After interviewing hundreds of candidates throughout my career, I've learned one important lesson:

Resumes tell you where someone has been. Conversations tell you where they're capable of going.

Instead of spending 45 minutes verifying a résumé, I've spent that time discovering the person.

I always wanted to know:

• What is their "Why"?
• How do they respond if they fail?
• Can they accept coaching?
• Do they genuinely enjoy helping people?
• How have they made others around them better?
• Will they elevate our culture?

One of the most revealing questions I've ever asked is:

"Tell me about a time you were completely wrong about something."

That single question reveals far more than rehearsed answers ever could.

Do they own their mistakes?

Do they blame someone else?

Can they laugh at themselves?

Did they learn and grow?

The best candidates aren't perfect.

They're coachable.

They're humble.

They're resilient.

They're accountable.

In the car business, technical skills can be taught. Character is much harder to teach.

That's why the most successful dealerships don't just hire for experience, they hire people whose attitude, values, and character make everyone around them better.