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Former NFL lineman turned entrepreneur Cory Procter joined hosts Chris Keene, John Anderson, and Renaldo Leonard on LotTalk for the grand finale of their leadership series - and he didn’t just talk about leadership, he redefined it.
Procter, now the founder of Pro Capital Wealth Management in Southlake, Texas, brought lessons from the Dallas Cowboys locker room straight into the boardroom - lessons every dealership leader can use to build stronger teams, sharper accountability, and sustainable success.
1. Radical Accountability = Radical Action
When Procter described his years under legendary coach Bill Parcells, he made it clear: accountability isn’t just a principle—it’s a practice. Parcells didn’t just demand effort; he demanded follow-through. You learned fast that being “coached up” meant you were expected to apply it that day.
That’s the model he runs his business on now—and it’s a model that works perfectly for dealerships.
Too many managers “coach” their teams but don’t follow up to ensure that action happened. As Procter put it, “If you say you’re going to do something, you’ve got to own it fast.”
In his company, every Monday meeting includes one question: Who does what by when?
That simple framework—borrowed from Parcells and reinforced by Procter’s mentors—keeps teams clear, accountable, and moving.
Dealer takeaway: Don’t let meetings become theory sessions. Tie every idea to ownership and a deadline. Accountability without action is just talk.
2. Problems Are Opportunities
Procter flipped a common leadership mindset on its head: problems are good.
“None of us would have jobs if we didn’t have a problem to fix,” he said. “Each challenge is here to serve you—it’s here to expand you.”
In dealerships, managers often view slow months, aged inventory, or underperforming staff as setbacks. But Procter’s mindset reframes those moments as mirrors—tools for reflection and realignment.
Dealer takeaway: When sales dip or your BDC’s lead follow-up falters, ask: What is this problem trying to teach me? Reflection is where growth begins.
3. Focus on the Right Five Things
Procter referenced a story about Warren Buffett: make a list of 20 things you want to achieve, then circle five—and throw away the other 15.
That’s ruthless prioritization, but it’s how winners operate.
In dealerships, the same applies. You can’t fix everything—pricing, photos, processes, leads, staff training, appraisals—at once.
Dealer takeaway: Pick your top five most critical operational goals each quarter. Then get laser-focused on those until they’re solved.
4. Build a “No Victims” Culture
One of Procter’s core company values is simple: “Find a way or make one.”
That means no finger-pointing, no blame, and no waiting for permission. Every team member is encouraged to take on more responsibility than they’re supposed to. Why? Because when people do that, everyone levels up.
He explained it best:
“If you have a problem, you’ve got to own it fast. If you say you’re going to do something, you’ve got to own it fast.”
That kind of extreme ownership builds internal trust and external credibility. In a dealership, it translates directly to better customer experience—because your internal accountability shapes your external reputation.
Dealer takeaway: Create an environment where every employee owns their role completely. Empower them to solve problems, not just report them.
5. The Right People and Systems Win
Toward the end of the episode, Procter distilled leadership down to two words:
“Systems and people.”
“If I don’t have the right people, the best system won’t do it. If I don’t have the right system, the best people won’t either.”
In automotive, that’s the heartbeat of a great operation. You can have the best CRM, reconditioning tool, or inventory management software in the country—but if your people don’t buy in, nothing changes. Likewise, talented staff without structure eventually burn out.
Dealer takeaway: Balance your investments—spend equally on process and people. Then, overcommunicate expectations. Too much communication is a good thing.
6. Don’t Chase Every Dollar
Procter was candid about early mistakes—saying yes to clients who didn’t align with his company’s values. It always came back to bite him.
“I’ve had those people who weren’t the right fit. They became massive headaches later on. They steal your time, your energy, your peace.”
Sound familiar? For dealers, that could be a toxic manager, a bad vendor partnership, or a wholesale-heavy strategy that erodes your brand.
He now measures every opportunity by one rule:
Does this decision still make sense 30 years from now?
Dealer takeaway: Every shortcut has a cost. Protect your time, your people, and your reputation by aligning only with customers, vendors, and hires who share your values.
7. Empower, Don’t Abdicate
One of the most practical takeaways came from a conversation about team autonomy. Many dealers, John Anderson noted, bring in a new system or process—then hand it off to lower-level managers and walk away. That’s delegation without leadership.
Procter’s solution? Empowerment with accountability.
He shared a Ritz-Carlton-inspired method: give employees authority to act within limits—but make sure they report their decisions. That balance of trust and structure builds both confidence and consistency.
Dealer takeaway: Don’t disappear after rollout. Stay engaged, ask questions, and reinforce that communication is leadership.
8. Keep It Simple—and Keep Moving
At one point, Chris Keene summed up Procter’s message perfectly:
“It sounds so simple, but we get in our own damn way.”
Leadership isn’t about grand gestures or corporate slogans. It’s about small, consistent action—done well, done fast, and done together.
Whether you’re running a football team or a used car department, the playbook is the same:
Hold yourself accountable. Take action. Empower your team. Communicate relentlessly.
Final Thought
Cory Procter’s leadership philosophy fits the dealership world like a glove: radical accountability breeds radical results. When everyone on your team owns their piece, communicates clearly, and refuses to play the victim—you stop reacting to problems and start creating momentum.
As Procter put it, “Winning attitude. Find a way or make one.”
That’s not just football talk—it’s the dealership mantra every leader should live by.