The CarBiz Podcast Elise Kephart

Dear 23-year-old me. I know you think you're 4:00 AM Starbucks. Opening shifts are cute, and they're gonna come to a little Sies, but commit yourself enough to this business. And you'll actually have to triple fucking down on the hours. And there's no guarantee included except for you and f*****g you.
For starters, let's just go nice and easy. Just to prep you up a little bit. You're gonna have the crash of 2008. Come creeping right around the corner. Funny enough, you're gonna be engaged single shortly afterward, all the while you make your first video email, as they're gonna call it on the cam quarter that you currently carry around, you'll post it on YouTube, kind of like your MySpace videos you got going on and customers are actually going to watch them.
Your flip phone slider is actually gonna transform into advice. They're gonna later call an iPhone, believe it or not. And you're gonna use this same device to take your first picks and video as a new mom to your oldest daughter, Lee, you'll start your own business. the same week you find out you're pregnant with your youngest daughter, Jaylen.
And within a few years, tick mark that bad boy right off the checklist, the divorce on your relationship status, common in the car business, you'll hit a lawsuit. You'll take a six month contract on travel to pay for it. Lack of control and retail therapy. Impulse gets you in I RS audit and losing it all.
When the world shuts down in the year 2020. You're also a single mom now raising your girls and don't you worry yet? You're barely at the fucking surface. So triple the f**k down. Hey. Yeah, there's gonna be this thing called a chip shortage. And by then you'll actually have lost 50 pounds by gaining control of what's called mental fitness, which will come super duper in handy.
When you watch your bank account over draw and offset payroll and the risks and hardness of having your own business is gonna roll right at you. You'll take trains because you maxed out your air miles and can't afford flights until checks clear. You'll borrow money from your mom, your dad and friends who will feed you and your girls.
When you build your first product, that's actually fucking scalable. You'll come back to this first day of selling cars and the temptation will whisper to you to quit. Then give up to throw in the towel and call it done. Dear 23 year old. Build that thick fucking skin now understand the sacrifice will go beyond the money.
You'll have to dig so deep and pull your shit out. Some of the darkest moments you'll have to make tough decisions and take loss after loss hit after fucking hit. In return, understand your winds are tenfold. If you never ever quit your winds, won't be alone. They will be with the ones who believed in you and kept up with you every single f*****g part, even when you want it to stay down.
Hey, when you're baking out on the pad today and heels waiting for your first up and when the sun is gleaming on you for those 3.75 hours, understand that mental game later is gonna come in handy. I know. This is just a temporary thing. It's a filler until you decide what you fucking wanna do for the rest of your life.
But it's the beginning of a wild f*****g journey. And just remember this your first day, you're never, ever gonna fucking quit. PS. Don't spend your money on stupid shit because in the end. It doesn't matter. Get smart, get your money to start working for you f*****g now.
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Jay, I miss you for those of you who did not know Jay, he was a friend of mine whom I met in this wild and crazy car biz. He's someone I met long before most before I was a mom, married, and divorced. Jay lived in California in the madness drop of 20, 20. Every state had its own rules, but California had just opened up.
Round onesies, most of you couldn't tell because I'm great at masking things, a salesperson at heart. But, I was kind of in a cluster f**k of my life. A massive hit in my divorce had unraveled figuring out how to be a single mom. Season one had creaped right in there. Dealers and travel were minimal for six months and above all, I felt alone.
Jay had come to my rescue and drove down from Northern California to spend my first weekend, uh, with me to shoot some video. He was actually the first interaction I had with anyone between the ages, like past the ages of three to eight at the time. If you can imagine, um, the 14 day lockdown season one, and I really needed it because I felt alone.
Jay had showed me the trick to making scrambled eggs when I'm normally, um, actually normally an over medium type. We would always practice our internet battle plan slides through the years. There's probably a decade plus of memories I have with you. And that I miss every single day there's times, I would have riders block and I'd call, call or FaceTime you. And I can't anymore. We would talk about life and appreciation of our friendship and I'll continue to live the best I can and hold the closest, close to me without pushing them away. We talk deeper talks, some chats like about death. And how part of it is just part of life. Like the lion king. Maybe I joked about it because I didn't want to face the reality of it.
I never thought I would lose you. And so suddenly as a friend, but I'll continue to share your name, any mag or Trump statement. I'll hear. I'm always gonna hear little arguments that we could always put. My love goes to Dawn, your wife and your family. Rest in heaven. And thank you for always being great my friend.
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Learn more about Elise Kephart on:
Website: https://elisekephart.com/
LinkedIn: https://www.linkedin.com/in/elise-kephart-9a110a18
YouTube: https://www.youtube.com/channel/UCZpzsQqiMbROotJbh2yP1UQ
Facebook: https://www.facebook.com/TheEKX
Instagram: https://www.instagram.com/theyoutubediva/

In this episode of the CarBiz podcast, I’m dedicating it to what inspired my automotive BDC AI.
You know, my dad’s name is Kevin. But he’s the opposite of the type of Kevin or Karen I will be talking about. You know who I’m talking about - the "woke-up-on-the-wrong-side-of-the-bed" and lack the ability to control their emotions kind of person. The, "just gives me a f*****g price kind of guy." The Karen who lives such a life that you know nothing about - and takes it all out on you kinda lady.
This one’s for you.
Dear Kevin and Karen,
Thanks for putting my brain to work. You see - no one else in the world, I guarantee, who has spent more hours in “great customer service” making videos you never watched or replied to - more than me. Like - I’ve thought about this one, and it’s because of you - that I made my system.
One day I woke the fuck up and decided I was over the fuck being ghosted. There was a time, you know, that I sent you cookies, a card, and a handwritten f*****g note just to say thanks for speaking with me - and you know what it cost me? $12 back in 2014 a pop and not even a fucking thank you back not to mention a no show when you’re supposed to pick up the phone or return a text to me again. Ah yes, I have a bucket based on the last decade-plus of HARTache you’ve brought me. I call it the nonnegotiable bucket or the VIP ticket lane. VIP tickets to the chase show. When I lose contact with you - I find myself chasing again.
Like so many times, I got played, and I believed it - and I went above and fucking beyond for the pure sake of a wildly different process and someone that would stand out to you. And it did okay, it did well. It did well for many years. But I wanted fucking greatness. So I started going FBI crazy ex-girlfriend obsessive style a bit and tick marked all the b******t things I started dealing with daily. Things that brought me to chase.
Even after the first round of chasing. There’s a lot that has gained traction over the years - almost like y’all got a private Fb group on a collab project saying the same shit every time. I’m driving is a fun one - who the f**k picks up their phone when you’re driving? I’m working. I call b******t and wanna throw back you’re barely working.
The difference is I used to let you win, Karen. I would let you play me like that, and I would kindly put you in my chase bucket again. Homie, don’t roll that way now. But we can play it cute. You say you’re working, I’ll usher nice and slow my way into gaining your trust for the past 5 seconds to want to speak to me. My methods these days, thanks to you, are strategic.
Probable and predictable.
Controllable from the world's biggest control freak.
Above all, I solved one of the worst problems in the CarBiz - and that’s getting a response from you without you getting pissed, at least. Getting you right from the get-go to agree with me. See me on your side. At heart - the majority of us are genuine. Real people. We make a profit like any other f*****g business, but we will work the hardest for you. Sweat in the sun, drench ourselves in the rain, shovel the snow for you. We show up early, stay late, and grind on lenders to get you approved because it’s a bomb-ass feeling when you help someone you know. All these things you rarely see unless you meet us.
And, because of you, I made my AI - so for that, I’ll close out with a round of applause and thank you.
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Learn mo

In this episode of the CarBiz podcast, I want to remind you to keep moving. I tell myself this probably about 8262626 times a day, and it’s this. 
Keep moving. No matter what it is. The solution is always to keep moving. 
Others will say slow down, keep moving. You may feel tired, keep moving. There’s hard shit you aren’t facing - face it, fall down, and keep fucking moving.
Bleeding yet? Let it burn, and keep moving. I’m sure as we age, there’s life questions and thoughts that can over take your minds day - cancel that shit out, and keep moving. Feeling guilty about something? It happened already, keep moving. Pissed that deal didn’t go thru and you spent your time for funsies for free? It’s the CarBiz bro, happens often - keep moving. Feel alone? Darkness? Depression? That shits real, you should get help and keep moving. Can’t afford help? Put on shoes, take your two legs and run - keep moving. So they say, dopamine happens when you’re running and heart rate is up. Don’t want to run or workout today? Keep moving. Feeling behind on your workload and podcasts? Keep moving? Wondering who the f**k is judging you? Keep moving. 
No matter what it is. Who it is. Where it’s from or what is happening - remind yourself this today. Till the wheels fall off, I’m going to keep moving!
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🎧 Subscribe on Apple: https://podcasts.apple.com/us/podcast/the-carbiz-podcast/id1569895616
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Learn more about Elise Kephart on:
Website: https://elisekephart.com/
LinkedIn: https://www.linkedin.com/in/elise-kephart-9a110a18
YouTube: https://www.youtube.com/channel/UCZpzsQqiMbROotJbh2yP1UQ
Facebook: https://www.facebook.com/TheEKX
Instagram: https://www.instagram.com/theyoutubediva/

Dear Mr. Jim Farley,I’m one voice of endless it seems some days. And we are rooted together - even through the storms and raging waters. Hey 2022 - my what a wild one so far. So much, in fact, it seems that perhaps - as some would say…we - us car biz folks may have hit a wall with this EV (electric vehicle) vision you’ve released recently in the press. Now - Im not normally a main stream media type (let’s go Brandon) - but I couldn’t help login per the ush - do a little scrollsie scroll and bam - even outside of my nerdy automotive forums the headline is everywhere that depicts the direct to consumer model vision with the Ford EVs.We don’t know eachother, so I’ll share a humorous flaw on myself - I like to have things explained to me like I’m a third grader when it involves intrquecies that may be new to me. So, in return I wanted to ask a few questions in a basic 3rd grade language that come right from my core and the mindset of the last 15 years since my heels burned on the pavement taking my first up at Heller Ford in San Diego Ca.
1. Does this vision of yours potentially eliminate the salesperson role?
My very first day ever learning car sales -  was that the potential was endless in this business if you retain your customers, treat em like gold and always be their go to person anything CarBiz related.Does this just get thrown out the window? I cringe when I watch the Carvana and Vroom commercials because they tap into the consumer psychology and pain triggers from the sleezy car experience they suffered from once upon a time. I’ll tell you what though. When you sweat, bleed and win with the dealers, salespeople and internet teams through the years - you level in line with the good ones. The good stores, the people within them. Watch it all unfold thru time and it’s a fact: the good ones - are the baddest hardest working people on the planet.With kids and families of their own - and yet who lay it all on the line for their customers. Your brand. So much in fact - we have a high divorce rate (welcome to the club) many rarely see their kids and do the math, carry the ten and probability says more time is spent in a dealership, sun up to sun down that with their own loved ones at home. Just like that - does this not matter to you?
2. When was the last time you picked up a telephone and took real Ford Direct non third party lead yourself?
Was it a phone call did you would make? A text? An email cause that’s all they put with a bad phone number.If the answer to when - is anything less than today - I recommend you do so. It can be a fun game and give you a scosh of the hartache internet sales and BDC teams get to experience by the minute. It’s a thrill I’ll tell ya.Your vision paints the scenario like a customer who types in their information online is ready to buy and just wants an easy seamless experience. That’s what I was always taught when I transitioned into internet sales from the floor.But on the daily as I work with internet leads today - even when people fill out credit apps the pattern life of any internet rep or BDC department you ask who do these calls, textile texts and emails on the 9 days a week and 90 katrillion seconds a day will consecutively tell you they have to chase. Not just chase - but even after all the chasing we get told some pretty knarly things that just make no sense / oh I didn’t know I was clicking. Oh I’m not ready. Oh call me back. Oh I’m at work I’ll call you back.Seems legit. Except then when you connect again the weirdest sentences come straight from their mouth - I’ll keep this episode free of swear words, but when we do call back like we were asked we get called lots of colorful names. Or I don’t know if this one is any better “we bought elsewhere”I don’t know who started the rumor like it’s going to be this allll the sudden epiphany or something in the water when customers stop doing this - it won’t be actually.The consume

In case you're unaware, software automation in the car business is risky especially when it comes to BDC and sales. In this episode, Elise shares why Automation and artificial intelligence is risky and how she's cracking the code.
Enjoying the show? Leave a rating and review! 👇
🎧 Subscribe on Apple: https://podcasts.apple.com/us/podcast/the-carbiz-podcast/id1569895616
🔊 Subscribe on Spotify: https://open.spotify.com/show/2W5yU0q5l4S38P2kxNSe4t?si=927de4d581f542ce
Learn more about Elise Kephart on:
Website: https://elisekephart.com/
LinkedIn: https://www.linkedin.com/in/elise-kephart-9a110a18
YouTube: https://www.youtube.com/channel/UCZpzsQqiMbROotJbh2yP1UQ
Facebook: https://www.facebook.com/TheEKX
Instagram: https://www.instagram.com/theyoutubediva/