Ep. 68 - Setting the Stage for a Big Year: Goals, Growth & 80 Years of Lewis Automotive

Goal setting, discipline, consistency, and long-term success are at the center of Episode 68 of Crossroad Conversations. Drawing on more than 80 years of combined business experience, the Lewis Brothers break down why 92% of people fail their goals every year—and why it has nothing to do with intelligence, money, or opportunity.

They explain the real difference between resolutions and goals, why vague goals always fail, and how writing goals down and sharing them with the right accountability partner immediately puts you ahead of the majority. The conversation walks through the critical first two weeks of January, how momentum is built through small daily actions, and why discipline must replace motivation once the excitement wears off.

The episode also dives into flow state, time discipline, and why most people design plans around perfect days instead of their hardest ones. Real stories—from endurance training to decades of disciplined business reinvestment—highlight how long-term success is built through boring, repeatable habits that compound over time.

This conversation is a reminder that progress is slow, uncomfortable, and often invisible—but those who stay consistent, protect their focus, and refuse to quit after one bad day separate themselves from the 92%.

KEYWORDS
goal setting, discipline, consistency, long-term success, leadership, accountability, business growth, habits, focus, motivation, flow state

TAKEAWAYS

Most people fail goals because they rely on motivation, not discipline
Writing goals down dramatically increases follow-through
The first two weeks determine long-term success
Small daily actions beat big inconsistent efforts
Accountability must come from people who’ve been where you want to go
Flow state improves productivity and clarity
Plans should work on your hardest days, not perfect ones
One bad day doesn’t erase progress
Discipline compounds over years, not weeks
Long-term success is built when no one is watching

TIMESTAMPS

00:00 Why 92% of People Fail Their Goals
01:27 Resolutions vs. Real Goals
05:12 Why Goals Must Be Written Down
08:06 Accountability Changes Everything
11:10 Beating People With More Resources
15:46 The Critical First Two Weeks
17:18 Why Vague Goals Fail
20:16 Small Wins and Daily Discipline
23:04 Breaking Goals Into Action Plans
24:20 Designing Goals for Hard Days
26:13 Consistency Over Intensity
28:42 Flow State and Time Discipline
31:35 Protecting Focus at Work
35:19 Motivation vs. Discipline
41:15 The Two-Day Rule
43:01 Start Now, Not Monday
47:03 Discipline Over Decades
51:37 Success Is Built in the Dark
55:57 Final Thoughts on Long-Term Growth

Feel the dynamic energy of the Lewis Brothers as they deliver real stories and lessons that keep local businesses on their toes, and share how experiences in the community inspire them to keep on driving.

Check out all our great episodes at CrossroadConversationsPodcast.com!

Episode Transcript

SPEAKER_00 (00:00):
Here's why.
92% of people fail on theirgoals.
But let's look at the timelineof that, okay?
Because you're like, well, yeah,Matt, that's probably over a
year.

SPEAKER_01 (00:07):
No, no, no, no.
Break it down.

SPEAKER_00 (00:08):
Watch this.
First week, okay?
By the second Friday in January.
Second Friday in January, 80% ofpeople have given up.
If you'll make it two weeks, 14freaking days, okay?
14 days, you'll beat 80% ofeverybody else.

(00:30):
You don't need a DDS, a DR, amaster's degree, or a huge loan
or money.
Just make it 14 days.

SPEAKER_02 (00:39):
Hey everyone, welcome to Crossroad
Conversations with the LewisBrothers, where we aim to share
real stories about running asuccessful family business while
working through adversity andpouring back into our community
that keeps our doors open everysingle day.
We're your hosts, Shelby, Matt,and Taylor.
And we'll be bringing you realrelevant local business advice.
Maybe some automotive insightsthat are sure to change the way

(01:02):
you look at running a businessor buying a car.
And maybe you can throw on aplug for you to do business with
us here locally.
Welcome back, episode 68,Crossroad Conversation with the
Lewis Brothers.
We're your hosts.
Happy New Year! At Shelby andTaylor bringing you all the
energy.
Starting the new year off, happynew year already happened.
I hope you're ready.
2026 is gonna be good.

(01:23):
A lot of things launching,energy level high.
We're talking setting the stagefor a big year.
Yep.
Goals, growth, 80 years of Lewisautomotive.
Hey, we age pretty good.
We're not 80.

SPEAKER_00 (01:34):
Combined, we're over 80.
That is all the supplements Iwas taking.

SPEAKER_03 (01:37):
It's when you say crumple and that.

SPEAKER_02 (01:42):
And yeah, so new year, fresh start, January 1st,
energy, big goals versus realprogress, 80 years in the
business, not an accent bydesign.
All year long.
We are gonna party like it's1962 or whatever that's 46.
46.
Yeah, yeah, but the song says1962.
Yeah.

SPEAKER_03 (01:59):
So a lot of good stuff to go over there.
Hey, recapping real quick oflast week.
The leadership last year is.
Okay, yeah, go ahead.
So episode 67 of the last weekof last year that we went over.
Leadership blind spot happensreally fast and will happen when
you least expect it.
So go back, check that out.
Talks about how wheneverbusiness is up, sometimes you're

(02:20):
not really controlling areas youneed to.
And then on the flip side,whenever business goes down,
you're controlling the areas youreally don't need to.
So dive into that.
That was a lot of fun talkingabout.
Always check us out at LewisSuperstore.com for the freshest
trade specials, everything we'vegot going on company wise and
crossroads conversationpodcast.com for everything we've

(02:41):
got going on here.
We're at episode 68.
So 68 plus hours of relevantbusiness information.
Man, I love it.

SPEAKER_00 (02:49):
What's in the garage today?
We are talking Mach E.
I love that garage.
Mach E.
Now I love the Mach E because ofthe performance, the
versatility, obviously the gassavings.
We see most people save three tofour hundred dollars a month on
gas.
Yes.
Here's what I love about themock EGT because when you when
you look at mock, that comesfrom the Mach 1 of the Mustangs,

(03:12):
which was performance.
Okay, big time.
Well we take it new age, newtechnology, and heck of specs on
performance.
Zero to 60 in 3.8 seconds.
3.8 seconds.
And here's what I like about the0 to 60 in this vehicle here.
It's all-wheel drive, so it doesit anywhere, anytime, all the
time.

(03:32):
In addition to that, because ifyou're a performance nut like I
am, it's like, what else can Itweak?
What else can I get out of it?
I love that Ford Performance hasthen come out with going, hey,
we'll offer you an upgradedflash that will still back with
all the warranty on it.
I love that the manufacturersare getting behind the
aftermarket here.
It will unlock the potential andget this thing down to 3.3

(03:56):
seconds and a quarter mile of11.8.

SPEAKER_02 (04:00):
That's fast.
A tune that is electronic thatequals more power.
Instant.
Mocky is so controversial ineveryone's different eyes
because it's Mustang and theTrue Purist, and I'm talking a
percentage, they're like, oh,Mustane, why'd you do that?
It's like, well, because Fordknew they had the name of
Mustang and they could get afollowing.
It's not a replacement, it's anaddition to.

SPEAKER_00 (04:21):
It's a new age addition to.
And I'll tell you, just kind oficing on the cake, here's how
you got to look at it.
And I talked to a lot of peopleabout this.
And especially in Arkansas,you're not used to hearing this
word, but the word's lease.
Yep.
I tell people, I'm like, justlease it for two years.
The lease rate on these thingsis ridiculously low.
We have mock E' starting, whatwas it,$299,$399,000?

SPEAKER_02 (04:40):
$14,000 off last year.

SPEAKER_00 (04:43):
So in two years, if you don't like it, just walk
away.
Yeah.
Have fun with it for a coupleyears.
Absolutely.
And it really didn't cost youanything.
Because if as long as it's under$400 a month, you would have
spent that on fuel anyways.
So you're driving it for free.
Make it your weekend and funcar.
Yeah.
You know?
So really cool ride there on theMach-E.
We fully embrace both theinternal combustion engine, the

(05:05):
plug-in hybrids, and the fullelectrics here at Lewis
Automotive.
So we've got something that fitseverybody.

SPEAKER_02 (05:10):
Whatever the people want, we embrace.
We got it.
All right, diving into thisthing, setting goals that
actually last.
What do you mean?
So I'm going to break this down.
The first thing I want to talkabout, what's the difference
between resolutions and realgoals?
And I'll get your guys' take,but I want to set it up a little
bit.
All right.
The difference betweenresolutions and goals.
People say New Year'sresolutions, and people say,

(05:31):
hey, what's your goal for thisyear?
Generally, I think they're kindof saying the same thing.
It's just like what's on the topof their mind.
So let me break this down insimple prairie grove basic
terms.
Okay.
And I'm talking about ourthinking.
Goals are specific outcomes youintentionally are working
towards.
Think of goals as a destinationwith a map.

SPEAKER_04 (05:52):
Okay.

SPEAKER_02 (05:53):
Where I want to go and how to get there.
Resolutions are broaddeclarations of intent or
identity.
Or a promise without a plan.
Oh, that's good.
So that's kind of to get theconversation started.
What's your guys' thoughts andfeelings, whether you're talking
business, uh, lifestyle of goalsor resolutions?

SPEAKER_00 (06:15):
First, I just want to say before we get into the
stats and the facts, is thatgoals are extremely necessary.
As human beings, we're wired tobe challenged.
We're wired to get out of ourcomfort zone, whether you want
to admit to it or not.
It's healthy for us.
You know, it it challenges ourbrain, it challenges muscles, it

(06:36):
challenges our body, all therest of it.
And if you don't challenge it,you know, it's the use it or
lose it.
And that's everything in yourbody.
Yep.
So we're wired to have goals.
There's just a correct way to doit, and then the other way that
most of the people do it thatdon't follow through with it.

SPEAKER_02 (06:56):
It is so important that you have that goal with a
game plan of how to get there.

SPEAKER_00 (07:03):
So important.

SPEAKER_02 (07:03):
And throughout the 12 months, you know, if you're
setting a year goal or if it's ayou need to reduce that down to
a monthly goal, then to a weeklygoal, to a daily goal, and then
an actionable hourly goal,right?
And you're like, what in theworld?
Are you scripted on?
No, I want to help you besuccessful, and then make small
adjustments so you stay afterit.
But think about in anything thatyou've set a goal for, whether

(07:24):
you've completed that goal oryou failed at that goal, at some
point in time, your mind, whenit becomes difficult and it's
not easy, if you do not have youknow, they say goals that are
not written down are justwishes.
So you say, hey, my goal is todo X.
Yep.
Right?
If it's not written down andsomeone's not holding you

(07:45):
accountable, you will negotiate.

SPEAKER_00 (07:48):
Let me tell you something else as we dive in, is
as much as I want to getstraight into the stats here, I
I need to convince you a littlebit on why you should have a
goal.
And and here's why.
A goal gives you an opportunityto pass those that may have more
resources than you, to passthose that may be smarter than
you.

SPEAKER_02 (08:08):
That has someone who has more talent, yes, but does
not have the goal or the drive.

SPEAKER_00 (08:13):
And and here's why, and I'll prove it.
So there's others out there thatmight have doctorate degrees or
master's degrees or 40 years ofexperience, and you're like, how
am I ever gonna compete withthat?
Hard work.
How am I gonna do that?
There's other people that haveuh, you know, endless well of
money that they can use forinvestment and capital.
How am I gonna beat them?
I've got thousand dollars in thebank.

(08:34):
You know what I mean?
How am I gonna do that?
Here's how.
Here's how 92% of people fail ontheir goals.

SPEAKER_02 (08:44):
So no matter their talents, their ability, their
degree, their money, 92% of themwill fail, even though they had
the upper hand.

SPEAKER_00 (08:54):
It has, and it says nothing to do, the 92% that
fail, and we'll unpack this herein a little bit.
But the 92% that failed, it hadnothing to do with resources.
It had nothing to do with theirIQ, their financial backing, or
anything else.
You can beat 92, turn this up,92% of everybody else by

(09:14):
following through with yourgoal.

SPEAKER_02 (09:16):
It's because people love comfort.
And the comfort is what I hadwasn't so bad.
What I was doing wasn't so bad.
So if your goal's not writtendown, yeah, you will quickly
slide backwards.
Think about this, put this inphysical activity.
We're talking new year, newgoals, new me, right?

(09:37):
Okay, and so if you and this isjust me, someone might
resignate, might maybe not.
I can generally stay motivatedto run three to four times a
week.
Sure.
And run three to five miles andcomfortably be fine with that,
right?
But if I have to keep continuingto push my threshold, whether

(09:57):
it's a specific style workoutthat's hill repeats or a speed
workout or a 10, 12, 15, 18 milerun, you're gonna get past a
threshold of this is easy.
Yeah.
Right.
And so then generally,goal-driven people, you have to
have something on the map,something on the calendar that
says this year I want to dothis.

(10:19):
I want to do this in sales.
So it would be this year onApril, 2nd, whatever, I want to
run this marathon.
And you know that you have tocomplete this in order to do
that.
Because here's what'll happenwhen it gets tough, yeah, when
it gets so hard, you have tohave that goal written down.
Because realize this.
This is a David Goggins, and Idon't know that he's the

(10:40):
originator, but he's the onethat made it famous.
That when you feel like youcannot go another step and you
cannot push anymore, and you arewiped.
I'm not like first strain, I'mtalking like feel like a leg's
broken.
You are only at 40% of yourpotential.

SPEAKER_00 (10:55):
Okay, so let's unpack a little bit there of
what Shelby first went into.
So if you don't want to fallinto the 92% of people that
failed, you you first are gonnahave to write your goal down.
That's the key.
I was waiting for you to saythat.
Write the goal down.
You have to write it down atwhatever point, and and and you

(11:16):
guys have heard us talk aboutthis before, but I tell people,
you gotta write it downsomewhere you're gonna see it.
Yes.
You don't write it down andthrow it in the trash.

SPEAKER_02 (11:25):
It's on your lock screen, it's on your computer
screen, it's on your fridge,it's on your rearview mirror.

SPEAKER_00 (11:30):
And we tell people this, and it there's points
we're gonna slow down herebecause we don't need people to
miss this, because these are keypoints to get you past that 92%.

SPEAKER_04 (11:37):
Yep.

SPEAKER_00 (11:37):
I tell people, put it on the lock screen of your
camera.
So if your goal is to take yourfamily to Disney World, get a
picture of your family, let AIsuperimpose it in front of
Cinderella's castle and put iton your background.
You know what I mean?
If you use your visor in yourcar, put it on the back side of
that so every time you flip itdown, or on the mirror at home,

(11:59):
so every time you brush yourteeth.

SPEAKER_04 (12:00):
Yeah.

SPEAKER_00 (12:01):
Somewhere where it's staring you in your face, you
know, your daughter and your sonsmiling at you, and you're like,
dang, I don't feel like it, butI cannot let my family down.

SPEAKER_04 (12:10):
Yep.

SPEAKER_00 (12:11):
Now, if you were gonna, if your goal is to take
your, I'm gonna switch out ofrunning for a second.
Yeah.
If your goal is to take yourfamily to Disney World, you're
gonna write that down.
And I want to I want to do thatby July this year.
Uh-huh.
July 22nd, we're gone.

SPEAKER_02 (12:23):
It's gonna cost you a small fortune.
It's gonna cost you a bunch.

SPEAKER_00 (12:26):
What's the next thing you're probably gonna do
to get everybody excited aboutit?
People are gonna talk about itand you're gonna tell somebody.

SPEAKER_02 (12:32):
I'm gonna tell generally your family, your
family.
Which is dangerous, right?
You're signing up for the race,right?
You paid the money, you'retelling your family, and then
you're telling your peoplearound.

SPEAKER_00 (12:42):
So if you tell your family, if under the Christmas
tree this year, in there intheir stocking, let's go old
school with dad here.
Yeah.
In the stocking, it's gonna say,hey, July 22nd, pack your bags,
we're going to Disney World.
You've written it down.
You've now the second stepyou've told somebody.
So, like what Shelby was talkingabout with running, you now have

(13:05):
accountability.

SPEAKER_02 (13:06):
Important but dangerous.
Yeah.

SPEAKER_00 (13:08):
Both of them.
So you're gonna do everythingyou can to make it July 22nd,
you're going to Disney World.

SPEAKER_03 (13:17):
Oh, yeah.
Absolutely.
And it's so important y'allalready went into, but who you
tell, who you tell is soimportant.
Because you need a little bit ofthat pressure.
If I tell my buddy at work orwhoever it is, it's not gonna
hold me highly accountable.
Whenever you fail, he's notgonna care.
He's gonna say, oh man, it'skind of gotta be mindful of the
accountability partner.

SPEAKER_00 (13:37):
We can't do it.
And where they are.
So if you're on a it's January1st, we gotta talk about weight
loss and fitness too.
Sure.
Okay.
If you're on a weight lossjourney, your accountability
partner is not gonna be somebodythat weighs 200 pounds more than
you.
You know what I mean?
Unless they're on a weight lossjourney with you.
But if they're not, and they'relike, oh yeah, that's great.

(13:59):
As soon as you fail, they'regonna be like, dude, don't worry
about it.
Just enjoy life.
Yeah.
Eat the food.
Eat the food.

SPEAKER_02 (14:04):
It's not that big a deal.
Yeah, it needs to be somewherewho has been or still is at
where you were trying to go.
That's right.
That I'm talking business, I'mtalking goals, we're talking
taking resolutions and makingthem real.
You need to tell someone who'san accountability partner who
has been or is at where you wantto go.

SPEAKER_00 (14:27):
So, in our business, for example, if if we're looking
to expand locations, you knowwhat I mean?
Yeah, we need to be aroundpeople that own more locations
than we do.
Yep.
To just be asking somebody thatowns a single location, they're
gonna have things like, man, youknow, that's not for everybody.
Keep one, then you knoweverything that's going on.

(14:49):
They're not gonna lead you andpush you to get there.

SPEAKER_02 (14:51):
Yeah, yeah.
If we set a goal to say, hey, in2026, we want to sell 5,500 new
and used cars.

SPEAKER_04 (14:57):
Okay, right?

SPEAKER_02 (14:58):
If we just said that, I pulled that off the
wall.
But if you told and heldaccountable to people, whether
it was in your 20 group or otherlevels, that is currently
selling a thousand, fifteenhundred, two thousand, they
might like raw-raw you on, butwhen it gets tough, they're not
going to have the specificadvice or to say it is possible

(15:19):
because they haven't been there.

SPEAKER_00 (15:20):
All right.
So two things so far.
And if you're like, dang, Iwasn't really listening to the
first part of this podcast, butthat's what I needed to hear.
Rewind it, I'll recap.
Number one, you gotta write itdown.
Number two, you gotta tellsomebody, and it's gotta be the
right person.
That's why people hire uhpersonal fitness trainers.
You know what I mean?
Because they're gonna call themout.
They're gonna, they're gonnapush them past where they need

(15:42):
to go.
Here's why.
92% of people fail on theirgoals.
But let's look at the timelineof that, okay?
Because you're like, well, yeah,Matt, that's probably over a
year.

SPEAKER_01 (15:50):
No, no, no, no, break it down.

SPEAKER_00 (15:51):
Watch this.
First week, okay?
By the second Friday in January.
Second Friday in January, 80% ofpeople have given up.
If you'll make it two weeks, 14freaking days, okay?
14 days, you'll beat 80% ofeverybody else.

(16:13):
You don't need a DDS, a DR, amaster's degree, or a huge loan
or money.
Just make it 14 days.

SPEAKER_01 (16:22):
Just grid it.

SPEAKER_03 (16:22):
Just two weeks out of the 52 weeks in a year.

SPEAKER_02 (16:27):
That's why, that's why we've learned to challenge
the next challenge and nextchallenge to go for a longer
distance.
Marathon was cool.
It's super tough.
High respect for it.
But what's next?
Okay, 50k, okay, 50 mile, okay,100 mile, okay, 100 mile
mountain.
It's like, okay, there's somepeople that are more gifted than
I am, right?

(16:47):
There's some people that aremore talented than I am.
But if we can get in this longgame, I know, oh, I can win at
that.
If we can see it.

SPEAKER_00 (16:55):
Because they're mentally weak.

SPEAKER_02 (16:56):
Oh, everyone is, right?
I know.
Majority of people.
Yes.
But you can just lock in andjust go to a dark place.
Bury their soul.
And just really succeed.
So that's the captain behindyour ship, right?
I got in race mode there.
Sorry.
Sorry, I love it.
Thinking this, vague goals fail.
Let me be very clear.

(17:17):
Vague goals fail.
So, hey, I want to be better, Iwant to do more.
That's vague.
That's cool.
That's something for yourInstagram.
It's not gonna work.
Why more money or better yearisn't a plan?
Hey, what do you want to do thisyear?

SPEAKER_00 (17:29):
Because that is just a loose, lofty idea without
structure.
Yeah.
Without structure.

SPEAKER_03 (17:36):
Because we have to be honest, whatever you're
setting your goal is gonna burnand it's gonna be hard.
And it's gonna be the Disneytrip.
It's gonna be paying off debt.
It's gonna be going without.
So That's the thing.

SPEAKER_02 (17:49):
So generally, let's say that I'm making stuff up
here, but generally let's sayyou've set up for a budget of
vacation for a family of five todo whatever you do.
But you're gonna spend four tofive thousand dollars.

SPEAKER_04 (18:02):
Yeah.

SPEAKER_02 (18:03):
But you decided this year that everyone's been asking
you want to go to Disney, youwant to go on a cruise,
something that's above that,right?
Right?

SPEAKER_03 (18:10):
It's double.

SPEAKER_02 (18:10):
And if your income is not a changing income, you're
on a salary, let's just saythat.
So if you can't, you don't havethe Amazon side hustle or
whatever, and you're just afixed income, which is a
majority of people, you're goingto have to change something if
the next vacation you want to goon that you've promised your
family is going to be eight toten thousand dollars.
So they'll just make a numbersup here.

(18:31):
But if it's more, it's gonna bemore.
So you are going to have to cutback.
If you want to lose weight,you're gonna have to cut back on
your intake.
You're gonna have to behyper-focused.
And that's one of those thingslike what can you do every day?
Do you go buy Severn Boo?
Do you go by Starbucks?
Do you smoke?
Do you stop by the gas station?
Do you eat at Hardy's every day?
And we're talking weight lossand expense control here.

(18:53):
Those little things add upimmensely to an equal.
You're not in debt when it comestime for your vacation.
You've got the cash saved up forit.
And then you're, I can promiseyou this that you're gonna have
so much more fun on race day ifyou're prepared for it.
On vacation, if you're preparedfor the money you're gonna

(19:14):
spend.
Because otherwise, you're gonnasit in the corner thinking that
I am in debt up to my eyeballs.

SPEAKER_00 (19:19):
So there's an important part that Shelby went
over there that I want to makesure everybody doesn't miss.
Because can I tell you, there'sthere's a decent amount of
people that go, okay, I gottasave that X amount to be able to
go to Disney World.
How are we gonna save it?
And they sit down and here'swhat they look at.
Well, can we reduce our rent orour monthly mortgage?
Can we reduce our car payment?
No.
And they look at these bigamounts.

(19:41):
That's not where it's hidden.
It's a hundred cuts of theStarbucks or go great value
brand when you love great value.
Grocery shopping, not the topbrand.
Like they're all these smallthings, and then they add up
over seven months.
Over seven months.
Hey, we've already talked aboutsome of the quotes, but I gotta
take About a couple more thatwe'll keep sprinkling in during

(20:02):
this episode.
You don't have to be great tostart, but you have to start to
be great.
Oh.
You know what I mean?

SPEAKER_02 (20:10):
You don't have to be great to start.
Correct?
But you have to start to begreat.
That's so good.

SPEAKER_00 (20:17):
All right, let's go back to our timeline.
We know that after two weeks,80% of people have given up.
So you're in the top 20% if youmake it to the second week in
January.
If you make it to the end ofJanuary, the end of January, 88%
of people have given up.
So if one month in you can juststick with it, you're in the top
12%.

(20:37):
Listen to that.
I don't care if you have acollege degree or not.
I don't care if you graduatedhigh school or not.
I don't care if you don't have apenny to your name right now.
If you'll just set your goal andyour action plan and tell
somebody about it to keep youaccountable and make it through
the first month, you'll be inthe top 12% this year.
Let that sink in.

(20:58):
That's so good.
Yeah, that's so good.

SPEAKER_02 (21:02):
So thinking about that, what a real goal looks
like, right?
It can be super basic andsimple.
Hey, this year I want to walk10,000 steps a day.
Hey, this year I want to take myfamily on a vacation and not be
in debt.

SPEAKER_04 (21:12):
Okay.

SPEAKER_02 (21:13):
Hey, this year I want to eat more healthy.
Hey, this year I want to havemicro trips with my family where
we go camping more.
It doesn't have to be somethingyou spend money on, it just has
to be intentional, right?
Uh and so you you break thosedown, you write them down, you
share them with people, you putthem on lock screens, but then
you have to figure out how tobreak that up into a daily

(21:35):
obtainable action.
Okay.
Right?
You tell the people you'vewritten it down, and then daily,
what does that look like?
Well, daily 10,000 steps.
You gotta reduce it anymore.
Are you gonna do that beforework, during work, or after
work?
And if you haven't done it, thenit's gonna take a little bit of
sample and figuring out whatworks.
I would highly recommend you doit before and then you'll ice it
the rest of the day, then you'llmove your goal up to 15,000 or

(21:57):
18,000 and look at all thechanges that'll happen from
that.
But you have to break that upinto smaller wins.
And then that that is gonna be,hey, by March, I want to be able
to complete this.
Or I need to be X far along inmy goal of this amount saved up
or this many units sold, or ifyou're in real estate saying,
hey, I want to be X amount,dollars passed, or whatever it

(22:20):
is in business.
And let me help you if you arenot a super creative or not a
dreamer or a goal settingperson, if you're just a block
and tackle basic person, skipGoogle.
Google's great, right?
Yeah.
Go to ChatGPT, free version.
You get uh 200 words a day orsomething for a free version.
Uh if you need more, just signup with somebody else's email

(22:42):
address and your family, right?
You'll get some more.
But say, hey, you and you cantalk to it, right?
Have a conversation and say, heychat, need your help.
Uh 2026 is gonna be a big yearfor me.
I'm talking business and I'mtalking personal.
Here's what I do.
It's gonna have to learn you tobe real.
It is.
And say, hey, here's what I do.
You know, I'm a plumber, this,this, and this.
I have five employees.

(23:03):
Help me, and you have to veryspecifically say, say, think
like a 25-year master plumberslash very uh exponentially
growing business.
You have to tell it how tothink, otherwise, it'll give you
vague, basic answers.
Help me set my goals for 2026.
My current revenue is this, mycurrent employees are this,
right?

(23:23):
That's business.
And personal, hey, I can't walkmore than 6,000 steps a day.
Help me with this.
Help me break this down into amonth goal.
And it'll give you its firstanswer.
And you're gonna be like, oh mygosh, right?
If you haven't used it.
And say, okay, perfect.
Help me break that into a daily.
And then if you're like, andsome people out there that make
a living off of this, you know,the the personal trainers.

(23:45):
Now, the difference between apersonal trainer and Chad GPT is
they're gonna show up every daybecause you paid them for it,
and they're gonna be like, showme your MyFitness pal.
Yeah, you didn't log your triplequarter pounder there, right?
But uh Chad GPT will help youkind of start that game plan of
what it needs to look like on adaily action plan.

SPEAKER_00 (24:03):
All right, pro tip for you.
Pro tip.
Once you put your action, youstart working on your daily
action plan, here's where I'veseen a lot of people fail.
Is they make their daily actionplan in accordance to the
perfect day.
And how many perfect days didyou have last year?
I mean, when everything wentperfect, you were on top of your

(24:25):
game, nothing was behindschedule, no problems came up,
no wrenches were thrown in it.

SPEAKER_04 (24:30):
Not many.

SPEAKER_00 (24:31):
Five, six, I mean, like, we're not talking that
many.
And so then people plan thisdaily activity list based upon
their perfect day.
They're setting themselves upfor failure.
I flipped the roll on that.
I said, whatever you're tryingto accomplish, your goal, we
have your daily action plan.
I said, I want you to be able tofit that in on your busiest,

(24:53):
most strenuous day.
And if you can do that on yourtoughest day, then it's gonna be
easy to repeat and have thatcompounding effect on all the
days.
And I I didn't do it that way atfirst.
I didn't.
I had to learn from that becausethen I'd get frustrated.
I'm a very goal-driven person.
I'd get frustrated when I misseda goal of daily activities.

(25:17):
And I'm like, how can I fixthis?
Because now I'm beating myselfup.
And it's not to give up on thegoal.
I need to adjust theexpectations.
Because, see, it's better torun.
Let's let's say if we'rerunning, for example.
Or so let's talk about phonecalls.
Let's talk, let's go to businessfor a second.
It's better if you're workingfive days.
It's better to instead of try todo 50 phone calls a day, okay?

(25:40):
50 phone calls a day, and youonly do it 1.5 times the week
because it's so many, okay?
That's really not, but that'sonly that's 75.
Reduce it down to I'll do 20phone calls a day when you could
do on any single day times fivedays.
That's a hundred.
You're more consistent, yourbusiness flow is more
consistent.

(26:00):
If you're a business owner,figure out what moves the
needle, what fills the pipelineof work for you, and make sure
that's as simple as can be andduplicate that every single day.
But the key is to make it simplethat you can do on your busiest
day.

SPEAKER_02 (26:17):
So I I just knew this because I followed this and
watched this, but uh RobDeerdick, uh, or you should know
him first, is from FreedomFactory.
Yeah.
Where him and Big Black hadthis, I remember as a kid
watching it.
It's like, this is amazing,right?
Um build one of those areas.
Then he became to have the showRidiculousness, right?
Sold it to MTV.

(26:38):
Um, and he's a crazyentrepreneur.
He is.
Crazy entrepreneur.
You think of him as silly, uh,he was with DC as a skater, uh,
but crazy entrepreneur.
In 2020, he January 1st, 2020,he started this experiment of
tracking everything he did.
He calendared everything, whenhe brushed his teeth, how long

(26:58):
it took.
He got hyper focused.
I'm talking about Matt breakingdown statistics, and he
calendared everything that hedid.
Uh and he he very specificallylearned a lot of stuff.
But what would happen is whenthey were filming, him and his
crew were filmingridiculousness, they would have
to come in, you know, it was auh a change of pace.

(27:19):
They would have to stop whatthey were doing and go film
this, and they would, whether itwas MTV or whoever was producing
that thing, they would say, Hey,this, this, and this, we're
gonna meet on these days.
And he's like, Man, what?
And so he started countering.
And I don't know how long he didthat, but he did it for months
to figure out what was takingall of his time.
He got in this crazy time goal,and he started to look to see uh
firstly track him, show him hewasn't as chaotic as he thought

(27:42):
he was, right?
He thought it was justastronomical, but it's instead
of dozen of tasks, most days uhonly comprise of like 15 to 20
distinct activities.
And so then he started to kindof predict and patternize what
was going on.
So they would go in and recordlike I I'm making a number up
because I don't have a stat, butit was like 20 episodes in a

(28:03):
day.
And so once they were in thatflow state of mind of those 15
to 20 very distinct activities,they could get flowing.
Like once they were in therhythm of it, once you're
shooting the hoop and it'smaking it in, once you're eating
healthy and it's working, onceyou're working out and it's
working, just keep rolling.
And he just changed his entireschedule of that.
He learned accountabilityequaled self-knowledge.

(28:24):
So when he held himselfaccountable to calendar
everything, then he gainedself-knowledge.
He learned uh time is data, notjust appointments.
So the time was the data tolearn what was important, what
needed to be countered, and whathe was wasting time.
Right?
So that was a big thing ofunderstanding that.
And one of the takeaways was adesign life versus a reaction to

(28:47):
life.
He was telling the time what todo after he learned from this,
as opposed to reacting to life,what happens to you and how you
handle it.
Now you have to have that, yourreaction to life.
Well, just what you said on yourbusiest day of curveballs, but
then designing your life of whenyou're in that flow state to
really knocking out theimportant things.

(29:08):
So when you got in that, so hereally changed his entire
approach.
So he had very limited timeearly on in his spreadsheet, and
that completely changed his toolof existence of how he set that
up, time being structured, andwhen you did each item.

SPEAKER_00 (29:24):
I gotta go right off of that because I'm gonna give
you another example, but I'mgonna pick right up where you
were talking about when he wouldget into a flow state.
Flow states are so important,and we can all relate to this,
especially if you come in onyour day off or a weekend and
nobody knows you're there.
How much do you get done?
A lot.
Are you relating to me yet?
You're sitting there driving andyou're going, dang, I can get
some work done when nobody knowsI'm there.

(29:45):
Well, you're in a flow state andyou're uninterrupted.
So Alex Hormosy talks a wholelot about this, and he talks
about prioritizing flow statetime.
And he started off by justprioritizing 15 minutes.
He's now up to four hours offlow state.
Now, the way he protects flowstate is he backloads his day.
So he takes his firstappointment set at 4 p.m.

(30:07):
and then moves to 3 p.m., 2 p.m.
So his best time of the day, themorning time, he's in flow state
uninterrupted.
Here's why.
The statistics shows if you'reinterrupted, even if somebody
comes in to ask you if you wanta cup of coffee, if you're
interrupted in flow state, ittakes anywhere from 30 to 45
minutes to get back into flowstate.

(30:28):
So if somebody comes into youroffice and says, hey boss, I'm
just checking, do you want me togo look at XYZ?
It interrupts you in flow state,and you've now lost another 30
minutes just to get back intoflow state.

SPEAKER_02 (30:43):
To put that into real just into real and like how
do you relate?
Because that is real.
Think about when something uhwakes you up.
Oh yeah.
Sometimes how hard it is to getback to sleep.
And you know how important sleepis, right?
Sleep is so important torecharge your body, let it rest.
But if something wakes you up,if it was a kid, bless his sweet

(31:04):
little heart, get back in bed,kid.
Yeah, lock his door, lock yourdoor, they're gonna be okay.
Yeah.
Some people are gonna hate mefor that, whatever.
Um but think about that how hardit is to get back to sleep, back
to reset, back to recharge, sotomorrow you can be your best
for your kid for little Johnny.
Yeah, right?
It's the same thing in the flowstate.
So it's okay to close your doorand realize the right time, or

(31:25):
just put a sheet of paper thatsays in meeting.
Do not disturb is the greatestthing in our sales meetings.
I generally will say, Hey, putyour phone on, do not disturb.
I promise, and we've proventhis, the fire department will
show up if the building's onfire or they think it's on fire.
You're not a trainedfirefighter, don't even think
about it, right?
Your customer will find somebodyelse, or they will patiently

(31:47):
wait if you've told them howyou're gonna handle them.
And so you can really be in theflow state of learning and
adapting.
Because if you try to multitask,it's the same thing that said,
hey, how fast can you say ABCs?
How fast can you count to 26?
Now do A1, B2, C3, D4, how longdoes that take?
It takes much longer, like 10times longer, because your brain

(32:08):
just doesn't naturallymultitask.

SPEAKER_00 (32:09):
But you know, naturally, and I can remember
being a young leader, it feelsgood to be wanted and asked
questions and under thatpressure, and you think you're
doing good until you get aroundpeople that are at a different
level than you and they teachyou these things.
So I'm gonna give a couple tipshere.
Number one, let's let's sayyou're a small business and you

(32:30):
and you lead a crew and you havea morning meeting to do that.
Okay, seven o'clock, eighto'clock, whatever time you get
with your crew before you sendthem out to the job sites, do
that.
Go over that.
But before you make your roundto go do your inspections on
that, you've let them go.
It's 8 15 now.
Pour your big cup of coffee, allright, lock the front door, put

(32:50):
a do not disturb on your office,and give yourself one hour
before you go on that loop.
See, some of y'all are going onthose loops and those
inspections in the morning, andyou're like, I'll work on my
admin stuff when we get doneabout three or four o'clock.
That's not the best version ofyou.
It's not.
So you need to do that.
I have a friend of mine who's anentrepreneur, and we were

(33:12):
talking about this the otherday.
I need to share this story.
And we were talking about flowstate, and he said, Matt, it's
funny you bring that up.
He goes, I get to work or I tryto get to work before my other
employees so I can have thatflow state by the time they're
there.
And he goes, My son startedworking with me, and he was
coming up manager-wise, and thenI had another manager that was
really growing, and they noticedI got there early.

(33:34):
So they started getting thereearly.
He said, So then I got there 15minutes before I knew they would
get there.
And then they got there early.
He said, it got all the way tolike four, four fifteen in the
morning.
And he said, Finally, one ofthem asked me why I got there so
early.
And he said, I am trying to havean hour of uninterrupted time
before anybody comes in here toask me any questions so I can

(33:56):
plan out the day and I'm in flowstate.
He said, So I'm not being uglyand I'm proud of you guys.
You can get here at two in themorning if you want to.
Do not talk to me until afterI've been here for an hour.

SPEAKER_02 (34:07):
So, what I would say to learn from that is that was
so good, right?
You had a leader that was tryingto get there.
So he was not trying to show upat eight, get his stuff done,
and kick everyone to the curb.
He needed, he knew he needed tobe present when everyone else
was.
That's right.
So he said, Let me be early.
And then he had youngup-and-coming entrepreneurs.
So they were like, crap, webetter get there.

(34:28):
Like, dad or owner is gonna lookbad on us.
So they kept showing up.
What it was missing there was alack of communication.
That's right.
And he had to wait until theyasked.
He should have just told them,Hey guys, I love that you're
here.
I kind of want to share what I'mdoing.
And I'd love for you guys to dothe same thing.
Let's all go in our own offices,shut our doors.
Yep.
And this has really helped me,and I know it'll help you.
So that's what I hear from that.

(34:49):
Of like, cause he would thenlike I love being uh up and atom
at four or five in the morning.
Sure.
He wouldn't have had to be therequite so early, right?
Because then by three o'clock,he's kind of whipped.
Yeah.
Right?
They're kind of whipped.
And it is good for you, right?
You don't need that much sleepand you can work a lot more than
you think you can, but justclear communication on that.

SPEAKER_00 (35:10):
No, I think that's so good.
Next, let's jump into why mostpeople fall off and how to
maintain the progress.
You know, we've already set thestage.
Two weeks you beat 80% ofpeople, four weeks you beat 88%
of people.
But let's talk about whenmotivation fades and discipline
needs to remain.

SPEAKER_02 (35:31):
Yeah, that like motivation is a poster.
Motivation is something that youfollow on a good Instagram page.
And that's important to havethat stuff, the motivation to
see a picture of what you usedto look like, or a picture of
what you want to look like,right?
Or the goal number or thevacation.
That's your motivation in myeyes, right?

(35:54):
But the discipline is the uglytruth that nobody really wants
to see, that the 80 or 90% havegiven up, and that's when it
remains.
When over the holidays, peoplelike, and here's the crazy thing
I need you to realize.
If you don't know me for verylong, I used to look a
completely different person.
I weighed 85 pounds more than Ido now.

(36:15):
And I had to quickly realizethat food was fuel.
Food was fuel, right?
And so food has become so muchmore than fuel in an industry of
where they sell what it lookslike and how it tastes and the
additives and the sugars.
And so then I had to just breakit down to chicken and rice.

(36:37):
Chicken and rice.
And if I needed a differentflavor, you add mustard to it.
Basic and essential.
And it became a lifestyle of adiscipline.
So then when somebody comes bywith the sweetest pumpkin pie or
the brittle, it was like, okay,I have a high performance
engine.
That's me.
Even if you're not highperformance, you are sure.
You are high performance.
You just haven't seen it in yourown eyes, and you're putting

(36:59):
trash in your gas tank.
And if you realize that, becausenow if I eat something, and I'm
I'm not perfect by any means,but 90% of the time I'm very,
very, very, very strict in whatI eat.
Because if I go eat somethingthat's been prepared at a
restaurant or full ofpreservatives, it wrecks me.
It absolutely wrecks me.
And I'm like, I just put dieselin my Ferrari F1 car.

SPEAKER_04 (37:23):
Yeah.

SPEAKER_00 (37:23):
And you know what's even a bigger deal?
And Shelby, that's obviouslysuch a great example that you've
lived through and workedthrough.
But it's not even really aboutyou.
It's about everybody around youthat you affect.
If you're a better person,you're a better father to your
kids, you're a better husband,you're you're a better employer.

(37:45):
Like, like if you take care ofyou and be the best version of
you, it spreads to everybodyelse.
If you're not the best versionof you, you're letting them down
because then they're they arenot being, they're like, it's
okay to slip and to do this, todo that.
Here, I've got a this came to meabout when we were talking about
motivation fades.
So let's talk about some of thethings that are that are

(38:05):
motivating.
And these are simple things.
Anybody can do this.
A song you jam out to.

SPEAKER_04 (38:11):
Yeah.

SPEAKER_00 (38:11):
Okay?
So in the morning before ameeting, you might blare that
thing, but you're not going tokeep it blaring all day long
during your meetings and whenyou're in your office.
It jump starts you, okay?
It's the motivation that getsyou going.

SPEAKER_04 (38:26):
Yeah.

SPEAKER_00 (38:27):
A big cup of coffee.

SPEAKER_04 (38:28):
Oh, yeah.

SPEAKER_00 (38:29):
Okay?
Y'all might think I drink coffeeall day long, but I don't.
I can't just drink 300 ounces ofcoffee in a day, okay?
It jump starts you, it gets yougoing.
If you have a vehicle and thebattery's dead, you put a jump
box on it.
And once it gets going, youdon't drive around town with the
jump box.

SPEAKER_02 (38:46):
Not very often.
I've done it, but not often.

SPEAKER_00 (38:48):
Not to Dallas.
You know what I mean?
Maybe to get in the shop.

SPEAKER_02 (38:50):
Yeah, yeah.

SPEAKER_00 (38:51):
Those are motivating things.
And it might come up that at twoo'clock in the afternoon you got
to crank the tunes back up.
You got to go get another cup ofcoffee.

SPEAKER_02 (38:59):
You need another motivation thing that pops up to
keep the discipline locked in.

SPEAKER_00 (39:03):
That's right.
That's right.
Because sometimes no differentthan driving, and you kind of
start swerving off, whoa, let meget back on course.

SPEAKER_02 (39:11):
But because the crab doesn't, it's a slow boil.
It's always a slow boil.
That's right.
So if you you if you cheat,you're not going to eat a
cheeseburger, get on the scale,and weigh four pounds more,
unless it was a four-poundcheeseburger.
But after you go to thebathroom, you're still going to
be not four pounds heavier.
So you have to realize thatyou're not going to wake up and
just sell 200 more cars than youdid last week.

(39:32):
It's going to be one littlething at a time.
You're not going to hire 20 morepeople, any of those things.
It's going to be very slow.
And the problem is when it getsslippery, when you start falling
to that 80 or 90 percent, you'regoing to have an off day and
you're going to look quickly inthe mirror, quickly look at the
stats and say, it wasn't so bad.

(39:53):
We didn't fall off that hard.
And if you don't have thediscipline, because I I'll tell
you this if we're talking NewYear's New Goals, New Fitness.
I've weighed the same amount.

SPEAKER_04 (40:04):
Yeah.

SPEAKER_02 (40:04):
And so I've I've been this different person going
on 12 years.
And I I've weighed the sameamount within 20 pounds, and
I've measured myself at everylevel that you can, every
stand-on scale, BMI, everymetric.
And I've weighed the same, I hada complete different composition
of my body.

SPEAKER_04 (40:25):
Yeah.

SPEAKER_02 (40:26):
What how much fat mass and how much uh lean muscle
mass, how much water weight.
And so you might just quicklytake a glance of a day that you
slid back.
And it's okay to have off days.
You'll have them, but the nextday you better turn it on super
strong.
And you'll look at the scale andI'm good.
I'm good.
I'm good.
I went home and or on the wayhome because my accountability

(40:46):
partners weren't in the car withme, I stopped at Taco Bell and
got a triple grande burrito.
And then you're like, the scaledidn't slide that much.
Well, what you did is you lost abit a little bit of muscle,
gained a little bit of fat.
Okay, I only gained one pound.
You gave up three pounds and yougained two pounds of fat, right?
And so those things arehappening there.
So when motivation fades, yourdiscipline has to be locked

(41:07):
down.

SPEAKER_00 (41:07):
So I think this is important to talk about.
We're wound up in here, butthere is life.

SPEAKER_04 (41:13):
Oh yeah.

SPEAKER_00 (41:13):
Okay, and and none of us are perfect.
And and things, crap will hitthe fan.

SPEAKER_02 (41:18):
Oh, yeah.

SPEAKER_00 (41:19):
It just will.

SPEAKER_02 (41:19):
But when you're disciplined, you're so much
better at handling the crap.

SPEAKER_00 (41:22):
You are, and then there's this thing called the
two-day rule.
Let me share with y'all thetwo-day rule, and you've
probably heard it.
If you if you mess up or youslip one day, it's okay.
The most important part is thenext day.
Yes.
It's the next day.
Because if you go two days in arow, you've now created and

(41:42):
started a new habit.
One day, okay, I'm human.
That messed up.
Now that one day doesn't need tobe every other day, okay?
But that one day, what's mostimportant is what do you do the
next day?
Put your shoes back on, pick thephone back up, start calling,
get back on your routine ofgetting back in your flow state,
your protected hour you gothrough, whatever those

(42:04):
activities, and that's why youwrite it down so you got a
roadmap to go back to.

SPEAKER_04 (42:09):
To be able to look at.

SPEAKER_00 (42:10):
You know, we're all spoiled with navigation on our
phone now.
But if we made a detour to a gasstation when we were heading to
California and the gas stationwas one mile off the road, you'd
open your map back up and go,are we still going the right
direction?

SPEAKER_02 (42:25):
Not a big deal.
You don't have to cancel thetrip.
You don't have to the thebiggest thing that I'll tell
you, that one that drives menuts because I'm just like, I
can't say the things that Iwanted to say there, but I'm
just a stickler to this becauseI know it's in it's in your
brain somewhere, is that don'tsay I'm gonna start on Monday.

(42:46):
Do not say I'm gonna start onMonday.
And do not say I'm gonna startnext month.
Next year is gonna be my year.
I can tell that you're going tofail.
Yep.

SPEAKER_03 (42:54):
Start now.

SPEAKER_02 (42:55):
The best time to start a better self was 20 years
ago.
Same time to plant a tree.
The next best time is the time,only time you have is this
second.
When I decided, and I keepsaying this, but it's just real.
When I decided, I I had a heartissue, doctors wouldn't tell me
I was fat, overweight.
They said, Hey, we need to put apacemaker you and you need to

(43:16):
take medicine every single day.
Right?
They would not say shell clearlyShelby.
And I had a kid and was like,hey, I need to be in better
shape.
And so what I did, which yousomeone called wasteful because
it was probably$400 at the time,I went and threw away every
single thing in my fridge and inmy pantry.
I didn't say, Let me eat therest of this food, which I've
paid for.
Like, no, if someone could tellme I could have a better life by

(43:38):
paying$400, like you would spendthe money, you would buy the as
seen on TV, weight loss, jiggleband, or whatever.
Like you do it all the time andnever even open it.
And so it's like you have to beso disciplined that you do it
right now.
It's not tomorrow I'm gonnastart or next Monday, or man,

(43:58):
next year is gonna be my year.
Like you're gonna fail and waitfor an entire year.

unknown (44:03):
Yeah.

SPEAKER_02 (44:04):
Like, so if you have one bad day, don't quit.
You know, like don't give up.
Just say, hey, tell youraccountability partner, I need
help.
I had an off day.
Please don't let it be two days.

SPEAKER_00 (44:13):
Yeah.
I think what is extremelyimportant to understand too, and
I know we've talked aboutphysical and exercise, but we're
talking about business too, orsaving money, whatever it may
be.
The same rules apply across theboard here, guys, is that you
need to understand this isn'tgonna be a linear journey and
it's not gonna be easy.

(44:35):
In fact, here's another quotefrom you from Frederick
Frederick Douglass.
Okay?
If there's no struggle, there'sno progress.
So at some point in time on yourjourney, okay, if there's no
struggle, if you've made 50phone calls and nobody answered,
and you're like, why am I doingthis?

(44:57):
If there's not a struggle,you're like, I don't have time
today to plan out tomorrow, yougotta make the time.
If there's no struggle, therewill be no progress.

SPEAKER_03 (45:06):
There'll be no progress and you won't retain
those results.
The problem with anyone, whetherit's weight loss, whether it's
financial, whether it'sbusiness, if they get the easy
road, they'll always crumble andfail.

SPEAKER_02 (45:21):
There's nothing learned.

SPEAKER_03 (45:22):
Because it needs to burn bad enough, it needs to
burn bad enough that I work thishard to get that, that I that I
lost weight, that I save money,that I did that, to that I never
want to go back there.
So whenever I have one off day,I'm back on.
Yep.
Because I realize how hard itwas to get there.

SPEAKER_02 (45:41):
As a business owner or someone that's paid based on
performance, if you're a managerbased on performance, you got
like gotta love that opportunityand that job, but sometimes you
just hate it because you'relike, could I not just have a
steady income?
But you know, if you've had amonth where it was off and we
all have, I assure you, andyou're like, hey, we need to
reset, and that's the worstthing you would ever have to do

(46:03):
is to tell your family, we can'tdo that, or we can't go out to
eat because I didn't make enoughmoney.
Like, no person, specifically aman or no person wants to have
to go say that I didn't workhard enough to be able to
provide for my family.
Like, think about that.
And so instead of being mad atsomeone who didn't perform or

(46:26):
someone changed my pay plan, ormad at the economy, mad at the
manufacturer, why did they takemy margin away?
It is 1,000% you of thatopportunity that you signed up
for and say, here's my scale,here's my system, this is what I
signed up for, and I need tomake sure that I outwork that so
I am never in that situationagain.

SPEAKER_00 (46:45):
You know why that's so important to have that
attitude?
Because you can only controlyou.
Right.
You can't control anything else.
No, you can only control you.
I'm gonna give you a hugediscipline act that happened
within our company for decades.
I'm not talking about a year,I'm not talking about two years,
I'm not talking about 10 years,I'm talking about 20 plus years.

(47:06):
And and we had great mentors,uh, a dad, my uncle, and he got
it from my grandfather ofdecades.
They continued to invest themoney back in the business, not
taking huge dividends, okay?
Not increasing their pay, havinga good living, but not
increasing their pay, not buyingplanes or vacation homes or any

(47:30):
of that stuff.
The money stayed in thebusiness, even though we were in
a paid-off building from 46.
Why?
Because those small pieces everysingle month built up to our
ability to be where we are rightnow.
It allowed us to open up this26-acre campus that provides

(47:52):
almost 300 people jobs andprovides a platform for our
business to be successful forgenerations to come.

SPEAKER_02 (47:59):
What I love about that is the the small daily
discipline over years.
I mean, years, 80 years, right?
Builds up and it is not aboutus.
No, it's not about our dad anduncle, it's not about our
grandfather.
And that their selflessness,yeah, their ability to not say

(48:22):
this is me, we made more money,we should make more money.
They said, no, no, no, reinvest,reinvest.
And if you've met my dad oruncle, you would know they're
the most giving, humble peoplein the world.
They wanted to say, hey, if wegrow a little bit more, we get
to donate more back to thecommunity and we get to employ
more people.
That means that they can have astable living.
So because they did that, andit's funny, Taylor was at uh at

(48:46):
a fishing tournament and he metthis guy.
Someone told him was like, hey,this guy owns a CDJR store.
And he had this massive boat.
Oh yeah, right?
Massive boat.
Yeah.
And they were like, oh, youshould go talk to him.
And so then Taylor's buddies waslike, Well, why don't you have a
big boat like this?
Like, we got a Pro 17 aluminumboat.
Like, and it was a used one.

SPEAKER_04 (49:05):
Oh, yeah.

SPEAKER_02 (49:06):
And the funniest thing, and so Taylor went and
talked to this guy, had a verynice boat, millions and millions
of dollars.

SPEAKER_00 (49:12):
Yeah.

SPEAKER_02 (49:12):
Right?

SPEAKER_00 (49:13):
100,000, millions.

SPEAKER_02 (49:15):
Millions of dollars.
And he said, Well, Taylor, whydon't you guys have a boat like
that?
What did you tell him?

SPEAKER_03 (49:21):
I say, uh, we do it.
It's currently parked on theside of I-49 at 2479 North
College.
And he's like, Oh, and I pulledup.
He was like, What do you mean?
What do you mean?
I pulled your campus physicallyparked.
Yeah, I said I had it back instorage.
So I pulled up and showed himour campus.
He's like, that is unreal.
That is unreal.

SPEAKER_02 (49:41):
That is the difference between discipline
and motivation.
Yep.
Right?
And and you can have your goals.
I want to do this and this.
Yeah.
But the the Lewis family has hadthis discipline that is just
instilled from us.
And I'm not saying we're specialor specific.
It's just we were we were grownto be basic and simple and work

(50:01):
hard and find options to be ableto provide for others.
And so instead of saying in goodyears, let's take some more
money and then let's go live alavish lifestyle.
Never flown private, never flownfirst class is like, why would
we do that when we can reinvestin it?
Just because we didn't put valuein those things.
And then if you do, I'm notsaying that's wrong.
It's just not what we've done.

(50:22):
And that's allowed us to be on26 acres and 150,000 square
foot, of which all is airconditioned.
Yep.
State of the arc, everything.
And we put all of our chips, allof our chips on that, then allow
us to double our employee growthto be able to have so much fun,
to rent out the entire top floorof Top Golf, to have their whole

(50:45):
families there to see theenjoyment in their faces.

SPEAKER_00 (50:48):
And it's it's not to brag to say, see what we've
done, it's to share with othersopportunities to be able to
provide for their family.

SPEAKER_04 (50:57):
Yeah.

SPEAKER_00 (50:57):
And then to make sure also our customers, you
know, they have a top-notchexperience.
So then we can grow ourbusiness, so then we can give
back at even a different level.
But all that, when you peel backthe layers, it's no different
than you look at a MichaelJordan or you look at a
professional player.
It wasn't one, he didn't makeall those shots during warm-up.
It was the thousands andthousands of shots he made in

(51:19):
the gym when nobody else wasthere.
It's the thousands of times thata dividend we didn't pull out of
the business and we reinvestedthat in capital and slowly
bought this piece of land,leverage this, move that.
And slowly all these pieces cametogether.

SPEAKER_02 (51:37):
The daily discipline.

SPEAKER_00 (51:38):
It's the day on the days when you don't want to.

SPEAKER_03 (51:41):
Yeah.
If you go into your goal,whatever it is, with the
understanding it's gonna behard.
Like it's not gonna be easy.
I would rather somebody hit mein the teeth right off the bat,
and I know what's gonna happen.
So then I know what I'm gettingfor.
So whenever I have those easydays, because everything's going
the way it is, I'm like, man,this is great.

(52:02):
And then whenever you get hitand blindsided, you're ready for
it.

SPEAKER_00 (52:06):
That's right.

SPEAKER_03 (52:06):
And you've already got your helmet on and you're
ready to go through.
It's gonna be hard.
And I love that Shelby saidthat.
To be scared is not bad.
To be scared is actually saying,hey, my goal was set high
enough.
I'm pushing myself far enough.
If you're not scared and alittle bit uncomfortable, you're

(52:27):
not pushed to the level that youneed to be.
Your goal's not big enough.

SPEAKER_02 (52:30):
Your goal's not big enough and it it's it pushes you
in the prep.
Think about the first time thatyou've set a goal.
And like generally, the mainevent is the victory lap.
Yeah.
That's it.
The main event is the victorylap.
The struggles is when no one waswatching.
I remember training for ourfirst 100-mile race, 100-mile
foot race.
Just to put that in context, Idon't know what it exactly it

(52:52):
was, but it's somewhere over175,000 steps in a day.
And if you remember, and I knowyou do, training for that, there
was such a fear of one, I do notwant to step out there and not
to be able to complete it.
Yep.
And two, I don't know what'sgoing to come, but I want to be
as prepared as I can.

(53:13):
And it it was at least anine-month prep of every morning
not feeling like it before youcame to provide as a husband or
a father or a leader to acompany.
You had to get yourself rightfirst.
And some mornings it would be weneed to run.
I remember we ran this silly uhwhat was that ladder called that
we went up and went back down?

SPEAKER_00 (53:34):
Oh yeah.

SPEAKER_02 (53:35):
Um you think about what it's called, but on the
first day you ran a 5K.
I want to say yes.
The next day you ran a 10K.
The Yeti Challenge.
The Yeti Challenge.
And this this was during Aprilof 2021, I think.
2020.
2020.
Uh my yeah, somewhere aroundthere.
So first day was 5K, 3.1 miles.

(53:56):
Next day was 10K, then 15K, then20K, then 25K, then 30K.
Uh so 20 miles.
Yeah.
And our thing was we had to belocked in at work.
We had a lot going on.
COVID.
We just had the largest hailstorm that you can imagine.
Uh and so we did that, and thenon that, whatever that final day

(54:19):
was, you did 20 miles, and thatwas before work.
Yep.
Right?
So that's gonna take some time,right?
You're gonna have to get upearly.
Well, the next day, you ran itbackwards.
You ran 20 miles again.

SPEAKER_04 (54:30):
Uh.

SPEAKER_02 (54:31):
And then you ran a 25k.

SPEAKER_04 (54:34):
20k and it kept going.

SPEAKER_02 (54:36):
And so you did 5K all the way to 30k, and then 30k
all the way back.
It was two weeks worth ofrunning after a lot.
And it was just like, oh mygosh, that's so much.
And then there were days wherewe said we need to stack a lot
of mileage.
And so I remember a Tuesdaynight after what Tuesday morning
we got up, ran nine miles.

(54:57):
It was just like another day atwork.
And then Tuesday night we wentout to uh the Mulberry River and
ran 20 miles that night afterwork, after 12 hours of work.
White rock.
White Rock, thank you.
And and I'm not just telling youthis to brag, I'm talking about
breaking down discipline.
And then Wednesday we woke upand ran 35 miles.

(55:18):
So, and progressively in lessthan 24 hours, we'd ran over 60
miles.
And it's like, we did not wantto show up on game day and not
be ready.

SPEAKER_00 (55:28):
When it was it the Chuck Norris challenge.
Yes, it was Chuck Norris.
Not the Yeti, it was the ChuckChallenge change.

SPEAKER_02 (55:32):
We've done the Yeti part, but but what I'm pointing
out to say is if it does notscare you, I'm not talking about
me at all.
I'm just telling you what we'vebeen a part of.

SPEAKER_04 (55:41):
Yeah.

SPEAKER_02 (55:41):
That in the prep in the dark before everyone else
shows up, if your goal does notscare you, you're not pushing
yourself.
You're not pushing yourself.

SPEAKER_00 (55:51):
Okay, so I'm gonna go in advance.
So now let's talk to everybodyout there that has been goal
setting.
Okay.
We we gotta go a little advancedhere.
Okay.
That wasn't advanced.
Well, no, it was.
But we got to talk to peopleabout that have been setting
goals.
And I I was listening tosomebody, I I wish I could
remember who it was last year,and they were talking about
this.
Um they were talking about goalsand people that have become good

(56:12):
at setting goals, and then theyfinish that goal.
And it's like if you studyanybody that's been to the
Olympics, what they do after theOlympics.
Because for four years they'vetrained, they've eat, breathe,
sleep that goal.
And then once it's finished,then they're just like, what do
I do?

SPEAKER_02 (56:31):
A crazy hangover of lack of belonging.

SPEAKER_00 (56:35):
Yes, yes.
So they talked about your goalsneed to be checkpoints to a
larger accomplishment.
All right.
And if you look at it that way,like once you get this goal
setting stuff down, instead ofhaving these peaks and valleys
of like boom, boom, we knockedthat hundred mile out, or I

(56:55):
expanded to another location, orI got out of debt, or I moved to
a hundred units sold, or ourbusiness finally hit a million
dollars in sales, those need tobe checkpoints along the way to
continue you moving forward.
So you always still have alittle bit of that fear.
So that's for the advance.
Craig Groschelle went over thatlast year.

(57:16):
And if if you haven't checkedout his podcast, I'll just say
you need to check out hispodcast.
It's awesome.
He talks about those goals needto be checkpoints along your
journey for the overall goal.

SPEAKER_03 (57:26):
Always adjusting as you're moving forward, and
that's kind of how you adapt andchange that because a lot of
times a goal or something thatyou're going for has to be
changed just a little bit,deviated because of
circumstances, continuing topush you where you need to go,
but then that next goal afterthe goal you achieved there can

(57:47):
always be changed and adjustedto adapt to either a lifestyle
or something else that haschanged and happened.
So that that's so good there.

SPEAKER_00 (57:55):
All right, I got a question for you guys.
Okay.
And this is for each of us.
Uh, if someone listening wants2025 to actually be different,
okay, we fired them up.
Okay.
We got them ready to go, butthey're like, all right, boss,
tell me what to do.
What's one thing?
Just one thing.
I know it's gonna be tough.
One thing they need to focus onstarting today.

SPEAKER_02 (58:18):
So I'm gonna I don't know how to just do one thing.
I'm not a basic person, but oneand one thing, I'm gonna say you
need to look at last year.
Okay.
And the goals that you set.
Okay.
And you need to see did Iachieve them or not?
And if the answer is yes or no,you need to see why.
Right?
So, my one thing is you need todo a quick reflection on a year

(58:42):
that you or a goal that you haveset, and you need to really, you
need to bloom it on and get allthe way to the nucleus.
Was it lack of accountability?
Was it lack of the one day?
You know, you you you made oneday, two days.
What was that?
And so you need to look at that,and that needs to become your
why for this year's goals.

SPEAKER_00 (59:02):
All right, so Shelby's was you need to be, you
need to evaluate and adjust.
Yes.
You need to evaluate and adjust.

SPEAKER_03 (59:08):
So I'm gonna take that, and then I love seeing
things written on paper.
Okay.
So I'm gonna take my go out, andif it if it's financial, you
don't realize all the small cutsthat make the difference.
So I'm going to write it down.
Write it down, and normally ifthat's something you'll go over
with your accountabilitypartner, your spouse, your

(59:30):
business partner, whatever itwould be, write it down and
actually go over.

SPEAKER_00 (59:36):
All right, so we're gonna evaluate and adjust.
Taylor's gonna write down theaction plan that he needs to do
every single day that'll helphim get there.
Yep.
All right, I'm gonna cap it offhere.
Find an accountability partnerthat will call you out.
Love that.
And and and we all love ourmoms, okay?
She's not sure.
She's not.

(59:56):
I need somebody that'lllovingly, brutally honest, call.
Me out.
And I love Goggins does that.
He has those check-ins, youknow, where he flies and checks
in to be.

SPEAKER_02 (01:00:07):
So David Goggins, Cameron Haynes, both endurance
runners for different reasons.
And he tells a story about onetime Cam Haynes called him, and
this is before they were allcrazy, ridiculously popular.
But he called him and was like,hey man, what are you doing?
He's like, I'm this, this, this.
And he's like, hey, tomorrow0900, I need you to meet me at
this spot.

(01:00:28):
He's like, uh, it's Gogginscalling.
So he's like, what's he gonnasay?
He's like, all right, I'll seeyou there.
Yep.
Didn't tell him what to bring,what they're doing.
And he's like, oh crap.
It was backwards.
Cam had called Goggins.
Uh and he was like, Goggins wasnot gonna tell him no.
Right?
It was David Goggins.
And so he shows up, he's like,that was a check-in to see, am I

(01:00:51):
holding my standards?
He said, I had no water, I hadno food, and he said, he rung my
bell for 35 miles.
We ran in the desert for 35miles.
He said, I knew that was acheckup.
That was a check-in.
Are you staying after it?
Yep.
Are you delivering your best?
He said, and I couldn't be madat him if I couldn't do it, and

(01:01:11):
I couldn't be mad at anybodyelse for saying, Why didn't you
tell me to bring more water?
Yep.
Or any water.
Why didn't you tell me to bringany food?
He's like, that was a check-infrom Buddy.
He said, So whatever we did, wesuffered our way through it and
then we went our own ways, andthat was the accountability
partner I needed.

SPEAKER_00 (01:01:25):
That's the level that you need.
Somebody that'll show up on yourdoorstep, drag you out of bed.
Throw your food away.

SPEAKER_02 (01:01:31):
And say, that is my favorite thing to do.
And some people are like, youare cold and you're heartless.
And I said, add it to the listbecause your fuel isn't that is
not what you need.
Like, throw that crap away.

SPEAKER_00 (01:01:44):
So good.
It's okay, and it's good to getuncomfortable to get in
situations that challenge you.
And your checkpoint is okay,you're ready to set the goals.
Do they scare you?
If they don't scare you orfrighten you, you need to find a
bigger one.
Hey, we look forward to a big2026.
Hopefully you've hit subscribeand like.

(01:02:06):
Did you see the kind of energy?
We got a whole quarter plannedhere to help you kick off and at
least beat the 88%.
We're gonna get you through atleast a couple months.
Hopefully, by that point intime, you created new habits.
Yeah.
And it's trickling down in yourfamily and your business to be a
better version of you andeverybody you influence.
Hey, thanks for joining ustoday.

(01:02:27):
As always, check us out at LewisSuperstore.com, Crossroad
Conversation Podcast.com, andhappy new year to everybody.

SPEAKER_02 (01:02:34):
Happy New Year.
Hey, if you enjoyed thisepisode, be sure to give it a
like, share it with your friendsand family.
You can visit our website, sendus the questions about what you
want to know, what you want tohear.
Tell us about the automotiveindustry, family business in
general.
Who do you want to hear from?
Send them our way and we'll doour best to answer any questions
you have.

(01:02:54):
But make sure you tune in nexttime or we bring in another
guest and we talk more about theautomotive industry and all the
great things going on within ourbusiness.