The managers of Mark Christopher Chevrolet knew how to run their company, but found that with a little help they could run it even better. Mark Leggio, Owner and former President of Mark Christopher Auto Center and Mountain View Chevrolet in Ontario, CA, realized he was sitting at the top of an under-performing organization that spent all its time holding itself up, instead of growing – until they discovered The Pacific Institute (TPI). We sat down with Mark to find out more about his partnership with TPI.

How were you first introduced to The Pacific Institute?

Over 25 years ago Lou Tice [Co-Founder of TPI] spoke at a NADA (National Auto Dealers Association) Conference, giving an overview of TPI and its concepts. After his speech, I met with him and eventually, we began the implementation of TPI for myself, my managers, and our spouses. Then eventually to every employee and their spouses.

What was it about that speech that inspired you to move forward with a partnership with TPI?

When I heard Lou’s talk, it was the first time that a program focused on the personal well being of the employee first, rather than the business side of the employee. Most motivational speakers make it about making money, Lou made it about improving the personal life of the employee, which automatically leads to an improvement in every facet of their life, including business. If you can’t be satisfied in your personal life, your business life will never be successful. Without employee satisfaction, there can be no customer satisfaction or high dealership performance. TPI makes sure that the individual improves in areas that are most important to them personally, then once that is accomplished, their business side automatically improves, and their income improves as well. Without the first, the second is impossible.

Why was it important to you to include spouses in the implementation?

Once we got into the program, we realized that if our employees were to embrace the program without their spouses understanding it and/or deciding to embrace it also, it could possibly lead to problems in their marriage, as one would be able to evolve and make positive changes while the other didn’t understand what was happening.

What was your biggest takeaway after going through the curriculum?

Initially, the biggest take away was my balance wheel [a TPI tool used to visually illustrate and assess balance in one’s life] and how out of whack it was. Also, recognizing the RAS [Reticular Activating System – a part of the brain that filters information] and how it affects my thinking was a huge breakthrough. Currently, the idea of “underliving my life” stands out.

How have TPI principles impacted you?

Initially, the principles woke us up. We realized that we were greatly underutilizing our talents, both professionally and personally. Implementing TPI throughout our entire organization catapulted us to a top dealer position in the state and the country. It was fun and exciting to see the ideas that each department came up with to broaden their sales and service. Also, the fact that each spouse was offered the opportunity to go through TPI helped so many of our marriages, mine included. The couples were able to grow together through goal setting and affirmations. We even had some of our employees’ children go through the program as they set off to college.

What did your performance look like before working with TPI, and what metrics need to be met to be considered a top dealer?

Before working with TPI, we were selling roughly 100 cars per month. Now we regularly sell over 600 per month. Dealers are considered top dealers based upon sales and service. The metrics are set by General Motors and change occasionally but are always based on sales and service.

How have you applied mindset concepts within your organization? Professionally? Personally?

I continue to mentor many of our employees through the goal setting and affirmation process on a weekly basis. The vision-setting process is hugely important. On a personal level, I use the mindset concepts to never allow the doctors’ current reality of my disease enter my creative subconscious [Mark was recently diagnosed with a rare form of ALS, called PLS]. I was told four years ago that I wouldn’t live two more years. I have far surpassed that, and although I take their medical advice seriously, I choose to push myself daily to work out both physically and mentally, always having a positive picture of where I want to be.

Mark concludes by saying, “The principles and concepts of TPI have been both personally and professionally life changing… Consistently implementing the program can open up immeasurable possibilities.”

Read the entire Mark Christopher Success Story:

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