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Glenn Pasch has seen a lot. 

Now he works directly with dealerships to build structure and processes. He views the world as a puzzle to be solved for the customer’s sake, and believes that as you ask the right questions and design the right roles, everything will click into place. The more guardrails you have, the faster you can run, and the better you can perform.

What we talk about in this episode:

0:00 Intro with Michael Cirillo, Paul J Daly and Kyle Mountsier.

3:48 According to Glenn, asking the right questions makes you a better leader.

“I think that a lot of people get stuck in the classroom. So think of it that way. You're stuck in listening to a podcast, or you read a book and you get stuck with a bunch of ideas that are written down. And if you're not asking the right questions of okay, well, what do I do with this information or this data, then it just sits there. And then, you know, people get frustrated that nothing's changing. And so I think that the essence of a good leader is not to tell people what to do. It's to ask them the question, so they end up finding the path I want them to go on. But they find the path themselves. And so my best trait, or I think one of the best traits of good leaders is asking questions that you may already know the answer to, but it's not my idea. It's yours.”

9:44 Retail automotive is a personality driven business. But we can fall into the false belief that a great personality outweighs structure. Glenn understands personality on top of structure lets a person execute more quickly.

20:42 Glenn talks about building job descriptions and duties so that someone else can fulfill that role if needed, especially when they’re promoted. He says that too often we write job descriptions based around a person currently in the position.

23:48 Kyle compares this type of collaboration and structure to jazz music, and how all the musicians have to understand each other and where they are in the song. It’s intricate, but it's next-level music. It’s the same in the dealership where there is structure and understanding.

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