Episode #19
Episode 19: DJ Harrington
In this episode Vince Edivan sits down with longtime industry mentor, trainer and professional speaker DJ Harrington for a conversation that goes far beyond sales and leadership. DJ shares the lessons he learned from his father, growing up one of 12 children, overcoming a speech impediment to become a world-renowned professional speaker, his early career in sales, working with companies including General Motors, Ford, American Express and the PGA, and the unlikely path that eventually brought him into automotive recycling. Along the way, DJ shares stories about relationships, customer service, persistence, honesty and CANI — Constant and Never-Ending Improvement. He also talks candidly about the health challenges he faces today and what he hopes people remember about him. At its heart, this is a conversation about helping people, continuing to improve, and recognizing that sometimes the smallest gesture can change the direction of a career — or a life. 00:00 A Life That Became the Message 01:44 Nordstrom’s Automotive — Episode Sponsor 02:18 Sitting Down with DJ Harrington 04:04 DJ’s Health and the Support of the Industry 09:16 Growing Up One of 12 Children 16:07 The Lesson of 1,800 Families 18:18 From a Speech Impediment to Professional Speaker 20:02 The Monastery, Sales and Uniroyal 25:13 Lessons from DJ’s Father 27:05 The Tugboat Lesson: How to Motivate People 30:21 Humor, Sales and the Famous “ID10T” 32:02 Green Eggs and Ham as a Sales Lesson 35:21 How DJ Found Automotive Recycling 38:35 Scholarships and Investing in People 41:42 Getting One Foot in the Door 44:46 Persistence, a Broken Brick and a Career 51:19 “My Dad Makes People Feel Good” 51:58 AX Payments — Episode Sponsor 53:00 Why ARA Membership Matters 53:40 How DJ Found the Auto Recycling Industry 54:40 The Story That Led DJ to the PGA 59:26 Turning Lessons Into Memorable Experiences 1:00:21 “Don’t Be Bitter — Be Better” 1:01:38 From Seminary to the U.S. Army 1:04:11 Writing a Love Letter for a Wounded Soldier 1:05:02 Why DJ Loves Auto Recyclers 1:07:47 Selling the Bluebird Bus 1:09:20 Relationships and “What’s In It For Me?” 1:11:35 CANI — Constant and Never-Ending Improvement 1:18:34 Sales Mistakes Recyclers Still Make 1:20:21 Listening Is a Superpower 1:25:10 Ask for the Sale 1:26:05 People Buy From People 1:27:42 How Kindness Can Become Good Business 1:31:21 DJ’s Simple Rules for Success 1:31:47 What DJ Wants People to Remember 1:33:49 Character, Habits and Destiny 1:35:13 Faith, Purpose and Using Your Gifts 1:38:26 “Drink, Swear, Steal and Lie” 1:41:03 Looking Back at ARA Unscripted 1:43:09 ARA, URG and Working Together 1:44:45 Why DJ Believes in ARA 1:45:50 A Final Message About Hill Days 1:46:18 Closing SPECIAL THANKS TO OUR SPONSORS Nordstrom’s Automotive — Garretson, South Dakota The Nordstrom’s team has considered DJ a mentor, teacher and friend for years, and they are proud to help bring this episode to the industry. Nordstrom’s Automotive includes full-service auto recycling, U-Pull-It self-service used auto parts and the Under the Hood Show. AX Payments AX Payments is changing credit card processing for automotive recyclers with a transparent, no-fee, no-contract approach, free equipment and technology designed specifically for the industry. Vice President of Automotive Ron Matthews has spent his entire adult life in automotive recycling and understands the challenges recyclers face with processing costs, fraud and chargebacks. Call or text Ron Matthews at (401) 640-3015 to learn more.
