WhyWeWork BrianVee
WhyWeWork BrianVee

Episode 108 · 9 months 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 hostBrian V. As he speaks to people like you from all over the world as wetogether dive deeper into our motivations, struggles, joys, seeminglymissteps, hopes, warnings and advice, which would be an encouragement to usall to get up, get going on and keep on working. Working is tough, but workingis good. Now here is your host to why we work. Brian V. I'm Brian B. And thisis 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 itsmart automotive, non prime training. I want to find out today from Kim how shetakes the difficulty out of buying a car and how she helps her customers getover some of those obstacles. Join me today in my conversation with KimMcPherson. 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'mdoing wonderfully well and I do again. Thank you for doing this. I know youhad a slush through the snow that's out there. I don't have any over here inKorea, 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 thatyou'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 25years. It started when I was 19. Andi Almost immediately in the automobileindustry, 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 howwe deal with consumers. Um and, um you know, get them match the vehicles forlack of better word before we get Thio your exact business Now, which wouldlove to dio you mentioned 19. What was your very first job? I mean, I think weboth grew up in sackful, so I mean, maybe have an idea maybe what you wouldhave done, or like, what sort of company you might have worked for. Butwhat was your very first job that got you out of the house even if it was apreteen baby sitting or lemonade stand? Yeah, I did a little bubble gumretailing 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 wasactually door to door coupons. Um, that was a weird job, Kind of, uh, I don'teven remember. I don't remember. They were on these, like cardboard pieces ofpaper on DNA. Now that I look back at it, it probably wasn't even a legitcompany, to be honest with you, But I did have an interview and they did hireme and I wasn't really the legal age to be working. I don't think now that Ithink about it, I remember we used to make way used to make coupons to getinto the sports stadium. I don't know if it was that sort of business way. Idon't know, like these coupons for local businesses, I think, um, like Iwas super young. I think it was 14 or something. um, and I've always sort ofbeen 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 wouldhave been coaching. I coached in the summer in the canoe clubs, and Icoached in the wintertime in the figure skating in Sackville There, Um, just alittle The little tykes. So at you got up in towards high school, what wereyou thinking for career before you actually got into the automotivebusiness? Great question. I had no idea. And was at that time it was constantpressure. Really Not. My parents didn't have a whole lot of pressure on me. Iwas always told. Do what you want. Do what you love. That was a strong forcein our household. Um, also, what did you try today? That we didn't really dogreat 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 yearwith, you know, I took a lot of science courses at Dal and slugged my waythrough and then said, You know, this is not This is not I don't have no ideawhat I want to do, but I know I don't want to do this s o They kind of saidmy 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 sawit ad in the newspaper to sell cars and yeah, that works. E got on the bus, andI 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 myteam really excited. If you were here, and I was like, Oh, my God. What did Ijust 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 Igot 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 auntworked there. E don't know. Maybe my aunt Sally Chisholm, she she would have been there aroundthat time, maybe a little bit before, but she was there for a while. AndOregon's has a pretty good name in Nova Scotia. Right, Aziz, you got this joband start working in the industry. Did you see this is the path you wanted ordid 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 beenconsistent. Um, I've been circling. You know, I've been circling the drain andauto trying Thio change things. Andi. It's been a difficult process. I thinka lot of it has to do with patients and me, me learning what I can and cannotdo. Um, just learning, you know, business in general. Andi just gettingolder 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 gettingthe promotion, I moved into a different direction, which led me to a job in thepromotional 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 triedretail. I had a dealership with another partner into the U. S. That was a complete disaster on then. Iwent to the training and consulting world and circled back around two yearsago to pull together by it smart, which been kind of my passion. My, my my longterm dream of where I was hoping that you now have by its smart automotiveand your training it, sell it smart automotive, non prime training. So whatdoes what does that entail? One on the there, consumer side. And also for thebusiness side of helping other people sell. Yeah, you got it. So when Istarted consulting one of the big things that would come up often whenI'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 thatdeal? And, you know, how do we How do we, uh, package this into a secret kindof deal? And I'd always be like this. There's no secret if we wrote a book onhow to properly execute the sales flow process. Um, and in my case, more onthe financing. And because I cater more to, um, clients that are uncertain ofwhether a they could get approved or be what that might look like in terms oftheir 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 youvehicles that actually match your budget match what the bank will dio.There's varying degrees of that, depending on you know, the customer andwhere they're at in their heads based on what they know about their personalfinances. But it would be this constant theme and the dealerships where it waslike, Okay, what's the, You know, what's the manipulation? But for lackof better word? And I hate to say that because there's great dealerships outthere, they're really there is a stigma. You gotta You're being honest. There'sa 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 wesold a couple of cars we had recently, and Korean Guy said, Hey, you can'ttrust those types of guys, right? And these air just Korean car dealers. Soit's all around the world. It's there, and what you're doing is turning itupside down and changing that Yeah, yeah, trying to yeah, trying to esothat's really you know, from a consulting standpoint, it was almostshocking. 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 aproblem and I told the truth like, I don't understand why this is such a bigyou 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 startedentering into the by smart, um, side of things because we were able todemonstrate that it's possible, um, to use this process in a dealership. Youknow, 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'tfeel that's a competition against you. No, no. What I've learned from theevent marketing experience was that the more good competition out there, thebetter 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, inauto as it relates Thio uh, you know, helping the population of of Canadiansthat just you can't walk into a dealership, pick a vehicle and beconfident that they can, um, either buy it or be confident that they can buy itwithin a within a budget that they're...

...gonna be comfortable with and not getthemselves into trouble. So, um, it's a bigger staff that I think most peoplereally understood really know. But in Canada, it's about 40 per cent ofCanadians that do not have or that have less than perfect credit. So that meansthere'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. Andprobably marketing in general can be, uh, confusing. I'll use the wordconfusing rather than deceptive. But you know, it's like customers actuallythink that when they walk into a dealership, you know, they get whateverrates been advertised and they don't. You know, no one's been educating theconsumers 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'sthat 1% that actually qualifies for some of these ridiculous ads. So you godown 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'sthat and there's a lot of people in that boat is you said, 40%. And so whatyou're doing is pulling people into the offense. You're not even pulling peoplein what you're doing. People want a car, right? You're not going to their homesand 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 thengiving them a list of options. And I think I read somewhere that you if youdon't have it, you will help them find it somewhere else. That's right. Weactually 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 theconversation first. So it's natural for the customer to, um, you know, go ontotheir computer CNN and say, Oh, that's me. I'll hopefully someone will call mein a minute And they put their information into, uh, you know, ah ahform 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 thatcustomers were quite happy if we could facilitate the whole sales process. Andthen, you know, it was probably about six years ago it started to happenwhere everything just happened over the phone Onda. We were driving vehiclesinto people's driveways and having them signed documents on their kitchentables. So that's shifted a sense, Covic, because we can't do the kitchentable thing anymore. But then most of our banks went to electronic signaturesand, um, certainly this year with by its smart, we probably, um well, thisyear we have not signed up one customer face to face our offices. Air used forfor our our our agents that come in. They use the fax machine and theprinters 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 thathouses 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 loudbecause I know Amazon's coming. Make my idea eso you. You and your team wereahead of the game and you were prepared even for something as devastating andtragic 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 anentrepreneur? 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 dailybasis on a weekly basis to keep you busy, thinking of the podcast of why wework and the things that we do? What do I do to keep you busy? Ask my husbandthat he's like, so tired to be working sometimes. Well, how many hours someoneasked me on the podcast. He said you better start asking people how manyhours they work because that that's an important topic, too. So how many hoursare 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 thosemoments. 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 thetreadmill, 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 youreally love what you do. I find that, you know, it would be easier for me toplug out if I didn't, um, find that there's a lot of joy and what I dio, umand I feel really proud of that, because that was one of the things youknow, that my, my my growing up, my father was highly educated engineerwith a great, great job. And then one day he came home. He said, I reallydon't love this anymore. And my mom said, You know, Well, what do you wantto do? And you said I want to teach and it turned. I was very young and I don'trealize, 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 andgo back to school and study when we were youngsters. Um, but that's kind ofthe world that I grew up in, so it s Oh, my day to day is oftentimes me havingto really focus on okay on my way home from work. And it's time to put myphone 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 playa video game with me or, you know, in those moments are going thio lastforever. So, um, I try to pay attention to that a lot. Um, but putting sellingsmart by smart together, I'm finding their emerging more and more. Answeryour question on. That's how I visualized it. Several years ago, Ithought I thought I'm not gonna focus too much. And how do I keep both ballsin there? I think what'll end up happening is as the success of by itssmart. Hopefully, hopefully, you know, continues to gradually get stronger andstronger. Um that more dealers would just want to know what the solution isall about. Andi, we've transformed most of the training to an online platformalso. So for me, if I'm not actively working in by its smart, I'm moreconsulting on. You know, Zoom called podcasts. Um, you know, things of thatnature taken a couple calls here and there. Covitz really helped transitionpeople that way. And, uh, and certainly just beefing up our online trainingplatform, um, to be able to offer it to more more people so that I don'tphysically have to be around if they want Thio, you know, get the processand training. I don't know if I answered your question. It does. Itdoes. You're busy. You're busy. You have enough to dio what is somesatisfaction that you get and even some difficulties in the work that you do inthe automotive industry, satisfaction is easy. I get some serious, Uh, it'sactually well, it's going to sound like...

I always Anyways, I'm not gonna I'm notgonna sugarcoat it. I love when the deals done and the customer is justpumped and and the difficulty I'm having right now is transitioning froma small team. Um Thio, where Aiken B'more involved with the customer Thioletting 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 inwhat? And how we do auto sales. It's really quite thrilling because thecustomer is so intense in the beginning, and gradually, you know, we're justfacilitating 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 ofwhat we dio. So the stories we hear, um and, uh, and the ability to help peopleyou know, put their credit back together. Um is a really cool thing. Sowhat is what is some of the e guess? The obstacles people face in buyingtheir car? And how do you get them through those difficulties? The majorobstacle, 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 bethat I would just be a consultant and try to teach this on, but it was justlike, Oh, forget it. Like somebody needs to come up with a solutionbecause these guys just aren't getting it done and it's not. Ah, it's not likeit's not a difficult process toe undertake. You just have to listen tothe customer. Um, the obstacles that the customers facing is there literallywalking into dealerships and telling people now it used to be anembarrassing thing to say. You know, my credits. Not so good. Now it's a littlemore 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 ifyou don't have the greatest credit. The sad thing about that is most of thesedealerships that are advertising it don't really have the solution. Sothey're sending people in for a lead, and they haven't really spent the timetoe actually come up with a process that's professional, ethical and makescustomers feel good. So they legit walk into a dealership and might even say toa sales consultant. Look, I'm not sure if I could get approved. Um, I justwent through bankruptcy. My wife got sick and I had to take some time offwork. My in laws, you know, moved in with us, and we had toe get a nurse andthe bills, you know? So there's all of these stories. My kid got sick. Oh, myGod, like some of it is heart wrenching and customers will say that. And thenwhat happens in the dealership is okay, No problem. You need a minivan. Let'sgo drive this one and they don't drive it. They come back. They were deal andthey love it. And then they get to the finance office, which somebody thatthey 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 thatperson across the table and, like legit three minutes puts their informationinto a computer. Went what? And goes, Oh, I'm sorry. That fan is not gonnawork. And so then there, you know, Then you've got to. Then there's a fork inthe 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 adifferent 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. Youqualify for 84. So you're 4. 50. Payment is now 6 25. But you're okaywith that, right? Just sign here. We got it. So we just spend people intothese situations. That and it's not good for the dealership because thatcustomer doesn't go away. Happy customer goes away pissed like what thehell? You know, Johnny promised me China's no shit financing. That'sthat's the obstacle you mentioned skills earlier in developing your skillin the industry. Is there a specific one that you had to kind of perfect oryou're still working on? Um, I would say always just working onthe relationship piece and trying to find, um, you know, trying to find thathumanity in every transaction which I don't think exists enough in the worldin 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 wedio. It's really not about the end object. It's not about the asset. It'sabout the process that we take to get there, and, um, that really has to betooled up for us. For me, it's part of our brand experience, and that's what Iwant. And that's what I asked for in our agents, period. Um, the field, thefeel 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, whichsounds so ooey gooey when we're talking about cars. I know that, but it's itreally does we really see it in our customers, Um, and it also allows methe the ability to from a realistic standpoint, gain that trust that'srequired. 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 rehabtheir credit that they trust me in that process, um so from a from a businessstandpoint from getting the numbers right from not having our competitorscome in and take our clients from us building that relation piecerelationship piece is isa strong part two. So I always say, it's good, likethe whole thing, the car business as crappy as it's been made out to be ifwe actually just flipped over the coin like it gets really an actually reallycool human experience. Yeah, it's really cool. Well, I get thrills thatyou can see in my face. I get too excited about this stuff. We're talkingabout experience. Do you have any advice for people knowing you areselling bubble gum and elementary, Um, or coaching and Lake Bennack, Whereveryou are doing your your paddling? Do you have any advice for people who arejust getting into work or as you tried to do, you meandered a little bittrying a different career. Do you have any advice for people just getting intowork one way or the other? Yeah, it's funny. My niece just just left highschool and she said something to me that I really got quite sad aboutactually on Dshea didn't mean to She just said, You know, I never thoughtabout my life after high school and I was like, Oh my God, that's a That'skind of Ah, I don't know. I, uh you know, for me, I always was thinkingokay, if I would see something or see someone else or see a lifestyle, maybethat I wanted or and I would say, Okay, what does that person dio? I wasconstantly 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'vehad a zoo long as I can remember. But Kim, that's I mean, you may not havenoticed it, but there's we We grew up in sackful, went to sackful, went tosackful high. I grew up with people that I know for myself. I didn't alwayslook 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 peoplelike them, and it is sad. It truly is a sad way to live. And it's great to seepeople like yourself who go through high school or go through the systemand you're looking further and that's motivational. That's inspirational forpeople to see people like you that look further than what's in front of theirnose. Yeah, it zit was to, you know, I give him again my parents a lot ofcredit 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 80in the nineties. You know, there was all this visualization which was so newon baby, it still exists in sport, I don't know, but they'd always make youvisualized the move, you know, in figure skating was certainly before youtry the jump. I want you to visualize executing and landing, and And it kindof takes away your fear of failure to where I find now, a lot of kids, youknow, they're like, in this perfect bubble. It's like I got to make all theright 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 atMcDonald's, take the bus for a day, you know, do a ride and drive with a cop. Idid that once. That was like, I was, like, Ixnay on that e. I wanted to be agym 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 wannahave. No, I mean great for some people. Just it wasn't for me. So I always hadwas inquisitive like that. Where is this? You know, where is this going togo? And I don't know that I picked auto. It's just I think a lot of the world'sjust came together in that I saw a challenge that I felt could be changedup. 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 yourniece? What was your Did you have advice where you just cried? I told herto 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 orwrite it down? They spend many pages, but like this after great 12, it's likethis. Like, there it is. What do you wanna put on that page? And no one'sgonna 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 theworst thing is gonna happen is you're gonna fail. But if you don't try, thenyou're in the same spot you were in before you. You know, your worst fearis that you won't make it. Well, you're not now, so that that's just how Ialways thought it was like So what? I scrape my face Well, other than peoplelaughing at you, which is like, whatever. What about in your you'vementioned a couple of times? And just I think your company embodies characterintegrity. What is a character trait that is most important? What you'veseen in the automobile industry or for you? Um, empathy, Empathy. I find just beingable to get in. Really? Listen, engage of the client really understand to thedegree that you can what they're...

...actually going through. So you can youknow, um, you can not get in it and get all in the emotional Not not beingsympathetic. 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 youknow about what's under the hood of the vehicle? I could care less about that. It might. You said, heart wrenchingsome of the stories that you hear and it must be hard Thio to stayprofessional at the same time. without being overly sympathetic, like you justhave 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'retalking about 40% of the people who have some story and then that's thereason why they're coming to you are able to come to you and to trust youwith their story and hope that you can come up with the deal. Mhm. Yeah, itcan be tough, I think, because the financing piece is an extension of whatwe do. And we can't manage that. Um, you know, I can manage it to degreethat the bank will say yes or no to a customer. Um, they end up being the badguy. It's how we're able Thio, you know, maneuver and work within the theirrules. Aziz lenders. And so I always say, the clients listen, if we can't doanything right now, if we can't get a lender to loan you some money to getyou back on the road, there is a solution in that we will find out whatit's what's required. Thio ultimately get you there so you know, sometimesI'm referring people to, you know, credit counseling or other services. Wetry toe link our company around, um, other companies that can help peopleget back on their feet. That's if that's what Z, if that's what'srequired 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 setoff in the right direction. I was I have this next question for you, whichis exercise and education and where you place that in your life, especiallyknowing that at first you started at Dow and you're like, on. And then youknow, even your niece of finishing high school and giving her advice there andexercise. But also, do you direct some of your customers to more towards maybefinancing on on ways to help budget their their income? Do you guys have soeso from an education standpoint, I didn't end up going back, actuallystudied theater at Dow, uh, which I used daily, which is funny, Um uh andthen went right back to the car business because I had so much studentloan debt, it was the way that I could pay it back on. Ben became a decent atthe at the in the industry. And so, in terms of your view for listeners ofeducation. 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 wantand 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, thebest wife, the best profession, like there's always so many areas where andso 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 somuch. So you know, I'm constantly trying to feed my mind with things thatare going Thio improve myself. I'm...

...trying to be better. I'm certainly notperfect at it, but that's, you know, that's constantly something that's inmy 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, andthat's where I value education. Is it? Is it improving you and what you bringto the world? And are you being? Are you contributing more and being betterevery day? God, I sound like Oprah or something today E well, and yourexercise. 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 gettingolder. It caught It's harder, but if I don't do it in the morning, it's notgetting done. Um, and I've been fortunate enough over the years. Iusedto, you know, have to travel to the gym. But over the years, I've startedto 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 offtreadmill 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 andyou know, it's changed. I used to get down there, you know, go crazy for anow, er now in my forties, it's, like again on the treadmill and get her onthe name flying, maybe for a little bit, Remember, Had a debate with someoneonce we were jogging, you know, they were pointing out someone walking, andthey're like, Oh, they're exercise. I'm not They're not exercising theirwalking nowadays. I go for a walk. I'm done my exercises E Yeah. What do youhave for a goal for whether it's by it's smart or sell it smart or any ofthe other adventures you want to get into. What is your overarching goal? Um mm. I where I see by it's smart going. Isthat Did you not by a new location, most recently Did I see? Yeah, not byI'm not that I'm not that. Well, we just we have Ah, I guess. Consider morelike a boutique location. So in Burnside, you're familiar enough. Andthen about 20 minutes down the road in Sackville, there's another locationwhere that's where we do most of the service of the vehicles. It's a big youknow there's a big lot there on because we're transporting our vehicles most ofthe time. Um, it's really just spot for truck to come in pick ups. Um, vehiclesdrop off some vehicles service, clean them eso It's more of a traditionalsetting. But when we meet our clients, the way that I visualized by a smartwould be very similar to any bank. But we want to keep it. You know, You knowwhere someone can come in and speak with a client and ultimately be able tofind out. Okay, what is what can they do before they go shopping for avehicle? So our slogan is actually know before you shop. So come in, talk toone 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 intoeverything you can think of to finance from consumer financing thio businessto business related, uh, type of things so that the smart way to buy prettymuch everything is finance first. So that's the big I get nervous tellingpeople 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 thatinformation and not having to go one bank toe, one bank toe, one bank thatthey could work with one person for many different things that they need tofinance in their life. Is there...

...anything that people may not understandabout you and the industry that you're in so they can have a betterappreciation, Have a better appreciation of what you'reaccomplishing and obviously what you're doing, You're turning the industryupside 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 ofprofit either. You know, some people think I'm like, I'm listening to myselftalk, and I'm like, Oh, God, I do. I sound like ooey gooey here, But, um, Ithink probably the one thing that I would, um, say about me from a careerstandpoint was that it was really important for me to love what I do. Itwas also really important for me to find something that I felt, however bigor small. I could impact a little bit change something that I've felt wasn'tso. You know, like when you're in a when you're in environment, you're likethere'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 ourcustomer feels good. And can I make it profitable like it's got to besomething where the people that work for me, uh, can build a life of theirown that that they also can have some of the nice things in life? They workhard, and so you know, we're not. We're not a non for non for profit, by anymeans. Um, and the one of the things that I guess I'll tell you that Inoticed is that our clients get that and they're good with it. They do notbeat us down and negotiate with us, and, um, it's quite a different experiencethat way. And we're respectful of the fact that we sell vehicles within themarket value we give them. We use programs that allow us to do tradeappraisals that actually scrub the industry's wholesale market in retailmarket um, so we're dealing when fair market numbers, which is great forprofits. 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, andyou're gonna make money. So it's good. Yeah, that's good came. I only have acouple of questions for you remaining. Is there any adversity that you havefaced in life that you use either as your motivation or sometimes it kind ofgets you down in the work that you do, but to use that adversity to encourageothers in the adversity they face in their work? Um mm. I don't want to use the lady card in mybusiness, but that certainly has been one of the things that through mycareer, certainly into the nineties, more and more, there's a lot moreprofessional women in auto. Auto should be very grateful for that. It's changeda lot of the ways that the industry operates both in service on retail andsales on high level, high level of VPs and auto. So awesome to see. But in thebeginning, it wasn't that way. Um, and I would say, and I have to learn itbecause 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 termsas a youngster. Um, eso I've learned patience, um, and, you know, trying notthio, you know, trying to see the other, the other side of the equation for whatit is on board. I would say that my the...

...strongest tool that I had going for mewas that I did know it better. I did stay on top of the industry. I talkedwith my feet. I didn't open my mouth. So when anyone had anything to sayabout you know why I belonged in a certain role Or, um, if I could startthis business or any one of them. When I walked into a dealership to doconsulting and all these old guys were like, Oh, what's this girl gonna teachus? You know, uh, and, uh, it was just a matter, really. Just keeping justignoring the naysayers, being confident in what I knew and Andi putting thatout there without, you know, without fear of Yeah, yeah, and just and justknowing that I knew it so I could do it. Um, that was the whole piece to withbringing 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 beokay, Here's what's gonna happen. Watch. And I would go out and work with thecustomer and bring people with me so they could see how it would work. Andthat transition into consulting and showing um and so you know, by itssmart is is just a extension of that. It's you can you can do it. This iswhat we're doing. We think it's something that can work in franchisestores that you know they can. They can use a similar model if they don't callit the same thing. Um and yeah, showing not telling that Zatz probably and notbeing afraid to fail like you can't. You can't be afraid to scrape your faceon the pavement. If you're going to try new things, you just gotta be abletodeal with it. Get back up and it sucks. But it usually means you're gonna getto something really cool. Kim, how can people reach you? How can they get incontact with by? It's smart. Probably the best way is the website becausethere's so there's so many ways on there to reach us to be Facebook. Andyou check out our YouTube channel, you can reach out to us in the commentsside of things. And that's just www bite smart dot c a onda. Uh, my emailaddress 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 lovewhat I do. Um, and I also wanna build, you know, I wanna build a nice, comfylifestyle for for, um um for the people that work for me, for myself, for mystepson. Um and and I enjoy bringing solutions to our customers thatactually helped them. Um, I find that to be really probably the coolest thingthat I do is that in an industry that people predominantly hate, we'reputting, you know, smiles on faces and actually helping them through somedifficult times. And not only that, for people who don'tknow of lower sackful, you have ah lot of competition. And for you to beholding your own, you must know what you're doing and doing it well, theysay the largest, largest car per capita E That is the whole world. But it mightbe the whole world, the world. There's a lot of them. But if you're if you'reholding 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 tosubscribe, 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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