 All right. 165 00:08:04,802 --> 00:08:06,122 There's nobody out there. 166 00:08:06,602 --> 00:08:08,432 There's nobody out there including me. 167 00:08:08,612 --> 00:08:10,322 There's always somebody better than you. 168 00:08:10,892 --> 00:08:13,472 And if you're standing around going, Hey, I'm the best there is. 169 00:08:14,417 --> 00:08:15,137 I'm sorry, bud. 170 00:08:15,827 --> 00:08:17,297 You're not the best areas. 171 00:08:17,657 --> 00:08:18,047 All right. 172 00:08:18,077 --> 00:08:19,617 There's always somebody better than you. 173 00:08:20,117 --> 00:08:23,057 Another example is that we've got another shop. 174 00:08:23,087 --> 00:08:27,718 I did a shop visit here recently, and I have a great relationship with these 175 00:08:27,718 --> 00:08:32,098 people, but again, we'd be talking quite a while about a service advisor 176 00:08:32,098 --> 00:08:36,580 that needed to, go down the road because of his limiting behaviors. 177 00:08:37,595 --> 00:08:41,435 And I'm always the, the guy or the coach that will push you to the next level. 178 00:08:41,915 --> 00:08:46,085 Like if you tell me you want, see, I'll tell you what, why 179 00:08:46,085 --> 00:08:49,985 aren't we getting X let's shoot for X and end up on P somewhere? 180 00:08:49,985 --> 00:08:50,255 Right? 181 00:08:50,825 --> 00:08:52,775 So I walk in. 182 00:08:53,400 --> 00:08:54,780 Just getting some work done on my truck. 183 00:08:54,810 --> 00:08:56,790 Cause they're pretty close to where I'm at now in the country. 184 00:08:57,450 --> 00:09:00,570 And they had a goal of 130,000 for the month on the board. 185 00:09:00,630 --> 00:09:01,500 And I was like, no, no. 186 00:09:01,920 --> 00:09:04,800 And so I reached up there, I wiped it off and put one 50, I go, you 187 00:09:04,800 --> 00:09:06,510 guys are capable of doing 200. 188 00:09:06,840 --> 00:09:08,280 Why are we settling for one 30? 189 00:09:08,670 --> 00:09:10,800 Let's go for one 50 and see where we're at. 190 00:09:10,924 --> 00:09:15,694 and to say, I wanted to spit bullets and I got a little red under the color, 191 00:09:16,144 --> 00:09:19,174 the service advisor that saw that he's he just laughed and looked at me like 192 00:09:19,174 --> 00:09:22,114 I was an idiot and said, we can't, there's nothing we can do to get there. 193 00:09:22,460 --> 00:09:23,210 And. 194 00:09:23,895 --> 00:09:25,215 You know, I'm a big guy. 195 00:09:25,245 --> 00:09:29,295 I can be violent if I need to be like, I'll say my family I'll save your family. 196 00:09:29,343 --> 00:09:30,862 but emotionally pretty, even keeled. 197 00:09:30,862 --> 00:09:33,862 And I just looked at him and I said, I'm sorry that, you know, 198 00:09:33,982 --> 00:09:36,622 I'm sorry that you think that's the case, but that is not the case. 199 00:09:36,622 --> 00:09:39,958 This, this business can do more, either with you or without you. 200 00:09:39,958 --> 00:09:41,068 It's, it's your choice. 201 00:09:41,068 --> 00:09:45,058 And if you, if you choose not to do what we need you to do, then your replacement. 202 00:09:46,103 --> 00:09:51,923 So needless to say, within a week he was gone and. 203 00:09:52,484 --> 00:09:55,604 This is the first month that we've been there and the shop's going 204 00:09:55,604 --> 00:09:57,704 to break 150,000 for the month. 205 00:09:58,214 --> 00:10:02,744 Their gross profit also jumped 8% and it's all because of the limiting 206 00:10:02,744 --> 00:10:06,494 behaviors that this guy had and the attitude that he brought to the business. 207 00:10:07,599 --> 00:10:11,169 And if you're surrounded by people with limiting behaviors in your business, 208 00:10:12,039 --> 00:10:13,419 they're holding your business back. 209 00:10:13,689 --> 00:10:15,909 Don't let, don't let them hold your business hostage. 210 00:10:16,179 --> 00:10:17,229 And sometimes it's you. 211 00:10:17,469 --> 00:10:21,609 Sometimes the hardest person that I have to crack through is the actual shop owner. 212 00:10:22,059 --> 00:10:24,279 And once I, once I can get you to believe. 213 00:10:25,629 --> 00:10:29,319 What I know you're capable of, then the sky's the limit. 214 00:10:29,499 --> 00:10:33,311 That's also a future episode I'm going to do, it's called hitting your five 215 00:10:33,311 --> 00:10:35,831 iron and I've got it here on the board. 216 00:10:35,831 --> 00:10:37,361 That's going to be episode 33. 217 00:10:37,421 --> 00:10:40,091 So we got some really, really cool stuff coming up and I hope you 218 00:10:40,091 --> 00:10:43,901 guys are listening and I hope this is resonating with you and you're 219 00:10:43,901 --> 00:10:45,041 getting something great out of it. 220 00:10:45,821 --> 00:10:46,271 All right. 221 00:10:47,551 --> 00:10:50,461 Hey, thanks for taking time out of your busy day to listen to everybody. 222 00:10:50,461 --> 00:10:53,011 This has been Chris cotton from auto fix auto shop coaching. 223 00:10:53,341 --> 00:10:56,311 If you find yourself struggling in your auto repair business or have feeling 224 00:10:56,311 --> 00:10:59,431 like you don't know what you don't know, but you're eager to learn and 225 00:10:59,431 --> 00:11:02,161 grow your business, then please feel free to reach out to me, Chris, at auto 226 00:11:02,161 --> 00:11:06,871 fix sos.com or give me a call at nine four oh four hundred one zero eight. 227 00:11:07,171 --> 00:11:08,401 Have a great day, everybody. 228 00:11:08,611 --> 00:11:09,151 I love you. 229 00:11:09,151 --> 00:11:10,201 Keep up the great work.