Gary JohnsonEvery podcast appearance, updated as new ones drop

Gary Johnson is the Head of Safety and Compliance Strategy at Motive, a technology company that develops AI-powered applications to improve the safety, productivity, and profitability of businesses across various industries. With over 40 years of experience in the transportation industry, he has held leadership roles in safety and compliance at companies such as Ryder Systems Inc., FedEx, and Transport Corporation of America. Before joining Motive in January 2023, Gary spent eight years at Lytx, focusing on safety and compliance. He is a Certified Director of Safety (CDS) and has presented at various industry events and forums. In this episode… Fleet safety isn't just about following rules; it's about creating a culture that prioritizes proactive risk management. But with so many moving parts, from driver training to compliance regulations, how can companies ensure their fleet operates as safely and efficiently as possible? What role does technology play in shaping a stronger safety program? According to Gary Johnson, a veteran in fleet safety and compliance, companies often mistake compliance for true safety. He highlights that while meeting regulatory standards is necessary, a truly effective safety program goes beyond checklists and focuses on behavioral coaching. By leveraging AI-driven insights and real-time data, fleets can shift from a reactive approach to a proactive one, addressing risks before they become costly incidents. Gary also emphasizes the importance of treating drivers like professional athletes — giving them the right tools, coaching, and feedback to continuously improve their performance. In this episode of Roadrageous , hosts Liam Hoch and Chad Lindholm sit down with Gary Johnson, Head of Safety and Compliance Strategy at Motive, to discuss how fleets can build a smarter, more effective safety strategy. They explore the shift from reactive to proactive safety programs, how AI-powered technology is transforming fleet management, and why data should be used as a coaching tool rather than a disciplinary measure.

In this episode, Alay and Gary discuss: Why you should be the CPO of your firm – the Chief Pain Officer. Understanding the potential client’s goal and expectations. Consulting with confidence and having a great intake system. Key Takeaways: Getting to the pain point of the client will help to better identify how to best serve the client. Ask how the pain is impacting the potential client. They need to identify and make the pain real to them for them to want to take the next step. You want the potential client to have objections – that means they are considering it and want to work with you. Walk your client through the fee agreement. Address their objections. Then have them sign. Tweetable Moments: “The expectation is to learn about the other person and to figure out what the pain is that that person has.” — Gary Johnson “One question you could ask…is ‘How does that impact you?’” — Alay Yajnik “Anytime that you can get somebody to verbalize it, it becomes real to them…If the pain is not strong enough, they’re not going to make a decision.” — Gary Johnson “Before the fee agreement, you need to make sure that you align their pain with the gain that you will give them.” — Gary Johnson About Gary Johnson: Imagine getting 5X more referrals whether you are an introvert or extrovert…it doesn’t matter. At J2 Marketing, we coach attorneys on how to build a robust book of business with ideal clients. There is a lot of confusion in marketing a legal practice…we take the confusion out, to save attorneys time and money with the most profitable strategies that are tailored to their strengths…instead of to someone else’s. Connect with Gary Johnson: Website: https://linkedinforlawyers.net/ Website: j2marketingconsultants.com Email: garyj@j2marketingconsultants.com LinkedIn: <span

In this episode, Alay and Gary discuss: Why what works for the rainmaker doesn’t necessarily work for each attorney. Different ways of tackling business development that fit your strengths. Building a business development strategy for your law firm. Key Takeaways: The rainmaker’s strengths may not be your strengths – your business development should play to your strengths. Introverts can be the best networkers because they are better at active listening. Curiosity connects people. The more curious you are about others, the more they feel seen, heard, and connected to you. Lean into your passions when you’re doing business development. People connect with those who do what they love. Tweetable Moments: “The good and bad part about business development and marketing is that there’s not one size that fits all.” — Gary Johnson “An active listener is controlling the conversation the entire way. And they’re listening to the stuff that somebody says, and they are also reacting to it as well appropriately.” — Gary Johnson “Curiosity will win the day. If you’re really curious, you’ll ask more questions. You won’t make it about you, you’ll make it about everyone else.” — Gary Johnson “When you have stuff that you can offer for business development, whether it’s through writing, through LinkedIn, or through speaking, establishing your thought leadership and using your thought leadership to build a book of business is really, really fun. Because at that point you’re just teaching and you’re talking about stuff that you already geek out on.” — Alay Yajnik About Gary Johnson: Imagine getting 5X more referrals whether you are an introvert or extrovert…it doesn’t matter. At J2 Marketing, we coach attorneys on how to build a robust book of business with ideal clients. There is a lot of confusion in marketing a legal practice…we take the confusion out, to save attorneys time and money with the most profitable strategies that are tailored to their strengths…instead of to someone else’s. Connect with Gary Johnson: Website: https://linkedinforlawyers.net/ Website: <a href="http://www.j2marketingconsultants.com/" target="_blank" rel="noo

In this episode, Alay and Gary discuss: The #1 reason attorneys should use LinkedIn to build their business. The evolution of LinkedIn as a business development platform. Building relationships to get sales opportunities. Creating a plan for your LinkedIn. Key Takeaways: While the Premium and Sales Navigator upgrades for LinkedIn can be useful, 98% of attorneys don’t need them and can do what they need to do with the free version. Build potential clients and referral sources into your LinkedIn network and you can start to build relationships without traveling. LinkedIn is all about relationships and making connections – don’t limit yourself to only people you know. Tweetable Moments: “Business development with LinkedIn saves time.” — Alay Yajnik “Go to the basics of building relationships. It’s not pitching, it’s about building a relationship. Always think of it like a marathon as opposed to a sprint.” — Gary Johnson “As you get more inquiries about your services, you are able to pick and choose who you want to work with and don’t want to work with – what we call our ‘red velvet rope’ policy.” — Gary Johnson “LinkedIn for Lawyers is purpose-built for lawyers only. And we think it will really make a difference for associates and partners who are just simply too busy for business development.” — Alay Yajnik About Gary Johnson: Imagine getting 5X more referrals whether you are an introvert or extrovert…it doesn’t matter. At J2 Marketing, we coach attorneys on how to build a robust book of business with ideal clients. There is a lot of confusion in marketing a legal practice…we take the confusion out, to save attorneys time and money with the most profitable strategies that are tailored to their strengths…instead of to someone else’s. Connect with Gary Johnson: Website: https://linkedinforlawyers.net/ Website: j2marketingconsultants.com Email: garyj@j2marketingconsultants.com