The Theory of Five: Unlocking Your Full Potential with Chris Saraceno
The central premise of this dialogue revolves around the profound impact of personal development and the importance of nurturing authentic relationships. We engage deeply with Chris Saraceno, who shares invaluable insights from his extensive experience in the automotive industry, emphasizing that true success stems not merely from professional achievements, but from the internal fortitude and values cultivated within oneself.
Throughout our conversation, we explore the significance of genuine connections and how they serve as the foundation for both personal and professional growth. Saraceno further elucidates his "Theory of Five," which encapsulates key areas vital for achieving fulfillment and prosperity in life. This episode is an earnest exploration of how dedicated effort, a commitment to personal evolution, and the fostering of meaningful relationships can lead to a more impactful existence. The conversation unfolds with a profound exploration of personal growth and the intrinsic qualities that define successful individuals.
Emphasizing the importance of building not only external achievements but also internal fortitude, we delve into the philosophy of self-improvement. The guest, Chris Saracino, exemplifies the essence of determination and resilience, sharing anecdotes from his extensive career in the automotive industry. Throughout the discussion, we highlight the significance of mentorship and the impact of genuine human connections.
Chris's journey, marked by challenges and triumphs, serves as a testament to the power of perseverance and the necessity of nurturing one's character before conquering external endeavors. He articulates the notion that true success is not merely about financial gain or accolades but rather about the legacy one leaves through their interactions and contributions to society.
Takeaways:
- The podcast emphasizes the importance of personal growth and the pursuit of becoming a better version of oneself every day.
- Listeners are encouraged to seek out mentors and listen to their advice to achieve personal and professional success.
- The conversation highlights the significance of family values and the impact of choosing the right life partner on one's success.
- The Theory of Five introduces five essential categories for a fulfilling life: spirituality, relationships, financial understanding, family, and health.
- Chris Saracino shares his belief that one should dedicate themselves to personal development and support others in their growth journey.
- The hosts discuss the unique challenges and dynamics within the automotive industry, emphasizing the need for adaptability and a strong work ethic.
Links referenced in this episode:
- theoryof5.com
- Gift Code: TO5Gift
Companies mentioned in this episode:
- Kelly Automotive Group
- AutoNation
- CarMax
- Munganast
- Toyota
- Lexus
- Ford
- Stellantis
- Dorney Park
- WWE
Transcript
This is Adam Marburger.
Speaker A:And this is humans that build real conversations with real people.
Speaker A:Not just about what they've built in the world, but what had to be built inside them first.
Speaker A:No hype, no shortcuts.
Speaker A:Just humans doing the work.
Speaker A:Humans that build.
Speaker A:Real people.
Speaker A:Real work.
Speaker A:Welcome to another episode of Humans that Build.
Speaker A:This show is designed to help individuals become better versions of themselves today than they were yesterday for a more promising tomorrow.
Speaker A:See, I love sharing stories from superhumans so we can make an impact because that's really what it's about.
Speaker A:And today I have a friend.
Speaker A:I don't have a guest.
Speaker A:I've got a friend, a mentor, somebody that I've known for quite some time now, an individual that I've actually reached out to for help and he was more than willing to raise his hand and do so.
Speaker A:This individual is very accomplished.
Speaker A:This individual is a servant, leading man, and I'm honored and privileged just to chat it up.
Speaker A:Welcome, Mr. Chris Saracino, to Humans that Build.
Speaker B:Well, my pleasure.
Speaker B:And the feelings are mutual because I talk about you behind the scenes many times and you don't know how much I brag about what you've accomplished in such a short period of time.
Speaker B:And I mean, just since I met you over the last decade or so, how you've just exploded.
Speaker B:And I know there was a foundation before that.
Speaker A:Yes.
Speaker A:Yeah.
Speaker A:Well, I do appreciate that.
Speaker A:So I'm excited, like we talked off air.
Speaker A:I'm really excited because every time you, you know, you and I, we have the honor and privilege to share the CBT stage.
Speaker A:We do a lot of automotive talk.
Speaker A:Yeah, we're going to talk some automotive, but this is all things impact, life, family, business.
Speaker A:You're going to give nuggets to my followers that they'll be able to use in real time and make an impact.
Speaker A:So that's what I'm excited.
Speaker A:So where are you?
Speaker A:I want to know where are you right now?
Speaker A:Are we in Florida?
Speaker A:Are we up in Pennsylvania?
Speaker B: ey started in the industry in: Speaker B:They will soon be in a few years, a 100 year car company.
Speaker B:And we had this dealership for over 50 years and we're very proud.
Speaker B:We tell people when customers come in, we let them know we are the second oldest family owned business in Brevard county and the oldest family owned dealership in Brevard County.
Speaker A:That's phenomenal.
Speaker A:I mean, just 100 years.
Speaker A:I mean, my goodness, I mean, it takes a lot to keep that going.
Speaker A:I mean, here you've seen it all the time, right?
Speaker A:And we'll talk automotive, we'll get started here.
Speaker A:But you see it all the time where you've got a lot of times that first generation was the grit, the grind, they built it.
Speaker A:And then the second generation sometimes comes in and screws it up and then the third generation puts it out of business.
Speaker A:I mean, you've seen that happen, you.
Speaker B:Know, so it's very rare where we have.
Speaker B:And I've seen that happen often because normally in this business it's family owned.
Speaker B:Other than the last couple decades, that's when you had the publicly owned companies coming in and private equity money coming in, really since AutoNation and CarMax came in.
Speaker B:Then all sudden it started to change.
Speaker B: ry than it was when I started: Speaker B:It's a much different industry since the public companies came in and private equity.
Speaker A:Came in and it's continuing to rapidly change.
Speaker A:I was talking to a gentleman yesterday, you know, talking AI and automations and you know, margin compression is something we're constantly talking about.
Speaker A:And these conglomerates, you know, I mean, this consolidation, I mean these big boys aren't slowing down.
Speaker A:I mean it's a different world.
Speaker A:I mean, I try to put a 10 year lens on, you know, just thinking after my business, what's it look like in 10 years?
Speaker A:And I don't have the answer.
Speaker A:All I do know is I'm not like scared, but I'm a little nervous, you know, a little nervous.
Speaker B:I think a little positive pressure to perform and pressure on yourself, that's good, you want that at all times.
Speaker B:And the unknown, realizing you have to have an open mind, look at what's happening out there.
Speaker B:But I do know this.
Speaker B:I had a young gentleman tell me the other day, he was asking me about, you know, these bigger companies that are coming in that have private equity or public owned companies.
Speaker B:I said they have a different model than we do because their revenue is based on their stock and growing their stock.
Speaker B:And the more revenue they have and the more they buy, their stock keeps growing.
Speaker B:I said, we are a family owned business, it's got to be profitable.
Speaker B:We have to be profitable in order to take care of our team members, in order to take care of the business, the buildings.
Speaker B:I said, but the private equity and some of these publicly owned companies, they're growing their stock and revenue and buying, they buy a store that has $40 million in revenue, it Just shows that much more revenue on the market.
Speaker B:So different playing field.
Speaker A:Different playing field.
Speaker A:And profit is, you know, you.
Speaker A:Profit's a beautiful word.
Speaker A:It's not a bad word.
Speaker A:I mean, I know years ago, you know, we would be, I don't want to say apprehensive, but somewhat apprehensive to talk about being profitable.
Speaker A:Like I remember being on the show floor 15 years ago telling customers, hey, you know, we're not making anything on this deal.
Speaker A:We're net netting this deal out.
Speaker A:They never believe this anyway, right?
Speaker A:Customers don't believe that anyway.
Speaker A:And if you're honest with your, your customers say, hey, listen, we're making a fair profit, you're getting a fair deal.
Speaker A:Because I think what everybody truly wants anyway, Chris, I want your opinion on this because maybe you don't agree.
Speaker A:I think in the sales environment, I don't care if you're buying a house, a car, a boat, you know, you're buying some tools, whatever that thing is.
Speaker A:I believe that human beings just want a fair deal.
Speaker A:I mean, there's a certain part of the market.
Speaker A:I was talking with Jonathan Dawson.
Speaker A:There's some psychology behind this.
Speaker A:There are certain people that feel they need a win, like they want their cake and a cupcake too, right?
Speaker A:There's those type of people.
Speaker A:I think that's a smaller number.
Speaker A:And there are certain people that just want to fight because it's in their DNA.
Speaker A:They want to grind you.
Speaker A:They want to grind you.
Speaker A:And it's just, I think that's a small number though.
Speaker A:I think the majority of human beings just want a fair deal.
Speaker A:They want everyone to win.
Speaker A:What are your thoughts on that?
Speaker B:Well, I was talking the other day in a sales meeting.
Speaker B:I said, listen, the brighter the person, the more information you give them, they appreciate it.
Speaker B:It's the person that's unconsciously incompetent that just automatically thinks no matter what you give them that they're taking advantage of.
Speaker B:But everything comes down to supply and demand.
Speaker B:That that's really every business comes down to supply and demand.
Speaker B:If we have a commodity like I just look at a used car, could be like a bottle of water, that's it.
Speaker B:And if it's one of 50 in a 40 mile radius, just get rid of it.
Speaker B:If you make 100 bucks, 200 bucks, and you get a little bit of F and I money and you turn a unit and then we get some service business, it moves.
Speaker B:But if you have something that's special and it's one out of a hundred in a thousand mile radius, I Can look at any customer and say, you can't find this.
Speaker B:You know you can't find it.
Speaker B:You know you can't find it.
Speaker B:You looked online and I mean we, we sometimes have a new Ford that comes in.
Speaker B:You get one a year.
Speaker B:And I have a friend that bought a Ford, paid $10,000 over MSRP.
Speaker A:Yeah.
Speaker B:Three years later he sold it for $50,000 more.
Speaker B:So he knew he was getting an investment and he knew $10,000 over MSRP was a good deal because it was supply and demand.
Speaker B:Demand high, supply low.
Speaker B:So if, if we always remember that everything we do should be based on supply and demand.
Speaker B:And sometimes people look at it and go, well, I paid this for it, therefore I have to make that.
Speaker B:Well, maybe you paid too much.
Speaker B:Why should the customer be penalized because you made a bad mistake?
Speaker B:Yeah, you know what?
Speaker B:You take a loss and you move on.
Speaker B:So I show many invoices where we had losses and we've made a mistake or we put too much into the car.
Speaker B:We didn't realize there was something wrong with that used car.
Speaker B:And we haven't spent $2,500 on it.
Speaker B:We go, okay, well, the first loss is your best loss.
Speaker A:Amen to that.
Speaker A:So before I get into your car history, I want to know what kind of a buyer you are.
Speaker A:So I'm going to kind of throw a little curveball.
Speaker A:I'll tell you, I'll tell you a little bit how I buy things.
Speaker A:So I am a complete lay down.
Speaker A:I, I am the, I'm the perfect customer for everyone.
Speaker A:Like if, whether I'm buying a pool from the pool builder.
Speaker A:Very, very little negotiating if I see value in things I just bought.
Speaker A:There's a, there's, there's a really fantastic dealer group in the St. Louis market.
Speaker A:You may have heard of them.
Speaker A:The Munganast automobile.
Speaker B:I've heard of that.
Speaker A:I started my career with them.
Speaker A:I started my career selling Toyotas and I buy my Toyota trucks from Gordon at the Alton Toyota location.
Speaker A:And I do drive a Lexus as my everyday driver.
Speaker A:Actually bought Ray Mung and Ass's demo.
Speaker A:He talked me into that, which he gave me a wonderful deal.
Speaker A:But regardless, I'm a lay down.
Speaker A:Like, I don't want discounts.
Speaker A:I go into the F and I office and Kris, you know what I do for a living?
Speaker A:I've got 12 admin companies.
Speaker A:I can buy my own warranty at cost with no profit.
Speaker A:But I go into the dealer and I say, no, make all the money.
Speaker A:I don't want a discount.
Speaker A:And I want all the products.
Speaker A:That's just how I am.
Speaker A:And it's just how I'm hard.
Speaker A:I'm curious.
Speaker A:How are you, Chris?
Speaker A:I got to know, what kind of a buyer are you?
Speaker B:My wife tells me I am in most cases a lay down, but depending on the item, a bigger ticket item, like if we're getting work done at the house and it's a substantial investment, I typically get three bids.
Speaker B:And this is what I was taught from Mr. Kelly, who just passed a few months ago.
Speaker B:He taught me to get three bids.
Speaker B:And you look at it, but you don't get the lowest.
Speaker B:You don't take the lowest price.
Speaker B:You just feel which one's the best value.
Speaker B:And much, many of the times I will look at it and say, hey, I got three bids.
Speaker B:Here's the lowest.
Speaker B:I would talk to the person I liked best and I had the best feel for and let them know if you can match that or come close, I'd go with you.
Speaker B:And sometimes they say no.
Speaker B:And I still go with that person because I just feel it's a better individual to work with.
Speaker B:But I get the bids on big ticket items.
Speaker A:I've been doing that.
Speaker A:So I've been.
Speaker A:Donnelle Delgado has eliminated the word struggle out of my vocabulary.
Speaker A:She yells at me when I use that word.
Speaker A:So I use the word challenge.
Speaker A:So I've been challenged at my martial arts account out of me.
Speaker A:Because it's one of the.
Speaker A:Have you seen the movie with Tom Hanks, the Money Pit, or.
Speaker A:They keep saying two weeks.
Speaker A:Yeah.
Speaker A:So that's kind of like what's happened at my gym.
Speaker A:Now it's fixed.
Speaker A:It's just like this one thing after another.
Speaker A:And it's this roof thing and it's this water issue.
Speaker A:And we got five bids on the roof.
Speaker A:And then we finally found the right person.
Speaker A:And we didn't go with the cheapest bid.
Speaker A:We went with the individual we felt cared the most, was the most professional, was the most responsive, and he was a little bit more.
Speaker A:And I decided not to ask him to match to their bid.
Speaker A:I felt I saw the value in this individual.
Speaker A:I was like, I would rather you make more because you were so fast to respond.
Speaker A:You.
Speaker A:You put me on.
Speaker A:You put me on priority because we had an active leak.
Speaker A:So they, they skipped other jobs and put their.
Speaker A:They fixed our roof.
Speaker A:No more water, Chris.
Speaker A:In my gym, praise God, there's no more water when you walk into my martial arts academy, dripping right when you walk in skylights.
Speaker B:But I.
Speaker B:But if they don't Match it up, I'll flex.
Speaker B:I always will ask.
Speaker B:I figure, what's the worst that can happen is they say no, but if they don't, I'm like, okay, you know what I get?
Speaker B:I feel like that is the best person.
Speaker A:So we're car salesmen and let's.
Speaker A:And that's we have superpowers because that I know here you do a lot of things.
Speaker A:Kris, let's talk about your path into the automotive industry, because I'm confident.
Speaker A:You know in third grade when your teacher made you raise your hand and ask you what you wanted to be when you grow up?
Speaker A:I'm not sure that you said, I want to own a car dealership.
Speaker A:Maybe I'm wrong, but I don't think that was the case.
Speaker A:So take us through your path out of high school college, into your career path and lead us through that journey, if you don't mind.
Speaker A:Chris.
Speaker B:Well, I wanted to be a veterinarian most of my junior high and high school career.
Speaker B:And then I realized that I love animals, but I really don't want to operate on them.
Speaker B:And then I thought, you know what?
Speaker B:I really like teaching and coaching.
Speaker B:And I went to school originally when I first started my first year and a half, I wanted to be a teacher.
Speaker B:Wrestling coach, phys ed teacher.
Speaker B:That was what I thought I would end up being, a coach.
Speaker B:And I think a year and a half into it, they were saying, hey, getting teaching jobs back in the mid-80s, early-80s was very challenging.
Speaker B:And I just switched it to a business major.
Speaker B:And I remember my first offer out of college was at an ad agency, I don't remember the name in Philadelphia.
Speaker B:And I was in the gym talking about how I don't want to drive to Philly every day, which was like an 45 minutes to an hour from my house.
Speaker B:And somebody said, you should sell cars.
Speaker B:And I said, I know nothing about cars.
Speaker B:I remember the guy goes, you know people and everybody here knows you and you help everybody.
Speaker B:You would be really good at this.
Speaker B:And I thought, I'll do that.
Speaker B:I went in for the interview, didn't even know how to tie a tie.
Speaker B:I had a clip on tie when I went in and I started and I realized there's a lot of lazy people here.
Speaker B:You know, when I started, you had pretty much everybody smoked.
Speaker B:They all went out after work to drink and hang out.
Speaker B:And you know, I was getting up at 4:30 in the morning, working out, coming in, had an air purifier near me so I didn't smell the smoke.
Speaker B:And I Thought, this is really easy.
Speaker B:This is easy to dominate.
Speaker B:If you just treat people like family and you care about them.
Speaker B:And we didn't have any formal sales training back then.
Speaker B:You just.
Speaker B:I think I was there a half hour and they said, go talk to that customer.
Speaker B:I went out, talked to them and.
Speaker B:But here's what I did remember.
Speaker B:I remember saying to myself, I'm going to treat everybody like my best friend or relative.
Speaker B:I'm going to talk to them like they're my best friend or relative.
Speaker B:And my line to come to an agreement that I still use today is I would say, adam, I know you and I just met, but I promised myself when I first started here that I would treat everybody like my best friend and relative.
Speaker B:And I know we just met today, but if you were my best friend, my brother, I would tell you, buy this car.
Speaker B:It's a really good car.
Speaker B:I know all about it.
Speaker B:And I would tell them.
Speaker B:I drove every used car that came in.
Speaker B:When we traded a used car, I drove it.
Speaker B:I talked to the technician that worked on it.
Speaker B:I drove it with the technician.
Speaker B:So I always knew everything about every used car that we had traded in.
Speaker B:And that was like my special.
Speaker A:I'll tell you that, though.
Speaker A:So did you do that on your own Accord, or did you have a mentor or somebody that kind of gave you that advice to do that, or did you do that on your own?
Speaker B:Now, I had a gentleman that was a dealer, his name was Harvey Ritter, he was in his 80s, and he told me, you should know every used car and you should get to know the technician.
Speaker B:And we had a technician by the name of Joe Paul.
Speaker B:And I believed, I think the toughest sale that anybody ever has in their life is selling themselves.
Speaker B:I believe Joe Paul in my mind, if someone would have asked me, I believe he was the best technician in the world.
Speaker B:So he would pull up to the used car building, beep his horn, you know, because I would run out and he'd walk me through and say, here's what I did.
Speaker B:See, I think he liked the fact that I really wanted to know what happened, and he would tell me all about it.
Speaker B:So I would take notes, make notes on what they did to it.
Speaker B:So whenever anyone came in, I would say, let me tell you about this car.
Speaker B:I would tell him, here's what Joe Paul did.
Speaker B:Joe Paul's a great technician.
Speaker B:I set up their first service appointment.
Speaker B:So it was pretty easy.
Speaker B:I mean, it was easy to dominate in sales because most people came to work and they didn't work.
Speaker B:And My background when I was in college was I did telemarketing.
Speaker B:So making phone calls in the early 80s and calling people was.
Speaker B:In fact, I taught telemarketing.
Speaker B:By my junior and senior year, when I was working part time, I was teaching people how to do telemarketing.
Speaker B:So it was natural for me to do this, and it was natural for me to take care of people.
Speaker B:And fortunately, my family was sort of well known.
Speaker B:I did well in sports, and my brothers did well, and my family had a good reputation.
Speaker B:So.
Speaker B:And I think I. I don't know if I ever told.
Speaker B:I was on a.
Speaker B:Years ago, I was on a calendar,.
Speaker A:You know, you never told me that in the 80s.
Speaker B:Anyway, I think it was on David Letterman.
Speaker B:They showed it and it was on, you know, the Philadelphia News.
Speaker B:And it was for.
Speaker B:It was for a charity.
Speaker B:And every calendar went to Cystic Fibrosis.
Speaker A:Were you a swimsuit model or what kind of calendar was this, Chris?
Speaker B:I was sort of one of the.
Speaker B:It wasn't swimsuit, but it was sort of that type of.
Speaker A:Yeah.
Speaker B: Back in: Speaker B:So it was like a natural, you know, for me to do this.
Speaker B:And that's awesome.
Speaker A:Yeah.
Speaker A:I didn't know that.
Speaker A:You know, it's crazy how when you tell your story about the setting of your dealership, kind of reminds me of the setting of our dealership, you know, because back in the late 90s, and I'm, you know, you're 10 years old than me, but, like, back in the late 90s, like, people would still smoke on the showroom.
Speaker A:Like.
Speaker A:Like that was the thing.
Speaker A:And the whole staff would go out after work, and 75% of the staff would show up barely on time, and then smoke breaks every 15 minutes and coffee breaks.
Speaker A:And I'm like, I'm that guy.
Speaker A:Because back then, you.
Speaker A:You know what the up bus is, right?
Speaker A:The up bus actually used to show up to the dealership.
Speaker A:So I would be on point, just waiting.
Speaker A:I would be looking and looking, and I would go get a custom, you know, and our.
Speaker B:Our dealership.
Speaker B:Our first dealer.
Speaker B:I only work, first of all, I've only worked for two families, and they were both wonderful people.
Speaker B:So I never really was involved in the bad part of the business.
Speaker B:All the bad things you hear.
Speaker B:I had two wonderful families that were, you know, actively involved and supportive of me, and I knew all the family members and got involved with all the family members.
Speaker B:But I remember I had everybody go to the general manager at the first dealership, and they didn't think it was fair because they said, he doesn't ever take off, and he's here every day.
Speaker B:And we had an up system.
Speaker B:So I would trade it and say, hey, Adam, do you want to take my day off and I'll work for you, or do you want to.
Speaker B:I'll work your night shift if you want, but I have your up system.
Speaker B:They all went to the general manager and told them, we can't beat Chris because he's always here.
Speaker B:He came to me and said, you could come in and take their shift, but you cannot take it up.
Speaker B:If you do that, you have to have an appointment.
Speaker B:And I went to the owners, and the owners overrode the.
Speaker B:Which I didn't know I was not politically correct at that point.
Speaker B:I went to the owners and told them, and they said, no, no, no.
Speaker B:They told the gm, no, you're not doing that.
Speaker B:If he wants to come in and take their shift, we're not stopping them.
Speaker A:Yeah, Well, I love that initiative, too, though, because, you know, I'm not going to say I don't see that as much in the younger generation.
Speaker A:The younger generation is just different.
Speaker A:They're motivated differently.
Speaker A:The younger generation is motivated on feeling heard.
Speaker A:Time off is important, but what you just explained is that's grit.
Speaker A:I mean, you were there to make money.
Speaker A:You weren't there.
Speaker A:You didn't sound like you were there to make friends with your fellows.
Speaker A:You wanted to make money.
Speaker A:I mean, working every day is how you make money.
Speaker B:I took three days off in five years.
Speaker A:Yeah.
Speaker B:And in five years of selling, I only took three days off Sundays.
Speaker B:We have a law in Pennsylvania that you are closed.
Speaker B:I went in every Sunday not to sell.
Speaker B:I went in every Sunday in casual clothing.
Speaker B:Acted like I was walking a lot.
Speaker B:And then when I saw customers, I would hand out my card on every car on a Sunday, and then I would come in at night and take them all off until all the sales consultants got mad that I was coming in on Sunday and put my flyers on every one of our cars.
Speaker A:Hey, those.
Speaker A:Those that do more, get more.
Speaker A:So let's transition.
Speaker A:So you crush it in sales then, Kind of.
Speaker A:What was that next level up for you?
Speaker B:I never wanted to be in management.
Speaker B:It just so happened that two of my friends went to the Kelly Automotive Group and became managers.
Speaker B:And they were telling Greg Kelly, you got to get this guy Saraceno, you know, at our other dealership, to come here and work.
Speaker B:And for one year, my two buddies, who I'm still friends with today, Greg Kelly, and my wife at the time, all Were saying, you need to go to the bigger dealership, the Kelly Group.
Speaker B:And I really didn't want to.
Speaker B:And actually, Greg Kelly made a comment to me that really got me upset, and I wanted to prove him wrong.
Speaker B:His comment was, I think you're a big fish in a little pond and you're afraid to come with the big boys and play, and you don't think you could compete.
Speaker B:And I think that's why you don't want to come.
Speaker B:That was like, after my third time of meeting with him, and I remember I couldn't even sleep that night thinking, I'll show him that I could come over there.
Speaker B:And I started.
Speaker B:And I think within 18 months, I was running their Saturn store and their GM.
Speaker B:And, you know, Greg and I worked together then, I think, since we were 28 years old.
Speaker B:And Greg just turned 65.
Speaker B:I'm 64.
Speaker B:So we've been together since then and have.
Speaker B:And.
Speaker B:And have worked together.
Speaker B:And that is brother Tim.
Speaker B:He was in college, came to work with me.
Speaker B:I think he always says I was his first, you know, his first boss for GM that he worked for.
Speaker B:And so we've.
Speaker B: you know, since really since: Speaker A:I.
Speaker A:When you tell that story, it reminds me very vividly.
Speaker A:So I only worked for a couple dealer groups.
Speaker A:I started out with Dave Munganas.
Speaker A:What a wonderful family.
Speaker A:I was too young to get in.
Speaker A:Here's the thing with me.
Speaker A:And I don't know if I ever told you how I got into finance or why, but I love selling cars.
Speaker A:But in St. Louis, it gets really hot in the summer and it gets really cold in the winter.
Speaker A:And our sales managers, if we were slow, they just make you move cars for the sake of moving cars around.
Speaker A:Like, it was just.
Speaker A:I didn't like that.
Speaker A:And so I would always hide out in the finance manager's offices.
Speaker A:They were always dressed in suits and ties.
Speaker A:And I was in there just learning and learning and learning about finance.
Speaker A:And the one finance manager wouldn't give me any information, but Paul, Paul would.
Speaker A:Paul likes like, dude, you can do this.
Speaker A:So I went to the GM and I said, hey, I want to be next in line for finance.
Speaker A:He goes, you're 21, Adam.
Speaker A:He goes, you're way too young.
Speaker A:I go, I think I can do this.
Speaker A:He said, it's going to be several years.
Speaker A:So an opportunity right down the road at a competitor at a Nissan store, Auto centers, Nissan, where I spent the majority of my career they told me, if you come in here and you lead the board for six months, you get an F. And I.
Speaker A:So I led the board for five months.
Speaker A:And then on the six month, I tied with this other guy.
Speaker A:And here's what happened.
Speaker A:So they didn't give me the shot.
Speaker A:I went out full disclosure.
Speaker A:So for those hearing this, don't judge me.
Speaker A:Kris, I don't want you to judge me either.
Speaker A:I don't think you will.
Speaker A:But, you know, in your early 20s, you do stupid things.
Speaker A:I went out on a Friday night, okay?
Speaker A:Got to be at work Saturday morning.
Speaker A:I went out on a Friday night.
Speaker A:I stayed out a little too late.
Speaker A:I was not perfectly ready to be at work the next morning.
Speaker A:So my gm, John, he pulls me to his office.
Speaker A:He says, hey, listen, today was your day.
Speaker A:I go, what do you mean?
Speaker A:I was promoting you today.
Speaker A:Awesome.
Speaker A:He goes, now you're going home.
Speaker A:Get the hell out of here.
Speaker A:You're done.
Speaker A:So he made me go home.
Speaker A:I stewed all weekend.
Speaker A:So depressed, he called me Sunday.
Speaker A:He's like, be here Monday morning.
Speaker A:He goes, adam, I'm not going to promote you yet.
Speaker A:You need to grow up a little bit.
Speaker A:The next Saturday, we had two F and I guys.
Speaker A:One was on vacation.
Speaker A:So there was only one F and I person.
Speaker A:This fi person was an absolute.
Speaker A:I don't want to say anything out of bounds, but he was just looney tunes.
Speaker A:He's the finance guy, Chris, who would take a deal that was missing an insurance card and would throw it on the showroom floor.
Speaker A:Well, I'm sitting in front of my sales manager, and he comes runs in because something went right in the deal.
Speaker A:He threw the deal at the gm.
Speaker A:Do you remember those old Nokia phones that were big that you could be okay?
Speaker A:So he throws his phone at the dealer.
Speaker A:And he was a partner.
Speaker A:He was a dealer gm, and he ducked.
Speaker A:And he goes, f you.
Speaker A:I quit.
Speaker A:And so I'm sitting in front of my boss.
Speaker A:I go, well, Tim's on vacation.
Speaker A:We don't have a finance manager.
Speaker A:So who's going to do finance?
Speaker A:So that's how I got into finance.
Speaker A:So I went back.
Speaker A:I don't know if I do that.
Speaker A:And I had to just figure it out.
Speaker A:But to come to close the lay in the plane on the statement how Mr. Kelly told you to come play with the big boys instead of playing small.
Speaker A:I had left that dealership for a short period of time because one of the most charismatic car dealers in the world is a guy by the name of Craig Suntrup.
Speaker A:Suntrup Automotive is a big dealer group in St. Louis.
Speaker A:I had a disagreement with my owner, and Craig calls me, goes, hey, you're playing in the minors.
Speaker A:And he called me cousin.
Speaker A:He goes, cousin, you're playing in the minors.
Speaker A:You deserve to be in the majors.
Speaker A:What are you doing?
Speaker A:And so that's where I went to that dealer group for 18 months.
Speaker A:But it's amazing.
Speaker A:I've only been with a couple dealer groups and I challenge, like, for anybody listening, that's.
Speaker A:In automotive, your best bet is to find a wonderful group with a great culture and never leave it.
Speaker A:Never leave it, right?
Speaker A:You know, people that have made great careers, even as salespeople.
Speaker A:I mean, look at Frank Crenitti down the road from you.
Speaker A:You know, stay in one place.
Speaker B:You know, find a good group that matches your values.
Speaker B:Understand that it's not going to be perfect.
Speaker B:No different than a marriage, you know, different than your family or your parents.
Speaker B:You know, there's no perfect.
Speaker B:But if you have overall good values and you choose your battles wisely and their values are in alignment with yours, you got to choose your battles wisely and not jump.
Speaker B:Because I've made that statement to many people that they could.
Speaker B:That they have the emotional intelligence of a child and they get upset right away and they want to jump.
Speaker B:And I'm like, is that what you would do in your relationship?
Speaker B:Is that how you would coach your children if they were married?
Speaker B:That, hey, just leave, just quit?
Speaker B:Come on, you got to be a grown up.
Speaker A:Amen to that.
Speaker A:And we've got.
Speaker A:I have so many things I want to talk to you about, Chris.
Speaker A:So before we move on, I do want to kind of round out automotive.
Speaker A:Tell me a little bit about what are you doing now for Kelly.
Speaker A:What are you working on?
Speaker A:What's kind of new?
Speaker A:Develop what's new?
Speaker A:Just kind of, kind of share with me what's going on at Kelly right now.
Speaker B:Well, I think I share with you that we've had a challenge in our Emea stores over the past few years, and we got two people that have worked with us that we promoted.
Speaker B:One gentleman worked with us for 21 years and was our top F and I guy and raised his hand and said, you know what?
Speaker B:I really would like to grow and become a general manager and be a partner, because we're at the stage right now that we're looking for partners at every store.
Speaker B:And then we have another young gentleman that worked with us as a used car manager at a Toyota store now at our Stellantis store.
Speaker B:So we're grooming them to become general managers and hopefully someday they become a partner in the next two years and buy in.
Speaker B:Same thing down here at Kelly Ford.
Speaker B:We're now grooming somebody to be the general manager and hopefully someday buy in.
Speaker B:And our point of view then is we're probably never going to be a group where we have 20 stores, 30 stores, but right now we have eight.
Speaker B: every year, really going from: Speaker B: sort of our plan is starting: Speaker B:We got our GM partners and now let's look to acquire.
Speaker A:I love it.
Speaker A:I love it.
Speaker A:Now, the one thing I love about you, Chris, in our entire industry, you're one of the most, a, charismatic, but b, one of those.
Speaker A:I don't know if I want to use the word addicted, but proficient addicted to personal development.
Speaker A:When I think of personal growth, I think of you first.
Speaker A:And we'll talk a little bit about your book, Theory of Five.
Speaker A:For those that have never read the book or heard about the book, you can get it on Amazon.
Speaker A:Theory of Five.
Speaker A:When I read that book, and that's what compelled me to reach out to you.
Speaker A:Like, I knew you, we were friends online.
Speaker A:We never hung out at this point.
Speaker A:But after reading your book, your story had some similarities to my story.
Speaker A:Your past was.
Speaker A:There were some similarities.
Speaker A:And I remember being in a really dark place.
Speaker A:And I reached out, I messaged you, I said, hey, man, I could use a friend, man.
Speaker A:Like, I really resonate with your book.
Speaker A:Could you give me.
Speaker A:And you gave me a lot of time.
Speaker A:You didn't just give me a little time.
Speaker A:So let's talk about the book for a minute.
Speaker A:What made you decide to write the book?
Speaker A:And I know you're constantly revising it because it's your masterpiece.
Speaker A:It's a masterpiece is what it is.
Speaker A:Tell us a little bit about the motivation and then let's talk about why everybody needs to read it, because I think everybody should read this book.
Speaker B:Well, I talked about the Theory of Five and it was really developed by a friend of mine who was well known in the Lehigh Valley, Pennsylvania, and he was a Recon Ranger in the military.
Speaker B:He was really like a local.
Speaker B:I'd say he was like a local celebrity.
Speaker B:Years ago.
Speaker B:He's in his mid-70s.
Speaker B:Years ago, when Arnold Schwarzenegger was still bodybuilding, where he would come to his house, Vince McMahon from WWE would come to his house, and he owned A big amusement park called Dorney park, which was big in that Lehigh Valley market or in Pennsylvania.
Speaker B:And he owned the nightclub.
Speaker B:And he invited me to start working out with him in the morning at 4:30 every morning.
Speaker B:And he said, yeah, most people don't make it more than a couple weeks.
Speaker B:They just give up.
Speaker B:So we start working out and befriended each other.
Speaker B:And he was really.
Speaker B:His name was Robert Plar.
Speaker B:He was really the person.
Speaker B:I think that.
Speaker B:I think the toughest sale.
Speaker B:I believe the toughest sale people will ever have in their life is selling themselves on themselves, believing in themselves.
Speaker B:And I would say meeting him made me look at my life differently, of what could be.
Speaker B:And he would challenge me and go, chris, stop thinking small.
Speaker B:You don't realize what you could be and who you could be.
Speaker B:I've had most people that can't make it through the workouts more than 10 days with me.
Speaker B:And I did it with him for 10 years that we would do it in the morning.
Speaker B:And he really had me sold on myself and believed in me.
Speaker B:And I remember thinking to myself, if this man believes in me and knows all these people and everybody wants to be around him, he had like an entourage when he would go out.
Speaker B:If he believes in me, maybe I should start believing in myself more.
Speaker B:Maybe I could do more than what.
Speaker B:Than what I'm doing right now.
Speaker B:So I think sometimes he was my first real mentor.
Speaker B:And then I had Harvey Ritter then I was very fortunate that I had so many good mentors in my life that somehow just didn't mind helping me.
Speaker B:And years later, I talked to each one of them individually and said, why did you take the time to help me and support me and believe in me?
Speaker B:And all of them said something similar.
Speaker B:Because you listened when we told you something, you jumped on it the right way and came right back and wanted more.
Speaker B:And then you would do it.
Speaker B:And most people, Chris, when they ask for advice, they don't do what you tell them to do.
Speaker B:And it's a waste of time and effort to put time into somebody when they don't listen, but they ask you.
Speaker B:And they all gave me.
Speaker B:And my point of view is, why would I not listen to somebody?
Speaker B:That, to me, was one of the most successful people that I knew in my life personally.
Speaker B:So I listened to Robert Kelly, I listened to Harvey Ritter, I listened to Robert Clark.
Speaker B:They told me to do something, and I was like, okay, they're successful and they have a great life.
Speaker B:You know, I just did it.
Speaker B:As my wife says to me, she said, you're Sort of robotic, you know, if someone says to do something, you will just do it and not think.
Speaker B:And I was raised that way that, you know, really by my parents, that, hey, you.
Speaker B:You put your effort in.
Speaker B:You don't do anything half hearted.
Speaker B:You don't make your bed half hearted.
Speaker B:You don't clean your room up half hearted.
Speaker B:You don't wash your clothing half hearted.
Speaker B:Everything has got to be done a certain way.
Speaker A:And how you do anything is how you do everything.
Speaker B:Yes.
Speaker B:So it was just the way I was raised.
Speaker A:You know, one thing too, I noticed while you.
Speaker A:Is there ever a day you don't wear a tie?
Speaker A:Do you ever use it?
Speaker A:Every day you wear a tie.
Speaker A:There's a few days, okay.
Speaker A:You remind me of.
Speaker B:I go like to.
Speaker B:I still wear sport coats or dress up if I.
Speaker B:When I go to church.
Speaker A:My favorite restaurant here in Alden, you gotta come.
Speaker A:You gotta come visit here sometime and I'll show you around.
Speaker A:But his name was.
Speaker A:He passed.
Speaker A:Leonard Ventimiglia was the second generation at Tony's.
Speaker A:And this guy, suit and tie, every day of the week.
Speaker A:And he was a mentor to me.
Speaker A:And I would.
Speaker A:I sat and asked him one day, it was like a Wednesday lunch.
Speaker A:I mean, the guy's dressed to the nines.
Speaker A:I mean, why do you dress so nice every day?
Speaker A:He's like, hey, listen, if you want to make money, you got to look money, you got to earn respect, you got to demand respect.
Speaker A:And so he just said that to me, and it just kind of stuck with me as I'm wearing my T shirt today, because I got kind of a half day.
Speaker A:Got some things I'm doing after this podcast, Chris.
Speaker A:But I'm just saying, you're always so tight and right.
Speaker A:And I love that about you.
Speaker A:You're always so tight and right, man.
Speaker B:And I was going to just say for the audience listening to this, you know, one of the things I would recommend that if you have somebody that you admire and has had success and you want.
Speaker B:You want some of that success, when you ask for their advice, my strong recommendation is do what they tell you to do and let them know how you're doing it and how you're following up and show appreciation.
Speaker B:Because people that work hard and have done well in life or any area of business or in any area, if they're going to give you advice, they don't want to waste their time teaching and coaching, and then you don't do it.
Speaker B:There's probably nothing more frustrating to an individual because they're probably limited with their Time.
Speaker B:They're coaching you, they're teaching you, they're putting their heart into you, and then you don't even do you tell them to do then.
Speaker B:Then they start looking at you as a fake and a phony.
Speaker B:So I would say that it's important that if you do have somebody that you admire and you want to learn from them, ask them.
Speaker B:The worst that can happen is they say no.
Speaker B:But I can tell you right now, most people will say yes.
Speaker B:But the most important part is when they take the time and put effort into you, you end up doing and taking the actions and do the behaviors that they say.
Speaker B:And then let them know what they.
Speaker B:What you did, and you let them know how much you appreciate it and ask for more.
Speaker B:Just keep asking for more.
Speaker B:And what will happen as you do that?
Speaker B:Eventually you could pass some of those mentors, and you're going to get new mentors.
Speaker B:And you just keep leveling up on that.
Speaker B:And I have found that when I was younger, I had older mentors.
Speaker B:And now what happens is I want younger people that are motivated and excited.
Speaker B:Why did.
Speaker B:When you reached out to me, you reached out to me because I already saw by watching you that you were going to be a standout.
Speaker B:And that's when you really weren't as well known as you are now.
Speaker B:But I knew you were going to be.
Speaker B:I could just tell.
Speaker B:So I was like, you know what?
Speaker B:Watching you motivates me.
Speaker B:So what happens is seeing what you've done over the last decade.
Speaker B:One, I'm proud, but two, I'm like, this guy doesn't stop.
Speaker B:I love it.
Speaker B:He has a great quality.
Speaker B:I see that you have a quality of life with your children.
Speaker B:You end up going on vacation, but you busting your butt, you're working all week long, you're traveling everywhere you go, but then you take a little time for yourself, and then you go through.
Speaker B:And I.
Speaker B:And I look at that and say, you know what?
Speaker B:So there's a lot of times my daughters will say to me, dad, you know, I see with all types of people, you're with men that are 90 years old that you're.
Speaker B:You have got people that are, you know, in their 20s that you're with, with beards that are very religious and tattoos all over them.
Speaker B:You're with all type of.
Speaker B:Why.
Speaker B:And I said, because I'm learning from all types of people, and I want to be like that till the day I die.
Speaker A:That was some of the most profound statements that you've made.
Speaker A:You can learn something from everyone.
Speaker A:You encounter.
Speaker A:And you said something that I have to echo.
Speaker A:If you're going to reach out to somebody that is on another level than you for advice, and then you not take that advice and put action into it.
Speaker A:It's a complete waste of not just your time and energy, but the time and energy of the individual that you reach out to.
Speaker A:And here's what I believe, too.
Speaker A:I believe that people, we truly want to help people.
Speaker A:So, like, for instance, and I do, I mentor a lot of young men and women in the community.
Speaker A:And I struggle saying no, no.
Speaker A:I was talking to Danelle about this.
Speaker A:There's got to be a limit.
Speaker A:At some point, I make myself too accessible.
Speaker A:And that is.
Speaker A:That's a shortcoming.
Speaker A:I just don't want to not help somebody, though.
Speaker A:But what I won't help is the woe is me mindset, the negative nellies, those that will.
Speaker A:Awesome.
Speaker A:Awesome.
Speaker A:I thank you.
Speaker A:That is great advice, Adam.
Speaker A:Thank you so much.
Speaker A:And then I follow up and they took no action on it.
Speaker A:I take that as disrespect.
Speaker B:I'm a little more than I used to be when I was younger.
Speaker B:I now tell people I'm honored to do this, and one of my goals in life is to support other people in reaching their goals.
Speaker B:But if you don't take any action on this, don't waste my time or if they even come back and I ask them, they didn't take action.
Speaker B:I said, you know, you're wasting my time.
Speaker B:I'm a little more blunt than I was 20 years ago.
Speaker B:I'm not quite as polite.
Speaker B:I'm not.
Speaker B:My tone isn't nasty.
Speaker B:I'm just blunt and letting them know I don't have the time to waste.
Speaker B:If you're not going to do this, I am honored.
Speaker B:I would love to do this, but please take action if you're going to do this.
Speaker A:If you don't mind, Chris, because I want to close the loop on the theory of five books.
Speaker A:So tell me just a little bit about the book.
Speaker A:Why should people read it?
Speaker A:If you don't mind?
Speaker A:Just kind of elaborate a little bit on this book.
Speaker A:And I know you're constantly kind of evolving it as well, too.
Speaker A:If you could kind of touch on that.
Speaker B:Well, the book I wrote because it's something I talked about.
Speaker B:And really from the time I was in my early 20s, I really dissected what made people successful.
Speaker B:And I watched and I asked a lot of questions of people that were successful.
Speaker B:And I never had any fear of talking to somebody, going up to somebody I will tell you that everybody has like a little superpower or a God given gift.
Speaker B:I think my superpower was one, my work ethics.
Speaker B:And two, I never had any fear to go up to somebody and ask them and compliment them and say, hey, you know, you really do, you really are well at this.
Speaker B:I admire this.
Speaker B:What are you doing and how have you done this?
Speaker B:And then reaching back and letting them know that I implemented something.
Speaker B:So I would tell you that I have found in my research over the years, close to 40 years, the happiest and most prosperous people out there absolutely focus on five key categories.
Speaker B:And those categories and depending on what's happening in your life, they could change of important, but they're all important.
Speaker B:I believe the theory of five.
Speaker B:You got to believe in some type of spiritual, there's something greater than yourself.
Speaker B:You can't think that you're all lit and it's only you.
Speaker B:So you got to believe in something greater, some type of spirituality.
Speaker B:Two, the most important decision I believe in any man and woman's life is whoever they choose as their partner, their life partner.
Speaker B:Because that person could skyrocket you to a new level or they could destroy you.
Speaker B:And I've seen both cases, people that I didn't think were going nowhere excel because they fell in love and they wanted to make that person proud.
Speaker B:I've seen other people that I thought would that get destroyed, but that if you have two people that want to be great, it's like that they skyrocket.
Speaker B:Iron sharpens iron.
Speaker B:3.
Speaker B:If you have children, nieces, nephews, if you have that love for your children, you can never be completely satisfied or happy in life and prosperous.
Speaker B:If your children can't survive and thrive on their own, if your children are unhappy and they can't survive and thrive on their own, as a father or mother, how do you feel good about your life?
Speaker B:Next is you got to understand money.
Speaker B:If you can't understand money and business and finance, you can't do the things you want to do with your family.
Speaker B:But you also can't give and support the people you want to support, the charities you want to support.
Speaker B:If you don't make a good living, you got to understand money, debits, credits, you got to understand how to save, you got to understand how to sacrifice sometimes to save.
Speaker B:And maybe the most important is your health and fitness if you have one body.
Speaker B:If you don't take care of your body, you don't take care of yourself.
Speaker B:There is no chance you could be great at the other categories because all you're in pain, you're in pain, you don't have the energy.
Speaker B:You just don't feel good about yourself.
Speaker B:And when you don't feel good about yourself, you can't take care of the people that you love and the businesses that you love and the things that you love to do in life.
Speaker B:So that's how the Theory of Five came out.
Speaker B:I talked about it for years when I would go to conferences.
Speaker B:It would be my last five minutes and I would have.
Speaker B:I had a woman named Susan Givens who was the editor of Auto Success magazine.
Speaker B:She would always say to me, chris, that should be a book, that should be a book.
Speaker B:And then I had some tragedies that happened in my life.
Speaker B: Now back in: Speaker B:They had to do five more operations.
Speaker B:I had my nephew who passed, who I loved and was just a joy in life.
Speaker B:I had my stepson who passed at the same time, our son in law passed.
Speaker B:And I thought it was really therapy for me to write it and do the research on all this and then put it together.
Speaker B:And then I wrote the Theory of Five book, the Theory of Five workbook, which I would have had many dealers and businesses say, chris, we bought your book and we use your workbook in meetings.
Speaker B:And you went through the course.
Speaker A:I did go through the course.
Speaker B:So they use that in meetings and say, hey, we have used this in our morning meetings and we just do, you know, a couple pages a week.
Speaker B:And it gets us to think differently about life.
Speaker B:And then I came up with the date also the daily Theory of Five, Daily, which is a daily quote, you know, something to think about.
Speaker B:And then on my Website, theory of5.com I have the growth series and the growth series, I put a lot of time, effort, money into it and I'm basically giving it away because I never did any of this for money.
Speaker B:It was more so that my children and my grandchildren would look back and say, this is how Poppy looked at life.
Speaker B:This is how my dad looked at life.
Speaker B:And hopefully my great grandchildren, great, great grandchildren go, hey, there was a guy named Chris Saracino who was my great great grandfather.
Speaker B:And I believe that there are families out there that you just go, hey, the Marburgers, they're different.
Speaker B:This is how they think.
Speaker B:You want to think two or three generations down the road that you're the one that they just say, wait, the Saracenos, the Marburgers, whatever your last name, we think differently because he or she changed generations of how we think.
Speaker B:So I Knew when my children were growing up, I would always say, you're a Saraceno.
Speaker B:Saracenos do not think this way.
Speaker B:Let me tell you how a Saracino behaves.
Speaker B:I believe, this is my belief.
Speaker B:Your children, your grandchildren, your great.
Speaker B:They have to have pride of who they are.
Speaker B:And this is how we behave.
Speaker B:This is how we think.
Speaker B:This is what we do.
Speaker B:You want them to think that there's a different standard because the toughest sale that we ever have in our life is selling ourself is selling who we are and what we could become.
Speaker B:And I believe that you start that from the time they're young children believing.
Speaker B:Wait, wait a second.
Speaker B:We have a different standard.
Speaker B:This is how we think about life.
Speaker B:This is what we do in life.
Speaker B:This is how we behave.
Speaker A:I love that.
Speaker A:I love that.
Speaker A:As we kind of descend, I got one final thing I want to ask you.
Speaker A:I can't believe we've been talking.
Speaker A:You and I probably need to schedule a two hour podcast next time because I didn't get to unpack a lot.
Speaker A:But good news is I get to see you in studio next week.
Speaker A:So I'm excited for that.
Speaker A:We got a heck of a lineup.
Speaker B:So the ninth.
Speaker A:Oh, no, not next week.
Speaker B:Yeah, the following week.
Speaker A:Yep, the 9th.
Speaker A:I'll see you in Atlanta.
Speaker A:So I want to leave you with this one final thought here.
Speaker A:What ultimately does Chris Saracino want to be known for?
Speaker B:I want to be known as a person that cared for other people and supported other people in reaching their goals in life.
Speaker B:And somebody who cared about somebody.
Speaker B:That.
Speaker B:Because I'm a big believer people don't care how much you know until they know how much you care.
Speaker B:I want people to know Chris cared about us, but he also isn't a pushover.
Speaker B:If you don't do and behave and put your heart into something, he's not going to waste his time with you.
Speaker B:That he has a standard, that he will support you, he will help you grow, he will help anybody grow as long as they're putting the effort in.
Speaker B:Because I don't want to waste their time and my time.
Speaker B:So I would say firm, fair and fun.
Speaker B:I want those three Fs that people say.
Speaker B:Chris was firm, he was fair, and he was fun to deal with and he cared about us.
Speaker A:I love that.
Speaker A:So where can.
Speaker A:For those that want a. I'm going to make this statement before I sound off on this.
Speaker A:If you're.
Speaker A:You don't even have to be in business.
Speaker A:You don't have to be a business owner.
Speaker A:If you are Somebody that just wants a better quality of life.
Speaker A:You want more out of yourself.
Speaker A:You're looking for more than you have right now.
Speaker A:Definitely order theory of 5.
Speaker A:Definitely get the workbook to go with it.
Speaker A:For those that are running businesses, you don't have to be running an automotive business, any business.
Speaker A:Take a look at this book.
Speaker A:Look at the workbook.
Speaker A:It will help you scale.
Speaker A:I personally, I promise you that.
Speaker A:Where can people follow you and find you?
Speaker A:Chris on socials.
Speaker B:Well, on LinkedIn it's Chris Saracino and I think that's where I have the most people.
Speaker B:I think it's close to 40,000 people.
Speaker B:And then the website is the theory of five.com thenumber5.com so Ethereum5.com you can go there.
Speaker B:The Gross series would be something you would thoroughly enjoy if you went through that.
Speaker B:And it walks through all five categories.
Speaker B:Twitter, LinkedIn, it's all, all of them are Chris Saracino some version that I would pop up on every form of social media.
Speaker B:Same with YouTube, it's Ethereum 5 and also Chris Saracino same with TikTok.
Speaker B:I'm on every one of those and I'll pop up if you S A R A C E N O Chris it will pop up, but please reach out to me.
Speaker B:I actually was looking for.
Speaker B:I'm going to give you a gift code and let me see if I can give you the gift code.
Speaker B:I think it's T05 gift.
Speaker B:T05 gift.
Speaker B:And if they go to the theory of five.com and they put to five gift.
Speaker B:I believe the book is free and shipping.
Speaker B:You just pay for shipping.
Speaker A:I'll make sure my editor gets that in there too.
Speaker B:Yeah, I'll actually text you the information.
Speaker B:I never wrote the book for money.
Speaker B:I just want people to have a great life.
Speaker B:I just want them to have a great life and enjoy life and get the most out of life.
Speaker B:Because we only have one life.
Speaker B:We only have one body.
Speaker B:Years ago I went to Google and I googled what is the chances of your mother and father meeting each other on this planet and you becoming the unique genetic you?
Speaker B:And what they gave me was 400 trillion to one chances.
Speaker B:400 Trillion to one of your mom and dad meeting each other on this planet and then conceiving you and you becoming a unique genetic you.
Speaker B:So we already won the lottery of life.
Speaker B:I put it into AI that same thing a few weeks ago and it actually said that Google was wrong and the number is like 100 times greater than that.
Speaker B:So when you think about that, we should be mad that we ever feel bad and feel sorry for ourselves in any way and go, wait a second, I'm alive.
Speaker B:There's millions and millions of people that would want to be you.
Speaker B:Whoever's watching this, there's millions of people that would want to have your life, that look at you and me and everyone out there and say, man, if I had their life.
Speaker B:So remember that.
Speaker B:Get mad at yourself for feeling down or question yourself and say, stop it.
Speaker B:You got to slap yourself once in a while and say, come on, I got a great life.
Speaker B:Stop that stinking thinking.
Speaker A:Yeah, this was an incredible.
Speaker A:Do me a favor, Chris.
Speaker A:Hang out for just a few minutes backstage with me.
Speaker A:So just hang tight.
Speaker A:But for those listening and those that are eventually going to watch this, hopefully you found value.
Speaker A:I mean, I found tons of value.
Speaker A:That's my job, is to bring individuals like Chris so we can pour into you to give you these nuggets.
Speaker A:And what we have to do is take action on these nuggets.
Speaker A:We have to take action on these nuggets.
Speaker A:A better life awaits.
Speaker A:A better life awaits.
Speaker A:It's right in front of us.
Speaker A:So, Chris, thank you again for taking the time out of your crazy schedule.
Speaker A:Thanks to those that are following, listening and reaching out to me and commenting, I'm getting a lot of good feedback.
Speaker A:I'm having so much fun with this.
Speaker A:So humans that build this show is designed to help people become better versions of themselves so we can go out into this world, just make a bigger impact.
Speaker A:So again, thank you all.
Speaker A:I'll see you guys next week.
Speaker A:Humans that build.
Speaker A:Real people, real work.
Speaker A:See you next time.
