Josh Letsis started in the car business at 18 years old selling cars in 1997. 24 years later, he's still in the business. He's now a partner in 5 stores in Colorado and operates the best training company in retail automotive.   What we discuss in this episode:   You get more out of grooming and helping people grow than anything else. It's important to surround yourself with good people. If you groom people, their loyalty in you grows. If you treat your employees well, and get to know them, it's easier to help them achieve their goals. When leaders make an investment in their people, the likelihood that they stay at the dealership is higher. What gives longevity to your store is paying attention to your customers. Dealers often get in their own heads and try and figure out how to do what makes the most sense for them. It's more important to focus on doing the right thing for the customer. Giving the customer the ability to toggle through vehicle buying options early on is a very important way to advance the sale and let the customer have some fun. You can be a lazy person right now and be successful. Typically if you were lazy before the pandemic you were self-selected out. Things are going to change. Manufacturers are ramping up production which means the eventually things will return to normal. Those that have continued following processes and forming good habits are going to win. Those that haven't are going to lose to people like Josh and his team.   Thank you, Josh Letsis!   Connect with Becky Chernek: LinkedIn - https://www.linkedin.com/in/beckychernek/ Facebook - https://www.facebook.com/rebecca.chernek.1/ F&I Today with Becky Chernek - https://www.facebook.com/groups/260984864044461 Website - https://www.ccilearningcenter.com