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10 Years of Silence


So here we are again at the beginning of a new year…..

Time to do the ritual of setting goals…..

Looking ahead, we’re excited about all the possibilities in front of us…..

In the Auto Industry, it means finding ways to sell more cars…..

Finding ways to make more money selling cars…..

And with all the changes in store for us, it’s important to break down our goals into manageable chunks…..

After all, how do you eat an elephant?

One bite at a time!


We try to identify our strengths and weaknesses……

And come up with a plan to improve in all areas…..

If you are a retail car store owner, you are going to have to improve your online presence…..

That’s where the growth in customers is…..

If you are a sales manager, you will be looking for ways to help your sales team improve…..

Sales people…..

Service department people…..

Parts department people…..

Digital marketing people…..

And of course, Auto Wholesalers…..

All looking to develop and master skills to become elite at your craft!

How long does it take to become elite at your craft?

And what do the people who master their goals do differently than the rest of us?

James Clear, author on habits and behavior change…..

Believes high performance is¬†achieved by ” embracing the surprising power of small habits”

He cites a study by John Hayes, a cognitive psychology professor at Carnegie Mellon University.

In the study, Hayes investigated the most talented creators in history…..

People like Mozart and Picasso…..

To determine how long it took them to become world class at their craft…..

He analyzed thousands of musical pieces produced between the years 1685 -1900.

His question, ” how long after one becomes interested in music is it that one becomes world class”…..

Of the 500 most popular pieces created by 76 composers…..

He discovered that every single “masterwork” was written after year ten of the composer’s career…..

With only 3 exceptions (written in years 8 and 9)…..

Even Mozart worked a decade before he produced something popular…..

Hayes referred to this period as the “ten years of silence”…..

He found similar patterns among famous painters and popular poets…..

The research revealed that you needed to put in “10,000 hours” to become an expert in your field…..

Even beyond that, you had to look at HOW the best performers practiced…..

Time was merely PART of the equation…..

Clear believes you can take the same approach to YOUR work, to YOUR goals, and to YOUR legacy…..

By combining these two ideas- the consistency of “10 years of silence” and the focus of “deliberate practices”…..

You can blow past most people…..

On a daily basis, what feels like struggle and frustration is skill development and growth…..

What looks like failure is often the foundation of success…..

Clear’s questions to you:

  • Are you working toward your “10 years of silence”today?
  • Are you deliberately focusing on developing your skills?
  • Or are you simply “putting in your time” and hoping for the best?



For us at Rechtschaffen Motors, our focus right out of the gate…..

In the new year…..

Is on our “ravenous market”…..

Doing the work everyday to identify it…..

If you are still using a flip phone (yes they are still in use)…..

And you refuse to buy or sell on line…..

I can’t help you…..

The numbers don’t lie…..

Growth is not in your future…..

Embrace the fact that you must develop a strategy that integrates on line selling with what you are doing offline…..

Through effort…..

Through practice…..

Through knowledge…..

The number of vehicles that enter the wholesale market is growing…..

Some days the opportunities to make a profit will be plenty…..

Some days there will be no opportunities at all…..

You need to look :

  • one day out.
  • one week out.
  • one month out.
  • 12 months out.

You have to give yourself permission to grind through the occasional days of below average results…..

It’s the price you pay for long term success…..

Daily activities…..

Market reports, price guides, presale listings- check them everyday.

Talk to your customers…..

Find out what the new car dealers need…..

Find out what the buy here- pay here guys need…..

Talk to the exporters- find out what they’re putting on the boat!

Pay attention in the auction lanes, you’ll see what things pick up…..

Measure your sales from last year:

  • What were your biggest profit makers…..
  • What did you do to find them…..
  • How did you recognize them…..




One last thing about goals and New Years Resolutions…..

Years ago, when Jerry Seinfeld was still touring doing stand up…..

A young comic asked him if he had any tips he could share to help him improve…..

Jerry said to be a better comic, create better jokes…..

The way to create better jokes was to write every day…..

Even when you don’t feel like it…..

He said to get a big wall calendar¬†that had 12 months on one page…..

And hang it on a wall…..

Each day you do your writing task, put a BIG RED X over that day…..

After a few days, you have a chain…..

Keep at it and the chain will grow longer every day……

After a few weeks you’ll like seeing that chain…..

And your ONLY next job is to not break that chain…..

It works because it’s the consistent daily ACTION that builds extraordinary outcomes…..

Daily ACTION builds habits…..

If you don’t break the chain, you’ll start to spot opportunities you otherwise wouldn’t…..

Skipping ONE day makes it easy to skip the next…..

Taking ACTION- even if small- everyday yields greater benefit than sitting down and trying to knock out 1000 jokes in one day!

Think for a moment…..

What one action would make the most profound impact on YOUR life if you worked it every day…..

Start today and earn your BIG RED X……



Out for now,


Barry J Neuman

Member of Manheims “superseller” club