Worcester Business Journal

wbjournal.com | April 30, 2018 | Worcester Business Journal 17 like the best answer (at least seemingly the least painful at that moment). When that moment occurs, remind yourself how much you want to achieve the goals you set. Envision the goals, and just don't quit. Jim attended Oklahoma State Uni- versity and played on the football team. A new coach took over in Jim's second year on the team, and the new coach was tough, really tough. A lot of the players quit. Jim hung in there, but aer one particularly tough day, Jim called his dad and said he wanted to quit. Jim Sr., being the mentor that he was, responded by saying "Well, you know what, people won't buy these damn Chevrolets and the mechanics are no good, and I'd like to quit, too. But I don't know how I'd support your brother and two sisters." Jim overcame his "I Quit" moment, stayed on the team, and later became team captain. Jim's third recommendation is to focus on customers first and foremost. Jim began selling cars well before there were online platforms to monitor, shape and manage sales activities. He worked with a prospect book, a customer book, and a 3x5 card file with activities orga- nized by date. ese tools were simple in comparison to what is available today. However, the tools shaped Jim's priority of focusing on customers. e books contained reams of information on customers, prospects and their friends. e file cards detailed activities on a daily basis: who to call, action to take, reference to past conver- sations, etc. When the call is completed, the card and book are updated, and the card placed in the date slot for the next scheduled call. Jim disciplined himself to engage on a personal level, doing the things neces- sary to stay connected with customers and future customers. Jim succeeded be- cause he had a focus that was personal and disciplined, but not robotic. The Bottom Line – Jim and his part- ner Bob Tuttle have a 50+ year track record of success. Jim's insights regard- ing success focus on personal things: mentorship, pride, determination, hard work, and a focus on people and your relationships with them. Jim didn't talk about systems, processes, products, prices, features, etc. Success for Jim is about who you are, who and how you relate to others, and the openness and passion you demonstrate every day. Ken Cook is the co-founder of How to Who, a program on how to build strong relationships and how to build business through those relationships. Learn more at www.howtowho.com. B O O K O F L I S T S W J BJ B W W J BJ B J BJ BJ B Bre Fes Bre Fes This is the ultimate opportunity to network and celebrate with professionals from the top companies representing an array of businesses in the Central Mass region. WEDNESDAY, MAY 30TH 4:30 - 7:00 PM Tower Hill Botanic Garden, Boylston The Book of Lists party is a high-level networking reception featuring the top business leaders in the Central Mass region who appear in the 2018 WBJ Book of Lists. Whether you've made one of the coveted lists, or just want to network with Central Mass' business elite, this special event is a unique opportunity to meet and mingle with successful entrepreneurs, C-level executives and community leaders. • Networking reception • Select local craft breweries with tasting tables • Hors d'oeuvres and cash bar For more details or to register go to www.wbjournal.com/brewfest All attendees will receive a copy of the 2018 Book of Lists hot off the press! Growler Sponsor Worcester Business Journal WBJ The Rainmaker BY KEN COOK W Three lessons from a million-dollar entreprenuer J im Click is the co-owner of the Tuttle-Click Automotive Group. It is a multi-location auto dealership group, with 16 locations through- out Arizona and Southern Cali- fornia. By any measure, Jim and his partner Bob Tuttle are a success, with gross revenues approaching $1 billion per year. I spent some time with Jim recent- ly. My curiosity was high because the auto dealership business is tough. e competition is fierce, the products are similar if not almost commodities, and the margins are super thin. Yet, despite these apparent obstacles, Tuttle-Click beat the odds. My question to Jim was simple, "You are 73 years old and a very successful entrepreneur. If a 23-year-old aspiring entrepreneur approached you and asked what are the top three things she should focus on in order to be successful, what would you tell her?" The three insights he shared are: 1. Have a mentor who truly cares about you. 2. Overcome the "I Quit" moments. 3. Focus on customers first. Regarding having a mentor, Jim was fortunate in this regard. He had two mentors – his father Jim Click Sr. and his uncle Holmes Tuttle. Jim's father taught Jim about hard work. He taught him about the need to learn, and how education is the founda- tion for any success. He taught him to take pride in his work and in himself. He taught him loving what you do is essen- tial for success. If you do, you will retire for the rest of your life doing something you love. Jim learned a lot about business from Holmes Tuttle. Jim started as a salesman at the Tuttle dealership in Beverly Hills. He learned and succeeded at sales, then sales management. e dealership be- came the second-highest grossing dealer in the nation. Jim concluded on mentorship with this thought. Listening to and learning from a mentor who cares provides deep and rich life and business lessons. e second recommendation Jim has for an aspiring entrepreneur is to overcome the "I Quit" moments. Being an entrepreneur is tough, and there will be many moments where quitting seems

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