Digital Dealer - June 2018 - 6

By Dave Anderson
President,
LearnToLead

// Leadership

The Power of
Bear's a "Little
Bit Extra"
In my "Mission
Unstoppable"
workshop (based on my
book Unstoppable) I play
a short video of six-time
national champion and
legendary Alabama
football coach Paul "Bear"
Bryant speaking to new
recruits about the power
of every player giving a
"little bit extra" - across
the board and at every
game. There is a leadership application of this
philosophy in business for,
over time, lifting "caretaker" status team members
to levels of performance
that both they - and their

6

JUNE 2018

manager - may not have
thought possible. For
perspective, and to get
you on the same page in
the event you haven't
read Unstoppable or
listened to my podcast
"The Game Changer Life"
where I speak about
improving performance, in
the text to follow, I'll share
some quick insight.
In any organization, you
have four types of mindsets that dominate the
performance of the people
on those teams: undertakers, caretakers, playmakers, and game changers.
These categorizations are

D I G I TA L D E A L E R . C O M

not determined by years
of experience, talent, or
knowledge of skills, as
much as they are by one's
mindset.
The caretaker is a
particularly frustrating
team member because in
many cases they can do
more but choose not to.
They do baseline work -
period. They don't initiate,
solve problems, ask for
more responsibilities or
look to help anyone else.
They soldier on daily
in their role, pledging
allegiance to their job
description, romancing
the status quo, and doing

what is minimally required
of them but nothing more.
Their mindset is, 'I'm doing my job, so what's the
problem,' and fail to realize that in high-performing
organizations doing one's
job is not heroic, and
barely adequate for survival; that team members
are ultimately measured
by how they do over and
above what is minimally
expected of them.
Caretakers can populate any department from
top to bottom, in any sort
of organization, not just in
dealerships. How do you
raise this person's sights?
How can you push the
right buttons to lift them to
consistently perform at a
higher level - a level you
know they're quite capable of? You've probably
tried pep talks, bribes, and
guilt trips in an attempt
to get them to step up for
the team; and, while they
may occasionally show a
flash of brilliance, those
moments seem to come
around about as often as
Haley's Comet. Here's
where Coach Bryant's
"little bit extra" application
can help.
First, we must understand what won't work:
trying to raise them to
their full potential in one
fell swoop. Even if they
are capable skills-wise if
their own mindset-their
attitude-doesn't buy into
the goal it's not going to
happen. In fact, psychologists warn us that if goals
are either too high or too



http://www.DIGITALDEALER.COM

Table of Contents for the Digital Edition of Digital Dealer - June 2018

Digital Dealer - June 2018
Contents
Letter from the Show Director
The Power of Bear’s a “Little Bit Extra”
Sustained Legacy for Greatness - So Many Layers of Benefits to Be Derived
Innovate & Adapt
Subscribe & Drive
A Little Preventive Maintenance Goes a Long Way in Protecting Your Franchise Investment
A Metric That Merits More Attention— Your Used/New Sales Ratio
The Law of Attraction
How to Tailor the Brand Experience for the Decision Maker
The Power of Internal Marketing!
Andrew Walser Walser Automotive Group
The Perfect Dealership: Mastering the Basics
Wanna Hurt or Maim Someone? Use Their Vehicle!
Fixed Ops BFF
Broken Links Lead to Broken Relationships
5 Ways to Immediately Improve Your Social Media Strategy
Don’t Be Shy – The Tough Questions You Should Be Asking Vendors
4 Ways F&I Managers Can Win Over the Sales Team
The Consultative Approach to Selling
Digital Dealer - June 2018 - CT1
Digital Dealer - June 2018 - CT2
Digital Dealer - June 2018 - Digital Dealer - June 2018
Digital Dealer - June 2018 - Cover2
Digital Dealer - June 2018 - 1
Digital Dealer - June 2018 - Contents
Digital Dealer - June 2018 - 3
Digital Dealer - June 2018 - Letter from the Show Director
Digital Dealer - June 2018 - 5
Digital Dealer - June 2018 - The Power of Bear’s a “Little Bit Extra”
Digital Dealer - June 2018 - 7
Digital Dealer - June 2018 - Sustained Legacy for Greatness - So Many Layers of Benefits to Be Derived
Digital Dealer - June 2018 - 9
Digital Dealer - June 2018 - 10
Digital Dealer - June 2018 - 11
Digital Dealer - June 2018 - Innovate & Adapt
Digital Dealer - June 2018 - 13
Digital Dealer - June 2018 - 14
Digital Dealer - June 2018 - 15
Digital Dealer - June 2018 - Subscribe & Drive
Digital Dealer - June 2018 - 17
Digital Dealer - June 2018 - A Little Preventive Maintenance Goes a Long Way in Protecting Your Franchise Investment
Digital Dealer - June 2018 - 19
Digital Dealer - June 2018 - A Metric That Merits More Attention— Your Used/New Sales Ratio
Digital Dealer - June 2018 - 21
Digital Dealer - June 2018 - The Law of Attraction
Digital Dealer - June 2018 - 23
Digital Dealer - June 2018 - How to Tailor the Brand Experience for the Decision Maker
Digital Dealer - June 2018 - 25
Digital Dealer - June 2018 - The Power of Internal Marketing!
Digital Dealer - June 2018 - 27
Digital Dealer - June 2018 - Andrew Walser Walser Automotive Group
Digital Dealer - June 2018 - 29
Digital Dealer - June 2018 - 30
Digital Dealer - June 2018 - 31
Digital Dealer - June 2018 - 32
Digital Dealer - June 2018 - 33
Digital Dealer - June 2018 - The Perfect Dealership: Mastering the Basics
Digital Dealer - June 2018 - 35
Digital Dealer - June 2018 - Wanna Hurt or Maim Someone? Use Their Vehicle!
Digital Dealer - June 2018 - 37
Digital Dealer - June 2018 - Fixed Ops BFF
Digital Dealer - June 2018 - 39
Digital Dealer - June 2018 - Broken Links Lead to Broken Relationships
Digital Dealer - June 2018 - 41
Digital Dealer - June 2018 - 5 Ways to Immediately Improve Your Social Media Strategy
Digital Dealer - June 2018 - 43
Digital Dealer - June 2018 - Don’t Be Shy – The Tough Questions You Should Be Asking Vendors
Digital Dealer - June 2018 - 45
Digital Dealer - June 2018 - 4 Ways F&I Managers Can Win Over the Sales Team
Digital Dealer - June 2018 - 47
Digital Dealer - June 2018 - The Consultative Approach to Selling
Digital Dealer - June 2018 - Cover3
Digital Dealer - June 2018 - Cover4
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