20 Years Down, 20 Years Left

I've had the very good fortune of working for some of the best companies in the automotive industry over the last 20 years. Each of these companies took a chance on me, and I will be forever grateful for that. I've learned a few things along the way, met some amazing people, and have gotten to do some really cool things.

The first thing, above all, that I've learned is that you should never stop being yourself. I want to share a funny story. When I was working for CarMax many years ago, the regional teams got invited to a retreat in the Blue Ridge Mountains. I was young, dumb, and my situational awareness wasn't where it needed to be typically. I was the first down for breakfast one morning and was eating by myself, and this gentleman came and joined me, I had no idea who he was, and he asked me what I was going to be doing that weekend. I told him I was headed to Austin for the Texas Football Game. He mentioned that he had gone to the University of Texas, but he was headed to a squash tournament at Stanford, and I asked him, "What the hell is squash?"

He chuckled loudly, and we finished breakfast, and went on our way. Later that day, one of my superiors asked me if I had eaten breakfast with Austin? I said, I think so, and he asked me if I knew who he was, and I didn't, I was relatively new, and he said that he was the CEO. I still tell that story to family and friends and get a good laugh about my lack of awareness, but you live and you learn. Be yourself, and don't be afraid to say what's on your mind.

The second thing I've learned is that you have be passionate about the company and your customers. Customers dig passion, customers dig people who deliver energy and not a robotic power point. Nick Matarazzo told my team at Hearst during a sales training one time, "You need to believe in it, you have to believe it works." He's right. I believe in what I do, my passion for The Appraisal Lane is 100% authentic. Your customers need you, you owe it to them and their families. When you deliver passion and a good product, you are helping people provide dance lessons, groceries and baseball season for their kids.

Last thing, and this is still a work in progress, is you gotta have balance. Work life balance, what the hell is that? I don't know, I'm still figuring that out. I know this, my wife and kids just want me to be there at the end of the day, not just physically but mentally too. Little things, small beautiful moments with them define me and who I am, not the fact that I landed a new OEM program. It's easy to get caught up in the emotion of "making something happen." I spoke to a VP at a dealer group this week about their job change, and they began telling me about the book "Leaders Eat Last." In the end, this person made the change to find balance and harmony in their life, don't be afraid to do the same.

20 Years down, 20 years left of new things to learn. I love this business, I really do, I am highly passionate about helping my customers reach their goals. With that said, it all has to fall in line with who you are. Way to often I see people changing themselves for a work culture, and they are often unhappy. Find the culture that jives with you, find something you believe in, and the rest will fall into line. Be authentic, be passionate, and find balance. God willing, I'll follow this post up in 20 years on whatever forum is out there. Cheers to all of you trying to make something happen today.