Woody Hayes, the great Ohio State University Football coach once said: “Paralyze resistance with persistence.”

Change, continuous improvement, and daily disciplines are often met with resistance. Resistance is not a generational thing, it’s just a thing. It’s a thing that’s always been present. It’s been around since the caveman.

There are always strange forces of nature at work. Resistance is the force of nature against persistence. We’ve all seen very talented people fall flat on their faces because of a lack of persistence.

Talented people will often resist having to be accountable. They like doing their own thing. The lack of discipline is a close cousin of resistance.

Persistence can be a two-edged sword. We’ve all known salespeople who drove us nuts. They bugged you to death. They worked you till your nerves were on edge. But the bottom line is they were persistent. Persistence wins over time and persistence will sell lots of cars.

If you allow the average salesperson to analyze their own results, they will easily justify why they are doing so well or not. If a salesperson has a high closing ratio, then they would tend to think they are doing a great job. If a salesperson has a low closing ratio they will blame it on getting bad ups.

You as a leader must be persistent in how you frame a salesperson’s production and direction for improvement. If they have a high closing ratio then you should be encouraging them to talk to more customers. If they have a low closing ratio then you need to show them the way to better closing techniques. You must have the discipline not to let them sell you why this or why that.

There is always room for improvement, and you should never be satisfied…and you should never let them be satisfied. Becoming satisfied leads to complacency. To keep the “boogie man of complacency” away, you as a leader must be persistent in all things that have been deemed to be important to the success of the organization. It is so easy to lose persistence.

Being persistent is not something you do occasionally.

It is something that must be done every minute of every day.

Discipline is the twin brother of persistence. Discipline is what carries you through the down moments; those moments when you want to throw your hands in the air and say the heck with it.

I like to think of persistence as always staying after it regardless of your current state of mind. Being highly motivated can come and go. Even when you are not feeling all that motivated you can remain persistent.

Being persistent means have intestinal fortitude and a willingness to grind it out regardless of the obstacles that keep coming your way. Think of obstacles as just bugs on a windshield. Persistence is the windshield wiper.

Wipe ’em off and keep digging.

Being persistent means never giving up. Never, ever give up.

That’s all I’m gonna say, Tommy Gibbs

“You Can’t Communicate to a Group Unless You Communicate with Individuals”

It’s not that you can’t. It’s that it just doesn’t work all that well. In leadership, it’s tempting to believe that addressing a group as a whole is enough to deliver your message. Every person within a group processes information differently, and unless you take the time to connect on a one-to-one basis, your message can get lost in the crowd. Here’s why individualized communication is the backbone of group success: 1. The Power of Personal Connection Relevance Matters: Each person has a unique perspective, experience, and role. What resonates with one person may fall flat with another. By understanding and acknowledging these differences, you can tailor your message for greater impact.Emotional Investment: When you take the time to connect personally, you show that you value the individual. This investment often leads to heightened emotional commitment to the group’s objectives. 2. Fostering a Sense of Belonging People Want to Feel Seen: In a group setting, it’s easy for individuals to feel invisible or that their contributions don’t matter. Direct communication makes people feel seen and heard, which fosters a stronger sense of belonging.Inclusion Drives Engagement: People are more likely to engage in the group when they feel they are individually valued. This involvement leads to richer discussions and more diverse perspectives. 3. Clearing the Air: Reducing Miscommunication Group Messaging is Often Vague: Broad messages can easily be misinterpreted by different people. By engaging individuals, you can clarify points and ensure everyone has the same understanding.Preempting Conflict: Misunderstandings in group communication can lead to conflict. Direct conversations with individuals allow you to address concerns before they escalate. 4. Building Trust and Loyalty Trust is Built One-on-One: Trust is rarely built in a group setting. True trust develops through personal connections and authentic conversations. A leader who takes the time to connect with each individual is more likely to earn trust.Loyalty to the Leader Equals Loyalty to the Mission: When individuals trust the leader, they are more loyal not only to the leader but also to the group’s mission. They believe in both the “why” and the “who.” 5. Tailoring Feedback for Growth Constructive Feedback is Best Delivered Individually: Feedback in a group setting can feel impersonal or even embarrassing. Individuals are more open to receiving constructive criticism when it is shared privately and thoughtfully.Acknowledging Strengths in Private: Public praise is valuable, but acknowledging an individual’s specific strengths in a one-on-one setting deepens their confidence and motivation. 6. Unlocking Potential Leaders Develop Leaders: When you take the time to mentor individuals within the group, you’re not just building rapport—you’re developing future leaders. Individual communication gives you the chance to nurture talent and empower others to rise.Identifying Personal Aspirations: Group goals are important, but individuals have their own aspirations. When you understand these personal goals, you can align them with the group’s vision, creating a sense of shared purpose. 7. Cementing Long-Term Success Sustaining Momentum: Individual communication ensures that the group doesn’t just perform well in the short term but remains motivated and aligned over the long haul. The more each person feels invested, the more sustainable the group’s success. Group communication may set the stage, but it’s individual conversations that seal the deal. Leadership is about creating meaningful relationships, one person at a time. By communicating with individuals, you create an environment where every voice matters—and that’s how you truly lead a group. Thanks all I’m gonna say, Tommy Gibbs

By now you’ve closed out October, twisted over the numbers and gone back to work.

Not so fast.

October is the perfect month. “Perfect for what?” you say. Perfect for figuring out where you’ve been and where you want to go.

I can’t say that math was one of my best subjects, but I can divide by 10 real easy. At a glance, I know what the averages are for any line item expenses, sales volume, and gross profit.

What also makes October a perfect time is it sets the stage for the next year. Now is the time to start planning for 2025. Waiting until the last week in December to get your plan together is a really bad strategy.

This is the perfect time to dig in and firm up your fundamentals in all departments. This is the time to get back to basics. This is not the time to cut back on your training.

This is when you need to amp up your thinking, stretch your organization and stretch your imagination. If you don’t have a solid foundation of basic processes you will never maximize your success.

This is the time to take control of the “evaporation factor” that’s been occurring all year long. This is the time to stop the “process bleeding.”

Your long-term plan should include joining a Twenty Group and attending the NADA convention.

We all get lazy and get caught up in our daily routines. Attending these meetings gets you revitalized. It gets you outside of your daily box and opens your eyes up to what the possibilities might be. Seems like a no-brainer.

This is the time to make those plans. Teamwork is critical if you’re going to maximize your bottom line. To keep your team on the same page you have to constantly communicate to them what the expectations are and what processes they are expected to follow.

There is no “shake ‘n bake” solution. You don’t fix it and walk away. You fix it and re-fix it.

What to do?

1. Ask yourself if you can improve your processes? If you focus on revamping your processes, what effect do you think it will have on your business? It is an absolute fact that regardless of how well disciplined you are, over time your processes are going to evaporate.

The best piece of advice I can give you is to lock yourself and your management team in a room and review every detail of your selling processes. Be brutally honest with yourself. Then take the necessary action to get yourself back on track.

2. Can you improve your team? Got the wrong players? Now is the time to make the changes. If you already have the right team in place then it’s time to let them know what your expectations are and show them the plan and the path to achieving those expectations.

3. Don’t think of your planning as “you now having a plan.” Think of it as a “mission.” Plans can fall apart. When you’re on a mission you stay after it until you succeed and then you stay after it some more.

I’m on a mission to get you to re-think what you’re doing. I’m on a mission to get you ready. That’s all I’m gonna say, Tommy Gibbs