WhyWeWork BrianVee
WhyWeWork BrianVee

Episode 108 · 1 year ago

#108 Kim MacPherson - Buy It Smart Auto & Sell It Smart Auto Non-Prime Training - BrianVee WhyWeWork


Kim MacPherson is the Founder and President of But It Smart Automotive & Sell It Smart Automotive Non-Prime Training. Kim is changing the approach and landscape of the automotive buying experience for the customer, as she trains sellers, across North American, in the most practical way that meets the wants and needs of both parties.

Contact Info

Kimberly’s Profile

sellitsmartcanada.ca (Company Website)
buyitsmart.ca (Company Website)

1.902.818.1373 (Mobile)

301 Cobequid Rd Sackville, NS, Canada




"Kim has 24 years of automotive retail experience and more than a decade training sales, finance and management teams to professionally, ethically and profitably serve the less than perfect credit customers.

Her career started in 1996 as an Automotive Sales Professional, she has as Finance Manager, Sales Manager then in 2004 she opened an independent Dealership, BHPH and worked Super Sale Company running non prime sale events for franchise dealerships. In 2005 she took her experience in non prime and went on her own as a consultant and trainer teaching in franchise dealerships across Canada and USA. Finally in June 2019 Buy It Smart Auto opened its doors, not a dealership a different option for customers looking to buy finance first. We more like a concierge service we secure our customers their best auto loan approvals and then search for vehicles through our partner dealerships that meet our clients needs, lifestyle and budget with delivery to our clients homes.

Founder of the Sell it Smart and Buy It Smart TM, non prime process and marketing solutions she offers dealerships a professional, ethical and profitable way to solve non prime problems facing all dealerships today; wasted time, loss of sales and profits while showing them how to sell more vehicles and make more money using her non prime and online process

Kim's passion truly lies in solving the growing credit problem, facing Canadians, Dealerships and Lenders today her process is a PROVEN WIN / WIN!

When Kim is not teaching or working with her own clients she keeps extra busy speaking on topics related to non prime notably at the F+I Conference and Expo in Las Vegas, Auto Re marketers Conference, various performance groups and several podcasts like The Dealer Playbook and DealerTalk and Car Girls." (LinkedIn)

...welcome to why we work with your host Brian V. As he speaks to people like you from all over the world as we together dive deeper into our motivations, struggles, joys, seemingly missteps, hopes, warnings and advice, which would be an encouragement to us all to get up, get going on and keep on working. Working is tough, but working is good. Now here is your host to why we work. Brian V. I'm Brian B. And this is why we work today. Have the great pleasure of speaking with Kim McPherson. Kim is the founder and CEO of By its Smart Automotive as well as sell it smart automotive, non prime training. I want to find out today from Kim how she takes the difficulty out of buying a car and how she helps her customers get over some of those obstacles. Join me today in my conversation with Kim McPherson. I'm Brian V, and this is why we work today. Have the great pleasure. Speaking with Kim McPherson. Good day. Fine lady. Hello. How are you? I'm doing wonderfully well and I do again. Thank you for doing this. I know you had a slush through the snow that's out there. I don't have any over here in Korea, but I do. Thank you for coming on. Oh, no problem. No problem. Kim, will you do us a favor and tell us what industry you're in and what it is that you're doing nowadays? So I'm in the automobile industry on the retail side. Um, and basically, um, it's been my career for now. Jeans more than 25 years. It started when I was 19. Andi Almost immediately in the automobile industry, I thought, um, it was a little archaic, Andi, Over the years, it just became more and more that way. A lot of pieces of the equation of how we deal with consumers. Um and, um you know, get them match the vehicles for lack of better word before we get Thio your exact business Now, which would love to dio you mentioned 19. What was your very first job? I mean, I think we both grew up in sackful, so I mean, maybe have an idea maybe what you would have done, or like, what sort of company you might have worked for. But what was your very first job that got you out of the house even if it was a preteen baby sitting or lemonade stand? Yeah, I did a little bubble gum retailing for a while. What did that entail selling to your friends? Yeah, just when we weren't allowed to have bubble dio You hear some gum in class? Ugo? Eso um I think my first real job where I was hired to do something was actually door to door coupons. Um, that was a weird job, Kind of, uh, I don't even remember. I don't remember. They were on these, like cardboard pieces of paper on DNA. Now that I look back at it, it probably wasn't even a legit company, to be honest with you, But I did have an interview and they did hire me and I wasn't really the legal age to be working. I don't think now that I think about it, I remember we used to make way used to make coupons to get into the sports stadium. I don't know if it was that sort of business way. I don't know, like these coupons for local businesses, I think, um, like I was super young. I think it was 14 or something. um, and I've always sort of been on entrepreneur like I've always just had the feeling that I could just, you know, do things for myself. So I...

...started. Uh, my my guess riel job would have been coaching. I coached in the summer in the canoe clubs, and I coached in the wintertime in the figure skating in Sackville There, Um, just a little The little tykes. So at you got up in towards high school, what were you thinking for career before you actually got into the automotive business? Great question. I had no idea. And was at that time it was constant pressure. Really Not. My parents didn't have a whole lot of pressure on me. I was always told. Do what you want. Do what you love. That was a strong force in our household. Um, also, what did you try today? That we didn't really do great us that Would those work those would be common conversation? Yeah. Yeah. So I didn't really have a pressure to know. Um, But I did have, you know, my dad's an education, so it waas you should go to university. Um, that was a pretty strong force. Um and I remember in high school being told, if you're not going to do science, you're really not gonna do anything, which I believe now is very false. But I went into, um, just a foundation year with, you know, I took a lot of science courses at Dal and slugged my way through and then said, You know, this is not This is not I don't have no idea what I want to do, but I know I don't want to do this s o They kind of said my parents just said, If you're gonna be in the house, you need to get a job. And I wanted I wanted wheels, and I couldn't afford to buy them. So I saw it ad in the newspaper to sell cars and yeah, that works. E got on the bus, and I went down with my resume. And, uh, this very well typical car guy fashion, right? Oh, I don't usually have girls apply for this job. I don't make my team really excited. If you were here, and I was like, Oh, my God. What did I just But I just do. Yeah, that's how it sort of started and, uh, yeah, I didn't. I ended up not taking that job. I ended up being incensed by this fellow, so I got back on the Boston. Then the next stop was theory guns on Robie Street, and it was total fluke. And I walked in there and met this very kind man. Hey, was the HR manager, and he said, We have a lot of females in the family. Um, and it's, you know, there's not many that could make it on the sales floor, but if you want to give it a try, I'm gonna call your parents first. My aunt worked there. E don't know. Maybe my aunt Sally Chisholm, she she would have been there around that time, maybe a little bit before, but she was there for a while. And Oregon's has a pretty good name in Nova Scotia. Right, Aziz, you got this job and start working in the industry. Did you see this is the path you wanted or did you kind of meander in and out of it throughout over the last 25 years? Um, I definitely did some meandering, but for the most part, it's been consistent. Um, I've been circling. You know, I've been circling the drain and auto trying Thio change things. Andi. It's been a difficult process. I think a lot of it has to do with patients and me, me learning what I can and cannot do. Um, just learning, you know, business in general. Andi just getting older and learning to calm a little bit, you know that it's not, you know? Yeah, exactly. So, um, I started selling. And then, at a frustration from not getting the promotion, I moved into a different direction, which led me to a job in the promotional side of things. And then I started my own sale event company. Where we did sales for other dealers...

...was way back in 94. And then I tried retail. I had a dealership with another partner into the U. S. That was a complete disaster on then. I went to the training and consulting world and circled back around two years ago to pull together by it smart, which been kind of my passion. My, my my long term dream of where I was hoping that you now have by its smart automotive and your training it, sell it smart automotive, non prime training. So what does what does that entail? One on the there, consumer side. And also for the business side of helping other people sell. Yeah, you got it. So when I started consulting one of the big things that would come up often when I'd be in the dealerships were these, like, themes around, not trickery. But, you know, how do you how what's the technique we're gonna use to close that deal? And, you know, how do we How do we, uh, package this into a secret kind of deal? And I'd always be like this. There's no secret if we wrote a book on how to properly execute the sales flow process. Um, and in my case, more on the financing. And because I cater more to, um, clients that are uncertain of whether a they could get approved or be what that might look like in terms of their budget. Eso we basically take the sales process and flip it upside down. Instead of talking to a sales person first talked to a finance specialist. First, get all that get, get that all organized. So then we're showing you vehicles that actually match your budget match what the bank will dio. There's varying degrees of that, depending on you know, the customer and where they're at in their heads based on what they know about their personal finances. But it would be this constant theme and the dealerships where it was like, Okay, what's the, You know, what's the manipulation? But for lack of better word? And I hate to say that because there's great dealerships out there, they're really there is a stigma. You gotta You're being honest. There's a stigma besides my used car dealers, right at first or car dealers there. It's well known around the world. I live here in South Korea and people we sold a couple of cars we had recently, and Korean Guy said, Hey, you can't trust those types of guys, right? And these air just Korean car dealers. So it's all around the world. It's there, and what you're doing is turning it upside down and changing that Yeah, yeah, trying to yeah, trying to eso that's really you know, from a consulting standpoint, it was almost shocking. Thio, like people would say, That's so refreshing. And oh my God, What? You How did you come up with this concept that I'm like, I just saw a problem and I told the truth like, I don't understand why this is such a big you know, It turned into this big deal and that in in that part of the world, so I didn't want to let go of. So it's smart, as as we started as we started entering into the by smart, um, side of things because we were able to demonstrate that it's possible, um, to use this process in a dealership. You know, consumers love it, so you're actually so confident in it. In cell, it's smart that you're willing to tell other dealers about it, and you don't feel that's a competition against you. No, no. What I've learned from the event marketing experience was that the more good competition out there, the better it is for everybody. You know, it's almost like it lifts everybody up. I find eso No, there's there's so much to do. There's such a huge void. Um, in auto as it relates Thio uh, you know, helping the population of of Canadians that just you can't walk into a dealership, pick a vehicle and be confident that they can, um, either buy it or be confident that they can buy it within a within a budget that they're...

...gonna be comfortable with and not get themselves into trouble. So, um, it's a bigger staff that I think most people really understood really know. But in Canada, it's about 40 per cent of Canadians that do not have or that have less than perfect credit. So that means there's a ding, some sort, that there's a issue for them to get a prime rate. That's that's the idea for financing. Exactly and marketing and auto. And probably marketing in general can be, uh, confusing. I'll use the word confusing rather than deceptive. But you know, it's like customers actually think that when they walk into a dealership, you know, they get whatever rates been advertised and they don't. You know, no one's been educating the consumers to just say rates go with people. I could say 0% and I could say $99 bi weekly on this truck. But, um, at the end of the day, you know it's that 1% that actually qualifies for some of these ridiculous ads. So you go down those Robie Street car dealership roads and they all say $99 biweekly, don't they? Everyone gets the deal way met half weekly. It's funny, it's it's that and there's a lot of people in that boat is you said, 40%. And so what you're doing is pulling people into the offense. You're not even pulling people in what you're doing. People want a car, right? You're not going to their homes and dragging them off the street right down the street and into your office. They're coming into the office and your first taking them into an office, talking about their story, talking about what is good for them and then giving them a list of options. And I think I read somewhere that you if you don't have it, you will help them find it somewhere else. That's right. We actually have shifted more and more towards, uh, 100% online experience, especially since Cove it It really allowed us to really flex those muscles. We've been retailing online, and I've been, and I've been coaching it in this, um, in this part of the automobile business, probably for about six years. Uh, just because of the nature of the client. They wanna have the conversation first. So it's natural for the customer to, um, you know, go onto their computer CNN and say, Oh, that's me. I'll hopefully someone will call me in a minute And they put their information into, uh, you know, ah ah form And, um, you know, and someone like myself would receive that lead. Um, And as we're coaching it in the dealership level, we noticed that customers were quite happy if we could facilitate the whole sales process. And then, you know, it was probably about six years ago it started to happen where everything just happened over the phone Onda. We were driving vehicles into people's driveways and having them signed documents on their kitchen tables. So that's shifted a sense, Covic, because we can't do the kitchen table thing anymore. But then most of our banks went to electronic signatures and, um, certainly this year with by its smart, we probably, um well, this year we have not signed up one customer face to face our offices. Air used for for our our our agents that come in. They use the fax machine and the printers and, you know, we get together for team meetings, But other than that, we don't have a traditional dealership ships setting. We've got a setting that houses some vehicles on DTA transport vehicles back and forth, cleans them, services them. It's like Amazon for cars. E shouldn't say that out loud because I know Amazon's coming. Make my idea eso you. You and your team were ahead of the game and you were prepared even for something as devastating and tragic as Covic. And you're in the game of helping people get what they need. Kim, What is it? What is the process that you go through being an entrepreneur? So you have buy it and...

...sell it smart with the training as well. So what is the process that you go through and say a week's time? Um, you mean what do you do on a daily basis on a weekly basis to keep you busy, thinking of the podcast of why we work and the things that we do? What do I do to keep you busy? Ask my husband that he's like, so tired to be working sometimes. Well, how many hours someone asked me on the podcast. He said you better start asking people how many hours they work because that that's an important topic, too. So how many hours are you pulling in? I'd have to be honest with you. I don't I don't know. I don't know, because I'm probably not paying attention to all of those moments. You know, you get up in the morning and as Muchas uh, that you know, all these improvement books say, don't touch your phone. You know, get on the treadmill, you know? So I'm pretty good most of the time to put thes, um, structures in place so that I don't burn out. Um, it's tough when you really love what you do. I find that, you know, it would be easier for me to plug out if I didn't, um, find that there's a lot of joy and what I dio, um and I feel really proud of that, because that was one of the things you know, that my, my my growing up, my father was highly educated engineer with a great, great job. And then one day he came home. He said, I really don't love this anymore. And my mom said, You know, Well, what do you want to do? And you said I want to teach and it turned. I was very young and I don't realize, didn't realize then what type of a shift that was for our our family, Um, Onda choice that was made for for him to be able to enjoy his career and go back to school and study when we were youngsters. Um, but that's kind of the world that I grew up in, so it s Oh, my day to day is oftentimes me having to really focus on okay on my way home from work. And it's time to put my phone down. You know, my stepson, if he says to me, Are you working again? That's my like you to go. Oh, I've gone beyond, you know? That's right. Yeah, I've gone beyond the point where I mean this thing, you know, he wants to play a video game with me or, you know, in those moments are going thio last forever. So, um, I try to pay attention to that a lot. Um, but putting selling smart by smart together, I'm finding their emerging more and more. Answer your question on. That's how I visualized it. Several years ago, I thought I thought I'm not gonna focus too much. And how do I keep both balls in there? I think what'll end up happening is as the success of by its smart. Hopefully, hopefully, you know, continues to gradually get stronger and stronger. Um that more dealers would just want to know what the solution is all about. Andi, we've transformed most of the training to an online platform also. So for me, if I'm not actively working in by its smart, I'm more consulting on. You know, Zoom called podcasts. Um, you know, things of that nature taken a couple calls here and there. Covitz really helped transition people that way. And, uh, and certainly just beefing up our online training platform, um, to be able to offer it to more more people so that I don't physically have to be around if they want Thio, you know, get the process and training. I don't know if I answered your question. It does. It does. You're busy. You're busy. You have enough to dio what is some satisfaction that you get and even some difficulties in the work that you do in the automotive industry, satisfaction is easy. I get some serious, Uh, it's actually well, it's going to sound like...

I always Anyways, I'm not gonna I'm not gonna sugarcoat it. I love when the deals done and the customer is just pumped and and the difficulty I'm having right now is transitioning from a small team. Um Thio, where Aiken B'more involved with the customer Thio letting them fly and get that enjoyment themselves. You know, I'm kind of like, Oh, can I jump in and say hi to the customer and you know, I'll get like, my sales managers like New Way got this. You can't call the customer. I'm like, Oh, I just want to call and get involved because it's really is, um in what? And how we do auto sales. It's really quite thrilling because the customer is so intense in the beginning, and gradually, you know, we're just facilitating a really need. It's not we're not putting people in their dream. Vehicles were helping people get toe work. That's the reality of most of what we dio. So the stories we hear, um and, uh, and the ability to help people you know, put their credit back together. Um is a really cool thing. So what is what is some of the e guess? The obstacles people face in buying their car? And how do you get them through those difficulties? The major obstacle, which is it's crazy to me because it's really a simple fix. But, um and and certainly why I started to formulate this different buying process, which inevitably ends up being by a smart I thought it was always gonna be that I would just be a consultant and try to teach this on, but it was just like, Oh, forget it. Like somebody needs to come up with a solution because these guys just aren't getting it done and it's not. Ah, it's not like it's not a difficult process toe undertake. You just have to listen to the customer. Um, the obstacles that the customers facing is there literally walking into dealerships and telling people now it used to be an embarrassing thing to say. You know, my credits. Not so good. Now it's a little more mainstream. I mean, I'm sure it doesn't feel great to say it to anybody, but there's ads out there that say, it's okay to go to dealerships now if you don't have the greatest credit. The sad thing about that is most of these dealerships that are advertising it don't really have the solution. So they're sending people in for a lead, and they haven't really spent the time toe actually come up with a process that's professional, ethical and makes customers feel good. So they legit walk into a dealership and might even say to a sales consultant. Look, I'm not sure if I could get approved. Um, I just went through bankruptcy. My wife got sick and I had to take some time off work. My in laws, you know, moved in with us, and we had toe get a nurse and the bills, you know? So there's all of these stories. My kid got sick. Oh, my God, like some of it is heart wrenching and customers will say that. And then what happens in the dealership is okay, No problem. You need a minivan. Let's go drive this one and they don't drive it. They come back. They were deal and they love it. And then they get to the finance office, which somebody that they haven't spoken to for could be a day. Could be weeks could be a month. They've been in this process and they're finally excited. And then that person across the table and, like legit three minutes puts their information into a computer. Went what? And goes, Oh, I'm sorry. That fan is not gonna work. And so then there, you know, Then you've got to. Then there's a fork in the road. Either nothing's gonna work that they know of because they run, they're untrained or they don't have the ability to be able to source out a different solution or that van will work. But I know we quoted you had 0%. You actually qualify for 12 and you...

...don't qualify for 96 months. You qualify for 84. So you're 4. 50. Payment is now 6 25. But you're okay with that, right? Just sign here. We got it. So we just spend people into these situations. That and it's not good for the dealership because that customer doesn't go away. Happy customer goes away pissed like what the hell? You know, Johnny promised me China's no shit financing. That's that's the obstacle you mentioned skills earlier in developing your skill in the industry. Is there a specific one that you had to kind of perfect or you're still working on? Um, I would say always just working on the relationship piece and trying to find, um, you know, trying to find that humanity in every transaction which I don't think exists enough in the world in general, when you're transacting, you know what I mean. Um, and to me, that's the most valuable piece when I'm teaching somebody else about what we dio. It's really not about the end object. It's not about the asset. It's about the process that we take to get there, and, um, that really has to be tooled up for us. For me, it's part of our brand experience, and that's what I want. And that's what I asked for in our agents, period. Um, the field, the feel good piece at the end is much better to when two people really engage. I know about you and your story, and I genuinely want to help you, which sounds so ooey gooey when we're talking about cars. I know that, but it's it really does we really see it in our customers, Um, and it also allows me the the ability to from a realistic standpoint, gain that trust that's required. So when this family legit needs a minivan and can't afford it, and I have to put them in a sedan for for eight months to a year to rehab their credit that they trust me in that process, um so from a from a business standpoint from getting the numbers right from not having our competitors come in and take our clients from us building that relation piece relationship piece is isa strong part two. So I always say, it's good, like the whole thing, the car business as crappy as it's been made out to be if we actually just flipped over the coin like it gets really an actually really cool human experience. Yeah, it's really cool. Well, I get thrills that you can see in my face. I get too excited about this stuff. We're talking about experience. Do you have any advice for people knowing you are selling bubble gum and elementary, Um, or coaching and Lake Bennack, Wherever you are doing your your paddling? Do you have any advice for people who are just getting into work or as you tried to do, you meandered a little bit trying a different career. Do you have any advice for people just getting into work one way or the other? Yeah, it's funny. My niece just just left high school and she said something to me that I really got quite sad about actually on Dshea didn't mean to She just said, You know, I never thought about my life after high school and I was like, Oh my God, that's a That's kind of Ah, I don't know. I, uh you know, for me, I always was thinking okay, if I would see something or see someone else or see a lifestyle, maybe that I wanted or and I would say, Okay, what does that person dio? I was constantly asking, What does that person do or see someone who's happy? What does that person dio? Andi. That's...

...just been a constant question that I've had a zoo long as I can remember. But Kim, that's I mean, you may not have noticed it, but there's we We grew up in sackful, went to sackful, went to sackful high. I grew up with people that I know for myself. I didn't always look five years ahead or look at that happy. I looked at it an instance where? Okay, I'm gonna have my pleasure now and I don't care what happens tomorrow. Attitude. So I didn't really look past high school, so there's a lot of people like them, and it is sad. It truly is a sad way to live. And it's great to see people like yourself who go through high school or go through the system and you're looking further and that's motivational. That's inspirational for people to see people like you that look further than what's in front of their nose. Yeah, it zit was to, you know, I give him again my parents a lot of credit and athletics, because in athletics, you're constantly, you know, there was a lot of I don't know if it was something that happened in the 80 in the nineties. You know, there was all this visualization which was so new on baby, it still exists in sport, I don't know, but they'd always make you visualized the move, you know, in figure skating was certainly before you try the jump. I want you to visualize executing and landing, and And it kind of takes away your fear of failure to where I find now, a lot of kids, you know, they're like, in this perfect bubble. It's like I got to make all the right moves. And the pressure seems to be so intense that how do you you know, you gotta you gotta blow that stuff off And just who cares? Man? Go work at McDonald's, take the bus for a day, you know, do a ride and drive with a cop. I did that once. That was like, I was, like, Ixnay on that e. I wanted to be a gym teacher, and I was like, I'm going to really take a look at this. You know? Kerman King. I remember watching him going through this. The life I wanna have. No, I mean great for some people. Just it wasn't for me. So I always had was inquisitive like that. Where is this? You know, where is this going to go? And I don't know that I picked auto. It's just I think a lot of the world's just came together in that I saw a challenge that I felt could be changed up. And frankly, I think if there was a lot of ladies back then that were in it, I probably wouldn't have been. I probably would have been so driven. Thio, get in and and really work that. What was your advice for your was your niece? What was your Did you have advice where you just cried? I told her to take a, um, just her because she draws. She's an artist, and I said, Just flip over the page and just just start drawing, Like what? Do you or write it down? They spend many pages, but like this after great 12, it's like this. Like, there it is. What do you wanna put on that page? And no one's gonna judge you for it. Keep it to yourself, but just start feeling it out, you know, write it down. There's nothing that you can't do. And the worst thing is gonna happen is you're gonna fail. But if you don't try, then you're in the same spot you were in before you. You know, your worst fear is that you won't make it. Well, you're not now, so that that's just how I always thought it was like So what? I scrape my face Well, other than people laughing at you, which is like, whatever. What about in your you've mentioned a couple of times? And just I think your company embodies character integrity. What is a character trait that is most important? What you've seen in the automobile industry or for you? Um, empathy, Empathy. I find just being able to get in. Really? Listen, engage of the client really understand to the degree that you can what they're...

...actually going through. So you can you know, um, you can not get in it and get all in the emotional Not not being sympathetic. But being able Teoh be a good coach. Be a good guide on guy. Really? Look for that. If I'm gonna hire somebody, I really look for that. Um, if you know, how are we going to solve this problem? Not what do you know about what's under the hood of the vehicle? I could care less about that. It might. You said, heart wrenching some of the stories that you hear and it must be hard Thio to stay professional at the same time. without being overly sympathetic, like you just have the car and walk away. I mean, you might, you know, you're not going to, but maybe sometimes, but the idea of hearing these stories and you're talking about 40% of the people who have some story and then that's the reason why they're coming to you are able to come to you and to trust you with their story and hope that you can come up with the deal. Mhm. Yeah, it can be tough, I think, because the financing piece is an extension of what we do. And we can't manage that. Um, you know, I can manage it to degree that the bank will say yes or no to a customer. Um, they end up being the bad guy. It's how we're able Thio, you know, maneuver and work within the their rules. Aziz lenders. And so I always say, the clients listen, if we can't do anything right now, if we can't get a lender to loan you some money to get you back on the road, there is a solution in that we will find out what it's what's required. Thio ultimately get you there so you know, sometimes I'm referring people to, you know, credit counseling or other services. We try toe link our company around, um, other companies that can help people get back on their feet. That's if that's what Z, if that's what's required and then, you know, if they come back, right and, uh and you know, that's that would be nice. But ultimately we want to get people set off in the right direction. I was I have this next question for you, which is exercise and education and where you place that in your life, especially knowing that at first you started at Dow and you're like, on. And then you know, even your niece of finishing high school and giving her advice there and exercise. But also, do you direct some of your customers to more towards maybe financing on on ways to help budget their their income? Do you guys have so eso from an education standpoint, I didn't end up going back, actually studied theater at Dow, uh, which I used daily, which is funny, Um uh and then went right back to the car business because I had so much student loan debt, it was the way that I could pay it back on. Ben became a decent at the at the in the industry. And so, in terms of your view for listeners of education. So whether it's formal or informal, how how do you value that? Um, I think I think each individual person has to take a look at what they want and whether or not formal or informal education or any education is a value. Um, I'm constantly trying to educate myself, uh, in my industry in my craft, which is relationships in trying Thio be the best, you know, Step Mom, the best wife, the best profession, like there's always so many areas where and so much information. Now you know whether it be. I'm a big, big listener. Two books I love downloading books. Then, as a consultant, I would drive so much. So you know, I'm constantly trying to feed my mind with things that are going Thio improve myself. I'm...

...trying to be better. I'm certainly not perfect at it, but that's, you know, that's constantly something that's in my in my mind. I think that's the athlete in me to it. Z, you know God, it's such a better day When I get up and get my workout in, you know, everything just clicks better. Um, so it's that self improvement thing, and that's where I value education. Is it? Is it improving you and what you bring to the world? And are you being? Are you contributing more and being better every day? God, I sound like Oprah or something today E well, and your exercise. How do you fit that into your schedule? Is a number of days a week. Is it? I Yeah, I probably I probably was more consistent as I'm getting older. It caught It's harder, but if I don't do it in the morning, it's not getting done. Um, and I've been fortunate enough over the years. I usedto, you know, have to travel to the gym. But over the years, I've started to build up home gym. So, um, to a degree, I don't know that that's helped, though, You know, it's like I go down there and I moved the laundry off treadmill off. But yeah, if I'm going to get it done, it's in the morning. I'm probably pretty consistent. At least three times four times a week and you know, it's changed. I used to get down there, you know, go crazy for a now, er now in my forties, it's, like again on the treadmill and get her on the name flying, maybe for a little bit, Remember, Had a debate with someone once we were jogging, you know, they were pointing out someone walking, and they're like, Oh, they're exercise. I'm not They're not exercising their walking nowadays. I go for a walk. I'm done my exercises E Yeah. What do you have for a goal for whether it's by it's smart or sell it smart or any of the other adventures you want to get into. What is your overarching goal? Um mm. I where I see by it's smart going. Is that Did you not by a new location, most recently Did I see? Yeah, not by I'm not that I'm not that. Well, we just we have Ah, I guess. Consider more like a boutique location. So in Burnside, you're familiar enough. And then about 20 minutes down the road in Sackville, there's another location where that's where we do most of the service of the vehicles. It's a big you know there's a big lot there on because we're transporting our vehicles most of the time. Um, it's really just spot for truck to come in pick ups. Um, vehicles drop off some vehicles service, clean them eso It's more of a traditional setting. But when we meet our clients, the way that I visualized by a smart would be very similar to any bank. But we want to keep it. You know, You know where someone can come in and speak with a client and ultimately be able to find out. Okay, what is what can they do before they go shopping for a vehicle? So our slogan is actually know before you shop. So come in, talk to one of our agents and know what you can much like a mortgage broker, Onda, where we look at expanding and actually just started to do so is into everything you can think of to finance from consumer financing thio business to business related, uh, type of things so that the smart way to buy pretty much everything is finance first. So that's the big I get nervous telling people because that's the big That's the big play. I I would I would want by. It's smart to be a name that people see us, um, as a way to get that information and not having to go one bank toe, one bank toe, one bank that they could work with one person for many different things that they need to finance in their life. Is there...

...anything that people may not understand about you and the industry that you're in so they can have a better appreciation, Have a better appreciation of what you're accomplishing and obviously what you're doing, You're turning the industry upside down by doing what seems to be the right thing. That's one thing. Yeah, it Z like it just feels right. And here's the thing. I'm not afraid of profit either. You know, some people think I'm like, I'm listening to myself talk, and I'm like, Oh, God, I do. I sound like ooey gooey here, But, um, I think probably the one thing that I would, um, say about me from a career standpoint was that it was really important for me to love what I do. It was also really important for me to find something that I felt, however big or small. I could impact a little bit change something that I've felt wasn't so. You know, like when you're in a when you're in environment, you're like there's just something about this. It's not right. We don't operate like that. If I It's smart, it's right. It feels good when we're dealing with our customer feels good. And can I make it profitable like it's got to be something where the people that work for me, uh, can build a life of their own that that they also can have some of the nice things in life? They work hard, and so you know, we're not. We're not a non for non for profit, by any means. Um, and the one of the things that I guess I'll tell you that I noticed is that our clients get that and they're good with it. They do not beat us down and negotiate with us, and, um, it's quite a different experience that way. And we're respectful of the fact that we sell vehicles within the market value we give them. We use programs that allow us to do trade appraisals that actually scrub the industry's wholesale market in retail market um, so we're dealing when fair market numbers, which is great for profits. It feels good. It's great for profits. It's like a good, good good. When I'm talking to a dealer, I'm like, Why would you not want Thio? You know, have a bite smart in your franchise dealership. Its's good for business. It's good for the customer. It's good for your employees. It's just good, and you're gonna make money. So it's good. Yeah, that's good came. I only have a couple of questions for you remaining. Is there any adversity that you have faced in life that you use either as your motivation or sometimes it kind of gets you down in the work that you do, but to use that adversity to encourage others in the adversity they face in their work? Um mm. I don't want to use the lady card in my business, but that certainly has been one of the things that through my career, certainly into the nineties, more and more, there's a lot more professional women in auto. Auto should be very grateful for that. It's changed a lot of the ways that the industry operates both in service on retail and sales on high level, high level of VPs and auto. So awesome to see. But in the beginning, it wasn't that way. Um, and I would say, and I have to learn it because I'm quick to react. Sometimes I've learned through my mistakes, uh, you know, I've told many of the rude customers to leave. Not so nice terms as a youngster. Um, eso I've learned patience, um, and, you know, trying not thio, you know, trying to see the other, the other side of the equation for what it is on board. I would say that my the...

...strongest tool that I had going for me was that I did know it better. I did stay on top of the industry. I talked with my feet. I didn't open my mouth. So when anyone had anything to say about you know why I belonged in a certain role Or, um, if I could start this business or any one of them. When I walked into a dealership to do consulting and all these old guys were like, Oh, what's this girl gonna teach us? You know, uh, and, uh, it was just a matter, really. Just keeping just ignoring the naysayers, being confident in what I knew and Andi putting that out there without, you know, without fear of Yeah, yeah, and just and just knowing that I knew it so I could do it. Um, that was the whole piece to with bringing by its smart together was that I had always been teaching it doing it. I've had to because that's what I had to do as a lady. I couldn't say, Guys, you need to go out there and do that. They wouldn't listen to me. Had to be okay, Here's what's gonna happen. Watch. And I would go out and work with the customer and bring people with me so they could see how it would work. And that transition into consulting and showing um and so you know, by its smart is is just a extension of that. It's you can you can do it. This is what we're doing. We think it's something that can work in franchise stores that you know they can. They can use a similar model if they don't call it the same thing. Um and yeah, showing not telling that Zatz probably and not being afraid to fail like you can't. You can't be afraid to scrape your face on the pavement. If you're going to try new things, you just gotta be ableto deal with it. Get back up and it sucks. But it usually means you're gonna get to something really cool. Kim, how can people reach you? How can they get in contact with by? It's smart. Probably the best way is the website because there's so there's so many ways on there to reach us to be Facebook. And you check out our YouTube channel, you can reach out to us in the comments side of things. And that's just www bite smart dot c a onda. Uh, my email address is is the same just Kim at by its smart dot c a Andi? Yeah, I'm happy. Thio Thio here from anyone, that's for sure. Yeah. One final question. Kim. No, this is the hardest one. Yes. This is not the hardest. Why? Why do you work? Uh huh. I just love it. I do just love what I do. Um, and I also wanna build, you know, I wanna build a nice, comfy lifestyle for for, um um for the people that work for me, for myself, for my stepson. Um and and I enjoy bringing solutions to our customers that actually helped them. Um, I find that to be really probably the coolest thing that I do is that in an industry that people predominantly hate, we're putting, you know, smiles on faces and actually helping them through some difficult times. And not only that, for people who don't know of lower sackful, you have ah lot of competition. And for you to be holding your own, you must know what you're doing and doing it well, they say the largest, largest car per capita E That is the whole world. But it might be the whole world, the world. There's a lot of them. But if you're if you're holding your own, then you're doing well. And you know what you're doing. Kim McPherson, founder and CEO of By...

Its Smart and sell it smart automotive. Thank you. I appreciate your time. And I appreciate the work that you dio. Thank you for listening to this episode of why we work with Brian V. Be sure to subscribe, follow and share with others so they to be encouraged in their work. E I hope that you have yourself a productive yet joyful day in your work.

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