Ep 103 - Coaching Call #18 | The BIGGEST Mistake Shop Owners Make

Ep 103 - Coaching Call #18 | The BIGGEST Mistake Shop Owners Make

Keep shop management, payments, marketing (all the things) all in one place with Tekmetric. It will CHANGE YOUR LIFE. Click HERE [https://auto.tekmetric.com/4iOySkk] Turnkey Marketing has made my life SOOO much simpler, AND they've helped keep the phone ringing. Do you need these two things too? Learn more HERE [https://www.turnkeyautomarketing.com/] When I used the maintenance tool for the fist time with Detect Auto, my mind was blown. My advisors had the same reaction - and then SO MUCH MORE TIME. Learn more about Detect Auto and book a free demo now! [https://www.detectauto.com/] Send your service advisor to hands down the BEST service advisor training in the industry (even other coaching companies agree). It's Elite Worldwide's Masters Program. The next one is happening in Dallas Texas, September 10-12. Learn more HERE [https://eliteworldwide.com/event/masters-service-advisor-training-program-3/] For years I thought I could handle the hiring process on my own. But, after far too many bad hires, it was clear I needed help. Promotive came through for me with a rock star hire in just a few days and I couldn't be happier. Swallow your pride and bring in Promotive for that open position you have at your shop today. You can thank me later. Learn more HERE [https://info.gopromotive.com/confessions] In this episode, Mike and Matt talk about how to find and commit to a core operational identity—rather than constantly chasing new ideas or industry trends. True success comes from consistent execution of a strategy you believe in. You will NEVER underestimate the value of training, coaching, and leveraging proven systems like EOS or similar frameworks to help owners and employees gain clarity, stay accountable, and ultimately grow a sustainable, profitable business. Timestamps: 00:00 Shop Owner Myths: $200 an Hour and the Truth about Starting Out 02:19 Celebrating Good Months 04:11 Best Month Yet—Sales Up, Staff Changes & a New Advisor 06:40 Fixing What Was Broken: Process, Accountability & a Data-Driven Turnaround 07:54 ARO Jumps by 20%—Here’s How They Did It 08:27 DVI Process Overhaul: Getting Real Numbers and Customer Buy-In 10:12 Tech Average Quotes—Setting and Hitting Profitable Targets 11:08 Maintenance Sales Struggles & Industry-Wide Challenges 12:23 Next Steps: Boosting Closing Ratios and Ongoing Advisor Training 13:09 Sales Presentation, Confidence & Learning to Overcome Objections 14:34 Regional Training Events: Why Travel Matters & Team Building 15:07 Bridging the Owner-Employee Gap: Training Techs & Advisors for Buy-In 17:20 Why Private Equity Buys Shops—Math, Mindset & Community Impact 20:19 Winning as an Independent: Local Presence, Team Culture, and Staff Retention 21:48 Training Takeaways: Eye-Opening Insights for Non-Owners 23:14 P&L and Labor Rate Workshops—Should Your Team Bring Their Books? 24:32 Shop Pay Plans & Real Labor Cost Realities 26:22 $350,000 Techs: The Truth Behind the Numbers & What’s Possible in Your Market 28:19 Pay, Value, and Raising Rates: What Customers Need to See 30:30 McDonald’s Drive-Thru vs. Customer Perception: Value & Expectations 31:33 Bringing Training In-House: Hosting Courses for Your Shop and Community 34:30 EOS, Traction, Rocket Fuel: Finding a System that Clicks 36:10 Visionary vs. Integrator: Why Every Shop Owner Should Read These Books 38:45 Team Structure, Core Genius, and the Power of Discipline 41:08 Identity Crisis? Finding (and Loving) Your Shop’s Unique Advantage 43:53 Don’t Change the Recipe—Simplicity and Full Commitment Win 46:43 Basketball Offense & Building the Right Team for YOUR System 48:46 Discipline, Focus & How Elite Shop Owners Set Themselves Apart 51:21 Quality Management Systems: Lessons from Manufacturing 52:15 Finding the Right Coach & System—Any Structure Beats None 53:46 Elon Musk Clarity: Vision, Discipline, and Blocking Out the Noise

Ep 102 - Chris Gayne | If There's a Problem in Your Shop, It's Probably You

Tekmetric opened my eyes to just how much a good SMS will do for a shop. Their software is top of the line, and with them, so is my shop. Try them for yourself HERE [https://auto.tekmetric.com/4iOySkk] My marketing before and after signing up with Turnkey Marketing is pretty scary. In a good way. Get your marketing right today HERE [https://www.turnkeyautomarketing.com/] Make your techs happier with Detect Auto. They'll stop getting "check noise" or "check vibration" from advisors with the customer concern tool. It will CHANGE YOUR LIFE. Book a demo HERE [https://www.detectauto.com/] Send your service advisor to hands down the BEST service advisor training in the industry (even other coaching companies agree). It's Elite Worldwide's Masters Program. The next one is happening in Dallas Texas, September 10-12. Learn more HERE [https://eliteworldwide.com/event/masters-service-advisor-training-program-3/] In this episode, Chris Gayne shares stories from his transition out of a military career and into shop ownership, including the accidental founding of Dale County Diesel. The conversation dives deep into the difference between running a transactional versus a relational business, emphasizing the value of building real connections with customers and staff. Timestamps: 00:00 – Transactional vs Relational: What Kind of Shop Are You Running? 02:31 – From Military Flight Instructor to Shop Owner: Chris’s Journey 06:43 – Surviving a Helicopter Crash (& What It Teaches You about Mistakes) 14:02 – Leadership in the Shop: Lessons from Army to Auto Bay 19:26 – Why Good Techs Deserve the Right Work—and Right Culture 25:09 – How to Handle the “Unfixable”—Being Honest With Your Customers 32:04 – Flat Rate vs Teamwork: What Actually Works? 37:01 – Confession Time: If There’s a Problem in My Shop, It’s Me 44:44 – Hard Policies, Real People: Why Relational Beats Rigidity 49:55 – When to Tell Customers: “It’s Time to Move On from This Truck” 51:06 – Wrap Up: Honesty, Growth, and Call for Your Confessions

Ep 101 - Matt Curry & Richard Tonetti | The Secret Behind an $40 Million Auto Repair Business

Tekmetric transformed my shop. Plain and simple. Want that for yours? Touch HERE [https://auto.tekmetric.com/4iOySkk] Turnkey Marketing [https://www.turnkeyautomarketing.com/] takes the stress of doing something I'm not good at off my plate. And gives it to someone who is. Click HERE [https://www.turnkeyautomarketing.com/] for more. Send your service advisor to hands down the BEST service advisor training in the industry (even other coaching companies agree). It's Elite Worldwide's Masters Program. The next one is happening in Dallas Texas, September 10-12. Learn more HERE [https://eliteworldwide.com/event/masters-service-advisor-training-program-3/] When I used the maintenance tool for the fist time with Detect Auto, my mind was blown. My advisors had the same reaction - and then SO MUCH MORE TIME. Learn more about Detect Auto and book a free demo now! [https://www.detectauto.com/] What does it take to build a high-performing automotive business that continues to grow while maintaining a strong culture? In this episode, Mike Allen sits down with Matt Curry and Richard Tonetti from Craftsman Auto Care to discuss the systems, leadership philosophies, and growth strategies that helped build one of the industry's most respected shop groups. Matt shares lessons learned from growing to 10 locations and $18 million in revenue, including the importance of culture, leadership, sales training, digital inspections, and customer reviews. Timestamps: 00:00 The $1 Raise That Changed Everything 01:14 Are 4-Day Workweeks Actually Hurting Your Business? 03:41 Why “Money Motivated” Isn’t a Dirty Word 06:46 From Tire Changer to VP: Growth Stories from the Shop Floor 07:16 Matt’s Path: 10 Stores, $18 Million, and a Comeback 09:13 The Secret Sauce: Buying Distressed Shops & Turning Them Around 10:36 How to Hit $1,000 Average ROs (and Why Volume Per Bay Matters) 11:02 The Turning Point: Digital Inspections & Sales Training 13:29 Being the Best Shop Cheerleader—Even on Bad Days 14:11 Making the Hard Work Fun (Yes, It’s Possible!) 19:00 Sales Scripts, Objection Handling, and The “One More Thing” Rule 20:05 How to Hire the Perfect Counter Person (It’s Not About Automotive Experience!) 22:49 Culture vs. Corporate: Why Good Techs Never Leave 25:15 Google Review Domination: Building Trust and Cutting Marketing Costs 28:20 Spiffs, Friendly Competition, and Making Reviews a Shop Habit 32:10 Small Gestures, Big Impact: The Stuffed Animal Touch 35:13 Why Internal Competition Works—But Only with the Right Culture 37:46 When Growth Kills Culture (And How to Avoid It) 40:36 Can Independents Still Win? Opportunity in a Corporate, Tech-Heavy Landscape 43:27 The Blueprint: Build Slow, Build Right, Stay Nimble 45:17 Level Up: Giving Back and Training the Next Generation 47:04 Growing Your Own Techs & Locking Down Quarter-Million Dollar Talent

Ep 100 - Andrew Fischer | Why Most Technicians Shouldn't Own a Shop

Tekmetric transformed my shop. Plain and simple. Want that for yours? Touch HERE [https://auto.tekmetric.com/4iOySkk] If you're like me and aren't good at marketing, don't do it on your own. Let the experts handle it. Touch HERE [https://www.turnkeyautomarketing.com/] for more on Turnkey Marketing. Send your service advisor to hands down the BEST service advisor training in the industry (even other coaching companies agree). It's Elite Worldwide's Masters Program. The next one is happening in Dallas Texas, September 10-12. Learn more HERE [https://eliteworldwide.com/event/masters-service-advisor-training-program-3/] When I used the maintenance tool for the fist time with Detect Auto, my mind was blown. My advisors had the same reaction - and then SO MUCH MORE TIME. Learn more about Detect Auto and book a free demo now! [https://www.detectauto.com/] This episode is Mikeless - just how we like it. HA! Today Bryan rides solo at TOOLS 2026 and talks dynamics between technicians and service advisors Andrew Fischer. They bring up the importance of fundamentals and communication—technicians often overlook basic testing but expect to dive into advanced diagnostics, leading to costly mistakes and frustration. They also talk about ego and misunderstanding: both between team members in the shop and toward customers, highlighting how crucial it is to clearly explain repairs and processes, not just rely on expertise.  Timestamps: 00:00 The real hardest job in the shop: service advisor confessions 03:08 Training struggles, being away from family, and the reality of evening classes 05:02 Why owners MUST vet what you’re paying for in auto training 07:11 Technicians skipping fundamentals—and how it comes back to bite your shop 10:20 Ego, ignorance, and the "alphabet soup" of tech skill levels 13:13 Fast techs vs fixed cars: the hidden cost of comebacks and efficiency 16:19 Communicating diagnostics: where most techs screw up (and how AI helps) 19:06 Why the front counter is pure chaos—and techs can’t handle customers 21:13 Explaining diagnoses in a way anyone can understand (with help from AI) 25:26 The service advisor’s secret: what customers REALLY want to know 28:12 The "zip code" analogy for why testing matters 30:28 Shops that charge for time vs selling fixed vehicles—who really wins? 32:40 Real-life story: four shops, still not fixed (and how a dead battery fooled them all) 34:35 What to do when you just can’t fix the car (real talk and lessons learned) 41:33 The problem with technician forums & why the smartest avoid them 44:28 Why most technicians will never be ready for business ownership 47:46 Full circle: gratitude, getting humbled, and growing as a leader 50:02 What every technician NEEDS to understand before running a shop

Ep 99 - Adam Rath | What Works in One Shop Could Kill Another

Keep shop management, payments, marketing (all the things) all in one place with Tekmetric. It will CHANGE YOUR LIFE. Click HERE [https://auto.tekmetric.com/4iOySkk] Turnkey Marketing has made my life SOOO much simpler, AND they've helped keep the phone ringing. Do you need these two things too? Learn more HERE [https://www.turnkeyautomarketing.com/] When I used the maintenance tool for the fist time with Detect Auto, my mind was blown. My advisors had the same reaction - and then SO MUCH MORE TIME. Learn more about Detect Auto and book a free demo now! [https://www.detectauto.com/] Send your service advisor to hands down the BEST service advisor training in the industry (even other coaching companies agree). It's Elite Worldwide's Masters Program. The next one is happening in Dallas Texas, September 10-12. Learn more HERE [https://eliteworldwide.com/event/masters-service-advisor-training-program-3/] For years I thought I could handle the hiring process on my own. But, after far too many bad hires, it was clear I needed help. Promotive came through for me with a rock star hire in just a few days and I couldn't be happier. Swallow your pride and bring in Promotive for that open position you have at your shop today. You can thank me later. Learn more HERE [https://info.gopromotive.com/confessions] In this episode, Mike Allen sits down with Adam Rath, owner of a repair shop in Allentown, Pennsylvania. Adam tackles the challenge of adapting business models to different communities, emphasizing that what works in one area may not work in another. They also explore the importance of process efficiency, particularly in estimate building and digital vehicle inspections. Adam also talks about his role with the ASOG mastermind group, highlighting how peer support and structured programs can help struggling shop owners build a solid foundation. Timestamps: 00:00 Efficient Estimates vs. Wasting Time 01:31 Podcast Tech Upgrades and Recording on the Road 03:03 Behind-the-Scenes: Touring Craftsman Auto Care 04:01 Coaching Models: Origins and Overlaps 06:00 Meet Adam Rath & the Reality of Shop Locations 08:08 Coaching Myths: "That Won’t Work in My Town" 09:00 Different Markets, Different Rules 11:16 The 300% Rule: Double-Edged Sword 12:33 Are You Sticker-Shocking Your Clients? 13:33 Presenting Estimates the Smart Way 14:09 DVI Tools and Estimating Efficiency 15:24 What Do You Show the Customer? 17:10 Single-Issue Selling: Helpful or "Slimy"? 20:01 Show & Sell: The Theater of Auto Sales 22:52 Roleplaying, Sales Practice, and the J Curve 24:55 Tech Tools: Detect Auto, DVI Speed, and Pain Points 28:40 Remote Estimators: Overseas Teams & Lessons Learned 30:41 The Rise and Fall of Remote Estimate Companies 33:05 EOS Explained: Visionaries vs. Integrators 36:36 Taking the Crystallizer Assessment 38:19 Monthly State of the Company at Adam's Shop 41:20 When the Team Wins—Even Without the Manager 43:13 Building Leadership Skills with the Right Tools 44:57 Adam’s Role in the ASOG Mastermind 46:33 The Mastermind Format & Growth 48:36 Curriculum Overhaul: Tightening the Learning Path 50:36 Live Invoice & Call Audits: Growing through Discomfort 53:43 Why We Break Process (and How to Fix It) 55:15 The Future of the Mastermind: Structure & Guest Coaches 57:10 Shop Fix vs. ASOG: The Coaching Disconnect 59:48 Buffet Approach to Coaching: Take What Works 1:01:47 Guest Coaches, Good Info, and Avoiding Sound Bites 1:04:00 Confession Time: When Employees Just Aren’t a Fit 1:06:23 Shop Culture: The Right People Stay, Others Go 1:07:13 EOS Implementers & Next Steps