Changing The Industry Podcast

Lucas Underwood [00:00:00]:
It was. It was a good time. It was a good time. I prefer San Diego over Tulsa.

Brandon Crusha [00:00:06]:
Absolutely. Yeah.

David Roman [00:00:07]:
Are you recording?

Lucas Underwood [00:00:08]:
Yeah.

David Roman [00:00:09]:
Well, you got to do. Do the clap. I got you on the screen. Nice.

Lucas Underwood [00:00:14]:
Look at that. Brandon, introduce yourself, brother.

Brandon Crusha [00:00:20]:
Awesome. Well, thanks, Lucas. David. My name is Brandon Cruschet. I have been in the industry pretty much since I could walk. Lately, I've been on the software side, working with auto flow training and teaching shops about communication, digital inspections and things of that nature.

Lucas Underwood [00:00:36]:
Very cool. Very cool. I'm not going to lie. I've always thought your name was Crusher. And so, like, I don't know if I think you're as cool as you were like, five seconds ago.

Brandon Crusha [00:00:48]:
Yeah, I totally lost cool points just then.

Lucas Underwood [00:00:51]:
Yeah.

David Roman [00:00:51]:
Although I knew. I knew it was Crucia.

Lucas Underwood [00:00:55]:
Did you?

Brandon Crusha [00:00:57]:
But it's not Cruchet either.

David Roman [00:00:58]:
Ah, nuts.

Lucas Underwood [00:01:03]:
Oh, my goodness.

David Roman [00:01:04]:
Say it again.

Brandon Crusha [00:01:05]:
Cruschet. You know, dang it. It's like Joe Dirt. We like to church it up.

David Roman [00:01:13]:
It's dear tame. Do you have the accent over the A?

Brandon Crusha [00:01:19]:
No, I do not.

David Roman [00:01:20]:
Oh, you got to put the accent over the accent.

Brandon Crusha [00:01:23]:
People pronounce it Crusha.

David Roman [00:01:25]:
Yeah.

Brandon Crusha [00:01:26]:
And when you have that on a name tape in the Marines, that's way more intimidating.

Lucas Underwood [00:01:30]:
That's true. I can see that.

David Roman [00:01:31]:
Yeah. Okay. I could see that.

Lucas Underwood [00:01:33]:
I just need you to know it's gonna have the accent in the podcast episode, right?

Brandon Crusha [00:01:37]:
Absolutely.

Lucas Underwood [00:01:38]:
It's gonna be there. Right.

David Roman [00:01:40]:
Why would I put. I gotta find the shortcut or whatever to do the. This is gonna be a problem with the switching. I'm just telling you right now. Oh, I don't know what to do with my hands. You know what I can do? Well, if we had. We. If we had super Source, then we can, like.

David Roman [00:02:02]:
See what I'm saying? Okay.

Lucas Underwood [00:02:05]:
So, all right, hear me out, right? Because you're. You're DVI dude now.

Brandon Crusha [00:02:09]:
Yep.

Lucas Underwood [00:02:09]:
You took Craig's place.

Brandon Crusha [00:02:11]:
Kind of.

Lucas Underwood [00:02:11]:
Poor Craig. Not really poor Craig.

David Roman [00:02:13]:
Did they fire Craig? Did he get fired? Is he gone?

Lucas Underwood [00:02:16]:
Yeah, Brandon told him that they should probably fire Craig.

Brandon Crusha [00:02:20]:
I mean, I told him that, but they didn't do it.

David Roman [00:02:22]:
Is he rebuilding transmissions again?

Brandon Crusha [00:02:24]:
He's not a builder.

Lucas Underwood [00:02:28]:
That's good. That's good.

David Roman [00:02:31]:
He might be rebuilding transmissions again.

Brandon Crusha [00:02:33]:
He could.

David Roman [00:02:34]:
On the side, I think. I don't think he ever did.

Brandon Crusha [00:02:37]:
His passion is teaching now.

Lucas Underwood [00:02:38]:
Yeah. And speaking. He loves to speak.

Brandon Crusha [00:02:41]:
Yes.

Lucas Underwood [00:02:41]:
Yeah. David, I just need you to know your switching is terrible. Okay?

David Roman [00:02:52]:
So it's just temporary. It'll be fine.

Lucas Underwood [00:02:54]:
So here's the thing yesterday. What is that humming sound?

David Roman [00:03:00]:
There is no humming. I'm not hearing anything. It's the ac. Yeah, see? Thank you. There's no humming noise.

Lucas Underwood [00:03:05]:
Maybe if somebody didn't plug their laptop up or. XLR came up.

David Roman [00:03:11]:
Are you hearing Ahmed?

Lucas Underwood [00:03:13]:
Yeah.

David Roman [00:03:13]:
Okay.

Lucas Underwood [00:03:14]:
It's okay. It's okay. I was just picking. It was only a joke, man. You'll be fine.

David Roman [00:03:19]:
You're stressing me out. It's. It's bad enough that we can't get these cables working. I'm. I'm speaking now. It's bad enough we can't get these cables working. This is why we need a live producer.

Lucas Underwood [00:03:35]:
Braxton.

David Roman [00:03:37]:
I was gonna hire an illegal. They're cheap right now. Rock bottom prices. Yeah, you just gotta hide them out. What does Florida have?

Brandon Crusha [00:03:47]:
They're more accessible.

David Roman [00:03:48]:
Are they?

Lucas Underwood [00:03:49]:
I don't know. I mean, yeah, maybe, I guess.

David Roman [00:03:51]:
I was thinking Texas.

Brandon Crusha [00:03:52]:
Yeah, well, definitely more accessible in Texas.

David Roman [00:03:55]:
San Diego. As you get further into the country, they hide better. That's all I'm saying.

Lucas Underwood [00:04:03]:
Braxton had asked over and over again to come to this event.

David Roman [00:04:07]:
Did he really?

Lucas Underwood [00:04:08]:
Yeah. And Jimmy just, like, kept ignoring his request via email. And it was awesome.

Brandon Crusha [00:04:12]:
I just.

David Roman [00:04:13]:
I can understand why, because it is wildly expensive.

Lucas Underwood [00:04:18]:
It is. It is. But you know what's interesting is that Braxton got the stomach bug just two days ago, so I'm really glad he didn't.

David Roman [00:04:26]:
You know, I'm pretty sure my kid's sick. I just woke up, he's like, I don't feel good. I'm not that hungry. If he's not hungry, something's wrong. Yeah.

Lucas Underwood [00:04:35]:
Yeah. That sucks. All right, so last night, we. David made a post about Auto Tech iq. Okay.

Brandon Crusha [00:04:46]:
Okay.

Lucas Underwood [00:04:47]:
And so it's.

David Roman [00:04:50]:
Oh, maybe they're rivals with Auto Tech iq, You guys, Rivals?

Lucas Underwood [00:04:54]:
Like, hey, you're rivals with anybody.

Brandon Crusha [00:04:55]:
We don't rival with anybody.

David Roman [00:04:59]:
I feel like that's not true.

Brandon Crusha [00:05:01]:
It's absolutely true. You don't have. You don't rival with people. When you're.

David Roman [00:05:04]:
Auto, Vitals isn't your mortal enemy.

Lucas Underwood [00:05:07]:
No, that's not fun.

David Roman [00:05:09]:
You got to have a rival.

Brandon Crusha [00:05:10]:
Why?

David Roman [00:05:11]:
I don't. Because it just makes things interesting. Competition.

Brandon Crusha [00:05:14]:
Doesn't the Institute talk about, like, co petition, do they?

David Roman [00:05:19]:
Is that a thing?

Lucas Underwood [00:05:20]:
Yeah.

Brandon Crusha [00:05:20]:
Being better than everybody else.

Lucas Underwood [00:05:22]:
Why don't you hit the record button and see what happens.

David Roman [00:05:26]:
On the thing?

Lucas Underwood [00:05:27]:
Yeah, try it. Just see what it does.

David Roman [00:05:29]:
Is there something plugged into it?

Lucas Underwood [00:05:30]:
Yeah, just try it. See what it does. Okay.

David Roman [00:05:36]:
It's green now.

Lucas Underwood [00:05:37]:
Yeah.

David Roman [00:05:37]:
We're Making progress.

Lucas Underwood [00:05:38]:
We are. Okay, so long story short, we're talking about opportunity, Right. And in his post, he says, with this product or with this information, a lot of shops have gone from, you know, lower opportunity to higher opportunity and talked about increasing aro. Now, the number he used, I do feel like, was a little bit on the high side, and I think it was the number that they provided based on the data that they had. And.

David Roman [00:06:09]:
Hold on, you feel like it's on the high side, but they're pulling data, like, actual data from DVIs, and they're seeing on there, there's like $5,500 on average popping up, and they're pulling it from participating shops, which, by the time they enroll, have been trained on how to properly set up the DVI and present the DVI.

Lucas Underwood [00:06:38]:
Yeah, that's true.

David Roman [00:06:39]:
So properly, a DVI, properly done, should be seeing 5,500 on average.

Lucas Underwood [00:06:46]:
I'm just saying that if. If he was pulling from only a select few shops around his neighborhood, that could cause that number to skew higher. Right, because of where he's at.

Brandon Crusha [00:06:58]:
Absolutely.

David Roman [00:06:59]:
Yeah.

Lucas Underwood [00:07:00]:
Yeah. Because he's in Southern California.

Brandon Crusha [00:07:02]:
Yeah.

Lucas Underwood [00:07:03]:
And like, a. An energy drink in Southern California is like 15 bucks now.

Brandon Crusha [00:07:08]:
Well, minimum wage is like 35.

Lucas Underwood [00:07:10]:
Yeah, yeah. So work an hour to buy, you know, an energy drink and a cheeseburger. Yes. Yeah.

David Roman [00:07:18]:
So do you think he needs to adjust the dollar amount? The dollar amount's there to. To be impacted?

Lucas Underwood [00:07:23]:
No, no, I. Listen, I don't think there's anything wrong with the dollar amount. The. The conversation that happened last night was, is a shop owner thought. Thought that it was wrong to have an opportunity higher than $1,000. He thought that it was taking advantage of people.

Brandon Crusha [00:07:39]:
Is it 1980?

Lucas Underwood [00:07:40]:
Right, that's what I said. And so my argument was is that you can't in good faith look at an automobile and only tell them about the things that you think are a serious problem and not tell them about everything else that's going on with the car. And my other thought is, I know that a lot of times we as shop owners and people in our circle, lose sight of dvi, and we lose sight of what it really is at the end of the day. And we focus so much on the financial aspect of what it is. Right. And that's because, like, no offense to autoflow or anybody else, but how do you get a shop owner to buy something? You say, this will make you money. Right. And so a lot of times there's a focus on the financial aspect of the dvi.

Lucas Underwood [00:08:26]:
But for me, DVI is a lot more than that.

Brandon Crusha [00:08:28]:
It's way more.

Lucas Underwood [00:08:29]:
It's a liability.

Brandon Crusha [00:08:31]:
Yeah, it's cover your butt. It's all those things.

Lucas Underwood [00:08:33]:
Yeah, exactly. And so my message to him was, is like, hey, I'm averaging 28 to 3,000, sometimes 3,500 on average of opportunity per car. And sometimes it goes up, sometimes it goes down. And it depends on the work mix. It depends on the time of year. Like, it varies, right? Like, we're in a seasonal area. So in the winter months, my ARO and my opportunity go way up because we're doing engines, we're doing things like that for some of the fleets that can't work during the winter, so we're doing bigger work. And then in the summer months, we're dealing with brand new Mercedes that need an oil service and tires and tire rotation.

Lucas Underwood [00:09:11]:
It's a different type of ticket. And so this guy is, like, dead set on the fact that if you're telling people about all these other things that it's slimy and you're making the industry look bad now. It was almost like he thought that we were saying, With $5,500, you have to. You have to do all this work. No, that's not what it is. What are your thoughts? I mean, you've been a shop owner.

David Roman [00:09:37]:
I just want to point out, I think he felt like if you're not offering or not finding $5,500 in work, you're a crappy operator. Because he sort of alluded to that. Like, hey, we shouldn't feel like crappy operators because we can't find 50, $500 worth of work.

Lucas Underwood [00:09:57]:
Right.

David Roman [00:09:58]:
But I mean, yeah, you're a crappy operator.

Brandon Crusha [00:10:02]:
Yeah. I mean, at the end of the day, it is your job to be the professional to tell the customer what is going on with their car. One of the things I still teach my advisors and some of the coaching and things that I do is it's your job to tell them what's wrong with the car. You cannot make the buying decision for. For them, but you can tell them what is going on with their car, whether they want to hear it or not. If you tell them what's wrong with their car and you go home and lay your head on your pillow, you should sleep well regardless what the outcome is.

Lucas Underwood [00:10:33]:
Yeah, exactly. Because, like, I am telling them what they need to know. I'm not making stuff up. Right. I'm not just throwing random things at them. And so the conversation kind of goes like this. Five thousand, five Hundred dollars. Just because a car is not new doesn't mean to make it new.

Lucas Underwood [00:10:50]:
I'm all for keeping cars, well, serviced and safe, but talk about running away customers. If someone was quoted 5,500 every time their car was serviced, they would feel like a complete shakedown. Wouldn't you be terrified you would be financially broken Every three months when you just want an oil change. Imagine going to the doctor for a checkup and they say you shouldn't pay them or you should pay them 5,500 just because you don't have cancer. David had a good point to that. So you don't want to pay for the screening to know that you're facing this serious medical issue. I mean, come on now, what the f. And so it goes back and forth, and he says it's one thing to recommend a service and preventive maintenance.

Lucas Underwood [00:11:33]:
Can you offer a few samples of ethical recommendations tickets that add up to 5,000 without gouging or over exaggerating? I don't mean for this to be an argument. I much prefer to be productive in learning on either side. I can say my team does need to improve their average tech quote only about a thousand, but we seem to be in two different ends of the spectrum. I feel 3500 be the high end I would expect for an average vehicle. And my business is in a rust belt. I feel to reach that quote average, I would be recommending brakes due to rusted edge of rotor. Since new rotors are being replaced, you'll need calipers, pads and rotors. Tires have scuffing from the curb rash.

Lucas Underwood [00:12:11]:
Better get new ones as they may be compromised and could blow up, causing you to drive into a lake. All jokes aside, really, what kind of cars do you work on besides diesel and work trucks that you can anticipate? This a standard quote average. And so basically I was saying, hey, if you look at map right and somebody asked about where the data comes from, IMR Board of Labor, aaa, JD Power, they're all saying, hey, the American fleet right now has a lot of repairs that haven't been completed up to this point and they need to be done. Am I bothering you?

David Roman [00:12:47]:
Yeah, you're slapping the table. Think about how insane that is. $1,000 in a rust belt and he feels like 3,500 on the high side. Does that not sound insane to you?

Brandon Crusha [00:13:02]:
It's absolutely insane.

David Roman [00:13:04]:
Like, if I'm in the rust belt, I should be finding $7,000 on average. Yeah, he's not looking. He's not looking.

Brandon Crusha [00:13:11]:
Not looking. At least not looking.

David Roman [00:13:13]:
Well, yeah, no, he's not looking. It'd be hard to be comfortable. So comfortable that he wants to then argue about it on the Internet. Like, at this point, he thinks he's right. Right. So he's not going to make that argument if he's not comfortable with what he's doing, he's comfortable with what he's doing, and we're calling him out, and that's what he's arguing. But how do you feel comfortable saying, ah, those tires aren't that bad. Those lines aren't that rusty.

David Roman [00:13:40]:
You see what I'm saying? Like, that suspension part is, you're the.

Lucas Underwood [00:13:43]:
One making the decision, not the consumer. Right. And so now I don't have anywhere where I can say, hey, actually, we did tell them about this, and they declined it, so. Your honor, I don't believe we should be responsible for this. Right.

David Roman [00:13:58]:
For the little old lady dying, I.

Brandon Crusha [00:14:00]:
Think, you know, very few shop owners probably have real experience in a courtroom based on liability.

Lucas Underwood [00:14:06]:
Yeah.

Brandon Crusha [00:14:06]:
And they hear some of the horror stories. The. The Meine key thing that happened 15 years ago, or whatever it was, or 10, I guess, 2016.

Lucas Underwood [00:14:14]:
Yeah.

Brandon Crusha [00:14:15]:
Where, you know, she took her car in, asked for the tires to be checked, they marked them checked, and it ended in a $12 million lawsuit. But, yeah, her dog died. She's in a wheelchair for life.

Lucas Underwood [00:14:26]:
Yeah.

Brandon Crusha [00:14:26]:
Why is that not our responsibility?

Lucas Underwood [00:14:29]:
Yeah, for sure. Well, and I mean, I guess that's the thing, is that everybody says, well, but that. That's alarmist. And I don't really think that this is a big of a deal because we don't really see it that often. Dude, it only takes one time. I don't need the one time. Yeah.

Brandon Crusha [00:14:44]:
I don't want the one time.

Lucas Underwood [00:14:45]:
Right. I would much rather be in a very different spot than that. Oh, no. David's gonna change something mid recording.

Brandon Crusha [00:14:52]:
This should be fun.

Lucas Underwood [00:14:54]:
Yeah. And he's gonna have to turn the cameras off. Right. Like, now he's pushed buttons. He's gonna have to. Yeah, look, it's turned yellow now, and you're. Oh, my God. It's a first for you, isn't it? No.

Lucas Underwood [00:15:10]:
You got two kids.

David Roman [00:15:12]:
It's not a first for me. Thank you very much.

Lucas Underwood [00:15:21]:
I'm wondering if there's not something.

David Roman [00:15:22]:
This thing is flaming hot.

Lucas Underwood [00:15:24]:
Is it?

David Roman [00:15:25]:
Yeah.

Lucas Underwood [00:15:25]:
I'm wondering if there's some firmware deal going on.

David Roman [00:15:29]:
Yeah.

Lucas Underwood [00:15:29]:
Like a firmware change or something. I've not updated the firmware on it, but maybe no change. And we don't Want to reset right here in the middle of the.

David Roman [00:15:40]:
Okay.

Lucas Underwood [00:15:42]:
But, you know, I think from. From where I sit, I don't want to say it felt like an attack. Right. But we see that a lot of times with an inexperienced owner. We see that with an inexperienced tech that's never been in the owner's shoes. And they automatically assume that recommending things means that we're going to the client and saying, you need this right now. And that's not right. That's not what we're doing.

Lucas Underwood [00:16:07]:
In other words, like, I make a recommendation for everything we see.

Brandon Crusha [00:16:10]:
Okay.

Lucas Underwood [00:16:10]:
And the reason being is I work for a lot of college students, and I have seen the horror stories. I've heard it over and over again. Well, it was just in a shop. I didn't even know that was a thing. Right. And so now they look dishonest. They look like they don't know what they're doing. I'll never forget this.

Lucas Underwood [00:16:25]:
I tell all the clients who say something about it, and I say, look, we look over every single automobile to make sure it's going to be safe and reliable for you and your family. And they say, well, I really don't want it looked over. And I said, well, here's the deal. Years ago, I put a transmission in a vehicle for a lady. Her name was Mrs. Smith, as we'll call her. I put that transmission in, and she said, I don't want you to look over anything else on the car. It's fine.

Lucas Underwood [00:16:49]:
I'm okay with it. It's not a big deal. I just want you. No, I don't want any of that other stuff done. I said, okay, Ms. Smith. So I work on her car, and I put the transmission in the car. And then even though I knew that the differential was coming out of it, like I could grab the pinion and go, chunk, chunk, chunk, chunk.

Lucas Underwood [00:17:09]:
Right. And we made a note on the repair order that said the differential is failing. Right?

Brandon Crusha [00:17:14]:
Yep.

Lucas Underwood [00:17:15]:
Guess what. In a few months, when it was out out, she comes back and says, if you had told me that, I never would have done that. Now, wait a minute. Hold up. No, you said for me not to tell you anything. Well, but I mean, I didn't mean something like that. Well, I put it on your repair order. Well, yeah, but I mean, I just think you hold some responsibility for what happened to my car.

Brandon Crusha [00:17:36]:
And she's not wrong.

Lucas Underwood [00:17:37]:
No, I agree. That's the problem. If she had declined that on the work order.

David Roman [00:17:41]:
Yeah, right.

Lucas Underwood [00:17:42]:
That would have been a very different discussion.

Brandon Crusha [00:17:44]:
Yes.

Lucas Underwood [00:17:45]:
And so I Think that we have a responsibility to the consumer to educate them and make them aware. Now, in the same respect, what should I have done different with Ms. Smith? Well, I, first of all, should have understand what her desired outcome was with the car, Right?

Brandon Crusha [00:17:57]:
Absolutely.

Lucas Underwood [00:17:58]:
And so if I'm talking to Mrs. Smith and Ms. Smith says, Hey, I am going to get rid of this car tomorrow. It's going to the scrapper. I just need to be able to drive it, what would I say, miss Smith? I tow this damn thing to the scrapper. Because you're getting ready to invest, invest a fortune in it. Right. Just to get it to where you can drive.

Lucas Underwood [00:18:16]:
It doesn't make sense right now if Ms. Smith says, hey, look, I need this car to last two years, I'm having a very different discussion. Mrs. Smith, you're going to need to do this transmission and you're going to need to do this differential. Here's what the cost looks like to do that. Right.

Brandon Crusha [00:18:29]:
But. But here's the. Where people tend to veer because people tell us all the time, Right. You're. I'm not going to keep it very long. I'm going to sell it a couple months. Customers tell you everything.

Lucas Underwood [00:18:40]:
Yeah.

Brandon Crusha [00:18:40]:
It doesn't matter.

Lucas Underwood [00:18:41]:
Doesn't they lie? Did you know that? They lie?

Brandon Crusha [00:18:44]:
Are you serious?

Lucas Underwood [00:18:45]:
Yeah, they do. They lie.

David Roman [00:18:47]:
I don't think it's intentional, though. I think they're just. They're saying what they sort of want to believe to be true.

Brandon Crusha [00:18:54]:
I don't disagree with that. Some of them do flat out lie, though.

Lucas Underwood [00:18:57]:
Yeah. For sure.

Brandon Crusha [00:18:58]:
Because they're afraid of being taken advantage of.

David Roman [00:19:02]:
Yeah. Yeah, I could see that.

Brandon Crusha [00:19:04]:
But that's the flip side for our advisors and techs. Right. Like, we have the stigma in our industry of taking advantage of people. So we're like, I'm not going to look that car over or I'm not going to recommend these things because I don't want that recommendation dollar amount to be crazy high. I want to be the good guy. I want this customer to love me. I want them to come back. Yeah, well, guess what? I want them to live to come back.

Lucas Underwood [00:19:29]:
Exactly. Exactly. And I want to be on the same page with them. Yeah, right. I don't care if they say no to everything I recommend. That's completely their business. And so when I frame it to them, when I'm talking about what this process looks like, I'm explaining that. I'm not saying you have to do any of this.

Lucas Underwood [00:19:43]:
I am your advocate. Yeah. And for me to do a good job Is your advocate, dude. Okay, I hate to bring up the Scott and Shelley situation, right? But I'm going to. Scott's here with us. It's his birthday today. Happy birthday, Scott. I'm still perturbed over what happened.

Lucas Underwood [00:20:02]:
Right. So Shelly has brain cancer, has spine cancer.

David Roman [00:20:07]:
Had.

Lucas Underwood [00:20:07]:
Had. It's in the liver, it's in the brain, it's in the breast, it's in the lungs. It's everywhere. Okay. She goes to the doctor, she makes the call like, hey, I am miserable all the time. I don't want to live like this anymore. And then she goes through this spell where she has really severe pain. And so they send her to another doctor, a specialist, a couple hours away.

Lucas Underwood [00:20:28]:
And the specialist says, oh, yeah, we can treat this. We can deal with this. We can. Now, we already knew where we were at, Right? Right. Let's be real. We knew where we were at. We knew what was happening. It's sad, it's terrible, it's heartbreaking.

Lucas Underwood [00:20:40]:
This is our friend. But as a logical human being, when this doctor starts saying, we can fix this now, I'm not just talking about. Like, I'm not paraphrasing. I'm listening to them on the telephone. I'm on the phone with Scott. I can hear what the doctor's saying in the background. Oh, we need to do this spot weld radiation on the brain, and then we're gonna go into the spine, and we're gonna glue the spine together with this special plastic sealer that's gonna hold the spine together to relieve some of the pain and some of the pressure. And then we're gonna this and we're gonna that.

Lucas Underwood [00:21:14]:
And I'm like, hold up. I think we need to be really careful here about what we're talking about, because this, to me, seems like maybe we're going a little over the top. Yeah, right.

Brandon Crusha [00:21:27]:
Maybe something we're selling right now.

Lucas Underwood [00:21:29]:
Yeah. Instead of being their advocate, instead of saying, hey, don't know that this is going to result in anything positive for you right now. She was laying on the. She was. They were doing the spot. Well, they say to Scott, hey, has she always been this color? And she rolls over and she's like the color of a pickle. And so she ended up with jaundice because her liver was not draining. And, like, it just set all these things in motion.

Lucas Underwood [00:21:54]:
And she lived another three weeks, right?

Brandon Crusha [00:21:58]:
Yeah.

Lucas Underwood [00:21:58]:
And she was miserable through those three weeks. And so when I look at that scenario, I say, look, I get that we're not working on human beings But I never, ever want somebody to be in a situation where I'm supposed to be their advocate. I'm the professional. I'm the person that's supposed to be helping them. And I have a responsibility to paint the truth out there for them whether they like it or not. Right. That's my job. Now.

Lucas Underwood [00:22:25]:
I can coach and guide and say, hey, I think I would do this, or, hey, I think I would do that. Telling them about it does not mean that you're ripping them off. It means you're informing them.

Brandon Crusha [00:22:34]:
Exactly.

Lucas Underwood [00:22:35]:
Now, if you go to them and say, hey, listen, if you don't do everything on this, you're going to die tomorrow. That's a completely different ballgame. But telling them about it. No, no.

Brandon Crusha [00:22:43]:
And you can, if you do it correctly, I feel like you can do it in a way that is not taking advantage of people. These are the things that I do recommend you do today. These are the things that I say, we can wait. There are customers who are like, nope, if you found it, I want it fixed. That's great. They just don't want to ever have that chance.

Lucas Underwood [00:23:03]:
Yeah. So, okay. Those are the ones that. It breaks your heart when it comes back a couple days and you're like, oh, no. Yes, yes.

Brandon Crusha [00:23:10]:
You see them pull back into the parking lot and you're like, I gotta.

Lucas Underwood [00:23:13]:
Go to my office.

David Roman [00:23:13]:
Yeah, exactly.

Lucas Underwood [00:23:14]:
Exactly.

David Roman [00:23:15]:
I just leave.

Lucas Underwood [00:23:16]:
You know, Craig had said something a while back, and he was like, you know, you. You can go to folks and say, hey, the price to take your car to green. Yes. And I'm like, are you crazy? And he said, what do you mean? I was like, why would you ever do that?

Brandon Crusha [00:23:29]:
Yeah.

Lucas Underwood [00:23:30]:
And he said, what do you mean? I said, I don't want him to take it green. I ain't got nothing to blame all the bad stuff on.

Brandon Crusha [00:23:35]:
That's right.

Lucas Underwood [00:23:36]:
Place some yellow and red in there somewhere.

Brandon Crusha [00:23:41]:
It is so important, though, like, building plans with customers, I feel like, is a lost art.

David Roman [00:23:46]:
Yeah.

Brandon Crusha [00:23:46]:
Like, we just don't want to take the time to talk to customers about a plan for their vehicle. I don't need your $5,500 today.

Lucas Underwood [00:23:55]:
No, no.

Brandon Crusha [00:23:56]:
I want you to spend.

David Roman [00:23:57]:
I mean, I kind of need it.

Lucas Underwood [00:23:59]:
That's because you can't pay the bill.

Brandon Crusha [00:24:04]:
I mean, I want 12 or 1500 of it today to take care of these items that are actually going to cause a problem. And then I want to talk to you about, hey, let's schedule you for two months for that transmission service. Let's schedule you for Three months for that coolant service. Let's talk about these things so that way it doesn't break the customer down.

Lucas Underwood [00:24:23]:
Yeah.

Brandon Crusha [00:24:23]:
They feel like it's affordable because we've now put it in a American mindset of payments. Now, I can afford that because I'm spending an extra 300 bucks a month on my car. And by the time I get to the end of the year, my car is going to be full green. But there's other things that happen.

Lucas Underwood [00:24:44]:
Right. I'm in a better spot as far as the automobile goes. Yes. I know that it's going to be reliable. And that's the thing is, I think that's what's missing from this conversation. This person thinks, oh, well, if you recommend it, then that means you're pushing it. No, that's not the case at all. When you make those recommendations, you're being their advocate.

Lucas Underwood [00:25:03]:
You're making a plan. You're determining what the future of the car looks like. You're taking steps to take care of the client. Now, what is missed? Okay, I will not disagree. There are shops who absolutely accidentally take advantage of somebody.

Brandon Crusha [00:25:18]:
Absolutely.

Lucas Underwood [00:25:18]:
Because they don't have the conversation. What is your desired outcome? Where would you like this to be? What do you want to do with this car? What do you use this car for?

Brandon Crusha [00:25:28]:
Well, let's be honest. Software has made advisors lazy.

Lucas Underwood [00:25:32]:
Oh, yeah, yeah, yeah. I. Hey, let me tell you something. I know some things are about dealer advisors, and I'm gonna tell you what, I just don't. I don't.

David Roman [00:25:40]:
I don't.

Lucas Underwood [00:25:41]:
Those dealer advisors, buddy.

David Roman [00:25:43]:
Dealers.

Lucas Underwood [00:25:44]:
Yeah, dealer advisors.

David Roman [00:25:46]:
What about dealers?

Lucas Underwood [00:25:47]:
Dealer advisors.

David Roman [00:25:50]:
They're sketchy. Yeah, they've always been sketchy.

Lucas Underwood [00:25:53]:
They're really sketchy now. They're like, why? They are not necessarily honest or ethical. And they're lazy. I'm gonna get so much hate mail over that.

David Roman [00:26:05]:
You know, I don't think they're lazy. Most the top performers cannot be lazy because they have to run out into the service drive and grab that car they don't like. They're not passive about because that's their commission. I gotta make sure I get that ticket.

Lucas Underwood [00:26:20]:
So.

David Roman [00:26:20]:
So the top performers are typically not lazy. The bottom may be 60, 70% or.

Lucas Underwood [00:26:25]:
Yeah, yeah.

Brandon Crusha [00:26:26]:
We can't talk about the 20%. Right. Because the 20% is actually the ones who are doing things. They want to take care of their customers regardless.

David Roman [00:26:34]:
They want them to come back for sure.

Brandon Crusha [00:26:35]:
Independent. It doesn't matter. People care about people.

Lucas Underwood [00:26:38]:
Yeah, exactly.

Brandon Crusha [00:26:39]:
And if you have those people on the front counter they're doing what they should be doing and it doesn't matter the business that they're in.

Lucas Underwood [00:26:45]:
Yeah, but the culture in the modern automotive dealership is not of that. It's not about care of people. And so I think about this person who's made all these comments and I think, man, you've probably been burned by a dealership. You've probably been burned by a bad culture. You have this mindset that this means this, but it doesn't. Right. Because those cultures, man, I've got some people working for me that were from the dealership world and we've talked about some of the things that happen in the dealerships and dude, it is a culture. And I sent Chris a message.

Lucas Underwood [00:27:21]:
Chris is my shop manager. He came from the dealership and I sent him a message last night because I just hired a new technician, right. And he's coming from the dealer and he said they cut him loose. And I'm like, well, that's kind of effed up. Like, as hard as it is to find techs and they're talking about how backlogged they are and all this stuff. So you just cut him loose? You didn't. And he's like, no, it's the dealer mentality. And I'm like, what do you mean? He said, well, as a manager and a dealer, I was literally told, hey, you, you get rid of them.

Lucas Underwood [00:27:48]:
Like, you don't let them hang around the moment that it seems like they're not going to be here. You just kick them out and find somebody else. You got to go right now. And. And it's about like, hey, we don't want to damage the commission of the other guys. So any of this commission, we don't want him to build up any more hours, we don't want him to build up any more jobs. Like, we're going to throw all that over here.

Brandon Crusha [00:28:08]:
And some of them are taught to just starve them out. Right. Like they just flat out, they'll keep them, but they're taught to don't give them any work. Yeah. Give them oil changes on brand new cars.

Lucas Underwood [00:28:19]:
Yeah.

Brandon Crusha [00:28:20]:
That's all you're going to get.

Lucas Underwood [00:28:21]:
Yeah. And I have seen that for sure. But I mean, like, it's. I don't know, it's just the culture, right? It's the belief system because like you said, it's all about commission. So to get paid, they have to sell everything they can sell, whether it's honest or not. Yeah. I mean, dude, I have had an advisor tell somebody something that was not truthful. And, like, dude, it makes me sick.

Lucas Underwood [00:28:43]:
Like, I freaked out. Like, it was. And we corrected it, right. We went back and said, hey, realize that probably wasn't accurate. Really. Sorry. Just a misunderstanding on our end. But that person really heard about it.

Lucas Underwood [00:28:56]:
I don't think it was intentional, but if you go and tell somebody something that's inaccurate, as an advisor, dude, that's a big deal to me.

David Roman [00:29:05]:
You know, the easiest thing to do is catch them in a. And a white lie.

Lucas Underwood [00:29:10]:
Yeah.

David Roman [00:29:11]:
And an inconsequential lie. For example. For example, like, I. The service advisor I had hired that we ended up getting rid of, that cost me.

Lucas Underwood [00:29:21]:
Oh, sleepy, dude.

David Roman [00:29:21]:
So much money.

Lucas Underwood [00:29:22]:
Sleepy.

David Roman [00:29:23]:
So much. Yeah, sleepy, dude.

Lucas Underwood [00:29:26]:
It was grumpy. It was. Was it just sleepy? Was. It was.

David Roman [00:29:30]:
He was just sleepy.

Brandon Crusha [00:29:31]:
All seven dwarfs in one.

Lucas Underwood [00:29:32]:
Yeah, he.

David Roman [00:29:34]:
No, he wasn't all seven. He was just sleepy. He had. He would stay out all night drinking.

Brandon Crusha [00:29:41]:
Oh.

David Roman [00:29:41]:
And then he would. He would hop from bar to bar, and then two, three in the morning, he'd try to take a nap and then come into work hungover and on two hours of sleep, which.

Brandon Crusha [00:29:56]:
Still drunk at that point.

David Roman [00:29:57]:
Well, yeah. Well, yeah. We had. There was a couple times that. That my shop manager's like, he's still drunk. And I'm like, what? He's like, yeah. And we sent him home.

Lucas Underwood [00:30:08]:
Dude, the very best thing I've ever experienced in my entire life is we're headed out to, you know, in Vegas where that. Like, the Howard Hughes house and all that out, like, the little scenic drive and everything. So we were going out there, and David's playing this telephone call, and. And the lady's talking, and he, like, talks, and then all of a sudden, you hear him just like. And I'm like, that fire. Dude, that is like.

David Roman [00:30:38]:
That's not funny. Okay. I was so mad. I've never been so mad in my life.

Lucas Underwood [00:30:43]:
Told him like, dude, you need to fire this guy. You got to get rid of this guy. You got to get rid of this guy. And David's like, no, no, it'll be okay. It'll be okay, fam. Was it okay?

David Roman [00:30:52]:
I'm friends with this guy. We're friends anyway.

Lucas Underwood [00:30:57]:
Would you quit tapping the table? You're making a lot of noise.

David Roman [00:31:00]:
Is that. No, that's not me. It's this thing here. Anyway. Anyway. Oh, I'm smacking the mic because I have to reach over, like, after this, we're gonna pull this thing closer. And then I can be like, that'll be good. That'll be fine.

David Roman [00:31:15]:
And we'll make it work. We'll make it work.

Lucas Underwood [00:31:19]:
Where.

David Roman [00:31:19]:
Where was I? Oh, so he's. So he's. He's on the phone with a extended warranty company and he's. He's telling him. He's telling him a lie. Like it's a lie.

Lucas Underwood [00:31:31]:
Yeah.

David Roman [00:31:31]:
And he gets off the phone and. And the reason why he was stuck is because he didn't know the answer. And rather than say h, I'm not sure. Let me find out.

Lucas Underwood [00:31:40]:
Yeah.

David Roman [00:31:40]:
Hey, David.

Lucas Underwood [00:31:41]:
That's a big one.

David Roman [00:31:42]:
He. He made something up. Okay. The. The work was needed. The warranty company was asking stupid questions. I get it. They want.

David Roman [00:31:54]:
You know, I hate these extent warranty guys. They always think they're like always a mechanic in the shop for 20 years. Well, if you were any good, you'd still be working in the shop. But there's a reason why you're behind a desk in an extended warranty company. It's not because you back hurts or whatever BS you want to tell yourself. Anyway, so he, He's. So there was no reason to lie, but he lied because he got caught in something he didn't know and he needed to say something, and so he just made something up. And it was so effortless.

David Roman [00:32:27]:
It wasn't like it sounded truthful. I knew it was a lie. So he gets off the phone and I'm like, hey, I can't have you lying, even if it doesn't matter. Like, I can't have you lying because if you're willing to lie to that guy, you're willing to lie to anybody else. You're willing to lie to my customers and you're willing to lie to me.

Brandon Crusha [00:32:45]:
Yep.

David Roman [00:32:46]:
That means if I ask you where that money went, you're gonna lie to me. You see what I'm saying? So if you catch them in a small white lie, you best believe they're gonna lie about anything else.

Lucas Underwood [00:32:58]:
Yeah, yeah, just. It's a habit. It's a thing.

David Roman [00:33:02]:
Yes, it's a muscle. It's a muscle to tell the truth. It's something you have to practice. You have to work at it.

Brandon Crusha [00:33:10]:
I think not only that, but humility too. Right? Like Lucas was talking about having to apologize. How many advisors actually are willing to put their ego on the shelf and apologize and say, you know what?

David Roman [00:33:22]:
We crow all the time.

Brandon Crusha [00:33:23]:
We made a mistake.

David Roman [00:33:24]:
We're professional. Crow. Ego.

Lucas Underwood [00:33:26]:
But I mean, that's just it. How much of the human population is willing to do that? Right? True. I mean, I think it's a dying art. I don't think that we're. I don't think we're seeing the value in it.

Brandon Crusha [00:33:38]:
And I think advisors subconsciously believe that when they tell those lies or they don't apologize, they're doing something positive for the industry. Because if I admit I made a mistake, then it just adds to the stigma of the industry. But it doesn't. It changes people's mindset. It. It reminds them that you're human.

David Roman [00:33:59]:
Yeah, that's true of, like, 80% of customers. 80% of customers. If you say, hey, I made a mistake, I'm sorry, and you eat crow, they. They will accept it. They will appreciate it. And you have a 20% that go, I knew you were lying to me. I have always known. You're lying to me.

David Roman [00:34:18]:
You're lying to me about everything else. Everybody ever lies to me, ever. Everybody's everybody in every shop, People over.

Lucas Underwood [00:34:24]:
Yeah.

David Roman [00:34:24]:
Everywhere they go is they're getting screwed over, and they hop from shop to shop to shop to shop, and that's.

Brandon Crusha [00:34:29]:
Because they have no personal accountability.

Lucas Underwood [00:34:32]:
Yeah, we. We had a. We had an advisor make a mistake the other day, and. And he's quick to act and not think. And so the tech came in and said, hey, we had done the oil cooler on this car. It looks like it's under warranty. What did the advisor do? Without looking, picked up the telephone, called the person and said, hey, don't worry. This is gonna be under warranty.

Lucas Underwood [00:34:54]:
We're gonna take care of this for you.

David Roman [00:34:55]:
No, no. And it wasn't.

Lucas Underwood [00:34:57]:
This is 20,000 miles over the warranty. And so I'm like, so nobody read the ticket like we're supposed to. Nobody followed the protocol or the procedures that we've put in place.

Brandon Crusha [00:35:09]:
Well, you know, they had to go to the file cabinet. Right. To dig out the.

David Roman [00:35:14]:
No, we have a couple buttons to hit.

Lucas Underwood [00:35:17]:
Oh, yeah. You could just go, boop. And it's right there.

David Roman [00:35:20]:
Thought you were being facetious. That's good. I couldn't tell. I couldn't tell. That's good.

Lucas Underwood [00:35:26]:
That's why they call him the Crusher.

David Roman [00:35:32]:
You never know when he's joking and being serious.

Lucas Underwood [00:35:34]:
Yeah. Deadpan, but. So I told the manager, I said, call him back and tell him that, you know, hey, there was a mistake, but we're going to pay for it anyway. Because when we tell you we're going to do something, we do what we say we're going to do. Now, it was $3,000, right. And I paid for it. And you know what the Customer said, and that's how I judge people. Okay? With this snarky tone, I'm like, calling back and telling, we ain't doing shit.

Lucas Underwood [00:36:01]:
You know, like, come on now.

David Roman [00:36:03]:
That. Yeah, I would have lost my cool and be like, you serious? Your mother.

Lucas Underwood [00:36:07]:
Oh, that little toboggan Bob just bouncing back.

Brandon Crusha [00:36:12]:
That's it.

Lucas Underwood [00:36:13]:
You seen that video? Have you. Have you seen the. Have you seen the video of David? He's like, screaming about an air filter in his shop and nobody knew what he was talking about. And he's like screaming and his head's bouncing back and forth and he's like throwing things. That's when you were a Chunky Duncan.

David Roman [00:36:29]:
I'm still a Chunky Duncan. You know what sets me off is when people say that that sounds expensive. Based on what? Based on what? $55 for an air filter. This is what I was screaming about. I'm like, do you understand? We extracted oil out of the ground, shipped it off to a plant to get refined, then turned into plastic, molded to your vehicle, pulled trees out of the ground, shaped them, whatever. Like, melted them down or whatever. You make paper, slapped it on the stupid plastic, shipped it made by nine year olds in China, then shipped over into the United States on a freaking boat. Ever seen the size of those boats? They're enormous.

David Roman [00:37:13]:
You know how much fuel you need to shift up or all the way across from China into the United States for your Alfredo to show up at my shop and for me to put it in? $55 is too much for that. Sorry. I got upset already. See what happens. $55. You sure it's expensive?

Brandon Crusha [00:37:34]:
What I dislike. And Lucas does this a lot, so he'll. He'll take offense to this, but it's okay.

Lucas Underwood [00:37:38]:
Yeah.

Brandon Crusha [00:37:39]:
People who say, I feel.

Lucas Underwood [00:37:40]:
Yeah, yeah. No, my big one is right, right.

Brandon Crusha [00:37:46]:
Right.

Lucas Underwood [00:37:47]:
I feel like, you know, that's probably accurate.

David Roman [00:37:49]:
Oh, well, yeah. Like, that guy is like, I feel like three five hundreds on the high end. Do you feel like it?

Brandon Crusha [00:37:55]:
Based on what?

David Roman [00:37:56]:
Yeah, yeah. Feel. Where are you getting those feelings from? Them gonads. Yeah, those little shriveled up gonads of yours. $3,500 seems like I'm on the high end. The hell? You don't know what the hell you're talking about.

Lucas Underwood [00:38:09]:
No, that's when you're literally pulling it.

David Roman [00:38:11]:
Out of your asshole.

Lucas Underwood [00:38:12]:
That's when you're shoving your arm all.

David Roman [00:38:14]:
The way up in there, feeling around for some. Them feelings, and then up they come. And then what do you do? What do you do? What do you do with those feelings that you just pulled out of your rectum? You slap all mum all over the Internet. That's what you do. Here, everybody, look. Look what I got feelings.

Lucas Underwood [00:38:35]:
Do you stick your hand across the counter and say, can I feel too?

David Roman [00:38:43]:
It's your fault. You got me riled up.

Brandon Crusha [00:38:45]:
I'd like it if you just tell us how you really feel.

Lucas Underwood [00:38:48]:
Yeah.

David Roman [00:38:48]:
Idiots.

Brandon Crusha [00:38:49]:
I hate it when you shout, not this guy.

David Roman [00:38:52]:
I don't think this guy listens to podcast. You think this guy listens to podcast?

Lucas Underwood [00:38:55]:
Oh, no. I don't know. Craig probably warned him first.

David Roman [00:38:59]:
Craig O'Neill?

Lucas Underwood [00:39:00]:
Yeah.

David Roman [00:39:01]:
What?

Lucas Underwood [00:39:01]:
Yeah.

David Roman [00:39:02]:
Huh?

Lucas Underwood [00:39:02]:
I guarantee you Craig warned him. He's like, hey, listen.

David Roman [00:39:04]:
No, not him. Oh, no, I'm talking about the guy that we're talking about on the. On the. In the chat.

Lucas Underwood [00:39:11]:
And he will. When I tag him, when I post the episode.

David Roman [00:39:14]:
You should. Rando gets dragged on the. On the podcast for 45 minutes.

Lucas Underwood [00:39:22]:
No, I mean, in all honesty, we're.

David Roman [00:39:26]:
Doing it to change the industry for the better.

Lucas Underwood [00:39:28]:
Ten years ago, I would have felt the same way he did, right? I would have felt the exact same way he did 10 years ago. And I would have felt like there was something wrong with that because I didn't understand. I didn't have the data in front of me. I did not understand what it was our industry was supposed to do.

Brandon Crusha [00:39:43]:
But let's be clear. Ten years ago, $3,500 probably was a more accurate number.

Lucas Underwood [00:39:50]:
Yeah, for sure. There's no doubt about that.

David Roman [00:39:52]:
But you're right.

Lucas Underwood [00:39:53]:
You know, look, I just. I think that if you follow MAP standards, right? You put MAP standards in place, and if you follow those standards, you're easily going to find 3,000 plus dollars per car of recommendations. Now, something else he mentioned in there, and he said, so every time you come in, it's another $5,500. No, it's the average, bro. And we make recommendations the first time, we don't make them. The second time it comes in because we've got a record of those. They're still there.

Brandon Crusha [00:40:20]:
Yeah, we just verify they've either been taken of or they have not.

Lucas Underwood [00:40:24]:
Yep. Speaking of, do you use the little dongle or the little switch on the side of auto text me?

Brandon Crusha [00:40:32]:
It's auto flow now.

Lucas Underwood [00:40:34]:
No, it is always.

David Roman [00:40:37]:
It is always auto text me. I'm sorry, guys. I've been through sorry Chris twice, bro. Listen, what was it to begin with? Was it auto text me? Then it became auto flow, and then.

Brandon Crusha [00:40:51]:
It had to go back to auto Text me.

David Roman [00:40:53]:
And now back to autoflow.

Lucas Underwood [00:40:54]:
Listen, listen, I'm just gonna tell you straight up. My new employees never knew that it was ever auto text me in the first place. Yeah. And so here I am. I always say, auto text me. And they're like, what? What are you talking about? And I'm like, you know, this detection thing.

Brandon Crusha [00:41:12]:
But my daughter makes phone calls for autoflow, checking in on our. Our clients and stuff. And she's called your shop a few times.

Lucas Underwood [00:41:18]:
Oh, that's cool.

Brandon Crusha [00:41:19]:
I should find those phone calls and send them to you. But it, it is pretty funny because there have been a few who are like, what's autoflow?

Lucas Underwood [00:41:25]:
Right, right.

Brandon Crusha [00:41:26]:
Well, listen, those are your older employees, obviously.

Lucas Underwood [00:41:29]:
I get the messages. I get the messages and I, like, see them pop up where she's called. I didn't know it was your daughter. And I say, like, they want to talk to Chris this and that. And so I will make sure that Chris lets her know all about her dad. Yeah, he's.

Brandon Crusha [00:41:43]:
She already knows. She grew up with me. It's terrible.

Lucas Underwood [00:41:46]:
Yeah, that's pretty awful. That's pretty awful. But seriously, did you know about the little button on the side? You know what that does? The no recall button? Do you use it? Nobody ever uses no Recall. Did you know that?

David Roman [00:41:56]:
No recall.

Brandon Crusha [00:41:57]:
I know a few customers who do the approval no recall toggle that's right beside each line item on the dvi, dude.

Lucas Underwood [00:42:04]:
So that way, pretty helpful.

Brandon Crusha [00:42:05]:
It chooses when you resend. When you remarket that DVI to your clients, it shows them what was addressed already and what was left unaddressed. Yeah, so they're in colors green and red. Like it means something.

Lucas Underwood [00:42:20]:
Yeah. So in other words, like, you tell your client as you set all this up, right? When they come in, you explain the process, and then when they check out, you say, now listen, I'm going to set this up to automatically resend you your evaluation in three months. What that'll do is you're going to get a. Oh, you don't know about.

Brandon Crusha [00:42:39]:
The rainy day folder either?

David Roman [00:42:41]:
Oh, yeah, I don't use that.

Lucas Underwood [00:42:44]:
And so, like, we tell them, like, hey, we remove the things that are not, you know, required right now, and we'll send you this in a few months just so you can look at it again. And so, hey, again, in three months, it's about time for your oil change. You'll get an oil change reminder. And about the same time, you're going to get this sent to your email and via text. If there's anything you Think you need to take care of then it's there in case you want to review that.

David Roman [00:43:08]:
You can cover yours for this part. How's that different than Because Autops pulls the estimates from shopware and then reintroduces it to the customers. Hey, last time you were in here.

Lucas Underwood [00:43:21]:
Right. But the cool thing about it is that when I make. So in other words, I'm getting in front of that. Right. I'm giving them a graphical and visual interface that they can see that and they see the pictures and it reawakens them to the experience and to what we recommended. So that way when they go into autoflow to book or into Auto Ops. Auto Ops to book their appointment. Thank you.

Lucas Underwood [00:43:47]:
They already know. Hey, I think I'm going to go ahead and take care of this.

David Roman [00:43:50]:
Yeah, right. I could see that makes it more effective.

Brandon Crusha [00:43:52]:
And here's the other side of it. We did it first. The rainy day folder has been there.

David Roman [00:43:58]:
For a long while. Yeah. For a hot minute. Sure, sure. Yeah.

Brandon Crusha [00:44:01]:
So long before decline services were included in scheduling where they pull it out of the historical. From your shop management system. The rainy day folder was there because of things like this, obviously we've advanced. We have schedulers that now can see our history in our shop management system. We can now present those, but they still have to go to the scheduler to see it.

Lucas Underwood [00:44:25]:
Yeah.

Brandon Crusha [00:44:26]:
With the rainy day folder, you can schedule the next day for it to go out to that client automatically in a couple months. I know you've never had a customer ever tell you this, David, but some customers say, I can't afford that right now. I need to wait a couple weeks till I get paid or until I get my taxes or whatever the case may be. Okay, cool. You know how I remember that? I do not put it on my calendar. I go into that rainy day folder and I type a message and I say, hey, remember you said to remind you in a couple weeks.

Lucas Underwood [00:44:59]:
Guess what today is a couple of weeks. Little bit of a switching gears. What you know, I know that we've got motivisuals. Right. Which is huge. I'm curious, do you have any data of how much of the moto visuals is actually watched? Reason I ask is does it tie to the other analytics, the motivisuals tie in like because it tells you how many. How long was the photo looked at, all that good stuff. Does that tie in?

Brandon Crusha [00:45:27]:
It does. And you can see it's tied in with the videos, which, let's be honest, most people aren't taking videos on DVIs. So when you see videos watched, it's probably moto visuals. It's not a video that somebody actually took. Yeah, but we do have those analytics to show you that.

Lucas Underwood [00:45:42]:
Okay, so it. Are they actually being watched, though?

Brandon Crusha [00:45:45]:
Absolutely.

Lucas Underwood [00:45:46]:
So you think they're watching? Yeah, I see that there's some new features.

David Roman [00:45:50]:
How. How are the all video DVIs working for dealers?

Lucas Underwood [00:45:54]:
Yeah, that's what I was getting ready to ask is like, aren't they doing. Don't you do an all video DVI now? Can't you do that?

Brandon Crusha [00:45:59]:
You can. You can do a video on every single line if you want to.

David Roman [00:46:03]:
Well, like these dealerships are starting. They're like, okay, so we're looking over your car. My name's Joe. And then they go from the front, they do the whole DVI on video and then send the whole like 7, 15 minute, whatever video to the customer.

Brandon Crusha [00:46:18]:
And a customer never makes it past like 90 seconds.

David Roman [00:46:22]:
Yeah, well, yeah, that's. I don't understand what the appeal for a full seven to a good inspection should take you a little bit of time. It can't be like seven minutes. And I've seen the attention span of people on YouTube. Like you can see it's three minutes. I'm sorry, it's three. And it's gone down, by the way, because it used to be like 7, but since TikTok's been introduced, it's now melted people's brains. And so they have 60 seconds.

David Roman [00:46:54]:
Like 60 seconds. Is it? So you have 60 seconds to finish this inspection on video. Otherwise they're gonna look away unless you put a whole bunch of transitions and music and put captions on the bottom and insert memes and gifs. Like, if you don't do all of that.

Lucas Underwood [00:47:08]:
It's gifts.

Brandon Crusha [00:47:10]:
It is gifts.

David Roman [00:47:11]:
It's GIFs. It's GIFs. Like Jim. GIFs. GIFs.

Brandon Crusha [00:47:16]:
GIF.

Lucas Underwood [00:47:17]:
Gifts. I promise it is like.

David Roman [00:47:20]:
I promise it's not.

Lucas Underwood [00:47:21]:
No, go look up the guy who invented it. No, that's what I'm saying. His video says gifts. It does. Go look it up.

David Roman [00:47:30]:
We're going to look it up anyway. So videos are worthless. I don't know. Why. Why are these dealerships doing it?

Brandon Crusha [00:47:36]:
They're dumb.

Lucas Underwood [00:47:40]:
Was that what made you think they were dumb or did you think they were.

Brandon Crusha [00:47:43]:
No, they were dumb before that. That just made them dumber. Okay, so they could make a movie. Yeah, remake.

Lucas Underwood [00:47:47]:
Dumb. Dumb and way dumber. Yes, way dumber.

David Roman [00:47:51]:
They did make a remake.

Lucas Underwood [00:47:53]:
Oh, yeah, they did, didn't they?

David Roman [00:47:54]:
They made a remake I forgot about that. It was not good.

Brandon Crusha [00:47:58]:
It was so bad. I didn't remember it.

David Roman [00:48:03]:
I didn't like the first two. I didn't like them. No, I don't, I don't know. I just, I can't get into like, you know what's a funny movie I was watching last night? The other guys. Ever seen the other guys?

Brandon Crusha [00:48:14]:
Yes.

David Roman [00:48:14]:
That is, that is freaking hilarious.

Lucas Underwood [00:48:16]:
Yeah.

David Roman [00:48:17]:
Dirty Mike and the Boys.

Lucas Underwood [00:48:18]:
I, I, My problem is.

Brandon Crusha [00:48:23]:
Where do.

Lucas Underwood [00:48:23]:
You find time to watch things?

David Roman [00:48:27]:
Last night when I don't have to do anything else, like I'm just laying in bed and I got through about 30 minutes of the movie, then I fell asleep. My wife finished it. Dirty Mike. That is how funniest. That is the funniest clip. Then they tried to get back into the car and they had to run him off. Are you guys 30? Mike in the. Hilarious.

David Roman [00:49:02]:
Sorry. Anyway, Anyway. So no video. Let's get rid of the video.

Brandon Crusha [00:49:08]:
Yeah, I mean, I don't make them digestible.

Lucas Underwood [00:49:11]:
Yeah. Short clips.

Brandon Crusha [00:49:13]:
Yes. Which Auto Flow has done right. With the video Real Maker, I guess you would call it.

Lucas Underwood [00:49:19]:
That's what. Yeah, that's pretty cool.

Brandon Crusha [00:49:21]:
Right at the very top, they can click on the videos and play all the videos at once, but they play in their own individual segments.

David Roman [00:49:28]:
Yeah, that's cool.

Lucas Underwood [00:49:29]:
Yeah.

Brandon Crusha [00:49:30]:
Yeah. So people can tick tock their DVI.

Lucas Underwood [00:49:34]:
30 second pops. Right.

David Roman [00:49:37]:
It's. Isn't it true that they don't even make it through the whole DVI? So like if you, if you send them like 17 items, they make it through three and then they call you and they're like, I want to fix all this.

Brandon Crusha [00:49:49]:
That's probably because you didn't set proper expectations.

David Roman [00:49:52]:
No, I do. Oh, I do. They, they know. But some people get overwhelmed.

Brandon Crusha [00:49:56]:
They do?

Lucas Underwood [00:49:57]:
Yeah.

David Roman [00:49:57]:
Especially when these. I find $5,000 worth of work, which.

Brandon Crusha [00:50:02]:
Is three things now.

David Roman [00:50:05]:
Okay, so if it's a Chevy Cruise, if it's a Chevy Cruz, that's the, the oil cooler is leaking.

Lucas Underwood [00:50:12]:
Yeah.

David Roman [00:50:13]:
The timing cover is leaking. That's $5,000.

Lucas Underwood [00:50:16]:
Yeah, yeah.

David Roman [00:50:17]:
And then anything else wrong.

Brandon Crusha [00:50:20]:
And don't forget to change the valve cover because that's the built in PCV valve.

Lucas Underwood [00:50:23]:
That one.

Brandon Crusha [00:50:24]:
The seals in the other two.

David Roman [00:50:25]:
Yeah, well, maybe. Well, you do the valve cover because it's plastic, but on a cruise, the newer cruises don't have turbo issues. It's like whatever. Like 11 to 15 turbo issues. 15 and up. So you get like a 17 Buick. Was that little baby Buick.

Lucas Underwood [00:50:45]:
Oh, is it like the one that me and you Got that time at Institute.

David Roman [00:50:49]:
That was not good.

Lucas Underwood [00:50:50]:
Yeah. He calls me, he's like, don't worry, I'll drive. And so I like, walk out of my hotel. We're at the Institute for. I can't remember if it was the ISCAN conference or what. Maybe Mars.

David Roman [00:51:00]:
Ittc. That might have been Mars.

Lucas Underwood [00:51:02]:
And so we're like, this is the trip that they sell his hotel room because he has to show up at 4am instead of like normal people and midnight or 6pm or something, right? Shows up 4am They've sold his midnight. They sold his hotel room to somebody.

Brandon Crusha [00:51:18]:
Else because he wasn't there.

Lucas Underwood [00:51:19]:
Exactly. And so.

David Roman [00:51:20]:
No, no, no, no, no, no, no. They were supposed to hold it till 2am they didn't. I show up at midnight. They had just given it away just right that moment. Yeah, you didn't chase, like now and hours before that, somebody's like, oh, toast full. My reservation paid for already, by the way. They never refunded me.

Lucas Underwood [00:51:41]:
Oh, man.

David Roman [00:51:42]:
Yeah, I sent. And I called Hilton and I called the hotel. They're just. They're ghosting me.

Lucas Underwood [00:51:48]:
Well, so he shows up, right? He rolls up, we're going to go to dinner, and he shows up in this little, like, champagne pink Buick. Dude. People are going to be looking at us really weird.

Brandon Crusha [00:52:03]:
Was it the Rendezvous?

Lucas Underwood [00:52:05]:
No, no, it was a little tiny one. It.

David Roman [00:52:07]:
It's. It's small. It's tiny. It's like. It's like half an suv.

Lucas Underwood [00:52:11]:
Yeah.

David Roman [00:52:11]:
Anyway.

Lucas Underwood [00:52:12]:
No, no, no, no. Way smaller than that.

David Roman [00:52:15]:
No, no, I think you're right. I think.

Lucas Underwood [00:52:16]:
Oh, the new Rendezvous. Yeah, yeah. I'm thinking of my aunt's, like, 2,000 rendezvous.

David Roman [00:52:21]:
No, no, no, no, no. Yeah, there's a little teeny tiny, like.

Lucas Underwood [00:52:24]:
When you lean the seat back and you're in the front seat and your head hits the back window.

Brandon Crusha [00:52:28]:
It's a smart car with four doors.

David Roman [00:52:30]:
Yeah, yeah. So that one has strut issues on top of the oil cooler and the timing cover leaking. So, I mean, that's seven grand right there.

Lucas Underwood [00:52:36]:
Yeah, well, I think what's wrong with that gentleman's argument is, is he's assuming what the consumer wants. He's assuming that he knows what's best for the consumer, and that's a pretty arrogant place to be.

Brandon Crusha [00:52:50]:
Yeah, right. And he's basing that on his own emotional spending habits.

Lucas Underwood [00:52:56]:
Yeah, exactly. Yeah. And that's. That's wrong, in my opinion. I think that's wrong for the consumer. I think that, you know, he talks about making the industry slimy. That. Right.

Lucas Underwood [00:53:05]:
There makes the industry slimy. That's how we got the reputation we have, is by doing that. Right, but he knows better.

David Roman [00:53:13]:
Well, he doesn't.

Brandon Crusha [00:53:14]:
He is a shop owner.

Lucas Underwood [00:53:15]:
Yeah, that's true.

David Roman [00:53:16]:
Hey, does that drink have red 40 or red 5? What did they just ban?

Brandon Crusha [00:53:20]:
I have no idea.

Lucas Underwood [00:53:20]:
Oh, right, you're worried about your testosterone.

David Roman [00:53:23]:
No, I don't. I don't worry about that anymore.

Lucas Underwood [00:53:26]:
Yeah, you handled the puff nips.

David Roman [00:53:31]:
They're tight and perky now.

Lucas Underwood [00:53:33]:
David had some testosterone issues. He called every day crying about something. It was terrible. He was very emotional.

David Roman [00:53:40]:
Yeah, it was bad.

Lucas Underwood [00:53:41]:
I couldn't imagine being his wife. I kind of felt like his wife by the time it was.

David Roman [00:53:47]:
You just get. You just get. So I. I had. I've been.

Lucas Underwood [00:53:50]:
It does have red 40 in it.

David Roman [00:53:52]:
Does it?

Lucas Underwood [00:53:53]:
Yeah, yeah.

David Roman [00:53:54]:
I ended up. I was taking a whole bunch of pills and stuff like that, and I'm like, well, I need to check my. I was not feeling good. And I had been checking it for months. It was low. I ended up taking a pill that blocks estrogen in your system. It does. It's the estrogen receptor.

David Roman [00:54:16]:
It blocks the estrogen receptor. Your body thinks that you're not making enough estrogen, and so it starts pumping out testosterone, which then gets converted. Some of it gets converted into estrogen in your system, so it just makes more testosterone. Right. Assuming that your body can make it. Those pills are freaking awesome, by the way. But they have issues. One of them is like blood clots.

David Roman [00:54:42]:
So if you're prone to blood clots, could randomly get a blood clot and die. Also, it causes spotting in the eyeballs, too. I never got any of the signs.

Brandon Crusha [00:54:50]:
Sounds like an acceptable risk.

David Roman [00:54:52]:
Yeah. To not be miserable. Yeah. I mean, kind of. There are safer alternatives is my point. There are safe alternatives. Okay. But the pill is just a pill, and you can get on and off of it where injectable testosterone is for life.

David Roman [00:55:07]:
So once you start on it, like, you're done skis. It's for the rest of your life. You're going to be injecting the stuff with a pill. You can. You can get off of the pill. So I wanted to use the pill because I didn't want to get on this thing and be stuck with it for the rest of my life. And so I take the pill and it worked great. My testosterone shot up.

David Roman [00:55:22]:
I was doing fantastic. And then I got off of it and I was feeling miserable, and so I got an ad.

Lucas Underwood [00:55:31]:
Why don't you just go ahead and explain everything? Why don't you just. Why don't you tell the listeners?

David Roman [00:55:36]:
Random songs make you cry. Like, you hear a song, you're, like, random. I was listening to. I was listening to Vivaldi's Four Seasons. Vivaldi's Four Seasons. And, like, there's this part in. In the Winter Song. And, like.

David Roman [00:55:57]:
And I'm like, why am I getting emotional? This doesn't make any sense. This is so stupid. I knew something was wrong, so I get this. So I order this at home test. And I took and I did the drops. You know, you gotta prick your finger and then spew a bunch of blood onto a piece of paper. And then you ship it off. I thought it would be low, like, you know, 200 slow.

David Roman [00:56:18]:
It said less than 50. So I had the testosterone of a, like, fat chick. I did. Like, you know, sometimes the big girls get some hair on the chin and stuff like that. Like, I had less testosterone. That chick right there, it was bad. And I'm reading the test, and I'm like, wasn't 50. This isn't right.

David Roman [00:56:39]:
This is messed up. And anyway, they called me and they're like, hey, so we got your testosterone back. Did you look at it? I'm like, yeah, I looked at it like, you should go talk to a doctor. Thanks, lady. Appreciate that.

Lucas Underwood [00:56:54]:
Yeah, he had a little bit of an emotional response. He said that the nipples started to change.

David Roman [00:56:59]:
Oh, no, no. I never got puffy nipples. You get puffy nipples if you have. If you shoot your testosterone too high and the estrogen spikes up with it, then you end up with. With puffy nipples. Yeah. I'm injecting myself with 18,000 things. So you have to, like, read.

David Roman [00:57:19]:
I'm not getting, like, your reading is like, okay, if I take this, what are the. What's it going to. Cause? Okay, well, how do I counteract that? I can take this and then can I take these things with it?

Lucas Underwood [00:57:29]:
Sounds really logical, right?

David Roman [00:57:31]:
This sounds like, yeah, it's fun. It's. I. I find it fun and find it interesting.

Lucas Underwood [00:57:38]:
Yeah.

David Roman [00:57:39]:
Yeah.

Lucas Underwood [00:57:40]:
Anyway, what's your takeaway from this episode?

Brandon Crusha [00:57:45]:
You guys are here to have fun, of course.

Lucas Underwood [00:57:48]:
Like, if.

Brandon Crusha [00:57:49]:
But spew some education.

Lucas Underwood [00:57:51]:
Yeah, Well, I mean, if you listen to it, if it's so dull and so boring and so polished that there's, like, never any, like, logical or real life. Like, oh, these people don't even seem like human beings. They're just saying what they think we want to hear. Right? Like that. That's bullshit. That's wrong.

Brandon Crusha [00:58:09]:
But what I really took away from it is it's okay to find 50, $500 worth of work on their car.

David Roman [00:58:16]:
See, that's a good takeaway.

Lucas Underwood [00:58:17]:
Yeah.

Brandon Crusha [00:58:18]:
When in reality, your job is to find everything on the car that you can make a recommendation and present it to the customer.

Lucas Underwood [00:58:27]:
Yep. And then it's their decision, not yours.

David Roman [00:58:29]:
But if a trained professional find everything wrong with the car, present it to the customer, because that's it.

Lucas Underwood [00:58:37]:
Because, you know, this dude used a doctor analogy in his. In one of his responses. How would you feel if the doctor took your opportunity to choose whether you treated that cancer or not away? How would you feel about that?

Brandon Crusha [00:58:50]:
Yeah. Imagine going to the doctor, getting a complete scan because you feel bad. The doctor saying, I see a tiny speck.

Lucas Underwood [00:58:59]:
Yeah.

Brandon Crusha [00:58:59]:
Of cancer. So I'm not gonna say anything because it's not bad enough to worry about.

Lucas Underwood [00:59:05]:
Exactly.

Brandon Crusha [00:59:06]:
But what if it's small cell cancer? The kind that doubles overnight?

Lucas Underwood [00:59:11]:
Mm.

David Roman [00:59:13]:
It's not even. It can be more benign than that. For example, I go to the doctor, they run a full blood panel on me, and I came back pre diabetic. Okay. And so I find a different doctor, and I go, hey, I just had blood work done. And they go, no, they don't check everything. What do you mean they don't check everything? He's like, yeah, I don't check everything. They just run a blood panel, like a lipid panel.

David Roman [00:59:39]:
They're just checking your cholesterol, your heart health, and then they check, like, liver enzymes. That's it. And I go, okay, what else? He's like, we'll run a full panel. We'll talk about it. So they ran a full panel, and they're like, hey, your thyroid doesn't work. And I go, what do you mean, like, yeah, your thyroid doesn't work? You've probably had this your whole life. Have you ever had it checked? No. Yeah, your thyroid doesn't work.

David Roman [01:00:02]:
Never knew. Now, why wouldn't the doctor tell me? Why wouldn't the doctor check? I'm there for a checkup. Like, that's what you're there for. Like, hey, just let me know everything. I just want to know so we can make adjustments.

Lucas Underwood [01:00:16]:
Yeah.

David Roman [01:00:17]:
What do I need to fix?

Brandon Crusha [01:00:18]:
The same reason the technician won't pull the wheel off to check the brakes. We just did them a couple months ago. What if you have a sticking slide pin?

David Roman [01:00:26]:
Yeah.

Lucas Underwood [01:00:27]:
You know, it's like the lipoprotein a thing. Right. They don't check it in the US they don't check it right in the UK they check it non stop. Like it's checked once in your life. And because the number doesn't change. Right. That's what. Yeah, that's what you have in your bloodstream.

Lucas Underwood [01:00:44]:
And so they say that it contributes to 94% of cardiac events that result in death. Right. This one number. But we don't check it in the United States. And so they say, well, why aren't they checking it? And doctors overseas are like, you got to be kidding me. That they don't check that. Why wouldn't they look at that. That doesn't make sense.

Lucas Underwood [01:01:02]:
And I think that's healthcare in America though, Right? Like, that's just what it is.

Brandon Crusha [01:01:07]:
Part of. It's just. What's in it for me? Right? Like there's nothing.

Lucas Underwood [01:01:10]:
Well, I mean, they're paid flat rate. Yeah, they're paid flat rate.

David Roman [01:01:13]:
That's. That's exactly right. Isn't that what Seth said? Yeah, he was like, oh, my doctor friend gets paid flat rate. Yeah.

Lucas Underwood [01:01:20]:
Units of service or something like that. That's what they call it.

David Roman [01:01:23]:
Doctors suck in this country. They're terrible at their jobs.

Brandon Crusha [01:01:26]:
Doctors.

David Roman [01:01:26]:
So there you go.

Brandon Crusha [01:01:27]:
Get to do something we don't get to do. They get to practice.

Lucas Underwood [01:01:31]:
Yeah.

Brandon Crusha [01:01:31]:
Medicine.

Lucas Underwood [01:01:32]:
Yeah. Well, because the human body is so complex, there's no way we could get it right every time.

Brandon Crusha [01:01:38]:
We don't get to practice auto repair.

Lucas Underwood [01:01:41]:
No. Our consumer expects something at a much higher level from us for some reason. Yes. Right. I mean, I guess it's because we're trained. That's what healthcare is and that's what this experience is going to be. So we just expect that in auto repair, like, it is a identifiable fault that this person calls. My car does not run right.

Lucas Underwood [01:02:01]:
The check engine light came back. Right?

Brandon Crusha [01:02:04]:
Yep.

Lucas Underwood [01:02:05]:
Whereas your body. Well, I'm really sorry. Like, cancer grows on its own. I can't do anything about that. Well, but I mean, like, couldn't you have called it? And it like goes back to the thing with my mom when we're sitting in the hospital room, like towards the end of her life. And the dude, the hospitalist that came in, one of the last ones that saw her, comes in and he says, hey, I was actually in oncology and I actually treated this disease for many years, but I was so bothered by it I had to get out because like everybody you worked with met the same end. And so he comes out and he's like opening it and he like gasps. He gets to one page and he's like.

Lucas Underwood [01:02:38]:
And like, you seem like he has a visceral Reaction. Like, his face changes and his eyes change and the body language shifts and his tone and his voice changes. And he's like, I'm so sorry. And we're like, what? And he's like, they used this super rudimentary treatment that we've not used since the 70s to treat this. Like, this was something that could have been corrected and she could have had a longer and better life. Yes, she would have died from this cancer, but she could have been in a much better place than where she is right now if we used different, more sensible treatments. And so for her, the interesting thing was, is he said magnesium treatments probably could have extended her life four to five years. And they could have just done these three treatments and changed the outcome.

Lucas Underwood [01:03:20]:
And he's like, you know, now here we kind of are.

David Roman [01:03:25]:
So I. I just looked this up. Now, what. What got me, like, down this rabbit hole. I'm in a BNI group. And this young. He was like, two or three years older than me. Right.

David Roman [01:03:38]:
But he is in fantastic shape. I mean, like, fantastic shape. Built, not jacked, but like, he was in good shape. Ran, ate well, healthy family, like, everything was great. And he kept complaining about back pain, and so he kept going to the chiropractor, and they just could not help him with his back pain. So he ends up going to the doctor, and then the doctor is like, huh, this is kind of weird. We should do an mri. And they found something.

David Roman [01:04:05]:
And then they did a full, like, CAT scan or whatever they do, and they found stage four prostate cancer. And that's what was causing the back pain, is the cancer had grown and was, like, pressing on things that weren't supposed to be there. Now he's fighting for his life. At this point, it's been three, three or four years now. I mean, he's on the verge, and they keep telling him, like, he got maybe three more months, and then like, a month later, they're like, maybe three more months. Who knows? That's how he's living his life. He's like, I may not wake up tomorrow. Like, every single day is, I may not wake up tomorrow.

David Roman [01:04:39]:
And so this went from I'm perfectly fine to I'm having some slight back pain to now I'm dying every single day. Like, I gotta wake up and go, oh, like, today might be the day I don't wake back up tomorrow. And all he needed to do was a simple PSA check.

Lucas Underwood [01:04:55]:
Yeah.

David Roman [01:04:56]:
Which is just a blood test. And if they had just done that blood test, if he had just gone in the doctor and said, hey, I just want, I'm over 40, do a PSA. They would have found his PSA levels too high way before it turned into stage four prostate cancer.

Lucas Underwood [01:05:10]:
Yeah.

David Roman [01:05:10]:
Now I go to the doctor, I'm over 40, I go to the doctor. Do you think they checked my psa?

Brandon Crusha [01:05:15]:
No.

David Roman [01:05:15]:
Do you think they checked? Hell no, they didn't check. Why the majority of Americans die from what? Diabetes and heart attacks. Right, it's heart attacks and then met some metabolic something or another metabolic disorder. Yeah. So that's all they checked for. Are you diabetic and where's your cholesterol? And then that's it. That's it. Therefore, maybe my PSA would have been high.

David Roman [01:05:40]:
Maybe they would have caught this guy's cancer so early on that he could have had maybe not even surgery, just chemo and radiation. It would have killed it and he would have lived the rest of his life just fine. And instead he's fighting for his life. Why? Because the doctors don't bother.

Lucas Underwood [01:05:54]:
Is he still alive?

David Roman [01:05:55]:
Yeah, he's still alive.

Lucas Underwood [01:05:55]:
I thought that he had died.

David Roman [01:05:56]:
No, but he's in raw, he's rough, rough shape. But it's every day he's waking up going, I don't know if I'm going to live. And I wanted to verify that. I pulled up my last blood panel from the doctor. Now, I did have my PSA level checks there because you asked for it. Well, no, I went to a different doctor. The doctor said, hey, we're going to check everything. When they mean they check everything, they check everything.

David Roman [01:06:22]:
And they do it every six months because they want to see if, hey, if we give you this and then we give you this and we give this other thing, is it moving? And if we're not moving, we need to figure out a different protocol for you. And so that became the point. We need to get you not pre diabetic, no longer pre diabetic. And we need to fix this thyroid issue. They're still working on that.

Lucas Underwood [01:06:42]:
So the thing that I would share, the thing that I would say is like LabCorp, you can go to their website and you can order whatever test you want. And so they have a full blown test that comes with everything that they can test and you can get it for. I mean, next to nothing compared to what you'll pay your doctor for. And so it's called LabCorp on Demand. And so you go to their website and you can get whatever blood test you think you need and you can add things to it if you want. To. I mean you could probably the primary one's like 198 bucks and if you want everything, it's like 400 bucks to add like everything to it.

David Roman [01:07:19]:
I'll give you a cheaper option. Private MD Labs. Private MD Labs. If you do the subscription is 295 bucks. $235. $235. And you can do every like three months. You can do a full, full panel for $395 every.

David Roman [01:07:40]:
So it ends up being 100 bucks a month and you're, you're always on top of, especially if you're, or you can just buy once a year. It's like 450 bucks for everything for the entire year. $450 and you check everything and then if you need to go to the doctor because something's off, you'll know.

Lucas Underwood [01:07:57]:
Yeah.

Brandon Crusha [01:07:57]:
Wait, you're going to charge me just to look at it?

Lucas Underwood [01:07:59]:
Yes we are. Yes we are.

David Roman [01:08:02]:
I like that. That's.