Confidence Classic: How To Approach Any Conversation To Ensure You Are HEARD with Sales Expert Glenn Lundy

0:00What you see in me exists in you. Otherwise, you wouldn't be able to see it. And it's just so true. Once we get to the frequency of our dreams, the things that we want to achieve, all of a sudden we start to see those opportunities that we never knew existed before. Before I was homeless in that whole season, I was at a certain frequency. And in my belief system, my world, I drew in shady characters like myself, dark situations all of the time. And it wasn't until I started to dial up that frequency that I was then able to climb into those spaces. You can't climb into them if you don't know where they are.

0:38Come on this journey with me. Each week when you join me, we are going to chase down our goals, overcome adversity, and set you up for a better tomorrow. That's in your seat. I'm ready for my close-up. Did you know I recently celebrated having created 450 episodes of this podcast? And we are still going strong. Thank you for listening. That is a lot of topics and amazing guests. So I thought I would put together a few of my listener favorites for the month of September as bonuses on Thursdays to help you catch up on what you may have missed so you can keep growing your confidence with these confidence classics.

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1:22I'm so excited for you to meet my friend today, someone I know in real life. We've got Glenn Lundy on the show, husband and a father to eight. You did not hear me wrong. Eight kids. He's the host of the wildly popular Breakfast with Champions Club on Clubhouse. He has 20 years of experience in the automotive industry. Glenn went from leading a dealership from 120 cars a month to becoming the second largest used car franchise in the country. He has the ability to help identify the areas for growth in your store, teach creative ways to invoke your dealership spirit. He's a sales expert with a background in sales and finance, which is so unique.

2:07He uses his skill sets to create growth as well as tapping into the mental side of human development. Glenn, thank you so much for being here today. Hey, thanks for having me. It truly is an honor and a pleasure to share this space and time with you. You're amazing. You're the best. Thank you so much. So we got to know each other during the global pandemic on Clubhouse and Glenn was kind enough to have me on his show. And then we were so lucky to, we forget because we live in this virtual world. One day you happen to be in Miami. You text me, wait, you live in Miami, don't you? And we got to connect, have dinner and catch up.

2:42And it was, it was so cool to hang out with you in real life. It was super, super fun. I really, really enjoyed that watching you run, doing your thing, running your businesses and mom and all at the same time. Right. Well, listen, you know a lot about being a parent, a lot more than me when you've got eight little ones that you have been raising. It's pretty incredible. Well, thank you. Yeah, we are blessed to have plenty. I can't take any credit. My wife is the she does it all. She allows me to travel around and have dinner with amazing superhumans like you while she's home and homeschools all the kids and takes care of all that stuff.

3:19So she gets all the credit. But yeah, it's an incredible gift. I always have someone to play with when I get home from my trips. Yeah, you are right, my friend. She is flipping amazing. But let's take it back before this amazing life. Because when you and I got the chance to sit down, you really got into your background. And I happen to think of myself as, you know, this comeback kid and people always look at me for this comeback story, you know, at 43, coming back from getting fired. But Glenn, your story is so much more of a comeback than that, overcoming so much. And if you can just get into a little bit of what that adversity was that you faced and some of the levers that you pulled to lift yourself out of it.

4:02Yeah, well, you know, I think we all have amazing stories, right, of overcoming adversity. And what you overcame is something that I might not have been able to, right? And what I overcame is something that maybe you weren't able to. You know what I mean? But it takes the same amount of strength to deal with the storms that come in our lives. And so I personally grew up in just a unique situation. I grew up, you know, lower middle class. We never went without, but there was never any extra. And my dad is black. My mom is white. And they got together right basically on the backside of, you know, when that stuff wasn't cool.

4:47It wasn't cool for black folks, white folks to be together. And they fought through that adversity to bring me into the world, which I'm so grateful for. But ultimately, they ended up getting divorced when I was 11 years old. And what was interesting, Heather, is my dad, when he got remarried, he married a black woman. And my mom, who is white, she got remarried. She married a white dude. And then my mom and her new husband moved into Greenlaw Garden Apartments at 2600 East 7th Avenue, Flagstaff, Arizona, apartment number 28. And then my dad and his wife got married. They moved into Greenlaw Garden Apartments at 2600 East 7th Avenue in Flagstaff, Arizona, apartment number 30, two doors down from my mom and her new husband.

5:38And what was really crazy is my dad's new wife, she had four kids already, right? They were all black kids, four black kids. Then my dad and her had two more together. So there was eight of us over in dad's house. And then there was just me and my sister over in mom's house. And every stereotype that you could think of, Heather, existed in these two houses. Like dad's house was the black house, right? Everybody played sports. There was sports on TV all the time. We listened to rap music, hip hop music, gospel. We had chitlins and collard greens and fried chicken and Kool-Aid. Like every stereotype you could think of existed in my dad's house.

6:20And then over in my mom's house, we had all the stereotypes you would associate with a white household. Like mom was a country singer. My stepdad loved rock and roll. They hung out at the little bowling alley, the little white trash bowling alley that everybody hung out at. It was crazy, right? My mom would be whistling show tunes and stuff. It was a real quiet house, right? And so I grew up in these two very different, culturally very different environments. And looking back, greatest experience of my life, because now I can see things from different perspectives, which I'm so thankful for, because I didn't grow up in just one culture.

6:56But at the time, it was really tough for me. Being a teenager, going through all of that stuff, trying to figure out who you are, trying to figure out your identity, all of those things, that's already challenging enough as a teenager. But being stuck in these two different cultures, I didn't know. My skin was too dark to be considered white, but it was too light to be considered black. So I didn't really know where I fit. And ultimately, I became a chameleon. and so whatever group I was with I'd become that because I didn't have my own identity right and so if I was hanging out with the cowboys I was a cowboy if I was hanging out with the gangsters I was a gangster if I was hanging out with the Mexicans I was I was a Mexican right this is dangerous this sounds so dangerous to me yeah and it really was because I just I didn't have any identity myself and so I was trying to find a fit and all of my relationships were very surface because I wasn't authentic or real.

7:50Like I was everybody's friend, but I didn't have any real deep like relationships, you know, everything was just kind of surface. And that's how I made my way into adulthood. And along the way would hang out with the wrong crowds and make a lot of poor decisions. And those types of things only last, you know, so long. And so it wasn't, it was just a matter of time, you know, before I was like in and out of jail, the drugs, the drinking, you know, all of those things and just burning every bridge that I could possibly burn, which led me to at one point I ended up moving out of the state. I had burned so many bridges.

8:29I moved out of Arizona. I landed in Southern California. I spent a little bit of time in Southern California before one day I woke up and had nowhere to go, had no money and no credit and ultimately I was homeless in the streets there and that season Heather was it was so difficult because what happens with homelessness is first you're first you're homeless right and then you start to feel hopeless because every day is the same nothing ever changes right like my day was literally I'd ride the buses overnight in San Diego they have 24-hour transit so I'd ride the bus overnight. Then they'd kick me off at six in the morning.

9:12And then I would go looking around for nickels, pennies, quarters, change, whatever I could find along the beaches. And then I would take that and I'd go get a sausage McMuffin with egg and an orange juice. Then I'd spend the rest of the day looking for nickels, dimes, and quarters so that I could get back on the bus at six the next morning. And I would just do it over and over and over again. And so homelessness became hopelessness. Hopelessness became a real deep depression. Deep depression became suicidal thoughts. Suicidal thoughts ultimately led to me attempting to take my own life. I tried to drown myself in the Pacific Ocean just outside of La Jolla, California.

9:47Luckily, I was unsuccessful at that, clearly. I would be here with you today. And it was in that moment when I was laying on the beach after just attempting to take my own life. I was laying on the beach and I heard, audibly, I heard these words. I heard, you take yourself wherever you go, which that's a phrase that an old mentor of mine used to tell me all the time. When I was 20 years old, he used to say, you take yourself wherever you go. And I never really knew what that meant. Like, what does that mean? And so I started to really think about it. And I realized, Heather, that I had been in different cities around different people, like all these different environments were always changing.

10:29The people around me, the locations around me, the activities around me, all of that was changing. But the result was always the same. It would always end up not good, right? Me not moving forward. And so I looked in that moment and I realized I'm the only constant. I'm the only thing that's consistently in all of these environments is it's me, right? And so that just opened up this door. Like I was like, oh, wow, wait a minute. I'm the catalyst of everything bad in my life. Everything that's ever gone wrong, I'm the catalyst for that. And being an inquisitive person, as soon as I had that thought, I immediately thought, well, wait a minute.

11:07If I'm the catalyst for everything bad in my life, does that mean I can be the catalyst for everything good? And so I started on this journey of self-discovery. I had to figure out what is this ability that we have to create our lives. Like, what is that? Where does that come from? Right. And anytime you want to figure out where something comes from, you have to kind of go to the source. So I started doing research on humans. I went to Orange County Church of Scientology. I started studying a lot about myself there. After about six months at the Orange County Church of Scientology, I learned so many things, but I realized that that wasn't the path for me.

11:50And so I left and I started studying Buddhism and Catholicism and Christianity. And ultimately for me, I was able to find my way to a spiritual understanding through Jesus and Christianity. And once I unlocked that, and I realized that we're not just mind and body, but we're mind, body, spirit, and it's the spirit element of ourselves that is connected universally that allows us to create good and bad things in our life, then since then, now it's been game on. I've just been learning as much wisdom as I can, stacking on as much as I can, developing this as much as I can, getting as in-tuned spiritually as humanly possible.

12:36And the rewards of that have been you know, tremendous. So that's kind of the story in a nutshell. You're so interesting. This is really new to me. I, you know, I grew up Catholic, but like probably many people, you know, we had to study parts of the Bible in Bible class or whatever, but it wasn't ever a calling to me. I wasn't going home and reading the Bible, right? I was like, you had to do it. You had to do it, check it off and move on. When I hear you talking right now, just recently in the past year for me, I was learning about manifestation. And then I I was learning, you know, like the movie, The Secret and all this.

13:10And then also I start seeing these messages on social media from the Bible. And the Bible is like, it's everything that I'm learning about now is derived from the Bible. And I, Glenn, it's crazy. And so when you're describing connecting to source and stuff, I'm beginning to understand what you mean. But it's so bizarre that it's taking me to my late 40s to start learning. All of this originates with the Bible and God and that source power that you're talking about. And that's really the bigger picture answer here is how can we connect back to that? It's amazing. That is amazing, isn't it? And, you know, it's crazy.

13:47They say, what is that quote? You know, when the student is ready, the teacher will appear. Yeah. Here. Right. And I think so many times in our lives, you know, we walk around with this mud over our eyes and we don't, we don't realize it. Right. And that mud wasn't placed there by us. We didn't put it there. But the environments that we grew up in, the people that we were around, the relationships that we had, you know, if you're not exposed, you don't know what you don't know. And it is very easy as human beings. It is very easy to end up in a silo. Right. We see this in social media like crazy.

14:24Right. Whatever you like, you're going to get more of. And that's why we have such great division right now in humanities, because everybody that believes, you know, vaccinations are the cure for the world, they're getting information that agrees with that. And so anybody that disagrees with that, it looks like an idiot. And then every person that doesn't believe vaccinations are the cure for the world, they're getting information that aligns with that. And they think anybody that does is an idiot. Right. And it's because we live in these silos and this has really shown that to be true. And so I know you're not beating yourself up, but I think that ultimately until that exposure comes and it usually comes third party, somebody's got to bring you to it.

15:08Somebody's got to say, hey, check this out, which I think this is why it's so important. The church will preach this, but maybe they do it in the right way. Maybe they don't. I'm not a big fan necessarily of church itself run by man. I'm a very spiritual person. But, you know, they're like, hey, you got to go share your story. You got to share your voice. You got to share your wisdom, right? Like they shout it from rooftops all the time. Whereas I think that that needs to be a standard practice for all of us, not just a religious practice. Like share your voice, share your story, share your wisdom, share your experiences, because you never know.

15:44you might just be wiping the mud off of somebody's eyes so they can start to see the greatness that exists inside of them. Right. And you can now start to help them get to that next level. So I love that you're on this journey now, though, because you've got so much to learn, girl. It's awesome.

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19:09It's so interesting. You make so many good points, you know, in regards to how divisive our world is and how people think only their way of thinking is the right way and we're supported in that and instead come from a place of curiosity. Well, when you just brought up this idea of everyone should be sharing their story, agree with you a hundred percent. However, what I typically hear from people and what I've experienced is when shame is an issue, right? You feel bad about where you've come from, bad about experiences, bad about life choices, or just fear, general fear of what are people going to think about me, insecurity, right?

19:42All of these things are the reasons why people don't move forward. How were you having such a challenging situation that you overcame, how did you overcome that fear, that shame, and that insecurity to own your voice? I think that for everyone, the situation's different, right? And the experience is different. And there's ways to share your story, share your voice, share all of those things without necessarily directly reflecting on you if you don't want it to, right? There's authors that write under different names. There's artists that perform under different names. Like these are, we see it over and over again.

20:20When you study success as much as I have, you'll see, you know, quite often that a lot of people bury who they were and stand out with who they are and they share that voice. And that might be the path for someone that really doesn't want, they want to help, but they don't necessarily want to be in the limelight. Not everybody's a spotlight person like me and you. Not everybody wants to go and get the eyebrows done and makeup and go stand on the stage. Right. And so I think everyone just really has to fall into the position that ultimately works for them. But for me, what I found is as my story came out, I got feedback loops that it was helping people.

21:04and I inertly like it's just in my nature I want to serve and I want to help people I'm very empathic right I I absorb people's emotions and energy so I want people to smile and I want to bring them joy and so for me as I started to creep into just sharing pieces of my story that I was comfortable with I started getting feedback from people saying oh that was that was inspiring for me or me too, right? Me too is the greatest two words you can ever hear on the good side. Matthew McConaughey talks about it in his book, Green Lights, how he walked around with a monk for four hours and poured out all of his, everything on his heart.

21:43And the monk never said a word, right? And then when they got back to the place after walking for four hours, the monk just leaned in and said, me too. And just knowing that other people are going through things can be really comforting right so for me it was a little bit of the story a little bit of the story a little bit of the story then I started hearing the me too me too me too me too this is helping this is inspiring and that led me to go deeper and deeper and deeper and deeper and I gotta tell you Heather once you get it all out there like it's so freeing man like it's just so freeing and people can choose to like me not like me whatever last time I checked I don't even know if they know anymore because it's grown so fast.

22:27There's like 14 billion people out there. And so unless you piss off 13 ,999 ,999 people, you're never going to walk around this earth alone. That's the way I look at it. I think Putin's the only one that's able to do that. So we're probably in a good situation. So, you know, here's the thing. And I appreciate you sharing the personal development side of it, but I'm also super interested in business. And I'm also very open to understanding all this does come in and affect business ultimately, which I'm just learning now, as I mentioned to you, how did this way of thinking affect you coming from literally ground zero, nothing to making it huge in automotive?

23:07How did that way of thinking impact business for you? Yeah. So I went into a small dealership. So my now wife, she wasn't my wife at the time, but she got pregnant with my second child, her and I's first child, but my second child. And when she got pregnant at the time, I was running a free poker league here in Kentucky. Right. So I was in bars and restaurants till like four in the morning, every single night, all over the place and having a blast and making good money and doing all of those things. But it wasn't a healthy lifestyle whatsoever. And met my wife, she got pregnant. And ultimately, she told me I had to go get a real job.

23:44Like I had to be a big boy. I couldn't be out till four in the morning playing poker games. And so I decided that we would move to close to her parents so her mom could help with the baby. And I would go back into the auto industry. Now, I had done a season in the auto industry before. And that season for me was one where I moved up. I went through multiple promotions, but my company never grew around me. I was the only thing that really grew, but the company's numbers never really went anywhere and it was a very toxic environment but it was really all I knew was sales when selling cars it's all I'd done you know I dropped out of college to go go do that and so I knew I was going to get back in the industry but I couldn't let the industry destroy me instead with my newfound wisdom and knowledge I knew that I could be the catalyst of change for a dealership, that I could make an impact on the industry versus the industry making an impact on me.

24:46And so the mindset that I went in with, I went to a small store in a tiny town on population 9 ,600 people. And I got to tell you, Heather, here comes this brown guy in a suit out here in the backwoods in the country. And they're all wearing like car hearts and flannels and smoking cigarettes in the showroom and doing all of these things. and I went in and I just had this mindset that, hey, I've got to get into a position of power and influence because if I can get into a position of power and influence, I can start to really create change and not for me, but for all of these people that are in this building, I can make an impact in their life, right?

25:24I want to help. I want to serve those types of things. And so I took all of the wisdom and knowledge that I'd been learning and started to apply it really with a people focus. So instead of most people build their businesses, they say, okay, I need money. I want profits, right? So I'm going to go make money. Then at some point they say, well, I could make more money if I had more customers, right? So they start going for more customers. Then at some point they go, oh, I could get more customers if I had more people, right? So it's normally money first, customer second, people third. That's normally the model for when we start our own businesses.