Rory is a young dynamic speaker whose theme is “Take The Stairs.”

His concept simply means taking the harder way. Human nature is to go the easy route. Many people fall into the category of the route of least resistance.

It’s so much easier to stay with what they’ve got. So they “Don’t dare take the stairs.”

Here are five examples:

1. Can’t shake the addiction of packs and paying on gross profit? Ask yourself, how many times do you have customers who come to your dealership that have a legitmate quote from another dealer that’s at cost, below cost or into the holdback? So, tell me how the sales person or sales manager has much control over gross? It’s so much easier to stay the course and not change it isn’t it? “Don’t dare take the stairs.”

2. You’re reluctant to go to an “up system.” You know it’s the only way to go, but you won’t do it because of the “fear factor.” The fear that all your “Superstars” will quit. If you think through all the elements of an up system it makes total sense. “Don’t dare take the stairs.”

3. Keeping used cars in your inventory past your timeline, whatever that line might be. “Fear factor” bites you again. It’s the fear of upsetting your used car manager by holding him/her to a discipline that, again, you know makes total sense.

There are many elements to managing your used car inventory. It is not about losing a lot of money at the end of the timeline. It’s about daily disciplines and processes that you need to enforce. It’s easier to allow yourself to be sold on all those stupid reasons to keep those aged units in your inventory. “Don’t dare take the stairs.”

4. You swear you won’t go to a one price-selling concept. The reality is you know it’s coming. The fear of losing people keeps you on the path you’re on, which is old, tired and worn out.

The customers don’t like it and your forward thinking sales people don’t like it. You know there’s a better way, but it’s easier to stay where you are. “Don’t dare take the stairs.”

5. Bubba still works for you or you have “Bubba thinking.” Bubba did a great job 20, 15, 10 or even 5 years ago. But, Bubba just won’t accept the role of technology in our business.

Oh, Bubba says he’s on board, but you keep getting the same old stupid results and he keeps on selling you on the fact that he “gets it.” Bubba wants you to believe that using technology is a race to the bottom. Not true. Using technology is a tool to position you in the best place to maximize gross, turn and volume.

Being sold is far easier than using your own brain to think it through and to replace Bubba’s butt. “Don’t dare take the stairs.”

Taking the stairs requires pain and discipline. Change is never easy and you know you need to change. Maybe you should just run up the stairs and see what happens? If you fall down you can dust yourself off and ride the escalator…just like everyone else.

I hate being like everyone else. That’s all I’m gonna say. Tommy Gibbs