Creating Confidence with Heather Monahan
Confidence Classic: How To RAISE Your Frequency And CREATE Opportunities You Never Knew Existed with Sales Expert Glenn Lundy
Wed, 23 Apr 2025
YOU are the catalyst — not just for the hard moments in your life, but for the incredible ones too. In this episode, I bring back my conversation with Glenn Lundy, a sales and leadership expert whose story will shift how you see possibility. He shares how hitting rock bottom became the turning point for massive self-awareness, energy, and purpose. We also talk about how to ATTRACT opportunities, how to actually see them when they appear, and why the way you show up each day determines the people and results YOU magnetize. Get ready to communicate in a way that ensures you are truly heard. In This Episode You Will Learn How to find opportunities you NEVER knew existed. The “tone scale” strategy to communicate EFFECTIVELY with anyone. How to lead your team (and yourself) with the L.E.A.D.D. method How to become the catalyst for GOOD. Resources + Links Join 800% Elite Automotive Club HERE! Read The Morning 5 ebook HERE! Listen to #RiseandGrind w/Glenn Lundy & Breakfast With Champions Sign up for a one-dollar-per-month trial period at shopify.com/monahan Download the CFO’s Guide to AI and Machine Learning at NetSuite.com/MONAHAN. Want to do more and spend less like Uber, 8x8, and Databricks Mosaic? Take a free test drive of OCI at oracle.com/MONAHAN. Get 10% off your first Mitopure order at timeline.com/CONFIDENCE. Get 15% off your first order when you use code CONFIDENCE15 at checkout at jennikayne.com. Call my digital clone at 201-897-2553! Visit heathermonahan.com Sign up for my mailing list: heathermonahan.com/mailing-list/ Overcome Your Villains is Available NOW! Order here: https://overcomeyourvillains.com If you haven't yet, get my first book Confidence Creator Follow Heather on Instagram & LinkedIn Glenn on: Website: glennlundy.com LinkedIn: @Glenn Lundy Instagram: @glenn_lundy Facebook: @OfficialGlennLundy
Chapter 1: Who is Glenn Lundy and what is his background?
I'm so excited for you to meet my friend today, someone I know in real life. We've got Glenn Lundy on the show, husband and a father to eight. You did not hear me wrong. Eight kids. He's the host of the wildly popular Breakfast with Champions Club on Clubhouse.
His 20 years of experience in the automotive industry, Glenn went from leading a dealership from 120 cars a month to becoming the second largest used car franchise in the country. He has the ability to help identify the areas for growth in your store, teach creative ways to invoke your dealership spirit. He's a sales expert with a background in sales and finance, which is so unique.
He uses his skill sets to create growth as well as tapping into the mental side of human development. Glenn, thank you so much for being here today.
Hey, thanks for having me. It truly is an honor and a pleasure to share this space and time with you. You're amazing.
You're the best. Thank you so much. So we got to know each other during the global pandemic on Clubhouse and Glenn was kind enough to have me on his show. And then we were so lucky to, we forget because we live in this virtual world. One day you happen to be in Miami. You text me, wait, you live in Miami, don't you? And we got to connect, have dinner and catch up.
And it was, it was so cool to hang out with you in real life.
It was super, super fun. I really, really enjoyed that, watching you run, doing your thing, running your businesses and mom and all at the same time, right?
Well, listen, you know a lot about being a parent, a lot more than me.
When you've got eight little ones that you have been raising, it's pretty incredible.
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Chapter 2: What adversity did Glenn Lundy overcome in his early life?
And then my dad and his wife. They moved into Greenlaw Garden Apartments at 2600 East 7th Avenue in Flagstaff, Arizona, apartment number 30, two doors down from my mom and her new husband. And what was really crazy is my dad's new wife, she had four kids already, right? They were all black kids, four black kids. Then they, my dad and her had two more together, right?
So there was eight of us over in dad's house. And then there was just me and my sister over in mom's house. And every stereotype that you could think of, Heather, existed in these two houses. Like dad's house was the black house, right? Everybody played sports. There was sports on TV all the time. We listened to rap music, hip hop music, gospel.
We had chitlins and collard greens and fried chicken and Kool-Aid like everything. Every stereotype you could think of existed in my dad's house. And then over in my mom's house, we had all the stereotypes you would associate with a white household. Like mom was a country singer. My stepdad loved rock and roll.
They hung out at the little bowling alley, the little white trash bowling alley everywhere. Everybody hung out. It was crazy, right? My mom would be whistling show tunes and stuff. It was a real quiet house, right? And so I grew up in these two very different culturally, very different environments. And looking back,
Greatest experience of my life because now I can see things from different perspectives, which I'm so thankful for because I didn't grow up in just one culture. But at the time, it was really tough for me. You know, being a teenager, going through all of that stuff, trying to figure out who you are, trying to figure out your identity, all of those things.
That's already challenging enough as a teenager. But being stuck in kind of these two different cultures, I didn't know like my skin was too dark to be considered white, but it was too light to be considered black. So I didn't really know where I fit. And ultimately I became a chameleon. And so whatever group I was with, I'd become that because I didn't have my own identity, right?
And so if I was hanging out with the cowboys, I was a cowboy. If I was hanging out with the gangsters, I was a gangster. If I was hanging out with the Mexicans, I was a Mexican, right?
This is dangerous. This sounds so dangerous to me.
Yeah and it really was because I just I didn't have any identity myself and so I was trying to find a fit and all of my relationships were very surface because I wasn't authentic or real like I was everybody's friend but I didn't have any real deep like relationships you know everything was just kind of surface and that's how I made my way into adulthood and along the way
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Chapter 3: How did Glenn Lundy's spiritual journey shape his mindset?
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B-I-L-T dot com slash confidence. Make sure you use our URL so they know we sent you. Join built dot com slash confidence to sign up for built today. It's so interesting. You make so many good points in regards to how divisive our world is and how people think only their way of thinking is the right way and we're supported in that and instead come from a place of curiosity.
Well, when you just brought up this idea of everyone should be sharing their story, agree with you 100%. However, what I typically hear from people and what I've experienced is when shame is an issue, right? You feel bad about where you've come from, bad about experiences, bad about life choices, right? or just fear, general fear of what are people going to think about me, insecurity, right?
All of these things are the reasons why people don't move forward. How were you having such a challenging situation that you overcame? How did you overcome that fear, that shame, and that insecurity to own your voice?
I think that for everyone, the situation's different, right? And the experience is different. And there's ways to share your story, share your voice, share all of those things without necessarily directly reflecting on you if you don't want it to, right? There's authors that write under different names. There's artists that perform under different names. We see it over and over again.
When you study success as much as I have, you'll see... quite often that a lot of people bury who they were and stand out with who they are and they share that voice. And that might be the path for someone that really doesn't want, they want to help, but they don't necessarily want to be in the limelight. Not everybody's a A spotlight person like me and you.
Not everybody wants to go and get the eyebrows done and the makeup and go stand on the stage, right? And so I think everyone just really has to fall into the position that ultimately works for them. But for me, what I found is as my story came out, I got feedback loops that it was helping people. And I inertly, like it's just in my nature, I want to serve and I want to help people.
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Chapter 4: Why is sharing your story important and how can you overcome fear and shame?
And as a leader, we want to encourage the behaviors we want to see more of. So those are mainly the things that I'm looking for, right? I want to see more people coming into my office and sharing their thoughts. I want to see people standing up with creative ideas, even if those creative ideas are a little bit crazy, but I want to see more of that. So we listen and then we encourage.
After we've listened and we encourage, then we go to the A in LEAD, which stands for Now, most managers start at advice. They walk into the room, they tell you what to do, right? And they tell you what you did wrong. So most managers do. A great leader will listen first, encourage, and then advise areas of growth, development, and opportunity. The D in lead stands for develop.
Don't just tell me what to do. Show me how to do it and go with me. Be willing to walk through this with me, right? And then the last D in lead stands for daily. So listen, encourage, advise, and develop, and do it daily. When you're having a conversation with your spouse or your boyfriend, your girlfriend, listen, encourage, advise, and develop. Do that daily.
When you're talking to your kids, listen, encourage, advise, and develop. When it comes to a coworker, listen, encourage, advise, develop. If you're trying to close a deal, listen, encourage, advise, and develop. And when you're putting something together on a brand new platform, that's going to require a lot of people in order to make it happen, right?
We do 50 hours of programming every single week. We have 80 different moderators that all moderate segments. The way that we were able to pull that together is I went room to room to room to room to room, listening, encouraging, advising, sharing my wisdom, and then developing. And by doing that, we were able to create amazing relationships.
People wanted to come, people flocked into our rooms, right? Flocked into our rooms.
And we were able to build this club, build this community that here, fast forward now, 15 months later, and we've had, you know, 4 million people that have come through our rooms and we've connected with, you know, people we never thought in a million years that we'd connected to, but it all came to that one simple principle.
Just take the lead, listen, encourage, advise, and develop and do it daily.
If you're like me, the last thing you want to think about are the intimates that you're wearing. I mean, we all have other things that we're focusing on, right? Until the strap of your bra comes out underneath your shirt and everyone can see it. Or you go home at night to change and you have these harsh lines that have been digging into your skin all day. Do you feel me? Forget that.
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Chapter 5: How did Glenn Lundy transition from personal development to business success?
Before I was homeless in that whole season, I was at a certain frequency. And in my belief system, my world, I drew in shady characters like myself, dark situations all of the time. I believed that everybody did drugs. I believed that everybody drank. I couldn't even imagine. Anybody that said they didn't do those things, they were a liar. It just was impossible for me to imagine
a life free of those things, right? And it wasn't until I started to dial up that frequency and get into some different circles and be exposed to some new ways of living that I was then able to climb into those spaces, right? But you can't climb into them if you don't know where they are. And that's all about getting in tune.
You've got to get in tune with your goals, your dreams, the visions, or you just won't be able to see the opportunities that'll get you there.
And your mission, going back to what you were saying earlier about serving, I just know for sure for me being in corporate America for a long time, my objective was to make rich people richer, make the shareholders wealthier. And I always was missing that mission piece from my life. I didn't know it at the time, right? You only know what you know. But lo and behold, I get fired.
I start my own business where a big part of what I do is empowering and helping other people. And then when I start getting the notes and the messages and I start feeling so positive, I truly believe that has me vibrating at a different level now where now doors open so much easier and the right doors open and opportunities are coming in left and right. So I couldn't agree more with you.
To the point about the tone scale, this is what popped into my mind. This makes total sense. And I definitely want to deploy this in my day-to-day. However, how do you deploy that strategy when you're speaking to a group or you're speaking to a conference room or you're speaking at an arena, at an event?
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Chapter 6: What mindset shifts helped Glenn Lundy lead and grow an automotive dealership?
You're going to love this, Heather. So we don't know exactly where everybody's at in the room, right? We'll never necessarily know that. However, sometimes I'm sure you've experienced where you can feel the energy in the room, right? So ultimately, it's a collective consciousness. It's this whole process. When people get together in a room, they all have the intention of being there.
We have the attention. And it's just like... I'll just say it. It's just like when my... When women start to cycle together, right? When you spend a lot of time and the intention is the same, those things type of happen. Sorry, that was a little embarrassing.
No, but it is a fair point. When women hang around together or groups of women hang around together, very, very often they do start cycling. Their menstrual cycle aligns and it just happens out of nowhere. Like it's the weirdest thing. But you're right. That is a good example.
Yeah, and that's all that energetic connection of a collective consciousness, right, that's happening. So what I do when I speak, and I suggest this for you, is I understand there are four major personality types, right? There's four major personality types. You've got your urchins, which are your very analytical people. They're introverted usually.
Then you have your dolphins, which a dolphin is me. I am a dolphin. They love the spotlight. They love all that. They're not necessarily the most organized, but they light up any room that they walk into. Then you have your sharks, which sharks are just out for blood. They don't care who gets in the way. They're just freaking getting after it, right? Grant's a shark.
Then you have your whales, and the whales are like your save the world type people. So Oprah would be a whale. Grant Cardone would be a shark. Richard Branson would be a dolphin. And Warren Buffett would be an urchin, right? To give you an idea of the different personality types. So here's what I do.
I use a combination of understanding the four different personality types because I have to speak to all of them. Like if I go all sharky sharky the whole time, if I'm all just like blood, you know, punch through, 75% of the audience, I'm going to lose them. If I go all urchin data, analytics, spreadsheets, and Excel, I'm going to lose 75% of the audience.
I'll have the urchins, but I'm going to lose the other 75%, right? So knowing those four personality types, what I do is I actually pick four people in the audience. One of them becomes my urchin. One of them becomes my dolphin. One of them becomes my whale. One of them becomes my shark. And I just label them right when I get out there on stage, right?
And I'll position myself to where when I'm looking at the urchin, like if I know I've got data coming, stats, facts, whatever, I'll send those directly to the urchin, right? When I'm looking over at my dolphin, I'll go up tone, more energy. I'll bring the volume up. My mannerisms are a little bit more, right? And I'll go into that while I'm delivering that portion of the talk.
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