How to Build Confidence at Work (Even When You Don't Feel Confident)

Welcome And Guest Introductions

Jacki Lutz 0:19

Welcome everybody to another Cartful Conversations where we talk about professional development skills that are driving the automotive aftermarket. And with me today, I have Danny Withers, Partnership Strategy and Development Manager for WHI. eBay. Yes. Is your parent company. eBay eBay, yes. So very well known. And then I also have Lisa Fauche, Auto Care Association Senior Vice President of Government Affairs and General Counsel. And I've been wanting to get Lisa on like since we started the podcast to talk about something other than right to repair. Oh, yes. I'm excited to be here. So here we are. I gave Lisa a very long list of options because I felt like she could talk about about a million different things that our audience would benefit from. But we landed on today's subject, which is about confidence. So that's what we're going to hit on today. But first, I want to give each of you an opportunity to kind of introduce yourself. So, Danny, do you want to tell me a little bit about you?

Danni Withers 1:13

Yeah. So my name's Danny Withers again. I have been in the automotive industry for about 14 years now. Wow, isn't that crazy? We started together. I know. I know. We started back when we uh it feels like we were in the 14 years, really. Yeah. Um, so I've worked for, you know, a large OE company. I've worked at a large retailer corporate in my prior experience. Now with WHI Solutions, more on the tech and solutions side. So it's a little bit of a pivot. Um, but I also serve on the Women in Auto Care Council and I manage the social media uh with my chair, Julie Fowler. Um and just happy to be here and talk with you guys and so excited to be here with Lisa too. It's awesome to have you.

Jacki Lutz 1:57

Um, did you mention that you were an impact award winner? I did not. Okay, well, then I'm gonna mention that you're an impact award winner. Um, and that's why this pairing just turned out to be so good, especially with this subject. Um, and Lisa, tell us a little more about you.

Lisa Foshee 2:10

All right. I've been at AutoCare four years this month, which is really exciting, and just really grateful to Bill Hanve and the team for giving me this opportunity because it was definitely a little bit out of my comfort zone when I came to the association. I worked in private practice as a commercial litigator for five years when I graduated from law school, and then I took a job at Bell South, which became AT ⁇ T, and so I worked for the phone company for 25 years. And as a result of that, I learned a lot about the Internet of Things and connected cars because those were my clients. We put the SIM cards in all of the new vehicles starting in about 2009. So that gave me sort of a base of understanding of where our um industry is going, and I've been able to carry through with that in this awesome job and meeting all these awesome people.

Jacki Lutz 3:01

This is an interesting uh transition for you. There's a lot of interesting transitions in this industry. The more you learn about people, the more. I was just talking to somebody at lunch who used to be um in the rodeo.

Lisa Foshee 3:13

Oh, wow. Okay, that yeah. I mean, that's not that far off from early afterwards.

Danni Withers 3:18

But it's funny too, you know, there it there are all of these different like segments of the automotive industry, but we also kind of just stick around and move around the different segments. So make sure that's around us now, Lisa.

Jacki Lutz 3:32

Couldn't be happier about that. And I think you guys are both really perfect for

Confidence In High Stakes Rooms

Jacki Lutz 3:37

this conversation because um Lisa, you have to have a lot of confidence in the role that you're in. Um, maybe you should just tell the audience a little bit more about your role and where confidence probably comes into play, the type of rooms you're in, tables you're sitting at, who's else is at those tables?

Lisa Foshee 3:56

Yeah, sure. Um, and you know, I think that just changing roles like you have so many times, and you know, taking new jobs, taking new opportunities, all of that builds confidence because, you know, I I really didn't know anything about the aftermarket when I started four years ago. And everybody said, well, we have this federal bill that you need to go get passed. And, you know, here are sort of some of the legal issues that we're dealing with. So really high learning curve for me, but you know, in a really exciting and supportive environment, as you guys know better than anyone. So I think that you just, you know, you take those opportunities and you say, I'm gonna um, you know, do the very best I can with them and take advantage of those opportunities to grow and learn and develop strong relationships, and that then feeds into your confidence. So, so really what I do on a day-to-day basis is I handle all of the legal issues for the association, um, which can be anything from partnership deals to contracts to employment issues to, you know, sort of international issues dealing with our sister associations and that kind of thing. Um, also very much on the regulatory and EPR front now, um, lawsuits, that kind of thing. And then on the government affairs side, of course, my job is to represent the industry at the highest level of um, you know, the executive and legislative branches in our country. So um, you know, those are tables where even if you aren't really confident, you sure have to act like you are. And um, and generally, you know, we're gonna get into this, but generally you are the person in the room that knows the most about your subject matter. And so, regardless of to whom you're speaking, you are the subject matter expert. And that um, you know, that really is kind of the basis where all of this confidence um I think starts.

Jacki Lutz 5:54

Yeah. Yeah, and you know, and we're not all, you know, talking talking to Congress, you know, weekly and things like that. These like things that feel probably very intimidating to you and I'm kind of like the day-to-day for you, Lisa. Um, but Danny, you've you've you know had I would say a little bit more of a maybe a relatable career through the industry.

Danni Withers 6:15

I mean, and it is still a pivot, right? Because prior to my time with WHI Solutions, I was always more in what I just refer to generally as like the hard parts realm. Like I was dealing with actual parts, getting them to customers and needing automotive parts knowledge. Now I'm in this tech realm and it feels foreign. It's still automotive and it still relates. And my product knowledge helps tremendously in what I'm doing now to bring a lot to that. Um, but it's still, like you said, I mean, just having the confidence when I come into the room that like these people want me here and they believe in me. And I just need to get my knowledge, you know, knowledge base up a little higher so that I can speak more confidently about the ins and outs. But I mean, I'm only 90 days in and I'm already feeling more and more confident as I go.

Lisa Foshee 7:09

That's definitely a different aspect of your job because I can guarantee you most of the people I go see on the hill do not want me in the room.

Jacki Lutz 7:15

So that's a leg up. That's a whole nother level of confidence. Yes. Hopefully we don't all have to deal with it. Um, but yeah, that kind of leads us to, you know, kicking off the subject of like, you know, what does confidence actually look like? You know, like it doesn't necessarily have to be, you know, beating your chest and being the loudest person in the room is kind of what we talked about. So what does it look like?

Nerves Happen Even To Pros

Danni Withers 7:38

Yeah. I mean, I think the one thing I want to like bring up and acknowledge is confidence doesn't mean the absence of fear or anxiety. Just because you're confident about your message or your knowledge doesn't mean you're not gonna walk on stage and get stage fright. That doesn't mean I didn't walk in here and sit down with all of this recording equipment and immediately get nervous and these lights are really hot, right? But when we're just talking, it's fine. I can share with you guys. But there's still those moments where the anxiety and the fear creeps in. So I think it's important to acknowledge that in yourself and say, This is my fear and my anxiety of the situation, but I am still confident in my messaging and in my what I want to share with others.

Lisa Foshee 8:45

Yeah. No, I mean, I think that's absolutely right. I mean, the the example that I from this career is uh I started in September, and in October, uh the team came to me and said, Hey, we've had this really good idea. We think that you and your counterpart at Mima should be on stage at the Apex Keynote speech and introduce James Carvel and Carl Rove. And I laughed. I said, That is so funny. And they said, No, no, no, we're serious. And so, you know, my first two months on the job, I had to get on stage in front of 1,500 people in Las Vegas and moderated discussion with two, you know, political icons. Casual. And yeah, I there was a point behind stage when I was waiting to go on that I, for probably the first time in 15 years, thought to myself, I don't actually think I can do this. I mean, I really was about to just turn and run out of the room and quit my job, and that was gonna be that. And really, Carl Rove came up to me and he must have seen that I looked white as a sheet, and he looked at me and he said, Hey, this is gonna be really fun, isn't it? And I thought, okay, I'm not sure about that, but I can do this, you know? And sometimes it's just level setting and saying, I'm gonna take a deep breath and I'm gonna get on that stage and you know, it's gonna be fun. And, you know, I certainly don't think I did great, but I did okay and I got through it.

Danni Withers 10:19

Um, but yeah, to your point, of course you're gonna be nervous. And I think it's just something that's helpful to share with those that are like entering the industry or trying to expand more and get, you know, on stage speaking things, podcasts, whatnot within the industry, right? It's very nerve-wracking to like make that leap. And so I think it's important for us to acknowledge that even though we're up here and we do these things, we still experience that too. Even though online it might look like we know what we're doing, we're comfortable, we have it all together. We don't always have it together. Yeah.

Jacki Lutz 10:50

I think confidence, just in having the discussions that we've uh we've had um while preparing for this episode, I think it's very apparent that confidence is really like a roller coaster. Like, you know, some days are different than others, some subjects are different than others. Like you can talk to me about personal branding or LinkedIn or podcasts now, and I can have opinions. I can tell you about, you know, my thoughts about how things are run and what I think should be better and this and that. And I can talk about all that confidently. Not that I know everything, but I have a lot of experience, I have a lot of confidence in that now. But then you start talking to me about, you know, government affairs stuff, EPR, something like that. And I'm in a public, like I'm on a podcast talking about that, my confidence is gonna be quite low. And, you know, handling those moments as they come, you know, just hearing you say that you were nervous before, you know, going on stage, like that surprises me, but in a in a good way, because it just shows like everybody goes through it. I think it's so helpful to see, like, I have a lot of CEOs on this show and they're nervous before they get on the mic. You know, it's not like you know, people might act confident all the time and you might feel like you're, you know, I don't know, overwhelmed with it because it's only you, but it's not. I think there's a lot of very respectable people. It's very normal to have moments where you're not very confident.

Danni Withers 12:06

And that's something too that I always think like it's a great way to have confidence, is always have confidence to walk up to someone and shake their hand, regardless of who they are. Walk up and say hello. It doesn't matter if they're at the CEO of a company, they are just another person, just like you are. Yeah. They just happen to have a really important title and make a lot of money. Yeah. You know, but they're people just like you, they get nervous just like you. There is no reason you can't go and speak to any single person you interact with within this industry. Yep.

Jacki Lutz 12:35

I think

Reps Build Confidence Over Time

Jacki Lutz 12:36

a great point. Yep. And just, you know, they're a lot of times they're stretching themselves for the first time too. Like, you know, there's a lot of first-time podcast people that we get, so you get to kind of see it firsthand. Um, well, how how have you guys learned to handle your nerves, handle those times of, you know, less having less confidence? How have you guys handled that throughout your career?

Lisa Foshee 12:59

Uh, you know, I think it's a, it's not a it's not a sexy answer, but it's the right answer, which is be the most prepared person in the room. I mean, I, you know, when you can control the subject matter and your knowledge of the subject matter and your command of the material, I think nine times out of 10, that is going to allow you to project the image that you want to project in whatever room you're in. And it's hard work. It's hard work to know, you know, to do that work. Sometimes, you know, we all just want to go in and wing it. And I think if you kept track, those would be the times you were most nervous. Um, so even, you know, even a meeting, just a run-of-the-mill Tuesday, spend five minutes, think about what do I want to get out of this meeting? What are what are my goals? What are the two points I want to make? And and if the answer is I just want to listen in this meeting, that's also fine. But then you're prepared and confident for what you want to achieve. So I think that's number one, Danny.

Danni Withers 14:04

So I'll give my like a quick and easy tip for what I do. If it's just like an off day and I need like a little bit of a boost to my confidence, have a confidence boosting playlist. You know, always have this couple of songs on hand that you know you can listen to to kind of get yourself pumped up. My more serious answer for what to do about building confidence is similar to what you said, Lisa, is just making sure that you know and you understand the material when you walk into a room and be prepared. Um, the thing that I see a lot in the industry is people come into a room and they think that the most important thing is just displaying confidence, but not displaying knowledgeable confidence. And so just because you're the loudest person in the room doesn't mean you're the most confident. You need to be able to be confidently intelligent about the subject you're covering or whatever questions might come at you from anyone else in the workplace or in the industry.

Jacki Lutz 14:57

Yeah. And I think confidently, you can be confidently unintelligent about the subject too.

Danni Withers 15:03

Confidently incorrect. Yes.

Jacki Lutz 15:04

Well, I mean, well, you can ask questions and feel confident in doing that. And being like, you know, I think you kind of said this before, like just because you ask questions and you don't know answers doesn't mean you're not a confident person.

Danni Withers 15:14

Right. And and that's the other thing is sometimes confidence looks like walking into a room and saying, hey, I don't know this. I don't understand this. Can you explain it to me? And that's sort of where I'm at now in my career is having these meetings with others within my organization, saying, like, hey, so like I don't understand this. Can you explain it to me and like dumb it down for me because I really want to get my head wrapped around it. And, you know, sometimes it may be things that don't necessarily pertain to like my day-to-day job. It's like a sister department or something like that. And I know a lot of people also will take the approach of, well, I don't have to deal with it. That's that department. So I don't care. I don't want to know. But I am the person that I want to know how everything that I do affects other departments and the full workflow. So I think that's really important too, is like, don't just assume, no, that's not my job, that's not my responsibility. I don't need to know that.

Preparation And Asking Better Questions

Danni Withers 16:06

Understand the whole process. That helps you be fully confident about everything that's going to happen.

Lisa Foshee 16:12

But you know, I'm gonna guess from knowing you that um I think you'll agree with me on this. When you ask questions, questions can come from a confident place when you have read the materials, yes, the background materials, the s source materials, because at that point you know the answer is not in those materials. You're not asking a frivolous question because you've done your homework and there needs to be follow-up from what you've been provided. And so I think it's um if you've done that work to learn on your own, you can then feel a hundred percent empowered to ask the questions. And I know that's your process. So I think it's important to highlight that.

Jacki Lutz 17:00

Yeah, kind of goes back to the preparation tip like you just said. And I saw it explained one time and I loved it. It said confidence, something like um, confidence is not um knowing everything, it's knowing that you can figure it out. So, like, you know, nice that to me, it's like you can be not confident in the topic, but very confident in your own skills and that you're gonna be able to figure it out.

Danni Withers 17:24

Yeah. And that plays into kind of that fake it till you make it a little. And we, in my opinion, fake it until you make it doesn't mean walking into a room and acting like you know everything. It's I'm gonna walk in and I'm I might fake my confidence in that moment. I'm gonna walk in like I belong in that room, but I am terrified on the inside, but I am in there to listen and to learn. So I think that's just something that's yeah, absolutely.

Jacki Lutz 17:55

I agree. And um, another thing that we mentioned in our pre-meeting that I thought was a really good point was comparison

Comparison Traps And Social Media Reality

Jacki Lutz 18:02

um and how that can be that can be uh detrimental to somebody's confidence, and especially on things like social media, you know, you don't always have the complete story, it's a highlight reel, and things like this, and like it's it's sad that you find yourself comparing yourself to somebody you barely know, you know, and like they look so successful and like how did they get there? And I'm trying so hard and I don't have the confidence. Um, so what do you guys have any thoughts around comparison?

Danni Withers 18:28

I mean, I think it's definitely important not to compare yourself to others. Um I run socials for women in autocare, right? And you have to realize that we are posting our highlight reel on social media. We don't post the bad days, the days where you might be crying at your desk or things like that, right? Um I don't cry at my desk. Um I have. So I think it's just important to always step back and realize that that like this is someone's highlight reel. I should not compare myself to them and also recognizing when it could be your environment. So you might have all the confidence, but if you're not in the right environment, or if someone else is maybe in a better environment for them at that moment in their life, that season, right? Things might be different for them. And it just depends on who you are and where you're at. And sometimes if the environment isn't right for you, sometimes you need to know when it's time to step away.

Lisa Foshee 19:32

Yeah, I think I I totally agree with what you're saying about social media comparisons. I do think there is value in finding people that you admire in your space and comparing yourself to the traits that you think make them very good at their job. Um, you know, this person, you know, comes in at 7 a.m. and does their email before they take any meeting. This person blocks work time on their calendar so that they're not constantly just, you know, doing email or this person does one-on-ones or whatever, whatever the things are that make them someone you admire, I think are really good things and positive things to compare yourself to. So then you can incorporate those into your professional practices and you know, as a result, build your confidence because you're trying to attain um, you know, the um the perspective and the and the talent of that person. But social media is not the way to get there.

Danni Withers 20:42

And I guess, Jackie, can we turn the question on you? Like, what is your opinion on that? Because obviously you have such a big social media presence. I'm sure people come to you all the time and ask for your advice, or they say I want to be just like you, and they think that it's just easy and that you just roll out of bed every morning and do this without a second thought.

Jacki Lutz 21:03

Yeah. Yeah, it makes me sad when people compare, you know, where I'm at today to where they are because, you know, I've been working at this for a decade, I can dare I say. Um, but you know, I was never confident, and I would argue that I'm not always confident now, you know, on social media and things. But like I the thing that makes me the most sad is when I see people, you know, say, like, I want to do what you do, you know, on LinkedIn, you know, I want to do video or this and that. And I just tell them, like, well, just don't try to be me because you're not me. And it's not gonna feel authentic. It's gonna be a lot more work for you. It's gonna feel a lot more daunting, it's just gonna be heavier. Me, I've gotten good. What I've gotten good at, and what I can confidently say, is I've done a lot of reps. I did not start out confident on a video. Um, but I've kind of gone through the process of hating what I look like, hating what I sound like, you know, you know, cringing while I push posts. I've gone through all that for years, you know, and so I've gotten really good at now just, you know, recording a video with a hundred percent of my personality, a hundred percent of my mistakes, all of my ums, all of that kind of stuff. And I just put it out there and I don't have to sit there and dwell on whatever what whatever that post performs, you know.

Danni Withers 22:15

And that's really hilarious because if we could put out a poll to all the listeners, has anyone ever thought that Jackie put out bad content?

Jacki Lutz 22:23

So true. But it's it's true, I think, in anyone's like, you know, if you compare yourself now. Even just online to somebody, but like you said, having people you admire in the industry or like doing something that you want to do someday, they probably had a lot of reasons where they're now to the point in their career where they're being admired by somebody, right? They've probably done a lot of reps, they've already been through the moment where they were looking up at somebody they admired and comparing themselves and gone through all these motions. So I just think so much of it is reps. And I think that was a point we wanted to make too. Um, you know, if there is something that you're not confident in, and I know a lot of people are less confident just on like networking, for example, or just person-to-person skills and things like that, especially today when so much is done virtually. So, you know, putting those reps in is really important.

Lisa Foshee 23:14

Yeah, I mean, I am I am a big proponent of handling your professional

Rebuilding Confidence Through Connection

Lisa Foshee 23:21

career in the office. And what in the office looks like in our world now is very different than what it looked like 10 years ago. I think for the better, it gives people the flexibility to have longer careers. But I think you need to define an office environment in some way to build your professional persona and your confidence. You have just got to interact with human beings. Um, and whether that is coming to autocare events and having these networking and going to dinner and having coffee with people, being on camera for your meetings, really important, I think. Looking for ways to connect with people where you live, maybe every day in some professional capacity. If you have an office, go, even if you don't go every day. Because learning to have the face-to-face interaction, I think is uh it's just critical to me.

Danni Withers 24:20

It is critical. And it is something that I kind of feel like we're losing a little bit in this digital age and moving to being so virtual. Um, and I mean, you touched on, you know, turn your camera on in your meetings. And that's something that's huge, just being face to face with someone because I am fully remote and have been fully remote for years. So I don't have the option to go into the office. And sometimes that does a lot to you just for like not being sociable and not getting out, right? So turn your camera on. It helps with your confidence. It really does.

Lisa Foshee 24:51

I'm so glad that you you agree because we're at different stages of our career. And I think it, you know, for our entire audience to hear, you know, from where you are and what you're trying to build and where I am, it's all the same. Yeah. It's it's learn how to network, learn how to make a business proposal in person, learn how to have a voice when you're looking someone in the eye. Those give you confidence. It's there's just no two ways about it.

Danni Withers 25:21

Yeah. And that's where I just I think it helps with your own confidence, knowing that I'm not the only one that feels this way. Yeah. Everyone experiences this.

Jacki Lutz 25:30

I just did a podcast, uh, recorded one um yesterday with Bill Hanvey and Cliff Hobbis, and we were talking about getting involved in the industry and how we all three of us had stories, obviously different stages of our career, but like of being at that networking event for the first time or being at that committee meeting for the first time and looking around the room and being like, why am I here? These are like the big wigs, you know. And we all had that kind of that moment of feeling not confident, right? But like all of the what something I can say that I have in common with Bill Hanvey and Kafovis is we kept coming back, right? And then you you meet people, and it's again, it's those reps in doing that. And I remember during COVID, after COVID, I should say, where we had like a year, and I had babies during COVID. So it was more like a year and a half for me, where like I hadn't been to an Apex, hadn't been to a fall leadership days, like I missed a lot of these events. Um, and some of them just weren't happening. And the anxiety I felt coming back, you know, I can see why it's difficult for people if you've gotten, even if you were used to be good in social settings, and then you started working from home and you started doing more stuff virtually, and you maybe you stopped getting so involved and going to events you didn't need to be at, stopped, you know, asking your colleagues to go to lunch and things like that. It it's like if you don't use it, you lose it, but it's like a muscle. You have to just like kind of put keep putting yourself out there. And like I went, I had to, I had to relearn. I feel like a lot of us did kind of relearn that confidence.

Danni Withers 26:54

Yeah, I'm sure a lot of people kind of felt the same way just coming out of COVID and like the lockdown of it all. But I can relate to you too. I had a child also during 2020, and so it just kind of made that isolation a little more extreme. Yeah. Um, in a way. Yeah. And yeah, coming back, it was nerve-wracking getting back in the swing of things. And you have the aspect that we haven't done it in so long. You're scared about being exposed to things at that time. I mean, it was just a lot of different things going on to affect your confidence. Yeah, but it really put me in the shoes of a, you know, like an introvert.

Jacki Lutz 27:27

Yes. I'm like, yes, I can see. Yeah. This is hard to do. You know, it's hard, it's hard.

Lisa Foshee 27:32

So one of the things I I mean, I did it before, before leadership days this week. And I've it, it's a practice that I've gotten into um throughout my whole career is if I'm coming to an event like this, and again, I guess it goes back

Networking With A Simple Game Plan

Lisa Foshee 27:43

to preparation, but I'll say to myself, okay, there are, you know, 10 people that I haven't connected with. And these these aren't people I need to have a meeting with necessarily, or there's an immediate um transaction that we need to talk about. These are just people I want to touch base with, I haven't seen. Um, and I make a list because I'm a big checklist girl. And so then I have my my list of people. And so at the reception, I'll say, okay, I'm gonna try to find some of the people. And there's nothing, you know, important about it other than just to say hi and touch base and see how they're doing. And then it, I feel very confident when I go to a reception of 300 people because I know my plan. I have a job. And sometimes I get through the list and sometimes I don't, but it it's a way I think of feeling like you have some control over an otherwise potentially chaotic situation. That's a perfect word. That's a great word.

Jacki Lutz 28:44

That's a good tip. Um, and are there any other tips that we haven't mentioned? Um, I know there was one I actually related to a lot that you said, Lisa, about not leading with an apology, which I do often.

Lisa Foshee 28:57

It is my huge pet peeve for all of us. I do not ever want to hear anyone say this might be a stupid question, but or someone's probably already thought of this, but if you've done your homework, you ask your question because you can have confidence that you know it is not a stupid question and not a question someone's already asked. So everybody take that out of your vocabulary.

Jacki Lutz 29:24

I think too, you know, like thinking of like presentations and things where you're maybe not that confident, there's a lot of things you can do too to help develop some confidence going in, right? Like arriving early.

Lisa Foshee 29:37

Oh, those are my two, my two in-person meeting cheats that I believe in. Number one, get there early, which I admittedly am not great at. Certainly on Bill Hamvey time, I am never early, but um, get there early so that you can pick your seat at the table. So you're not the kid coming in late and sitting in the back row, that you have some ownership over, depending on what you want to accomplish out of the meeting, that you're sitting in the right seat to do that. And number two, oftentimes I will do this is just bring some papers that you've highlighted or put sticky notes on or put tabs on, and they could be your grocery list. No one's gonna know that, but it makes you look like you've prepared. And honestly, don't read it off your phone. I just think, regardless of whether you really have your notes on your phone, it just makes you look like you're not engaged in the subject matter.

Danni Withers 30:30

Yeah, and I feel like when people are reading off their phone too, it's always just someone in the room is going to assume that you're scrolling social media or texting or this, that, or the other. So yeah, it's a great tip to just try to keep your notes on paper and off the phone.

Jacki Lutz 30:44

Yeah, you talk about faking confidence. It's hard these days to be in a meeting with somebody where you feel like they're giving you eye contact and you have a hundred percent of their attention. And that's kind of like hard to give these days too, because we're so used to like being on our phone and doing 13 things at once. But I think it does project a lot of confidence when you can just sit here and have a conversation with somebody or have a meeting and you're not fidgeting and you're not, you know, looking around the room. You're like really are focused and giving some eye contact. Yes. Yeah. Um, I know it goes by fast, but you know, go ahead and wrap this up. But I just want to go around the room and kind of

Key Takeaways And The Receipt Mindset

Jacki Lutz 31:22

get a last thought from you guys. If everybody only took away one thing from this, what do each of us hope that that is?

Lisa Foshee 31:30

I think again, mine is you you are where you are because you know what you're doing. And or if you don't today, you're gonna learn. And so just own that and be prepared, do your homework, and then you know, just feel good about what you know and what you're bringing to the table. Because if anything, the aftermarket industry has shown us is how A, incredibly diverse we are, and how B, we need every single brain out there because we've got really big challenges ahead. And so just know that you need to be a part of that.

Danni Withers 32:03

Yeah. So I mean, I agree, just being confident in yourself and your knowledge. Um, I think my biggest takeaway would be just, you know, understanding that confidence doesn't mean the lack of anxiety and nerves in a situation. And just because you're nervous doesn't mean you're not confident. And so for everyone that's out there, just knowing that people at the highest level feel the same thing. So don't feel like you don't belong somewhere or that you shouldn't be doing something because you're nervous when you're doing it.

Jacki Lutz 32:31

Absolutely.

Danni Withers 32:32

If you weren't meant to be there, you would have been asked to be there.

Jacki Lutz 32:34

Right.

Danni Withers 32:34

It's a great point.

Jacki Lutz 32:35

And I think like even if you think about like public speaking or something like that, like I do that a lot. And I can be very confident in some things, but not in others, right? Like I'm nervous that I'm gonna trip, but I'm confident in the content I'm about to share. And I know I'm gonna deliver it well. But I am nervous I'm gonna get a question that I'm not gonna know the answer to, but I'm confident that I'm gonna be able to, you know, finish this thing and I'm confident in my outfit and I'm not gonna be thinking about my hair, you know, like because I did some preparation or whatever. So you're always gonna have nerves.

Danni Withers 33:03

Right.

Jacki Lutz 33:04

But kind of goes along with mine. Um, and it was something when when we decided on this subject, and I, Lisa, I think we were on the phone first talking about this episode. And I said, it's so funny because just like a couple weeks ago, I shared a post on LinkedIn that really spoke to me. And it said, confidence is the receipt. You have to do the thing first. I love it. It's not an invoice, it's a receipt. So the more you do things that scare you, the more you put yourself out there, the more you put yourself in the room, the more you, you know, interact socially and do all the things that you're not confident in. That's how you build confidence. Yeah, it's great. Yes. Before I let you guys go, um, we have a sponsor called Berryman Products, and they have been proudly making

1918 Trivia With The Sponsor

Jacki Lutz 33:46

uh their products in the United States since 1918. So we're gonna play a little game and give you guys some trivia about the year 1918. And if you get it right, you get a sticker, a Berryman sticker of this crazy little mascot they have. That is literally nuts.

Danni Withers 34:08

But I love him, and apparently he's been along around a long time. I don't know about you, but I'm feeling confident I may not get these correct.

Jacki Lutz 34:13

I'm confidently not confident that this is gonna work. Okay, so we'll start with you, Danny. Okay, so in 1918, the US government officially established what time related practice.

Danni Withers 34:25

Daylight savings time.

Jacki Lutz 34:26

A hold on, it's it's a multiple choice. You may change your mind. Uh standard time zones. B, daylight savings time, C, the 24-hour clock, or D, leap years.

Danni Withers 34:41

I'm gonna say time zones. It was daylight savings time. I feel like I made you not look, just go back and do it before you read the A B saves.

Lisa Foshee 34:51

That's right. You get the sticker. That's funny.

Danni Withers 34:53

I'm gonna give it to you anyway. Yes. Congratulations. Because technically you got it right at some point. Sorry, I did not know we were getting multiple choice.

Jacki Lutz 34:59

That's right. Yeah, sorry, but we should have said that. Okay, you ready, Lisa? Uh yes. Stakes are high. Yeah, I know. Which of these happened in the United States in 1918? A, a circus train crashed into a train carrying circus performers. That's very specific. B, a train wreck killed more than a hundred people in Nashville. C, a massive fire killed more than 400 people in Minnesota. This is very great. There is not a great answer here. Or D, all of the above.

Danni Withers 35:34

I mean, I feel like I have to go all of the above, right? They seem oddly specific, so yes. Yes.

Lisa Foshee 35:39

I'm going all of the above.

Danni Withers 35:40

It was all of the above.

Lisa Foshee 35:41

All right. Good job.

Jacki Lutz 35:44

Good job. Here's your sticker. Thank you. Thank you so much for playing. And thank you guys so much for the time today. Thank you. Um, really appreciate both of you. It was fun. Thanks. Yes, thank you for having us. Thanks for tuning in to another episode of Auto Care on Air. Make sure to subscribe to our podcast so that you never miss an episode. And don't forget to leave us a rating and review. It helps others discover our show. Auto Care On Air is proud to be a production of the Auto Care Association, dedicated to advancing the autocare industry and supporting professionals like you. To learn more about the association and its initiatives, visit autocare.org.