Glenn Lundy, Motivational Speaker & Sales Expert | How to Rise & Grind and Lead With Purpose

Welcome to success story the most useful podcasts in the world. I'm your host Scott D. Clary. The success story podcast is part of the HubSpot podcast network. The HubSpot podcast network is the audio destination for business professionals to seek the best education and inspiration on how to grow a business HubSpot podcast network hosts actors on demand mentors to entrepreneurs startups and scale up through practical tips and inspirational stories listen learning grow with the HubSpot podcast network at HubSpot.com slash podcast network today. My guest is Glenn Lundy. Glenn is the host of the wildly popular Facebook live show hashtag rising grind and top clubhouse group breakfast of champions. He's been seen at places like the hustle and grind con grow your business for God's sake and many more stages internationally. He has been spotlighted on ABC NBC and CBS and is an expert in sales and business culture development and leadership training. He has 20 years experience in the automotive industry. He led a dealership from 120 cars a month to an 80 hundred percent increase in sales and five years becoming the second largest car franchise in the country. His unique style makes him one of the most coveted GMs in the business, but he does much more than that. He has a unique ability to identify areas of growth in businesses, not just in automotive teach creative ways to invoke a spirit, a culture, a sense of pride and belonging in an organization. He has a background in sales finance. He uses skill sets to create growth as well as taps into the mental and psychological side of human development. What did we speak about? So we spoke about a time of beginnings. He has a very, very impressive story. It was not always easy for him. We speak about him reaching the epitome of success, losing it all and building himself back up. We speak about morning routines. We speak about accountability. We speak about cultures of leadership and development. We speak about the importance of gratitude in your life. We speak about living the best version of yourself. We speak about some entrepreneurship lessons. We also speak about when he was homeless and he attempted suicide at his very lowest points to now where he speaks globally on sales, marketing, business, leadership, culture, as well as some mental and psychological hacks you can use to unlock potential in yourself. In any career, any industry, I'm really happy. We have the chance to sit together and just dive into his story because there's so many lessons that we pulled out of that. So I'll let him go into detail. Let him go into depth. This is Glenn Lundy. Thank you for teaching me what not to do and who not to be a 20 year old me knew everything and 20 year old me made every mistake you could possibly think of. Welcome to success story. I'm your host Scott D. Clary and today my guest is Glenn Lundy. He is a husband to one a father to eight. He is the host of the wildly popular Facebook live show rising grind and a top clubhouse group host breakfast with champions. He has over 20 years of automotive experience where he led a dealership from 120 cars a month to an 800% increase in sales in five years becoming the second largest car used car franchise in the country. His unique style made him one of the most coveted GMs in the business. This was his back story that he built out before he eventually started rising grind and breakfast with champions. Glenn has a unique ability to identify areas of growth in sales organizations and in people and that's what he teaches entrepreneurs side hustlers executives. He's been spotlighted on ABC NBC CBS. He speaks with of course car dealerships but also just businesses on sales culture development leadership training. Glenn, I really appreciate you taking the time I'm excited to go into your origin story unpack your car dealership your pre before the car dealership and then the stuff you're working on now. So walk me back man. Where did you where did you come from? Oh my goodness. That's a loaded question Scott. I'm just very very thankful to be here by the way and I appreciate you sharing this space and time with me. It really means the world to me and yeah so as far as going back I mean how far back you want to go. I'm an old cat Scott. Let's go. Let's go. Okay. So what are we talking about? So so born or raised. Yeah, you know. Yeah, man. I do come from military upbringing. My dad was in the in the army that my mom in that sense in the army and what's interesting about their relationship is my dad is black. My mom is white. And this was back in you know the early 70s late 60s just after Martin Luther King was assassinated and so it was very taboo for them to be in this relationship. And what was crazy about it Scott is they met in the military. My dad was in the army. He played basketball for the army for 13 years and my mom her dad my grandfather was the commander. So my dad was actually a soldier and his commander was my grandpa and I just a picture back in the day. I imagine him walking up to my grandpa back in the late 60s early 70s saying hey can I have your daughter's hand in marriage in my grandpa probably having a stroke behind the scenes but there was an interesting situation and and that's that's what we were born you know into my sister and I and my parents stayed together it was a very My mom was kind of our savior in our safe place and my dad was very military and he was very strict and he was very very I don't say violent because it wasn't necessarily the right word but he definitely had a heavy hand and a heavy belt if that makes sense. And he was really rough on my mom as well and so we grew up in a home where I had to ask to have a drink of water I had to ask to use the restroom I had to ask to take a shower. If dad had his honey roasted peanuts which were so good planter's honey roasted peanuts like it would take it took all the courage of the world to ask dad for some of his honey roasted peanut. And then once you once you asked and he said yes if you asked again he would have told you you know hey you should have gotten all that you wanted on the first grab why are you asking again like he just was an ale on so many things for no reason whatsoever man. And so luckily my mom decided that she had had enough when we were 11 years old and so my parents got divorced and this work got really interesting Scott so my dad who's black remade he got remade you made a black woman. And my mom being white and then she remade and made a white dude and my mom and her husband moved into green log garden apartments at 2600 East 7th Avenue apartment number 28 in Flagstaff Arizona. My dad and his new wife moved into green log garden apartments 2600 East 7th Avenue apartment number 30 and she had four kids of her own so all of a sudden here's my mom in the whole white household and here's my dad in the all black household two doors down from one another. And Scott every story type you get why did they do that because it was low income it was low income housing it was one of the only low income apartment complexes in the area and the lady that was the landlord of the place was a friend a mutual friend of both of them. And so she was able to get them moved up the list get them into these apartments there were two doors down from one another and. And dude Scott it was crazy every stereotype you could think of existed in these houses. Dad's house was straight up like college greens motel music fried chicken TV and every room sports on everything on every channel hip hop music rap music gospel music like every stereotype you could think of existed over in dad's house and then mom's house was country music rock and roll. Her sit on the couch like read the book all quiet and they used to hang out at the bowling alley and play like poker like it was just crazy man and and so I grew up in between these two cultures right very different cultures and. You know my mom was really serious about hey your dad has you every other weekend and so dad's house was this three bedroom apartment with eight kids in it ultimately because his new wife had four me and my sister plus they had two more together our house was just me and my sister so we had our own rooms and mom's house. We slept on the floor over at dad's house but they made us go mom would be like pack your stuff it's Friday at five o'clock we'd have to carry a suitcase two doors over and go stay at dad's and sleep on the floor right but so she was like hey if your dad lived across town that's what you do so you're going to do the same thing here and it was really interesting Scott because I. Had a lot of trouble identity wise in those years because I didn't really know like my skin was too dark to be considered white my skin was too light to be considered black. And so I didn't really fit anywhere plus I was growing up with these kind of two cultures and so I started getting into a lot of trouble I became a chameleon of sorts and basically whoever I was around I would become that right so if I was hanging out with cowboys as a cowboy I was hanging out with the bikers I was a biker of the black folks I was black was white folks I was white was with his bandings I was his band I didn't. It would matter whoever I was hanging out with and that ultimately led me like having no idea of my own identity led me to just getting into a lot of trouble man I was always a good student super smart like I could get good grades and so school was easy but outside of that I really had a lot of a lot of issues and a lot of problems just getting in trouble in a whole lot of ways so that kind of that that's kind of how I have I have I grew up up until my. So often the college and into my 20 so what so what did you carry with that what was what what was some of the things from that upbringing that you brought into your career and you can pick a point maybe and try and think we can think through together like when when you were when you were coming out of college and you just killed it in sales why did you even go into sales what what was the career process when did you mature how was how is your life evolved to the point where you didn't have these like personal issues or these personality. And you're stronger in your convictions I'm assuming that's something that sort of matured over your life. Yeah definitely came much much later so in college I still had those issues and as part of my identity issues I also had a I was very Darwinistic in nature right I was I was a science person I loved the theory of evolution and I was all about like it was me against you in every situation. If I could get over on you that's great we're just mind and body there is no spiritual element to us there's no long term consequences and that was really how I live my life. And so going into college met a girl introduced myself her and I hooked up next thing and she was pregnant I was like whoa okay this happened really fast and so I dropped out of college and pursued a career at a place called stirring. Which they what it was a call center and we were calling people that were canceling their America online accounts and calling them and giving them six months of free AOL to get back. And so I realized in that stage that I had a mouthpiece and I had a gift of influence I had the ability to sell I quickly moved up the ranks in that particular endeavor. And then I saw an ad in the newspaper that said make five thousand dollars a month guaranteed it turned out to be a car dealership. And so I went there and again gifted mouthpiece was great and because I had this ability to be a communion I really could connect with my customers in a very unique way right I became someone that they knew and trusted and could have those conversations. And so my career went really rapidly in the auto industry but my Darwinistic mindset my lack of self identity and and you know those things combined where my life outside of work was a disaster. So I was working you know eight in the morning till nine at night that when I get off I go out drinking and chasing girls and doing whatever part in and drug and all of those things my girlfriend and I my daughter's mom and I we split up and ultimately when my daughter was six years old I lost custody of my my my six year old little girl. And when that happens God that's when things really started to change for me not in a good way though like at that point in time I blamed everyone else for everything negative in my life. I was the victim it was everyone else's fault and so I ended up quitting my job packing up everything and I left the state of Arizona and I traveled around I played poker for a living for a while in Las Vegas. I lived in Southern California for a little while parts of Los Angeles and Long Beach and worked my way down to Orange County California and ultimately down to San Diego burning bridges all the way along and the way bro like every bridge I could burn. Got burned and ultimately I looked around one day I woke up man and I was in San Diego California on the beaches surrounded by these beautiful beautiful homes and I was home in Spain. I had run out of money I had bad credit I had burned every bridge I didn't have any friends that I could count on my parents were no longer comfortable with me coming home because I was ending out of jail all the time like. It was rough I didn't know this was not in the bio on the website man this was well you know I like to really focus on how I can add value to people now yeah yeah that person that I that I was is not who I am um I've learned so much from it and so I'm now thankful and grateful I survived that but um but yeah man just that was like a rock bottom but noose fancy. Free lifestyle you know yeah so that was that was beaches San Diego that's rock and and just help me frame it because you had obviously wild success in car sales was that before rock bottom or did you actually rock bottom as a as a way of reference but was that before that point in San Diego or did you go back into sales after. Yeah so so in the auto industry I moved up quick right like I went from sales to a sales manager to a finance manager to a DSM so I moved up quick in in the auto world but again my life kind of outside was falling apart and so yeah I left and blamed the auto industry for a lot of my problems so I just decided the industry sucks I don't know anything do with it yes I'm good at it but I'm out right. I'm 100% out and that's when I went to pursue all these other endeavors that led me to homelessness and and and Scott I'll share with you there was so when I was homeless like the worst part about homelessness people think the worst part is you have no money you have nowhere to live um you know things like that but really the worst part about homelessness is over time you start to become invisible. And so my days were the same right there was a bus that ran 24 hours I'd sleep on the bus wake up 6 a.m. Get off the bus at the depot walk around look for change give enough change for a sandwich at I used to go McDonald's get a sausage but nothing everyday and so I did that and then I'd spend the rest of the day looking for change so that I get back on the bus right and as you're homeless longer you start to blend and people don't want to make eye contact with you. I don't know if you're going to mug or you're going to ask them for money or guilt them or shame them or whatever and so they start to look above you and around you and no one says your name and you just start to become you know invisible you start to blend with the background and so. That invisibleness led me to like homelessness became hopelessness right and the hopelessness became a deep depression and the deep depression became suicidal thoughts and the suicidal thoughts ultimately became a suicide attempt where I attempted to take my own life in the Pacific Ocean just off the cliffs of lower California and in that I my my plan was just swim out as far as. I couldn't be able to come back right I wouldn't be able to make it back in I'm not a good swimmer just like the stereotypes I'm not a very good swimmer at all and so I thought that that would be a good way to do that and so I attempted and thankfully the tide was coming in as I was trying to swim out and I was such a terrible swimmer that ultimately I never made it out past the tide and I got washed back up on the beat. And as I was laying on the beach looking up at the stars and realizing the the tremendous huge this of the universe all of my sudden my problems became really small and I realized something's got I realized that in every situation in every city that I had been in with different friends around me in different environments the result was always the same. And that was a big deal for me because I was like wait a minute if everything around me keeps changing with the results it's the same maybe I'm not a victim to everything that's going on in my life but maybe I'm actually the catalyst of all of the things that are going on in my life. And so once I had that realization like you take yourself wherever you go type moment. That's when it started to shift for me and I started to go okay wait a minute if I'm the catalyst of all things negative does that mean that I can be the catalyst for positive things in my life is that what that means and so from there I am a student I have no problem studying like I said school was always easy for me and so I started studying like in order to figure out who you are you have to figure out where you come from right. So I started studying my ancestry I started studying my Scientology I spent six months in Scientology getting to know the subconscious mind and the conscious mind. I started studying all of these things and ultimately I ended up on this path where wait a minute maybe we're not 2D mind body but maybe we're 3D mind body spirit. And so that led me to start studying Buddhism, Catholicism, all these different religions and ultimately through Christianity through studying Jesus I found my path to spiritual enlightenment and an understanding that there's three dimensions to this thing called life map 2. And that was the biggest shift for me Scott that was that that's when I started to take responsibility for my own actions and so fast forward I ended up moving to Kentucky I met my wife I shook her hand I introduced myself and she got pregnant and I was like wait a minute here again this is happened once before a decade ago and I'm not about to go down the same path that I went on before and so I decided I was going to go back into auto because I was good at that but this time I was going to make a positive impact on the industry versus allowing the industry to make a negative impact on me and my family and so that was the motivation so I got back into the industry 13 years ago now back when I was 30 years old after taking a couple of years off I went back in in that small store in Paris, Kentucky and was able to do some tremendous things and continue to this day to be able to make an impact on the industry nationwide. Amazing amazing story Glenn thank you for breaking that down and you you made it sound like you you didn't have that much of a story to tell at the beginning I thought we were going to gloss over everything but that's that's incredible very powerful story how did you and then okay so now that you've you know, refound yourself you're more of a whole person now and you're succeeding what's what's the current iteration of Glenn how did that more from I guess the 800% increase in sales at a Kentucky car dealership to speaking evangelizing rising grind podcast personal brand how did that transformation happen? Yeah so it's interesting when you hit certain moments of your life the gratitude that comes from additional moments right so now that I'm on this side I feel very grateful to have the opportunity to make a difference and to make an impact and at the same time I feel an obligation and a responsibility to do so and so when I first went into the dealership there it was important to me that we took that dealership to the top which I did and we took that dealership to the top by the owner Josh Cummins and myself and just an incredible team of people pouring into humans making better humans not better sales people better humans all around people that were rising earlier taking care of obligations at home being better husbands and wives being better brothers and sisters being members of better outstanding members of the community taking care of their health right we taught people life skills not just job skills managing your money right all of these things and so it was incredibly important to me that we developed the humans because the industry itself usually does the opposite usually tears humans apart the tears relationships apart so on and so forth and so now I'm just on this path where I feel it's like I pay a forward type thing so I feel that it is my role and responsibility to help people change the way they start their day and ultimately level up in the seven main areas of their life right faith fitness finances their friends their families their careers and ultimately how they feel about themselves right their their their mindset and so the vessel that I do that in continues to change the mission stays the same for a while it was in the dealership then we then it out grew that and then it was on the internet with a morning show called rising ride and then it kind of out grew that and it became stages and events and things like clubhouse where we do breakfast with champions and traveling all over the world right like it continues to expand and so the vessel changes now I'm an entrepreneur now I own business those types of things the vessel changes but the mission stays the same I hope that makes sense it does it makes a lot of sense um let's let's speak about an unpack the the first iteration of the strategy that you use to up skill and up level those people in dealership because obviously it evolved and I want to understand how it's evolved but I also want to just speak about like the very the very basics like the grassroots of that idea because I think it's important and it obviously was successful so let's talk about what sales traditionally is in car dealerships and let's talk about what you made it yeah definitely so the auto industry at large uh is an industry where you did not have to be in tegril you did not have to even be excellent you did not even have to be good to be able to make turret profit so back in the day everything was very regional but you had a dealership located in an area that people drove by you were gonna sell some cards and you were going to make some money and for the longest time it was the hiring process was filled with many underhanded CD people um just because the way the industry was built in the middle of the world just because the way the industry was built it was built where like we need you there from 7 a.m. till 8 o'clock at night 7 days a week right so what kind of person do you have to be to be able to be or 7 o'clock in the morning till 8 o'clock at night 7 days a week well you're probably not much about family man or a woman uh you probably have some type of outside influence to keep your energy levels up uh all right and um and you probably drink your sorrows away because it's there's there's these empty voids uh that come along with that and so it attracted a certain type of of human and regretfully we still deal with the ramifications of that um today and even though the industry is evolving rapidly and and and tremendously and so going in it was important to me that we like literally I wrote a uh a mission statement and my team we read it together every single day and the statement said I am on a mission to eradicate the negative stigmas associated with the car business I can do this by making people feel special feel important and feel like they're the only one I will offer an experience that will exceed my customer's expectations today tomorrow and in the future I will not just sell cars I will create fans and so we created a culture and an environment around that uh I wouldn't hire anyone with more than two years experience I wanted people that were brand new into the business or zero experience so that ultimately we could cultivate them and shape them the way that we wanted to not based on previous uh bad habits and we brought people into this inclusive environment Scott it was very important to me that we put people first our hard people first our customer second and our profits third so all decisions were made in that order right if it makes sense for our people if we're going to elevate our people then the answer was yes customers you know they always say customers always right we didn't believe that our employees were always right first right unless we found out they were wrong but we always trusted our employees and stood behind them before any other customer because they were the most important and I followed this lead process that I'll share with you and then I'll share with everybody listening this is a really powerful acronym that I put together and and really made a big difference for us so the word lead is spelled L-E-A-D-D right L-E-A-D-D now some of you are listening going this guy can't spell right but I'm going to break down why it's L-E-A-D-D I'm going to break that down for you right now all right so the L in lead stands for listen you have two years in one mouth for reason I know your mama told you this you should listen twice as much as you speak right so we very much had this mindset as leaders in the organization that we were always going to listen twice as much as we spoke we always made sure that our employees felt seen heard and significant that comes through listening and by listening we were able to tap into not just why they were there but who they were what mattered in their lives what problems do they have outside of work so on and so forth right so listening was the first key to great leadership in the dealership and evolving our people the E in lead stands for encourage as we were listening to our people we weren't listening to defend we weren't listening to object we weren't listening to overrule we were listening trying to find opportunities to encourage the behaviors we wanted to see more of and the greatness that exist inside each of these individuals right so we would always for example in a meeting every single meeting that we had started off by listening letting our people speak first and then we would encourage we would celebrate if somebody got a great review we would celebrate if somebody took care of a customer in the way that we wanted to we would celebrate anytime they sold a car or or did bill any of those things picked up trash in the parking lot we would celebrate so every meeting started with listening and then encouraging now most managers that I know they start every meeting with the A in lead which is advice so most managers just want to go ahead and tell people to do smack them on the butt and send them all their way right here's what you need to do here's what you need to do wrong here's where you stuck here's where you can get it right now get out of here right that's the typical meeting especially in the auto industry so we start by listening then we encourage now when you do that you've now earned the right to advise see I'll take advice from someone who listens to me and encourages me I will totally 100% do that I won't necessarily take advice just at face value from anybody like see me first make me feel important then I'll listen to you so we listen we encourage we advise and then we develop the dean leads stands for develop please please please everyone listening here please do not advise people and then not take the time to develop them telling someone what to do and then taking the time to actually show them how to do it to completely different processes you can have all the knowledge wisdom in the world you can share it right and they're not going to move anybody's life forward unless you take the time to really develop them right give them teach them to fish as they say right develop them and then the last d in d in lead stands for daily you need to do these things every single day not just on Saturday in the meeting not just when the cameras are on every single day so we listen encourage advise and develop and we do it daily and Scott I'll tell you this works with your spouse this works with your children this works with employees this works with prospects that you're looking to close this works in every situation humanly possible if you listen encourage advise and develop if you make that your mantra and that's what you do you will go incredibly far you'll have incredible success and you'll help develop everyone that comes behind you I just want to take a second and thank the sponsor of today's episode HubSpot HubSpot is the CRM platform that is easy to implement and it's even easier to get your team to adopt and ask anybody that's implemented new technology in a company the biggest issue is not finding it or buying it it's getting your team and your company to actually use it and adopt it and when it's a piece like a CRM one of the most critical pieces of your business infrastructure and your tech stack if people don't adopt it and use it that means you're getting incomplete data you're getting missing data you're getting garbage data it could impact quite literally everybody in your company as well as it could negatively impact your customers and your revenue so how does HubSpot solve for this with their CRM platform there's two components that they focus on that allow for organizational wide adoption this is the contact timeline as well as the mobile app so the contact timeline gives a historical context for all of the data that is associated with a certain contact in the CRM that means that anybody across the organization can see all the actions and all the interactions that have taken place against that particular contact you can also use that timeline to make calls to these contacts and roll them in sequences put them into marketing or sales campaigns schedule a meeting open tickets the historical timeline makes it easy to take action as well as to track the action that's been taken against all of your contacts and it's not a pain to enter the information which means that it doesn't take somebody a long time to put in great data which can again positively impact your whole company the second piece is the access from anywhere meaning if I have a 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can take advantage of certain features and then as you scale your business you'll notice that HubSpot will support almost anything you need as you grow so if you do want to learn how to scale your business without scaling complexity go to HubSpot.com I just want to take a second and thank the sponsor of today's episode Quantum metric so what Quantum metric is going to do is it's going to allow you to develop a single source of customer centric truth that can help you understand how to position your products how to sell to your customers because anyone is a digital leader who wants to understand your customers better it should be 100% of you you should want to understand the customer experience when they hit your website and then you also want to understand not just your customers but who else in the world is having similar experiences and how can you use that information to make informed decisions about how your business moves forward we are gearing up for an unprecedented 2021 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customers go visit quantum metric dot com slash pod offer that's quantum metric dot com slash pod offer and go see if you qualify for the 12 days of insights offer using the code success the 12 days of insight offer gives you 12 days of access to the quantum metric platform with a bespoke insight report that will help you identify where customers are struggling and engaging with your online experience and your digital product some restrictions apply but for the majority of people go to quantum metric dot com slash pod offer enter the code success and you will be able to receive their 12 days of insights offer get ready to understand your customers with intimate detail they can optimize experience and revenue and give your customers an overall much more pleasant experience when they hit your site all right let's get back to the show and this is just I had no idea this was a strategy that you implemented to grow the dealership and I'm very happy that we dove into this because you just highlighted the fact that this the the I'm going to say in air quotes a sales strategy that allowed you to go to the store was not a sales strategy at all it was it was a it was a very empathetic self-aware you know employee centric this is a leadership strategy and you just took this and I don't know where I don't know how you came up with this we're going to even go into that because that's incredibly impressive but you just took this you transplanted it into an industry that is honestly known for just horrible sales people and and sort of sales practices and you just like you know you see that you see that the stuff that you just mentioned you'll see maybe this in very forward thinking silicon valley venture back startups you know with the kombucha and the dog in the office of the ping pong table one not but you don't see it in traditional industries as much right and it's just incredible like how you can take that apply it to any business and you see the results so my question my question to you is where did the where did this come from because because you didn't have this when you were killing it in the car dealership and you were making money and you were going out drinking at night you didn't have this mindset for sure I know you didn't but then also to to speak to Cummings when you when you started working at this place in Kentucky and you convinced him that this was going to be the strategy that you're going to have money probably looked at you look you at three heads and said no we just got to go pocha the top seller from you know from Toyota from Porsche I don't know what type of car dealership it was but we got to get the top seller and bring bring them over here so even how do you how do you think of the strategy and how did you how did you convince uh convinces dealership take it on so a couple things the universe aligned beautifully so Josh Cummings and his brother Dusty had just bought the dealership 11 days before I started working there they had just bought it from their dad and Josh is incredibly forward thinking incredibly empathetic is the picture perfect servant leader now that term servant leader gets thrown around a lot so I want to make sure to define it for all of those that are listening a servant leader is not someone who says oh I'll do anything if people you know somebody asked me I'm willing to do anything that's not a servant leader a servant leader is someone who seeks opportunities to serve and so Josh would always seek opportunities to serve including me I mean the guy but the other than wash my feet he basically washed my feet right he was just an early servant leader and so I learned a lot from him about what servant leadership looked like and he was a forward thinking human and so together we've really had some great synergies I was more charismatic I was more face of the dealership I was more rally the troops motivate inspire that type of thing and he was more like analytics and back in type thing but ultimately a servant leader through and through and so together it made a pretty incredible force and at one point I sat down and I wrote down all of the things that I hated about being an employee in a car dealership from the old dealership I worked at and then we also wrote down a list of all things that the consumer hated about buying a car from the typical dealership and once we had that list got it really was easy as doing a 180 degree opposite of everything that was on that list right just do exactly this incredible leadership moment just take a car dealership and do the opposite and you have the epitome of good leadership oh that's funny exactly exactly where it came from so once we had that list you know Josh and I worked together to cultivate a team of incredible humans and really pouring to them and Josh was just very he saw something in me that most people didn't and so he trusted me to make good decisions when it came to the to the store now when it came to like numbers and certain strategies that way they look at me like you know I had three eyes sometimes but after our first year where we had we increased from cell 120 to like 240 which they had never done in 50 plus years and then the second year we started selling 300 a month in the third year we were up in the fours in the fives and I remember in 2016 we sold in 2016 we sold 7500 card no sorry we sold 6000 cars in 2016 6000 cars that year and up to that point every time I said a goal or a target they'd look at me like I was crazy but once we hit the 6000 target they immediately were like so glad what's next what does the average dealership close it just supported your average dealership will sell roughly between 1200 to 1500 cars a year so you almost 5x an average dealership yeah and then we took it further than that too we my best month was March of 2018 we sold a thousand 43 cars in 47 business days in a tiny little town population 96 hundred people wow so you're doing something right and I don't think everybody had seven cars or eight cars so you're figuring something was working yeah very good greener culture every single salesperson on the floor sold at least one car a day every day that they were at work which the national average is they say that your salesperson should sell 10 cars month which is one car every three days and I thought that was just nonsense Scott I'm like you're gonna take people away from their families you're gonna make them work 70 hours a week you're going to not turn them properly you're gonna do all of these things and you're gonna make them work two out of every three days for free like in my culture that's called slavery bro when you make people work for free from the from sunrise to sunset and so we changed that right away we took on the responsibility as the leaders to make sure to create an environment where every salesperson could sell at least one car every day while they were at work we took that very very seriously and we were able to shift the shift the culture so we're not only were we able to put up numbers that put us in the top 5% of all dealerships in the nation but we're able to do it with a smaller staff than 99% of the dealerships in the country amazing very very impressive okay so this is this is the this is the fundamentals that I'm assuming are some of the things that you speak and teach now they were sort of formed at this dealership so let's let's keep going down down the the the Glenn the Glenn Lifeline what's what's the next piece of the story why is there so many themes around morning I see that rising grind I see morning I see a whole bunch of morning so let's let's talk about that maybe you know we can talk about some of the stuff you're working on now yeah totally man so again I am a student and I'm studying success across the board on all the levels I've studied the most successful humans on the planet and in my studies what I found was a common beam a pattern right all all tremendously successful humans have some sort of morning routine that taps into mind body and spirit every single day if you have it and you can look them up look up any successful human look up their morning routine and you'll find that they had a consistent steady repeatable morning routine that tapped into those three things right mind body and spirit and so once I discovered that I was implementing in my own life trying to figure out a good solid morning routine that would work for me and so I would try you know Tony Robbins says take a cold shower I'm taking cold showers I'm like this socks bro I'm not a cold shower thing like that's not for me right but I'm trying out all these different things and trying to figure out what works and ultimately I found a simple five-step system that worked incredibly for me that is backed by science and it transformed you know my life and and the life for my family and so once I figured that out I started teaching it at the dealership to all of my you know employees and I started to notice transformations in their life too right successfully is clues and so bottom line is if you change the way you start your day it'll make a massive impact in your life and so rising grind is that me helping people change the way they start their day with some motivation education inspiration breakfast with champions is that all of those things fall in line because I have found that for me personally the way that I can make the longest most impact the longest lasting impact in someone else's life is to help change the way they start their day but here's what's interesting Scott when I go into businesses we started the exact same place soon as I go into a dealership for consulting or to do some work with any any other business outside of automotive one of the first questions I asked the owners is what does the day start like what does it look like in your office at the beginning of the day and typically what I get is so and so trickles in a little bit late some people come in a little bit early they go to the water cooler they go grab their energy drinks they talk about breakfast there's all these things that happen in the morning that that caused most businesses to get to come off on a slow start they get out of the gate slow and then as productivity increases as you hit 10 o'clock and 11 o'clock and so on and so forth but what I found is if we can create the perfect morning routine in your business we can now speed up your productivity levels pick up a couple extra hours of productivity each day your employees are happier your culture is better and our bottom lines tend to rise our nets rise just by simply focusing there so that's one of the things I go right out the gate it always shocks some of these CEOs when I go in and they want to talk about some strategies and I'm like okay how does the day start they're like what I'm like that's where we're going to start is we're going to change the way you start today you know see massive results in your business it's crazy so so walk so which one do you want to go into because I want to get one one or one of the other you do personal day start or you do business day start which one is the which one is the one you like to go into the most and and obviously people can go you know yeah where do you talk about do you have a book out or something like this or is this just like a podcast like just woven in between all the other stuff you know I do I have a free ebook that anyone can go download and I don't know this I'm genuinely asking because I have no clue so yeah the morning five the morning five dot com the morning me the morning and then it's the number five so the morning five dot com you can download a free ebook reading less than an hour and it breaks down the five simple steps to an extraordinary life of my personal morning routine are they similar the the personal morning routine and the business morning routine yeah let me break it down for you we'll do it I've actually already given you the business one I gave it to you earlier so the business one we follow the lead process okay so we have a morning meeting every single day and I don't care if you're a small business and you have three employees or you're a massive business that has a thousand we have a morning meeting every single day and in the morning meeting we follow the lead process we listen and here's how we do that the leader should be the first one in the room not the last I can't tell you how many organizations we'll tell everyone if we have a meeting you got to be there at 830 and then they walk in at 829 and a half no no clearly that's not a priority to you you should be the first one in the room we set the tone with some great upbeat music I suggest using instrumental music nothing with words because words can influence people's frequencies and behaviors heavy metal heavy wrap anything like that dude I'm a fan of all music there is a time and a place for that 830 in the morning is not the time that you should be rocking you know some hardcore AC DC if you want your people to go out and take care of your customers going forward I'm just saying they're influenced by those things so we play some good upbeat music preferably instrumental or some type of motivational video to set the tone and you as the leader should be walking the room as people are arriving you're high five in you're walking in the room and really all you're doing is listening I want to find out if Scott's grandma sick and he's worried about that I want to find out if John and his girlfriend got into an argument last night I want to find out if Susie and Amy were out at the bar till three o'clock in the morning drinking last night now they're hungover and we need to handle that right I want to find out those things I also want to find out what they care about what are they talking about in the news are they watching the news first thing in the morning because they shouldn't be I want to find out all those things so I work the room with my ears so that I can learn more about my people right so that's the listen process then we encourage first thing in the meeting in for all your peers we celebrate yay Scott great job man you're doing an awesome job we're so proud of you Scott right we celebrate we encourage then we immediately go into advice hey Scott I noticed you were supposed to pull the handles on the lot yesterday I checked a couple handles they weren't pulled bro is everything okay is there maybe something you misunderstood about that process now man I just freaking space okay well Scott you know keep in mind this our house I need you to keep place together we love you we love what you're doing for the company you're totally an asset you just stay on top your on top of your dam right like we can do that in front of as long as we've listened and encouraged first then we go into advice we use that space to advise people on the areas of opportunity and develop our of opportunity and development and then we go into development so that meeting that morning meeting every single day your your employee should walk out of there knowing something they didn't know when they walked in too often we hold these meetings they're not planned they're not thought up we're like oh okay guys go out there do a good job now teach me something and I will keep coming back for more and then do it daily make it use all that the problems will change the way you start today in your business amazing and then for the personal you mentioned even this one thing that you said people shouldn't be watching the news what are the fast five the things that people should do in the morning to make that morning routine purposeful and impactful never hit the snooze button number one there's a ton of science behind this snooze button I'm going to start taking some notes right now okay the snooze button is the devil scat I'm telling you I don't I don't well actually that's not I try not to I'm like 90% good okay good good good good yeah the snooze button's a liar it sells you 10 extra minutes of sleep but you're actually going to go into another sleep cycle if you learn anything about circadian rhythms you'll actually go into another sleep cycle this is why so many people have to have coffee and energy drinks first thing in the morning because they're snoozing and then they're waking up while their body is going through a whole other sleep cycle so even though you're walking awake your body is going to go through that rhythm no matter what there's nothing you can do about it and so the snooze sells you 10 more minutes tells you you're gonna be more rested but actually makes you more tired blood x90 90 minutes to two and a half hours crazy right so snooze is the devil no snooze number two no phone first thing in the morning do not touch your phone the we have gotten so connected and addicted to these things there's nothing in there man that's going to be positive first thing in the morning I promise you're going to get some piece of bad news you're going to have an email you need to follow up with you're going to get a notification there's going to be violence there's going to be division there's going to be politics there's going to be death there's going to be all of these things right and and and first thing in the morning your brain is just consuming it's gone into consume mode that first hour is so incredibly powerful your brain's going where am I am I awake am I safe like it's totally alert and it's consuming and if you grab your phone first thing you're just shifting your frequency to allow outside influences to determine your path and that's not and I had a recipe for success it's just not right we want to be able to set ourselves bandationally set our roots so no phone first thing in the morning so basically at this point we've lost 80% of your audience just see no Scott they're like no no no I hate this guy I'm out no you know I thought I'll challenge I'll say like just just try it you know because now I'm just thinking about let me just do a week of I'm good with the snooze I usually try and get myself up because I can't stand that I I had no idea about the science but it makes sense now because I feel like crap whenever I do snooze but the phone in the mornings an issue but I want to try that I definitely want to try I've heard that from a few people actually so that's something that I want to action but yeah sorry I would say if you're not doing it you should be doing it or you should at least try and see and and again like monitor and be self-aware enough to know your mood your energy how you tackle the day your productivity between nine to 12 like let's just let's just as opposed to just shining and saying no let's let's let's run an experiment on ourselves I think that's a really smart idea and that's the way you're gonna sell yourself on it if you can try it for a week and you notice intangible results and you get more done and by lunch now all of a sudden you have no more work for the afternoon because you actually kicked off the day right yet energy you were positive you and you just tackled everything and it felt effortless you're gonna keep that habit up so I say prove it to yourself amen Scott amen that's what I'm talking about so that's number two no phone number three is gratitude in goals right down the things that you're thankful for and right down your goals for the day now I know that sounds like two right gratitude in goals sounds like two steps but the reason I make that one is everyone on this planet I'm guessing that's over the age of probably 12 has been told that they need to write down their goals and yet 80% of people don't write down their goals and here's my theory why that is Scott I think that all of them have tried I think that everyone hears they're supposed to write their goals and they at least try but writing down your goals by themselves can actually create a negative frequency I wish I had more money I wish I had a bigger house I wish I was better looking right it can actually create a feeling less than for who you are right now whereas if we start with a space of gratitude I'm grateful I have a roof over my head I'm grateful my bills are paid I'm grateful I woke up today and then we stretch for a bigger house and for some more money over for whatever it is that moves you now it's a positive frequency going into our goals which to me is like it's Jeff fuel for those goals versus a negative frequency being put in so I put them into one step gratitude in goals together I think is really the key number four is you got to take care of the physical and I don't care if you walk crawl run play golf play tennis like whatever get the body moving an object in motion tends to stay in motion an object at rest tends to stay at rest so just get rocking and rolling and then step five is really the key step five is what puts it all together step five is you've now didn't snooze you won't touch your phone you're ignoring the rest of the world congratulations you wrote down the things you're thankful for and your goals you've been very selfish when you did that Scott right which is good you took care of yourself physically I'm proud of you now what I need you to do is take this positive frequency you should be vibrating at this point on an incredible incredible energy level I need you to release this out into the universe so number five is send out an encouraging message lift someone up I don't care if it's a text message a Facebook message a sticky note that you put on the mirror for your spouse go whisper into one of your kids ears but release the positive energy out into the world and what's crazy is energy cannot dissipate more can it be created it can only be converted so when you release that positive energy out it has no choice but ultimately come back to you in some converted form maybe later that day that week that month that year we never know but ultimately by releasing all that positive you're not only making an impact in other people's lives but it makes an impact in yours as well so those would be the five steps five simple steps you do those every day and you name it amazing very good I appreciate you breaking that down thank you very much yeah you bet and and you've you've worked a lot of people what are you what are you I'm not going to spend too much time in this I want to do some rapid fire stuff but when you when you you know get people involved in this I feel like day one have a hard time really buying in to energy and gratitude journals and all that because I'm you know I'm I'm like the average Joe when it comes at the stuff but walk me through maybe a use case or a case study or an example of somebody who did stick with it how did they stick with it and then how how did they achieve the results how do you get somebody to buy in day one yeah and so a couple different things you know there's as far as like testimonial side where we now have tens of thousands of people that have been able to apply the morning which is powerful and it of itself for you yeah and incredible results which is which is amazing right we had to release a challenge because it sounds kind of simple on the onset but it actually can be very difficult we have neural pathways in our minds which I'm sure you've probably heard of that and we we have to create and train our our brains to do these new things and sometimes we need some motivation behind that are incentives to be able to rock and roll so something that we do is I did a I read a study Harvard and Stanford came together and they found that it takes 67 days 67 consistent days before something becomes easier to do than to not do all right the neural pathway gets created it becomes easier to do it than to not do it and so we do a 67 day challenge and we as far as my company anybody that does the 67 day challenge and completes the morning five every single day for 67 days and posts on their social media with the hashtag the morning five we give them a bunch of free gear I give them free car of t-shirts and hats and double bags that they can put all their stuff in like we incentivize it 100% free you don't have to pay there's no we don't pay for shipping we take care of everything on that because we think it's just really important that that people understand they have the ability to become the catalyst for all things good in their life and it could be something as simple as your morning routine that is keeping you from breaking through to those levels now do people fail all the times got they fail all the time they'll do it for seven days and then fall off or the snooze button don't get them or you know they'll go grab their phone right and it's a golf type thing it's an on your honor type thing this is a battle between you and you simple simple is that but I can assure you you'll feel right away right away you will feel results also when you send out those encouraging messages the messages you get back are insane man I can't tell you like you'll send one out and someone you'll send out a sentence and someone will send you back a paragraph and they're gonna say so it's so weird to get something positive it's it's sad it's sad it's weird to get something positive and that's actually the the biggest thing I just want I'm happy that you're doing this because I wanted to just say like how do you get somebody to take the day one step because you know maybe people fall off at day seven or day 20 or day third but you know even if you fall off at day 30 and you're like a 20 percent better person because of it good for you like you don't I mean good for you like and if you do the whole if you do the whole 67 and you know maybe maybe you maybe you do it six set of seven days and that's what you can that's what you can maintain because one day you know you just you want to you want to snooze whatever like it's just about it's about like you know just moving in the right direction it is yeah but you got to do it on that very first day and you send out that message I promise you you're gonna get a message back that is gonna blow your mind the message back is gonna say I needed this so badly right now right and that's when you're gonna go oh wait a minute that feels kind of cool to be that for that person right good to be a good person yeah that's right it really does yeah amazing man that means okay um before we pivot into some rapid fire stuff to to bring up some insights from your career uh is there anything we didn't touch on that you wanted to go into oh no man this is this has been we did a really really good one I think you know we we went to everything I appreciate I didn't even know we were gonna go into when we first started this call but I'm happy I'm happy I'm really happy with this one um where do people what do people connect with you get your socials out your website everywhere people should go and and reach out yeah really um the best thing to do I I would love it if you would go to the morning 5.com and download that ebook link that's how I can add value into your world and and I'm the type of person I like to to start relationships off by serving first and so that would be the best way and then of course you can always just search my name and I'm everywhere man I'm on the Instagram and LinkedIn and Facebook at clubhouse and uh all of those places but it's all just Glenn Lundy for some reason I have a name that uh no one else in the world of Glenn Lundy has attempted to uh make a name for themselves digitally so uh I kind of own that space which is which is great amazing amazing all right uh rapid fire you can go as long as short as you'd like biggest challenge that you've had in your personal or professional life you've gone into a couple challenges but what was the one that stood out and and how did you overcome it um the biggest challenge actually probably has been here in in the last three years uh I spent 40 years or you know 30 years working for someone else and allowing them to take on the responsibilities of making sure that I have a place to go to work and now I have you know many many employees not to mention thousands of people online that are counting on me to show up every single day and so being an entrepreneur is fun and sexy and all of those things but it's also the most challenging thing um that I've ever had to do especially just having that weight of knowing that there are a lot of people that lose if I don't win so I gotta make sure to deliver very good um one person that had an incredible impact on your life who was it what did they teach you there's a hundred man and uh we gotta pick we gotta pick one I know there's a hundred I know there's a thousand you know really and not like getting religious in any way shape or form but as I study successful humans uh the the number one best selling book of all times this book called the bible 3.6 billion copies and distribution now the second best selling book would be the Harry Potter series at 700 million to give you an idea of the difference and so that book whether you're a religious person or not uh the the story of Jesus the the impact that that has had on my life to know that this dude in sandals with no technology uh was able to walk miles facing you know deserts and death and all of these things just to get an audience of 30 people or 50 people or whatever he he the things that he went through to deliver a message of hope and the impact that that has had on this planet 2000 years later now I'm sitting here going like I don't even have to wear pants half the time I can do I can reach people like you wouldn't even know if I'm wearing pants I'm in my air conditioned studio I can click a button and I can reach as many people as I want and so uh Jesus has just inspired me to the idea that one man can literally change the world if you if he's committed to doing so and so I would say you Jesus and also it also positions it makes you think like what you know what's my excuse for not doing more people yeah yeah amazing um uh favorite source to learn or grow it could be a podcast or a book um not your own not this one but something else assumed uh lately that you'd read when people go check out oh favorite source to learn and grow so you know I'm I'm an audible junkie I've got new audibles all the time it's always the the self-help stuff right that's what that's what I listened to and so I would say as far as the favorite source to learn and grow I love being in my car commuting back and forth from the office or traveling um and just plugging in audibles uh whatever whatever's rocking and rolling and uh using that using that time to study and learn do you have uh do you have a title people could go check out want a particular um Jim quick uh Jim Quicks book um yeah I'm listening to right now what's the title of Jim Quicks book I don't remember I know his book and you're so funny I know him all over social but you're I don't remember that I love his book yeah limitless his book limitless look at his uh incredibly powerful it teaches you how to learn teaches you how to remember which is funny because I just forgot the name of a thing but um when it teaches you he does a great job of helping you expand uh what you're what you're already capable of it's uh pretty powerful book that's amazing um oh let me give you one more three oh yeah circle over there or I'm sorry not three feet can go outweating the devil that's how we don't know by uh it was annotated by Sharon Lecker it's actually written by Napoleon Hill back in the 50s it was supposed to be part of the think and ro rich book but his wife wouldn't let him publish it because it was so controversial because he talks about the school system he talks about politics all of these things he basically has a conversation with the devil and the devil breaks down exactly how he uses the empty space where you're just drifting how he uses that space to ultimately keep you from your greatness it's so incredible and if you listen to it on audible they hired this actor to play the voice of the devil you'll never forget it but it's really an incredible incredible read out winning the devil that's a great that's a great I've never heard of that book in my life I know Napoleon Hill never heard about winning the devil that's a great recommendation I'm gonna I'm gonna audible that maybe yeah um if you could tell your 20 year old self one thing what would it be thank you I would tell him thank you thank you for um you know ultimately thank you for teaching me what not to do and who not to be 20 year old me knew everything 20 year old me made every mistake you could possibly think of and so 43 year old me is like all right I know I've got smooth sailing going forward thanks to uh that Jagger said all mistakes he made good very good and then last question what does success mean to you man success to me means that you are in a constant state of a growth and never comfortable to me that's that that's success by definition so I'm a firm believer that we're most comfortable in life right before death I watched my grandfather pass away and he was he battled cancer it was very sick it was in a lot of pain and the moment before he passed away he was incredibly comfortable it was like it was crazy and when I was in the ocean and trying to drown myself there was a moment where I thought that this was the end and I was incredibly comfortable and so I see it Scott I see people get comfortable in their relationships they get divorced they get comfortable in their careers they get fired these athletes get comfortable in their positions and somebody comes right up and takes it away from them so I believe that we're most comfortable in life right before death and so true success to me means that you're constantly putting yourself in a state of where you're uncomfortable and that's where all the growth happens and there's so much fulfillment in growth right so that that would be the definition of success to me