In the latest episode of TimTalks, Glenn Pasch joins Tim to discuss his new book, “The Road to Sold,” the evolution of digital retailing, and how leadership drives lasting change in automotive.

From his journey into the industry to powerful lessons in process and customer experience, this is a must-watch for anyone in automotive.

Connect with Glenn on LinkedIn, and order “The Road to Sold” today.

[00:00–01:34] Intro & Guest Introduction Tim opens the episode and introduces leadership coach and automotive expert Glenn Pasch.

[01:35–06:27] Glenn’s Journey into Automotive Glenn recounts his start in hospitality and acting, how his brother Brian introduced him to digital marketing, and their eventual partnership in founding PCG.

[06:28–09:11] How Glenn Met Tim Tim shares a memory of how PCG recognized CarNow early on, giving them a platform at NADA before they had a booth.

[09:12–14:02] Thinking Outside the Box Glenn explains how PCG’s vendor research reports became an unexpected marketing tool and a trusted resource for dealers and vendors.

[14:03–16:30] Launching “The Road to Sold” Glenn introduces his new book, inspired by conversations with Tim. The book emphasizes the need for conversations, not just leads, to drive digital retail success.

[16:31–18:29] Why Conversation Matters The discussion shifts to how most dealerships chase leads rather than serve people, and why it’s time to evolve the digital sales process.

[18:30–22:26] Treating Online Customers Like In-Person Guests Glenn advocates for mirroring in-store service online and eliminating friction to meet customer expectations.

[22:27–23:02] Leadership's Role in Change They reflect on how leadership determines whether process changes succeed or fail—and why consistency and accountability are key.

[23:03–25:47] From Training to Execution Glenn details the difference between dealerships that talk about change and those that live it daily.

[25:48–29:34] Breaking Old Habits & Market Myths Tim and Glenn debunk excuses like “my market is different” and challenge leaders to rethink credit assumptions and embrace process consistency.

[29:35–31:29] Adopting Tech with Intentionality They discuss how technology like AI should be thoughtfully implemented, and that customers want faster—not necessarily fully digital—car buying experiences.

[31:30–34:36] Closing Thoughts Tim and Glenn wrap up with leadership insights and encourage listeners to evaluate their own commitment to process improvement.