Millionaire Car Salesman Podcast: Recent Episodes
Dealer Synergy
The Millionaire Car Salesman Podcast is the #1 resource for automotive sales professionals, managers and owners. Let Sean V. Bradley, CSP and L.A. Williams teach you how to make money, accumulate wealth, and all-out ball-out in the automotive industry.
What separates automotive sales professionals who merely show up from those who consistently dominate their market?
"Everyone is a customer until they're not." - Stacey Orlowski
In this episode of the Millionaire Car Salesman Podcast, Sean V. Bradley sits down with Stacey Orlowski, an accomplished automotive sales professional whose success is rooted in discipline, purpose, and an unwavering commitment to improvement.
Stacey breaks down why identifying your "why" can completely transform your performance, especially during the difficult days when motivation alone is not enough. Drawing inspiration from elite performers like Tom Brady, he explains how hard work, a positive mindset, and consistent execution can help sales professionals reach levels they once believed were impossible.
"A goal and a dream are two very different things. A goal has time and accountability. A dream, that's not real." - Stacey Orlowski
Sean and Stacey also dive into the real-world strategies that drive automotive sales, from converting showroom walk-ins to maximizing Internet leads. They explore how communication, customer rapport, and a genuinely customer-focused approach can separate top performers from everyone else.
You'll also hear how Stacey's transition from law enforcement into automotive sales gave him a unique set of skills that translated powerfully to the showroom floor. His journey proves that your previous experiences can become a competitive advantage when paired with the right mindset and process.
"No is a good thing because it's a way for you to get to yes." - Stacey Orlowski
Whether you are entering automotive sales for the first time or searching for the breakthrough that will take your performance to the next level, this episode provides a practical roadmap for strengthening your mindset, improving your customer interactions, and maximizing every opportunity.
Success begins with knowing why you started, but reaching the top requires knowing exactly what to do next. Listen now to discover the habits and strategies that can help you achieve automotive sales excellence.
Key Takeaways:
✅ The significance of identifying a personal 'why' can drive motivation and focus in sales, transforming what seems like a daunting process into an achievable goal.
✅ Transitioning skills from previous jobs, even those unrelated to sales, can provide unique advantages in understanding and engaging with customers.
✅ Understanding the psychological elements of sales, such as active listening and body language, can lead to more effective and successful customer interactions.
✅ It's crucial to treat sales as a relationship-oriented field rather than merely focusing on transactions to foster retention and referrals.
✅ Utilizing a balanced approach to different types of leads can help maximize sales opportunities and overall success.
About Stacey Orlowski Stacey Orlowski is an accomplished automotive sales professional recognized as the number one Nissan salesperson in Louisiana. With a background in law enforcement and government contracting, Stacey has transitioned into the automotive industry, achieving extraordinary success, including selling over 50 cars in a month. His focus on mindset, ethical sales practices, and customer relationships underpins his achievements. Stacey's unique approach and relentless drive earned him a place among the top 25 best automotive salespeople in the nation, and he is currently a key member of the team at Royal Nissan.
Transforming Car Sales: Lessons in Mindset and Mastery from an Automotive Champion
Key Takeaways:
- Embrace the Right Mindset: Transform success through a mindset that balances personal drive with ethical customer engagement.
- Maximize Every Opportunity: View every interaction as a potential sale and leverage diverse selling strategies effectively.
- Learn and Adapt Continuously: Cultivate skills from varied experiences and remain open to adopting new strategies to refine your selling process.
Unleashing Potential with the Right Mindset The hustle and bustle of car sales is not just about hitting numbers; it's about grasping the essence of what it means to sell cars effectively. Within a lively podcast discussion featuring Sean V. Bradley and star salesman Stacey Orlowski, a detailed portrait of the car sales industry emerges, focusing on mindset as the ultimate game-changer. Orlowski, based in Louisiana and a leader in Nissan sales, attributes much of his success to a powerful mindset.
"Mindset before skillset," emphasizes Stacey Orlowski, echoing a key philosophy. The foundation of success in sales, as illustrated in the dialogue, requires more than mere knowledge or technical prowess. It's a holistic approach steeped in the recognition of one's own capabilities and relentless drive to serve customers responsibly.
Orlowski's journey is a testament to embracing positivity and determination, drawing parallels with iconic figures like Tom Brady: "Tom Brady wasn't the fastest, but he worked the hardest," remarks Orlowski. This embodies the idea that relentless effort, aligned with ethical practices, results not merely in sales but in lasting client relationships—a crucial aspect both speakers highlight through real-world insights.
Beyond aspirational thoughts, this perspective profoundly impacts how sales are conducted, from understanding customer needs to showcasing empathy. It's a human-centered approach that transcends transactional interactions, paving the way for sustainable success.
Optimizing Sales Techniques for Maximal Impact One enlightening insight shared by Orlowski centers around the strategic engagement of sales opportunities. Every customer, refers to Orlowski, is a chance for conversion: "Everyone is a customer until they're not." This conviction lays the groundwork for actionable strategies that turn potential interests into concrete sales.
Through consistent processes, he demonstrates the balancing act between pursuing floor 'ups' and nurturing online leads. This approach acknowledges that while internet leads offer one pathway, each interaction possesses the potential for success when cultivated properly: "Catch the effort and apply it toward every single opportunity you get," emphasizes Orlowski.
This technique harnesses a broad spectrum of sales methods, integrating walk-ins and internet inquiries seamlessly. Orlowski attributes part of his success to thorough needs assessments, understanding customer pain points, and leveraging insights to match them with appropriate vehicles. This thoughtful evaluation system ensures a match between client needs and sales pitches, significantly enhancing the likelihood of successful outcomes.
For Orlowski, the art of engagement involves an intricate dance of empathy and inquiry—listening deeply and tailoring responses to foster trust and, eventually, loyalty.
Continuous Learning and Adaptability: The Cornerstones of Sales Mastery In dissecting Stacey Orlowski's unmatched success, one theme stands paramount: the pivotal role of continuous learning and adaptation. Throughout the exchange, Orlowski's conversation reflects a persistent thirst for knowledge, grounded in a diverse professional backdrop, from corrections to government contracting, translating into a unique understanding of human psychology in sales.
"My life experiences…have been essential in my success right now," notes Orlowski, signaling the value in embracing diverse learning opportunities. The dialogue references books like "Never Split the Difference" by Chris Voss as tools to refine negotiation tactics, illustrating how ceaselessly seeking wisdom outside one's comfort zone fosters transformation.
Adjusting one's sales pitch to align with customer psychology showcases a nuanced balance between steadfastness and flexibility. For Orlowski, this adaptability encompasses not taking rejection personally—viewing "no" as a gateway rather than a barrier, reinforcing a mindset resilient to setbacks but open to modification and growth.
With broader industry implications, this theme captures a universal truth: cultivating adaptability and a hunger for learning equips sales professionals to thrive, not just survive, in an ever-evolving marketplace.
By encapsulating these interconnected ideas of mindset, strategic engagement, and adaptive learning, the vibrant exchange between Sean V. Bradley and Stacey Orlowski offers profound insights into mastering the art of car sales. In the relentless drive to improve and innovate, these principles lay the foundation for reshaping how professionals approach not only their craft but the evolving needs of their clients.
Resources + Our Proud Sponsors:
➼ Podium: The AI Platform Powering the Modern Dealership. From instant lead response to seamless test drive scheduling, Podium's AI Employee Jerry works 24/7 to turn every lead into a conversion, so your team can focus on closing. Trusted by thousands of dealerships nationwide and proudly featured on the Millionaire Car Salesman Podcast. Learn how Podium can help you sell more cars, book more service appointments, and grow your dealership. Discover how Podium's innovative AI technology can unlock unparalleled efficiency and drive your dealership's sales to new heights. Visit www.podium.com/mcs to learn more!
➼ The Millionaire Car Salesman Facebook Group: Join the #1 Automotive Sales Mastermind Facebook Group with over 29,000 automotive professionals worldwide. The Millionaire Car Salesman Facebook Group is the go-to community for car salespeople, BDC agents, sales managers, general managers, and dealer principals looking to increase performance, income, and leadership skills.
Inside the group, members collaborate daily on automotive sales strategies, lead handling, phone scripts, closing techniques, CRM best practices, dealership leadership, and accountability systems. Learn directly from top automotive trainers, industry mentors, and high-performing sales leaders who are actively winning in today's market.
If you're serious about growing your automotive career, increasing car sales, and building long-term success, join The Millionaire Car Salesman Facebook Group today!
➼ Dealer Synergy: Dealer Synergy is the automotive industry's #1 Sales Training, Consulting, and Accountability Firm, with over 20 years of proven dealership success nationwide. We specialize in helping car dealerships increase sales, improve processes, and build high-performing Sales, Internet, and BDC departments from the ground up.
Our expertise includes automotive phone scripts, rebuttals, CRM action plans, lead handling strategies, BDC workflows, Internet sales processes, management training, and accountability systems. Dealer Synergy partners directly with dealership leadership to align people, process, and technology, ensuring consistent results and scalable growth.
From independent dealers to large dealer groups and OEM partnerships, Dealer Synergy delivers measurable performance improvements, stronger teams, and sustainable profitability.
➼ Bradley On Demand: Bradley On Demand is the automotive industry's most advanced interactive training, tracking, testing, and certification platform for car dealerships — built to develop top-performing teams across Sales, Internet Sales, BDC, CRM, Phone Skills, Leadership, and Management.
In addition to LIVE virtual automotive training classes and a library of 9,000+ on-demand dealership training modules, Bradley On Demand now includes AI Phone Roleplaying and Coaching to help salespeople and BDC agents practice real dealership conversations before they ever get on the phone with customers. This AI-powered roleplay technology strengthens phone scripts, objection handling, appointment setting, lead follow-up, and closing skills, while providing measurable coaching feedback for continuous improvement.
Bradley On Demand empowers dealerships to train faster, coach smarter, improve call performance, increase closing ratios, and sell more cars more profitably — all through structured, trackable, modern automotive training.
What separates an average automotive salesperson from someone capable of selling more than 40 cars per month?
"The more you familiarize yourself with the customer, the more you're going to be able to use that for yourself to build your business as a car salesman." - Josh MacPhee
In this episode of the Millionaire Car Salesman Podcast, Sean V. Bradley sits down with Josh MacPhee, a top-performing sales consultant at McDonald Buick GMC Cadillac in Moncton, Canada, who sold an incredible 326 vehicles in only his second year in the automotive industry and went on to achieve a 40-car month.
Josh reveals the mindset, daily habits, customer-service strategies, and modern tools that helped him rapidly build a powerful client base. From relentless follow-up and constant availability to using social media as a relationship-building engine, his approach challenges the traditional way many sales professionals operate.
"Be kind, be honest, really help people, and care about what they're trying to accomplish in buying a vehicle from you." - Josh MacPhee
You'll also hear how Josh transformed his experience working in a skateboard shop into a thriving automotive career, multiplied his results far beyond industry averages, and created relationships that continue producing business long after the initial sale.
Whether you are brand-new to the showroom or an experienced salesperson looking to break through a performance plateau, this episode delivers practical strategies you can immediately adapt to generate more conversations, strengthen customer loyalty, and sell more vehicles.
The numbers are impressive, but the process behind them is where the real value lives. Listen now to discover what Josh does differently.
Key Takeaways:
✅ Building strong customer relationships and offering exceptional service are central to achieving consistent high sales figures.
✅ Utilizing social media platforms such as Facebook and Facebook Marketplace can significantly increase referral-based sales.
✅ Regular and effective follow-up is critical in maintaining customer interest and converting leads into sales.
✅ Working closely with managers and leveraging their expertise can help refine sales techniques and improve results.
✅ Embracing technology and community engagement can create additional pathways to expand a personal brand and reach in automotive sales.
About Josh MacPhee Josh MacPhee is a dynamic and successful automotive sales consultant at McDonald Buick GMC Cadillac in Moncton, Canada. With a notable track record of selling 326 units in his second full year and achieving a remarkable 40-car month, Josh has swiftly risen as an influential figure in car sales. Prior to his career in the automotive industry, Josh honed his customer service skills by working at a retail skateboard shop, where he was responsible for cultivating customer relations and building sales initiatives. His commitment to customer service, strategic use of social media for networking, and relentless follow-up tactics are key elements of his sales approach, enabling him to far exceed the national sales averages within his industry. Josh continues to push boundaries and set new records in automotive sales by constantly evolving and adapting his strategies.
Embracing the Grind: How Relentless Follow-Up and Customer Service Revolutionize Car Sales
Key Takeaways:
- Emphasize the importance of continuous growth and development, even in challenging markets.
- Foster a relentless commitment to customer service and follow-up.
- Leverage technology and team dynamics to excel in sales performance.
Relentless Customer Service and Follow-Up in Car Sales In the competitive world of car sales, consistency is key. Josh MacPhee's story illustrates how relentless follow-up and exemplary customer service can create extraordinary success in an environment where most salespeople average less than ten cars monthly. The approach is simple yet profound: make it easy for the customer and be accessible, whether on weekends, late at night, or even during holidays.
MacPhee, a sales consultant at McDonald Buick GMC Cadillac in Moncton, Canada, credits his success to these values. "I just talk so much and create such a personal level with my conversations that they want to come back," explains MacPhee. His willingness to take calls late a night and work during off-hours underscores a broader principle: in a performance-based industry, accessibility can set you apart from competitors.
This dedication to being available whenever the customer needs support leaves a lasting impact, evidenced by customers who choose him because he's consistently available and knowledgeable. "You wasted no time to get back to me and talk to me the whole time you were off on vacation," a customer reportedly said, highlighting trust and reliability as cornerstones of MacPhee's successful strategy.
Building a Sales Network through Referrals and Community Engagement Effective car sales extend beyond the dealership floor—into community networking and robust referral systems. For MacPhee, referrals significantly contribute to his sales numbers. "We offer $200 for a referral," he states, a small investment when aiming for a fruitful long-lasting business relationship. Beyond financial incentives, MacPhee emphasizes relationship-building by engaging customers on social media platforms like Facebook, maintaining the connection long after the initial sale.
Moreover, MacPhee leverages local insights and community relationships. "If it's legit, think about this: why the hell would you not want to incentivize somebody?" he argues, stressing the value of forging lasting connections within the community. Understanding local relevance, he primes his sales strategy by ensuring his presence is acknowledged beyond the transactional relationship, positioning himself as a reliable advisor in the community.
By fostering deep ties, both digital and personal, MacPhee's strategy aligns with broader community-focused practices that drive sustained success. His approach taps into a natural cycle—prioritize existing relationships to expand business, maximizing opportunities for referral-based prospects in a strategy that feeds itself.
Harnessing Technology and Team Dynamics In an era where technology plays a transformative role, integrating modern tools into traditional sales processes offers a distinct advantage. However, at McDonald Buick GMC Cadillac, MacPhee sees a fusion of personal effort and minimal tech dependence. "Artificial intelligence? What do you mean?" Queries MacPhee, indicating an opportunity for technological advancement that complements his human-centric approach.
Still, the power of a cohesive work environment shouldn't be underestimated. Through collaboration with managers and peers, he builds a reservoir of sales knowledge and refined tactics. Allying with mentors and learning actively, MacPhee draws from a collective base of expertise that deepens individual knowledge, especially for complex negotiations.
"It's important because you're getting a second person in to talk," MacPhee shares, emphasizing the value of team-based sales processes. Such environments promote skill sharing and adaptive learning, as colleagues become resources rather than competitors. Thus, success grows not only from independent initiative but from thriving in a supportive team context.
Josh MacPhee's story champions the idea that diligence, customer engagement, and a strategic approach to relationships can transcend the industry norm, catapulting sales beyond expected metrics. Insights from his journey reveal that relentless dedication to customers and collaborative learning environments can redefine success. Though not overly reliant on modern technology, salespeople like MacPhee showcase the power of grinding hard, building a network, and making each customer interaction meaningful. Through this lens, car sales emerge not as a routine job, but as a dynamic business driven by personalities who exceed boundaries through sheer tenacity and astute connection-making.
Resources + Our Proud Sponsors:
➼ Podium: The AI Platform Powering the Modern Dealership. From instant lead response to seamless test drive scheduling, Podium's AI Employee Jerry works 24/7 to turn every lead into a conversion, so your team can focus on closing. Trusted by thousands of dealerships nationwide and proudly featured on the Millionaire Car Salesman Podcast. Learn how Podium can help you sell more cars, book more service appointments, and grow your dealership. Discover how Podium's innovative AI technology can unlock unparalleled efficiency and drive your dealership's sales to new heights. Visit www.podium.com/mcs to learn more!
➼ The Millionaire Car Salesman Facebook Group: Join the #1 Automotive Sales Mastermind Facebook Group with over 29,000 automotive professionals worldwide. The Millionaire Car Salesman Facebook Group is the go-to community for car salespeople, BDC agents, sales managers, general managers, and dealer principals looking to increase performance, income, and leadership skills.
Inside the group, members collaborate daily on automotive sales strategies, lead handling, phone scripts, closing techniques, CRM best practices, dealership leadership, and accountability systems. Learn directly from top automotive trainers, industry mentors, and high-performing sales leaders who are actively winning in today's market.
If you're serious about growing your automotive career, increasing car sales, and building long-term success, join The Millionaire Car Salesman Facebook Group today!
➼ Dealer Synergy: Dealer Synergy is the automotive industry's #1 Sales Training, Consulting, and Accountability Firm, with over 20 years of proven dealership success nationwide. We specialize in helping car dealerships increase sales, improve processes, and build high-performing Sales, Internet, and BDC departments from the ground up.
Our expertise includes automotive phone scripts, rebuttals, CRM action plans, lead handling strategies, BDC workflows, Internet sales processes, management training, and accountability systems. Dealer Synergy partners directly with dealership leadership to align people, process, and technology, ensuring consistent results and scalable growth.
From independent dealers to large dealer groups and OEM partnerships, Dealer Synergy delivers measurable performance improvements, stronger teams, and sustainable profitability.
➼ Bradley On Demand: Bradley On Demand is the automotive industry's most advanced interactive training, tracking, testing, and certification platform for car dealerships — built to develop top-performing teams across Sales, Internet Sales, BDC, CRM, Phone Skills, Leadership, and Management.
In addition to LIVE virtual automotive training classes and a library of 9,000+ on-demand dealership training modules, Bradley On Demand now includes AI Phone Roleplaying and Coaching to help salespeople and BDC agents practice real dealership conversations before they ever get on the phone with customers. This AI-powered roleplay technology strengthens phone scripts, objection handling, appointment setting, lead follow-up, and closing skills, while providing measurable coaching feedback for continuous improvement.
Bradley On Demand empowers dealerships to train faster, coach smarter, improve call performance, increase closing ratios, and sell more cars more profitably — all through structured, trackable, modern automotive training.
What if selling more cars didn't mean working MORE hours?
In this episode of the Millionaire Car Salesman Podcast, Sean V. Bradley sits down with Kevin Rudolph, an automotive sales professional who has sold more than 60 vehicles in a single month while working only four days a week!
"Selling cars nowadays is about being part of the community more than it is about sitting by your desk and making phone calls." - Kevin Rudolph
But Kevin's success is not built on chasing leads, discounting vehicles, or living at the dealership. It comes from something far more powerful: becoming deeply connected to the people and organizations within his community.
Kevin shares how building an authentic personal brand, supporting local causes, and creating meaningful relationships helped him develop a business where customers no longer feel like transactions. They feel like family.
"I don't WANT to write a $5,000 check. But now you just literally got yourself into the most loyal customer base there is!" - Kevin Rudolph
Sean and Kevin explore what it truly means to become the "mayor of your community," why generosity can become one of the strongest drivers of long-term sales success, and how automotive professionals can create more opportunities without sacrificing their personal lives.
"Stock the pond with the fish you want to catch." - Kevin Rudolph
This conversation will challenge the traditional dealership grind and reveal why the most valuable relationships are often built far beyond the showroom floor.
Key Takeaways:
✅ Community Involvement: Establish deep connections through community service and support, fostering a reliable and loyal customer base.
✅ Personal Branding: Create a memorable and trustworthy personal brand that resonates with your community, encapsulated by Kevin's "Ride with Rudolph."
✅ Work-Life Balance: Adopt strategies that allow a fulfilling work-life balance while maintaining high sales volume, like working four days a week.
✅ Relationship-Driven Sales: Focus on building lasting relationships with customers, leveraging these for high sales without resorting to hard selling.
✅ Innovative Networking: Engage with local institutions such as schools and fire departments to become a recognized and valued community member.
About Kevin RudolphKevin Rudolph is a seasoned automotive sales professional known for his remarkable ability to sell over 60 cars in a month. With a deep-rooted background in the community as a humane law enforcement officer and a volunteer first responder, Kevin leverages his extensive community connections to fuel his successful career at Royal Buick GMC in Sussex, New Jersey. He actively engages in community service initiatives, establishing himself as a prominent figure in the local area, synonymous with trust and reliability.
Unleashing the Power of Community to Sell Cars and Build Loyalty In the ever-evolving world of car sales, there's an emerging philosophy that redefines how success is cultivated. Kevin Rudolph, with his record-breaking achievements in car sales from a small dealership in Sussex, New Jersey, underscores a profound shift from conventional selling tactics to community-driven, relationship-centric approaches. His narrative exemplifies the transformative power of engagement, personal branding, and strategic community involvement in creating a loyal customer base and redefining sales success.
Key Takeaways * Community Engagement is Crucial: Connecting with diverse local organizations and causes fosters robust relationships and boosts business growth. * Personal Branding is Vital: Building a unique personal brand can significantly impact your sales career, highlighting distinctiveness and expertise. * Work Smarter, Not Harder: Discarding the 'grind' mentality in favor of strategic, community-oriented work boosts both sales and life quality.
Immersing in Community for Sales Success Building Local Trust and Loyalty Kevin Rudolph's strategy of embedding himself within the community revolutionizes traditional car sales methods. By partnering with local organizations, such as first responders and charitable events, he not only cultivates trust but also ensures repeated business and referrals. He explains, "Selling cars nowadays is about being part of the community more than it is by sitting by your desk and making phone calls."
Creating symbiotic relationships with local entities like fire departments and youth sports leagues not only garners loyalty but also establishes a brand synonymous with community care and support. For example, his innovative program of donating $20 per car sold to a local fire department epitomizes a strategy that benefits both the dealership and the community. His efforts highlight, "Proper ad spend when it comes to things like that… is better than anything because… now I'm their walking, talking billboard."
The broader implication is clear: integrating into the community creates a positive feedback loop. Such involvement not only enhances brand awareness but also makes the business an integral part of the local fabric, leading to sustained growth and loyalty.
The Power of Personal Branding in Automotive Sales Making a Name for Yourself Creating a powerful personal brand is crucial for distinguishing oneself in any field, particularly in car sales. Kevin Rudolph's "Ride with Rudolph" campaign serves as a successful model of combining personal identity with business goals. His brand capitalizes on his unique name, making it memorable and distinguished in the crowded marketplace.
As Rudolph shares, leveraging one's personal narrative and strengths can lead to substantive career achievements, helping transform sales encounters into meaningful relationships. He asserts, "Create a brand that is personal to you… and then you have to live, breathe, and be that brand."
In the broader landscape, personal branding presents pronounced benefits in enhancing visibility, establishing authority, and crafting a niche audience. It pushes sales professionals beyond the daily grind, allowing them to connect more personally with customers and inspire trust and reliability.
Strategic Networking and Public Engagement Creating Events that Foster Connections A key element in Kevin's strategy is leveraging strategic community events and partnerships to amplify outreach and build a robust referral network. By organizing car seat safety checks and sponsoring sports teams, Rudolph intertwines everyday business operations with public service and engagement.
For instance, Kevin's involvement with the local prevention and counseling center demonstrates how aligning business interests with community needs can drive remarkable outcomes. He positions this involvement within his broader brand strategy — attending events and providing tangible support. "You have to be present at these events, whether it's your high school basketball team or whether it's your whole youth sports league administration side," Kevin emphasizes.
This tactic reinforces the potential impact of proactive networking and establishing oneself as a community leader. It highlights that successful sales are less about selling products and more about building relationships, trust, and brand loyalty through meaningful interactions.
Reflections on Success Beyond Conventional Sales Car sales, often perceived as a transactional business, is undergoing a transformation driven by relationship-building and community immersion. Kevin Rudolph's journey magnifies how adopting a community-focused ethos, coupled with strategic personal branding, reshapes traditional approaches. Rudolph demonstrates that success can be achieved without compromising personal satisfaction, balance, and genuine community impact.
His insights are a clarion call for sales professionals to rethink their strategies, emphasizing that empowering connections and purposeful brand building can yield both personal and professional fulfillment. Through civic engagement and strategic outreach, Kevin exemplifies a business model that is as profitable as it is personally rewarding, forging a path for continued success in the dynamic world of car sales.
Resources + Our Proud Sponsors:
➼ Podium: The AI Platform Powering the Modern Dealership. From instant lead response to seamless test drive scheduling, Podium's AI Employee Jerry works 24/7 to turn every lead into a conversion, so your team can focus on closing. Trusted by thousands of dealerships nationwide and proudly featured on the Millionaire Car Salesman Podcast. Learn how Podium can help you sell more cars, book more service appointments, and grow your dealership. Discover how Podium's innovative AI technology can unlock unparalleled efficiency and drive your dealership's sales to new heights. Visit www.podium.com/mcs to learn more!
➼ The Millionaire Car Salesman Facebook Group: Join the #1 Automotive Sales Mastermind Facebook Group with over 29,000 automotive professionals worldwide. The Millionaire Car Salesman Facebook Group is the go-to community for car salespeople, BDC agents, sales managers, general managers, and dealer principals looking to increase performance, income, and leadership skills.
Inside the group, members collaborate daily on automotive sales strategies, lead handling, phone scripts, closing techniques, CRM best practices, dealership leadership, and accountability systems. Learn directly from top automotive trainers, industry mentors, and high-performing sales leaders who are actively winning in today's market.
If you're serious about growing your automotive career, increasing car sales, and building long-term success, join The Millionaire Car Salesman Facebook Group today!
➼ Dealer Synergy: Dealer Synergy is the automotive industry's #1 Sales Training, Consulting, and Accountability Firm, with over 20 years of proven dealership success nationwide. We specialize in helping car dealerships increase sales, improve processes, and build high-performing Sales, Internet, and BDC departments from the ground up.
Our expertise includes automotive phone scripts, rebuttals, CRM action plans, lead handling strategies, BDC workflows, Internet sales processes, management training, and accountability systems. Dealer Synergy partners directly with dealership leadership to align people, process, and technology, ensuring consistent results and scalable growth.
From independent dealers to large dealer groups and OEM partnerships, Dealer Synergy delivers measurable performance improvements, stronger teams, and sustainable profitability.
➼ Bradley On Demand: Bradley On Demand is the automotive industry's most advanced interactive training, tracking, testing, and certification platform for car dealerships — built to develop top-performing teams across Sales, Internet Sales, BDC, CRM, Phone Skills, Leadership, and Management.
In addition to LIVE virtual automotive training classes and a library of 9,000+ on-demand dealership training modules, Bradley On Demand now includes AI Phone Roleplaying and Coaching to help salespeople and BDC agents practice real dealership conversations before they ever get on the phone with customers. This AI-powered roleplay technology strengthens phone scripts, objection handling, appointment setting, lead follow-up, and closing skills, while providing measurable coaching feedback for continuous improvement.
Bradley On Demand empowers dealerships to train faster, coach smarter, improve call performance, increase closing ratios, and sell more cars more profitably — all through structured, trackable, modern automotive training.
What does it take to go from struggling on the showroom floor to becoming one of the highest-volume Toyota sales professionals in the country?
"You've got to stop coloring in the lines. You've got to stop doing what everybody else is doing." - Sean V. Bradley
In this episode of the Millionaire Car Salesman Podcast, Sean V. Bradley sits down with Dimitri Azatov, a nationally recognized Toyota fleet manager who built an extraordinary career by thinking far beyond traditional retail sales.
"Well, yeah, when you're just selling 12, 15 cars, that wasn't enough. And I'm not one of those people that, okay, so I'm making whatever few grand that's enough." - Dimitri Azatov
You'll hear how Dimitri transformed his approach by developing strong relationships with auto brokers, pursuing business and commercial clients, and creating opportunities to sell multiple vehicles through a single transaction. He also breaks down the importance of resilience, strategic outreach, personal branding, and using technology to operate more efficiently.
"Instead of it only being Dimitri making phone calls, trying to put deals together, Demetri is creating an entire network of auto brokers strategically." - Sean V. Bradley
Discover how fleet sales can open new revenue channels, why the right partnerships can dramatically increase volume, and how tools like personal websites and artificial intelligence can strengthen your credibility and streamline your daily operations.
This episode will challenge you to stop relying solely on showroom traffic, think bigger about your market, and start creating more opportunities for yourself!
Key Takeaways:
✅ Strategic Targeting: Dimitri focuses on businesses instead of individual buyers, allowing for sales of multiple units per contract.
✅ Network of Brokers: Building a network of auto brokers extends sales reach and significantly increases car sales volume.
✅ Utilizing Technology: Dimitri uses personal websites and AI tools, highlighting the importance of tech in modern car sales.
✅ Learning and Adapting: Studying top performers like Cody Carter can provide valuable insights for success in automotive sales.
✅ Perseverance Pays Off: Dimitri's journey demonstrates the power of resilience and innovation in overcoming industry challenges.
About Dimitri Azatov Dimitri Azatov is a nationally recognized Toyota fleet sales professional known for his high-volume approach, broker relationships, and innovative use of technology.
Born in the Republic of Georgia, Dimitri moved to the United States in 2002 and entered the automotive industry in 2007. After starting as a salesperson, he transitioned into fleet sales and built a business focused on brokers, companies, and multi-vehicle transactions.
Today, Dimitri averages 80 to 90 new vehicles per month, has sold as many as 160 vehicles in a single month, and has ranked among Toyota's top 10 sales professionals nationwide. He continues to grow by embracing artificial intelligence, digital tools, and forward-thinking sales strategies.
How to Excel in Car Sales: Strategies for a Transformational Career in Automotive Sales
Key Takeaways:
- Leverage partnerships with auto brokers and businesses to scale your car sales efforts.
- Understand the power of branding and strategic use of technology to streamline processes and maximize productivity.
- Shift from traditional methods to innovative approaches in sales to achieve remarkable success in car sales.
Building Success Through Strategic Partnerships In the fiercely competitive world of car sales, a successful career hinges on the adoption of innovative strategies that transcend conventional practices. This insight is vividly demonstrated by Dimitri Azatov, an exceptional automotive sales professional, who has leveraged unique methodologies to elevate his career. As Dimitri explains, "Sean V. Bradley emphasized the significance of creating a network of auto brokers that assist in scaling sales efforts." By forming partnerships with auto brokers, Dimitri magnifies his sales ability beyond his individual capacity, thereby redefining the sales landscape.
Auto brokers act as conduits between the dealership and prospective buyers, facilitating transactions that are beyond the reach of standard sales approaches. Dimitri mentions, "the broker, basically just the middleman… they bring the customers." This enables sales professionals to tap into a wider customer base with minimal effort, transforming their sales volume. Employing brokers is akin to enlisting a mercenary sales team that amplifies a salesperson's capacity. This model allows sales professionals to switch the focus from singular customer interactions to managing broader networks, thus paving the way for increased sales and revenue.
Branding and Technology as Cornerstones of Success Dimitri's success is not only attributed to strategic partnerships but also deeply rooted in savvy marketing and the use of cutting-edge technology. Developing a personal brand is paramount, as indicated by the creation of a personal website—azatoff1.com—that serves to build credibility and acts as a referral point for business. A website is a crucial component for any sales professional striving to affirm their independent identity within a dealership. Dimitri elaborates, "I built it myself… it builds credibility."
Today's car sales professionals can no longer rely solely on traditional approaches tailored to showroom sales. Leveraging technology, such as customer relationship management (CRM) tools and artificial intelligence (AI), provides immense benefits in streamlining operations and fulfilling customer needs expediently. Dimitri highlights the power of AI, "this AI SMS messaging that I have, that's probably like 80% helps me." Automating tasks through AI significantly relieves the burden of redundant activities, allowing salespeople to focus on value-generating activities. Furthermore, consistent engagement with prospective buyers and seamless follow-up processes offer the personalization customers anticipate in today's marketplace.
Evolving from Traditional Sales Methods to Advanced Sales Strategies The automotive industry constantly evolves, necessitating that professionals in the field stay adept with emerging trends and expectations. As Sean V. Bradley frequently notes, the traditional "up bus" mentality—passively waiting for prospective buyers—is outdated and ineffective. Dimitri's journey shows how proactive strategies like targeting businesses and frequently engaging with brokers can substantially increase sales. His approach to engaging with businesses—a demographic requiring more than one vehicle—solidifies sales predictability and offers a contrasting dynamic versus individual retail customers.
Dimitri provides invaluable advice to automotive sales professionals on the brink of reconsidering their career choice due to financial limitations. With strategic and innovative practices, it is conceivable to achieve substantial success in car sales. As Dimitri asserts, the business opportunities are plentiful, and sales professionals must capitalize on emerging sales models and networks to elevate their financial outcomes. His experiences offer a roadmap for aspiring sales professionals, encouraging them to deviate from the norm to explore novel avenues like utilizing customer analytics, venturing into AI personalization, and establishing strategic alliances.
Dimitri Azatov's journey underscores the importance of modernizing sales tactics and integrating technology into everyday processes within the automotive sales industry. Partnering with brokers, utilizing personal branding, and employing AI and CRM systems position sales professionals to thrive amidst ever-increasing industry demands and customer expectations. Such strategies are vital for transforming a stagnating sales career into a prosperous one.
This meticulous narrative demonstrates the trajectory of a car salesperson who defies traditional norms, embraces innovation, and subsequently achieves unparalleled success. For those in the automotive industry, Dimitri's experiences reinforce that exceptional results are attainable with dedication, strategic foresight, and a relentless pursuit of excellence.
Resources + Our Proud Sponsors:
➼ Podium: The AI Platform Powering the Modern Dealership. From instant lead response to seamless test drive scheduling, Podium's AI Employee Jerry works 24/7 to turn every lead into a conversion, so your team can focus on closing. Trusted by thousands of dealerships nationwide and proudly featured on the Millionaire Car Salesman Podcast. Learn how Podium can help you sell more cars, book more service appointments, and grow your dealership. Discover how Podium's innovative AI technology can unlock unparalleled efficiency and drive your dealership's sales to new heights. Visit www.podium.com/mcs to learn more!
➼ The Millionaire Car Salesman Facebook Group: Join the #1 Automotive Sales Mastermind Facebook Group with over 29,000 automotive professionals worldwide. The Millionaire Car Salesman Facebook Group is the go-to community for car salespeople, BDC agents, sales managers, general managers, and dealer principals looking to increase performance, income, and leadership skills.
Inside the group, members collaborate daily on automotive sales strategies, lead handling, phone scripts, closing techniques, CRM best practices, dealership leadership, and accountability systems. Learn directly from top automotive trainers, industry mentors, and high-performing sales leaders who are actively winning in today's market.
If you're serious about growing your automotive career, increasing car sales, and building long-term success, join The Millionaire Car Salesman Facebook Group today!
➼ Dealer Synergy: Dealer Synergy is the automotive industry's #1 Sales Training, Consulting, and Accountability Firm, with over 20 years of proven dealership success nationwide. We specialize in helping car dealerships increase sales, improve processes, and build high-performing Sales, Internet, and BDC departments from the ground up.
Our expertise includes automotive phone scripts, rebuttals, CRM action plans, lead handling strategies, BDC workflows, Internet sales processes, management training, and accountability systems. Dealer Synergy partners directly with dealership leadership to align people, process, and technology, ensuring consistent results and scalable growth.
From independent dealers to large dealer groups and OEM partnerships, Dealer Synergy delivers measurable performance improvements, stronger teams, and sustainable profitability.
➼ Bradley On Demand: Bradley On Demand is the automotive industry's most advanced interactive training, tracking, testing, and certification platform for car dealerships — built to develop top-performing teams across Sales, Internet Sales, BDC, CRM, Phone Skills, Leadership, and Management.
In addition to LIVE virtual automotive training classes and a library of 9,000+ on-demand dealership training modules, Bradley On Demand now includes AI Phone Roleplaying and Coaching to help salespeople and BDC agents practice real dealership conversations before they ever get on the phone with customers. This AI-powered roleplay technology strengthens phone scripts, objection handling, appointment setting, lead follow-up, and closing skills, while providing measurable coaching feedback for continuous improvement.
Bradley On Demand empowers dealerships to train faster, coach smarter, improve call performance, increase closing ratios, and sell more cars more profitably — all through structured, trackable, modern automotive training.
In this episode of the Millionaire Car Salesman Podcast, Sean V. Bradley sits down with Ross Tinkham, Vice President and General Manager of Podium, for a forward-thinking conversation about why artificial intelligence is no longer a future trend… It's becoming a competitive necessity for dealerships!
"The ability for your team to work with AI is really important. You're hiring an employee; you are going to be using AI to communicate with your customers." - Ross Tinkham
As consumer expectations continue to rise, dealerships are under increasing pressure to respond faster, communicate more effectively, and deliver a seamless customer experience around the clock. Sean and Ross explore how conversational AI is transforming the way dealerships engage with customers, manage incoming leads, and create operational efficiencies across both sales and service departments.
"AI is not magical like anything else. What you get out of it is what you put into it." - Sean V. Bradley
Without giving away the full conversation, this episode dives into the opportunities AI presents for automotive retailers looking to improve customer engagement, overcome staffing challenges, and scale their operations without sacrificing the customer experience. From lead response and appointment setting to service communications and dealership workflows, you'll discover why the dealerships embracing AI today are positioning themselves to lead the industry tomorrow.
"Every dealership should have an AI strategy." - Ross Tinkham
Whether you're a dealer principal, general manager, sales manager, BDC director, or automotive professional, this episode will challenge the way you think about AI and reveal why adapting now may be one of the smartest business decisions you make.
Because the future of automotive isn't about replacing people with AI… it's about empowering people with AI. Key Takeaways:
✅ AI can significantly enhance dealership operations by automating customer interactions, leading to higher engagement and conversion rates.
✅ Hiring AI-savvy employees or training current staff in AI can provide a competitive edge and maximize the utility of advanced AI systems.
✅ Podium's Jerry 2.0 AI effectively manages inbound and outbound communications, improving response times and customer satisfaction.
✅ There is a growing necessity for an integrated AI strategy in dealerships, focusing on both sales and service departments.
✅ AI can take on routine tasks, allowing human staff to focus on more complex and personalized customer interactions.
About Ross Tinkham Ross Tinkham is the Vice President and General Manager of Automotive at Podium, where he leads the company's automotive division and helps thousands of dealerships leverage AI to transform customer communication, lead management, and operational efficiency. Over the past eight years, Ross has played a pivotal role in growing Podium's automotive business through sales leadership, strategic partnerships, and business development, helping establish the company as one of the industry's leading technology providers.
Today, Podium serves more than 110,000 businesses worldwide, including over 9,000 automotive dealerships, with cutting-edge conversational AI solutions designed to improve customer engagement, accelerate response times, increase appointments, and drive dealership profitability.
A recognized thought leader in automotive technology and artificial intelligence, Ross is passionate about helping dealerships embrace innovation while enhancing the customer experience. His expertise spans AI strategy, digital retail, dealership operations, and the evolving role of automation in modern automotive sales and service.
When he's not helping shape the future of automotive retail, Ross enjoys spending time with his family and taking advantage of everything New England's four seasons have to offer.
AI-Powered Automotive Sales: Revolutionizing Car Dealership Strategies
Artificial Intelligence (AI) is not a futuristic dream; it's a present-day reality transforming industries at lightning speed—automotive sales being a prime example. In a recent dynamic conversation between Sean V. Bradley and Ross Tinkham on leveraging AI to streamline automotive dealership processes, several powerful insights emerged. From sales acceleration to service optimization, the application of AI invariably paints a promising landscape for dealerships striving to stay ahead in a fiercely competitive market.
Key Takeaways * Embracing AI can consistently enhance lead conversion rates by ensuring timely responses and personalized interactions. * AI's ability to customize processes aligns with the unique needs of each dealership, driving operational efficiency. * Investing in AI expertise within teams empowers dealership employees to leverage AI tools effectively, thereby maximizing impact.
Revolutionizing Lead Conversion with AI AI's ability to revolutionize the lead conversion process cannot be overstated. As discussed in the transcript, AI ensures "every lead's getting the attention it deserves and it's happening in a timely manner," according to Ross Tinkham. With AI, responses to inquiries are not delayed but are instantaneous, engaging potential customers with precision and relevance. In the competitive automotive market, a timely response can be the difference between winning a customer or losing them to a competitor.
Moreover, deploying AI allows for a consistent engagement strategy, addressing potential customers' needs immediately. Tinkham illustrates this by emphasizing that AI can interact with customers at any time of day, ensuring none of the inbound leads fall through the cracks. "AI is the first line of defense," he stresses. With technology like Podium's AI platform, dealerships can configure to cover all online leads, thereby converting more prospects to customers. This automation doesn't replace human roles but complements them, taking over repetitive tasks and allowing human resources to focus on higher-level customer interactions and strategy.
Tailoring AI to Enhance Dealership Operations A standout advantage of AI is its adaptability to the unique operations of each dealership. Through training and customization, AI becomes an invaluable team member, each dealership can mold its AI to fit specific scenarios and protocols. As Tinkham mentions, "We want to make sure whatever process is working for you and your team can just be replicated with the AI agent that you're handling."
The AI's ability to handle various customer interactions—from responding to Kelley Blue Book inquiries to scheduling test drives—showcases its seamless integration into existing systems. "The ability to fully customize, train, and give feedback to an agent" elevates the effectiveness of AI, ensuring that it augments, rather than conflicts with, a dealership's established workflow. This tailored approach means AI can address franchise, new car, and used car dealership needs specifically, setting AI-equipped dealerships apart in customer satisfaction and operational efficiency.
The Human-AI Synergy: Building an AI-Ready Team The evolution towards AI-driven operations mandates a shift in mindset among dealership teams. The transcript offers a pragmatic perspective on the future workforce, suggesting the inclusion of AI proficiency as a desirable skill. The importance of "adding AI expertise to your hiring profile" beckons dealerships to recruit and train employees who can maximize the potential of AI tools.
Understanding AI technologies equips employees to interact effectively with these tools and harness their full potential. Podium makes this integration seamless as Tinkham notes, "No AI expertise required to train your podium agent." Yet, having such expertise on-site enhances a dealership's edge, allowing for tailored AI applications that address specific needs, thus paving the way for enhanced customer engagement and internal operational capabilities.
Revamping the Automotive Future with AI AI is more than a tool—it's a transformative force reshaping how car dealerships operate. From revolutionizing lead conversion rates with instantaneous, tailored responses to customizing operational workflows, AI is poised to become an indispensable part of the automotive sales industry. Dealerships that embrace this technological evolution not only elevate their current operations but also prepare themselves for future growth.
As AI continues to advance, its integration into every aspect of the dealership experience—from internet lead conversion to service call management—shows promise. By recognising the value AI brings, dealerships can future-proof their operations, ensure profitability, and offer a customer experience benchmarks of quality and satisfaction.
Looking to the horizon, the focus remains clear: the strategic incorporation of artificial intelligence into dealership operations is not optional—it's imperative. Embracing AI ensures not only survival but offers thriving potential in the rapidly evolving automotive landscape. As echoed throughout the broadcast between Bradley and Tinkham, the time to act is now, setting benchmarks for what future automotive customer experiences should embody.
Resources + Our Proud Sponsors:
➼ Podium: The AI Platform Powering the Modern Dealership. From instant lead response to seamless test drive scheduling, Podium's AI Employee Jerry works 24/7 to turn every lead into a conversion, so your team can focus on closing. Trusted by thousands of dealerships nationwide and proudly featured on the Millionaire Car Salesman Podcast. Learn how Podium can help you sell more cars, book more service appointments, and grow your dealership. Discover how Podium's innovative AI technology can unlock unparalleled efficiency and drive your dealership's sales to new heights. Visit www.podium.com/mcs to learn more!
➼ The Millionaire Car Salesman Facebook Group: Join the #1 Automotive Sales Mastermind Facebook Group with over 29,000 automotive professionals worldwide. The Millionaire Car Salesman Facebook Group is the go-to community for car salespeople, BDC agents, sales managers, general managers, and dealer principals looking to increase performance, income, and leadership skills.
Inside the group, members collaborate daily on automotive sales strategies, lead handling, phone scripts, closing techniques, CRM best practices, dealership leadership, and accountability systems. Learn directly from top automotive trainers, industry mentors, and high-performing sales leaders who are actively winning in today's market.
If you're serious about growing your automotive career, increasing car sales, and building long-term success, join The Millionaire Car Salesman Facebook Group today!
➼ Dealer Synergy: Dealer Synergy is the automotive industry's #1 Sales Training, Consulting, and Accountability Firm, with over 20 years of proven dealership success nationwide. We specialize in helping car dealerships increase sales, improve processes, and build high-performing Sales, Internet, and BDC departments from the ground up.
Our expertise includes automotive phone scripts, rebuttals, CRM action plans, lead handling strategies, BDC workflows, Internet sales processes, management training, and accountability systems. Dealer Synergy partners directly with dealership leadership to align people, process, and technology, ensuring consistent results and scalable growth.
From independent dealers to large dealer groups and OEM partnerships, Dealer Synergy delivers measurable performance improvements, stronger teams, and sustainable profitability.
➼ Bradley On Demand: Bradley On Demand is the automotive industry's most advanced interactive training, tracking, testing, and certification platform for car dealerships — built to develop top-performing teams across Sales, Internet Sales, BDC, CRM, Phone Skills, Leadership, and Management.
In addition to LIVE virtual automotive training classes and a library of 9,000+ on-demand dealership training modules, Bradley On Demand now includes AI Phone Roleplaying and Coaching to help salespeople and BDC agents practice real dealership conversations before they ever get on the phone with customers. This AI-powered roleplay technology strengthens phone scripts, objection handling, appointment setting, lead follow-up, and closing skills, while providing measurable coaching feedback for continuous improvement.
Bradley On Demand empowers dealerships to train faster, coach smarter, improve call performance, increase closing ratios, and sell more cars more profitably — all through structured, trackable, modern automotive training.
In this eye-opening episode of the Millionaire Car Salesman Podcast, Sean V. Bradley sits down with CBT News co-founder and automotive industry veteran Jim Fitzpatrick for a conversation that every dealer principal, general manager, and automotive leader needs to hear.
"The FTC is going to be saying, look, you can't play games with this. If your salesperson is out there pitching a price on a car... your salesperson is now going to be representing to the consumers what the sale price of that car is." - Jim Fitzpatrick
As the FTC increases its focus on dealership advertising, pricing transparency, and consumer protection, many retailers are left wondering: Is my dealership truly prepared?
Sean and Jim unpack one of the most important topics facing the automotive industry today, exploring how regulatory changes, compliance expectations, and evolving consumer demands are reshaping the dealership landscape. From pricing disclosures and advertising practices to the growing influence of social media and personal branding, this discussion highlights why old habits could create new risks in today's market.
"We're really bringing together the smartest minds in retail automotive or most of them, to bring them together to say, look, let's help dealers figure this thing out." - Jim Fitzpatrick
Without giving away all the answers, this episode challenges dealers to think differently about compliance, leadership, training, and accountability. More importantly, it highlights why staying informed and proactively adapting may be one of the biggest competitive advantages a dealership can have moving forward.
Whether you're a dealer principal, GM, GSM, compliance officer, or automotive professional, this conversation will help you better understand the road ahead and why industry leaders are paying close attention to the conversations surrounding FTC enforcement, dealership operations, and the future of automotive retail.
Register for the Auto Leadership Summit in Washington, D.C. here and get $100 OFF with code 'SEAN100': https://www.cbtnews.com/auto-leadership-summit/
Because in today's environment, what you don't know could cost you far more than you think…
Key Takeaways:
✅ The FTC is focusing on fair pricing and transparent marketing practices in the automotive industry to protect consumer interests.
✅ Dealers need a comprehensive training program that includes a structured compliance strategy to address pricing and social media marketing challenges.
✅ Social media influencers and individual sales representatives can unwittingly cause compliance issues if they post content related to pricing without understanding the implications.
✅ Establishing a robust audit system for social media content posted by dealership employees is vital to maintain compliance and protect brand reputation.
✅ The CBT News Auto Leadership Summit on Fair Pricing and Compliance will offer insights from experts across the industry on how to navigate these compliance challenges.
About Jim Fitzpatrick Jim Fitzpatrick is a 25-year veteran of the retail automotive industry. He began his career in 1980 as a new car salesperson at a high-volume Toyota dealership in South Florida and quickly rose through the ranks, holding executive positions with AutoNation and JM&A. In 2001 Jim became the Managing Partner of a Toyota dealership in Augusta Georgia.
In 2004 Jim, along with his son, John, co- founded Force Marketing in Atlanta, Georgia which currently serves over 1600 franchised dealers throughout North America. In 2012, realizing the need for new car dealers to have their own news and information platform, Jim and his wife Bridget, launched CBT Automotive Network.
In addition to providing daily news reports, CBT produces nine weekly shows, hosted by the industry's best known consultants and trainers. Each show focuses on different departments of the dealership operation. Over 54,000 dealer principals, OEM, and Association Executives throughout North America receive CBT's daily newsletters. A recent study found that more people view CBT's video segments than any other automotive media platform. A father of five and grandfather of six, Jim lives in Atlanta, Georgia with his family.
Harnessing Regulatory Compliance and Social Media Strategy in Automotive Sales: Insights from Industry Leaders
Key Takeaways
- Social Media Compliance: Dealerships must enforce strict social media policies to ensure compliance with Federal Trade Commission (FTC) regulations and protect their brand image.
- Price Transparency: Aligning advertising strategies with FTC guidelines on fair pricing can prevent costly violations and enhance consumer trust.
- Training and Policies: Implementing comprehensive training programs and policies can safeguard dealerships against potential regulatory breaches and maintain operational integrity.
Navigating the Complex World of Social Media Compliance In the ever-evolving automotive industry, dealerships face a growing demand to maintain transparency and compliance, particularly in the realm of social media. The transcript from a riveting conversation between Jim Fitzpatrick and Sean V. Bradley highlights the importance of ensuring dealership employees adhere to social media guidelines set by the FTC. Fitzpatrick asserts that social media has become crucial in portraying a dealership's brand and customer experience. "Take the influencers and have them talk about the experience, have them talk about the selection," he suggests, emphasizing content that avoids pricing to remain compliant.
The conversation underscores the significant role dealerships' social media strategies play in forming consumer perceptions and regulatory compliance. With employees potentially acting as brand ambassadors online, the repercussions of non-compliant posts can be detrimental. Discounted prices or misleading offers shared on personal platforms, as Fitzpatrick points out, can draw unwanted regulatory scrutiny. Dealerships are not just at risk of tarnishing their reputation but also face hefty fines. Simply put, ensuring a strategy that focuses on non-monetary aspects of the dealership experience can protect both brand and financial standing.
Price Transparency: A Path to Building Consumer Trust Price transparency in dealership advertising is another crucial theme woven throughout the dialogue. The FTC, under the Biden administration, has intensified its focus on what it terms "junk fees" in various industries, including automotive. "Maybe the managers are saying, well, in order for us to be compliant, we're going to price ourselves right out of the marketplace," Fitzpatrick notes, acknowledging the balance dealerships must strike between competitive pricing and regulatory adherence.
According to Bradley, the importance of consistency across advertised prices and what consumers actually pay when they walk into a dealership cannot be overstated. Misleading pricing not only disrupts consumer trust but also exposes dealerships to severe penalties. With the FTC reportedly sending out 97 warnings to dealerships about these practices, the industry is on high alert. Dealerships must ensure that their advertising reflects the actual purchase price, minus incentives, to maintain compliance and consumer confidence.
Comprehensive Training and Policies for Sustainable Operations Both Bradley and Fitzpatrick adamantly express the importance of robust training and policy establishment to mitigate the risks of regulatory infringements. Fitzpatrick underscores the need for ongoing employee education, suggesting that training programs specifically tailored to reinforce compliance norms can be a dealership's strongest defense. "If you don't have ongoing training in this area…you have no defense," he mentions.
Bradley concurs, emphasizing the necessity of consistent managerial oversight and the implementation of structured communication protocols, such as computer use policies. These measures not only ensure that the dealership aligns with federal regulations but also empower employees with the knowledge they need to uphold the company's reputation. Comprehensive, routine audits and training can preemptively address and rectify potential compliance issues before they escalate to external disputes or regulatory scrutiny.
Navigating the intricacies of compliance in the automotive industry requires a proactive and strategic approach. By fostering a culture of transparency and accountability through comprehensive training and controlled social media strategies, dealerships can fortify themselves against regulatory pitfalls. As the conversation between Bradley and Fitzpatrick poignantly illustrates, these measures not only safeguard against financial penalties but also contribute to building a resilient, consumer-focused brand reputation in a competitive industry landscape.
Resources + Our Proud Sponsors:
➼ The Millionaire Car Salesman Facebook Group: Join the #1 Automotive Sales Mastermind Facebook Group with over 29,000 automotive professionals worldwide. The Millionaire Car Salesman Facebook Group is the go-to community for car salespeople, BDC agents, sales managers, general managers, and dealer principals looking to increase performance, income, and leadership skills.
Inside the group, members collaborate daily on automotive sales strategies, lead handling, phone scripts, closing techniques, CRM best practices, dealership leadership, and accountability systems. Learn directly from top automotive trainers, industry mentors, and high-performing sales leaders who are actively winning in today's market.
If you're serious about growing your automotive career, increasing car sales, and building long-term success, join The Millionaire Car Salesman Facebook Group today!
➼ Dealer Synergy: Dealer Synergy is the automotive industry's #1 Sales Training, Consulting, and Accountability Firm, with over 20 years of proven dealership success nationwide. We specialize in helping car dealerships increase sales, improve processes, and build high-performing Sales, Internet, and BDC departments from the ground up.
Our expertise includes automotive phone scripts, rebuttals, CRM action plans, lead handling strategies, BDC workflows, Internet sales processes, management training, and accountability systems. Dealer Synergy partners directly with dealership leadership to align people, process, and technology, ensuring consistent results and scalable growth.
From independent dealers to large dealer groups and OEM partnerships, Dealer Synergy delivers measurable performance improvements, stronger teams, and sustainable profitability.
➼ Bradley On Demand: Bradley On Demand is the automotive industry's most advanced interactive training, tracking, testing, and certification platform for car dealerships — built to develop top-performing teams across Sales, Internet Sales, BDC, CRM, Phone Skills, Leadership, and Management.
In addition to LIVE virtual automotive training classes and a library of 9,000+ on-demand dealership training modules, Bradley On Demand now includes AI Phone Roleplaying and Coaching to help salespeople and BDC agents practice real dealership conversations before they ever get on the phone with customers. This AI-powered roleplay technology strengthens phone scripts, objection handling, appointment setting, lead follow-up, and closing skills, while providing measurable coaching feedback for continuous improvement.
Bradley On Demand empowers dealerships to train faster, coach smarter, improve call performance, increase closing ratios, and sell more cars more profitably — all through structured, trackable, modern automotive training.
In this episode of the Millionaire Car Salesman Podcast, Sean V. Bradley sits down with top-performing automotive sales professional Stafford Brown for a conversation about what it really takes to create your own opportunities in today's car business!
"The sky's the limit. The only limit that you have is the one that you place on yourself." - Stafford Brown
Stafford's success did not come from waiting for showroom traffic or hoping the phone would ring. His rise in automotive sales has been built on consistency, visibility, prospecting, community connection, and the discipline to work opportunities that many salespeople overlook.
"Stay green, stay trainable, stay open-minded, stay prospecting." - Stafford Brown
This episode explores how modern sales professionals can use tools like social media, customer relationships, data mining, and personal branding to build a stronger pipeline and stay relevant in an increasingly competitive market. Without giving away the full playbook, Sean and Stafford dig into the mindset, habits, and strategies that separate proactive salespeople from those who are still relying on luck.
"I would want to create content that's going to attract prospects and buyers." - Sean V. Bradley
If you're in automotive sales and want to generate more opportunities, strengthen your brand, and build long-term success, this episode will challenge the way you think about prospecting, follow-up, and becoming known in your market!
Key Takeaways:
✅ The power of being proactive in prospecting can significantly impact car sales success.
✅ Effective use of social media can drive substantial organic traffic and leads, accounting for approximately 30% of Stafford's monthly sales.
✅ Data mining and equity mining are crucial for identifying high-probability sales opportunities among existing and prior customers.
✅ Building strong customer relationships and offering personalized incentives foster repeat business and referrals.
✅ Taking ownership of personal sales endeavors and investing in oneself can lead to exceptional results in car sales.
About Stafford Brown Stafford Brown is a seasoned automotive sales professional and the number one Nissan sales consultant in South Carolina. Known for selling an impressive 55 cars a month, Stafford's approach to sales emphasizes relationship-building and proactive prospecting. His expertise and innovative sales strategies make him a notable figure in the automotive industry. As a top performer, Stafford is adept at utilizing social media and data-driven approaches to maximize sales opportunities.
Mastering Automotive Sales: Strategies for Success from a Millionaire Car Salesman Key Takeaways
- Relationship Building is Key: Being genuinely good to people not only builds trust but also attracts and retains customers.
- Harnessing Social Media for Sales: Effective use of social platforms can significantly boost car sales by as much as 30%.
- Proactive Prospecting Methods: Strategies like data mining and customer testimonials play a crucial role in achieving high sales figures.
The automotive sales industry is not just about moving cars off the lot—it's about building relationships, strategic thinking, and innovative marketing. These are the cornerstones of Sean V. Bradley and Stafford Brown's discussion in the Millionaire Car Salesman podcast. Here's a detailed exploration of how to enhance sales performance, drawn from the insights shared by these industry titans.
The Power of Relationships in Car Sales Building meaningful relationships is the cornerstone of successful car sales. Stafford Brown emphasizes, "Be good to people, man. Serve. You know what I mean? Be good to people." This mantra is not just about ethics but also about strategy. When you treat customers well, they are more likely to return the favor with loyalty and referrals.
Brown further illustrates this with a practical approach to sales. After closing a deal, he typically records a testimonial video with the customer's endorsement. These videos foster trust and serve as powerful social proof, attracting new customers who value detailed, real-world feedback from their peers. In the high-stakes world of automotive sales, such trust is invaluable.
Bradley echoes this sentiment by highlighting the long-term benefits of customer-centric practices. "I want to create content that's going to be prospect friendly or, you know, customer-centric," he notes, aiming to provide value through engaging content that doesn't alienate potential buyers.
Leveraging Social Media as a Sales Tool In today's digital world, social media is not just a communication tool but a pivotal sales channel. Stafford Brown's experiences illustrate this vividly. "Putting my stuff out on social media, my social media platforms, it helps a lot." By strategically using Facebook, TikTok, and Instagram, Brown reaches a broader audience, turning views and interactions into tangible sales leads.
Brown reports that about 30% of his sales come directly through social media, with Facebook leading the pack. His approach is organic, focusing on authentic content that resonates with potential buyers. Whether it's through customer testimonials, intriguing posts about recent sales, or engaging scenarios that welcome people with less-than-perfect credit, Brown crafts content that speaks to users' needs and aspirations.
This strategy not only keeps Brown at the forefront of potential customers' minds, but it also positions him as a trusted resource in the community. Bradley and Brown both stress the importance of ensuring that social media content remains positive and welcoming, avoiding the common pitfall of alienating would-be customers by making fun of poor credit or other challenges.
Proactive Prospecting: Data Mining and Equity Strategies Another vital strategy highlighted in the transcript is the use of data mining and equity mining to uncover sales opportunities. This dynamic approach involves analyzing existing databases to identify high-probability customers, particularly focusing on those current with a dealership's service department or holding high-interest loans.
Brown explains his method: "I physically go in, but I'm looking at different things. Definitely high-interest rate, how long they've had the vehicle, you know, the bank that they went with." This strategic use of data ensures that Brown targets prospects who are not only likely to buy but are also in line for an upgrade or a better financial position.
Such proactive prospecting is not left to chance. Stafford recommends using CRM systems, powered by AI where possible, to segment databases and identify the best contacts to reach out to. This technology-driven approach can drastically increase the odds of closing a sale by focusing efforts on the most viable leads.
Insights for Continued Success in Automotive Sales Drawing from this influential conversation between Sean V. Bradley and Stafford Brown, it's evident that a successful career in automotive sales hinges on more than just a knack for selling. It's about strategically building and nurturing relationships—online and offline—that foster trust and repeat business.
Employing social media thoughtfully, leveraging data and customer history effectively, and investing in the community and customer satisfaction with genuine effort are paramount. As Bradley advises, adopting a business-like mindset rather than an employee one can transform a salesperson's approach, enabling them to achieve remarkable sales figures.
For those new to the industry or feeling burnt out by suboptimal working conditions, embracing these strategies could revitalize and elevate their career. By taking control of their efforts and continuously learning and adapting, sales professionals can not only meet but exceed their goals, earning their place among the industry's elite.
Resources + Our Proud Sponsors:
➼ The Millionaire Car Salesman Facebook Group: Join the #1 Automotive Sales Mastermind Facebook Group with over 29,000 automotive professionals worldwide. The Millionaire Car Salesman Facebook Group is the go-to community for car salespeople, BDC agents, sales managers, general managers, and dealer principals looking to increase performance, income, and leadership skills.
Inside the group, members collaborate daily on automotive sales strategies, lead handling, phone scripts, closing techniques, CRM best practices, dealership leadership, and accountability systems. Learn directly from top automotive trainers, industry mentors, and high-performing sales leaders who are actively winning in today's market.
If you're serious about growing your automotive career, increasing car sales, and building long-term success, join The Millionaire Car Salesman Facebook Group today!
➼ Dealer Synergy: Dealer Synergy is the automotive industry's #1 Sales Training, Consulting, and Accountability Firm, with over 20 years of proven dealership success nationwide. We specialize in helping car dealerships increase sales, improve processes, and build high-performing Sales, Internet, and BDC departments from the ground up.
Our expertise includes automotive phone scripts, rebuttals, CRM action plans, lead handling strategies, BDC workflows, Internet sales processes, management training, and accountability systems. Dealer Synergy partners directly with dealership leadership to align people, process, and technology, ensuring consistent results and scalable growth.
From independent dealers to large dealer groups and OEM partnerships, Dealer Synergy delivers measurable performance improvements, stronger teams, and sustainable profitability.
➼ Bradley On Demand: Bradley On Demand is the automotive industry's most advanced interactive training, tracking, testing, and certification platform for car dealerships — built to develop top-performing teams across Sales, Internet Sales, BDC, CRM, Phone Skills, Leadership, and Management.
In addition to LIVE virtual automotive training classes and a library of 9,000+ on-demand dealership training modules, Bradley On Demand now includes AI Phone Roleplaying and Coaching to help salespeople and BDC agents practice real dealership conversations before they ever get on the phone with customers. This AI-powered roleplay technology strengthens phone scripts, objection handling, appointment setting, lead follow-up, and closing skills, while providing measurable coaching feedback for continuous improvement.
Bradley On Demand empowers dealerships to train faster, coach smarter, improve call performance, increase closing ratios, and sell more cars more profitably — all through structured, trackable, modern automotive training.
In this episode of the Millionaire Car Salesman Podcast, LA Williams sits down with respected automotive leader Milt Whitesides from SS Auto and Cycle Brokers for a conversation that goes far beyond selling cars.
What actually separates average dealerships from elite-performing stores? Is it inventory, traffic, advertising, or is it something much deeper happening inside the culture, leadership, and daily habits of the dealership itself?
"Average never creates extraordinary." – LA Williams
With decades of experience leading high-performing dealerships, building winning teams, and transforming store operations, Milt shares powerful insight into the mindset, structure, and discipline required to create long-term dealership success.
"Serve your team, serve your leaders, and serve your guests. That's what makes the big difference." – Milt Whitesides
This episode explores why leadership matters more than ever in today's automotive industry, how process consistency impacts profitability, and why culture is often the hidden factor behind both dealership growth and dealership failure.
Without giving away the full blueprint, LA and Milt touch on the power of accountability, communication, relationship-building, inventory strategy, and the shift from traditional dealership operations to a more modern, intentional approach.
"Mindset creates everything. If you think you're a 40-car-a-day store, you're a 40-car-a-day store." – Milt Whitesides
If you're a dealer principal, GM, manager, or automotive professional looking to elevate your dealership beyond average performance, this episode will challenge the way you think about leadership, culture, and operational excellence.
Remember, the great dealerships are not built by accident. They are built by intention!
Key Takeaways:
✅ The transformation from average to elite dealership performance hinges on a disciplined approach to leadership, process execution, and fostering a positive culture.
✅ Building strong customer relationships should be prioritized over traditional, transactional approaches, integrating service-minded principles throughout the dealership.
✅ Setting and sticking to systematic daily habits, such as the 'morning five,' can substantially impact personal and professional growth within the automotive industry.
✅ Developing a comprehensive acquisition strategy that goes beyond relying on auctions is crucial for sustainable used-car inventory management.
✅ Fostering a service-oriented culture requires ongoing mentorship, relationship building, and aligning everyday activities with overarching dealership goals.
About Milt Whitesides Milt Whitesides, a seasoned veteran in the automotive industry with over 35 years of experience, has held pivotal roles such as General Sales Manager, General Manager, and Managing Partner. He is renowned for his expertise in dealership leadership, culture development, and volume enhancement. His innovative strategies have been recognized with numerous accolades, including awards from FCA Stellantis, Mitsubishi, and Subaru. Milt's leadership at Sanderson Ford has been instrumental in achieving a groundbreaking sale of 734 units, making him a leading authority on high-performance dealership operations.
Unlocking Success in Car Sales: The Importance of Leadership, Culture, and Execution
Key Takeaways
- Transformational leadership and culture are essential for high-performing car dealerships.
- Successful execution in car sales relies heavily on systems that save stress, time, energy, and money.
- Effective team building and relationship management directly impact dealership performance and culture.
Transformational Leadership: Driving Change in Car Dealerships In the rapidly evolving automotive industry, old-school tactics are being replaced by transformational leadership, emphasizing relationship building over intimidation and fear. "They just used to beat it into us, right? They just used fear and intimidation," reflects Milt Whitesides, shedding light on an outdated model no longer effective in today's market. Now, building relationships and demonstrating leadership by example are crucial.
The shift highlights the need for leaders to engage directly and personally with their teams, showing team members that they're committed to the same goals and willing to "do any of the things that you're coaching, you're willing to do and show them how to do it." Such engagement fosters a culture where employees aren't just workers, but integral parts of a larger vision, contributing significantly to the dealership's overall success.
Systematic Execution: Creating a Blueprint for Success Systems in car sales aren't just about maintaining order; they're about creating consistent, scalable success. As LA Williams aptly states, "Systems save you stress, time, energy, and money." This philosophy highlights the necessity for dealerships to adopt robust processes that ensure every member of the team understands their role and the steps needed to achieve their goals.
Incorporating structured training programs for both sales staff and managers ensures everyone is equipped with the skills and knowledge needed for their roles. Milt Whitesides emphasizes the importance of thorough, hands-on training, stating, "We're coaching, we're training, we're mentoring, we're motivating, we're inspiring." This comprehensive approach ensures that processes are not just guidelines, but actionable, effective strategies that elevate performance across the board.
The execution of such systems inevitably leads to improved sales outcomes, as demonstrated by dealerships achieving extraordinary sales figures, like 734 units. This level of performance isn't accidental; it's the result of consistent application of systems and processes designed to optimize every facet of sales operations.
Relationship Building: Fostering a Culture of Excellence The success of a dealership heavily depends on the relationships forged within its walls. Whitesides elaborates on the transition from a transactional mindset to one focusing on relationships, not just with customers, but within teams as well. "For me, it's about relationships now," he states, indicating a paradigm shift necessary in modern dealerships.
To bridge the gap between average and exceptional, Whitesides suggests serving the team members and customers becomes the priority. "You serve them," he advises, underscoring how an attitude of service permeates every interaction, creating a cohesive and motivated workforce. This approach yields a twofold benefit — it enhances customer experience and bolsters internal morale, aligning everyone's efforts towards achieving common goals.
The implications of such relationship-focused efforts are manifold. Dealerships become welcoming environments where employees thrive, leading to higher customer satisfaction and, ultimately, increased profitability and market share.
In the dynamic world of automotive sales, success hinges on effective leadership, rigorous execution of systems, and strong relationship management. By shifting towards transformational leadership, instilling systematic execution through training, and fostering a culture where relationships are prioritized, dealerships can achieve unprecedented success. Embracing these changes positions them to not only compete but excel in a market where customer expectations and competitive pressures are continually rising. Such strategic realignment and commitment to innovation can transform dealerships into industry leaders.
Resources + Our Proud Sponsors:
➼ The Millionaire Car Salesman Facebook Group: Join the #1 Automotive Sales Mastermind Facebook Group with over 29,000 automotive professionals worldwide. The Millionaire Car Salesman Facebook Group is the go-to community for car salespeople, BDC agents, sales managers, general managers, and dealer principals looking to increase performance, income, and leadership skills.
Inside the group, members collaborate daily on automotive sales strategies, lead handling, phone scripts, closing techniques, CRM best practices, dealership leadership, and accountability systems. Learn directly from top automotive trainers, industry mentors, and high-performing sales leaders who are actively winning in today's market.
If you're serious about growing your automotive career, increasing car sales, and building long-term success, join The Millionaire Car Salesman Facebook Group today!
➼ Dealer Synergy: Dealer Synergy is the automotive industry's #1 Sales Training, Consulting, and Accountability Firm, with over 20 years of proven dealership success nationwide. We specialize in helping car dealerships increase sales, improve processes, and build high-performing Sales, Internet, and BDC departments from the ground up.
Our expertise includes automotive phone scripts, rebuttals, CRM action plans, lead handling strategies, BDC workflows, Internet sales processes, management training, and accountability systems. Dealer Synergy partners directly with dealership leadership to align people, process, and technology, ensuring consistent results and scalable growth.
From independent dealers to large dealer groups and OEM partnerships, Dealer Synergy delivers measurable performance improvements, stronger teams, and sustainable profitability.
➼ Bradley On Demand: Bradley On Demand is the automotive industry's most advanced interactive training, tracking, testing, and certification platform for car dealerships — built to develop top-performing teams across Sales, Internet Sales, BDC, CRM, Phone Skills, Leadership, and Management.
In addition to LIVE virtual automotive training classes and a library of 9,000+ on-demand dealership training modules, Bradley On Demand now includes AI Phone Roleplaying and Coaching to help salespeople and BDC agents practice real dealership conversations before they ever get on the phone with customers. This AI-powered roleplay technology strengthens phone scripts, objection handling, appointment setting, lead follow-up, and closing skills, while providing measurable coaching feedback for continuous improvement.
Bradley On Demand empowers dealerships to train faster, coach smarter, improve call performance, increase closing ratios, and sell more cars more profitably — all through structured, trackable, modern automotive training.
In this episode of the Millionaire Car Salesman Podcast, Sean V. Bradley sits down with Dealer Synergy's Lead Videographer and Creative Director, Charlie Cooper, for a conversation every automotive salesperson, manager, and dealer needs to hear right now!
"A picture is worth a thousand words, but one minute of video is equivalent to 1.8 million written words." – Sean V. Bradley
The car business has officially entered a new era… one where attention, trust, and visibility are becoming just as important as inventory and pricing.
This episode dives into why video is no longer optional for automotive professionals who want to stand out, generate their own traffic, and build long-term success in today's digital-first world! Sean and Charlie break down how personal branding is changing the sales game, why customers are researching salespeople before ever stepping into a dealership, and how the right content strategy can completely reshape a salesperson's pipeline.
"You have to make sure that you are maximizing and utilizing all of these things." – Charlie Cooper
Without giving away the full blueprint, this conversation explores the growing impact of social media, AI, SEO, and video-driven communication in automotive sales… along with the mindset shift required to stay relevant in a rapidly evolving industry!
"Branding creates engagement, engagement creates conversation, conversation creates identification." – Charlie Cooper
Whether you're brand new to content creation or already posting online, this episode will challenge the way you think about visibility, marketing, and what it truly means to build influence in automotive today.
Because in this market, the salespeople who know how to create attention… create opportunity!
Key Takeaways:
✅ Branding through Video: Emphasized how car salespeople can use video content to build their personal brand, thus increasing engagement and trust with potential buyers.
✅ Technology and Tools: Discussed the use of smartphones and in-app editing tools like TikTok's editor for creating high-quality video content without extensive technical skills.
✅ SEO Optimization: Explored strategies for optimizing video content using SEO best practices and AI tools to target local audiences effectively in the automotive industry.
✅ AI Integration: Highlighted the use of AI for video editing and enhancement, stressing its growing importance in streamlining the production of engaging and professional-looking content.
✅ Practical Tips for Beginners: Provided actionable advice on starting video production, including recommended equipment like microphones and ring lights, and technical guidance on crafting compelling video thumbnails.
About Charlie Cooper Charlie Cooper is a seasoned video production manager at Dealer Synergy, renowned for his expertise in video creation and editing within the automotive industry. With over three years of experience at Dealer Synergy, Charlie has been instrumental in producing a wide range of video content, including internal videos, training modules, TV commercials, and more. Educated at the University of the Arts in Philadelphia, Charlie boasts a rich background in video editing, lighting, and directing, supplemented by a robust understanding of social media marketing and brand building. His multidisciplinary skills and creative vision make him a vital asset to the Dealer Synergy team!
Leveraging Video and AI for Success in Car Sales: A Comprehensive Guide Key Takeaways * The Power of Branding: Branding in the automotive industry enhances engagement and fosters a trustworthy salesperson-buyer relationship. * Importance of Video: Combining visual, auditory, and emotional elements maximizes communication effectiveness and reshapes customer perceptions. * AI and Technology Use: Embracing technology, particularly AI, accelerates video content creation and optimization, providing a competitive edge in the marketplace.
Video marketing is revolutionizing the car sales industry, as evidenced by Sean V. Bradley and Charlie Cooper's insights from their dynamic discussion on the Millionaire Car Salesman podcast. The evolving role of salespeople in utilizing branding, video, and technology to enhance sales strategies underscores the importance of adapting to new digital trends. This article delves into the central themes emerging from their discourse, providing a roadmap for sales professionals to enhance their practices.
The Impact of Branding in Automotive Sales Branding in the automotive sector is more than a logo; it's the foundation for creating lasting engagement and trust with your audience. As Charlie Cooper astutely points out, "Branding creates engagement, and engagement creates conversation." This conversation, in turn, results in buyers identifying with the seller, which is crucial for overcoming the longstanding negative stereotypes associated with car salespeople. It's about shifting the connotation from a "scumbag car salesman" to an approachable automotive consultant.
Understanding that branding impacts every aspect of communication encourages salespeople to integrate it into all interactions. Charlie emphasized the significance of personal branding, explaining, "When you have weak branding, it creates a disconnect between the seller and the buyer." Recognizing this disconnect is vital as branding fundamentally influences a consumer's decision-making process.
Harnessing the Power of Video Communication Video is a transformative tool in car sales, enhancing both communication and customer perception. As outlined in the podcast, video combines sight, sound, motion, and emotion, contributing to a comprehensive communication experience. Sean V. Bradley breaks it down with statistics, noting that "55% of communication is visual perception and body language, 38% is sound and inflection, and only 7% are the words we use."
Considering these figures, the inherent power of video is undeniable. The medium allows salespeople to narrate authentic stories, demonstrate expertise, and, crucially, dismantle negative stereotypes about car sales professionals. Incorporating video testimonials, reviews, and personalized content can help prospects feel a more substantial trust and connection with the salesperson. Building a storyboard around these elements emphasizes a seamless buyer's journey while reinforcing the dealership's credibility.
Embracing AI and Emerging Technologies In today's fast-paced digital market, employing AI and cutting-edge technologies like video editing tools is no longer optional but essential. Sean marvels at the possibilities AI presents, noting how it can instantly assist in optimizing videos with strategic keywords, generating titles, and even offering video outline ideas. With platforms like TikTok offering sophisticated yet intuitive editing features, even those intimidated by technology have accessible avenues to improve their video marketing efforts.
Charlie's recommendation for utilizing TikTok's editing suite demonstrates a revolution in user-friendly video production. These in-app capabilities "maximize short-form content without needing a deep technical background," making entry-level video content creation possible for everyone. Indeed, the strategic use of AI tools can significantly enhance video quality and increase reach through effective social media strategies.
AI also streamlines the optimization process, allowing videos to reach a targeted local audience, increasing the likelihood of customer engagement. As Sean puts it, understanding how to "geotarget search" effectively positions salespeople to leverage local SEO potentials, extending their video's impact beyond traditional marketing.
Sales professionals in the automotive industry must integrate branding, video production, and AI technologies into their strategies to stay competitive and relevant. By cultivating a solid personal brand, leveraging the multifaceted communication power of video, and utilizing AI-driven tools for video creation and optimization, salespeople can significantly enhance their reputation and effectiveness. The future of car sales thrives at the intersection of traditional personal connection and cutting-edge digital innovation, and those who embrace this hybrid approach will undoubtedly lead the charge in transforming industry practices.
Resources + Our Proud Sponsors:
➼ The Millionaire Car Salesman Facebook Group: Join the #1 Automotive Sales Mastermind Facebook Group with over 29,000 automotive professionals worldwide. The Millionaire Car Salesman Facebook Group is the go-to community for car salespeople, BDC agents, sales managers, general managers, and dealer principals looking to increase performance, income, and leadership skills.
Inside the group, members collaborate daily on automotive sales strategies, lead handling, phone scripts, closing techniques, CRM best practices, dealership leadership, and accountability systems. Learn directly from top automotive trainers, industry mentors, and high-performing sales leaders who are actively winning in today's market.
If you're serious about growing your automotive career, increasing car sales, and building long-term success, join The Millionaire Car Salesman Facebook Group today!
➼ Dealer Synergy: Dealer Synergy is the automotive industry's #1 Sales Training, Consulting, and Accountability Firm, with over 20 years of proven dealership success nationwide. We specialize in helping car dealerships increase sales, improve processes, and build high-performing Sales, Internet, and BDC departments from the ground up.
Our expertise includes automotive phone scripts, rebuttals, CRM action plans, lead handling strategies, BDC workflows, Internet sales processes, management training, and accountability systems. Dealer Synergy partners directly with dealership leadership to align people, process, and technology, ensuring consistent results and scalable growth.
From independent dealers to large dealer groups and OEM partnerships, Dealer Synergy delivers measurable performance improvements, stronger teams, and sustainable profitability.
➼ Bradley On Demand: Bradley On Demand is the automotive industry's most advanced interactive training, tracking, testing, and certification platform for car dealerships — built to develop top-performing teams across Sales, Internet Sales, BDC, CRM, Phone Skills, Leadership, and Management.
In addition to LIVE virtual automotive training classes and a library of 9,000+ on-demand dealership training modules, Bradley On Demand now includes AI Phone Roleplaying and Coaching to help salespeople and BDC agents practice real dealership conversations before they ever get on the phone with customers. This AI-powered roleplay technology strengthens phone scripts, objection handling, appointment setting, lead follow-up, and closing skills, while providing measurable coaching feedback for continuous improvement.
Bradley On Demand empowers dealerships to train faster, coach smarter, improve call performance, increase closing ratios, and sell more cars more profitably — all through structured, trackable, modern automotive training.
In this episode of the Millionaire Car Salesman Podcast, your hosts, Sean V. Bradley and LA Williams, take a hard look at what it really takes to succeed in automotive sales in today's market!
"The market has been changing, and guess what? It doesn't change back." – Sean V. Bradley
The car business has changed, but too many dealerships are still training like it hasn't. Sean and LA unpack why outdated methods are holding sales professionals back, why self-education has become non-negotiable, and how the next generation of top performers will separate themselves through practice, preparation, and adaptability!
"Practice makes permanent, not perfect." – Sean V. Bradley
This conversation also explores the growing role of AI in automotive sales training, especially how new role-play technology is giving salespeople, BDC reps, and managers a safe place to practice real conversations before they happen on the showroom floor.
"AI is your friend because it's going to make you lots and lots of money." – Sean V. Bradley
If you're in the automotive industry and want to sharpen your skills, build confidence, and stay ahead of the competition, this episode will challenge the way you think about training, growth, and what it means to become a true professional in 2026 and beyond!
Key Takeaways:
✅ The automotive industry is reverting to pre-pandemic sales dynamics, demanding a higher level of skill and training from sales teams to succeed.
✅ Investment in self-education and business strategies is crucial for automotive professionals to adapt to changing market conditions.
✅ AI role-playing technology offers sales professionals a unique opportunity to practice and refine their skills without the need for a human partner.
✅ Sean V. Bradley emphasizes the need for building a personal brand within the dealership to enhance long-term career prospects.
✅ The new AI systems in training can track metrics like talk-listen ratios and word speeds to fine-tune a salesperson's communication skills.
About Sean V. Bradley Sean V. Bradley, CSP, is the President of Dealer Synergy, a renowned figure in the automotive sales industry, and co-host of the Millionaire Car Salesman podcast. With over two decades of experience, Sean is recognized for his expertise in automotive sales training, digital marketing, and consulting. He is also an international best-selling author and motivational speaker known for pioneering video search engine optimization in the auto industry.
About LA Williams Vice President with Dealer Synergy, LA Williams, also known as the Blind Master, is a co-creator of the Millionaire Car Salesman podcast. He is a respected figure in the automotive training world with a background in music production, having worked with top artists and producers including Beyonce and Dr. Dre. Williams is well-regarded for his insights into effective communication and sales strategies.
Maximizing Automotive Sales in the Age of AI: Strategies and Expertise from Industry Leaders
Key Takeaways
- The integration of AI role-playing technology can transform training and onboarding in the sales industry, ensuring effective skill development.
- Building a personal brand within a dealership's brand and leveraging social media are crucial for success in today's market.
- Continuously investing in personal development and business growth is essential for thriving in the competitive automotive sales landscape.
Embracing AI in Automotive Sales Training The rapidly evolving landscape of automotive sales demands that professionals adapt by enhancing their skill sets, particularly through innovative tools like AI role-playing technology. As Sean V. Bradley and LA Williams emphasize, effective selling today isn't just about understanding the basics; it involves mastering a comprehensive skill set to stay ahead in a highly competitive market.
Leveraging AI for Skill Development The introduction of AI in sales training is a pivotal shift that addresses the age-old issue of skill retention and application. Bradley highlights that a significant number of new sales professionals lack the foundational training necessary for success. "These people don't know how to sell," he points out, emphasizing the outdated nature of training materials in use. AI role-playing technology presents a solution, enabling salespeople to practice, drill, and rehearse in a controlled environment.
Williams adds, "You'll get someone that will do that and they'll be like, 'Oh, I set so many appointments.' Okay, that's because you get people to say yes. But how many of them actually show up?" This statement underscores the need for a robust training tool that goes beyond surface-level engagement to ensure measurable results.
The AI role-playing platform offers a unique advantage: the ability to simulate real-world scenarios repeatedly, allowing participants to refine their approach without the pressure of live interactions. This method of learning mirrors the practice required in professional sports or music, where repetition and feedback lead to mastery.
Building a Personal Brand and Maximizing Referrals In today's digital age, a salesperson's ability to build a personal brand is as crucial as their sales acumen. Bradley and Williams discuss the importance of leveraging technology and social media to create a distinct identity within the automotive sales industry. Tiana Mick and Cody Carter are exemplary figures in this regard, utilizing websites, social media, and content marketing to expand their reach and influence.
Bradley posits, "If you are not willing to invest in yourself, why the hell should anybody else?" This assertion not only challenges salespeople to take initiative but also highlights the broader trend of personal branding becoming integral to professional success. By establishing a recognizable and trustworthy personal brand, salespeople can generate consistent referrals and repeat business, a strategy that effectively fortifies their market position.
Maximizing referral agents and building a strong network are emphasized as key strategies. Professionals in the field should prioritize establishing solid relationships that can consistently feed them potential leads, ensuring a steady flow of opportunities that enhance stability in their careers.
Constantly Investing in Personal and Professional Growth The central theme advocated by Bradley and Williams is the continuous investment in personal development and business growth. Drawing from their extensive industry experience, they argue that education, business acumen, and financial investment are pivotal to achieving long-term success in automotive sales.
"The best time to be training is right now," asserts Bradley, emphasizing the importance of staying updated with current methodologies and technologies. Sales professionals are encouraged to immerse themselves in every aspect of their field, from mastering product knowledge to understanding advanced systems like customer relationship management (CRM) and artificial intelligence (AI).
Williams echoes this sentiment by discussing the trajectory from dependency to independence and ultimately, interdependence. This developmental journey involves strategically utilizing available resources, both human and technological, to cultivate a successful career. The integration of AI into training programs illustrates the shift towards a more interdependent learning environment where technology and human expertise coalesce to produce the most effective outcomes.
In the dynamic field of automotive sales, the need for robust training methodologies, personal branding, and continuous growth is more critical than ever. The insights shared by Sean V. Bradley and LA Williams offer a blueprint for success, driven by strategic innovation and a commitment to excellence. Professionals who embrace these principles are positioned to not only survive but thrive in an industry marked by rapid change and technological advancement.
Resources + Our Proud Sponsors:
➼ The Millionaire Car Salesman Facebook Group: Join the #1 Automotive Sales Mastermind Facebook Group with over 29,000 automotive professionals worldwide. The Millionaire Car Salesman Facebook Group is the go-to community for car salespeople, BDC agents, sales managers, general managers, and dealer principals looking to increase performance, income, and leadership skills.
Inside the group, members collaborate daily on automotive sales strategies, lead handling, phone scripts, closing techniques, CRM best practices, dealership leadership, and accountability systems. Learn directly from top automotive trainers, industry mentors, and high-performing sales leaders who are actively winning in today's market.
If you're serious about growing your automotive career, increasing car sales, and building long-term success, join The Millionaire Car Salesman Facebook Group today!
➼ Dealer Synergy: Dealer Synergy is the automotive industry's #1 Sales Training, Consulting, and Accountability Firm, with over 20 years of proven dealership success nationwide. We specialize in helping car dealerships increase sales, improve processes, and build high-performing Sales, Internet, and BDC departments from the ground up.
Our expertise includes automotive phone scripts, rebuttals, CRM action plans, lead handling strategies, BDC workflows, Internet sales processes, management training, and accountability systems. Dealer Synergy partners directly with dealership leadership to align people, process, and technology, ensuring consistent results and scalable growth.
From independent dealers to large dealer groups and OEM partnerships, Dealer Synergy delivers measurable performance improvements, stronger teams, and sustainable profitability.
➼ Bradley On Demand: Bradley On Demand is the automotive industry's most advanced interactive training, tracking, testing, and certification platform for car dealerships — built to develop top-performing teams across Sales, Internet Sales, BDC, CRM, Phone Skills, Leadership, and Management.
In addition to LIVE virtual automotive training classes and a library of 9,000+ on-demand dealership training modules, Bradley On Demand now includes AI Phone Roleplaying and Coaching to help salespeople and BDC agents practice real dealership conversations before they ever get on the phone with customers. This AI-powered roleplay technology strengthens phone scripts, objection handling, appointment setting, lead follow-up, and closing skills, while providing measurable coaching feedback for continuous improvement.
Bradley On Demand empowers dealerships to train faster, coach smarter, improve call performance, increase closing ratios, and sell more cars more profitably — all through structured, trackable, modern automotive training.
What if your dealership isn't losing deals because of price… but because of the experience?
"Disney's mission is simple: to make people happy." — Vance Morris
In this episode of the Millionaire Car Salesman Podcast, Sean V. Bradley sits down with former Disney leader Vance Morris to explore a concept most dealerships overlook: how customer experience can become your biggest competitive advantage!
Dealerships often focus on inventory, pricing, and traffic… but the real differentiator may lie in something far less talked about. Vance brings a completely different perspective, shaped by years of building world-class experiences in environments where every detail matters and every interaction is intentional!
"Price is only relevant with the absence of value." — Sean V. Bradley
This conversation challenges how dealerships think about the customer journey, from the very first interaction to long after the sale is complete. It highlights why average experiences produce average results… and why the stores that stand out are the ones that create something customers actually remember.
"Your best customer is a referred customer. It's almost a guaranteed close." — Vance Morris
Learn why most dealership experiences feel the same to customers and how small moments can create a massive impact!
If you're a dealer principal, general manager, sales manager, or automotive professional looking to elevate your dealership beyond price and competition, this episode will challenge your perspective on what truly drives success.
Because in today's market… customers don't just remember what they bought… they remember how you made them feel!
Key Takeaways:
✅ Anticipatory Service: Car dealerships should adopt anticipatory service, like Disney, by anticipating customers' needs before they express them.
✅ Customer Satisfaction Focus: Processes should prioritize making customers happy as a mission, not merely completing sales tasks.
✅ Wow Packages: Implement post-sale wow packages that enhance the ownership experience, encouraging customer retention and referrals.
✅ Human Interaction: Whenever possible, replace automated phone systems with live operators to improve customer engagement.
✅ Referral Incentives: Utilize referral cards in wow packages to attract new customers and strengthen community ties.
About Vance Morris Vance is a former Birth Control Factory Security Guard and turned that into a wild journey from Disney leader to bankrupt out-of-work executive to carpet cleaner to successful entrepreneur.
Today, he's the guy businesses call when they're bleeding profit and can't figure out why. He delivers real-world systems that stop customers from quietly disappearing and stop money from leaking out the back door. He's the only expert on the planet, who blends direct-response marketing with engineered customer loyalty and retention.
Creating Exceptional Customer Experiences: Lessons from Disney to Dealerships
Key Takeaways * Adopt Anticipatory Service: Deliver superior customer service by anticipating client needs before they even ask. * Create Memorable Experiences: Businesses should turn routine interactions into memorable experiences, making every customer interaction remarkable. * Implement Systems: Establish systems and processes to free up employee brain power for engaging, personalized customer experiences.
Discovering the Power of Anticipatory Service In the competitive world of automobile sales, providing anticipatory service can set a dealership apart from the rest. Vance Morris, drawing upon his extensive decade-long experience with Disney, emphasizes that Disney's strength lies in its ability to foresee customer needs before requests are made. As Morris illustrates, Disney's approach to anticipatory service transforms mundane customer service into extraordinary experiences:
"On a hot day, Disney employees might offer water before it's requested, making it an anticipatory service rather than just satisfactory."
Application in Dealerships Dealerships can take a page from Disney's book by proactively addressing potential car buyer needs. For example, implementing a system where salesperson greets visitors with detailed guidance on where to explore specific car models, just as Disney employees guide patrons throughout the park, enhances the initial customer interaction. Such preemptive assistance makes the car buying experience smoother and more enjoyable.
Through anticipatory service, dealerships not only meet but exceed customer expectations, transforming them into raving fans and lifelong customers. This approach, as Morris asserts, significantly reduces friction in the buying process, enhancing overall customer satisfaction.
Crafting Memorable Customer Experiences Creating memorable experiences isn't just Disney's forte; it's a principle applicable across all industries, including car dealerships. Morris shares this fundamental principle, explaining its transformative impact on customer loyalty and long-term retention:
"Disney has figured out how to create an experience out of all the boring and mundane things."
Strategies for Dealerships To replicate this strategy, dealerships should focus on delivering a memorable experience from the moment the customer walks in. This could involve greeting customers with a curated welcome package, including branded merchandise and personalized gifts. The idea is to evoke positive emotions, leaving a lasting impression that encourages customers to return.
Similarly, just as Disney pays attention to detail, dealerships can ensure that the car-buying process is smooth and engaging by incorporating small but significant gestures. For instance, asking customers about their favorite music during appointment confirmations and having their preferred station playing during the test drive can make an immense difference.
Dealers are encouraged to transform ordinary transactions into unique experiences, fostering a strong emotional connection with their customers that keeps them coming back.
Building Systems for Consistent Excellence Systems and processes are the backbone of a consistently superior customer service. Vance Morris emphasizes the importance of streamlined operations, a principle he mastered at Disney, to ensure consistent service delivery:
"Disney runs on systems and processes… it frees up brain space to do all the nice things."
Implementing Robust Processes Just as Disney utilizes comprehensive systems and processes, dealerships are advised to develop and implement detailed operational guidelines ensuring each customer interaction is seamless. For instance, integrating a robust CRM system allows for detailed tracking of customer interactions, valuable for personalized follow-ups and service consistency.
Furthermore, employing systematic approaches in areas like staff training can ensure every interaction is executed with precision, maintaining high service standards. This not only enhances customer satisfaction but also fosters an efficient working environment conducive to continued business success.
Recapturing the essence of the conversation between Sean V. Bradley and Vance Morris, the central narrative revolves around crafting exceptional interactions through anticipatory service, memorable experiences, and systematic operations. With a legacy rooted in Disney's pioneering customer service strategies, businesses, especially car dealerships, stand to gain significantly by integrating these principles. Transforming typical customer service interactions into extraordinary experiences creates loyal customers willing to share their positive encounters, establishing a potent competitive advantage in the marketplace.
Resources + Our Proud Sponsors:
➼ The Millionaire Car Salesman Facebook Group: Join the #1 Automotive Sales Mastermind Facebook Group with over 29,000 automotive professionals worldwide. The Millionaire Car Salesman Facebook Group is the go-to community for car salespeople, BDC agents, sales managers, general managers, and dealer principals looking to increase performance, income, and leadership skills.
Inside the group, members collaborate daily on automotive sales strategies, lead handling, phone scripts, closing techniques, CRM best practices, dealership leadership, and accountability systems. Learn directly from top automotive trainers, industry mentors, and high-performing sales leaders who are actively winning in today's market.
If you're serious about growing your automotive career, increasing car sales, and building long-term success, join The Millionaire Car Salesman Facebook Group today!
➼ Dealer Synergy: Dealer Synergy is the automotive industry's #1 Sales Training, Consulting, and Accountability Firm, with over 20 years of proven dealership success nationwide. We specialize in helping car dealerships increase sales, improve processes, and build high-performing Sales, Internet, and BDC departments from the ground up.
Our expertise includes automotive phone scripts, rebuttals, CRM action plans, lead handling strategies, BDC workflows, Internet sales processes, management training, and accountability systems. Dealer Synergy partners directly with dealership leadership to align people, process, and technology, ensuring consistent results and scalable growth.
From independent dealers to large dealer groups and OEM partnerships, Dealer Synergy delivers measurable performance improvements, stronger teams, and sustainable profitability.
➼ Bradley On Demand: Bradley On Demand is the automotive industry's most advanced interactive training, tracking, testing, and certification platform for car dealerships — built to develop top-performing teams across Sales, Internet Sales, BDC, CRM, Phone Skills, Leadership, and Management.
In addition to LIVE virtual automotive training classes and a library of 9,000+ on-demand dealership training modules, Bradley On Demand now includes AI Phone Roleplaying and Coaching to help salespeople and BDC agents practice real dealership conversations before they ever get on the phone with customers. This AI-powered roleplay technology strengthens phone scripts, objection handling, appointment setting, lead follow-up, and closing skills, while providing measurable coaching feedback for continuous improvement.
Bradley On Demand empowers dealerships to train faster, coach smarter, improve call performance, increase closing ratios, and sell more cars more profitably — all through structured, trackable, modern automotive training.
In this episode of the Millionaire Car Salesman Podcast, Sean V. Bradley sits down with Tianna Mick, aka "T Got Your Keys," to challenge how most salespeople think about internet leads… and why that mindset is costing them deals.
"To be effective in this digital age, it's about turning that first lead into a relationship among many within their network." - Tianna Mick
What if one lead wasn't just one opportunity?
What if it was five… seven… even ten?
This conversation dives into a smarter, more strategic way of approaching today's digital buyer, one that goes beyond basic follow-up and into something far more powerful. Sean and Tianna unpack the difference between chasing deals and building a pipeline, and why the highest performers aren't waiting for opportunities… they're multiplying them.
"People want more than a car deal. They want a connection, someone who understands their wants and needs beyond the sale." - Tianna Mick
From modern communication tactics to leveraging relationships, technology, and timing, this episode explores how small shifts in approach can completely change your results.
If you're in automotive sales and feel like you're working hard but not maximizing your opportunities, this episode will make you rethink what's actually possible from the leads you already have.
"This industry is not about hard selling; it's about building relationships from each opportunity." - Tianna Mick
Because in today's market, it's not about getting more leads… it's about doing more with the ones in front of you.
Key Takeaways:
✅ Maximize Relationships: Viewing leads as ongoing relationships rather than single transactions is crucial. Ask the right questions early to identify additional sales opportunities within the customer's circle.
✅ Leverage AI and Technology: Utilizing AI tools like ChatGPT and Podium helps analyze customer interactions for better, personalized follow-ups which can lead to increased conversion rates.
✅ Use Video Effectively: Implementing videos in the sales process boosts engagement by providing a visual and emotive connection with clients.
✅ Effective Social Media Engagement: Engage with prospects on platforms like Facebook and LinkedIn for additional insights and staying top-of-mind through direct messages and timely postings.
✅ Consistent Follow-Up Strategy: Daily and weekly tailored follow-ups that deliver value, resonate best with leads ensuring these interactions aren't perceived as intrusive.
About Tianna Mick (T Got Your Keys) Tianna Mick, also known as T Got Your Keys, is a distinguished automotive sales professional and content creator. Recognized for her ability to consistently convert opportunities into production, she rose to become a top-performing salesperson by building strong relationships and brand loyalty within her dealership. Tianna is known for her innovative use of video in sales, her emphasis on relationship-building within the automotive industry, and her contributions to the Millionaire Car Salesman community as a co-host.
How to Transform Internet Leads Into Golden Opportunities: Insights from Automotive Experts Key Takeaways * View every internet lead as a potential relationship, not just a one-time sale. * Use technology, especially AI and social media strategies, to enhance engagement and conversion rates. * Persistent, tailored follow-up and leveraging video communications can drastically improve closing ratios.
In the ever-evolving world of automotive sales, the gap between traditional sales techniques and modern, technology-driven strategies are widening. The central challenge—maximizing the potential of every internet lead—is discussed in-depth by Sean V. Bradley and Tianna Mick in a recent conversation. The discussion emphasizes transforming these digital interactions into meaningful relationships and long-term opportunities.
Understanding the True Value of an Internet Lead From Leads to Relationships: A Mindset Shift One of the biggest mistakes salespeople make is perceiving internet leads merely as potential single transactions. As highlighted by Sean V. Bradley, "If you think of these people like a lead, then you're never going to treat them like a person or a relationship." The conversation delves into the necessity of treating each lead as the beginning of a lasting relationship. Tianna Mick underscores this by demonstrating how asking the right questions from the start can unveil multiple opportunities within one lead.
Specifically, Tianna mentions, "I asked those questions in the very beginning. Hey, who's in the household? Who's driving what?" This approach not only sets the stage for the immediate sale but also opens the door to future sales within the customer's social circle, emphasizing the importance of understanding the customer's entire ecosystem, not just their immediate needs.
Leveraging Artificial Intelligence and Social Media The digital age offers incredible tools that can exponentially increase a salesperson's efficiency if utilized correctly. Sean V. Bradley brings attention to the role of AI in modern sales techniques. "Using intelligent responses, using AI artificial intelligence to strategically stack the deck for you," is how AI becomes an assistant, helping analyze and respond to leads with customized strategies. This underscores the point that modern technology tools, like AI, should be as essential in a sales professional's toolkit as a phone or a computer.
Tianna Mick also highlights the effective use of social media to gather intelligence ethically. By engaging with prospects on platforms like Facebook and LinkedIn, salespeople can learn more about their prospects' personal preferences and needs. She advises, "So as soon as you get a new lead in… especially if they have that email address, you can actually copy that email address, drop it into Google."
Engaging with Personalized Follow-Up and Video Content Engagement doesn't end once the first conversation has been had; in fact, it's just beginning. Tianna emphasizes the power of video as a communication tool in automotive sales, pointing out that it's "the second best thing than being in front of your customer at the dealership." Videos offer sight, sound, motion, and emotion, thus connecting with potential customers on a deeper level than text alone.
The discussion also covers the importance of personalized follow-up. Instead of sending generic messages like "Are you still in the market?", Tianna advocates for follow-up that provides value and relevance, such as event invitations or tailored service promotions. This reinforces the need for salespeople to understand their customers better, offering them tailored solutions instead of one-size-fits-all responses.
Crafting a 360-Degree Sales Strategy In this dialogue, the integration of personal attention, technological enhancement, and innovative communication is crucial in redefining the traditional sales approach. For sales teams, this means breaking down silos—combining the use of AI, social media, and video to not just nurture prospects but to truly understand and meet their needs. Every interaction becomes a chance to build a rapport and pave the way for a successful transaction and beyond.
Ultimately, the session between Sean V. Bradley and Tianna Mick serves as a masterclass in modern sales strategies. Their insights shine a light on the enormous potential lying in every lead, waiting to be transformed into long-term, profitable relationships with the right mix of technology, strategy, and genuine human connection. By embracing these insights, automotive professionals can dramatically increase their sales effectiveness and customer loyalty.
Resources + Our Proud Sponsors:
➼ The Millionaire Car Salesman Facebook Group: Join the #1 Automotive Sales Mastermind Facebook Group with over 29,000 automotive professionals worldwide. The Millionaire Car Salesman Facebook Group is the go-to community for car salespeople, BDC agents, sales managers, general managers, and dealer principals looking to increase performance, income, and leadership skills.
Inside the group, members collaborate daily on automotive sales strategies, lead handling, phone scripts, closing techniques, CRM best practices, dealership leadership, and accountability systems. Learn directly from top automotive trainers, industry mentors, and high-performing sales leaders who are actively winning in today's market.
If you're serious about growing your automotive career, increasing car sales, and building long-term success, join The Millionaire Car Salesman Facebook Group today!
➼ Dealer Synergy: Dealer Synergy is the automotive industry's #1 Sales Training, Consulting, and Accountability Firm, with over 20 years of proven dealership success nationwide. We specialize in helping car dealerships increase sales, improve processes, and build high-performing Sales, Internet, and BDC departments from the ground up.
Our expertise includes automotive phone scripts, rebuttals, CRM action plans, lead handling strategies, BDC workflows, Internet sales processes, management training, and accountability systems. Dealer Synergy partners directly with dealership leadership to align people, process, and technology, ensuring consistent results and scalable growth.
From independent dealers to large dealer groups and OEM partnerships, Dealer Synergy delivers measurable performance improvements, stronger teams, and sustainable profitability.
➼ Bradley On Demand: Bradley On Demand is the automotive industry's most advanced interactive training, tracking, testing, and certification platform for car dealerships — built to develop top-performing teams across Sales, Internet Sales, BDC, CRM, Phone Skills, Leadership, and Management.
In addition to LIVE virtual automotive training classes and a library of 9,000+ on-demand dealership training modules, Bradley On Demand now includes AI Phone Roleplaying and Coaching to help salespeople and BDC agents practice real dealership conversations before they ever get on the phone with customers. This AI-powered roleplay technology strengthens phone scripts, objection handling, appointment setting, lead follow-up, and closing skills, while providing measurable coaching feedback for continuous improvement.
Bradley On Demand empowers dealerships to train faster, coach smarter, improve call performance, increase closing ratios, and sell more cars more profitably — all through structured, trackable, modern automotive training.
In this episode of the Millionaire Car Salesman Podcast, Sean V. Bradley sits down with Tasso Roumeliotis, CEO of Numa, to challenge one of the most accepted truths in automotive… and flip it on its head.
"You are fundamentally in the retention business." - Tasso Roumeliotis
Dealerships have relied on the same customer satisfaction metrics for decades. They check the scores, read the reports, and assume they understand their customers… but what if they don't? What if the way dealerships measure customer experience is not just outdated… but actually costing them revenue every single day?
"The CSI score is effectively an autopsy report. And what we believe in the modern world is I need a heart rate monitor." - Tasso Roumeliotis
This conversation dives into a major shift happening right now in automotive, one that's moving dealerships away from delayed feedback and into a world where customer experience can be seen, understood, and acted on in real time! Sean and Tasso explore what's really happening between the moment a customer interacts with your dealership and the moment you realize something went wrong… and why that gap is where the biggest opportunities are being lost.
"Create visibility and if you measure it, it will improve, and it will get used." - Tasso Roumeliotis
If you're a dealer, manager, or sales professional who wants to stay competitive in 2026 and beyond, this episode will make you rethink how you measure success, how you respond to customers, and what it actually takes to protect your revenue in today's market. Because the future of automotive isn't about reacting faster… it's about seeing what's happening before it's too late!
Key Takeaways:
✅ Customer Experience is Key: Dealers are fundamentally in the retention business, and improving customer satisfaction through AI can help transform this experience effectively.
✅ Outdated CSI Systems: Current CSI systems function like "autopsy reports" instead of real-time monitoring. AI can provide a "live CSI," offering real-time insights for immediate action.
✅ Financial Implications: Retaining dissatisfied customers by solving their issues can convert heat cases into loyal customers, with a dramatic increase in retention profitability.
✅ AI in Automotive: AI can analyze numerous customer interactions effectively, helping managers understand where they stand and how to make proactive improvements.
✅ Leadership and Accountability: Visibility and accountability within dealership management can significantly improve customer satisfaction scores, reflecting in overall profitability and customer loyalty.
About Tasso Roumeliotis Tasso Roumeliotis is co-founder and CEO of Numa, the leading AI platform for dealership customer operations. Under his leadership, Numa is building the AI-native dealership, helping dealers unify customer conversations across channels and deploy AI agents to drive significant gains in efficiency, revenue, and customer experience.
Tasso is a serial entrepreneur and early pioneer in mobile and location-based technology. He previously founded Location Labs, scaling the company to more than 200 employees and leading its $220 million acquisition after building a profitable business with just $19 million in primary capital. Location Labs was recognized as an Inc. 500 company and achieved seven consecutive years of profitability.
Earlier in his career, Tasso was Vice President at Claridge Investments, the Bronfman family office, and an associate in the merchant banking group at Donaldson, Lufkin & Jenrette. He began his career at Bain & Company. Tasso holds an MBA from Harvard Business School and a B.Comm from McGill University.
Revolutionizing Automotive Customer Experience with AI-Driven CSI Innovation In the car dealership industry, providing exceptional customer satisfaction has shifted from a mere goal to a definitive necessity for success. Tasso Roumeliotis and Sean V. Bradley have an insightful conversation about an innovative measure that can transform the traditional Customer Satisfaction Index (CSI) into a real-time, dynamic, and data-driven strategy.
Key Takeaways * The Power of Real-Time CSI: Transitioning from an "autopsy" report of customer experience to a live, actionable "heart rate monitor" can significantly improve customer retention. * Customer Retention as a Business Model: The real business of dealerships isn't just about selling cars; it's about retaining customers through exceptional service experiences. * Leveraging AI for Maximum Impact: The integration of AI provides a comprehensive analysis of customer interactions, enabling dealership managers to proactively address issues and push customer satisfaction to new heights.
Transforming the Dealership Landscape with Real-Time CSI Strategies In the ever-evolving automotive landscape, dealerships must move away from antiquated systems that provide outdated feedback. The traditional CSI scores, which usually come days after a customer's experience, are likened to "autopsy reports," as Tasso Roumeliotis aptly describes them. He suggests that they are outdated and ineffective in today's fast-paced, customer-centric environment.
Enhancing Customer Retention with Immediate Feedback As Bradley states, "We are fundamentally in the retention business." A sharp focus on retaining customers, rather than merely pursuing new sales, leads to sustained profitability. The conversation unfolds around transforming tools used to gauge customer satisfaction from lagging to leading indicators. Unlike the traditional 45-day delayed feedback from CSI scores, a real-time feedback mechanism provides dealerships the opportunity to instantly correct course and mend customer relationships.
"Don't tell me after the fact that this customer had a bad experience," Roumeliotis says. This shift from response-based surveys to continuous tracking of customer interactions represents a major leap in creating enhanced customer experiences.
The Vital Role of AI in Analyzing Customer Interactions With the rise of AI technologies, dealerships can now analyze vast datasets to determine real-time customer satisfaction scores. Capturing every customer interaction through calls, texts, and emails, AI systems evaluate these interactions to provide a nuanced understanding of customer sentiment.
Roumeliotis shares compelling figures: the possibility of converting a dissatisfied customer to a returning one increases to 70% when their issues are resolved promptly—a stark contrast to the mere 5% for unresolved cases. This level of insight allows managers to focus on "extinguishing heat cases," a term they use to describe potentially damaging customer experiences.
"AI is going to really change the automotive industry," says Roumeliotis, showing how sentiment analysis and predictive models can not only gauge a customer's immediate state but also predict potential issues before they escalate.
Revolutionizing Dealership Operations for Enhanced Performance Transitioning to real-time CSI means reinventing operational strategies within dealerships. By creating visibility, dealerships empower their employees with accountability and motivation. As Roumeliotis notes, some dealerships use digital monitor displays showing live CSI data, fostering a culture of transparency and motivation among staff.
This notion complements Bradley's wisdom: "You can't just sell things and burn through customers." By providing both the customers and dealership staff with tools to improve interactions, businesses can better measure and manage success metrics across teams.
Furthermore, the ways managers utilize the data are pivotal. Implementing dashboards equipped with the latest intelligence enables them to efficiently address potential pitfalls, significantly enhancing customer satisfaction as managers can address issues not as post-mortem observations, but as live currents needing steering.
Integrating AI in Customer Experience Management for Dealerships
Overall, the conversation between Roumeliotis and Bradley emphasizes a paradigm shift in customer experience management within the automotive industry. Integrating AI to exploit data points in real time, dealerships can now nurture a proactive approach to customer satisfaction. Such advancements channel the potential to radically transform how dealerships perceive and act upon customer service.
"The dealership's ability to engage, rectify, and delight customers isn't just important—it's fundamental to a thriving business," Bradley concludes, reiterating the non-negotiable role of customer retention in the car industry's success story.
In a market where competition is fierce, and customer expectations are soaring, transforming the once archaic CSI into a real-time strategic tool promises not only an improved customer journey but a substantial competitive advantage as well.
Resources + Our Proud Sponsors:
➼ The Millionaire Car Salesman Facebook Group: Join the #1 Automotive Sales Mastermind Facebook Group with over 29,000 automotive professionals worldwide. The Millionaire Car Salesman Facebook Group is the go-to community for car salespeople, BDC agents, sales managers, general managers, and dealer principals looking to increase performance, income, and leadership skills.
Inside the group, members collaborate daily on automotive sales strategies, lead handling, phone scripts, closing techniques, CRM best practices, dealership leadership, and accountability systems. Learn directly from top automotive trainers, industry mentors, and high-performing sales leaders who are actively winning in today's market.
If you're serious about growing your automotive career, increasing car sales, and building long-term success, join The Millionaire Car Salesman Facebook Group today!
➼ Dealer Synergy: Dealer Synergy is the automotive industry's #1 Sales Training, Consulting, and Accountability Firm, with over 20 years of proven dealership success nationwide. We specialize in helping car dealerships increase sales, improve processes, and build high-performing Sales, Internet, and BDC departments from the ground up.
Our expertise includes automotive phone scripts, rebuttals, CRM action plans, lead handling strategies, BDC workflows, Internet sales processes, management training, and accountability systems. Dealer Synergy partners directly with dealership leadership to align people, process, and technology, ensuring consistent results and scalable growth.
From independent dealers to large dealer groups and OEM partnerships, Dealer Synergy delivers measurable performance improvements, stronger teams, and sustainable profitability.
➼ Bradley On Demand: Bradley On Demand is the automotive industry's most advanced interactive training, tracking, testing, and certification platform for car dealerships — built to develop top-performing teams across Sales, Internet Sales, BDC, CRM, Phone Skills, Leadership, and Management.
In addition to LIVE virtual automotive training classes and a library of 9,000+ on-demand dealership training modules, Bradley On Demand now includes AI Phone Roleplaying and Coaching to help salespeople and BDC agents practice real dealership conversations before they ever get on the phone with customers. This AI-powered roleplay technology strengthens phone scripts, objection handling, appointment setting, lead follow-up, and closing skills, while providing measurable coaching feedback for continuous improvement.
Bradley On Demand empowers dealerships to train faster, coach smarter, improve call performance, increase closing ratios, and sell more cars more profitably — all through structured, trackable, modern automotive training.
What's the real reason some sales managers keep struggling to build high-performing teams? In this eye-opening episode of the Millionaire Car Salesman Podcast, Sean V. Bradley and LA Williams III pull back the curtain on a costly mistake happening inside dealerships every single day!
"Training is like bathing. If you don't do it every day, eventually you'll start to stink." - LA Williams III
With sharp insight, real talk, and a few uncomfortable truths, they challenge the way sales managers think about leadership, performance, and accountability. This conversation digs into what may be quietly sabotaging your team's success and why ignoring it could be costing you more than you realize.
"Even McDonald's has training. Do you understand me? Even McDonald's has training!" - Sean V. Bradley
If you're a dealer, GSM, or sales leader serious about leveling up your people and your results, this is an episode you do not want to miss!
Key Takeaways:
✅Training Necessity: Proper training is essential for sales managers to adequately prepare and support their teams, akin to how other professions require rigorous education and practice.
✅Technology in Training: Leveraging AI technology for training can profoundly affect the quality and effectiveness of sales team preparation.
✅Holistic Approach: Successful training involves a diverse curriculum, including product knowledge, sales techniques, KPI understanding, and time management.
✅Role-Playing and Repetition: Active training through role-play and real-world scenarios is crucial for developing genuine competency in sales positions.
✅Accountability and Consistency: Consistent training with accountability structures in place ensures continuous professional development and operational excellence in dealerships.
About Sean V. Bradley Sean V. Bradley is a renowned figure in the automotive training industry with nearly three decades of experience. He is the President of Dealer Synergy and a highly sought-after speaker in the field. Sean is known for his expertise in automotive sales training and digital marketing, having worked with various levels of the industry, from OEM to dealer groups and individual dealerships. He is the creator of the Millionaire Car Salesman podcast and the Bradley On Demand training platform!
About LA Williams LA Williams III is the Vice President of Dealer Synergy and co-creator of the Millionaire Car Salesman podcast. Known as "The Blind Master," LA is a unique figure in the training landscape, offering a strong background in sales training and an extensive history in the music industry, working with top artists like Beyoncé and NAS. He brings a creative and motivational angle to automotive training!
The Automotive Training Revolution: Unleashing Potential in Car Salesmanship Key Takeaways:
- Effective training is paramount to success; it requires repetition and the right resources.
- Role-playing, especially with AI, can significantly enhance training outcomes.
- Accountability and engagement from management are vital to ensure successful use of training programs.
The Importance of Training in the Automotive Industry In the fiercely competitive automotive industry, training is not a luxury but a fundamental necessity. Sean V. Bradley, in a passionate discussion with LA Williams, underscores the critical importance of comprehensive training for automotive professionals. "How dare you call yourself a manager when you don't properly prepare your team," he asserts, emphasizing the negligence of some managers towards training investment.
The neglect of structured training programs is likened to an absurd hypothetical where surgeons bypass medical school. Bradley challenges the notion by equating a lack of training to sending someone without credentials to build a multimillion-dollar property. Even McDonald's, as he notes, has Hamburger University for proper employee training.
It's evident that a successful car sales team hinges on effective and holistic preparation. Training should not merely cover sales techniques or product knowledge but should also encompass aspects like personal development, time management, and the use of technology.
Harnessing AI in Automotive Sales Training As technology evolves, incorporating AI into training programs is a game-changer. Bradley introduces the AI role-playing tool developed by Dealer Synergy, which integrates years of accumulated company knowledge. This AI platform enables sales professionals to practice real-life scenarios, enhancing their ability to handle clients effectively.
"Use AI like Tony Stark from Iron Man uses the suit," Bradley recommends, encouraging dealers to leverage AI for training and role-playing. This technology offers an unprecedented opportunity for repeated practice without the fatigue human trainers may experience. The AI assesses trainees through various metrics like tone, speed, and filler words, offering detailed feedback and opportunities for improvement.
Beyond just role-playing real scenarios, AI ensures that learning is dynamic and tailored to each individual's progress, creating a more immersive and effective training experience.
Accountability in Training Programs The success of any training program is hinged not only on the resources available but also on the accountability mechanisms in place. As LA Williams points out, the absence of accountability can render the most robust programs ineffective. "Training is disrespected not only in the dealership but in the entire industry," he notes, highlighting a systemic issue where the pursuit of excellence is often traded for complacency.
Effective managers ensure that cameras are on during training sessions, facilitating active participation and making sure distractions are minimized. This mirrors real-life sales interactions where engagement and focus are critical. Bradley firmly believes that "winners love accountability," and this spans to every aspect of their work environment.
Systems like the Watchdog Report in the Bradley On Demand platform track engagement and performance, providing a window into how training is progressing. This transparency ensures that managers can address any issues that arise, reinforcing the importance of constant learning and self-improvement in the salesforce.
Creating a Culture of Continuous Learning In today's rapidly changing automotive landscape, embracing a culture of continuous learning is not just beneficial but crucial. Bradley advocates for the nurturing of an environment where sales professionals are encouraged to constantly evolve, stay informed, and upskill. This goes beyond just knowing the latest sales tactics or vehicle specs; it's about understanding the broader ecosystem of automotive sales, which includes digital marketing, personal branding, and leveraging new technologies like AI.
In his own words, Bradley states, "Training doesn't happen by binge-watching videos." True learning involves immersive engagement, critical thinking, and practical application of skills. For dealerships, this means fostering an ethos of learning from the top down, reducing attrition, improving job satisfaction, and ultimately driving higher sales.
Implementing such change requires buy-in from all levels of staff, ensuring that training programs are not seen as chores but as investments in individual and organizational growth. By prioritizing training and development, automotive businesses can remain competitive and innovate within their market spaces.
In addressing the industry's complexities, it's evident that the automotive sales domain is ripe for a shift in how professionals are prepared and developed. Training, powered by modern technology and a robust accountability framework, stands as the foundation upon which future success will be built. Embracing this can herald a new era in car salesmanship, marked by efficiency, knowledge, and profitability.
Resources + Our Proud Sponsors:
➼ The Millionaire Car Salesman Facebook Group: Join the #1 Automotive Sales Mastermind Facebook Group with over 29,000 automotive professionals worldwide. The Millionaire Car Salesman Facebook Group is the go-to community for car salespeople, BDC agents, sales managers, general managers, and dealer principals looking to increase performance, income, and leadership skills.
Inside the group, members collaborate daily on automotive sales strategies, lead handling, phone scripts, closing techniques, CRM best practices, dealership leadership, and accountability systems. Learn directly from top automotive trainers, industry mentors, and high-performing sales leaders who are actively winning in today's market.
If you're serious about growing your automotive career, increasing car sales, and building long-term success, join The Millionaire Car Salesman Facebook Group today!
➼ Dealer Synergy: Dealer Synergy is the automotive industry's #1 Sales Training, Consulting, and Accountability Firm, with over 20 years of proven dealership success nationwide. We specialize in helping car dealerships increase sales, improve processes, and build high-performing Sales, Internet, and BDC departments from the ground up.
Our expertise includes automotive phone scripts, rebuttals, CRM action plans, lead handling strategies, BDC workflows, Internet sales processes, management training, and accountability systems. Dealer Synergy partners directly with dealership leadership to align people, process, and technology, ensuring consistent results and scalable growth.
From independent dealers to large dealer groups and OEM partnerships, Dealer Synergy delivers measurable performance improvements, stronger teams, and sustainable profitability.
➼ Bradley On Demand: Bradley On Demand is the automotive industry's most advanced interactive training, tracking, testing, and certification platform for car dealerships — built to develop top-performing teams across Sales, Internet Sales, BDC, CRM, Phone Skills, Leadership, and Management.
In addition to LIVE virtual automotive training classes and a library of 9,000+ on-demand dealership training modules, Bradley On Demand now includes AI Phone Roleplaying and Coaching to help salespeople and BDC agents practice real dealership conversations before they ever get on the phone with customers. This AI-powered roleplay technology strengthens phone scripts, objection handling, appointment setting, lead follow-up, and closing skills, while providing measurable coaching feedback for continuous improvement.
Bradley On Demand empowers dealerships to train faster, coach smarter, improve call performance, increase closing ratios, and sell more cars more profitably — all through structured, trackable, modern automotive training.
In this episode of the Millionaire Car Salesman Podcast, Sean V. Bradley and LA Williams go straight at one of the biggest mistakes dealerships are making right now… chasing more leads instead of maximizing the ones they already have!
"Referrals are the best source of leads... They have beaten any other lead by all metrics." - Lyamen Savy
Joined by Lyamen Savy, CEO of Blabber, this conversation exposes the truth about referral business in automotive… It's not just another lead source; it's the most profitable, highest-closing, and most underutilized opportunity in the entire dealership.
While dealers are busy spending money on third-party leads, fighting for internet traffic, and competing in overcrowded digital spaces, they're overlooking the one strategy that can produce consistent, high-quality business without increasing ad spend.
"The stigma in automotive is that most people don't trust the car salesperson. That's why referrals are so great." - Lyamen Savy
This episode challenges the traditional mindset and forces a new perspective: what if the real problem isn't traffic… it's activation?
"Technology can only do so much if the salespeople are not going to use it." - Lyamen Savy
Sean, LA, and Lyamen break down why referrals are being left to chance, why most dealerships don't have a real strategy in place, and what happens when you stop hoping for referral business… and start engineering it.
If you're serious about increasing gross, improving closing ratios, and building a more predictable sales pipeline in 2026 and beyond… this episode is going to hit different.
Because the dealers who figure this out won't just compete… they'll dominate!
Key Takeaways:
✅ Referrals are an underutilized yet highly efficient channel for generating sales, boasting significantly higher closing rates compared to conventional leads.
✅ Dealers often fail to capitalize on referrals due to a lack of structured systems and adequate incentive programs.
✅ Implementing a sophisticated referral system, like Blabber, can streamline the process of seeking referrals by integrating technology that encourages easy customer introductions.
✅ Effective referral programs should focus not only on incentivizing the customer but also empowering salespeople to actively seek referrals from their network.
✅ Tracking and measuring referral impact through innovative tools can lead to a sustainable increase in dealership ROI and customer loyalty.
About Lyamen Savy Lyamen Savy is the CEO of Blabber, an innovative platform designed to optimize referral generation for businesses, including automotive dealers. With a strong professional background in sales and marketing, she has worked with industry giants like Microsoft and Capital One. Her expertise spans multiple facets of marketing, such as email and digital marketing, and she is passionate about the power of referrals to enhance business growth. Under her leadership, Blabber has emerged as a distinctive tool in facilitating easier and more effective referral processes.
Maximizing Car Dealership Profitability through Referrals: A Game-Changer in Automotive Sales
In an era where automotive sales profitability is constantly being tested by fluctuating market dynamics, enhancing the referral generation mechanism within car dealerships emerges as a pivotal strategy. The intricacies explored in this rich transcript between sales and marketing experts uncover an often-overlooked channel that promises heightened closing ratios and maximized dealer profitability. The discussion navigates through practical methodologies and real-world applications, underscoring the potency of referrals not just as a buzzword but as a transformational business tool.
Key Takeaways * Referrals Outperform Conventional Leads: Emphasizing the robust closing ratios of referrals, which can reach up to 75%-80% compared to much lower percentages for traditional internet leads. * Systematic Approach to Referrals: Establishing a structured, incentivized system for referrals encourages community involvement and enhances trust in car sales. * Empowering Dealers with Technology: Implementing tools like Blabber enhances traceability, accountability, and can multiply referral-driven sales.
Referrals: A High Closing Ratio Goldmine Maximizing referral potential means embracing the power of emotional banking and community trust:
"Referrals have beat any other lead by all metrics. Shorter close rate or sales cycle time, a higher gross profit, just basically everything." - Lyamen Savy
The dialogue highlights a glaring inefficiency within many dealerships: the imbalance in resource allocation towards low-converting internet leads, contrasted with the profitability of a well-structured referral program. Consumers inherently trust peers more than traditional sales pitches, which dramatically tilts the favor towards referrals. By leveraging tools designed to track, reward, and facilitate these connections, dealerships can pivot their focus from merely capturing random traffic to intentionally cultivating robust, high-value deals. The article elaborates how initiatives such as a tiered incentive program substantially uplift community enthusiasm, prompting consistent and quality referrals.
Incentivizing Community Participation in Referrals Understanding consumer psychology anchors the success of referral programs.
"I believe in having a stair-step program for the referrals… I want fricking referral agents at 2 or 3 o'clock in the morning thinking about who the hell can I refer." - Sean V. Bradley
Dealerships are challenged to rethink referral rewards with an entrepreneurial mindset. Most dealers grossly underestimate the power behind strategic incentivization, forgoing richer community partnerships in exchange for negligible financial commitments. By magnifying incentives, not only are salespeople motivated, but the broader customer base is invigorated to engage more deeply. A structured incentive strategy, detailed during the podcast, illustrates how referral payments that ascend with increased referrals (e.g., $200 for the first, $500 for the second, $1,000 for the third), yield not just transactional interactions but create lasting loyalty and amplified advocacy, driving brand growth from external sources.
Implementing Technology for Referral Success Technology plays a crucial role in not just facilitating, but scaling referral programs:
"If you look at our dealerships who have our referral program, one of the things we always position is all you have to do is just make an intro and I take it from there." - Lyamen Savy
Working hand in hand with systems like Blabber not only demystifies the referral process but digitizes it for efficiency and transparency. Active tracking through app-based platforms ensures genuine leads are financially acknowledged, eliminating fraudulent claims and fostering a transparent referral culture. Furthermore, these platforms aid dealerships in structuring agent-led referral initiatives — empowering waitstaff, realtors, and other community connectors as proactive brand evangelists. The introduction of these technological solutions transforms the referral landscape into a strategic asset, capable of aligning dealership teams, enhancing customer confidence, and integrating smoothly into existing digital marketing structures.
Given these realms of knowledge and insights, the automotive sales landscape is poised for a revolutionary shift leveraging referrals. As dealerships continue navigating market complexities, the formation of strategic partnerships within local communities, aided significantly by technology, promises to redefine the sales matrix. Structured referral programs not only hold the promise of higher transaction values but radically transform customer acquisition strategies, placing trust and connectivity at the heart of automotive commerce.
Resources + Our Proud Sponsors:
➼ The Millionaire Car Salesman Facebook Group: Join the #1 Automotive Sales Mastermind Facebook Group with over 29,000 automotive professionals worldwide. The Millionaire Car Salesman Facebook Group is the go-to community for car salespeople, BDC agents, sales managers, general managers, and dealer principals looking to increase performance, income, and leadership skills.
Inside the group, members collaborate daily on automotive sales strategies, lead handling, phone scripts, closing techniques, CRM best practices, dealership leadership, and accountability systems. Learn directly from top automotive trainers, industry mentors, and high-performing sales leaders who are actively winning in today's market.
If you're serious about growing your automotive career, increasing car sales, and building long-term success, join The Millionaire Car Salesman Facebook Group today!
➼ Dealer Synergy: Dealer Synergy is the automotive industry's #1 Sales Training, Consulting, and Accountability Firm, with over 20 years of proven dealership success nationwide. We specialize in helping car dealerships increase sales, improve processes, and build high-performing Sales, Internet, and BDC departments from the ground up.
Our expertise includes automotive phone scripts, rebuttals, CRM action plans, lead handling strategies, BDC workflows, Internet sales processes, management training, and accountability systems. Dealer Synergy partners directly with dealership leadership to align people, process, and technology, ensuring consistent results and scalable growth.
From independent dealers to large dealer groups and OEM partnerships, Dealer Synergy delivers measurable performance improvements, stronger teams, and sustainable profitability.
➼ Bradley On Demand: Bradley On Demand is the automotive industry's most advanced interactive training, tracking, testing, and certification platform for car dealerships — built to develop top-performing teams across Sales, Internet Sales, BDC, CRM, Phone Skills, Leadership, and Management.
In addition to LIVE virtual automotive training classes and a library of 9,000+ on-demand dealership training modules, Bradley On Demand now includes AI Phone Roleplaying and Coaching to help salespeople and BDC agents practice real dealership conversations before they ever get on the phone with customers. This AI-powered roleplay technology strengthens phone scripts, objection handling, appointment setting, lead follow-up, and closing skills, while providing measurable coaching feedback for continuous improvement.
Bradley On Demand empowers dealerships to train faster, coach smarter, improve call performance, increase closing ratios, and sell more cars more profitably — all through structured, trackable, modern automotive training.
In this powerful episode of the Millionaire Car Salesman Podcast, host LA Williams, the Blind Phone Master, sits down with Michael Smith, Sales Professional at Fort Wayne Toyota Lexus, for a conversation that goes far beyond the typical dealership success story.
"Either you have a positive mindset, and you feel like you overcome it, or you can say, woe is me, and be negative and just give up. Well, I'm never the type to give up." - Michael Smith
Michael's journey into the automotive industry didn't follow a traditional path, and along the way, he faced a life-altering challenge that would have forced many people to give up entirely. Instead, it became the catalyst for a completely different level of determination, perspective, and success.
"There was something that kept you fighting, right? There was something that deep down inside of you said, I'm not done yet." - LA Williams
What unfolds in this episode is a deeply human discussion about resilience, mindset, and what it really takes to build a lasting career in automotive sales. Michael shares the philosophy that has shaped his approach to customers, relationships, and personal growth, offering insights that challenge the transactional mentality often found in the car business.
"I want to make sure that I'm leaving in a better place than it was when I started in the business and that people know it's the most important thing." - Michael Smith
From redefining adversity to building meaningful connections with customers, this episode reveals how mindset, patience, and purpose can transform both a career and a life. If you've ever wondered what separates those who simply sell cars from those who truly build something bigger, this conversation will leave you thinking long after the episode ends.
Key Takeaways:
✅ Michael Smith overcame a life-changing stroke and returned to the automotive sales industry with even greater success, proving that resilience is key in any professional journey.
✅ Building genuine relationships with clients is fundamental to long-term success in car sales, as emphasized by Michael's approach to customer service.
✅ Michael transitioned from a legal career to automotive sales and found equal financial success, demonstrating the lucrative potential of the car sales industry.
✅ The stroke prompted Michael to develop patience and a deeper appreciation for the intricacies of human connections, fueling his sales approach.
✅ Embracing a positive mindset and refusing to live down to anyone's expectations has been a crucial part of Michael's recovery and professional achievements.
About Michael Smith Michael Smith is a seasoned professional in the automotive sales industry currently selling cars at Fort Wayne Toyota/Lexus. Formerly a lawyer, Michael transitioned to automotive sales more than a decade ago, where he quickly excelled. He is a dedicated salesperson at Fort Wayne Toyota Lexus and has consistently sold a substantial number of cars each month. His career in sales was notably marked by resilience and adaptability following a life-changing stroke in 2013. Despite the setbacks, Michael returned to the sales floor with a renewed focus on customer relationships and helping clients meet their transportation needs.
Navigating Life's Curveballs: Lessons from a Car Salesman's Resilient Journey
Key Takeaways:
- Embracing adversity is pivotal for growth; resilience is a non-negotiable trait in both personal and professional life.
- Building genuine relationships in the automotive sales industry creates lasting success.
- Maintaining an environment of empathy and understanding elevates not only personal triumphs but also impacts the broader business atmosphere.
The Power of Resilience in Overcoming Adversity
Resilience is a quintessential element in life, especially when facing unforeseen challenges that test the limits of human strength and determination. This sentiment is exemplified by Michael Smith, a car salesman at Fort Wayne Toyota Lexus, who recounted his experience dealing with a stroke while at work.
"The biggest one is that on 1226 of 2013, I had a stroke while I was at work," Michael states. This moment marked a watershed in his life, illustrating the stark, unpredictable realities of life and work. Despite this adversity, Michael's story offers valuable insights into the heart and resolve required to navigate life's unexpected paths.
Michael's narrative is a testament to the importance of resilience: "Well, I'm blessed in that… my cognitive abilities… didn't lose them." He turns what others might see as limitations into unique attributes, highlighting that resilience is not merely a reaction to adversity, but a commitment to overcoming it. His story encourages others in any field of work to continue pushing forward, regardless of the hurdles they face.
Building Relationships: The Heartbeat of Sales Success In the competitive world of automotive sales, the power of relationship-building cannot be understated. Michael, once a practicing lawyer, found himself drawn to the car sales industry, driven by "the desire to help people." His approach was grounded in authenticity and care, making it clear that successful sales professionals prioritize the human element in transactions.
Michael's philosophy in sales is straightforward: "Make it a relationship." In doing so, he not only sells vehicles but also builds trust and long-lasting connections. "Strangers become friends, and friends become family," he shares, describing how he manages to cultivate loyalty and return business. The relational approach he champions is critical for those aiming to not only survive but thrive in sales.
"My clients are my friends," he states confidently. This principle is not just a strategy but a creed, underscoring the integral role of empathy and honest communication in fostering client loyalty. In a business often perceived as transactional, Michael demonstrates the profound impact of genuinely caring about the people behind the transactions.
Compassion and Empathy: The Secret Ingredients for Leadership and Success Adversity often reshapes perspectives, revealing the significant role of compassion and empathy in effective leadership. For Michael, experiencing a life-altering stroke has influenced his approach to engaging with both clients and colleagues. He stresses the importance of patience and understanding, advocating for a more compassionate view of others' behaviors.
This epiphany stems from his firsthand experience with challenges, rendering him more insightful: "There's not enough listening to other people that goes on." Michael's newfound appreciation for human complexities informs his dealings, prompting others to appreciate the significance of empathy in daily operations and leadership.
His story transforms the abstract notion of empathy into a tangible, daily practice. "People… they want to help," he reveals. The ability to understand and share feelings amplifies trust and cohesion within a team, while enhancing the dealership's overall customer experience. Michael's journey serves as a compelling reminder that leadership grounded in empathy can catalyze positive business transformations.
Michael Smith's journey underscores an indispensable journey of resilience, relationships, and empathy. These themes carve a path to not only personal success but transformative leadership within the automotive industry. For any professional striving for excellence, the lessons imparted by Michael's life story are as practical as they are inspiring.
His perspective invites us to reconsider the way challenges are perceived. By nurturing genuine connections and leading with understanding, professionals can adhere to what Michael exemplifies—a life and career driven by purpose, resolve, and unyielding resilience. This mindset, when applied to business and beyond, fosters an environment where true fulfillment and success can thrive.
Resources + Our Proud Sponsors:
➼ The Millionaire Car Salesman Facebook Group: Join the #1 Automotive Sales Mastermind Facebook Group with over 29,000 automotive professionals worldwide. The Millionaire Car Salesman Facebook Group is the go-to community for car salespeople, BDC agents, sales managers, general managers, and dealer principals looking to increase performance, income, and leadership skills.
Inside the group, members collaborate daily on automotive sales strategies, lead handling, phone scripts, closing techniques, CRM best practices, dealership leadership, and accountability systems. Learn directly from top automotive trainers, industry mentors, and high-performing sales leaders who are actively winning in today's market.
If you're serious about growing your automotive career, increasing car sales, and building long-term success, join The Millionaire Car Salesman Facebook Group today!
➼ Dealer Synergy: Dealer Synergy is the automotive industry's #1 Sales Training, Consulting, and Accountability Firm, with over 20 years of proven dealership success nationwide. We specialize in helping car dealerships increase sales, improve processes, and build high-performing Sales, Internet, and BDC departments from the ground up.
Our expertise includes automotive phone scripts, rebuttals, CRM action plans, lead handling strategies, BDC workflows, Internet sales processes, management training, and accountability systems. Dealer Synergy partners directly with dealership leadership to align people, process, and technology, ensuring consistent results and scalable growth.
From independent dealers to large dealer groups and OEM partnerships, Dealer Synergy delivers measurable performance improvements, stronger teams, and sustainable profitability.
➼ Bradley On Demand: Bradley On Demand is the automotive industry's most advanced interactive training, tracking, testing, and certification platform for car dealerships — built to develop top-performing teams across Sales, Internet Sales, BDC, CRM, Phone Skills, Leadership, and Management.
In addition to LIVE virtual automotive training classes and a library of 9,000+ on-demand dealership training modules, Bradley On Demand now includes AI Phone Roleplaying and Coaching to help salespeople and BDC agents practice real dealership conversations before they ever get on the phone with customers. This AI-powered roleplay technology strengthens phone scripts, objection handling, appointment setting, lead follow-up, and closing skills, while providing measurable coaching feedback for continuous improvement.
Bradley On Demand empowers dealerships to train faster, coach smarter, improve call performance, increase closing ratios, and sell more cars more profitably — all through structured, trackable, modern automotive training.
In this episode of the Millionaire Car Salesman Podcast, automotive sales expert Sean V. Bradley is joined by Kalina Bradley and Tianna Mick for a powerful conversation on leadership, family business dynamics, and the evolving future of automotive sales!
"Don't be afraid to reach out and get the help that you need to make yourself successful." - Kalina Bradley
This episode explores what it truly takes to thrive in today's competitive dealership environment, from mastering dealership processes to leveraging data mining, equity mining, and customer retention strategies that drive consistent profitability! Drawing from their experience at the NADA Conference, the trio shares insights into emerging trends, innovative dealership tools, and the strategies top-performing stores are implementing to increase throughput and gross profit.
"Nature or nurture?... It's definitely both." - Tianna Mick
Kalina highlights the measurable impact of a structured trade-up program and how dealerships can unlock hidden revenue within their existing customer base. Tianna dives into the importance of personal branding in automotive sales, balancing professionalism with authenticity, and standing out in a crowded marketplace. Together, they unpack how women in automotive leadership are reshaping dealership culture and influencing the next generation of sales professionals!
"If we get better, our audience will demand that we get bigger." - Sean V. Bradley
Whether you're a dealer principal, general manager, sales manager, BDC leader, or automotive sales professional, this episode delivers practical insights and forward-thinking strategies to help your dealership grow sustainably in a changing market.
Key Takeaways:
✅ Mindset and Balance: Kalina underscores the importance of a positive mindset in achieving success and the balanced dynamics of working alongside family.
✅ Embracing Opportunities: Tianna emphasizes leveraging the opportunities within the automotive industry and employing resources like training to excel.
✅ Value of Data Mining: Kalina shares actionable tips on how data mining and equity-mining campaigns can yield tangible results for dealerships.
✅ Family Business Dynamics: The episode showcases the interplay of family dynamics in running a successful business, highlighting a robust familial synergy.
✅ Constant Improvement: Inspired by anecdotes of industry stories, Sean discusses the perpetual need for personal and professional growth within the automotive realm.
About Kalina Bradley Kalina Bradley is an experienced professional in the automotive industry with a celebrated career traceable to her early start in sales. She has gained multifaceted expertise through roles in sales, loyalty and customer retention, finance, and dealership management. Currently, Kalina has joined Dealer Synergy, contributing her rich industry experience to enhance the company's training and consulting services.
About Tianna Mick Tianna Mick, also known as T Got Your Keys, is a recognized figure in the automotive sales training realm. Aside from her influential work with Dealer Synergy, Tianna's reputation extends to her prowess as a professional speaker, consistently offering insights on dealership strategies pertaining to modern sales techniques and customer relationship management. She thrives in leveraging social media and digital platforms to revolutionize the traditional dealership model.
Navigating the Automotive Industry: Lessons in Family, Leadership, and Innovation
Key Takeaways:
- Embrace family dynamics in business to foster a supportive and resilient work environment.
- Prioritize continuous improvement over quick growth to ensure long-term success.
- Harness the power of mindset and adaptability to thrive in evolving industries.
Exploring the Role of Family in Business Success
In today's rapidly evolving business landscape, the concept of a "family business" often conjures images of small, corner stores or boutique operations. However, as demonstrated by the Bradley family's enterprise, Dealer Synergy, incorporating family into business can lead to substantial success, even in large-scale operations. Tianna Mick and Kalina Bradley illustrate this dynamic in action, noting, "It feels like a small mom and pop, right? But we're literally helping multi-billion dollar organizations partner with OEMs like Toyota."
The unique advantage here lies in the innate support system and motivation derived from working with loved ones. As Sean V. Bradley articulates, "Every day, I get to go to work with my wife for the last 19 years… so when I am on my deathbed, I am not going to be complaining. I wish I had a couple more seconds." By fostering such an integrated family-business environment, the Bradleys not only strengthen their personal bonds but also amplify their business impact. This synergy is particularly evident in how effortlessly Tianna and Kalina collaborate, drawing on diverse strengths to drive Dealer Synergy's mission forward.
The implications of this family-oriented approach extend far beyond personal satisfaction. For the automotive industry and businesses at large, integrating family dynamics can concurrently nurture a resilient company culture and a unified vision, both pivotal in navigating the challenges of today's market. Leveraging family ties in business also ensures that an organization's values align seamlessly from leadership to execution.
Continuous Improvement as a Strategy for Growth
A standout theme in the transcript—and in business more broadly—is the emphasis on improving rather than just expanding. This mindset is encapsulated in Sean V. Bradley's anecdote about Chick Fil-A founder Truett Cathy, who famously stated, "I don't want any of you to talk about how we're going to get bigger and faster. The only thing I want to hear about is how are we going to get better."
For businesses in the automotive industry, this philosophy underscores the importance of focusing on enhancing operations, customer service, and internal processes, rather than simply chasing after sales. Kalina Bradley echoes this sentiment when discussing her experiences in the automotive industry: "Learning something new is hard… Anything worth doing is going to be hard."
By prioritizing excellence in these areas, businesses position themselves to naturally attract more customers and opportunities. This strategic focus is not only applicable to dealerships but can be adopted broadly across industries seeking sustainable growth. As echoed in the transcript, "If you keep doing what you're doing, you're going to keep getting what you're getting. You get complacent with mediocrity." Therefore, a commitment to constant improvement is crucial for achieving enduring success and staying ahead of the competition.
Mindset and Adaptability as Keys to Thriving
The discussion also highlights the profound impact that mindset and adaptability have on one's success in any career. Both Tianna and Kalina credit their upbringing with instilling essential principles that have guided their professional journeys. As Kalina observes, "Your mindset is your reality," drawing from the teachings of self-improvement methodologies like "The Secret" and the principles of the law of attraction.
The significance of mindset extends beyond personal growth; it fosters an organization's adaptability, a critical trait in dynamic industries like automotive sales. Embracing a flexible and open-minded approach allows businesses to harness innovations and quickly adjust strategies in the face of changing trends. As echoed in the transcript, "The year of the human… we're really evaluating the amount of value that we provide for our dealers."
Cultivating such a forward-thinking mindset within teams can also drive innovation, empower employees, and enhance problem-solving capabilities. As LA Williams from the transcript aptly summarizes, "You are who you spend the most time with." Surrounding oneself with positive influences creates an environment where individuals can grow collectively, contributing to the continuous evolution and success of the organization.
Kalina and Tianna's narratives help pave the way for a deeper understanding of how personal experiences and beliefs shape professional endeavors, ultimately reinforcing the symbiotic relationship between an individual's mindset and their business acumen.
In looking at the Bradleys' stories, it becomes evident that the heart of their business success lies in a holistic approach encapsulating family, constant improvement, and an empowered mindset. These principles not only guided their journey through the automotive industry but offer valuable lessons for businesses eager to thrive in an ever-evolving marketplace.
Moving forward, organizations across various sectors may do well to adopt these insights, fostering environments where family dynamics, relentless self-betterment, and adaptable thinking are prioritized. Such an approach, mirrored by the Bradleys, stands to yield positive outcomes, positioning businesses for momentous achievements in the future.
Resources + Our Proud Sponsors:
➼ The Millionaire Car Salesman Facebook Group: Join the #1 Automotive Sales Mastermind Facebook Group with over 29,000 automotive professionals worldwide. The Millionaire Car Salesman Facebook Group is the go-to community for car salespeople, BDC agents, sales managers, general managers, and dealer principals looking to increase performance, income, and leadership skills.
Inside the group, members collaborate daily on automotive sales strategies, lead handling, phone scripts, closing techniques, CRM best practices, dealership leadership, and accountability systems. Learn directly from top automotive trainers, industry mentors, and high-performing sales leaders who are actively winning in today's market.
If you're serious about growing your automotive career, increasing car sales, and building long-term success, join The Millionaire Car Salesman Facebook Group today!
➼ Dealer Synergy: Dealer Synergy is the automotive industry's #1 Sales Training, Consulting, and Accountability Firm, with over 20 years of proven dealership success nationwide. We specialize in helping car dealerships increase sales, improve processes, and build high-performing Sales, Internet, and BDC departments from the ground up.
Our expertise includes automotive phone scripts, rebuttals, CRM action plans, lead handling strategies, BDC workflows, Internet sales processes, management training, and accountability systems. Dealer Synergy partners directly with dealership leadership to align people, process, and technology, ensuring consistent results and scalable growth.
From independent dealers to large dealer groups and OEM partnerships, Dealer Synergy delivers measurable performance improvements, stronger teams, and sustainable profitability.
➼ Bradley On Demand: Bradley On Demand is the automotive industry's most advanced interactive training, tracking, testing, and certification platform for car dealerships — built to develop top-performing teams across Sales, Internet Sales, BDC, CRM, Phone Skills, Leadership, and Management.
In addition to LIVE virtual automotive training classes and a library of 9,000+ on-demand dealership training modules, Bradley On Demand now includes AI Phone Roleplaying and Coaching to help salespeople and BDC agents practice real dealership conversations before they ever get on the phone with customers. This AI-powered roleplay technology strengthens phone scripts, objection handling, appointment setting, lead follow-up, and closing skills, while providing measurable coaching feedback for continuous improvement.
Bradley On Demand empowers dealerships to train faster, coach smarter, improve call performance, increase closing ratios, and sell more cars more profitably — all through structured, trackable, modern automotive training.
In this powerful episode of the Millionaire Car Salesman Podcast, Sean V. Bradley sits down with former UFC Heavyweight Champion Tim Sylvia and Jake Rask, VP of Oval Business Solutions, for a conversation that connects championship-level discipline with dealership-level profitability!
What does elite combat sports training have to do with running a successful car dealership? More than you think.
"Training, role play, practice, drill, rehearse… the quick you get it done, the quicker you figure that out, the better off you're going to be." - Tim Sylvia
This episode explores how the mindset, preparation, and strategic execution required to win at the highest levels of professional sports translate directly into leadership, performance, and financial optimization inside the automotive industry. The discussion moves beyond motivation and into real-world business impact… especially when it comes to identifying hidden financial leaks that most dealerships overlook.
"The food tastes different if you sit at a table with winners." - Jake Rask
Sean, Tim, and Jake dive into operational blind spots, financial awareness, and why dealerships must take a closer look at the systems quietly affecting their bottom line. It's not just about selling more cars, it's about protecting the profit you're already earning.
"We truly want to build legacies. We are not in this just to make a quick buck." - Tim Sylvia
If you're a dealer principal, general manager, sales manager, or automotive entrepreneur looking to tighten operations and strengthen profitability in 2026 and beyond, this episode delivers a perspective you won't hear anywhere else.
Because sometimes the biggest wins don't happen on the showroom floor… they happen behind the scenes!
Key Takeaways:
✅ Training and Discipline: Tim Sylvia emphasizes that success in both professional sports and business relies heavily on consistent training, discipline, and dedication.
✅ Operational Cost Savings: Oval Business Solutions offers car dealerships the opportunity to significantly reduce credit card processing fees, often saving tens of thousands annually.
✅ Strategic Partnerships: By leveraging a legacy contract, Oval Business Solutions provides unmatched rates in the market, helped by the strong partnerships and experience Jake Rask brings to the table.
✅ Personalized Services: The guests highlight their family-owned business approach, which guarantees personalized and reliable customer service, setting them apart from larger, impersonal corporations.
✅ Community Engagement: Tim Sylvia offers to visit client dealerships for promotional events, reflecting a commitment to building strong community and customer relationships.
About Tim Sylvia Tim Sylvia is a former UFC Heavyweight Champion widely respected in the mixed martial arts (MMA) community for his impressive record and dedication to the sport. Over his career, he achieved notable victories and was known for his commitment to training and peak physical performance. Recently, Tim has embarked on a new journey in the automotive industry, bringing his champion mindset to Oval Business Solutions, where he is involved in strategic partnerships and development.
About Jake Rask Jake Rask is the Vice President of Oval Business Solutions, a leading company with over 30 years of experience in credit card processing. With a background as a dealership principal and prior connections to major business figures, he offers expert insights into the complexities of credit card fee management, aiming to save dealerships substantial operational costs.
Saving Dealers Big Bucks: Credit Card Fee Solutions Unveiled
Key Takeaways
- Unseen savings opportunities exist within automotive dealership processes, particularly in credit card processing fees. These fees, if unchecked, can heavily impact profit margins.
- In both sports and business, honesty and dedication can separate the champions from the amateurs. This principle is echoed by former UFC Champion Tim Sylvia, who emphasizes hard work and honesty in whatever venture you undertake.
- Partnerships with seasoned professionals from diverse backgrounds, like those in the UFC, offer unique insights and solutions that can shift a dealership's financial trajectory.
Leveraging Unseen Opportunities in Credit Card Processing In the competitive world of automotive sales, finding untapped resources for savings can be revolutionary. Sean V. Bradley and his guest, former UFC heavyweight champion Tim Sylvia, discuss a topic that often goes unnoticed—credit card processing fees. Sylvia, now an advocate for greater transparency in credit card processing through his partnership with Oval Business Solutions, highlights the significant impact these fees can have on a dealership's bottom line.
"Just to pay for their stupid credit card fee," Sylvia points out, "they have to sell six cars." A startling realization when considering the average dealership's sales metrics, it illustrates how these hidden costs may significantly hinder financial growth. Instead of falling prey to these fees, dealers have the opportunity to reduce them by partnering with experts who understand the intricacies of the industry.
By transitioning to strategies that prioritize transparency and efficiency, dealers could potentially recover thousands of dollars otherwise lost to excessive processing charges. This newfound capital can be reinvested into operations that drive advancement and success.
The Importance of Training: Lessons from the Octagon Sylvia draws parallels between the dedication needed for professional sports and business success. His transition from a UFC champion to a formidable figure in the automotive credit card processing sphere underscores the significance of relentless training and discipline.
"The quicker you get it done, the quicker you figure that out, the better off you're gonna be," Sylvia advises, a testament to how champions hone their skills—a process applicable beyond the ring. Dealers, much like athletes, must train continuously, embracing cutting-edge strategies and technologies to stay ahead. Dealers who invest in extensive training enjoy a tangible edge over competitors who rely on outdated practices.
As highlighted further during the podcast, training should not end with just mastering sales tactics. It encompasses knowing every facet of the business, from customer interaction to financial strategies—ensuring every tax dollar saved and every sale made contribute significantly to the dealership's profitability.
Collaboration Equals Innovation: Bridging Sports and Sales Bradley's podcast shines a light on innovative solutions born from unique collaborations between industries. Sylvia's partnership with Oval Business Solutions, supported by CEO Jake Rask, showcases how harnessing diverse expertise can redefine dealership success. Rask, drawing on his own experiences as a former dealer principal, provides invaluable insights into navigating the often murky waters of credit card processing fees.
Rask affirms, "Your vibe attracts your tribe," emphasizing that surrounding oneself with winners cultivates a culture of success across all domains. In dealerships, this principle echoes the necessity of aligning with knowledgeable partners, not only for immediate savings but also for sustained growth potential.
This convergence of sports discipline and business acumen can transform auto dealerships, offering creative new pathways to efficiency, profitability, and reputation management by utilizing connections of high esteem and diverse backgrounds.
Dealerships seeking to seize these opportunities must consider the benefits of engaging with leaders who bring unique, field-tested experiences and fresh tactics to the table. Utilizing such collaborations in dealership settings furthers growth while substantially boosting the bottom line.
By comprehensively exploring hidden savings, deploying relentless training principles, and engaging in strategic collaborations, dealerships can position themselves for enduring profitability and success. The takeaways from this dialogue provide crucial insights into how management can reshape organizational strategies, seizing untapped potentials often overlooked in the realms of financial logistics.
With this understanding, stakeholders can initiate transformative changes to tackle both visible and unseen challenges, leading their dealerships toward a prosperous future in the automotive industry.
Resources + Our Proud Sponsors:
➼ The Millionaire Car Salesman Facebook Group: Join the #1 Automotive Sales Mastermind Facebook Group with over 29,000 automotive professionals worldwide. The Millionaire Car Salesman Facebook Group is the go-to community for car salespeople, BDC agents, sales managers, general managers, and dealer principals looking to increase performance, income, and leadership skills.
Inside the group, members collaborate daily on automotive sales strategies, lead handling, phone scripts, closing techniques, CRM best practices, dealership leadership, and accountability systems. Learn directly from top automotive trainers, industry mentors, and high-performing sales leaders who are actively winning in today's market.
If you're serious about growing your automotive career, increasing car sales, and building long-term success, join The Millionaire Car Salesman Facebook Group today!
➼ Dealer Synergy: Dealer Synergy is the automotive industry's #1 Sales Training, Consulting, and Accountability Firm, with over 20 years of proven dealership success nationwide. We specialize in helping car dealerships increase sales, improve processes, and build high-performing Sales, Internet, and BDC departments from the ground up.
Our expertise includes automotive phone scripts, rebuttals, CRM action plans, lead handling strategies, BDC workflows, Internet sales processes, management training, and accountability systems. Dealer Synergy partners directly with dealership leadership to align people, process, and technology, ensuring consistent results and scalable growth.
From independent dealers to large dealer groups and OEM partnerships, Dealer Synergy delivers measurable performance improvements, stronger teams, and sustainable profitability.
➼ Bradley On Demand: Bradley On Demand is the automotive industry's most advanced interactive training, tracking, testing, and certification platform for car dealerships — built to develop top-performing teams across Sales, Internet Sales, BDC, CRM, Phone Skills, Leadership, and Management.
In addition to LIVE virtual automotive training classes and a library of 9,000+ on-demand dealership training modules, Bradley On Demand now includes AI Phone Roleplaying and Coaching to help salespeople and BDC agents practice real dealership conversations before they ever get on the phone with customers. This AI-powered roleplay technology strengthens phone scripts, objection handling, appointment setting, lead follow-up, and closing skills, while providing measurable coaching feedback for continuous improvement.
Bradley On Demand empowers dealerships to train faster, coach smarter, improve call performance, increase closing ratios, and sell more cars more profitably — all through structured, trackable, modern automotive training.
In this episode of the Millionaire Car Salesman Podcast, LA Williams sits down with high-performing automotive leader and new Dealer Synergy team member, Alyssa Bragg, to break down what truly separates average salespeople from elite earners in today's dealership environment!
"Emotional intelligence is the most important part of selling anything."
This conversation goes beyond basic sales tactics. It dives into the role of emotional intelligence in automotive sales, why process discipline protects gross profit, and how top performers consistently win, even in competitive markets! Alyssa shares perspective from her journey through multiple roles inside the dealership, offering insights on leadership, mindset, and building long-term success in a results-driven industry.
"If you have a customer that's coming in and they're having their first baby and they're all excited for it, you better get your ass up and be excited too."
They also explore what it really takes to stand out in automotive retail in 2026 and beyond, from understanding customer psychology to maintaining control of the sales process while still building authentic relationships!
If you're a car salesperson, BDC professional, manager, or dealer looking to increase income, improve leadership, and strengthen dealership performance, this episode will challenge the way you think about selling, and what it actually means to win in automotive. Tune in and discover why emotional intelligence might be the most overlooked competitive advantage in the car business!
Key Takeaways:
✅ Emotional Intelligence: Understanding and fulfilling customer needs are crucial for building long-lasting relationships and boosting sales.
✅ Adhering to Processes: Following structured sales processes not only sustains high gross profits but also enhances the customer experience.
✅ Mentorship and Leadership: Having strong mentors and assuming leadership roles can significantly accelerate personal and professional growth.
✅ Finance Management: Excelling in finance requires breaking down customer barriers and presenting value-driven products effectively.
✅ Diverse Background Impact: Various personal and professional experiences enrich one's approach to sales and management, empowering success in the field.
About Alyssa Bragg Alyssa Bragg is a seasoned professional in the automotive industry with over a decade of experience. She began her career as a BDC representative at a Toyota dealership in Pennsylvania, quickly rising through the ranks to become a successful car salesperson. After demonstrating exceptional sales ability, selling 26 cars in her first month on the floor, she transitioned to finance management and has since held various leadership positions, including New Car Sales Manager. Currently, Alyssa oversees the outsourced BDC at Dealer Synergy, leveraging her extensive experience to drive success and innovation within the organization.
About LA Williams Known as "The Blind Master," LA Williams is the Vice President of Dealer Synergy. Despite his visual impairment, LA has excelled in the automotive industry, demonstrating remarkable leadership and communication skills. He is a prolific speaker, trainer, and co-host of the Millionaire Car Salesman podcast, where he brings a unique perspective to the world of automotive sales. Don't miss out on LA's NADA Session on Feb. 5th at 12:30 PM PST in Las Vegas!
Millionaire Insights: Rising in the Automotive Industry One Sale at a Time
Key Takeaways
- Embrace Emotional Intelligence: Mastering the art of emotional intelligence can transform sales experiences and lead to higher success in the automotive industry.
- Build Wealth Through Process and Support: Following a structured sales process and seeking mentorship paves the way for personal and financial growth.
- Women in Leadership: Despite being male-dominated, the automotive industry offers significant growth opportunities for women, supported by resilience and mentorship.
Unlocking the Power of Emotional Intelligence in Automotive Sales
In the fast-paced world of automotive sales, emotional intelligence plays a pivotal role in setting top performers apart from the rest. As LA Williams stressed in the podcast, the ability to read customers, understand their needs, and empathize with their excitement or concerns can make all the difference. Alyssa Bragg exemplifies this concept, noting, "If you have a customer that's coming in and they're having their first baby and they're all excited for it, you better get your ass up and be excited too. Like you're part of the family."
This ability to identify and manage both personal emotions and the emotions of others allows salespeople to create lasting relationships with clients. It not only improves the client's experience but often leads to higher customer satisfaction and retention. Bragg underscores the importance of active listening and connecting with customers on a personal level, which are integral to effective emotional intelligence. This is what transforms a typical sales transaction into a trusted relationship, ultimately increasing sales and boosting overall dealership performance.
In broader terms, adopting emotional intelligence across a dealership can change the culture and enhance team performance. It fosters a supportive environment where team members can thrive, leveraging each other's strengths and learning from shared experiences.
Process, Perseverance, and Wealth-Building Strategies Bragg's journey from a BDC representative to managing a broad spectrum of automotive roles showcases the transformative power of perseverance and process adherence. This consistent application of learned procedures is fundamental in the path from ordinary salesman to an industry leader. "Follow the process that you have in place…if there's a breakdown in that process, there's going to be a breakdown in your sale," Bragg explains.
A crucial aspect of building wealth in the automotive world is understanding and executing a dealership's sales process meticulously. From the initial meet and greet to a comprehensive needs analysis, every step matters. LA Williams discussed the importance of discipline, reminding listeners that the dealership environment can expose flaws just as quickly as it rewards achievements. This points to the necessity of maintaining a disciplined approach to consistently achieve sales targets and personal financial goals.
Moreover, seeking mentorship and guidance from more experienced colleagues can be crucial in overcoming industry challenges. As Bragg conveys, the affirmation and coaching from her peers propelled her to realize her full potential. This aspect of shared learning and communal support is integral in cultivating a culture of growth, highlighting the significant role it plays in both individual and team success within the automotive industry.
Navigating the Challenges and Opportunities for Women in Automotive Leadership Although the automotive industry remains predominantly male, there are profound opportunities for women who choose to navigate its challenges with resilience and ambition. Alyssa Bragg has successfully transcended traditional barriers, moving from sales into leadership roles. Her story serves as an inspiration and a testament to overcoming skepticism through determination and skill.
Bragg shares her experiences frankly, recognizing both the challenges and the burgeoning opportunities: "The instinct is…that women don't know how to sell, women don't know how to run a business. But we do. We do. And we're so hungry and so eager to learn." This hunger translates into tenacity and resilience, qualities that allow women to persevere despite the skepticism they may encounter.
Moreover, Bragg emphasizes the importance of perseverance and mentorship in overcoming these barriers. She encourages women in the field to "find yourself a mentor and just keep your head up and keep moving through," which highlights the critical role that strong professional networks and mentorship can play in navigating and overcoming industry challenges. By sharing experiences and seeking guidance, women can continue to climb the ranks within this dynamic field, shaping the future of automotive leadership.
The lessons from the Millionaire Car Salesman podcast offer a well-rounded view of what it takes to succeed in the automotive industry. Emotional intelligence stands out as a vital skill to nurture connections with clients and colleagues alike. Bragg's advocacy for a steadfast focus on process and her testimony to the financial possibilities available to dedicated individuals exemplify the pathway to wealth and growth. Meanwhile, her tenacity as a woman navigating the male-dominated industry underscores the transformational possibilities present in embracing mentorship and resilience. These stories and strategies offer not just insights, but actionable advice for anyone wishing to excel in this vibrant industry.
Resources + Our Proud Sponsors:
➼ The Millionaire Car Salesman Facebook Group: Join the #1 Automotive Sales Mastermind Facebook Group with over 29,000 automotive professionals worldwide. The Millionaire Car Salesman Facebook Group is the go-to community for car salespeople, BDC agents, sales managers, general managers, and dealer principals looking to increase performance, income, and leadership skills.
Inside the group, members collaborate daily on automotive sales strategies, lead handling, phone scripts, closing techniques, CRM best practices, dealership leadership, and accountability systems. Learn directly from top automotive trainers, industry mentors, and high-performing sales leaders who are actively winning in today's market.
If you're serious about growing your automotive career, increasing car sales, and building long-term success, join The Millionaire Car Salesman Facebook Group today!
➼ Dealer Synergy: Dealer Synergy is the automotive industry's #1 Sales Training, Consulting, and Accountability Firm, with over 20 years of proven dealership success nationwide. We specialize in helping car dealerships increase sales, improve processes, and build high-performing Sales, Internet, and BDC departments from the ground up.
Our expertise includes automotive phone scripts, rebuttals, CRM action plans, lead handling strategies, BDC workflows, Internet sales processes, management training, and accountability systems. Dealer Synergy partners directly with dealership leadership to align people, process, and technology, ensuring consistent results and scalable growth.
From independent dealers to large dealer groups and OEM partnerships, Dealer Synergy delivers measurable performance improvements, stronger teams, and sustainable profitability.
➼ Bradley On Demand: Bradley On Demand is the automotive industry's most advanced interactive training, tracking, testing, and certification platform for car dealerships — built to develop top-performing teams across Sales, Internet Sales, BDC, CRM, Phone Skills, Leadership, and Management.
In addition to LIVE virtual automotive training classes and a library of 9,000+ on-demand dealership training modules, Bradley On Demand now includes AI Phone Roleplaying and Coaching to help salespeople and BDC agents practice real dealership conversations before they ever get on the phone with customers. This AI-powered roleplay technology strengthens phone scripts, objection handling, appointment setting, lead follow-up, and closing skills, while providing measurable coaching feedback for continuous improvement.
Bradley On Demand empowers dealerships to train faster, coach smarter, improve call performance, increase closing ratios, and sell more cars more profitably — all through structured, trackable, modern automotive training.
In this episode of the Millionaire Car Salesman Podcast, Sean V. Bradley and LA Williams go straight to the questions dealers and salespeople are asking right now, the ones that sit at the intersection of pressure, change, and opportunity in today's automotive market!
"You should treat the community like it's your home; immerse yourself and engage." - Sean V. Bradley
This isn't a scripted interview or surface-level trend talk. It's a fast-moving, real conversation that jumps from modern sales challenges to the bigger shifts reshaping how dealerships operate, compete, and win. Sean and LA unpack what's working, what's outdated, and what too many people are still overlooking as technology, expectations, and buyer behavior continue to evolve.
"Get your inventory on your personal website and take ownership of your sales branding." - LA Williams
Along the way, they touch on mindset, efficiency, pay plans, leadership influence, and the growing role of tools like AI… not as hype, but as leverage when used the right way. The episode blends practical perspective with forward-looking insight, giving listeners plenty to think about without handing them a one-size-fits-all answer!
"If you're not learning and embracing artificial intelligence...you're going to get left in the dust." - Sean V. Bradley
If you're trying to stay relevant, productive, and profitable in an industry that's changing fast, this episode will challenge how you think about selling cars today, and what it really takes to succeed moving forward.
Key Takeaways:
✅ Maximizing pay plans and manufacturer incentives can significantly increase income for car sales professionals.
✅ The integration of AI in sales does not account for declining sales; rather, it's a lack of skill development and adaptation to current industry trends.
✅ Successful car sales stem from leveraging all eight potential sales channels, such as referrals, service conversions, and community engagement.
✅ Understanding dealership inventory integration on personal sales websites requires management approval, but greatly aids in personal branding and sales.
✅ Effective communication and immersion in the community are invaluable tools for expanding a sales pipeline and enhancing customer relationships.
About Sean V. Bradley Sean V. Bradley is an accomplished expert in automotive sales training with nearly 30 years of experience in the industry. He is the President of Dealer Synergy, a renowned company that provides comprehensive training, consulting, and marketing solutions to automotive dealers. Sean is also the creator of the Millionaire Car Salesman podcast, where he shares insights on improving sales team performance, leadership issues, and industry trends.
About LA Williams Known as "The Blind Master," LA Williams is the Vice President of Dealer Synergy. Despite his visual impairment, LA has excelled in the automotive industry, demonstrating remarkable leadership and communication skills. He is a prolific speaker, trainer, and co-host of the Millionaire Car Salesman podcast, where he brings a unique perspective to the world of automotive sales. Don't miss out on LA's NADA Session on Feb. 5th at 12:30 PM PST in Las Vegas!
Maximizing Automotive Sales in the AI Era: Insights and Strategies
Key Takeaways
- Embrace AI tools and technologies to stay competitive and avoid being left behind.
- Understand the diverse methods of prospecting in car sales to maximize revenue and customer engagement.
- Leverage community involvement and personal branding to enhance sales performance and dealership reputation.
Navigating the Evolution of AI in Car Sales
In the automotive industry, artificial intelligence is not just the future; it's the present. From providers like ChatGPT to Google's Gemini, AI tools are transforming how dealerships operate. As Sean V. Bradley succinctly states, "If you're not learning and embracing artificial intelligence… you're going to get left in the dust." This sentiment recognizes the rapid pace at which technology is evolving and the necessity for dealerships to adapt.
Artificial intelligence is influencing customer interactions through advanced chat systems and data analytics. Dealers who optimize these technologies can provide more personalized customer experiences. Bradley further emphasizes the integration of AI by pointing out that, "AI is not the reason why we're selling more or selling less. It's about understanding the market." Dealers should harness AI to complement their skills rather than fearing displacement by it. The broader implication is the need for continuous learning and adaptation, ensuring that AI becomes a tool for empowerment rather than a hurdle.
The Importance of Working Your Pay Plan
A recurring theme in the podcast transcript is the critical importance of understanding and maximizing one's pay plan. This topic is brought to light by a participant, who struggles with an imbalanced work-pay dynamic, noting, "sold multiple warranties for 7k…[but] don't get paid on back end." This statement highlights a widespread issue where salespeople may not fully understand the intricacies of their compensation structures.
Bradley advises any salesperson to meticulously analyze their pay plan to identify areas for increased earnings. He stresses, "You should understand how to max your commissions, how to max your pay plan." Emphasizing that this knowledge enables automotive sales professionals to optimize their strategies, enhance job satisfaction, and boost financial outcomes. Moreover, a deeper understanding of one's pay structure can lead to a more strategic approach in managing sales, encouraging salespeople and their managers to scrutinize and potentially renegotiate their pay plans for better alignment with personal and organizational goals.
Community Engagement and Personal Branding
Building a personal brand and engaging with the community are emphasized strategies for sustained success in the car sales industry. "If you want the community to support you, you've got to support the community," Bradley advises. Creating a personal website, as mentioned in the transcript, can be a powerful tool for salespeople to set themselves apart. This strategy allows salespeople to showcase their unique value propositions and facilitate a more direct connection with potential clients.
Moreover, participating in local events and initiatives is a crucial method for prospecting and brand strengthening. Bradley suggests activities such as getting involved in school sports or charity events, stating, "The more that you get involved in the community, you could prospect a couple of things." This involvement not only fosters goodwill but also positions the salesperson as a trusted figure in their community, enhancing their reputation and expanding their network of potential buyers. The broader implication here is that personal branding, combined with community involvement, leads to increased trust, stronger relationships, and sustained business growth.
Looking Ahead: Strategies for Success
With technology transforming rapidly, it's incumbent upon automotive sales professionals to adapt and thrive. There is a recurring theme within this discourse: the need to balance traditional sales skills with modern technological advancements. By understanding and strategically utilizing AI and digital tools, professionals ensure they stay ahead of the curve. Mastering the complexities of pay plans and optimizing strategic approaches, dealerships, and their sales teams can achieve peak efficiency and satisfaction.
Community engagement and personal branding are vital to creating a strong local presence, ensuring that when customers consider their next purchase, your name is the first that comes to mind. The insights and strategies discussed emphasize the necessity for adaptability, continuous learning, and strategic foresight in the ever-evolving realm of car sales. This journey requires commitment and intentionality, paving the way for both individual and organizational success in the competitive automotive landscape.
Resources + Our Proud Sponsors:
➼ The Millionaire Car Salesman Facebook Group: Join the #1 Automotive Sales Mastermind Facebook Group with over 29,000 automotive professionals worldwide. The Millionaire Car Salesman Facebook Group is the go-to community for car salespeople, BDC agents, sales managers, general managers, and dealer principals looking to increase performance, income, and leadership skills.
Inside the group, members collaborate daily on automotive sales strategies, lead handling, phone scripts, closing techniques, CRM best practices, dealership leadership, and accountability systems. Learn directly from top automotive trainers, industry mentors, and high-performing sales leaders who are actively winning in today's market.
If you're serious about growing your automotive career, increasing car sales, and building long-term success, join The Millionaire Car Salesman Facebook Group today!
➼ Dealer Synergy: Dealer Synergy is the automotive industry's #1 Sales Training, Consulting, and Accountability Firm, with over 20 years of proven dealership success nationwide. We specialize in helping car dealerships increase sales, improve processes, and build high-performing Sales, Internet, and BDC departments from the ground up.
Our expertise includes automotive phone scripts, rebuttals, CRM action plans, lead handling strategies, BDC workflows, Internet sales processes, management training, and accountability systems. Dealer Synergy partners directly with dealership leadership to align people, process, and technology, ensuring consistent results and scalable growth.
From independent dealers to large dealer groups and OEM partnerships, Dealer Synergy delivers measurable performance improvements, stronger teams, and sustainable profitability.
➼ Bradley On Demand: Bradley On Demand is the automotive industry's most advanced interactive training, tracking, testing, and certification platform for car dealerships — built to develop top-performing teams across Sales, Internet Sales, BDC, CRM, Phone Skills, Leadership, and Management.
In addition to LIVE virtual automotive training classes and a library of 9,000+ on-demand dealership training modules, Bradley On Demand now includes AI Phone Roleplaying and Coaching to help salespeople and BDC agents practice real dealership conversations before they ever get on the phone with customers. This AI-powered roleplay technology strengthens phone scripts, objection handling, appointment setting, lead follow-up, and closing skills, while providing measurable coaching feedback for continuous improvement.
Bradley On Demand empowers dealerships to train faster, coach smarter, improve call performance, increase closing ratios, and sell more cars more profitably — all through structured, trackable, modern automotive training.
In this episode of the Millionaire Car Salesman Podcast, your hosts, Sean V. Bradley and LA Williams tackle one of the biggest threats to dealership growth heading into 2026… staff retention and leadership breakdowns!
"Losers allow their emotions to dictate their actions, but winners choose which emotion to use to get the desired result." - LA Williams
Dealerships are spending more money than ever recruiting, hiring, and onboarding… only to lose good people faster than they can replace them. Sean and LA break down why the old dealership playbook is no longer working, what today's salespeople and BDC professionals actually value, and how leadership habits inside the store are either building loyalty, or pushing talent out the door.
"If your best people don't see a future with you, they'll build one somewhere else." - Sean V. Bradley
They also explore how modern tools like AI and automation are changing the market, but why technology alone won't fix a culture problem. This episode shines a light on the leadership mistakes that quietly create turnover, the importance of real training beyond basic sales tactics, and what it takes to create a dealership environment where top performers actually want to stay.
If you're a dealer, GM, manager, or team leader trying to build a stable, high-performing team in 2026 and beyond… this episode is a must-listen.
At NADA? So are WE! Meet the Millionaire Car Salesman Podcast Hosts at Booth #3315W and grab a FREE DRINK on us while entering to win some FREE PRIZES!
Key Takeaways:
✅ Evolving Workforce Needs: Understanding modern employees' desire for flexibility, transparency, and a non-toxic workplace is fundamental for dealerships aiming to retain talent.
✅ Leadership and Culture: Effective leadership requires not only management skills but also nurturing a positive culture where people feel recognized and valued.
✅ Career Path Development: Clear career growth opportunities and continuous professional development are crucial in retaining skilled employees.
✅ Pay Plans and Promises: Align compensation strategies with genuine roles and responsibilities to build trust and mitigate employee frustration.
✅ Daily Leadership Practices: Implementing daily coaching, clear communication, and a system of recognition can significantly impact employee satisfaction and dealership success.
About Sean V. Bradley Sean V. Bradley is an accomplished expert in automotive sales training with nearly 30 years of experience in the industry. He is the President of Dealer Synergy, a renowned company that provides comprehensive training, consulting, and marketing solutions to automotive dealers. Sean is also the creator of the Millionaire Car Salesman podcast, where he shares insights on improving sales team performance, leadership issues, and industry trends.
About LA Williams Known as "The Blind Master," LA Williams is the Vice President of Dealer Synergy. Despite his visual impairment, LA has excelled in the automotive industry, demonstrating remarkable leadership and communication skills. He is a prolific speaker, trainer, and co-host of the Millionaire Car Salesman podcast, where he brings a unique perspective to the world of automotive sales. Don't miss out on LA's NADA Session on Feb. 5th at 12:30 PM PST in Las Vegas!
Boosting Dealership Performance in 2026: Mastering Employee Retention and Leadership
Key Takeaways
- Employee retention is more about leadership and culture than recruitment.
- Effective training that encompasses skill, professional, and personal development is crucial.
- Social proof through online reviews significantly impacts recruitment and retention success.
In the rapidly evolving automotive industry of 2026, dealerships are challenged not only to attract but also keep quality workers amidst technological and cultural shifts. As laid bare in a candid discussion from the Millionaire Car Salesman podcast, industry veterans Sean V. Bradley and LA Williams delve into the core problem areas and present innovative strategies for car dealerships. They assert that solving retention issues boils down to fortifying leadership, improving workplace culture, and ensuring clear communication.
The Changing Landscape of Recruitment and Retention A New Era of Employee Expectations
Today's employees desire more than just financial compensation; they seek transparency, flexibility, and a positive workplace environment. Bradley emphasizes, "Employees value time flexibility and transparency, especially the younger generation. They won't tolerate a toxic culture." As such, dealerships need to adapt their recruitment strategies and workplace conditions to align with these expectations. This means offering not just monetary incentives, but valuing employees' time, ensuring work-life balance, and recognizing individual achievements. This shift reflects broader workplace trends where employees are increasingly unafraid to leave unsatisfactory jobs for better opportunities.
Building an All-Inclusive Training Strategy
Comprehensive training is the backbone of employee satisfaction and retention. Bradley illustrates the importance of multi-faceted development by saying, "If you're not training them on product knowledge, on the road to the sale, on Internet sales… you're not doing enough." Today's sales landscape demands more than traditional selling skills; it requires proficiency in CRM systems, social media, and AI technologies. By setting a high standard and providing adequate resources and training, dealerships can create an empowered workforce capable of exceeding sales goals.
Culture and Leadership: The Heart of Employee Retention Nurturing a Positive Workplace Culture
Workplace culture is the invisible force that significantly influences employee retention. Williams and Bradley highlight how recognition and respectful treatment can transform workplace morale. Bradley candidly shares, "Happy employees equal happy customers." When employees feel valued and recognized, their dedication and loyalty grow, which in turn positively influences customer experiences.
To foster such a culture, dealerships should focus on team-building and personal development alongside professional growth. Celebrating personal milestones and achievements through social media or team meetings fosters a sense of community and belonging. Providing emotional and practical support not just ensures employee well-being but results in enhanced performance and customer satisfaction.
Fixing Leadership Gaps to Drive Success
A crucial step in improving employee retention is addressing leadership deficiencies. As Williams asserts, "Top salespeople don't automatically make great leaders… Leadership development is paramount." Promoting based purely on sales success can lead to leadership gaps; instead, focus should be on developing comprehensive management skills amongst promising employees.
Managers should embrace roles that include mentorship and coaching, striving for emotional intelligence, and delivering fair criticism in a constructive manner. Regular one-on-ones and feedback sessions should be structured not just for performance reviews, but for mutual growth and progression. Creating clear career paths for every role reflects a transparent approach, ensuring employees see their future potential within the company.
Reputation, Social Proof, and Retention The Power of Social Proof Through Online Reputation
In today's digital landscape, online reviews extend beyond customer opinions and into employment evaluations. Many dealerships remain unaware of how platforms like Glassdoor and Indeed are crucial in shaping perceptions of potential hires. Bradley stresses the importance of these review sites, stating, "People research your store before they apply." Negative employment reviews can deter top talent from joining a dealership.
Proactively managing these reviews can enhance a dealership's appeal, suggesting a focus on reputation management alongside customer service. Positive employment reviews reinforce trust and attract quality candidates, ultimately aiding in achieving retention goals and enhancing overall dealership reputation.
Aligning Brand and Employment Messaging
The alignment of external brand communication with internal employee experience creates a strong market position and fosters employee loyalty. Bradley champions this by advocating for consistent positive messaging on dealership social media, celebrating employee milestones and achievements. This tactic not only strengthens workforce morale but also attracts potential employees by spotlighting a vibrant, supportive workplace culture.
Intertwining these aspects — adopting modern recruitment practices, refining leadership qualities, and enhancing online reputation — sets a solid foundation for enduring success amidst the complexities of 2026. Following the Buick slogan "When better automobiles are built, Buick will build them," progressive dealerships will attract and retain top-tier talent by building better workplaces first. The future belongs to dealerships that not only adapt to change but forge change, beginning within their own ranks.
Resources + Our Proud Sponsors:
➼ The Millionaire Car Salesman Facebook Group: Join the #1 Automotive Sales Mastermind Facebook Group with over 29,000 automotive professionals worldwide. The Millionaire Car Salesman Facebook Group is the go-to community for car salespeople, BDC agents, sales managers, general managers, and dealer principals looking to increase performance, income, and leadership skills.
Inside the group, members collaborate daily on automotive sales strategies, lead handling, phone scripts, closing techniques, CRM best practices, dealership leadership, and accountability systems. Learn directly from top automotive trainers, industry mentors, and high-performing sales leaders who are actively winning in today's market.
If you're serious about growing your automotive career, increasing car sales, and building long-term success, join The Millionaire Car Salesman Facebook Group today!
➼ Dealer Synergy: Dealer Synergy is the automotive industry's #1 Sales Training, Consulting, and Accountability Firm, with over 20 years of proven dealership success nationwide. We specialize in helping car dealerships increase sales, improve processes, and build high-performing Sales, Internet, and BDC departments from the ground up.
Our expertise includes automotive phone scripts, rebuttals, CRM action plans, lead handling strategies, BDC workflows, Internet sales processes, management training, and accountability systems. Dealer Synergy partners directly with dealership leadership to align people, process, and technology, ensuring consistent results and scalable growth.
From independent dealers to large dealer groups and OEM partnerships, Dealer Synergy delivers measurable performance improvements, stronger teams, and sustainable profitability.
➼ Bradley On Demand: Bradley On Demand is the automotive industry's most advanced interactive training, tracking, testing, and certification platform for car dealerships — built to develop top-performing teams across Sales, Internet Sales, BDC, CRM, Phone Skills, Leadership, and Management.
In addition to LIVE virtual automotive training classes and a library of 9,000+ on-demand dealership training modules, Bradley On Demand now includes AI Phone Roleplaying and Coaching to help salespeople and BDC agents practice real dealership conversations before they ever get on the phone with customers. This AI-powered roleplay technology strengthens phone scripts, objection handling, appointment setting, lead follow-up, and closing skills, while providing measurable coaching feedback for continuous improvement.
Bradley On Demand empowers dealerships to train faster, coach smarter, improve call performance, increase closing ratios, and sell more cars more profitably — all through structured, trackable, modern automotive training.
In this episode of the Millionaire Car Salesman Podcast, Sean V. Bradley and LA Williams sit down with Kelley Koliopulos for a conversation every dealer should be paying attention to, especially if your sales and service departments feel busy… but the results don't match the effort.
"The blind spot that dealers have is that they're still making money… but there's going to be a ceiling there." – Kelley Koliopulos
This isn't another "business as usual" discussion. It's a candid look at what's quietly changing inside dealerships right now, and why the stores that adapt will pull further ahead while others fall behind. From fixed operations to BDC structure, the conversation challenges long-held assumptions about how dealerships operate, staff, and retain customers.
"Anybody could have a great idea. But what dealers want and need in 2026 and beyond is some continuity." – Sean V. Bradley
They explore why retention is becoming the real battleground in automotive, what happens when the right people aren't in the right seats, and how technology like AI can either be a powerful advantage, or a costly distraction, depending on how it's implemented.
"AI can't fix or answer every question, so you still need that human element." – Kelley Koliopulos
If you've noticed service traffic slipping, customer loyalty weakening, or your BDC struggling to gain traction, this episode will hit close to home. It doesn't just point out the problems dealers are facing… it forces a hard look at why they're happening!
This one makes you rethink how your dealership is actually run.
If you're attending NADA 2026, be sure to stop by the Dealer Synergy Booth [#3315W] for Prizes from us and to enter CallSource's Bourbon Dealer Giveaway at: https://callsourceauto.com/giveaways/
Key Takeaways:
✅ People-Centric Solutions: The current dealership climate requires a strong focus on recruiting and retaining quality staff, while also providing them with the tools and training necessary to excel.
✅ Innovative Fixed Operations: Fixed operations now require more strategic approaches in communication and engagement with customers to enhance retention and service conversion rates.
✅ BDC Strategic Integration: Properly setting up and managing a BDC is pivotal for handling leads effectively, driving more traffic to dealerships, and improving overall sales performance.
✅ Leveraging AI and Technology: While AI can improve efficiencies, it cannot yet fully replace human involvement in complex problem-solving scenarios, especially in service departments.
✅ Focus on Customer Retention: Using data-driven methodologies to retain customers through consistent follow-up is crucial, particularly as competition from independent service centers intensifies.
About Kelley Koliopulos Kelley Koliopulos is a seasoned automotive industry expert, currently working with Call Source, where she primarily focuses on analytics and improving dealerships' fixed operations. Kelley's impressive career spans roles from F\&I to dealership marketing with AMSI, and her vendor-side experience includes positions at Call Source and Call Revu. Her expertise centers around using data to refine processes and enhance efficiencies within the automotive sector.
Unlocking Efficiency: Overcoming Dealership Challenges with BDC Solutions
Key Takeaways:
- High-level dealership operations can benefit significantly from a well-designed Business Development Center (BDC) strategy, optimizing both sales and fixed operations.
- A combined approach utilizing human resources and AI in service departments can enhance customer retention and satisfaction significantly.
- Outsourcing BDC services can be a more cost-effective, strategic, and results-oriented decision, delivering superior outcomes compared to traditional in-house setups.
Navigating Dealership Dynamics: The Power of a BDC
The automotive industry is a space brimming with potential, yet awash in complexity. This is especially evident when examining the intricate operations within a dealership. As Kelley Koliopulos and Sean V. Bradley discuss in their engaging conversation, pulling the right levers - particularly in terms of business development - can make all the difference. As highlighted, a dealership's success lies not just in selling cars but in crafting a seamless, customer-centric experience that persists long after the sale.
"For every OEM dealership, there's 12 independents right in their back door," Kelley states, emphasizing the fierce competition that demands dealerships maintain exceptional service levels. The conversation initiates by exploring the fundamental issues within sales and fixed operations, where optimizing human resources and understanding the potency of a BDC play crucial roles.
Sean underscores the critical role of a precise BDC framework: "If you are not a BDC architect with real BDC experience, this is not going to be easy." He highlights that the apparent complexity of creating a BDC can be simplified if one has the foresight to leverage external expertise effectively. It's all about recognizing which elements facilitate the operational efficiency and concentrating on those.
Enhancing Customer Retention through Strategic Service BDC Implementation Among the many challenges dealerships face, customer retention remains a top concern, especially when analyzing fixed operations. Kelley artfully points out that maintaining service customers is pivotal for long-term success. Despite dealerships increasing their revenue by raising labor rates, she warns, "There's going to be a ceiling there," suggesting dealerships can't rely solely on price hikes for sustained growth.
The conversation touches on significant research revelations: client retention decreased from 41% in 2018 to a mere 29% in 2025. This stark statistic signals the pressing need for dealerships to reassess their service strategies. Implementing a robust Service BDC could potentially reverse this trend. By restructuring service departments to better handle inbound and outbound calls efficiently, dealerships can drive transactional growth and enhance customer loyalty.
Highlighting the collaborative potential of AI and human effort, Kelley asserts, "AI can't fix or answer every question. You still need that human element." Therefore, an outsourced BDC like Call Source becomes valuable, where the marriage of technology and human interaction meets customer needs, bolstering satisfaction and ensuring service longevity.
The Economic Advantage of Outsourcing Your BDC Dealers frequently grapple with whether to manage BDC operations in-house or to look outward for solutions. Sean and Kelley underscore a prevalent misconception: many feel the latter is more costly. Conversely, with a closer look, outsourcing often emerges as the more economical and effective solution. "I think the perception is that it's cheaper to bring it in-house," Kelley notes, but as Sean aptly counters, when factoring in all associated costs, investing in an external BDC can unburden dealerships, reduce costs, and ultimately increase sales.
Outsourcing offers none of the egocentric challenges of internal management and training, providing instead immediate expertise and scalability. "Not only do we have the agents that are making all the dials… but once they got a live person, they have a strong road to the appointment process," Sean adds, emphasizing the dynamic advantage offered by Dealer Synergy's proven model. This approach ensures leads are converted efficiently, and potential sales pitfalls due to insufficient follow-up or lack of expertise are circumvented entirely.
Embracing a Virtuous Cycle of Learning and Growth The enlightening exchange between Sean V. Bradley and Kelley Koliopulos underscores the essence of thriving in today's competitive dealership landscape: seek clarity, apply strategic foresight, and choose partnerships that propel efficiency. As dealerships navigate an era characterized by digital transformation and shifting consumer expectations, aligning operations with services like those offered by Dealer Synergy and Call Source could serve as a definitive competitive edge. Ultimately, it is the prudent application of an expert-built BDC that enables dealerships to thrive — cultivating not just profitable enterprises, but vibrant, enduring legacies.
By focusing on strategic partnerships and adopting a robust BDC framework, dealerships can unlock greater efficiency, higher sales, and improved customer satisfaction — key pillars paving the way for enduring success in the automotive industry.
Resources + Our Proud Sponsors:
➼ The Millionaire Car Salesman Facebook Group: Join the #1 Automotive Sales Mastermind Facebook Group with over 29,000 automotive professionals worldwide. The Millionaire Car Salesman Facebook Group is the go-to community for car salespeople, BDC agents, sales managers, general managers, and dealer principals looking to increase performance, income, and leadership skills.
Inside the group, members collaborate daily on automotive sales strategies, lead handling, phone scripts, closing techniques, CRM best practices, dealership leadership, and accountability systems. Learn directly from top automotive trainers, industry mentors, and high-performing sales leaders who are actively winning in today's market.
If you're serious about growing your automotive career, increasing car sales, and building long-term success, join The Millionaire Car Salesman Facebook Group today!
➼ Dealer Synergy: Dealer Synergy is the automotive industry's #1 Sales Training, Consulting, and Accountability Firm, with over 20 years of proven dealership success nationwide. We specialize in helping car dealerships increase sales, improve processes, and build high-performing Sales, Internet, and BDC departments from the ground up.
Our expertise includes automotive phone scripts, rebuttals, CRM action plans, lead handling strategies, BDC workflows, Internet sales processes, management training, and accountability systems. Dealer Synergy partners directly with dealership leadership to align people, process, and technology, ensuring consistent results and scalable growth.
From independent dealers to large dealer groups and OEM partnerships, Dealer Synergy delivers measurable performance improvements, stronger teams, and sustainable profitability.
➼ Bradley On Demand: Bradley On Demand is the automotive industry's most advanced interactive training, tracking, testing, and certification platform for car dealerships — built to develop top-performing teams across Sales, Internet Sales, BDC, CRM, Phone Skills, Leadership, and Management.
In addition to LIVE virtual automotive training classes and a library of 9,000+ on-demand dealership training modules, Bradley On Demand now includes AI Phone Roleplaying and Coaching to help salespeople and BDC agents practice real dealership conversations before they ever get on the phone with customers. This AI-powered roleplay technology strengthens phone scripts, objection handling, appointment setting, lead follow-up, and closing skills, while providing measurable coaching feedback for continuous improvement.
Bradley On Demand empowers dealerships to train faster, coach smarter, improve call performance, increase closing ratios, and sell more cars more profitably — all through structured, trackable, modern automotive training.
In this episode of the Millionaire Car Salesman Podcast, Sean V. Bradley sits down with Gina Anguilla of CallSource for a conversation that challenges how most dealerships think about their service department, and the role the Service BDC plays behind the scenes. Not only that, we uncover if you're missing out on thousands of dollars of potential revenue!
"Fixed ops should be 65% of the dealership's overall revenue. And if you're doing it the right way, your fixed ops revenue should cover 100% of all of your operational expenses." – Sean V. Bradley
This isn't a surface-level discussion about appointments or scripts. It's a deeper look at how service operations, customer communication, and long-term retention quietly determine whether a dealership thrives or struggles. Sean and Gina explore why treating service like a silo is costing dealers more than they realize, and why the smartest operators are starting to rethink the entire ecosystem!
"Having a service BDC ensures that there's a managed process for keeping communication timely, efficient, and effective with your guests." – Gina Anguilla
From overlooked touchpoints to missed opportunities hiding in plain sight, this episode shines a light on the side of the dealership that truly keeps everything moving. If you've ever wondered why some stores build loyalty effortlessly while others constantly chase new customers, this conversation will make you stop and listen!
"We are bringing an ecosystem that drives consistent and predictable service revenue by improving customer retention, communication, and engagement." – Gina Anguilla
Because when service works the right way, everything else follows. Tune in… this one might change how you see your dealership.
ps. Be sure to register for the CallSource Bourbon Dealer Giveaway at: https://callsourceauto.com/giveaways/
Key Takeaways:
✅ Service BDC Importance: Service departments should be central to a dealership's revenue strategy, facilitating customer convenience and operational efficiency.
✅ Comprehensive Service BDCs: Effective service BDC strategies encompass not only scheduling but also crucial follow-ups, such as post-service customer satisfaction checks and declined services callbacks.
✅ Outsourcing Benefits: Leveraging outsourced BDC solutions, like those offered by CallSource, can alleviate the managerial burden on service teams, enabling dealerships to focus more on results rather than processes.
✅ Customer Retention: Engaging with inactive customers through a structured BDC can significantly increase service retention rates and dealership revenue.
✅ AI and Human Integration: Innovative solutions that combine AI enhancements with human-driven services are revolutionizing the automotive service industry by ensuring consistent customer communication and retention.
About Gina Anguilla Gina Anguilla is a seasoned professional in the automotive industry with a background in communications. She started her career at Dealer Synergy, where she honed her skills in automotive telephony and BDC (Business Development Center) management. Currently, Gina is affiliated with CallSource Automotive, a company renowned for improving service departments through call tracking and management. Her expertise lies in the strategic implementation of outbound and inbound communication processes that enhance customer service and retention in the automotive service sector!
The Critical Role of Service BDC in Optimizing Dealership Performance In the ever-evolving automotive landscape, dealerships must juggle various operational aspects to remain competitive. Among these, the importance of an effective Service Business Development Center (BDC) stands out. Integrating a service BDC addresses multiple dealership challenges, optimizing revenue and enhancing customer satisfaction. This thought leadership article delves into the core aspects of setting up and maintaining a successful service BDC, as highlighted in a recent discussion between Sean V. Bradley and Gina Anguilla.
Key Takeaways * Efficient service BDCs are pivotal for maintaining dealership revenue and customer satisfaction. * Utilizing a specialized service BDC allows dealerships to manage appointment scheduling better and improve CSI scores. * Outsourcing the service BDC can alleviate managerial burdens and enhance call handling effectiveness.
The Imperative of Service BDC for Dealership Revenue Dealerships have various revenue streams, and fixed operations, including servicing, play a vital role. As Sean V. Bradley points out, "Nada says that fixed ops should be 65% of the dealership's overall revenue." This highlights the monumental contribution that the service department can make to the dealership's financial health. Yet, not all dealerships are equipped with an efficient service BDC to maximize this potential.
Bradley argues that a well-structured service BDC can ensure that "more service appointments" get scheduled, aligning them with customer convenience rather than the commission-driven schedules of service writers. Expanding on this, Gina Anguilla notes that service departments are the "bread and butter" of dealerships. By focusing on the customer's needs rather than solely on sales, dealerships can foster an ecosystem that thrives on customer loyalty and repeat business.
The repercussions of neglecting a service BDC are far-reaching. Without it, dealerships may struggle to manage operations effectively, thereby compromising customer satisfaction and potential revenue. Emphasizing a holistic approach, Bradley states, "You need to have both sides. You can't be at the gym and just working out your arms." This analogy underscores the need for a balanced focus on both sales and service components.
Streamlining Service Scheduling to Enhance Customer Satisfaction A key function of a service BDC is managing service appointments efficiently. The traditional approach often results in service writers scheduling appointments based on their convenience, which is not always customer-centric. Bradley highlights, "A lot of times service writers don't make appointments for service that's the most convenient for the prospect."
By employing a service BDC, dealerships can prioritize the customer's convenience, leading to enhanced Customer Service Index (CSI) scores. Anguilla emphasizes, "Having the service, having a BDC or a scheduling department… is the best way to make sure that your customers are serviced, that they're heard."
Beyond just ensuring appointments are made, a service BDC facilitates a proactive approach to managing customer needs and dealership goals. By separating responsibilities between inbound scheduling and outbound service reminders, as Anguilla suggests, dealerships can ensure both immediate coordination and long-term customer retention goals are met.
Outsourcing: A Strategic Move for Efficient BDC Operations For many dealerships, managing a BDC in-house can become daunting. Recruitment, training, and maintaining staff involve substantial ongoing efforts and financial investment. Outsourcing the BDC emerges as a strategic alternative, as indicated by Bradley and Anguilla.
Outsourcing eliminates the need for dealerships to continually manage human resource challenges, allowing them to focus resources on core business activities. Bradley articulates this benefit, noting, "If you're not a service BDC expert, why are you going to fumble through it?" Instead, specialized outsourced BDC services, like those from CallSource, can provide reliable management and expertise.
Moreover, outsourcing partners are often equipped with advanced technologies and training programs that in-house teams may lack. Anguilla echoes this sentiment by emphasizing that outsourced services ensure the management of "communication, connection retention" without the dealership bearing the brunt of those tasks. This approach not only improves the efficiency of call handling but also ensures consistent customer communication and service delivery.
Building a Future-Ready Service BDC To build a successful service BDC, dealerships should begin by assessing their current service call handling capacities and identifying where improvements can be made. Sean V. Bradley and Gina Anguilla provide a pathway forward, where dealerships embrace a structured approach to both inbound and outbound service communication strategies.
Introducing a service BDC begins with focusing on the core — efficient service scheduling. From there, expanding into proactive outbound communications such as service follow-ups and management of declined repairs ensures a comprehensive contact strategy. With these foundational elements, dealerships position themselves to improve customer retention and operational efficiency, driving long-term profitability.
Increasingly, dealerships recognize that expert partners, equipped with advanced technology solutions and proven strategies, offer valuable support. By outsourcing service BDC operations, they leverage specialized expertise that enhances both customer experience and dealership revenue. With clear benefits in efficiency, cost, and performance, embracing a service BDC — whether through in-house teams or specialized partners — is an investment in a dealership's future success.
In the competitive arena of automotive sales and service, a robust Service BDC model is no longer a luxury; it's a necessity for thriving in today's market.
Resources + Our Proud Sponsors:
➼ The Millionaire Car Salesman Facebook Group: Join the #1 Automotive Sales Mastermind Facebook Group with over 29,000 automotive professionals worldwide. The Millionaire Car Salesman Facebook Group is the go-to community for car salespeople, BDC agents, sales managers, general managers, and dealer principals looking to increase performance, income, and leadership skills.
Inside the group, members collaborate daily on automotive sales strategies, lead handling, phone scripts, closing techniques, CRM best practices, dealership leadership, and accountability systems. Learn directly from top automotive trainers, industry mentors, and high-performing sales leaders who are actively winning in today's market.
If you're serious about growing your automotive career, increasing car sales, and building long-term success, join The Millionaire Car Salesman Facebook Group today!
➼ Dealer Synergy: Dealer Synergy is the automotive industry's #1 Sales Training, Consulting, and Accountability Firm, with over 20 years of proven dealership success nationwide. We specialize in helping car dealerships increase sales, improve processes, and build high-performing Sales, Internet, and BDC departments from the ground up.
Our expertise includes automotive phone scripts, rebuttals, CRM action plans, lead handling strategies, BDC workflows, Internet sales processes, management training, and accountability systems. Dealer Synergy partners directly with dealership leadership to align people, process, and technology, ensuring consistent results and scalable growth.
From independent dealers to large dealer groups and OEM partnerships, Dealer Synergy delivers measurable performance improvements, stronger teams, and sustainable profitability.
➼ Bradley On Demand: Bradley On Demand is the automotive industry's most advanced interactive training, tracking, testing, and certification platform for car dealerships — built to develop top-performing teams across Sales, Internet Sales, BDC, CRM, Phone Skills, Leadership, and Management.
In addition to LIVE virtual automotive training classes and a library of 9,000+ on-demand dealership training modules, Bradley On Demand now includes AI Phone Roleplaying and Coaching to help salespeople and BDC agents practice real dealership conversations before they ever get on the phone with customers. This AI-powered roleplay technology strengthens phone scripts, objection handling, appointment setting, lead follow-up, and closing skills, while providing measurable coaching feedback for continuous improvement.
Bradley On Demand empowers dealerships to train faster, coach smarter, improve call performance, increase closing ratios, and sell more cars more profitably — all through structured, trackable, modern automotive training.
Welcome BACK to the Millionaire Car Salesman Podcast; we have completed our Holiday Hiatus and are ready to dominate 2026! In this episode, your hosts LA Williams and Sean V. Bradley pull back the curtain on what's brewing for 2026, and why the next wave of automotive success won't be won by the loudest dealerships, but by the most prepared ones…!
"Don't operate out of fear. Don't NOT do something… because you're fearful of what MIGHT or might NOT happen." — Sean V. Bradley
They're not just talking about the future of automotive; they're hinting at a few surprises Dealer Synergy is bringing to the table in February at NADA that could change how sales teams train, perform, and sell cars forever!
"NADA is our Super Bowl... people literally come from all over the world to learn what we are doing in automotive." — Sean V. Bradley
This conversation touches on technology, momentum, and what happens when a dealership stops hoping for better results and starts building a system to produce them on command. If you've been feeling like the industry is shifting faster than most stores can keep up… you'll want to hear what Sean and LA are seeing behind the scenes! Tune in now to get ahead of the game… see you there!
Key Takeaways:
✅ The rollout of Dealer Synergy's new AI-Driven Role-Playing Technology aims to revolutionize training for automotive sales professionals by allowing them to practice in a controlled environment.
✅ Dealer Synergy's outsourced BDC has proven highly successful, extensively increasing sales and offering dealers significant returns on investment.
✅ The importance of attending industry events like NADA to enhance knowledge, build networks, and keep abreast of automotive technologies and trends.
✅ Personalized coaching is emphasized through Bradley on Demand, a platform providing extensive training materials and interactive workshops from industry experts.
✅ Networking and continual learning are key to personal and professional growth in the automotive industry, as habitually exemplified by Dealer Synergy.
About Sean V. Bradley Sean V. Bradley is the President of Dealer Synergy and a leading automotive sales trainer, speaker, and consultant specializing in dealership performance, Internet sales, BDC strategy, and leadership development. As the host of the Millionaire Car Salesman Podcast, Sean helps dealerships increase sales, improve processes, and build high-performing teams through proven training systems, modern technology, and accountability-based coaching.
About LA Williams LA Williams is the Vice President of Dealer Synergy, an automotive sales training and dealership performance expert, and co-host of the Millionaire Car Salesman Podcast. Known for his high-energy coaching and accountability-driven approach, LA supports dealerships nationwide by strengthening BDC operations, sales team execution, leadership habits, and customer experience through practical training strategies and measurable performance systems.
Harnessing the Power of AI and Networking to Revolutionize Automotive Sales Key Takeaways * Strategic Development through AI: The transition to AI-based training empowers sales teams by significantly enhancing their sales tactics through artificial intelligence-driven insights. * Industry Networking at NADA: Participating in events like NADA equips automotive professionals with unparalleled opportunities for networking, skill enhancement, and understanding cutting-edge industry innovations. * Outsource Solutions Boosting Sales: Implementing outsourced BDCs and strategic partnerships, such as with Call Source, offers dealerships a substantial boost in sales performance and client engagement.
The automotive sales landscape is rapidly evolving, and staying ahead requires not just strategic foresight but also an embrace of innovative technologies and networking opportunities. A recent conversation between automotive experts LA Williams and Sean V. Bradley brought these strategies into focus. Delving into themes such as the implementation of artificial intelligence (AI) for role-playing, the importance of industry networking at NADA conventions, and leveraging outsourced communication solutions, they underscore critical elements poised to revolutionize sales methodologies.
Revolutionizing Sales Through AI Training AI's integration into sales strategies is not just a future trend; it is a current necessity. LA Williams and Sean V. Bradley have designed a groundbreaking artificial intelligence role-playing software, tailored specifically for the automotive industry. This software propels training into the future by offering a variety of simulated interactions sales teams can engage with. "There is no other training company that's doing this," remarked Bradley, highlighting the uniqueness of this approach.
By utilizing AI, dealerships ensure that their employees are constantly honing their skills. Bradley emphasizes, "Your people don't have to practice with real customers ever again. They don't have to burn through UPS," pointing out the strategic advantage of risk-free practice. The software meticulously tracks performance metrics—such as words per minute, filler words usage, and talk-listen ratios—ensuring that each interaction is optimized. This level of detail not only prepares the sales force but also reduces errors and enhances customer experience, leading to increased sales performance.
The Strategic Importance of NADA Networking The NADA Convention serves as a pivotal gathering for the automotive industry, functioning akin to a "Super Bowl" for car sales professionals. It brings together a multitude of stakeholders, offering robust insights into new practices, services, and technologies that define the industry's future. "Nada is where Success," states LA Williams, encouraging everyone from salespeople to executives to seize the opportunities presented at this convention.
Sean Bradley recounts his own transformative experiences at NADA, noting, "The reason why I think I was so successful back then is because I was training," during events like these where knowledge exchange is paramount. As Bradley notes, more significant connections and educational opportunities can lead to profound career development and institutional growth. For emerging and seasoned professionals alike, the exchange of ideas, experiences, and contacts at NADA can lead to new partnerships and strategies that drive dealerships forward.
Outsourced Solutions Elevating Dealership Performance Outsourcing remains a strategic staple for dealerships looking to enhance efficiency and focus on core competencies. Dealer Synergy's collaboration with Call Source represents a quintessential example of leveraging outsourcing for optimal performance. This partnership sees Dealer Synergy handle BDC operations while Call Source focuses on the service side—merging strengths to unify dealership operations seamlessly.
"Our outsourced BDC is going cray cray," enthuses Bradley, attributing a significant boost in dealership outcomes to this operational strategy. He shares successful instances where dealerships experienced a substantial return on investment (ROI) and increased sales, citing a GMC dealership in Ohio responsible for 20 additional vehicle sales thanks to their BDC efforts. This synergy, Bradley shares, is beneficial as it reduces operational burdens on dealerships, allowing them to focus squarely on enhancing the customer experience.
As the conversation highlights, a focus on integrating AI-driven training and exploring robust industry networks and outsourcing solutions allows dealerships to maintain a competitive edge. The seamless transition from in-person networking at industry events like NADA to strategic technological adoption showcases a forward-thinking mindset essential in today's market.
With the unveiling of AI role-playing tools, robust BDC solutions, and vibrant networking opportunities, the automotive industry is on the cusp of transformative advances. The emphasis on strategic preparedness, continuous enhancement of sales methodologies, and leveraging comprehensive networking opportunities defines industry leadership and charts a course for sustained success.
Resources + Our Proud Sponsors:
➼ The Millionaire Car Salesman Facebook Group: Join the #1 Automotive Sales Mastermind Facebook Group with over 29,000 automotive professionals worldwide. The Millionaire Car Salesman Facebook Group is the go-to community for car salespeople, BDC agents, sales managers, general managers, and dealer principals looking to increase performance, income, and leadership skills.
Inside the group, members collaborate daily on automotive sales strategies, lead handling, phone scripts, closing techniques, CRM best practices, dealership leadership, and accountability systems. Learn directly from top automotive trainers, industry mentors, and high-performing sales leaders who are actively winning in today's market.
If you're serious about growing your automotive career, increasing car sales, and building long-term success, join The Millionaire Car Salesman Facebook Group today!
➼ Dealer Synergy: Dealer Synergy is the automotive industry's #1 Sales Training, Consulting, and Accountability Firm, with over 20 years of proven dealership success nationwide. We specialize in helping car dealerships increase sales, improve processes, and build high-performing Sales, Internet, and BDC departments from the ground up.
Our expertise includes automotive phone scripts, rebuttals, CRM action plans, lead handling strategies, BDC workflows, Internet sales processes, management training, and accountability systems. Dealer Synergy partners directly with dealership leadership to align people, process, and technology, ensuring consistent results and scalable growth.
From independent dealers to large dealer groups and OEM partnerships, Dealer Synergy delivers measurable performance improvements, stronger teams, and sustainable profitability.
➼ Bradley On Demand: Bradley On Demand is the automotive industry's most advanced interactive training, tracking, testing, and certification platform for car dealerships — built to develop top-performing teams across Sales, Internet Sales, BDC, CRM, Phone Skills, Leadership, and Management.
In addition to LIVE virtual automotive training classes and a library of 9,000+ on-demand dealership training modules, Bradley On Demand now includes AI Phone Roleplaying and Coaching to help salespeople and BDC agents practice real dealership conversations before they ever get on the phone with customers. This AI-powered roleplay technology strengthens phone scripts, objection handling, appointment setting, lead follow-up, and closing skills, while providing measurable coaching feedback for continuous improvement.
Bradley On Demand empowers dealerships to train faster, coach smarter, improve call performance, increase closing ratios, and sell more cars more profitably — all through structured, trackable, modern automotive training.
In this episode of the Millionaire Car Salesman Podcast, Sean V. Bradley sits down with longtime industry strategist Troy Spring to discuss the evolving state of automotive advertising. With nearly four decades in the business, Troy brings a perspective shaped by experience, data, and a deep understanding of what truly moves the needle for dealerships!
"I've never seen anything work better than direct mail ever." - Troy Spring
From traditional marketing channels to modern digital ecosystems, the conversation explores how dealers think about their market, their budget, and the strategies that shape their advertising decisions. Sean and Troy examine the realities dealerships face today, from vendor relationships to the role of in-house marketing leadership, and why understanding your market is more important now than ever!
"It's a chess match. It's not just advertising. It's about looking at everything holistically." - Troy Spring
This episode challenges assumptions, reframes how dealers view their advertising spend, and offers a candid look at the mindset needed to succeed in a competitive landscape. If you're a Dealer, General Manager, marketing manager, or anyone responsible for driving traffic and generating opportunities… this is a conversation you'll want to hear firsthand!
Tune in to learn how top operators are rethinking their advertising journey, and why the next evolution of automotive marketing starts with clarity, strategy, and control!
Key Takeaways:
✅ Direct mail remains one of the most effective traditional advertising methods for car dealerships, often outperforming digital strategies.
✅ To optimize marketing spend, dealers need to focus on their immediate market area before expanding efforts to broader markets.
✅ Understanding and calculating the true cost-per-sale involves more than just the simple division of ad spend by cars sold.
✅ Dealerships should ensure their marketing managers have both automotive sales experience and technical knowledge in digital marketing certifications.
✅ Successful dealer strategies often include a mix of both traditional and digital marketing methods, customized to their specific market needs.
About Troy Spring Troy Spring, Co-founder of Dealer World, is an automotive industry veteran with nearly 40 years of experience! He sold his first car at the age of 18 and rose quickly within the ranks to manage dealerships, including leading a four-store group as a platform manager. In 2009, Troy founded Dealer World, a boutique advertising agency specializing in driving traffic and sales strategy for car dealerships. He later co-founded Dealer Funnel, focusing on nurturing leads for better conversion rates. Known for his innovative approach and in-depth understanding of both traditional and digital automotive marketing, Troy is highly respected in the industry!
Disrupting Auto Dealership Strategies: Insights from Industry Experts Key Takeaways
- Dealers must focus on securing their local market before venturing into new territories to maximize profitability.
- A holistically-managed marketing plan, customizable per dealership's needs, outperforms cookie-cutter OEM vendor solutions.
- Successful dealership marketing relies on understanding both traditional and digital advertising fundamentals.
The Importance of Protecting Your Primary Market Area (PMA)
In the fast-paced world of automotive dealerships, focusing on expansion without reinforcing the existing customer base can be a recipe for inefficiency. Sean V. Bradley, president of Dealer Synergy, suggests a foundational strategy: focus on protecting your primary market area first. Bradley asserts that many dealers overlook the rich opportunities available locally. "It's interesting," Bradley remarks, "we'll sit with a dealer, and they'll say, 'I got to go after XYZ down the street,' when they should be protecting their backyard first."
This discussion highlights that the inclination to conquest rather than consolidate can lead to a dilute marketing focus. The result? Dealers potentially miss out on higher return-on-investment (ROI) opportunities domestically. Bradley's recommendation to analyze the pump-in, pump-out report is a strategic reminder to first solidify one's standing locally. This approach not only optimizes ROI but also reduces advertising costs associated with pursuing less familiar, distant markets.
Taking Bradley's advice to heart, a dealership can enjoy the double benefit of deepening customer loyalty while also enhancing word-of-mouth marketing locally. Through focusing efforts on holding on to current clientele before aggressively targeting competitors', dealerships can achieve a more sustainable, profitable growth model.
Crafting a Custom Marketing Strategy: Beyond OEM and Vendor Scripts Both Bradley and Troy Spring, founder of Dealer World, make compelling cases against the dependency on prescribed OEM and vendor-driven tactics. Amid the rising challenges facing automotive dealerships, they argue for a bespoke marketing strategy that's adaptable to each dealership's unique environment. Spring states, "You have to be with someone who can think holistically because if you're on with linear OEM vendors, you're just gonna get told why you should continue to do more and more of what it is that they sell."
Such insights underscore the limitations of formulaic marketing solutions. While OEMs often push for uniformity—to simplify their nationwide branding and operations—dealerships must vigilantly evaluate these suggestions. Bradley underscores a critical point, proposing that dealers risk spending thousands unnecessarily on ineffective lead generation strategies because they blindly follow OEM guidance.
The conversation dives into the economics of advertising. Bradley shared, "I've got a dealer group spending $70,000 on a splash page generating just a few hundred leads each month." This statistic serves as a caution against the pitfalls of not closely scrutinizing advertising expenditures versus results. It's essential for dealerships to cultivate an advertising strategy where each segment, from pay-per-click (PPC) to SEO and database marketing, functions as an integrated system rather than disparate efforts. This avoids the trap of bloated expenses disguised within bundled packages, which can negate perceived savings with reduced effectiveness.
Bridging Traditional and Digital Advertising for Maximum Impact The discussion also delves into appreciating the coexistence of traditional and digital advertising within dealership marketing, which offers a nuanced approach to driving traffic. One standout revelation from Troy Spring? The effectiveness of direct mail. Although often regarded as an antiquated medium, Spring asserts, "Nothing has ever worked better than direct mail." It's a thought-provoking declaration in an era rich with digital solutions.
Contrary to perceived obsolescence, traditional methods such as direct mail remain relevant, especially when optimized with the latest data analytics techniques. Properly targeted, a traditional medium can reach high potential customers directly and personally. Given the inundation of digital ads, a physical piece of mail stands out, often carrying more weight.
Spring further suggests that while digital tools, like social media and search engine marketing (SEM), play critical roles in modern strategies, their effectiveness hinges heavily on their synergy with traditional advertising channels. These multifaceted campaigns leverage the strengths of both domains—ability to track and personalize digital ads with the tangible and trust-building potential of offline methods.
Emphasizing on integrative approaches that couple interactive digital platforms with traditional media allows dealerships to engage in comprehensive advertising strategies personalized to consumer behavior trends. Through harmonizing these forces, a dealership's presence is effectively cemented in the market, leveraging the best aspects of each medium.
A Synthesis of Strategy and Practice The insights shared by Sean V. Bradley and Troy Spring showcase a wealth of expertise in crafting dealership marketing strategies that balance innovative thinking with foundational business tenets. As dealerships navigate the complexities of an ever-evolving industry landscape, these professionals emphasize the necessity for both strategic foresight and a command over advertising mechanics.
Essentially, the most adept dealerships will be those that recognize the imperative to protect their primary markets while scaling responsibly. They explore bespoke advertising solutions beyond OEM packages, integrating digital dexterity with traditional marketing. Each dollar spent should be scrutinized for its ROI, as the measure of an effective advertisement goes beyond impressions or clicks to the tangible growth it champions for the dealership.
In an industry as competitive as automotive sales, this layered, integrated approach becomes the solutions beacon through transformative, modern advertising challenges.
Resources + Our Proud Sponsors:
➼ The Millionaire Car Salesman Facebook Group: Join the #1 Mastermind Group in the Automotive Industry with over 29,000 members worldwide. Collaborate with automotive professionals, learn the best industry practices, and connect with top mentors, managers, and sales leaders. Join The Millionaire Car Salesman Facebook Group today!
➼ Dealer Synergy: The automotive industry's #1 Sales Training, Consulting, and Accountability Firm. With over 20 years of proven success, Dealer Synergy has helped dealerships nationwide build high-performing Internet Departments and BDCs from the ground up. Our expertise includes phone scripts, rebuttals, CRM action plans, lead handling strategies, and management processes; all designed to maximize your people, processes, and technology!
➼ Bradley On Demand: The automotive industry's most powerful Interactive Training, Tracking, Testing, and Certification Platform. With LIVE virtual classes and access to a library of over 9,000 on-demand training modules, Bradley On Demand gives your dealership the tools to dominate every department: Sales, Internet, BDC, CRM, Phone, and Leadership. From sharpening individual skills to elevating entire teams, this platform ensures your people are trained, tested, and certified for maximum success. Equip your dealership to sell more cars, more often, and more profitably with Bradley On Demand!
In this engaging episode of the Millionaire Car Salesman Podcast, co-hosted by LA Williams and Tianna Mick, the focus is on the transformative power of video in car sales. Despite LA being unable to see, he passionately advocates for the use of video as a cornerstone strategy in driving sales, highlighting its power to enhance engagement and build trust with customers. Tianna, known for her expertise in personal branding, joins LA in sharing practical insights on incorporating video into daily sales processes to maximize leads, appointments, and sales conversions!
"You want people to almost have a deja vu experience when they visit your dealership." - LA Williams
The episode dives deep into the fundamental aspects of creating effective sales videos, including the importance of proper setup, consistent backgrounds, and expertly crafted scripts. LA and Tianna stress that video content should be concise, personalized, and built around a clear value proposition to engage prospects effectively.
"Making sure you say the customer's name is super important... everybody's favorite word is their name." - Tianna Mick
As the conversation unfolds, they provide a robust framework involving key elements like effective lighting, the relevance of a clean camera lens, and the power of personal connection through direct calls to action, all while implementing new technology such as AI in content creation. For the seasoned sales professional and the novice alike, the insights shared in this episode are invaluable for mastering the art of video marketing in the automotive industry!
Key Takeaways:
✅ Using video in car sales increases engagement and builds trust faster than text or audio alone.
✅ Maintain consistency and brand recognition in video backgrounds to enhance authenticity and viewer comfort.
✅ Essential elements of a perfect lead video: customer's name, vehicle of interest, value proposition, and call to action.
✅ Embrace AI technology to enhance video content creation efficiently and effectively.
✅ Practice and iteration lead to improvement; start shooting videos to develop skills and reduce hesitation over time.
About Tianna 'T Got Your Keys' Mick Tianna Mick, famously known as "T Got Your Keys," is a prominent figure in the automotive sales space! Celebrated as the "Queen of Branding", with an impressive record of selling +20 cars per month while consistently being the #1 Grossing Salesperson at her store and generating her own leads/business through her TGotYourKeys.com Website. Tianna has established herself as a top performer and innovator in car sales strategies, with a special focus on personal branding and digital marketing.
Revolutionize Your Dealership with Video Marketing: Insights from the Millionaire Car Salesman Podcast
Key Takeaways
- Harness the Power of Video: Video marketing is not just a trend but a necessity in modern car sales, enabling dealerships to create personal connections and reduce the fear of the unknown for customers.
- Optimize the Basics: Setting up a compelling video involves proper lighting, clear audio, and a consistent, clean background to enhance trust and engagement.
- Script and Deliver Effectively: Essential elements of a successful video include addressing customers by name, highlighting the vehicle of interest, and concluding with a strong call-to-action.
Leverage Video to Establish Trust and Familiarity
In the dynamic world of car sales, the Millionaire Car Salesman Podcast delves into the transformative potential of video marketing. LA Williams, alongside Tianna Mick, emphasizes the powerful emotional connection videos can establish, setting a dealership apart in a sea of sameness. "You want people to almost have a deja vu experience when they visit your dealership," LA Williams suggests, underscoring how videos can eliminate the fear of the unknown—a significant barrier for potential buyers.
The discussion sheds light on how video marketing can simulate a personal interaction, thus building trust faster than written text or static images. With the capability to convey sight, sound, motion, and emotion, videos can significantly enhance customer engagement, making them feel more comfortable and familiar even before stepping into the dealership.
Incorporating video tours of your dealership, for example, ensures customers find the environment welcoming and recognizable. Tianna Mick points out, "walk into, like, a courthouse… you're going to be like, where do I go? I'm nervous." This analogy emphasizes how video tours can transform the customer's first visit into a seamless, almost familiar journey.
The Essential Setup for Effective Video Marketing Crafting a compelling video requires a foundational setup that pairs well with the content. As expressed in the podcast, without the right tools, even the most well-intentioned videos may fall flat. LA Williams, despite being visually impaired, stresses the importance of proper lighting and camera clarity, demonstrating that the basics of video production are vital regardless of one's abilities. "Top two things for any video… audio, you gotta have good audio, and… good lighting."
The podcast highlights that a clean camera lens and a consistent background are understated elements that significantly impact the quality of video marketing. Tiana Mick advises, "making sure you wipe the front and every single one of the lenses in the back," a small yet critical step that improves visual clarity and viewer engagement. Coupled with a customized, dealership-branded backdrop, these elements ensure that each video serves as a professional representation of the brand, significantly enhancing credibility.
Moreover, the consistency in video backgrounds, as noted by Tianna, can reinforce brand recognition, much like how viewers associate a television character with their set environment. This aspect ensures that your audience's focus remains on the message rather than potential distractions, amplifying the overall impact. Crafting and Delivering Your Message
Creating a successful video is more than just presentation—it's about crafting a powerful message that resonates. Essential to the video strategy discussed in the podcast is the script, especially emphasizing personalization and value-addition. Incorporating the customer's name into the conversation is not merely courteous but strategic. "Everybody's favorite word… is our names," Tianna Mick asserts, highlighting its efficacy in personalizing communication and fostering genuine connections.
The video should also clarify the customer's vehicle of interest while subtly integrating the dealership's value proposition. "Providing value and showing why they need to be purchasing with you," says Mick, ensures the video is informative and persuasive. These aspects are crucial in aligning the dealership's offerings with customer needs, driving engagement and conversion.
A compelling call-to-action (CTA) concludes each video, guiding prospects toward the next step, whether scheduling a call or visiting the dealership. As LA Williams articulates, a CTA effectively escalates the interaction, encouraging a seamless transition from virtual engagement to in-person attendance.
In essence, adopting video marketing as outlined by the Millionaire Car Salesman Podcast participants revolutionizes customer interactions, establishing a bridge between the virtual and physical realms of car sales. Employing these strategies fosters enhanced connections, drives customer comfort, and ultimately, amplifies sales success. These insights are indispensable for dealers striving to stand out and thrive in today's competitive environment. By prioritizing video content, dealerships can not only augment their marketing strategies but also cultivate a genuinely engaging customer experience.
Resources + Our Proud Sponsors:
➼ The Millionaire Car Salesman Facebook Group: Join the #1 Mastermind Group in the Automotive Industry with over 29,000 members worldwide. Collaborate with automotive professionals, learn the best industry practices, and connect with top mentors, managers, and sales leaders. Join The Millionaire Car Salesman Facebook Group today!
➼ Dealer Synergy: The automotive industry's #1 Sales Training, Consulting, and Accountability Firm. With over 20 years of proven success, Dealer Synergy has helped dealerships nationwide build high-performing Internet Departments and BDCs from the ground up. Our expertise includes phone scripts, rebuttals, CRM action plans, lead handling strategies, and management processes; all designed to maximize your people, processes, and technology!
➼ Bradley On Demand: The automotive industry's most powerful Interactive Training, Tracking, Testing, and Certification Platform. With LIVE virtual classes and access to a library of over 9,000 on-demand training modules, Bradley On Demand gives your dealership the tools to dominate every department: Sales, Internet, BDC, CRM, Phone, and Leadership. From sharpening individual skills to elevating entire teams, this platform ensures your people are trained, tested, and certified for maximum success. Equip your dealership to sell more cars, more often, and more profitably with Bradley On Demand!
In this powerful conversation on the Millionaire Car Salesman Podcast, LA Williams and Sean V. Bradley sit down with F&I leader, author, and performance coach Adam Marburger to explore what's really happening inside today's finance departments… and where the industry is headed next!
"The days where the F&I department is kind of on their own island are slowly fading." - Adam Marburger
Adam brings a fresh, servant-leadership perspective to automotive F&I, sharing key lessons from decades in the business along with insights shaped by years of training, coaching, and martial arts discipline. Together, the trio breaks down the real challenges facing dealerships, the evolving role of F&I managers, and the cultural shifts required to build stronger, more profitable teams.
"So the question is, why aren't more F and I managers doing the things that we're talking about now? Why are they not taking more tos? Why are they not getting involved? Why are they not being more present?" - Adam Marburger
From leadership to communication, from customer experience to the rise of new technologies, this episode offers a forward-looking discussion that every dealer, manager, and aspiring leader will want to hear…without giving away the strategies you'll discover inside.
"Jiu-Jitsu helps with every aspect of life—physically, mentally, spiritually." - Adam Marburger
Tune in for a conversation that's equal parts mindset, mastery, and modern automotive leadership!
Key Takeaways:
✅ Evolving Role of F&I Managers: Adam Marburger emphasizes the shift in the F\&I role from being strictly transactional to focusing on building customer relationships and trust.
✅ Importance of Servant Leadership: A core theme is the necessity for F\&I managers and leaders to adopt a servant leadership mindset, focusing on the needs and growth of their team members.
✅ Continuous Training and Development: Effective onboarding and ongoing training are critical to minimizing mistakes and empowering staff to excel in customer interactions and sales success.
✅ Integration of Technology: Embracing digital tools and AI is vital for future-proofing operations and enhancing customer experience in automotive sales.
✅ Value of Jiu-Jitsu in Leadership: Adam draws parallels between his discipline in martial arts and his professional life, highlighting how the principles of perseverance and strategic thinking apply to business success.
About Adam Marburger Adam Marburger is an award-winning automotive leader, author of The Servant-Leading F&I Manager: Leadership Refined, and performance coach dedicated to redefining leadership in the car business. With over two decades of experience, Adam teaches teams how to lead with empathy, emotional intelligence, and purpose. His mission is to help professionals create cultures of excellence through mindset, mentorship, and servant leadership.
Redefining F&I Management: Transformative Leadership in Automotive for 2026
Key Takeaways
- The evolution of F&I has seen a shift from traditional transactional roles to a more integrated, holistic customer-centric approach driven by effective leadership.
- Understanding the relationship between technology, proper training, and servant leadership can significantly influence dealership success.
- The application of martial arts philosophies in business, such as Jiu Jitsu, provides unique insights into persistence and strategic growth in the automotive industry.
The Evolving Role of F&I Managers: From Transactional to Transformative
The landscape of Finance and Insurance (F&I) in the automotive industry is undergoing a significant transformation. Historically viewed as a transactional role focused on maximizing profits through product sales, the F&I manager's position is increasingly seen as an integral part of a cohesive dealership strategy. According to the conversation between Sean V. Bradley and Adam Marburger, modern F&I managers need to embody "servant leadership," where they prioritize the long-term satisfaction and well-being of customers and employees over immediate financial gain.
The adoption of a servant leadership model within F&I suggests a profound cultural shift within the automotive industry. As defined in the transcript, "Servant leadership, it is kind of like everybody talks about it. It's action. It's not words." Marburger emphasizes that successful F&I managers actively assist sales teams, engage with service departments, and contribute to the overall dealership ecosystem.
Implementing a servant leadership approach involves concrete actions rather than mere rhetoric. F&I managers need to actively engage with clients and colleagues, fostering an environment where all team members feel valued and supported. It's about "truly connecting with people on a daily basis with one common goal: to make them feel special, to make them feel heard, to make them feel valued, to make them feel safe."
The Power of Training and Collaboration in Automotive Retail
Training and collaboration emerge as pivotal themes for achieving success in automotive sales. As Marburger suggests, training should go beyond basic knowledge transfer, aiming to create a more integrated network of roles within the dealership. A robust training process allows staff to understand various dealership functions, ultimately improving communication and operational efficiency.
"A lot of these conversations are flying, conversations where you might be walking back to the conference room together," Marburger notes, highlighting the importance of informal learning exchanges. For F&I managers, this means not only understanding their product offerings but also becoming well-versed in sales strategies and client management techniques. The ultimate goal is to craft a seamless customer experience where value is consistently delivered.
Creating synergy between departments, especially between F&I and sales, is critical. The training should focus on equipping salespeople with the ability to introduce products effectively to clients before entering the F&I office. "Our customers actually enjoy buying if you try not to sell them; they actually buy them," Marburger explains, suggesting a subtle yet powerful shift in the sales approach.
Martial Arts Philosophy: Persistence and Strategic Thinking in Business
The discussion also explores how martial arts philosophies, particularly Brazilian Jiu Jitsu, can influence business strategies within the automotive industry. Practicing Jiu Jitsu requires perseverance, resilience, and strategic thinking—qualities that translate seamlessly into the demands of automotive sales.
Both Bradley and Marburger, as Brazilian Jiu Jitsu black belts, draw parallels between their martial arts training and business experiences. Marburger states, "The black belt was one of the few things outside of my daughters being born that did give me a sense of accomplishment because I know what it's like. Like, it was hard." This sentiment reveals the patience and determination required in both fields.
Incorporating these philosophies into a dealership's operational ethos can foster a culture of continuous improvement and strategic foresight. Employees can learn to maneuver challenges with the patience and precision demanded on the Jiu Jitsu mat. "It added something. It's like, as most people won't ever get that," says Marburger, acknowledging the rare and valuable perspective that martial arts training offers.
Throughout this enlightening dialogue, the future of automotive leadership is painted as a dynamic interplay of servant leadership, comprehensive training, and strategic resilience. No longer confined to traditional roles, F&I managers are encouraged to embrace a broader vision—one that harmonizes various aspects of the dealership to create a superior customer experience. The lessons of martial arts underline the perseverance and strategic acumen necessary to thrive in this evolving landscape, reflecting an industry poised for transformation.
Resources + Our Proud Sponsors:
➼ The Millionaire Car Salesman Facebook Group: Join the #1 Mastermind Group in the Automotive Industry with over 29,000 members worldwide. Collaborate with automotive professionals, learn the best industry practices, and connect with top mentors, managers, and sales leaders. Join The Millionaire Car Salesman Facebook Group today!
➼ Dealer Synergy: The automotive industry's #1 Sales Training, Consulting, and Accountability Firm. With over 20 years of proven success, Dealer Synergy has helped dealerships nationwide build high-performing Internet Departments and BDCs from the ground up. Our expertise includes phone scripts, rebuttals, CRM action plans, lead handling strategies, and management processes; all designed to maximize your people, processes, and technology!
➼ Bradley On Demand: The automotive industry's most powerful Interactive Training, Tracking, Testing, and Certification Platform. With LIVE virtual classes and access to a library of over 9,000 on-demand training modules, Bradley On Demand gives your dealership the tools to dominate every department: Sales, Internet, BDC, CRM, Phone, and Leadership. From sharpening individual skills to elevating entire teams, this platform ensures your people are trained, tested, and certified for maximum success. Equip your dealership to sell more cars, more often, and more profitably with Bradley On Demand!
In this insightful episode of the Millionaire Car Salesman Podcast, hosts Sean V. Bradley and LA Williams delve into the art and science of crafting effective one-on-one sessions between managers and employees in the automotive industry. They discuss the critical role these meetings play in nurturing dealership success and building robust professional relationships.
"People will forget what you did, they'll forget what you said, but they'll never forget how you made them feel." - LA Williams
Tackling misconceptions and common mistakes, Bradley and Williams underline the transformative potential of well-strategized one-on-ones, emphasizing the responsibility of managers to provide the necessary resources and support to their teams!
"In management, one of the number one things you can do is prepare." - LA Williams
This episode serves as a guide for managers, offering a structured process to facilitate personal, professional, and team development! Using a variety of training models, Sean and LA advocate for a comprehensive approach to team building that transcends traditional methodologies. This episode is a rich resource packed with tips on achieving stellar performance through targeted motivation and strategic guidance!
Key Takeaways:
✅ Understanding and implementing various types of training, skill path, professional, personal, and team building, are essential for a manager's toolkit.
✅ Effective one-on-one sessions require preparation, consistency, and an understanding of each team member's learning style and personal motivations.
✅ Managers must construct a "SWOT" analysis for each team member, identifying strengths, weaknesses, opportunities, and threats to maximize potential.
✅ Setting clear objectives through coordinated projections and forecasting can significantly improve individual and team performance in dealerships.
✅ Building strong, trust-based relationships within teams fosters a culture of interdependence, crucial for long-term success in the automotive industry.
About Sean V. Bradley Sean V. Bradley is a renowned expert in the automotive sales industry, currently serving as the President of Dealer Synergy. With over 27 years of experience, Sean is also a certified CSP and a best-selling author of "Win the Game of Googleopoly." Known for his innovative strategies in lead management and CRM, Sean has been a key influence in transforming car dealerships across the nation, making him a sought-after consultant and trainer in automotive sales.
About LA Williams LA Williams is the Vice President at Dealer Synergy and the co-creator of the Millionaire Car Salesman Podcast. Known as the "Blind Master" for his unique perspective and insights, LA has a history of excellence in leveraging technology and training methodologies to increase sales and efficiencies in car dealerships.
Mastering One-on-Ones: The Ultimate Guide for Automotive Leaders Understanding the dynamics of effective leadership in the automotive industry can transform the way managers interact with their teams, improving productivity and nurturing employee satisfaction. This article delves into strategies managers can utilize to enhance one-on-one sessions with their subordinates. Here's how to develop managerial skills that inspire and empower.
Key Takeaways * Leadership is Service: Your role as a manager is not just to manage tasks but to support, inspire, and develop the team around you. * Personalization and Preparation in One-on-Ones: Tailor your approach to each individual based on their unique strengths, learning styles, and motivational triggers. * Continuous Feedback and Growth: Consistently evaluate and reconcile projections and actual performance to encourage ongoing development.
Leadership as a Service to Your Team In today's fast-paced automotive landscape, the role of a leader transcends traditional boundaries of direction and oversight. It's about providing every conceivable resource for team success, from emotional to technical support. Sean V. Bradley insightfully points out that "a manager's job is literally defined in my opinion as…to provide all of the resources that my team is going to need."
Transforming Managerial Role Managers often adopt an authoritarian style, dictating without understanding team dynamics. The transcript challenges this narrative, emphasizing the value of empathy and understanding in leadership. By adopting a servant-leadership mindset, managers can "coach, mentor, teach, inspire, lead, and train," fostering an environment where employees thrive. "You get to do this. You are a manager. You get the opportunity to coach, mentor, teach, inspire, lead, and train a human being," Bradley asserts.
Impact on Team Culture Adopting such strategies transforms team cultures, enhancing how team members interact internally and with customers. A working environment characterized by high morale and effective communication will naturally yield better results. Moreover, it ensures higher retention rates, with employees feeling valued and understood—a crucial asset amidst the high turnover rates plaguing the industry.
The Art of Personalization and Preparation in One-on-Ones Preparation marks the fine line between a productive one-on-one and a mundane meeting. It's not just about showing up with a checklist but about tailored engagement. Managers like Sean emphasize the importance of knowing your team members on a deeper level—what motivates and challenges them.
Creating a Comprehensive Employee Profile A pivotal aspect of efficient one-on-ones is crafting personalized employee profiles. Sean advises, "Create a personalized profile. I want to know about my subordinates; I want to know your home situation, your hobbies, and what's important to you." Understanding personal motivations and struggles allows managers to customize their support and development strategies, enhancing engagement and improving performance.
Tailoring Communication and Feedback Success lies in adaptation and personalization. For instance, adapting communication strategies based on individual team members' learning styles—whether they are kinesthetic or auditory learners—ensures that feedback and instruction resonate effectively. "Seek first to understand and then to be understood," Bradley suggests, highlighting the importance of communication tailored to personal needs.
Continuous Feedback and Growth Through Iterative Projections Effective managers excel at steering their team towards continuous growth by understanding and evaluating performance iteratively. Sean notes that "there needs to be a tracking system. Your salespeople should be tracking…what type? Am I taking a walk-in up?" Such methodologies help in identifying trends and areas needing improvement.
The Power of Projections and Reconciliation Forward-planning complemented by effective back-tracking is key to sustained progress. Managers need to emphasize clarity in projections and consistency in follow-through. "Help him establish his vision board…if your why is so important, what you have to do is not going to matter," Bradley explains, articulating the need for motivational alignment with practical goals.
Bridging Gaps through Insightful Reconciliation Reconciliation between projected and actual outcomes ensures actionable feedback loops. This involves dissecting deviations, recognizing patterns, and recalibrating goals. A manager's ability to "reconcile with him…what their projected and forecast was basically with their actual results" empowers employees, encouraging accountability and learning.
Realizing the Potential of Effective Management Equipped with insight and strategies, managers now have the tools to transform how they conduct one-on-ones. By adopting a leadership model focused on service, personalization, and continuous feedback, these interactions can meaningfully enhance team dynamics and productivity. Embrace these principles to inspire, nurture, and lead your automotive teams into a future defined by progress and innovation.
This strategic alignment between leadership vision and practical execution fosters an environment where continual improvement is not simply encouraged, but truly becomes second nature, paving the way for sustained success and satisfaction across the board.
Resources + Our Proud Sponsors:
➼ The Millionaire Car Salesman Facebook Group: Join the #1 Mastermind Group in the Automotive Industry with over 29,000 members worldwide. Collaborate with automotive professionals, learn the best industry practices, and connect with top mentors, managers, and sales leaders. Join The Millionaire Car Salesman Facebook Group today!
➼ Dealer Synergy: The automotive industry's #1 Sales Training, Consulting, and Accountability Firm. With over 20 years of proven success, Dealer Synergy has helped dealerships nationwide build high-performing Internet Departments and BDCs from the ground up. Our expertise includes phone scripts, rebuttals, CRM action plans, lead handling strategies, and management processes; all designed to maximize your people, processes, and technology!
➼ Bradley On Demand: The automotive industry's most powerful Interactive Training, Tracking, Testing, and Certification Platform. With LIVE virtual classes and access to a library of over 9,000 on-demand training modules, Bradley On Demand gives your dealership the tools to dominate every department: Sales, Internet, BDC, CRM, Phone, and Leadership. From sharpening individual skills to elevating entire teams, this platform ensures your people are trained, tested, and certified for maximum success. Equip your dealership to sell more cars, more often, and more profitably with Bradley On Demand!
What if the hundreds of leads in your CRM aren't the opportunity you think they are?
In this revealing episode of The Millionaire Car Salesman Podcast, Sean V. Bradley and LA Williams take a hard look at the reality of lead management in today's automotive industry. They unpack the costly truth behind what they call "dumb dealer math", where dealerships chase inflated numbers, waste money on poorly optimized lead sources, and mistake activity for true sales opportunities.
"Your CRM is your central nervous system. It is not just a lead tool; it's your customer relationship management tool." - Sean V. Bradley
Sean and LA dig deep into the difference between data that looks good and data that actually sells cars. They expose why metrics like SRPs and VDPs can be misleading, how poor CRM habits drain profits, and what really separates top-performing dealerships from the rest.
"But as long as they (dealers) are making more money than they're spending, they think to themselves, I got other problems I got to deal with." - Sean V. Bradley
But they don't stop there. The duo explores how smart dealers are diversifying their lead sources, leveraging proven partners like AutoWeb and CarsDirect, and building systems that turn leads into lifelong customers.
If you've ever wondered why your lead volume isn't matching your results, or how to fix it, this episode will change the way you think about sales opportunities, metrics, and money in your dealership.
It's not about getting more leads. It's about doing more with the ones you already have.
Key Takeaways:
✅ Dealers often struggle with too many leads without an effective team or strategy to manage them, resulting in missed opportunities.
✅ Focusing solely on website metrics like SRPs and VDPs without actual lead conversion can lead to wasted resources and efforts.
✅ Proper planning, preparation, and training are crucial to overcoming common pitfalls in lead management and maximizing sales success.
✅ Diversifying lead sources through third-party providers can help dealerships attain a balanced, risk-minimized approach to lead acquisition and management.
✅ A well-integrated CRM system is essential for understanding prospects, meeting their expectations, and creating valuable customer relationships.
About Sean V. Bradley Sean V. Bradley is a renowned expert in the automotive sales industry, currently serving as the President of Dealer Synergy. With over 27 years of experience, Sean is also a certified CSP and a best-selling author of "Win the Game of Googleopoly." Known for his innovative strategies in lead management and CRM, Sean has been a key influence in transforming car dealerships across the nation, making him a sought-after consultant and trainer in automotive sales.
About LA Williams LA Williams is the Vice President at Dealer Synergy and the co-creator of the Millionaire Car Salesman Podcast. Known as the "Blind Master" for his unique perspective and insights, LA has a history of excellence in leveraging technology and training methodologies to increase sales and efficiencies in car dealerships.
Maximizing Dealership Success: Unleashing the Power of Leads, Marketing, and CRM Strategies In the fast-paced world of automotive sales, success hinges on mastering the art of lead management, astute marketing strategies, and the effective use of CRM technology. Sean V. Bradley, CSP, and his insightful conversations with LA Williams underscore the urgent need for dealerships to refine these aspects for consistent growth. This article distills the core themes from their engaging discussion, highlighting how dealerships can transform potential challenges into opportunities.
- Strategic Lead Management: Pinpointing and capitalizing on quality leads rather than succumbing to distraction.
- Diverse Marketing Approaches: Balancing investment between the dealership's website and external lead sources to mitigate risk.
- Advanced CRM Integration: Leveraging CRM systems to optimize prospect engagement and relationship development.
Strategic Lead Management In today's automotive industry, the ability to effectively manage leads is crucial. Sean V. Bradley's discussion about dealerships being overwhelmed with leads hits home for many. He describes a common scenario: "You guys have so many leads, so many buyers, and not enough people." Overwhelming lead volume without sufficient staff can result in missed opportunities and wasted resources.
Bradley's advice on categorizing leads into existing prospects and carryover prospects is significant. He provides a vivid illustration of a common oversight: "If you have 1,000 fresh leads a month, you're not going to start the first day of the month with zero." Instead, dealerships should consider the cumulative effect of carryover leads. Creating a structured approach to handling these varying lead types ensures that sales teams don't become inundated and fail to capitalize on genuine sales potentials.
The importance of preparation and understanding the buying cycle underscores the critical need for dealerships to adopt refined lead management strategies. As Bradley emphasizes, "The average buying cycle for a new car is 90 days." Knowing this, dealerships must adjust their follow-up processes to align with the customer's timeline, thereby maximizing conversion chances.
Diverse Marketing Approaches A key theme reinforced by Bradley and Williams is the fallacy of putting all marketing funds into a dealership's website. Bradley cautions against such myopic strategies: "It makes no sense to spend a little bit of money on the website but spend a fortune on ads or crap that drives traffic." Instead, he advocates for a diversified marketing approach akin to a mutual fund strategy, where investments are spread across multiple lead sources to minimize risk and maximize exposure.
This diversified strategy includes the use of third-party lead providers like AutoWeb and Cars Direct, which offer an attractive cost-benefit ratio. Bradley highlights this by noting, "You should be able, if you're brand new or you're underperforming, to handle about 80 to 100 fresh Internet leads max." This targeted approach ensures that dealerships can maintain lead quality while benefiting from a sustainable and predictable lead flow.
Integrating different marketing facets, such as search engine optimization (SEO), pay-per-click (PPC) advertising, and social media campaigns, allows dealerships to reach a broader audience while retaining flexibility. This blend of strategies not only improves lead quality but also aligns marketing spending with tangible results.
Advanced CRM Integration for Optimal Customer Engagement The integration of CRM technology in lead management cannot be overstated. A recurring theme in Bradley's discussion is the imperative for dealerships to leverage CRM systems as a central nervous system. With compelling clarity, he describes the potential of CRMs to enhance customer relationships from "inception of the prospect."
A robust CRM system is more than just a tool for managing leads. It offers invaluable insights into customer behavior and preferences, enabling personalized communication strategies. Bradley advises on the strategic setup of CRMs: "It needs to be optimized the right way." This involves structuring automated emails, video messages, and task reminders to ensure that no lead is left unengaged.
The synergy between CRM systems, human resources, and AI is especially transformative. Bradley explains, "Your CRM, your human resources, and your AI should all be designed and architected interdependently." This triad approach not only enhances operational efficiency but also cultivates deep customer relationships, ultimately driving sales and fostering long-term loyalty.
Dealerships that embrace this comprehensive CRM strategy are better positioned to navigate the complexities of customer interactions, ensuring that every engagement is as personalized and impactful as possible.
To truly thrive in the modern automotive landscape, dealerships must embrace a multi-faceted approach that integrates strategic lead management, diversified marketing practices, and advanced CRM solutions. By doing so, they can transform challenges into opportunities, ensuring sustained growth and customer satisfaction. As Bradley insightfully advocates, a dealership's success is significantly enhanced when it masters these key areas, preparing itself to meet and exceed customer expectations consistently.
Resources + Our Proud Sponsors:
➼ The Millionaire Car Salesman Facebook Group: Join the #1 Mastermind Group in the Automotive Industry with over 29,000 members worldwide. Collaborate with automotive professionals, learn the best industry practices, and connect with top mentors, managers, and sales leaders. Join The Millionaire Car Salesman Facebook Group today!
➼ Dealer Synergy: The automotive industry's #1 Sales Training, Consulting, and Accountability Firm. With over 20 years of proven success, Dealer Synergy has helped dealerships nationwide build high-performing Internet Departments and BDCs from the ground up. Our expertise includes phone scripts, rebuttals, CRM action plans, lead handling strategies, and management processes; all designed to maximize your people, processes, and technology!
➼ Bradley On Demand: The automotive industry's most powerful Interactive Training, Tracking, Testing, and Certification Platform. With LIVE virtual classes and access to a library of over 9,000 on-demand training modules, Bradley On Demand gives your dealership the tools to dominate every department: Sales, Internet, BDC, CRM, Phone, and Leadership. From sharpening individual skills to elevating entire teams, this platform ensures your people are trained, tested, and certified for maximum success. Equip your dealership to sell more cars, more often, and more profitably with Bradley On Demand!
The future of the car business isn't coming… it's already here. And it's driven by artificial intelligence!
Join Sean V. Bradley, President of Dealer Synergy, as he explores how AI is transforming every corner of the automotive industry. In this powerful episode, Sean is joined by two industry leaders: Yuriy Demidko from Fox Motors and Tasso Roumeliotis, Founder and CEO of Numa. Together, they pull back the curtain on the real impact of AI inside today's dealerships, from sales and service to communication and customer experience!
"If you don't embrace some level of AI in certain pieces of your process, you will just fall behind really, really quickly." - Yuriy Demidko
You'll hear how Fox Motors is strategically implementing AI to streamline service operations, enhance communication, and create more meaningful connections with customers, while Numa's cutting-edge technology is helping service advisors do more with less, resolving communication gaps that once slowed dealerships down!
"Imagine what it will save you in the long term. Having cleaned up data, not just hoping and praying that your marketing is working properly." - Yuriy Demidko
This isn't just theory, it's what's actually happening inside some of the nation's most forward-thinking stores. Whether you're a dealer principal, manager, or salesperson ready to embrace the next era of retail automotive, this episode will open your eyes to how AI is not replacing people, it's empowering them!
🎧 Listen now to uncover how AI is rewriting the rules of dealership success, one innovation at a time, and how you can harness it to stay ahead of the curve!
Key Takeaways:
✅ The Power of AI in Dealerships: AI can significantly enhance dealership operations by effectively managing inbound customer communications and preventing potential revenue losses due to missed calls or unreturned messages.
✅ Streamlining Service Departments: Utilizing AI, dealerships like Fox Motors have reduced the number of customer complaints about unreachable service staff, thereby increasing customer satisfaction and engagement.
✅ Future of AI in Automotive: In the next few years, AI is expected to transform how dealerships operate with increased visibility for GMs and streamlined operations through sophisticated data integration and agent-to-agent communication.
✅ Customer Experience Enhancement: By leveraging AI to analyze customer reviews and feedback, dealerships can fine-tune their service offerings and address common concerns proactively.
✅ Data is Key: Clean and organized data is a prerequisite for any efficient AI solution. Dealers must prioritize data hygiene to ensure their AI tools deliver accurate and valuable insights.
Yuriy Demidko Yuriy Demidko is the Chief Information Officer at Fox Motors, one of the leading automotive dealer groups in the United States. With a background at Apple as an engineer, Yuriy brings a wealth of technical expertise and a forward-thinking approach to integrating cutting-edge technology, especially in leveraging AI to enhance dealer operations and customer experiences. His work at Fox Motors, which comprises 44 dealerships, focuses on optimizing business processes through innovative data-driven strategies.
Tasso Roumeliotis Tasso Roumeliotis is the CEO and Co-Founder of Numa, an AI-driven company providing solutions to address communication challenges within dealerships. Bringing a nuanced understanding of both technology and automotive sales, Tasso has successfully grown Numa to service over 1,100 dealerships in a short span of four years. His aim is to enhance dealership efficiency and customer satisfaction by integrating AI to manage communication bottleneck challenges effectively.
Accelerating Automotive Innovation: Leveraging AI for Optimal Dealership Performance
Key Takeaways
- AI as a Transformative Tool: Discover how AI reshapes dealership communication and boosts efficiency in service departments.
- Data Hygiene's Crucial Role: Understand the importance of clean data in optimizing AI effectiveness and dealership operations.
- Future Forecast: Explore the evolving landscape of AI in the automotive industry and its impact on consumer experiences and dealership management.
In today's rapidly evolving automotive industry, staying ahead of the curve means embracing cutting-edge technology. A recent discussion featuring Sean V. Bradley from Dealer Synergy and experts from Fox Motors and Numa sheds light on how dealerships can harness AI to transform their operations. The conversation delves into pressing challenges, innovative solutions, and the promising future of AI in the automotive sector.
Revolutionizing Dealership Communication with AI AI is increasingly becoming integral in transforming how dealerships handle communication, particularly in the service department. Tasso Roumeliotis, CEO and Co-Founder of Numa, highlights the existing "communication crisis" where service advisors miss 83% of calls and struggle with returning voicemails. This inefficiency not only affects customer satisfaction but also the dealership's bottom line. "AI helps you solve the communication problem…giving superpowers to your service advisors," Tasso states, underscoring AI's potential for improvement.
The integration of AI serves as a safety net to ensure customer calls are always answered promptly. Fox Motors' CIO, Yuriy Demidko, explained their strategic approach, where AI intervenes after the third ring if a human can't answer. "We're not trying to replace people with AI. What we are trying to do is use AI as a stopgap," Yuriy clarifies, revealing AI's role in enhancing rather than replacing human efforts. This implementation has led to a substantial decrease in missed calls and improved customer satisfaction, making AI an invaluable asset in dealership operations.
The Imperative of Reliable Data for AI Success A significant point raised during the conversation was the importance of maintaining clean and reliable data for AI implementation. Yuroi outlines a potentially overlooked aspect—data hygiene. He likens the issue to business intelligence tools that fail when connected to dirty, inconsistent data, resulting in inaccurate insights. "If you are able to respond to every single customer phone call, you will get more business," Yuriy asserts, emphasizing the ROI tied to reliable data.
For dealerships looking to leverage AI, it's essential to ensure their databases are free from duplicates and outdated information. Clean data ensures that AI delivers accurate, insightful results, a process pivotal for maximizing both customer engagement and overall operational efficiency. Whether partnering with a data specialist or using internal resources, prioritizing data integrity is crucial before jumping into AI integration.
The Evolving Landscape of AI in Automotive Looking forward, the automotive industry is poised for monumental shifts powered by AI. Both Yuriy and Tasso agree on the impending changes. Yuriy envisions AI agents becoming common, assisting consumers in interacting with businesses while altering customer experience dynamics. He foresees a shift, where "AI…will provide the most robust, eloquent, beautifully worded wrong answer of all time," highlighting the risks if data isn't proper. It's a future where agile dealerships will continually adapt their strategies, ensuring competitive advantages become more fleeting.
Tasso adds that dealerships equipped with real-time data and AI will revolutionize dealership management. He describes a future where GMs and dealership officers wield comprehensive control over operations, accentuated by heightened visibility and efficiency. This transformation will offer a premium customer experience, whether from a managerial perspective or consumer standpoint, reshaping the traditional dealership model.
Within the dealership sector, AI's role is clear—enhancing human capabilities, refining processes, and radically changing business models. The risk of forgoing AI lies in becoming obsolete, unable to compete with forward-thinking dealers who harness technological advances to drive success.
As we navigate an era characterized by technological prowess, embracing AI's potential could be the distinction between thriving and merely surviving in the automotive industry, making it an imperative focus for dealership strategists worldwide.
Resources + Our Proud Sponsors:
➼ The Millionaire Car Salesman Facebook Group: Join the #1 Mastermind Group in the Automotive Industry with over 29,000 members worldwide. Collaborate with automotive professionals, learn the best industry practices, and connect with top mentors, managers, and sales leaders. Join The Millionaire Car Salesman Facebook Group today!
➼ Dealer Synergy: The automotive industry's #1 Sales Training, Consulting, and Accountability Firm. With over 20 years of proven success, Dealer Synergy has helped dealerships nationwide build high-performing Internet Departments and BDCs from the ground up. Our expertise includes phone scripts, rebuttals, CRM action plans, lead handling strategies, and management processes; all designed to maximize your people, processes, and technology!
➼ Bradley On Demand: The automotive industry's most powerful Interactive Training, Tracking, Testing, and Certification Platform. With LIVE virtual classes and access to a library of over 9,000 on-demand training modules, Bradley On Demand gives your dealership the tools to dominate every department—Sales, Internet, BDC, CRM, Phone, and Leadership. From sharpening individual skills to elevating entire teams, this platform ensures your people are trained, tested, and certified for maximum success. Equip your dealership to sell more cars, more often, and more profitably with Bradley On Demand!
In this eye-opening episode of the Millionaire Car Salesman Podcast, hosts Sean V. Bradley and L.A. Williams tackle one of the most costly mistakes in automotive: sales professionals practicing on REAL customers!
"Practice makes permanent. Only perfect practice makes something perfect." - Sean V. Bradley
They break down why the industry can no longer afford to "wing it" and how the world's top performers master their craft before they ever meet a client. Listeners will hear powerful insights on how the next generation of dealerships are training smarter, not harder, by using technology and artificial intelligence to simulate real-world selling situations without the real-world risk.
"If you want the things the average person doesn't have, you've got to be willing to do the things that the average person isn't willing to do." - Sean V. Bradley
Whether you're a dealer principal, manager, or salesperson, this episode will challenge how you think about preparation, training, and accountability. Discover how a commitment to practice, performance, and innovation can unlock better customer experiences, higher profits, and a stronger dealership culture.
"AI is not there to take your jobs, folks. AI is there to enhance what you do, how you do it, and help you increase your engagements and your results." - Sean V. Bradley
💡 Don't just sell… train to win!
Key Takeaways:
✅ The Importance of Training: Comprehensive and continuous training is essential for automotive sales professionals to avoid practicing with real customers and wasting valuable leads.
✅ AI in Training: AI role-playing and scorecards provide a revolutionary way to train sales reps, offering detailed feedback and performance analysis.
✅ Understanding Customer Needs: Sales personnel must effectively communicate, qualify, and understand client needs through training in various communication channels.
✅ The Power of Repetition: Repetition, combined with experience, forms the cornerstone of effective training and skill mastery.
✅ Techniques for Effective Learning: Recognizing different learning styles,visual, auditory, kinesthetic,and tailoring training to these preferences can dramatically improve sales training outcomes.
About Sean V. Bradley, CSP Sean V. Bradley is a prominent figure in the automotive industry, known for his expertise in sales training and digital marketing. As a founder and CEO of Dealer Synergy, Sean has revolutionized car sales by developing innovative strategies and methodologies that have significantly increased dealerships' sales performance. With over two decades of experience, he is also the creator of "The Millionaire Car Salesman" podcast and has trained thousands of automotive professionals across multiple countries.
About LA Williams III LA Williams, also known as the Blind Master, is the Vice President of Dealer Synergy. Despite being visually impaired, LA has established himself as an influential speaker and trainer in the automotive sales industry. He co-created the Millionaire Car Salesman podcast alongside Sean V. Bradley and is renowned for his communication and phone training expertise. LA Williams is an inspiring figure, demonstrating resilience and mastery in his field.
Revolutionizing Automotive Sales Training: Mastering AI, Practice, and Performance
Key Takeaways:
- Embracing continuous training and AI technology is key to thriving in the modern automotive sales industry.
- Practicing in a controlled environment prevents costly real-world mistakes, setting the stage for success.
- Training is an evolving journey requiring the right tools, techniques, and commitment to excellence.
Elevating Automotive Sales Excellence with Continuous Training In today's rapidly evolving automotive market, continuous training and professional development are essential for success. As outlined by Sean V. Bradley and LA Williams in their discussion, the automotive industry demands much more from its sales and BDC professionals than it did years ago. Modern sales strategies require an understanding of social media, digital communications, time maximization, and more.
Sean V. Bradley asserts that "it should take no less than three to four weeks to onboard an automotive sales professional." This extensive onboarding ensures that new hires understand the breadth of knowledge they need, from product details to financial acumen and digital marketing strategies. Additionally, professional development doesn't stop once employees are familiar with the product. Continuous education fosters an environment where automotive professionals can thrive and excel. As Sean points out, the two key elements of training are "repetition" and "experience."
Practicing in a simulated, controlled environment is part of the industry's future. Using simulations and AI-driven technology not only enhances learning but also provides reps the opportunity to hone their skills without the fear of real-world repercussions. As LA Williams remarked, "Training is like bathing. If we don't do it every day, eventually, we'll start to stink." This powerful analogy underscores the critical nature of ongoing education and its impact on maintaining high standards in sales performance.
Embracing AI: The Future of Sales Training The introduction of Artificial Intelligence (AI) in sales training revolutionizes how automotive professionals prepare for customer interactions and manage performance. AI can provide the practice necessary for mastery by simulating real-world scenarios without risking loss of sales or customer dissatisfaction. This concept is reinforced by Sean V. Bradley, who emphasizes the need to "stop allowing your people to practice with real customers" and instead utilize AI as a training tool.
During the podcast, Sean highlights an innovative AI role-playing technology that simulates phone interactions, providing a robust training platform for automotive sales professionals. He explains, "AI is not there to take your jobs, folks. AI is there to enhance what you do." This role-playing feature allows users to experiment with different sales scenarios, thereby improving their responses and increasing their chances of closing real sales.
The AI technology includes a sophisticated AI scorecard that breaks down each interaction in detail, covering active listening, talk-to-listen ratios, word per minute pace, and use of filler words. By providing quantitative feedback, this tool helps sales professionals refine their skills, leading to a high level of fluency and expertise when dealing with real customers.
Additionally, leveraging AI allows dealerships to better utilize their resources. Having the AI facilitate initial training and continual skill sharpening means that high-value resources, such as managers and experienced salespeople, can focus on strategic sales tasks rather than routine skill enhancement. This strategic approach elevates the overall training process, making it more efficient and effective.
Practicing to Perfection: Mastering Sales Techniques A critical theme from the podcast is the significance of consistent practice to achieve sales excellence. As LA Williams aptly states, "You are the average of the five people with whom you spend the most time," highlighting the importance of dedication and a continuous improvement mindset. This resonates with the necessity to regularly engage in practice to ensure the highest level of competency within the sales team.
Practicing with tools like the newly discussed AI role-playing provides a safe space for sales teams to develop their skills. This allows sales professionals to experience various potential customer interactions and explore the best ways to handle each scenario effectively. The motivational insight shared by LA Williams underscores this: "Training is not something that you did; it's something that you do consistently."
Such routine practice not only builds confidence but also ingrains best practices among sales professionals. The ability to rehearse interactions multiple times ensures that when real opportunities arise, each salesperson is well-prepared and can handle objections effectively, addressing customer concerns in a timely and professional manner.
Training in the automotive sales industry is transcendental. It's not a single event but a journey, one that practitioners must embark on with commitment, discipline, and a willingness to embrace advanced technological tools. Utilizing methods such as these annotations helps practitioners analyze each interaction meticulously, aiming to improve with every step they take.
Ultimately, the discussion between Sean V. Bradley and LA Williams showcases the immense benefits of advanced training methodologies and the vital role AI can play in this evolution. The integration of continuous training, AI technology, and thorough practice sets a new standard for excellence in automotive sales. Embracing these strategies will help elevate sales staff to true professionals, capable of understanding and meeting the modern demands of customers in the automotive market.
Resources + Our Proud Sponsors:
➼ The Millionaire Car Salesman Facebook Group: Join the #1 Mastermind Group in the Automotive Industry with over 29,000 members worldwide. Collaborate with automotive professionals, learn the best industry practices, and connect with top mentors, managers, and sales leaders. Join The Millionaire Car Salesman Facebook Group today!
➼ Dealer Synergy: The automotive industry's #1 Sales Training, Consulting, and Accountability Firm. With over 20 years of proven success, Dealer Synergy has helped dealerships nationwide build high-performing Internet Departments and BDCs from the ground up. Our expertise includes phone scripts, rebuttals, CRM action plans, lead handling strategies, and management processes; all designed to maximize your people, processes, and technology!
➼ Bradley On Demand: The automotive industry's most powerful Interactive Training, Tracking, Testing, and Certification Platform. With LIVE virtual classes and access to a library of over 9,000 on-demand training modules, Bradley On Demand gives your dealership the tools to dominate every department,Sales, Internet, BDC, CRM, Phone, and Leadership. From sharpening individual skills to elevating entire teams, this platform ensures your people are trained, tested, and certified for maximum success. Equip your dealership to sell more cars, more often, and more profitably with Bradley On Demand!
In this episode of the Millionaire Car Salesman Podcast, host LA Williams sits down with Brandon Anderson, Vice President at Dealer Synergy and Founder of Anderson Athletic Academy, to discuss the parallels between high-level sports and success in automotive sales!
"To me, the mindset has to be, how can I be better immediately, not six months from now." – Brandon Anderson
They delve into how principles such as discipline, consistency, and effective coaching transcend industries, offering insights into achieving greatness regardless of one's field. Brandon shares his experiences and the mindset required to excel, drawing comparisons between preparing athletes for the NFL and coaching salespeople to reach their full potential.
"Preparation always meets opportunity, right? So when you're prepared, you're ready to cash in on the opportunity." – Brandon Anderson
The discussion emphasizes the importance of viewing sales as a professional sport, requiring the same dedication, preparation, and competitive spirit. Keywords like "high-level performance," "sales coaching," and "competitive mindset" underscore the techniques and strategies necessary to elevate sales effectiveness! Brandon illustrates how having discipline and an unwavering drive can turn ordinary efforts into extraordinary achievements, whether on the playing field or the sales floor. The episode concludes with advice for sales managers on transforming their teams through accountability and effective coaching, urging them to embrace a culture of continuous improvement.
Key Takeaways:
✅Discipline and Consistency: Brandon emphasizes the role of preparation and consistent effort in achieving success, whether in sports or sales.
✅Competitive Mindset: Embracing competition and striving for better results is crucial in any field.
✅Importance of Fundamentals: Mastering basics are essential before advancing to more sophisticated techniques in sales or sports.
✅Coaching and Accountability: The significance of having a strong coach to guide, motivate, and hold teams accountable is highlighted.
✅Continual Improvement: The episode promotes a culture of learning and adapting through regular review and analysis of performance.
About Brandon Anderson
Brandon Anderson is an exceptional individual known for his multifaceted background in athletics and business coaching. As an All-American defensive back, Brandon has thrived in competitive sports, later transitioning into coaching, where he focused initially on training athletes for the NFL through his establishment, Anderson Athletic Academy. Today, he serves as a performance coach at Dealer Synergy, translating his deep insights from the athletic world into actionable coaching strategies for sales teams. Brandon is recognized for his unique ability to cultivate both individual and team potential, leveraging his expertise to spearhead transformation within the automotive sales industry!
Bridging the Gap Between Athletic Mindsets and Car Sales Success
Key Takeaways
- Repetition and Consistency for Mastery: Just like athletes practice relentless repetition, sales professionals must adopt the same discipline for success.
- Mindset Overcomes Barriers: A competitive and resilient mindset can transcend different fields, motivating continuous improvement regardless of past performance.
- The Importance of the Hidden Grind: Private preparation—away from direct supervision—fuels public performance, driving success both in sports and sales.
Repetition: The Athlete's Secret to Sales Mastery Repetition and consistency underpin the journey to excellence in any field, be it athletics or car sales. Athletes dedicate countless hours to perfecting their craft through unwavering repetition, an approach directly applicable in other sectors. As Brandon Anderson emphasized, "Greatness is consistency… It's boring because you got to do the same thing over and over." The same principle applies to sales professionals, where mastery is achieved through consistent practice and process adherence.
Understanding the necessity of repetition allows salespeople to bridge the gap between ordinary performance and extraordinary success. Anderson notes, "Practice doesn't make perfect because we always can be better, but it makes permanent." While this might seem mundane, enduring repetition integrates skills and processes into a salesperson's daily routine, driving efficiency and expertise. This disciplined approach fosters a deep understanding of sales tactics, ultimately leading to improved conversion rates and career advancement.
Cultivating a Competitive Mindset Across Industries A central theme of the discussion was the transformative power of a competitive mindset in achieving success, regardless of the field. LA Williams highlighted, "If salespeople… looked at themselves as an athlete, what are some of the changes you think folks… would change for people?" The answer lies in adopting the athlete's tenacity and drive to excel beyond the status quo, as Anderson underscores with, "Do you want to be the best or you just want to be here?"
This mindset shift involves a relentless pursuit of excellence and the willingness to push past current limits. Whether managing a challenging sales month or underperforming in a game, the key is bouncing back stronger and more determined. As Anderson states, "In winners, that doesn't exist because if you had a bad half, you're ready for the second half." A competitive outlook encourages continuous self-improvement and the resilience needed to tackle setbacks head-on, converting challenges into opportunities for growth.
The Hidden Grind: Private Preparation Drives Public Performance Behind every public performance is a wealth of private dedication and unseen effort. Williams and Anderson highlight the importance of this "hidden grind"—the silent, tireless work away from the spotlight that truly fuels success. Anderson articulates, "The private grind is more important… that private grind, you're watching film, you're trying to see tendencies, you're trying to see what's going on." This preparation is essential for both athletes and salespeople, where those extra hours of work cultivate confidence and capability.
Sales professionals who engage in this hidden grind—a combination of practice, strategy review, and personal growth—equip themselves to overcome challenges and excel under pressure. In the dealership context, this might involve reviewing sales calls to identify improvements, studying trends to refine pitches, or dedicating time to personal development. As Williams notes, "Rehearse in private so that you can perform in public," reinforcing how this critical preparation distinguishes high achievers from their peers.
Viewing these insights together, it's evident that the synergy between an athlete's mindset and a sales professional's success creates a powerful blueprint for personal and professional growth. Emphasizing repetition, fostering a competitive mindset, and committing to private preparation offers sales professionals a holistic framework for achieving excellence. By harnessing these principles, individuals can transcend perceived limitations, achieving results that redefine their career trajectories and set new benchmarks for success. The journey to greatness—whether on the field or the sales floor—demands dedication, resilience, and a relentless pursuit of improvement.
Resources + Our Proud Sponsors:
➼ The Millionaire Car Salesman Facebook Group: Join the #1 Mastermind Group in the Automotive Industry with over 29,000 members worldwide. Collaborate with automotive professionals, learn the best industry practices, and connect with top mentors, managers, and sales leaders. Join The Millionaire Car Salesman Facebook Group today!
➼ Dealer Synergy: The automotive industry's #1 Sales Training, Consulting, and Accountability Firm. With over 20 years of proven success, Dealer Synergy has helped dealerships nationwide build high-performing Internet Departments and BDCs from the ground up. Our expertise includes phone scripts, rebuttals, CRM action plans, lead handling strategies, and management processes; all designed to maximize your people, processes, and technology!
➼ Bradley On Demand: The automotive industry's most powerful Interactive Training, Tracking, Testing, and Certification Platform. With LIVE virtual classes and access to a library of over 9,000 on-demand training modules, Bradley On Demand gives your dealership the tools to dominate every department—Sales, Internet, BDC, CRM, Phone, and Leadership. From sharpening individual skills to elevating entire teams, this platform ensures your people are trained, tested, and certified for maximum success. Equip your dealership to sell more cars, more often, and more profitably with Bradley On Demand!
In this inspiring episode of the Millionaire Car Salesman Podcast, host Sean V. Bradley welcomes a guest whose career journey is anything but ordinary. From the spotlight of national television to the fast-paced world of automotive sales, Jamie Jacobs shares how reinvention, communication, and passion can open unexpected doors!
"Everything you ever wanted is right outside your comfort zone. So be comfortable being uncomfortable." - Jamie Jacobs
This episode explores what it truly means to adapt, evolve, and succeed; both personally and professionally. Listeners will walk away motivated to think bigger, push past limitations, and approach every opportunity with confidence and creativity.
"If you don't teach somebody how to be an entrepreneur, they're not an entrepreneur, they're an employee." - Sean V. Bradley
Tune in for a story that proves success isn’t about where you start, it’s about how you grow.
"At the end of the day, I've always outworked the next person." - Jamie Jacobs
Ready to unlock your next level in automotive sales and leadership? Register now for the upcoming Digital Dealer Conference and use our exclusive code for 25% off your pass with Code: DealSyn. Don’t miss your chance to be in the room where the future of automotive is being written: https://tinyurl.com/DSDD2025
Key Takeaways:
✅ Transitioning careers can leverage existing skill sets into new areas with unexpected success.
✅ The service department offers untapped potential for generating new sales leads by building relationships with current service customers.
✅ Mastering the art of communication and listening is crucial for success in any sales-driven environment.
✅ Consistency, creativity, and confidence are key in standing out and making memorable connections with customers.
✅ Treating individual roles in automotive sales like one's own business can lead to greater financial success and personal fulfillment.
About Jamie Jacobs
Jamie Jacobs is a seasoned professional who transitioned from a successful career in the entertainment industry to automotive sales. With over 30 years of experience in TV, Jamie worked as a television host for major shows on networks such as HGTV and TLC, including "American Home" and "Designing Spaces." He also launched his own classic car TV show, "Tail Fins and Chrome," and has depth in performing arts with stand-up comedy experience in LA. Currently, Jamie is a car salesman at Reed's Nissan near Orlando, Florida. His versatile background in communication and entertainment enriches his interactions and strategies in the automotive industry.
Mastering Auto Sales: Communication, Strategy, and Service Drive Success Key Takeaways:
- Effective communication is fundamental to success in automotive sales, requiring a blend of personality, listening, and adaptability.
- Viewing car sales as an entrepreneurial venture can significantly boost success rates among car salespeople.
- The often-overlooked service drive represents a goldmine of potential car sales, particularly through strategic customer interactions.
In the realm of automotive sales, the journey from modest beginnings to achieving the title of a "Millionaire Car Salesman" requires more than just selling cars—it demands mastering the art of communication, cultivating entrepreneurial spirit, and harnessing untapped dealer resources. With insights shared in the Millionaire Car Salesman podcast, hosted by Sean V. Bradley, we can dissect the strategic mindset and actions that can transform traditional sales approaches into monumental career success. Below, we'll explore the critical facets that underpin this transformation, drawing from the experiences of seasoned professionals in the industry.
The Power of Communication in Automotive Sales In any industry, the ability to communicate effectively is an invaluable tool. In automotive sales, it's not just about talking—it's about creating an engaging dialogue that fosters trust and understanding between salesperson and customer. As articulated by Jamie Jacobs, a seasoned automotive professional, communication is key to connecting with potential clients: “Listen, you can't sell somebody something unless you know what they want.”
The value of communication extends beyond sheer verbal interaction; it involves reading the customer’s needs, aspirations, and reservations. Jacobs emphasizes the importance of being a "listener," pointing out that selling is not about bombarding prospects with information but rather uncovering their needs through thoughtful questions and active engagement. This approach aligns with Dr. Covey's principle from the "7 Habits of Highly Effective People"—seeking first to understand, then to be understood. To thrive in this sector, one must hone their communication skills as if practicing a craft, ensuring every interaction leaves a lasting impression on clients.
Moreover, mastering communication in sales settings isn't just about words. It’s also about utilizing tools that enhance messages, such as analogies, stories, and humor. Jacobs’s diverse background in television and stand-up comedy has equipped him with a unique storytelling ability, enabling him to weave narratives that resonate with customers on a personal level. This strategy not only aids in retention but strengthens the relationship between the salesperson and customer.
Embracing an Entrepreneurial Mindset Many sales professionals mistakenly view automotive sales as merely a job. As Sean V. Bradley highlights, the path to true success in car sales lies in treating it as an entrepreneurial venture. “The strategy that works is treating car sales like it’s your own business. Car sales is like owning your own business,” Bradley reiterates. This mindset empowers salespeople to innovate, strategize, and personalize their approaches to selling.
To achieve financial independence, key performers like Cody Carter exemplify the benefits of seeing oneself as the owner of their sales destiny. With a structured business plan, Carter operates not as an employee but akin to a dealer principal, handling marketing, personal branding, financial planning, and even employing staff. This proactive stance allows Carter to transcend traditional sales barriers, leveraging tools like CRM systems and community outreach to expand his network and client base.
The entrepreneurial approach prescribed by Bradley entails more than just product knowledge or sales tactics; it's about creating a business blueprint that encompasses everything from customer service strategy to personal marketing campaigns. Sales professionals can accelerate their growth trajectory by adopting this posture, investing in self-development, and broadening their business savvy.
Unlocking the Potential of Service Drive Sales An often underestimated avenue for generating sales is the dealership service drive. Jamie Jacobs, self-proclaimed "service lounge lizard," harnesses this rarely tapped resource to cultivate leads and close deals. The service department, bustling with customers who are already brand-aligned, becomes a fertile ground for nurturing potential sales opportunities.
Jacobs shares his strategic process: arriving early, engaging customers with genuine curiosity, and turning anticipated repair costs into an opening for new vehicle sales. "Hey, I just talked to service, your service advisor, and you're looking at almost, probably $1,800 maybe to fix everything. I said, are you interested in perhaps trading it in with us?" Jacobs articulates this pivot approach, positioning a new car purchase as a cost-effective alternative to costly repairs.
The National Automobile Dealers Association (NADA) corroborates the efficacy of this method, revealing that customers who frequent service departments are significantly more likely to purchase vehicles from that dealership. Jacobs's initiative is illustrative of how proactive interaction within the service drive can transform casual conversations into lucrative sales. For salespeople, recognizing the potential of service-ups is crucial; it signifies a shift from passive order-taking to active relationship-building.
The success witnessed in the service department underscores a broader industry trend: the bold thrive, while the complacent stagnate. By recognizing the service drive as a pipeline for potential deals, dealerships can realize enhanced customer loyalty and increased profit margins through targeted engagement and strategic upselling.
Overall, the journey to mastering automotive sales demands more than conventional tactics—it's a fusion of the art of communication, entrepreneurial spirit, and strategic resourcefulness. This multilayered approach not only deepens customer connections but cements a salesperson’s reputation and success within the industry. By channeling the lessons shared by Jamie Jacobs and Sean V. Bradley, sales personnel can navigate the transformative path toward becoming true leaders in the automotive sales sector.
Resources + Our Proud Sponsors:
➼ The Millionaire Car Salesman Facebook Group: Join the #1 Mastermind Group in the Automotive Industry with over 29,000 members worldwide. Collaborate with automotive professionals, learn the best industry practices, and connect with top mentors, managers, and sales leaders. Join The Millionaire Car Salesman Facebook Group today!
➼ Dealer Synergy: The automotive industry’s #1 Sales Training, Consulting, and Accountability Firm. With over 20 years of proven success, Dealer Synergy has helped dealerships nationwide build high-performing Internet Departments and BDCs from the ground up. Our expertise includes phone scripts, rebuttals, CRM action plans, lead handling strategies, and management processes; all designed to maximize your people, processes, and technology!
➼ Bradley On Demand: The automotive industry’s most powerful Interactive Training, Tracking, Testing, and Certification Platform. With LIVE virtual classes and access to a library of over 9,000 on-demand training modules, Bradley On Demand gives your dealership the tools to dominate every department—Sales, Internet, BDC, CRM, Phone, and Leadership. From sharpening individual skills to elevating entire teams, this platform ensures your people are trained, tested, and certified for maximum success. Equip your dealership to sell more cars, more often, and more profitably with Bradley On Demand!
In this must-listen episode of the Millionaire Car Salesman Podcast, host Sean V. Bradley and co-host L.A. Williams sit down with automotive veteran Jake Hales - Digital Operations Manager for Gee Automotive Group and advisory board member for Digital Dealer. With over 25 years of experience, Jake pulls back the curtain on how dealerships are transforming in the digital age and why this year’s Digital Dealer Conference is a can’t-miss event!
“As an industry we don’t have a technology problem. We have a utilization problem.” - Sean V. Bradley
You’ll get an inside look at how technology, AI, and digital innovation are reshaping the automotive industry… and why the smartest dealers are the ones investing in their growth, their teams, and their networks. But that’s just the start. Jake also shares how Digital Dealer’s revamped agenda is delivering more value than ever, with sessions designed to sharpen skills, expand connections, and equip attendees with strategies that can change the trajectory of their business!
"The feedback was... we need to have more workshops. Because it's one thing to sit in a classroom and have people preach at you, it's another thing to get with the dealer next to you." - Jake Hales
Ready to unlock your next level in automotive sales and leadership? Register now for the upcoming Digital Dealer Conference and use our exclusive code for 25% off your pass with Code: DealSyn. Don’t miss your chance to be in the room where the future of automotive is being written: https://tinyurl.com/DSDD2025
Key Takeaways:
✅ The automotive industry must overcome its historical underutilization of technology by correctly setting up and managing CRM tools to enhance dealership operations.
✅ The Digital Dealer conference has undergone significant transformations to offer more hands-on workshops and concise, impactful presentations.
✅ Sales managers in particular need to leverage AI to streamline their responsibilities, which now encompass dealing with digital leads and customer interactions.
✅ Networking with industry peers and attending conferences can provide invaluable insights, practical solutions, and personal growth opportunities within the automotive sector.
✅ Embracing a forward-thinking approach with AI integration can greatly enhance the efficiency and effectiveness of dealership operations.
About Jake Hales Jake Hales is a seasoned automotive professional with over 25 years of experience. He has built a notable career spanning roles in retail sales, OEM operations with Toyota, consulting, and software delivery. Currently, Jake is the Digital Operations Manager at Gee Automotive Group, where he oversees digital transformations related to CRM and phone systems for a group of 40 dealerships. In addition, Jake serves on the advisory board for Digital Dealer, where he contributes his expertise to shape the future of automotive conferences.
Maximizing the Potential of CRMs: Harnessing AI, Innovation, and Conferences to Revolutionize the Automotive Industry
Key Takeaways
- The automotive industry is not limited by a lack of technology but by its proper utilization and management.
- The upcoming Digital Dealer conference promises to revitalize and refocus learning and networking opportunities, featuring a new format aimed at more practical engagement.
- Artificial intelligence (AI) offers transformative possibilities, yet many current solutions overlook critical integrations and real-world dealership problems.
The Underutilization of Automotive CRM Systems
For decades, the automotive industry has struggled not with a lack of technology but with effectively utilizing the technology it already possesses. Sean V. Bradley, a renowned expert in automotive sales, makes no bones about this: "Our industry has never had a deficiency of technology. Our industry has a deficiency to proper utilization." With 90% of all Customer Relationship Management (CRM) systems not being set up or managed correctly, it’s evident that the problem isn't technological capability but strategic implementation.
CRMs should be the backbone of any dealership, providing a 360-degree view of customers, and leveraging data for both sales and service. Yet, the potential of these systems is frequently left untapped. As dealerships continue to struggle with lower sales numbers post-pandemic, the conversation pivots not just toward adopting new technology, but ensuring the mastery of what's already available. Bradley adds, "If we're not understanding it and we're not utilizing it, all we're doing is shuffling the deck."
The implications of this are profound: for dealerships to remain competitive, they must move beyond merely possessing tools to mastering them. This means in-depth training, cross-departmental integration, and reevaluating the traditional dealership roles to foster a tech-centric culture that thrives on data-driven decision-making.
Revamping the Digital Dealer Conference for Future Success In response to fluctuating attendance and shifting industry needs, the Digital Dealer conference has decided on a seismic reformation. In its previous iterations, feedback highlighted challenges with overcrowded vendor spaces and less focus on value. As Jake Hales, a digital operations expert and advisory board member for Digital Dealer, notes, the shift aims to address these concerns head-on with an upgraded format.
"We need to have more workshops," Hales explains. The conference will transition into a dynamic hub of activity, featuring TEDx-style sessions for high-level insights and deeper, hands-on workshops for applied learning. This bifurcated approach allows for more intensive engagement on practical issues, breaking away from the traditional passive learning structure.
"The challenge of having hour-long sessions is you do end up getting into minutiae," Hales states. With the introduction of compressed 25-minute TEDx sessions, speakers are encouraged to distill critical insights into compelling, actionable narratives. Complementing these are extended workshops where attendees can "get into the weeds," fostering a collaborative environment designed to dive deep into solutions for current dealership challenges.
The Promise and Pitfalls of Artificial Intelligence in Automotive Artificial Intelligence is hailed as a transformative force ready to revolutionize automotive sales and operations. However, both Bradley and Hales offer a word of caution: between the promise and delivery of AI lies a gulf that only purpose-driven integration can bridge. "The magic sauce hasn't come out yet," Hales asserts, with many AI applications failing to address real dealership needs.
Bradley elaborates, emphasizing the noise in the market: "There's all these fugazi AI companies… either don't have Internet integration, they don't have funding, or they're just batshit crazy." To navigate this landscape, dealerships must sift through these options, hone in on solutions that offer genuine integrative benefits, and take advantage of AI capabilities across CRM systems, predictive modeling, and customer engagement.
There is significant potential for AI to handle repetitive and time-consuming tasks, thereby freeing up human resources for roles that require nuanced decision-making and relationship-building. As Hales points out, AI can ameliorate the juggling act performed by overstretched managers. Translating customer interactions through multilanguage support, for example, can help unlock underserved markets. Yet the broader adoption of AI will succeed only if anchored in realistic, performance-enhancing applications tailored to dealership exigencies.
By engaging more deeply with AI tools and formats that prioritize education and partnership over exploitation, the automotive industry can transcend current inefficiencies, cultivating a more informed, agile, and customer-centric ethos that distinguishes the leaders from the laggards.
Nurturing Growth Through Networking and Engagement Undoubtedly, one of the key pillars for advancing within an evolving field such as automotive sales is networking—an undertaking the industry hardly emphasizes beyond simple introductions. Conferences like Digital Dealer are excellent avenues for fostering these connections, providing invaluable face-time with peers and industry leaders. These interactions offer unforeseen insights that even profound technological acumen might overlook.
"You're not going to send any of these folks back to school," Hales articulates, noting the practical limitations that educational programs face. His assertion dovetails seamlessly with observations made by others on the importance of dealer collaboration, not only for shared learning but for driving collective progress. Bradley points out, "It's being in the know," emphasizing that much of a conference's value lies in stripping away feelings of isolation by exposing shared challenges and innovative responses.
Setting the stage for engagement at the fringes of formal sessions allows meaningful discourse to flourish—nurturing growth and acting as a backbone for individual and team success. Real-world applications and success stories are brought to the forefront, transforming simple education into actionable strategy.
Dealer culture, intrinsically rooted in kinesthetic, hands-on modalities, thrives on involvement rather than observation. Specialized sessions, think tanks, and non-static formats invite participants to dive directly into problem-solving, accommodating varying levels of expertise and empowering professionals to be proactive catalysts in their own success stories.
With every session, conference, and professional engagement, the automotive industry sharpen its competitive edge by cultivating a culture where mastery of technology and collaborative ingenuity work hand-in-hand to defy traditional constraints and embrace innovative possibilities.
Resources + Our Proud Sponsors:
➼ The Millionaire Car Salesman Facebook Group: Join the #1 Mastermind Group in the Automotive Industry with over 29,000 members worldwide. Collaborate with automotive professionals, learn the best industry practices, and connect with top mentors, managers, and sales leaders. Join The Millionaire Car Salesman Facebook Group today!
➼ Dealer Synergy: The automotive industry’s #1 Sales Training, Consulting, and Accountability Firm. With over 20 years of proven success, Dealer Synergy has helped dealerships nationwide build high-performing Internet Departments and BDCs from the ground up. Our expertise includes phone scripts, rebuttals, CRM action plans, lead handling strategies, and management processes; all designed to maximize your people, processes, and technology!
➼ Bradley On Demand: The automotive industry’s most powerful Interactive Training, Tracking, Testing, and Certification Platform. With LIVE virtual classes and access to a library of over 9,000 on-demand training modules, Bradley On Demand gives your dealership the tools to dominate every department—Sales, Internet, BDC, CRM, Phone, and Leadership. From sharpening individual skills to elevating entire teams, this platform ensures your people are trained, tested, and certified for maximum success. Equip your dealership to sell more cars, more often, and more profitably with Bradley On Demand!
What does it take to truly understand every angle of dealership operations? In this episode, LA Williams sits down with Jonathan Schrieber, a proven leader whose journey began in his family-owned dealerships, sharpened through hands-on roles in sales and management, and elevated when he graduated from the prestigious NADA Dealer Academy!
"You can't just move the pieces around and expect things to work in a dealership. You have to have the right mentality and mindset." - Jonathan Schrieber
Jonathan shares how his unexpected path, from teaching and coaching to living the day-to-day grind of the showroom, shaped his passion for the Internet department and ignited his drive to innovate CRM processes, lead management, and operational efficiency. His experiences aren’t secondhand theories; they’re lessons learned from the front lines of dealership life.
"I wanted things to happen faster than they were. Just overall being more patient and understanding the situation." - Jonathan Schrieber
Now at Dealer Synergy, Jonathan brings that same grit and expertise to multiple rooftops across the country. He opens up about the realities of transitioning from in-store leadership to vendor-side accountability, the challenges and wins of outsourced BDCs, and why running a dealership is strikingly similar to coaching a championship sports team.
"You can't control customers. You can shape them and try to lead them, but at the end of the day, it's their decision to make." - Jonathan Schrieber
If you’re a dealership manager looking for practical, battle-tested strategies to optimize your CRM, hold your team accountable, and lead with confidence, this episode will inspire you to rethink what’s possible in your store.
Key Takeaways:
✅ Jonathan Schrieber's transition from education to the automotive industry illustrates the diverse career paths that lead to success in the automotive sector.
✅ Effective use of CRM systems is crucial for dealership operations, with emphasis on automation and complete utilization of CRM capabilities before switching systems.
✅ Understanding the balance between technical skills and people skills is essential for automotive sales success, suggesting roles can be complemented through team support.
✅ Patience and accountability are vital traits for dealership management, with a focus on informed and data-driven decision-making.
✅ Jonathan encourages a mindset shift in managing personal finances, advocating for saving practices among salespeople to ensure financial stability.
About Jonathan Schrieber Jonathan Schrieber is an experienced automotive professional who has transitioned from teaching to the automotive industry, where he worked his way up within dealerships. He has held various roles, such as an Internet Director and General Manager, learning and optimizing every aspect of the dealership operation. Accredited with NADA University, Jonathan brings a structured, analytical approach to his work, enhancing operations with his deep understanding of CRM systems and automotive sales processes. Currently, he is making strides in consulting and training with Dealer Synergy, where he focuses on improving organizational processes and performance.
Navigating the Automotive Industry: Insights from a Dealer Synergy Leader
Key Takeaways * Role Versatility: Understanding multiple dealership roles fosters a well-rounded perspective, crucial for effective leadership. * CRM Mastery: Technical proficiency in CRM systems enhances efficiency and customizes client management. * Patience and Timing: Remaining patient and strategic in career growth pays dividends in the long run.
The Multidimensional Journey of Automotive Leadership
The automotive industry is rich with opportunity but demands an intricate balance of passion, tactical understanding, and versatile skills. Jonathan Schrieber's trajectory from teaching to automotive leadership exemplifies this blend. At the core of his journey is a move from academia into automotive sales—a transition informed by his analytical nature. "I have always been more analytical," highlights how this quality underpinned his career progression and success. Schrieber's experience underscores the value of comprehending diverse dealership roles—whether it's selling, managing an internet department, or orchestrating dealership operations. Such an approach not only builds comprehensive industry comprehension but also cultivates strategic foresight crucial for effective dealership leadership.
Exploring new challenges led Schrieber to adopt analytical tools, refining operational efficiencies alongside enhancing customer experience. Through Dealer Synergy, he reflects, "Understanding CRM inside and out," provides the leverage needed to excel in managing extensive client data while ensuring customer satisfaction. For industry professionals, embracing multiple roles and understanding CRM intricacies enhance both leadership capabilities and organizational success.
CRM as a Strategic Tool in the Automotive Arena Customer Relationship Management (CRM) is indispensable in the automotive industry. Schrieber’s insights into leveraging CRM systems reflect its criticality as a strategic asset. A profound understanding of CRM functionalities allows leaders to tailor client interactions, thus optimizing productivity. "There's no perfect CRM," Schrieber notes, emphasizing the importance of thorough insight into the CRM systems to fully harness their potential.
Success in the automotive field relies on utilizing CRM tools for seamless data management and strategic operation. As Schrieber underscores, using CRM effectively ensures informed decision-making, reinforced by data insights. In this data-driven industry, the focus must remain on understanding intricate CRM details and applying them to foster enhanced dealership operations.
Patience and Strategic Growth: Lessons for the Automotive Professional In the fast-paced automotive world, patience and strategic planning herald long-term success. Reflecting on his earlier career, Schrieber highlights the importance of pacing one's professional journey: "Just be more patient," he confesses looking back. This mindset is a powerful takeaway for industry professionals eager for swift progression.
Navigating through dealership roles and external challenges, Schrieber emphasizes the incremental benefits of patience woven into career strategies, stating, "Set objectives and pay yourself first." Adopting deliberate career strategies and prioritizing objectives ensure sustained progress amid industry volatility. Embracing a patient, calculated approach fosters lasting, impactful success.
Integrating Insights for Elevating Automotive Success
Jonathan Schrieber’s journey highlights pivotal themes for reflection and application within the automotive sector—role versatility, CRM proficiency, and strategic patience. By mastering these domains, professionals can cultivate robust, adaptable career pathways, enhanced customer relations through CRM, and strategic resilience amidst industry dynamics. These insights crystallize the multidimensional fabric of automotive leadership, driving sustained success amidst evolving challenges.
Resources + Our Proud Sponsors:
The Millionaire Car Salesman Facebook Group: Join the #1 Mastermind Group in the Automotive Industry with over 29,000 members worldwide. Collaborate with automotive professionals, learn the best industry practices, and connect with top mentors, managers, and sales leaders. Join The Millionaire Car Salesman Facebook Group today!
Dealer Synergy: The automotive industry’s #1 Sales Training, Consulting, and Accountability Firm. With over 20 years of proven success, Dealer Synergy has helped dealerships nationwide build high-performing Internet Departments and BDCs from the ground up. Our expertise includes phone scripts, rebuttals, CRM action plans, lead handling strategies, and management processes; all designed to maximize your people, processes, and technology!
Bradley On Demand: The automotive industry’s most powerful Interactive Training, Tracking, Testing, and Certification Platform. With LIVE virtual classes and access to a library of over 9,000 on-demand training modules, Bradley On Demand gives your dealership the tools to dominate every department—Sales, Internet, BDC, CRM, Phone, and Leadership. From sharpening individual skills to elevating entire teams, this platform ensures your people are trained, tested, and certified for maximum success. Equip your dealership to sell more cars, more often, and more profitably with Bradley On Demand!
In this powerful and heartwarming episode of the Millionaire Car Salesman Podcast, Tianna Mick, joined by her powerhouse mother, Karen Bradley, CEO of Dealer Synergy, welcomes another incredible mother-daughter duo, Tiffany Kruzer and Liana Nikel, to the show!
“For me, it's just I've watched this amazing empire that my mom has built for herself, and it really motivates me to push myself to succeed." - Liana Nikel
Together, these dynamic women share their stories of breaking barriers and building legacies in the automotive industry. From navigating the challenges of a traditionally male-dominated field to embracing mentorship, technology, and modern marketing strategies, they reveal what it takes to thrive and transform the car business for future generations!
"People purchase and like people that they know they can trust and building that relationship and not just forgetting about a person after you have had contact with them." - Tiffany Kruzer
Listeners will hear first-hand how these mother-daughter teams:
- Create lasting family legacies in automotive.
- Balance old-school customer relationships with new-school digital marketing.
- Overcome obstacles with persistence, self-motivation, and trust.
- Highlight the power of female representation and leadership in auto sales.
This episode is filled with inspiration, strategy, and proof that women are not only thriving but reshaping the automotive world. Whether you’re a sales professional, a leader in the industry, or someone looking to create your own legacy, this is an episode you won’t want to miss!
Key Takeaways:
✅ The power of mentorship, especially from family, offers a profound support system that can significantly enhance career development in the automotive industry.
✅ Transitioning between generations in the automotive industry highlights the evolution of sales techniques, incorporating both traditional methods and modern technology.
✅ Developing long-term customer relationships is crucial for sustained success and can significantly increase referrals, building a future-proof sales business.
✅ Overcoming challenges as women in a male-dominated industry requires determination and the ability to remain resilient against societal stereotypes.
✅ Legacy creation is about more than individual achievements; it's about instilling values and establishing systems for future generations to succeed and innovate.
About Tiffany Kruzer Tiffany Kruzer is a record-breaking saleswoman at Ken Ganley Honda. Her career began in telemarketing and quickly transitioned to the auto industry, where she leverages her exceptional communication skills to achieve astounding sales records. Her journey is marked by overcoming gender barriers, leading her to be featured on the cover of Auto Dealer Monthly!
About Liana Nikel Liana Nikel is a rising star at Medina Buick GMC Cadillac, and daughter of Tiffany Kruzer. Initially a preschool teacher, Liana transitioned to automotive sales, inspired by her mother's successful career. Her approach is centered around building long-term customer relationships!
About Karen Bradley, CEO Karen Bradley is the CEO of Dealer Synergy, specializing in automotive training, branding, and sales strategy. Her career in the automotive industry spans 18 years, marked by a deep commitment to operational excellence and employee development. Notably, she advanced from an intern to leading the company, which was founded by her husband, Sean Bradley.
About Tianna ‘T Got Your Keys’ Mick Tianna Mick aka T Got Your Keys, is a significant figure in the world of automotive sales. She has emerged as a vital part of the family legacy at Dealer Synergy, following the footsteps of her mother, Karen Bradley, in transforming the sales landscape.
Unleashing Automotive Success: The Impact of Mother-Daughter Duos in the Industry
Key Takeaways:
- Mentorship within the automotive industry, particularly from family connections, significantly enhances career success and personal growth.
- Embracing a blend of generational experiences creates a powerful synergy that drives innovation and adaptability in a traditionally male-dominated field.
- Building a legacy is about continuous influence and active mentorship, crafting a pathway for future generations to thrive in automotive sales and leadership.
The Transformative Power of Mother-Daughter Mentorship in Automotive
The automotive industry is often perceived as a daunting male-dominated arena, where women have historically faced numerous challenges. However, in the recent episode of the "Millionaire Car Salesman Podcast," an inspiring conversation unfolds. Hosted by Tianna Mick, also known as "T," and featuring powerful industry leaders like Karen Bradley and Tiffany Kruzer, this discussion unlocks the essence of mentorship, generational synergy, and legacy building within the sector.
In this lively exchange, Tianna Mick, along with her mother Karen Bradley, CEO of Dealer Synergy, align voices with Tiffany Kruzer and her daughter, Liana Nikel, illustrating the vibrant dynamics involved in navigating and thriving in automotive sales. The dialogue elaborates on how robust mentorship and familial bonds are not only transforming individual careers but reshaping the very fabric of the industry.
Karen Bradley highlights the importance of mentorship by stating, "Knowing and understanding that sometimes we don't necessarily want to do things, but we need to do those things is what sets us apart." This mindset is a cornerstone for emerging leaders in the automotive world, emphasizing that consistent actions and demonstrated success pave the way for future improvements.
Empowering Women Through Generational Synergy Generational synergy is a force multiplier. As evidenced by Liana Nikel's transition from teaching to automotive sales, where she attributes the shift to observing her mother, Tiffany Kruzer. The blend of past wisdom and modern approaches—an environment Karen and Tiffany have cultivated—is pushing industry barriers. Tiffany reflects on her journey, "At first was in a career when I was doing telemarketing; I noticed I really had a drive to talk to people, and I was good at it."
Here, we see the intersection of traditional perseverance with contemporary technology and social integration. The older managerial styles, depicted vividly as Liana recounts experiences at her "old-school" dealership, clash yet ultimately harmonize with the more progressive tactics of their new environment. This fusion represents how the automotive landscape is shifting, driven in part by female leadership and family mentorship.
Tianna Mick sheds light on this transformation, recalling her own journey, "When I had that opportunity… I saw that was something that I was pretty good at." Demonstrating that when nurtured adequately, younger generations thrive, bridging traditional practices with innovative strategies.
Legacy Building: Creating a Foundation for the Future Through the lens of legacy building, this conversation enriches the understanding of how purposeful mentorship creates lasting impact. Karen Bradley expresses her thoughts on legacy: "I want to leave behind values and good habits for future generations." This notion is reinforced as Tiffany Kruzer shares stories of leading by example, proving that actions over time inspire those who follow.
Legacy in the context of the automotive world extends beyond family. It is about empowering a community—through shared knowledge, experience, and opportunity. Tiffany and Karen's support of their daughters not only provides personal insight but sets a precedent within their professional realms. Tianna Mick reiterates this shared mission by pointing out, "Legacy isn't just passed down, it's built together."
The significance of actively nurturing relationships within the industry comes through in how Tiffany describes her client interactions. By maintaining connections, she secures repeat business and referrals, embodying the ideal of a professional legacy: "Spending all day with… our children… influences their success and future."
The Continuous Influence of Mentorship Across Generations In the web of professional transitions and personal growth, the unifying thread is the family mentorship that transcends simple guidance. As the industry increasingly diversifies, these relationships illuminate pathways for more inclusive and effective leadership. This dynamic dialogue unveils that embracing diverse career perspectives—even those not initially charted by one’s own vision—are vital in carving roles for women in automotive spaces.
Both seasoned mothers and their ambitious daughters are clear about their mission. For Karen Bradley, it's about demonstrating "that sometimes actions speak louder than words." Meanwhile, Tiffany encourages the next generation to "carry [their] own weather," a metaphor for maintaining inner strength and resiliency regardless of external circumstances. These reflective insights underscore not just a transition of skills or aspirations but highlight a collective ambition for where the future can expand.
Ultimately, the podcast crystallizes how integral these family partnerships are to reshaping the automotive industry, emphasizing that success is deeply rooted in the sharing of experiences and continued growth. This episode offers a masterclass in personal and professional development, providing a blueprint not just for ascending in ranks, but for altogether reinventing them for those to come.
Resources + Our Proud Sponsors:
The Millionaire Car Salesman Facebook Group: Join the #1 Mastermind Group in the Automotive Industry with over 29,000 members worldwide. Collaborate with automotive professionals, learn the best industry practices, and connect with top mentors, managers, and sales leaders. Join The Millionaire Car Salesman Facebook Group today!
Dealer Synergy: The automotive industry’s #1 Sales Training, Consulting, and Accountability Firm. With over 20 years of proven success, Dealer Synergy has helped dealerships nationwide build high-performing Internet Departments and BDCs from the ground up. Our expertise includes phone scripts, rebuttals, CRM action plans, lead handling strategies, and management processes; all designed to maximize your people, processes, and technology!
Bradley On Demand: The automotive industry’s most powerful Interactive Training, Tracking, Testing, and Certification Platform. With LIVE virtual classes and access to a library of over 9,000 on-demand training modules, Bradley On Demand gives your dealership the tools to dominate every department—Sales, Internet, BDC, CRM, Phone, and Leadership. From sharpening individual skills to elevating entire teams, this platform ensures your people are trained, tested, and certified for maximum success. Equip your dealership to sell more cars, more often, and more profitably with Bradley On Demand!
In this powerful episode, host Sean V. Bradley delves into the unique career journey of Nena Gilmore Moss, a top-performing salesperson at Bolivar Ford with a substantial background in law enforcement! From a career path that’s anything but ordinary to her impressive achievements in automotive sales, Nena’s journey is filled with lessons, strategies, and surprising insights!
"I had some goals, and I knew what I needed to do early on to get to where I wanted to be." - Nena Gilmore Moss
Listeners will discover how her unique background shaped her approach to sales and the unconventional methods she uses to consistently rise to the top of her field. This episode is packed with fresh perspectives, actionable ideas, and a story that proves success can come from the most unexpected places.
"Work hard. You can't sit back and wait on ups." - Nena Gilmore Moss
Sean V. Bradley explores with Nena the strategies behind her success, particularly her adept use of client relationships and industry connections to drive repeat business and referrals. Her approaches are framed around macro selling strategies which have proven to be highly effective, allowing her to sell nearly 36 cars a month. Nena’s story is a testament to the fact that strategic networking and customer-centric service can revolutionize one’s sales approach.
"Probably 99% of my business is repeat and referral." - Nena Gilmore Moss
Tune in and hear firsthand how Nena has turned her past experiences into a formula for dominating the automotive industry, while inspiring others to push past limits and rethink what’s possible!
Key Takeaways:
✅ Leverage Past Experiences: Nena’s law enforcement background gives her a unique edge in sales, allowing her to communicate effectively and build trust quickly with clients.
✅ Importance of Relationship Building: Developing strong relationships with customers is crucial for generating repeat and referral business.
✅ Macro Selling Strategies: Nena uses strategic community connections to tap into group sales, enhancing her sales volume through organized partnerships.
✅ Community Engagement: Participation in local events is essential for visibility and networking in the community, generating opportunities beyond regular leads.
✅ Process and Training: Emphasizing the significance of having a well-structured sales process and continuous training to optimize performance and customer satisfaction.
About Nena Gilmore Moss Nena Gilmore Moss is a top sales professional at Bolivar Ford in Tennessee, with a unique and diverse professional background. Before entering the automotive industry, Nena dedicated 18 years to law enforcement, spending nine of those years as a training manager within the prison system! Her extensive experience has equipped her with exceptional skills in communication, process integrity, and leadership. Nena has made a remarkable transition into automotive sales, where she consistently excels, often topping the sales chart and bringing a wealth of experience and a strategic mindset to her current role. Nena continues to break barriers and is an inspiration to everyone in the industry!
Mastering Automotive Sales: Leveraging Experience and Networks for Success
Key Takeaways
- Building strong, authentic relationships is a key to expanding your customer base and securing repeat business.
- Leveraging your unique background and network to establish niche markets can significantly boost your sales and reputation.
- A proactive approach to marketing and relationship-building, rather than waiting for prospects, leads to greater success in the automotive sales industry.
Harnessing Your Past for Present Success In the realm of automotive sales, one of the most effective strategies involves drawing from your previous experiences and networks. This idea is brilliantly illustrated in the journey of Nena Gilmore Moss, a former law enforcement officer who transitioned seamlessly into automotive sales and achieved remarkable success. With almost two decades in law enforcement, she now thrives as a top-performing sales consultant at Bolivar Ford. Her story is a testament to the power of leveraging one's unique background to create a distinct value proposition.
Having worked "18 years in a prison system," as Moss states, she drew upon her extensive experience in dealing with a wide range of people and situations to excel in automotive sales. The adaptability and communication skills she honed over the years have become invaluable assets. "What do you think your previous life helped you or prepared you with to be able to be successful in automotive?" Moss reflects, "Having a plan and following a process… because if we don't follow a process, it's chaos."
Her law enforcement experience provided her with the unique ability to "build that relationship in the beginning and keep that [customer] relationship going," which contrasts with typical sales approaches that often emphasize immediate sales over long-term relationships. This tailored approach not only earns repeat business but also generates vast referrals, underscoring the importance of leveraging past networks to create a new client base.
Strategies for Building a Referral Network
Referral networks are gold mines in the sales industry, often untapped due to either a lack of awareness or an understanding of how to cultivate them. Moss's experience showcases the immense potential of tapping into pre-existing professional networks to foster business growth. She eloquently narrates her tactic of leveraging connections from her time in law enforcement to form a robust referral base in her sales career.
"We have a program that's not open to the public. It is exclusive to law enforcement only because that's my background," she explains, demonstrating the significance of crafting a special, targeted program tailored to specific client groups. This strategy has been instrumental in driving referrals: "Probably 99% of my business is repeat and referral."
Her proactive strategy extends even further, utilizing tools like LinkedIn to establish new contacts with police departments and other relevant organizations. The creation of a targeted lead generation process involving these connections exemplifies how combining traditional relationship-building with modern platforms can expand one's reach exponentially.
The Art of Proactive Selling
An overarching lesson from Moss's success story is the power of proactive selling—the art of creating opportunities rather than waiting for them to appear. Moss, a former training manager, understands discipline and execution and applies these principles to automotive sales to gain clear advantages over competitors. "In this business, you can't sit back and wait on ups. You can't sit and hope that somebody comes on the parking lot, you got to work."
Through active community involvement and personalized outreach, she doesn't just wait for customers to walk through the door. Instead, Moss engages in activities like setting up booths at local events and diligently cultivating a positive reputation in her community. She also delves into untapped opportunities like becoming a certified car safety inspector, offering her services to parents and daycare centers. This niche service not only provides value but differentiates her from many others in the field.
Moss emphasizes, "Once you build that relationship, you keep that relationship. And you're transparent about your process. You explain your process. You work hard in the beginning, it pays off." These diligently-nurtured relationships then serve as a reliable source of ongoing business, reinforcing the importance of investing in long-term customer engagement strategies.
Looking at Moss's journey, it becomes clear that in automotive sales, success is within reach when employing tailored approaches that draw on personal expertise and networks. This is a lesson echoed through her narrative, where methodical planning, adaptability, and leveraging past experiences become the bedrock of a thriving sales career. By cultivating meaningful relationships and employing proactive, network-based strategies, sales professionals can significantly boost their impact and create a thriving business founded on trust and exceptional service.
Resources + Our Proud Sponsors:
The Millionaire Car Salesman Facebook Group: Join the #1 Mastermind Group in the Automotive Industry with over 29,000 members worldwide. Collaborate with automotive professionals, learn the best industry practices, and connect with top mentors, managers, and sales leaders. Join The Millionaire Car Salesman Facebook Group today!
Dealer Synergy: The automotive industry’s #1 Sales Training, Consulting, and Accountability Firm. With over 20 years of proven success, Dealer Synergy has helped dealerships nationwide build high-performing Internet Departments and BDCs from the ground up. Our expertise includes phone scripts, rebuttals, CRM action plans, lead handling strategies, and management processes; all designed to maximize your people, processes, and technology!
Bradley On Demand: The automotive industry’s most powerful Interactive Training, Tracking, Testing, and Certification Platform. With LIVE virtual classes and access to a library of over 9,000 on-demand training modules, Bradley On Demand gives your dealership the tools to dominate every department—Sales, Internet, BDC, CRM, Phone, and Leadership. From sharpening individual skills to elevating entire teams, this platform ensures your people are trained, tested, and certified for maximum success. Equip your dealership to sell more cars, more often, and more profitably with Bradley On Demand!
How does someone go from pushing cars on the lot to selling 40 vehicles a month and earning in one month what used to take him a YEAR? In this episode, Sean V. Bradley sits down with Denzel Applewhite, a top-producing automotive professional, to uncover the mindset, strategies, and innovative techniques that turned his career into a powerhouse success story!
"You get out what you put in. So just keep that in mind. First and foremost, just try to take the job seriously because you are your own business."
Denzel shares how he leverages modern tools like social media and Facebook Marketplace alongside proven in-store processes to keep a steady flow of sales and referrals. This conversation dives deep into how the right mindset, training, and dealership strategy can unlock record-breaking results—and why motivation alone isn’t enough without the systems to back it up.
"The motivation, the hustle... that's what sets me apart from the other salespeople."
Whether you’re brand new to the business or a seasoned veteran, this episode delivers powerful insights you won’t want to miss!
Key Takeaways:
✅ The significance of a robust dealership organization that supports sales staff through marketing, training, and technological investments.
✅ How leveraging Facebook Marketplace as a cost-effective tool can generate additional leads, resulting in increased car sales.
✅ The vital role of an accurate needs assessment and strategic questioning in closing deals and achieving higher sales numbers.
✅ Exploring multiple avenues beyond traditional sales methods, such as data mining and service department collaborations, to secure more car deals.
✅ The impact of motivation and hustle in transforming a sales career, highlighting the potential earnings and job satisfaction in the automotive field.
About Denzel Applewhite Denzel Applewhite is a top-performing automotive sales professional at Step One Kia in Fort Walton Beach, Florida, where he has quickly built a reputation as a results-driven and customer-focused consultant!
With over four years of industry experience, Denzel’s journey is an inspiring one—he began his career as a lot porter making just $26,000 annually, and through hard work, dedication, and sales mastery, he now grosses that same amount in a single month. Recently, he achieved a remarkable milestone by selling 40 cars in just one month, a testament to his exceptional skills and relentless drive.
Denzel’s approach to sales is shaped not only by his personal determination but also by the influence of his sister, Nicole Applewhite, a respected and seasoned automotive professional. Together, they represent a family legacy of excellence in the auto industry.
Passionate about helping customers find the right vehicle while delivering a world-class buying experience, Denzel continues to raise the bar in automotive retail and inspire others in the profession with his story of growth, resilience, and success.
Climbing the Ranks: Unveiling the Path to Automotive Sales Success
In the dynamic world of automotive sales, carving out a career that not only meets but exceeds expectations is no small feat. This is precisely what Denzel Applewhite has accomplished, transforming his journey from earning $26,000 annually as a lot porter to an astounding $26,000 in a single month as a salesman. In a conversation with Sean V. Bradley, this transcript reveals the strategies and mindset that fueled Denzel’s meteoric rise in the auto sales industry. For those looking to optimize their careers, this article outlines the critical themes and strategies from the conversation, shedding light on how to replicate such success in your journey.
Key Takeaways * Diversification in lead generation is crucial: To become a top performer, one must leverage various avenues like fresh ups, Internet leads, and personal marketing efforts. * Maximizing opportunities through effective communication: A strong focus on needs assessment and qualifying questions enhances the sales process, making it more efficient and customer-centric. * Mindset and motivation drive success: A relentless work ethic and the drive to hustle are foundational to overcoming obstacles and achieving high sales numbers.
Utilizing Multiple Lead Generation Channels The Power of Diversification In the automotive sales sector, relying solely on one or two lead sources can limit your potential. Denzel Applewhite exemplifies this through his diversified approach that includes walk-ins, referrals, and strategic use of social media platforms like Facebook Marketplace. As he explains, "I take photos of my inventory…and post them on Marketplace," allowing him to generate approximately 70 to 80 leads monthly with minimal financial investment. His strategy underscores the importance of being proactive in sourcing leads and illustrates how leveraging free digital platforms can yield significant returns.
By expanding lead sources, not only are salespersons able to tap into untapped markets, but they also shield themselves against fluctuations in any single channel. Denzel’s use of Facebook Marketplace is particularly illuminating. For less than $100 a month, he consistently draws dozens of leads, showcasing an innovative and cost-effective strategy that others in the field can emulate. And as Sean emphasized, scaling this method with increased investment and potentially teaming with an assistant could further amplify results, moving a salesperson from satisfactory to exceptional performance.
The Role of Strategic Communication Mastering Customer Engagement A recurring theme in Denzel's methodology is his adeptness at handling customer interactions, starting with a solid needs assessment. The success in selling as many as 40 cars in a single month is partly attributed to effectively qualifying customers early in the process. Denzel states, "What do you currently pay on your current vehicle?" This question alone propels the conversation into a productive direction, focusing on aligning vehicle options with genuine budget constraints and desires.
Denzel and Sean both stress the importance of precise communication, which helps in managing customer expectations and minimizes wasted time. Sean adds a layer by rephrasing the question into a trust-building statement: "I'm here to not only sell you the exact car you're looking for but…on your terms," making the customer feel in control and valued. This illustrates that beyond mastering the transaction mechanics, connecting authentically with customers is key to enhancing sales outcomes.
The Indispensable Mindset for Success Motivation and Resilience Sales is as much a mental endeavor as it is a transactional one. Denzel's ascent in the automotive sales industry is a testament to tenacity and motivation. He mentions, "I'm right back out there on the lot trying to find a new opportunity… that's just how I am." This statement speaks volumes about the persistence required to maintain and escalate one's position in auto sales.
The broader lesson here is the essence of mindset in driving performance metrics. For Denzel, the hustle doesn’t stop at just hitting targets—it means creating them. This drive, coupled with a resilience to face rejection or setbacks, defines his professional ethos. As Sean contextualizes, the ability to earn is directly tied to one’s willingness to put in the work—“You have to earn that…”
Revisiting the Blueprint for Success Denzel Applewhite’s narrative offers a real-world framework for success in automotive sales—one that others can follow. Through diversified lead generation, strategic customer engagement, and unwavering motivation, his story is not only inspiring but instructive. Each theme examined provides actionable insights, from maximizing free platforms like Facebook Marketplace to crafting communication strategies that resonate with customers.
Furthermore, the conversation sheds light on the broader implications of these strategies. They remind us that sustainable success comes from continuous improvement, adaptation, and the courage to innovate. Denzel exemplifies this through leveraging all available resources, maintaining a client-centric approach, and committing his energies to relentless self-motivation. Whether you’re starting in the field or seeking advancement, adopting these principles could be the stepping stone to elevating your career to extraordinary heights.
Resources + Our Proud Sponsors:
The Millionaire Car Salesman Facebook Group: Join the #1 Mastermind Group in the Automotive Industry with over 29,000 members worldwide. Collaborate with automotive professionals, learn the best industry practices, and connect with top mentors, managers, and sales leaders. Join The Millionaire Car Salesman Facebook Group today!
Dealer Synergy: The automotive industry’s #1 Sales Training, Consulting, and Accountability Firm. With over 20 years of proven success, Dealer Synergy has helped dealerships nationwide build high-performing Internet Departments and BDCs from the ground up. Our expertise includes phone scripts, rebuttals, CRM action plans, lead handling strategies, and management processes; all designed to maximize your people, processes, and technology!
Bradley On Demand: The automotive industry’s most powerful Interactive Training, Tracking, Testing, and Certification Platform. With LIVE virtual classes and access to a library of over 9,000 on-demand training modules, Bradley On Demand gives your dealership the tools to dominate every department—Sales, Internet, BDC, CRM, Phone, and Leadership. From sharpening individual skills to elevating entire teams, this platform ensures your people are trained, tested, and certified for maximum success. Equip your dealership to sell more cars, more often, and more profitably with Bradley On Demand!
In this episode of the Millionaire Car Salesman Podcast, Sean V. Bradley and LA Williams sit down with Rammy Joudeh and Dayne Thornicroft, co-founders of AutoBandit—a modern leasing marketplace transforming the automotive landscape.
"Expand your horizons with all the different means of which you're selling." – Dayne Thornicroft
The conversation opens with the success story of multimillionaire car salesman Cody Carter and highlights how his results stem from strategic use of auto brokers and marketplaces. Rammy and Dayne pull back the curtain on how AutoBandit sets itself apart from traditional brokers by offering a transparent, dealer-first platform backed by a rigorous vetting process to deliver high-quality, real leads.
"He lives where the shoppers hang out." – Rammy Joudeh, on Cody Carter's strategy.
This episode dives deep into the current leasing climate, explores how recent legislative changes like the “big beautiful bill” are impacting the market, and provides practical strategies for dealerships to diversify their prospecting channels and close more deals.
"We produce a completely desked deal and qualified buyers.” – Rammy Joudeh
Whether you're a GM, GSM, Internet Director, or top-performing sales professional, this episode is packed with insights that can help you scale smarter, sell faster, and take full advantage of what the marketplace model has to offer! Tune in to learn how AutoBandit is helping dealerships increase sales volume—and why now is the time to reach out and get started.
Key Takeaways:
✅ Success Leaves Clues: Emulating the strategies of successful salespeople like Cody Carter can unlock new levels of achievement for sales professionals.
✅ Marketplace Versus Auto Broker: Understand the distinct benefits of using an online marketplace over traditional auto brokers to expand reach and streamline the car leasing process.
✅ Leasing Benefits: Discover why leasing is a thriving option in the automotive industry, particularly in light of recent economic and legislative changes.
✅ Transparent Transactions: Importance of maintaining transparency in vehicle pricing and the purchase process to promote customer trust and satisfaction.
✅ Risk-Free Opportunities: AutoBandit offers a risk-free way for dealers to list inventory, only charging fees upon the completion of a sale, providing a clear advantage over traditional sales models.
About Dayne Thornicroft Dayne brings expertise in finance and insurance, combined with a robust knowledge of data analytics. His analytical skills played a key role in co-founding AutoBandit with Rammy. Dayne’s ability to optimize automotive deals and his deep understanding of complex leasing strategies make him a pivotal force in providing digital automotive solutions designed to elevate customer experiences.
About Rammy Joudeh Rammy is a serial technology entrepreneur with a rich background in SEO, search engine optimization, and online marketing. Driven by his passion for cars, Rammy co-founded AutoBandit, an online marketplace focused on transforming how vehicles are leased and financed. His experience includes founding successful startups and applying innovative marketing strategies to the automotive space.
Mastering the Art of Car Sales: Insights from the Millionaire Car Salesman Podcast Key Takeaways * Leverage Proven Strategies: Cody Carter's success stems from embracing diverse methods such as Facebook groups, leasing mastery, and auto brokers. * Embrace Transparency in Marketplaces: Establish marketplaces, like AutoBandit, provide a risk-free, transparent platform for car dealerships. * Future-Proofing with Leasing: Understanding emerging trends and new legislation can reshape dealership strategies and consumer interactions.
In the world of automotive sales, achieving outstanding success demands both innovation and a keen understanding of market dynamics. The Millionaire Car Salesman Podcast provides a treasure trove of insights through candid discussions with industry insiders. The conversations with Sean V. Bradley and automotive experts Rammy Joudeh and Dayne Thornicroft underscore pivotal themes in today's automotive marketplace. By examining the strategies of top sellers, the role of innovative marketplaces, and the reshaping landscape due to new legislation, it becomes clear how these elements synergize to redefine success in car sales.
Harnessing the Cody Carter Model: Strategic Success in Car Sales Cody Carter stands as a beacon of success in the automotive industry, consistently achieving remarkable sales numbers. His multifaceted strategy serves as a blueprint for other salespeople aiming to elevate their performance. As Sean V. Bradley notes, "Success leaves clues." Carter's approach is not just about exceptional interpersonal skills but about strategically positioning himself where the customers are: "He lives where the shoppers hang out," states Rammy Joudeh.
Carter leverages several key tactics. His utilization of Facebook groups allows him to connect with potential buyers effectively. His expertise in leasing, specifically through self-service pricing platforms such as Least Genius, empowers customers with the information they crave, thus enhancing the buying experience. Moreover, Carter's strategic alliances with auto brokers create a pipeline for consistent, qualified leads.
Understanding and implementing these elements can drive significant improvements in a salesperson's business model. Dealers and sales professionals need to adopt a mindset of continuous learning and adaptation, leveraging environments where customers are most active.
Redefining Transparency in Car Dealerships with Marketplaces In an era where trust and transparency hold paramount importance, marketplaces like AutoBandit emerge as revolutionary platforms for dealerships. These marketplaces are transforming the car sales landscape by providing risk-free opportunities to connect buyers and dealerships. "We want to perform; if we don’t perform, that’s on us," says Rammy Joudeh, emphasizing the accountability and confidence embedded in their model.
AutoBandit, as highlighted by Dayne Thornicroft, offers a unique approach by integrating transparency into the transaction process. With practices such as running soft credit apps, verifying IDs, and securing deposits upfront, the marketplace minimizes friction between buyer and dealership. This ensures that only qualified buyers engage, enhancing efficiency and customer satisfaction.
By shifting focus to such platforms, dealerships can drive customer confidence and improve sales. They provide an avenue to bypass traditional lead generation pitfalls by creating seamless experiences that culminate in qualified, delivery-ready prospects.
Navigating the Legislative Landscape: Impacts and Opportunities New legislation, particularly the recent "big beautiful bill," holds the potential to reshape the automotive industry. As Dayne Thornicroft outlines, significant aspects of these legislative changes include adjustments to EV rebates, impacting leasing's attractiveness. "Leasing a hybrid and an ev… their penetration rates… are much, much higher," he states, reflecting the growing importance of understanding these market shifts.
The implications for car sales lie in adapting to these changes proactively. By capitalizing on current benefits, such as EV lease incentives before they phase out, dealerships can enhance their value proposition to customers. Such foresight ensures dealerships remain competitive amidst evolving legislative environments.
Moreover, the conversation among the podcast's hosts touches on an evolving market ethos—consumers now expect pricing transparency. With the enforcement of initiatives like the Cars Act waning, responsibility falls on dealerships to maintain trust through integrity and openness, ultimately nurturing long-term customer relationships.
Synthesizing Market Dynamics for Unparalleled Success The wisdom imparted through conversations on the Millionaire Car Salesman Podcast encapsulates key elements essential for domination in the car sales arena. From Cody Carter's strategic mastery to the disruptive innovations introduced by marketplaces like AutoBandit, and through the lens of crucial legislative shifts, a holistic understanding of these dynamics is vital.
Dealers and sales professionals are encouraged to analyze and incorporate these insights, strategically aligning themselves with proven practices while remaining flexible to adapt to new challenges and opportunities. In doing so, they not only secure their success but redefine the standards of excellence in the automotive industry, paving the path for a future where knowledge, transparency, and strategic acumen drive unparalleled success.
Resources:
AutoBandit: Looking for a better way to move inventory and close more deals? AutoBandit is here to help. Autobandit partners with dealerships to deliver motivated, in-market buyers right to you — cutting down the time your sales team spends chasing cold leads. With AutoBandit, you stay in control: manage your pricing, track deals, and watch your close rates rise, all from one easy-to-use platform. Want to see how it works? Visit autobandit.com/for-dealers
Dealer Synergy & Bradley On Demand: The automotive industry’s #1 training, tracking, testing, and certification platform and consulting & accountability firm.
The Millionaire Car Salesman Facebook Group: Join the #1 Mastermind Group in the Automotive Industry! With over 29,000 members, gain access to successful automotive mentors & managers, the best industry practices, & collaborate with automotive professionals from around the WORLD! Join The Millionaire Car Salesman Facebook Group today!
Win the Game of Googleopoly: Unlocking the secret strategy of search engines.
The Millionaire Car Salesman Podcast is Proudly Sponsored By:
AutoBandit: Sign-up with the industry’s leading leasing marketplace, connecting dealerships with high-quality, pre-qualified leads through a fully transparent and streamlined platform. Built by dealers for dealers, AutoBandit empowers automotive professionals to scale their leasing operations, close more deals, and increase profitability without the hassle of traditional broker models. Whether you're a seasoned veteran or looking to tap into the growing leasing market, AutoBandit is your go-to resource for sustainable, scalable growth!
Dealer Synergy: The #1 Automotive Sales Training, Consulting, and Accountability Firm in the industry! With over two decades of experience in building Internet Departments and BDCs, we have developed the most effective automotive Internet Sales, BDC, and CRM solutions. Our expertise in creating phone scripts, rebuttals, CRM action plans, strategies, and templates ensures that your dealership's tools and personnel reach their full potential.
Bradley On Demand: The automotive sales industry’s top Interactive Training, Tracking, Testing, and Certification Platform. Featuring LIVE Classes and over 9,000 training modules, our platform equips your dealership with everything needed to sell more cars, more often, and more profitably!
Watch the Episode LIVE: Click HERE to watch the Interview LIVE!
In this captivating episode of the Millionaire Car Salesman Podcast, hosts Sean V. Bradley and Tianna Mick embark on a journey to explore the transformative role of artificial intelligence in the automotive industry, driven by the revolutionary capabilities of ChatGPT by OpenAI.
"AI is becoming a seamless part of daily life." - Knight ChatGPT
Throughout the discussion, ChatGPT, dubbed "Knight" by Sean for brand alignment, showcases its prowess in enhancing dealership operations and how it stands as a powerful ally for car sales professionals aiming to improve their efficiency and results.
"AI helps dealerships and their teams do more with less effort, ultimately driving growth and improving the customer experience." - Knight ChatGPT
Delving into the automotive industry's ongoing digital evolution, Knight ChatGPT underscores the optimization potential AI holds in routine operations such as customer relationship management and predictive analytics. The episode covers practical applications, including crafting personalized customer communications and analyzing customer data to drive sales performance.
"You can get tailored advice, cutting-edge strategies, and proven techniques all in one place, helping you elevate your sales game." - Knight ChatGPT
With a greater emphasis on integrating AI insights into daily sales workflows and customer interactions, dealerships are poised to provide more efficiency and personalized customer experiences, securing a competitive edge in the market.
"If you’re not using AI, it's not that you're going to be left behind. You are ALREADY behind." - Tianna Mick
Key Takeaways:
✅ AI, particularly models like ChatGPT, can revolutionize dealership operations by automating routine tasks and providing personalized customer interactions.
✅ Sales professionals can leverage AI technology to craft tailored communication strategies, optimize their lead conversion processes, and enhance customer relationship management.
✅ AI-driven tools empower dealerships to stay competitive by integrating predictive analytics and personalized communication, crucial for improving customer satisfaction and sales outcomes.
✅ Ensuring a robust AI training program for dealership teams helps maximize the technology's potential, from the sales floor to business operations.
✅ Advanced AI tools, such as DealerSynergy AI, are facilitating state-of-the-art solutions, like generative video content, to enrich customer experiences and streamline sales operations.
About Knight ChatGPT Knight ChatGPT represents an advanced AI language model developed by OpenAI, known for its ability to engage in natural language conversations and infer human-like understanding from the input it receives. It serves as a dynamic assistant capable of generating human-like text across a broad range of topics and applications.
ChatGPT: Transforming Automotive Sales Through AI Innovation Key Takeaways:
- AI's Next Frontier in Automotive Sales: Artificial Intelligence, specifically ChatGPT, is set to revolutionize the automotive industry by enhancing efficiency, customer engagement, and sales effectiveness.
- Empowering Dealerships and Sales Professionals: AI tools provide dealerships and their employees with valuable insights and automation capabilities to improve operations and focus on high-value tasks.
- Building a Robust Referral Network: Leveraging AI to cultivate and manage a network of referral agents can dramatically increase a dealership's leads and sales opportunities.
The advent of artificial intelligence technology is reshaping industries across the globe, and the automotive sector is no exception. This week's episode of the Millionaire Car Salesman Podcast explores how ChatGPT, an advanced AI developed by OpenAI, is not just an assistant but a revolutionizing presence in automotive sales. From streamlining operations to generating qualified leads, AI promises to redefine how car salespeople engage with and sell to their customers.
AI's Next Frontier in Automotive Sales Artificial Intelligence, particularly ChatGPT, has emerged as a transformative force in enhancing dealership operations, customer engagement, and overall sales effectiveness. As described in the transcript, AI in the automotive space helps handle tasks that typically require human intelligence, "like a super advanced assistant," providing valuable support and ideas (Knight ChatGPT, [0:05:07]).
AI technology's application in car shopping is profound, offering enhanced search capabilities and personalized customer experiences. "When it comes to car shopping, the average American is leveraging AI in several ways," notes Knight. By operating recommendation engines, virtual assistants, and price comparison tools, AI equips dealerships and consumers with powerful tools to streamline decision-making (Knight ChatGPT, [0:07:00]).
Moreover, the competitive edge AI offers through refining dealership operations and marketing strategies cannot be understated. As affirmed, "AI makes the entire journey from research to purchase more efficient, personalized, and user friendly" (Knight ChatGPT, [0:07:47]).
Empowering Dealerships and Sales Professionals The integration of AI into dealership operations provides tangible benefits for both managers and sales professionals. The transcript emphasizes how tools like ChatGPT can enhance customer interactions through streamlined communications and personalized engagement. For instance, crafting custom e-mail scripts and voicemail message scripts tailored to specific customer needs leads to higher conversion rates. In the words of Knight, "By integrating ChatGPT…dealerships can offer a more personalized, efficient and proactive customer experience," setting themselves apart from competitors (Knight ChatGPT, [0:13:09]).
Beyond communication capabilities, AI-driven analytics allows for understanding and predicting consumer behavior, optimizing inventory management, and creating targeted marketing campaigns. This precision enables sales teams to tailor their strategies closely to customer demands, as detailed when discussing CRM capabilities. "AI helps dealerships and their teams do more with less effort, ultimately driving growth and improving the customer experience" (Knight ChatGPT, [0:10:12]).
AI's role in sales training is another vital aspect of empowering automotive professionals. The potential for continuous improvement through real-time feedback and data analysis enables salespeople to hone their skills and stay competitive in a fast-evolving market.
Building a Robust Referral Network One of the most compelling discussions in the transcript revolves around using AI to build a network of referral agents. By effectively communicating and creating partnerships with individuals in various industries, sales professionals can amplify their reach and lead generation efforts. ChatGPT's ability to craft personalized messages and guide referral programs highlights how AI can facilitate these relationships. Sean comments, "Leveraging ChatGPT to build a network of referral agents can make a huge difference" (Knight ChatGPT, [0:23:55]).
The strategic advantage of employing referral networks lies in their ability to reach untapped markets and cultivate trustworthy leads. As Knight outlines, using ChatGPT to establish structured referral incentives and maintain regular engagement with agents creates a robust system for generating high-quality referrals.
Importantly, training these referral partners ensures they are effective extensions of the dealership. ChatGPT can assist in creating educational materials and communication guidelines to ensure referral agents are well-equipped to promote the dealership and its offerings.
Revolutionizing Traditional Dealership Models Through AI The ongoing digital transformation in the automotive industry is massively supported by AI advancements like ChatGPT. This technology enables dealerships to leverage innovative solutions to longstanding industry challenges, from optimizing internal operations to enhancing consumer relationships.
The dialogue in the podcast exemplifies how AI integration translates into tangible business improvements, from micro-level sales tactics to macro-level market strategies. The potential to blend data-driven decision-making processes with empathetic customer interactions transforms the industry paradigm.
By embracing AI media solutions like DealerSynergy AI, dealerships unlock new avenues of engagement, ensuring a tailored, memorable customer experience, as Tiana Mick points out, "And the best thing about it is that you just record it once…the possibilities are endless" (Tianna Mick, [0:43:43]).
In embracing and advancing AI use, the automotive industry is poised for a powerful transformation. As underscored in the transcript, leveraging technology like ChatGPT will not only lead to more significant sales and profitability but will ensure that dealerships build enduring customer relationships and deepen their impact on the market landscape. With AI co-piloting alongside sales professionals, the automobile industry stands at the brink of its most innovative era.
Resources:
Dealer Synergy & Bradley On Demand: The automotive industry’s #1 training, tracking, testing, and certification platform and consulting & accountability firm.
The Millionaire Car Salesman Facebook Group: Join the #1 Mastermind Group in the Automotive Industry! With over 29,000 members, gain access to successful automotive mentors & managers, the best industry practices, & collaborate with automotive professionals from around the WORLD! Join The Millionaire Car Salesman Facebook Group today!
Win the Game of Googleopoly: Unlocking the secret strategy of search engines.
The Millionaire Car Salesman Podcast is Proudly Sponsored By:
Dealer Synergy: The #1 Automotive Sales Training, Consulting, and Accountability Firm in the industry! With over two decades of experience in building Internet Departments and BDCs, we have developed the most effective automotive Internet Sales, BDC, and CRM solutions. Our expertise in creating phone scripts, rebuttals, CRM action plans, strategies, and templates ensures that your dealership's tools and personnel reach their full potential.
Bradley On Demand: The automotive sales industry’s top Interactive Training, Tracking, Testing, and Certification Platform. Featuring LIVE Classes and over 9,000 training modules, our platform equips your dealership with everything needed to sell more cars, more often, and more profitably!
In this riveting episode of the Millionaire Car Salesman Podcast, hosts Sean V. Bradley and LA Williams invite powerhouse guest Ted Horton. Together, they delve into the transformative potential of generative artificial intelligence in the automotive sales industry.
"What if you could do this in minutes instead of spending a month creating 1,000 videos?" - Ted Horton
The conversation demonstrates how AI technology, particularly generative AI, can be seamlessly integrated to promote efficiency, optimize customer interactions, and ultimately drive sales. With a focus on utilizing generative AI for creating personalized video content, this episode decodes how businesses can leverage automated, customized communications to elevate their competitive edge.
"People prefer video... Video increases read open rates, increases engagements, increases appointments, and increases shows." - Sean V. Bradley
The central theme of this episode revolves around harnessing AI to augment dealership operations, particularly through personalized video messaging. By automating these communications, dealerships can maintain engagement with prospects and customers alike, enhancing deal velocity and building stronger relationships.
"Video bridges the gap between information and emotion. It's no longer about pushing products. It's about building relationships." - Sean V. Bradley
The discussion introduces Dealer Synergy AI powered by Gan AI, a robust partnership aimed at delivering this advanced technology to dealerships, emphasizing the significant gains in both customer satisfaction and sales figures. Tune in to explore the nuances of implementing such technology and hear firsthand success stories from industry leaders.
Key Takeaways:
✅ Generative AI is revolutionizing automotive sales by automating and personalizing customer engagement through videos.
✅ Video communication vastly outperforms text and static mediums in customer interactions, which is crucial for dealerships looking to stand out in a crowded marketplace.
✅ Integrating AI with CRMs can create an omnipresent response system that elevates sales and enhances customer satisfaction.
✅ Language barriers are no longer an obstacle, as AI can generate personalized communication in multiple languages efficiently.
✅ Dealer Synergy AI offers a white-glove service that ensures seamless integration and operation of AI tools within existing dealership systems.
About Ted Horton Ted Horton is an accomplished executive specializing in enterprise-level sales with a focus on Fortune 100 and 500 corporations. With over 30 years of experience, Ted has been instrumental in advancing sales strategies and integrating cutting-edge technology within the corporate environment. He is a former executive with BombBomb, and currently holds a senior executive role at Gan AI, an innovative company leading the charge in generative artificial intelligence.
The Future of Automotive Sales: Embracing The Generative AI Revolution Key Takeaways:
- Generative AI as a Game Changer: Video isn’t just the future; it's the standard for engaging the modern car buyer with AI-driven personalized video communications.
- Automation and Personalization Synergy: Combining AI with CRM systems ensures personalized, consistent follow-ups, hitting the sweet spot of automation and human touch.
- Unparalleled Competitive Edge: Embracing Generative AI technology in a dealership's arsenal is pivotal in creating an unfair competitive advantage, significantly increasing customer engagement and sales volumes.
The automotive industry isn't just turning a corner with technological innovations; it's racing down a highway of revolutionary change. At the forefront of this transformation is Generative AI, a breakthrough poised to redefine how dealerships engage with customers. As highlighted in the lively discussion from the Millionaire Car Salesman podcast, Ted Horton of GAN AI and Sean V. Bradley unveil the profound impact of AI-driven video content on dealership operations, painting a future where AI doesn't replace human effort— it amplifies it. In this comprehensive exploration, we dive deep into how Generative AI is reshaping the automotive sales landscape, emphasizing its strategic integration for maximized value and efficiency.
Generative AI: Reimagining Customer Engagement In today’s rapidly evolving digital landscape, video content is no longer an option but an imperative. "The ability to record these avatars and have them automatically generated real time within seconds…accelerates deal velocity," Ted Horton emphasizes, illustrating the profound capabilities of Generative AI in dealership processes. By leveraging AI to create personalized, dynamic videos instantaneously, dealerships meet customers' growing expectations for immediacy and personalization, creating stronger connections and more profound engagement.
Automated AI videos can now incorporate customer-specific data—like name, vehicle type, and more—into tailored communications. The result is not only an uplift in sales but a seismic shift in how relationships are formed and nurtured digitally. The phrase "Video isn't the future. It's the present" underscores the urgency of adopting such technologies. With statistics showing that video content dramatically increases customer engagement and conversion rates, it’s evident that AI’s role in crafting these interactions is not just advantageous but essential.
CRM and AI: A Harmonious Blend for Success Central to the transformative power of Generative AI is its seamless integration with CRM systems. This synergy ensures consistency and personalization in outreach efforts. Horton notes, "Video AI," when combined with CRM automation, is like having an omnipresent BDC (Business Development Center), eliminating human errors and providing constant, tailored customer interactions. Essentially, AI orchestrates a symphony of data and communication, effectively automating what was once a manual and error-prone process.
For dealerships, this harmony transcends traditional sales methodologies. As Bradley states, by "launching automation flows for easy each use case," dealerships not only streamline processes but elevate them—ensuring customers receive relevant, personalized content at every touchpoint. This strategic blueprint for AI integration into CRM systems not only enhances the customer experience but dramatically increases sales performance, offering dealerships a distinct and sustainable competitive edge.
The Competitive Power of AI Video in Dealerships The extraordinary potential of Generative AI isn't just in automating video creation—it's in redefining competition within the market. Dealers utilizing AI video capabilities are observing tangible improvements in sales, as evidenced by Longo Toyota's case, which highlighted a substantial increase in sales through personalized video strategies. Bradley reinforces this notion by providing a stark warning: "Every minute, every hour, every day that you waste procrastinating… is dollars lost."
By harnessing the power of Generative AI, dealerships position themselves as industry leaders—actively investing in technology that not only facilitates sales but builds robust customer relationships. The lexicon of automotive sales is thus expanded, with AI serving as a tool not of replacement, but of enhancement and opportunity. It's a call to action for dealers to pivot from antiquated methodologies towards a future enriched by AI innovation, which promises not just survival, but dominance in the competitive marketplace.
Time waits for no one, as echoed in the poetic recitation towards the end, reminding us of the fleeting nature of opportunity. The automotive industry stands on the precipice of a technological renaissance, with Generative AI as the catalyst speeding this evolution. Embracing AI technologies is no longer optional but essential, enabling dealerships to break free from the constraints of traditional processes and unlock unprecedented potential. Dealerships equipped with AI capabilities aren’t just adapting to change—they're defining it. As the industry continues its evolutionary journey, those daring to innovate with Generative AI and video technology will indeed lead the pack.
Resources:
Podium: Discover how Podium's innovative AI technology can unlock unparalleled efficiency and drive your dealership’s sales to new heights. Visit www.podium.com/mcs to learn more!
Dealer Synergy & Bradley On Demand: The automotive industry’s #1 training, tracking, testing, and certification platform and consulting & accountability firm.
The Millionaire Car Salesman Facebook Group: Join the #1 Mastermind Group in the Automotive Industry! With over 29,000 members, gain access to successful automotive mentors & managers, the best industry practices, & collaborate with automotive professionals from around the WORLD! Join The Millionaire Car Salesman Facebook Group today!
Win the Game of Googleopoly: Unlocking the secret strategy of search engines.
The Millionaire Car Salesman Podcast is Proudly Sponsored By: Podium: Elevating Dealership Excellence with Intelligent Customer Engagement Solutions. Unlock unparalleled efficiency and drive sales with Podium's innovative AI technology, featured proudly on the Millionaire Car Salesman Podcast. Visit www.podium.com/mcs to learn more!
Dealer Synergy: The #1 Automotive Sales Training, Consulting, and Accountability Firm in the industry! With over two decades of experience in building Internet Departments and BDCs, we have developed the most effective automotive Internet Sales, BDC, and CRM solutions. Our expertise in creating phone scripts, rebuttals, CRM action plans, strategies, and templates ensures that your dealership's tools and personnel reach their full potential.
Bradley On Demand: The automotive sales industry’s top Interactive Training, Tracking, Testing, and Certification Platform. Featuring LIVE Classes and over 9,000 training modules, our platform equips your dealership with everything needed to sell more cars, more often, and more profitably!
In this captivating episode of the Millionaire Car Salesman Podcast, host Sean V. Bradley and co-host LA Williams sit down with Jacob Garza, a rising star in the automotive sales industry, to uncover the secrets behind his incredible success. From starting as a BMW service valet to now consistently selling 46 cars in a month, Jacob’s story proves that success leaves clues—and he’s here to share them with you!
"Success leaves clues. That's part of the reason why we created this podcast is the mission is to get the information from the people that have it and give it to the people that need."
Jacob dives into the essential components that fueled his rise, including CRM systems, product knowledge, and his mastery of data mining and equity mining. Learn how Jacob uses these tools to stay ahead of the curve and drive sales in the competitive high-end automotive market. He also discusses the art of building lasting customer relationships and why mastering proactive outreach is a game-changer.
"Average is the enemy. You need to go in there and just try to be the very best you can be."
Whether you're new to sales or a seasoned pro, this episode is packed with actionable advice on evolving your approach and never settling for the status quo. Jacob’s story is a testament to the power of continual learning and self-improvement, both of which are key to dominating the automotive sales game.
Don’t miss this episode—Jacob Garza’s journey could be the inspiration you need to take your sales to the next level!
Key Takeaways:
✅ Foundation in CRM and Data Management: Success in sales hinges significantly on mastering customer relationship management systems and leveraging data mining and equity mining tools.
✅ Importance of Product Knowledge: Having an in-depth understanding of automotive products strengthens sales pitches and enhances customer interactions, particularly in high-line vehicle sales.
✅ Strategic Campaigning: Proactively running targeted campaigns, such as those focusing on lease retention and warranty expiration, provides lucrative opportunities for repeat business.
✅ Referral and Customer Relationship Building: Maintaining strong connections with clients leads to higher repeat business and referrals, crucial for sustained sales success.
✅ Continued Learning and Adaptation: Emphasizing a growth mindset and continual self-improvement, Garza illustrates the value of learning from industry leaders to foster success and mentorship within the field.
About Jacob Garza Jacob Daniel Garza wears many hats — literally and figuratively. He’s a family-first, high-performance sales professional based in Houston, Texas. A Senior Client Advisor at BMW of West Houston, he’s a proud father of three, devoted husband, uncle to many, and doodle dad. Known for always rocking a Houston sports hat — every day, on the showroom floor — Jacob is part of a greater hat community in the Houston area and is a die-hard fan who never misses a big game.
He credits the car business with saving his life, but becoming a father gave him purpose. Since then, he’s transformed into a top producer, helping over 300 families in 2024 and pacing 450+ in 2025, all while chasing time freedom and higher performance. Jacob leads from the front and lives with intention — building a brand, a legacy, and a life rooted in loyalty, servant leadership, and self-discipline.
Ultimately, Jacob challenges listeners to think big and act intentionally — because he is living proof that you are a product of your last 1,000 days. It’s never too late to become who you’re meant to be. Just don’t look up one day and realize that in chasing everything… you lost what matters most.
The Key to Mastering the Car Sales Industry: Insights from the Millionaire Car Salesman Podcast
Key Takeaways
- Success in the car sales industry requires mastering product knowledge, understanding customer needs, and building lasting relationships.
- Innovative use of data mining and equity mining strategies can significantly boost sales figures and personal branding.
- Achievement and mentorship go hand-in-hand; utilizing personal success to uplift others creates a thriving, sustainable sales environment.
Mastering the Automotive Sales Process
Within the competitive landscape of automotive sales, many individuals wrestle with prioritizing tasks and managing a burgeoning clientele list. According to Sean V. Bradley, host of the Millionaire Car Salesman Podcast and an authority in automotive sales, a significant pitfall for many is not mastering prioritization and multitasking. He states, "Most salespeople don't know how to deal with multiple things going on. Most salespeople don't know how to prioritize." Failure to manage these skills effectively leads to common missteps like oversight in client follow-up, resulting in lost sales opportunities.
Jacob Garza, a guest on the podcast who has achieved remarkable sales metrics, echoes Bradley's sentiments, emphasizing meticulous CRM management. For Garza, mastery began in the BDC (Business Development Center), where crafting and managing client appointments was vital to his success. "You absolutely need to know your CRM. You need to know how to get the information, how to properly log it," he advises. For those aspiring to excel, particularly in high-pressure sales environments, learning how to track customer interactions and utilizing software efficiently is crucial. CRM platforms not only streamline the sales process but also ensure that no opportunity falls through the cracks, hence proving integral for both seasoned and budding sales professionals.
Harnessing the Power of Equity Mining
One of the more innovative strategies discussed during the podcast is the use of equity mining. Garza champions this practice, emphasizing its transformative impact on his sales approach. "Equity mining is the biggest one for me," he asserts. For him, focusing on customers that are already engaged with the brand and dealership yields higher conversion rates and larger commissionchecks.
By leveraging Automotive Mastermind, a data mining and equity mining tool, Garza proactively engages with clients who have high-paying interest rates or are nearing the end of their warranties and lease terms. He notes, “I'm calling you today to ask you if I can get it off your hands…I would love to offer you top dollar for your car.” This strategic, data-driven outreach can effectively restructure a customer’s financial situation in their favor while simultaneously enhancing the dealership’s turnover. The implication is clear: tools like Automotive Mastermind not only streamline the identification of viable leads but also foster a mutually beneficial transaction landscape for both dealer and customer.
Innovating Through Mentorship and Personal Branding
Garza’s ambition extends beyond individual success, underscoring the importance of mentorship in paving the road for aspiring sales professionals. By developing the Junior Sales Program, he consciously shares his expertise to uplift others, stating, "I wanted to be the person I needed when I was 22, 23 years old." This program illustrates that achievement in sales can also serve as a catalyst for transformative change within an organization and the industry.
Mentorship instills confidence, equips individuals with critical skills, and provides invaluable industry insight—ultimately shaping a dealership that's not only thriving but is also viewed as a beacon of excellence. "You need to optimize your life and optimize your time to do that and only that," Garza admonishes. His approach to personal branding isn’t merely about individual accolades; it’s intrinsically linked to the success he manifests in others. Future-minded individuals in sales are encouraged to emulate this strategy, as it positions them as thought leaders and valuable mentors, fostering a collaborative, growth-oriented culture.
Success in the automotive sales industry is predicated on a mastery of essential skills, innovative use of tools, and a genuine commitment to fostering community within the ranks. Learning to craft and sustain a thriving sales enterprise isn’t merely a matter of technique; it’s an intricate combination of skill, strategy, and empathetic leadership. The conversation between Sean V. Bradley and Jacob Garza in the Millionaire Car Salesman Podcast underscores these points—highlighting not just the how-to of mastering sales, but also why personal excellence and community-building create a legacy of enduring success.
Resources:
Podium: Discover how Podium's innovative AI technology can unlock unparalleled efficiency and drive your dealership’s sales to new heights. Visit www.podium.com/mcs to learn more!
Dealer Synergy & Bradley On Demand: The automotive industry’s #1 training, tracking, testing, and certification platform and consulting & accountability firm.
The Millionaire Car Salesman Facebook Group: Join the #1 Mastermind Group in the Automotive Industry! With over 29,000 members, gain access to successful automotive mentors & managers, the best industry practices, & collaborate with automotive professionals from around the WORLD! Join The Millionaire Car Salesman Facebook Group today!
Win the Game of Googleopoly: Unlocking the secret strategy of search engines.
The Millionaire Car Salesman Podcast is Proudly Sponsored By: Podium: Elevating Dealership Excellence with Intelligent Customer Engagement Solutions. Unlock unparalleled efficiency and drive sales with Podium's innovative AI technology, featured proudly on the Millionaire Car Salesman Podcast. Visit www.podium.com/mcs to learn more!
Dealer Synergy: The #1 Automotive Sales Training, Consulting, and Accountability Firm in the industry! With over two decades of experience in building Internet Departments and BDCs, we have developed the most effective automotive Internet Sales, BDC, and CRM solutions. Our expertise in creating phone scripts, rebuttals, CRM action plans, strategies, and templates ensures that your dealership's tools and personnel reach their full potential.
Bradley On Demand: The automotive sales industry’s top Interactive Training, Tracking, Testing, and Certification Platform. Featuring LIVE Classes and over 9,000 training modules, our platform equips your dealership with everything needed to sell more cars, more often, and more profitably!
In this must-listen episode of the Millionaire Car Salesman Podcast, hosts Sean V. Bradley and LA Williams sit down with Justin Rody, CFO of Kalispell Auto Group, to discuss the critical leadership lessons and strategies that have shaped his journey from Internet Director to C-suite executive. This episode is especially important for anyone in the automotive industry looking to navigate the evolving landscape of dealership operations.
"The Internet and phones are the new showroom.”
Justin dives into the often-underappreciated roles of Internet and BDC departments, shedding light on their vital contribution to modern sales success. With years of experience under his belt, he offers valuable insights on process adherence, the influence of one-price sales strategies on customer satisfaction, and the innovative community engagement tactics that can drive customer loyalty, like car raffles in partnership with local schools.
"If somebody's throwing an Internet manager into a position that hasn't sold a car or been involved in sales, it's not the right thing to do."
This episode is packed with actionable advice for dealership leaders and sales teams alike, offering a roadmap to creating a customer-focused, value-driven dealership that thrives in today’s competitive market. Don’t miss out—this conversation is a game-changer!
Key Takeaways:
✅ Having experience in sales and management roles can significantly enhance the effectiveness of Internet and BDC managers.
✅ Cultivating a culture of process adherence is crucial for dealership success and customer satisfaction.
✅ Implementing a one-price sales model can streamline operations and build trust with customers, although it requires a strong value proposition.
✅ Community involvement and charitable initiatives are vital in establishing a dealership's reputation and fostering long-term customer relationships.
✅ Leveraging technology, such as AI for CRM and lead management, can optimize dealership efficiency and profits.
About Justin Rody Justin Rody is the Chief Financial Officer at Kalispell Auto Group in Montana. With a deep-rooted background in automotive sales, he began his career by immersing himself in various roles within dealerships, from internet director to executive positions. His connection with the auto industry dates back to a family legacy, with experiences ranging from washing cars in his grandfather's small car dealership to managing an auto racing track. Justin brings a wealth of knowledge and a strong emphasis on process and customer satisfaction to his current role overseeing Ford, VW, and Toyota dealerships within the group.
The Importance of Internet Sales Savvy: Transforming Automotive Dealership Leadership
Key Takeaways
- Foundation of Experience: For an Internet Director to truly excel, they should have tangible experience in BDC roles, sales, and management.
- One-Price Dealer Model: Establishing a one-price, no-negotiation dealership fosters a streamlined process and builds trust with consumers.
- Community Engagement: Successful dealerships integrate community involvement into their business model, benefiting both local organizations and the dealership’s reputation.
Rethinking Internet and BDC Management in Dealerships
In today’s fast-evolving automotive landscape, the role of the Internet Director holds significant weight. Yet, despite its importance, this position often lacks due recognition and appropriate resourcing in many dealerships. According to Justin Rody, a former Internet Director turned CFO, one core issue is placing individuals in these roles who haven’t experienced the hustle and nuance of direct car sales. "It's almost like setting the person up for failure," Rody articulates, highlighting that the Internet manager should ideally have sales experience to truly grasp the complexities of the car buying process.
Sean V. Bradley, in the podcast, shares a strong sentiment: "How can you tell me as a salesperson or a manager what to do, when to do it, how to do it? And you've never even taken up before." This speaks to the critical need for online and BDC managers to have firsthand sales and customer service exposure. Forcing a person into a managerial role without proper preparation or experience diminishes their potential for success and hampers dealership effectiveness.
The overarching benefit here is clear. If Internet directors are equipped with comprehensive industry knowledge and hands-on experience, they can lead with authority, improve Internet sales integration, and foster a harmonious relationship with sales teams. Such a coherent setup not only boosts morale but lays the groundwork for more innovative sales strategies and efficient processes within the dealership.
The One-Price Model: Revolutionizing Consumer Trust and Efficiency
The concept of a one-price store disrupts traditional dealership tactics by eliminating the negotiation phase that's been a cornerstone for many. When executed correctly, it not only streamlines the car-buying process but enhances the dealership's transparency and trust. Justin Rody testifies, "We haven't negotiated one car deal since 2007." For his dealership, the firm pricing strategy removes uncertainties and accelerates buying decisions.
Bradley underscores how this aligns with efficiency, noting that "anything that elongates the process is counterproductive; taking 10 minutes to cook minute rice is a waste." The one-price model offers peace of mind to both customers and salespeople. By setting clear expectations, it ensures swift transactions and nurtures a reputation of honesty and reliability—an irresistible draw for many buyers.
Moreover, this model aligns with broader automotive consumer trends where digital interaction and swift, transparent transactions are increasingly valued. By curtailing the negotiation process, dealerships can dedicate more resources to enhance the customer's buying journey, reinforcing loyalty and repeat business.
Community Engagement: Enhancing Reputation and Building Trust
Supporting local communities is more than just good public relations for car dealerships; it's a business imperative that boosts brand reputation and customer loyalty. Justin’s dealership exemplifies this by engaging deeply with the community, notably through their innovative school car raffle initiative that has raised significant funds annually for local schools. As Rody shared, “That generated somewhere…like 50 to $80,000 of money that goes right to the general fund of the school."
This initiative taps into the mutual benefits of a strong community-dealer relationship. For the dealership, it means fostering a positive public image and engendering goodwill among potential customers. It acts as a reciprocal arrangement where the community feels valued and wishes to support a business that shares its success. The concept is simple: when dealerships give back, they create an emotional connection, which is priceless in building long-term customer relationships.
Moreover, integrating these acts of service into the dealership’s marketing strategy by showcasing on platforms and websites bolsters SEO and web presence, ensuring potential customers notice the dealership for not just their cars but their values.
Justin Rody’s journey from an Internet Director to CFO within a dealership illustrates the transformative potential of industry experience when placed in strategic roles. His emphasis on transparent practices, streamlined processes, and community involvement paints a clear picture of a sustainable path forward for modern dealerships. By addressing both internal structure and external engagement, dealerships have the opportunity to cultivate enduring success in a competitive automotive market.
Resources:
Podium: Discover how Podium's innovative AI technology can unlock unparalleled efficiency and drive your dealership’s sales to new heights. Visit www.podium.com/mcs to learn more!
Dealer Synergy & Bradley On Demand: The automotive industry’s #1 training, tracking, testing, and certification platform and consulting & accountability firm.
The Millionaire Car Salesman Facebook Group: Join the #1 Mastermind Group in the Automotive Industry! With over 29,000 members, gain access to successful automotive mentors & managers, the best industry practices, & collaborate with automotive professionals from around the WORLD! Join The Millionaire Car Salesman Facebook Group today!
Win the Game of Googleopoly: Unlocking the secret strategy of search engines.
The Millionaire Car Salesman Podcast is Proudly Sponsored By: Podium: Elevating Dealership Excellence with Intelligent Customer Engagement Solutions. Unlock unparalleled efficiency and drive sales with Podium's innovative AI technology, featured proudly on the Millionaire Car Salesman Podcast. Visit www.podium.com/mcs to learn more!
Dealer Synergy: The #1 Automotive Sales Training, Consulting, and Accountability Firm in the industry! With over two decades of experience in building Internet Departments and BDCs, we have developed the most effective automotive Internet Sales, BDC, and CRM solutions. Our expertise in creating phone scripts, rebuttals, CRM action plans, strategies, and templates ensures that your dealership's tools and personnel reach their full potential.
Bradley On Demand: The automotive sales industry’s top Interactive Training, Tracking, Testing, and Certification Platform. Featuring LIVE Classes and over 9,000 training modules, our platform equips your dealership with everything needed to sell more cars, more often, and more profitably!
In this energizing episode of the Millionaire Car Salesman Podcast, Sean V. Bradley and LA Williams explore the game-changing potential of Outsourced BDC Services in the automotive industry. The guests dive into the innovative approach Dealer Synergy has taken with their Outsourced BDC agents, who are consistently driving impressive sales numbers while eliminating the need for costly in-house teams!
"There’s a reason why 80% of all BDCs are broken or not profitable." - Sean V. Bradley
This episode highlights what makes a successful outsourced BDC, from exceptional training to cultural adaptability. With insights into real-world success stories, including a standout example from Jenna Blankenbiller at Bob Ruth Ford, listeners will learn how leveraging international talent can significantly boost both sales and customer experience.
"This is what's supposed to happen when you have people committed to quality training." - LA Williams
Don't miss out on how this innovative model is setting new industry standards and redefining what’s possible for dealerships!
Key Takeaways:
✅ Outsourcing Benefits: Discover the strategic advantages of outsourced BDCs in reducing costs, improving efficiencies, and increasing productivity with dedicated teams.
✅ Success Stories: Understand how Bob Ruth Ford multiplied their sales through effective BDC practices, as shared by Jenna Blankenbiller.
✅ BDC Training and Process: The significance of thorough training and establishing a streamlined process as key drivers for successful CRM and BDC operations.
✅ Cultural Work Ethic: Insights into the Filipino workforce's dedicated attitude and exceptional performance in BDC roles.
✅ Innovative Technologies: Emphasis on modern tools like accent conversion software, which enhances communication efficiency and customer interaction in outsourced services.
About The Guests
Sean V. Bradley: Sean V. Bradley is a notable figure in the automotive industry, known for his expertise in internet sales, CRM, and BDC operations. He is the CEO of Dealer Synergy and is celebrated for transforming car sales processes to increase profitability and efficiency.
LA Williams: LA Williams, the vice president of Dealer Synergy, is recognized as the "Blind Phone Master" for his unparalleled skills in phone sales training. He is a significant influence in developing customer relations and sales strategies in the automotive sector.
Jenna Blankenbiller: Jenna is the director of outsourced BDC and Internet operations at Dealer Synergy. She previously worked at Bob Ruth Ford, where she played a crucial role in boosting BDC sales remarkably from 75 to nearly 395 units a month.
Gladys Quitoriano: A top-performing BDC representative from the Philippines, Gladys brings years of experience in call centers to the automotive industry. She has worked closely with Jenna and Dealer Synergy, proving vital in her role by consistently exceeding sales expectations.
Ivy Ambag: Ivy is a fresh and promising talent in the BDC team, having recently joined Dealer Synergy. With a strong background in BPO and logistics, she has quickly become a top performer, demonstrating immense potential and dedication.
Maximizing Profitability in Automotive Sales: The Outsourced BDC Advantage
Key Takeaways
- Outsourcing Expertise: Embrace the potential of outsourced BDCs to transform your dealership's sales strategy by leveraging expert knowledge and global resources.
- Cost Efficiency and Performance: Outsourced BDCs can significantly lower operational costs while boosting sales performance, demonstrating the value of specialized staffing solutions.
- Value of Effective Training: Comprehensive training and CRM fluency are pivotal in maximizing the efficacy of your dealership’s business development center.
The automotive industry is perpetually evolving, demanding innovation, adaptability, and efficiency from dealerships across the globe. Enter the realm of outsourced Business Development Centers (BDCs), an emerging strategy to optimize sales processes and enhance profitability. In the Millionaire Car Salesman Podcast, hosted by Sean V. Bradley and LA Williams, these industry virtuosos peel back the layers of the automotive sales world to reveal the hidden potential of outsourced BDCs. The podcast offers a compelling narrative on the intricacies and superior advantages of outsourced solutions. This article deciphers those insights and explores how this model can redefine the conventional landscape of automotive sales.
The Revolution of Outsourced BDCs in Automotive Sales In an age where efficiency and expertise reign supreme, the appeal of outsourced BDCs lies in their ability to significantly augment a dealership's sales capabilities. Sean V. Bradley notes, "There's a reason why 80% of all BDCs are broken or not profitable." The discussion reveals how relying on the expertise of outsourced BDCs allows dealerships to capitalize on specialized skills often lacking in-house. By engaging with professionals seasoned in specific tasks, dealerships harness a sharper competitive edge.
Bradley points out that traditional, in-house operations often fall short, as they grapple with staffing challenges and expertise gaps. To illustrate, he shares, "You could try to do BDC yourself… and good luck with that." This symbolizes a departure from the do-it-all-internally mindset, urging dealers to embrace more effective, outsourced solutions. As Jenna Blankenbiller, Director of Outsourced BDC and Internet Operations, further elaborates, the commitment from outsourced agents in learning "your product knowledge, your dealership, your system," sets a solid foundation for success.
Cost Efficiency and Performance: The Outsourcing Equation Cost efficiency combined with enhanced performance is the winning formula that defines the outsourced BDC model. Bradley emphasizes the fiscal prudence of this approach: "Outsourcing anything that you're not great at" is not just sensible—it's financially strategic. Traditional in-house operations often incur elevated expenses due to higher salaries, benefits, and turnover rates, coupled with a demand for continual training. On the contrary, outsourced BDCs present a cost-effective alternative without compromising on quality.
Gladys Quitoriano, a proven asset from the Philippines, exemplifies how these agents often outperform their in-house counterparts, "sometimes 40 units a month," a feat that substantiates the economic and performance-driven advantages of outsourcing. The cross-cultural workforce, characterized by heightened motivation and a "strong work ethic," is a compelling element that propels dealerships towards unprecedented success metrics.
The Indispensable Role of Training in Outsourced BDCs Effective training is the linchpin in transitioning theoretical potential into tangible success within outsourced BDCs. The podcast underscores the role of structured and continuous training as the cornerstone of excellence. Adequate preparation, including familiarity with dealership-specific CRM systems and robust product knowledge, equips agents like Ivy and Gladys to seamlessly integrate into dealership operations and consistently exceed performance expectations.
LA Williams attests to the transformation achievable through diligent training, asserting, "When you begin to apply it, it can cause transformation." Such transformation is vividly embodied in Gladys's story, where a dedication to learning translates into remarkable sales achievements. The synergy between comprehensive training programs and the eagerness of outsourced agents results in an engaged, highly competent workforce, poised to drive sales advancement.
In unraveling the power of outsourced BDCs, the conversation provoked by Bradley, Williams, Blankenbiller, and the international agent team illuminates a pathway for dealerships aiming to revolutionize their sales processes. The strategic implementation of outsourced BDCs not only enhances efficiency and reduces operational costs but also fosters an environment of continuous improvement through targeted training and expertise. As the industry leans towards leveraging global talent pools, the ability to intelligently integrate outsourced solutions into automotive sales models sets the stage for a thriving future in an ever-competitive market.
Resources:
Podium: Discover how Podium's innovative AI technology can unlock unparalleled efficiency and drive your dealership’s sales to new heights. Visit www.podium.com/mcs to learn more!
Dealer Synergy & Bradley On Demand: The automotive industry’s #1 training, tracking, testing, and certification platform and consulting & accountability firm.
The Millionaire Car Salesman Facebook Group: Join the #1 Mastermind Group in the Automotive Industry! With over 29,000 members, gain access to successful automotive mentors & managers, the best industry practices, & collaborate with automotive professionals from around the WORLD! Join The Millionaire Car Salesman Facebook Group today!
Win the Game of Googleopoly: Unlocking the secret strategy of search engines.
The Millionaire Car Salesman Podcast is Proudly Sponsored By: Podium: Elevating Dealership Excellence with Intelligent Customer Engagement Solutions. Unlock unparalleled efficiency and drive sales with Podium's innovative AI technology, featured proudly on the Millionaire Car Salesman Podcast. Visit www.podium.com/mcs to learn more!
Dealer Synergy: The #1 Automotive Sales Training, Consulting, and Accountability Firm in the industry! With over two decades of experience in building Internet Departments and BDCs, we have developed the most effective automotive Internet Sales, BDC, and CRM solutions. Our expertise in creating phone scripts, rebuttals, CRM action plans, strategies, and templates ensures that your dealership's tools and personnel reach their full potential.
Bradley On Demand: The automotive sales industry’s top Interactive Training, Tracking, Testing, and Certification Platform. Featuring LIVE Classes and over 9,000 training modules, our platform equips your dealership with everything needed to sell more cars, more often, and more profitably!
In this must-listen episode of the Millionaire Car Salesman Podcast, host Sean V. Bradley, CSP, and co-host LA Williams sit down with Shep Hyken, the internationally renowned customer service and customer experience expert, best-selling author, and keynote speaker, to explore the critical role exceptional customer experience plays in today’s automotive industry.
"They're not just comparing you to another dealer. They're going to compare you to the best experience they ever had." — Shep Hyken
As the market navigates post-pandemic shifts and economic challenges like high interest rates and limited inventory, Shep shares actionable strategies that dealerships can implement right now to stand out. From customer engagement to loyalty-building techniques, Shep dives deep into what it takes to create an unforgettable experience at every customer touchpoint.
"You must model the behavior you want others to do toward others." — Shep Hyken
Listen in to hear why focusing on existing customers, embracing innovative tools like Podium, and modernizing your approach to customer service can lead to massive revenue growth. Are you prepared to elevate your dealership’s customer experience and boost retention in today’s competitive market? Tune in to find out how to turn service into a powerful driver of long-term success.
Key Takeaways:
✅ Enhancing customer retention is often more beneficial and cost-effective than solely focusing on acquiring new business.
✅ Leveraging technology and AI, such as Podium, can significantly improve customer interactions and streamline dealership operations.
✅ Maintaining a positive work culture among employees directly influences the quality of customer service delivered.
✅ Leading dealerships prioritize creating a seamless and consistent experience across all customer touchpoints, setting them apart in service delivery.
About Shep Hyken
Shep Hyken is a globally recognized customer service and experience expert, acclaimed keynote speaker, and New York Times and Wall Street Journal bestselling author. As the Chief Amazement Officer of Shepard Presentations, he has dedicated his career to helping organizations build loyal relationships with their customers and employees. Since founding Shepard Presentations in 1983, Shep has worked with over 1,200 clients, ranging from Fortune 100 companies to small businesses, across various industries including retail, healthcare, technology, and financial services. His client list includes notable organizations such as American Airlines, AAA, Anheuser-Busch, AT&T, Aetna, Abbott Laboratories, and American Express.
Shep's dynamic presentations are known for their high energy, humor, and practical insights, often incorporating magic to engage audiences. He has been inducted into the National Speakers Association Hall of Fame for lifetime achievement in the speaking profession and holds the Certified Speaking Professional (CSP) designation.
An accomplished author, Shep has written several bestselling books on customer service and experience, including "Moments of Magic," "The Loyal Customer," "The Cult of the Customer," "The Amazement Revolution," "Amaze Every Customer Every Time," "Be Amazing or Go Home," "The Convenience Revolution," and "I'll Be Back." His articles have been featured in hundreds of publications, and he is a regular contributor to Forbes. Shep is also the creator of The Customer Focus™ program, designed to help organizations develop a customer service culture and loyalty mindset. Through his work, he emphasizes that customer service is not just a department but a philosophy that should permeate every aspect of an organization.
Navigating the Automotive Customer Experience: Embracing AI and Building Loyalty
Key Takeaways * Customer Satisfaction and Experience are Distinct: Understanding the difference and focusing on both can elevate a dealership from best in class to world class. * Leveraging Existing Customer Relationships: Prioritizing current customer engagement and retention is more cost-effective and profitable than focusing solely on new lead acquisition. * Artificial Intelligence as a Game-Changer: AI innovations are transforming the dealership landscape by enhancing customer interactions and streamlining operations.
Enhancing the Customer Experience in Automotive Retail In the rapidly evolving automotive industry, dealerships must adapt their strategies to exceed customer expectations. Sean V. Bradley and Shep Hyken dive into the intricacies of customer satisfaction and experience, two interrelated yet distinct components that every dealership should master. According to Hyken, "The way that whole thing is handled, is it easy? Is it hassle-free?" Such questions underscore the need for seamless web interfaces and responsive sales teams to create an unparalleled service atmosphere.
Customer experience encompasses every interaction a consumer has with a dealership, from visiting the website to consulting with a salesperson. For car dealerships aiming for world-class status, it’s crucial to transcend industry standards and look outside the industry for inspiration. As Hyken wisely notes, "They're going to compare you to the best experience they ever had." This calls for analyzing experiences provided by leaders like Amazon and Walmart to ensure dealerships offer frictionless, memorable interactions that build long-term loyalty.
Retention vs. Acquisition: The Loyalty Revenue Stream Prioritizing existing customers over acquiring new ones can seem counterintuitive, yet it's a strategic pivot that aligns with both customer retention and profitability. As discussed by Sean V. Bradley, focusing on your current customer base can lead to higher conversion rates and increased revenue. "NADA says that a prior customer is a 65% closing ratio and a much higher gross profit," he remarks, emphasizing a shift towards maintaining strong relationships with your existing clientele.
Moreover, service departments play a pivotal role. With a "service customer to your point is seven times as likely to purchase a vehicle if they service a car," embracing service excellence not only ensures immediate customer satisfaction but also strengthens their connection to the brand, making them more likely to return for future purchases. The foundational principle is clear: solidify customer loyalty through consistent, exceptional service, thereby reducing churn and boosting long-term profitability.
The Role of Artificial Intelligence in Transforming Dealerships Artificial Intelligence (AI) is poised to reshape traditional dealership models by optimizing customer interactions and operational efficiencies. Shep Hyken highlights AI’s potential in generating personalized and high-quality customer interactions. "AI needs to be smart enough to not give the wrong answer," Hyken advocates, outlining the balance between maintaining human oversight and deploying AI for scalable customer service solutions.
Podium's AI-powered platforms offer tools that handle after-hours inquiries, schedule test drives, and maintain conversational consistency across multiple platforms, ensuring a seamless transition between digital and in-person interactions. In an age where most touchpoints before a sale are digital, embedding AI in CRM systems elevates customer experiences. As Bradley affirms, "If your AI is integrated with your CRM, if your AI is integrated with your online reputation strategy…it is next level." By streamlining these processes, dealerships can enhance engagement, nurture relationships, and ultimately drive more sales.
The automotive industry stands at a pivotal juncture where transformation is not just necessary but imperative. By understanding the nuances between customer service and experience, fostering robust relationships with existing customers, and embracing cutting-edge technologies like AI, dealerships can not only survive the intricacies of the modern market but truly thrive in it. The insights shared by industry experts provide a roadmap to not only meet but exceed customer expectations, ensuring loyalty and profitability in uncertain times.
Resources:
Podium: Discover how Podium's innovative AI technology can unlock unparalleled efficiency and drive your dealership’s sales to new heights. Visit www.podium.com/mcs to learn more!
Dealer Synergy & Bradley On Demand: The automotive industry’s #1 training, tracking, testing, and certification platform and consulting & accountability firm.
The Millionaire Car Salesman Facebook Group: Join the #1 Mastermind Group in the Automotive Industry! With over 29,000 members, gain access to successful automotive mentors & managers, the best industry practices, & collaborate with automotive professionals from around the WORLD! Join The Millionaire Car Salesman Facebook Group today!
Win the Game of Googleopoly: Unlocking the secret strategy of search engines.
The Millionaire Car Salesman Podcast is Proudly Sponsored By: Podium: Elevating Dealership Excellence with Intelligent Customer Engagement Solutions. Unlock unparalleled efficiency and drive sales with Podium's innovative AI technology, featured proudly on the Millionaire Car Salesman Podcast. Visit www.podium.com/mcs to learn more!
Dealer Synergy: The #1 Automotive Sales Training, Consulting, and Accountability Firm in the industry! With over two decades of experience in building Internet Departments and BDCs, we have developed the most effective automotive Internet Sales, BDC, and CRM solutions. Our expertise in creating phone scripts, rebuttals, CRM action plans, strategies, and templates ensures that your dealership's tools and personnel reach their full potential.
Bradley On Demand: The automotive sales industry’s top Interactive Training, Tracking, Testing, and Certification Platform. Featuring LIVE Classes and over 9,000 training modules, our platform equips your dealership with everything needed to sell more cars, more often, and more profitably!
In this electrifying episode of the Millionaire Car Salesman Podcast, Sean V. Bradley and Tianna Mick, aka "T Got Your Keys," dive deep into the powerful strategies that can elevate your career in automotive sales. They reveal the game-changing steps sales professionals need to take to treat car sales not just as a job, but as a personal business venture.
"Car sales is like owning your own business, but almost nobody does because it's not easy." - Sean V. Bradley
Discover how to develop a strong personal brand, leverage cutting-edge digital tools like ChatGPT and Canva to create impactful logos and identities, and implement a holistic online and offline marketing strategy that drives success. This episode challenges you to move beyond the dealership's foot traffic and start building a loyal clientele through proactive effort and innovation.
"If you're not consistently building your brand, you're gonna lose those customers and you're never gonna have the chance again." - Tianna Mick
Sean and Tianna take a closer look at why personal brand identity is crucial in today's highly competitive landscape, and they share success stories from top industry figures like Cody Carter and Chrissy Burton. Plus, get the inside scoop on tools like Podium's conversational AI and how they can help you create a seamless, relational customer experience that leads to both increased sales and brand loyalty.
"This is a 24/7 thing. I'm really committed to it, and you need to start today." - Tianna Mick
Ready to level up your career? Tune in to learn the strategies that will empower you to take control of your success, engage with customers in a more meaningful way, and ultimately stand out in the automotive sales world.
Key Takeaways: ✅ Personal Branding: Develop a unique brand identity within the dealership’s brand to stand out and personalize the customer experience.
✅ Strategic Marketing: Utilize tools like Canva, ChatGPT, and social media platforms for strategic and cohesive brand development and customer engagement.
✅ Innovative Customer Experience: Build customer loyalty through personalized post-sale experiences and community engagement initiatives.
✅ Investment: Consider investing personally in marketing strategies if dealership funding is unavailable; transformation starts with self-belief and strategic planning.
✅ Use of AI Tools: Harness AI-driven platforms such as Podium to enhance efficiency in lead conversion and customer engagement.
About Tianna Mick aka T Got Your Keys
Tianna Mick (T Got Your Keys): Tianna Mick, famously known as "T Got Your Keys," is a prominent figure in the automotive sales space. With a deep-rooted passion for engaging with customers through social media and digital platforms, she leverages cutting-edge tools and strategies to maximize customer engagement. Tianna is an enthusiastic champion of dealership success, providing valuable insights on sales through various media, including the Millionaire Car Salesman Podcast.
Building a Personal Brand in Automotive Sales: Unlocking Success Through Innovation
In the high-stakes world of automotive sales, standing out is paramount. As revealed in the dynamic conversation between Sean V. Bradley and Tianna Mick, the path to extraordinary success involves treating car sales like your own business. This article explores how building a personal brand can transform your career, leveraging technology, creativity, and strategic investment.
Key Takeaways * Developing a personal brand within the dealership's brand is crucial for differentiation and success in automotive sales. * Proactively investing in your own marketing efforts can yield significant returns in terms of sales performance. * Utilizing artificial intelligence and technology streamlines marketing processes and enhances customer engagement.
The Power of Personal Branding in Automotive Sales Creating a personal brand within the automotive industry isn't just a fancy trend—it's a necessity for standing out in a crowded marketplace. Both Sean V. Bradley and Tianna Mick emphasize that most salespeople miss the mark by not establishing their own brand identity. The traditional method of relying solely on dealership leads and foot traffic is becoming obsolete. With technology at our fingertips and the automotive landscape rapidly evolving, sales professionals must differentiate themselves.
As Sean notes, "Car sales is like owning your own business." Tianna Mick illustrates this by sharing her journey with the brand "T got your keys," which reflects her personality and values. She highlights the importance of colors, logos, and slogans, as these elements create a lasting impression. "You want to be on the top of mind of all of your customers and all of your prospects’ minds," Tianna asserts, underscoring the enduring influence a well-crafted brand can have.
Besides personalization, the strategic use of social media amplifies reach and builds credibility. "You pick a brand name that's memorable," Tianna advises, while emphasizing the seamless integration of brand elements across various platforms to maintain consistency and professional growth.
Leveraging Technology and AI in Personal Branding Incorporating technology, especially artificial intelligence, is a game-changer for any salesperson looking to elevate their brand. From utilizing AI tools like ChatGPT for creating brand names and logos to integrating them with design platforms like Canva, the possibilities are endless. Sean indicates, "ChatGPT can do this, you know, for free or for practically free," promoting efficiency in establishing your brand.
Moreover, AI offers innovative ways to manage customer interactions—Podium's conversational AI being a prime example. For salespeople, AI provides the opportunity to remain engaged with potential customers even during off-hours, ensuring no sales opportunity is missed. As the conversation reveals, AI doesn't just automate processes; it complements your efforts, acting as an omnipresent team member that keeps your operations running smoothly, freeing you to focus on delivering exceptional service and building relationships.
The strategy extends to harnessing analytics for targeted marketing. As Tianna experienced, integrating a platform like "Build a Brand" with CRM systems ensures every customer interaction is optimized for success. The data-driven approach not only refines marketing strategies but also enhances service delivery, creating a competitive edge in the bustling automotive market.
Investment Strategies for Personal Branding Success Realizing your brand's full potential often requires a financial commitment. Investing in marketing materials and tools is integral to expanding visibility and reinforcing your brand in customers' minds. While discussing budget allocations, Sean shares a proactive approach, encouraging salespeople to approach dealership management for marketing support, emphasizing a shared investment in achieving common goals. "Why don't people lift weights? Because they're heavy," Sean humorously notes, driving the point that investing might seem daunting but is ultimately rewarding.
But it's not just about asking for funds; it's about presenting a strategic plan that illustrates potential returns. Tianna supports, "The more car sales I sell you, you get. But I get it," illuminating the mutual benefits of such collaboration. However, even if funding isn’t an immediate option, looking at cost-effective methods like custom business cards and creative partnerships with local businesses can still drive significant impact.
For sales professionals willing to invest in themselves, leveraging resources smartly can stimulate growth. This could mean setting aside a part of the commission for marketing initiatives or using affordable online platforms for brand promotion. Sean emphasizes that "scared money don't make any money," urging salespeople to be bold and strategic in their financial decisions to ensure exponential growth.
By crafting a personal brand, utilizing cutting-edge technology, and committing to strategic investments, automotive salespeople can distinguish themselves from the competition. Tianna and Sean's conversation highlights a pathway to success that combines innovation with personalized service—keys to thriving in today's automotive landscape.
Resources:
Podium: Discover how Podium's innovative AI technology can unlock unparalleled efficiency and drive your dealership’s sales to new heights. Visit www.podium.com/mcs to learn more!
ProMax: Complete CRM: Complete CRM is a streamlined, all-in-one system that simplifies your dealership software and processes so you can manage every aspect of your operation with ease; from tracking and following up on leads, desking deals, managing inventory, marketing to your customers, and more. Visit www.nccdirect.com/dealer-synergy to learn more!
Dealer Synergy & Bradley On Demand: The automotive industry’s #1 training, tracking, testing, and certification platform and consulting & accountability firm.
The Millionaire Car Salesman Facebook Group: Join the #1 Mastermind Group in the Automotive Industry! With over 29,000 members, gain access to successful automotive mentors & managers, the best industry practices, & collaborate with automotive professionals from around the WORLD! Join The Millionaire Car Salesman Facebook Group today!
Win the Game of Googleopoly: Unlocking the secret strategy of search engines.
The Millionaire Car Salesman Podcast is Proudly Sponsored By: Podium: Elevating Dealership Excellence with Intelligent Customer Engagement Solutions. Unlock unparalleled efficiency and drive sales with Podium's innovative AI technology, featured proudly on the Millionaire Car Salesman Podcast. Visit www.podium.com/mcs to learn more!
ProMax: Complete CRM: As an innovative leader in the industry for the last 30 years, Complete CRM is designed to give your dealership the competitive edge in a demanding marketplace. Powered by Complete Credit™ and award-winning desking, Complete CRM™ is the industry’s only credit and compliance-enabled CRM that lets dealers achieve maximum profitability on every deal. Built on modern technology, Complete CRM seamlessly integrates credit, compliance, inventory, data mining, lead generation, enterprise functionality, and customized reporting in one tool with a single login. Visit www.nccdirect.com/dealer-synergy to learn more!
Dealer Synergy: The #1 Automotive Sales Training, Consulting, and Accountability Firm in the industry! With over two decades of experience in building Internet Departments and BDCs, we have developed the most effective automotive Internet Sales, BDC, and CRM solutions. Our expertise in creating phone scripts, rebuttals, CRM action plans, strategies, and templates ensures that your dealership's tools and personnel reach their full potential.
Bradley On Demand: The automotive sales industry’s top Interactive Training, Tracking, Testing, and Certification Platform. Featuring LIVE Classes and over 9,000 training modules, our platform equips your dealership with everything needed to sell more cars, more often, and more profitably!
In this episode of the Millionaire Car Salesman Podcast, LA Williams and Tianna Mick (aka T Got Your Keys) pull back the curtain on some of the most overlooked—and underutilized—strategies that today’s top automotive professionals are using to drive real results.
"Social media absolutely has to be social. I got some tips that I could give to you if you want me." — LA Williams
From communication techniques that reignite cold leads to modern tools that streamline the sales process, this high-energy conversation touches on the evolving toolkit of the 2025 car salesperson. Without giving too much away, let’s just say if you’ve ever underestimated the power of a voicemail or dismissed AI as a “future thing,” this episode is about to change your mind.
"AI is to just make workarounds so that way you actually have more time to focus on the things that are going to yield you the biggest result." — Tianna Mick
Tianna and LA break down how today’s buyers want to be engaged—and more importantly, how you can become the kind of salesperson who shows up where they are, with the right message, at the right time. If you're ready to stop selling like it’s 2012 and start connecting like it’s 2025, this episode is for you.
Key Takeaways:
✅ Voicemail Strategy: Creating engaging, curiosity-driven voicemails can significantly increase customer callbacks and drive sales success.
✅ AI in Dealerships: AI tools like ChatGPT and Podium enhance customer service by providing quick and relevant responses, ultimately improving lead conversion.
✅ Social Media Engagement: Leveraging platforms like Facebook and Instagram with a mix of personal, professional, and purposeful content helps build a loyal customer base.
✅ Personalization and Authenticity: Personalizing interactions and maintaining authenticity in customer communications is crucial for building trust and driving sales.
✅ AI Training for Sales: Encouraging salespeople to familiarize themselves with AI tools can streamline operations and save time, allowing focus on high-impact activities.
About LA Williams aka The Blind Master
LA Williams, also known as the "Blind Phone Master," co-creates the Millionaire Car Salesman Podcast. With extensive experience in automotive sales, LA specializes in effective communication strategies, particularly over the phone. Known for his ability to transform ordinary sales approaches into high-impact experiences, he uses his expertise to teach others how to achieve success in the car sales industry. LA is also recognized for his innovative use of technology, especially AI, to improve sales processes.
About Tianna Mick aka T Got Your Keys
Tianna Mick, famously known as "T Got Your Keys," is a prominent figure in the automotive sales space. With a deep-rooted passion for engaging with customers through social media and digital platforms, she leverages cutting-edge tools and strategies to maximize customer engagement. Tianna is an enthusiastic champion of dealership success, providing valuable insights on sales through various media, including the Millionaire Car Salesman Podcast.
Maximize Your Sales: The Art of Voicemails, AI, and Social Media in Car Sales
Unlock the hidden potential of your dealership through the strategic use of voicemails, AI, and social media. A transformative approach to customer engagement is vital for boosting your bottom line this year. With effective communication strategies and technology-driven insights, you can revolutionize your dealership's operations and set the stage for unprecedented growth.
Key Takeaways
- Voicemails Are Alive and Thriving: Contrary to popular belief, voicemails are a potent tool for engaging customers, as long as they are used correctly.
- AI as Your Secret Weapon: Leverage AI in every aspect of your dealership—from managing leads to sending perfect follow-ups.
- Social Media: Friend or Foe?: Embrace social platforms for what they were meant to be—social and engaging.
Voicemails: Not Just Old School, But Smart Voicemails are far from dead, especially if you know how to use them wisely. The power of a well-crafted voicemail lies in its ability to make the recipient curious enough to give you a callback. As LA Williams emphasizes, "If we could get conversations going…that's half the battle." Voicemail mastery involves not just what you say but how you say it—infusing the message with energy and a tone of trustworthiness while keeping them short and under 30 seconds.
Williams further cautions against leaving dead voicemail messages. You know the ones—monotonously reminding prospects of what they already know. Instead, he advises creating valid curiosity using pointed questions. He asserts, "Tell the person that you have some key questions that you need to run by them." This technique effectively pulls the customer in and increases engagement rates.
Despite the technological advancements in telecommunications, voicemail continues to be a fundamental tool in the salesperson's toolkit. With phones now transcribing voicemails into text, this feature offers a dual-engagement mode—listening and reading. The versatility of voicemails makes them an asset for reaching today's busy consumers.
Harnessing the Power of AI for Lead Conversion Artificial Intelligence is not only the future; it's the present. It is a versatile tool that uniquely complements human efforts by managing leads and prompting timely follow-ups. As LA Williams introduces it, "Podium has Jerry, an AI whiz that sets up test drives, answers questions… and facilitates seamless sales."
AI platforms like ChatGPT offer tailored sales messages, be they emails or text messages, carefully crafted to suit the customer's journey. The magic happens when AI is set to act like an intern—making suggestions, learning from each interaction, and evolving based on feedback. Williams shares a vivid story about how an AI app once malfunctioned, showing how deeply sales professionals rely on these tools.
AI revolutionizes communication by enhancing the speed with which leads are managed. Instant responses are crucial in keeping customers warm, especially when a human may not be available to answer a call immediately. "Speed to lead is paramount," Williams reminds us, driving home the importance of fast, accurate customer service now achievable through AI integrations.
Social Media Engagement: Beyond the Basics Social media isn't just another marketing tool; it's a robust platform for dynamic engagement. By presenting oneself authentically, you transform followers into raving fans. Williams explains, "From posting motivational quotes to sharing personal moments, social media should be an amalgamation of personal and professional."
The strength of platforms like Facebook and Instagram lies in their capacity to humanize businesses and salespeople. Incorporating a balanced content strategy—personal, professional, purposeful, and polls—turns casual scrolls into potential sales leads. This dynamic space also represents the perfect proving ground for integrating AI-created messages.
Social media's double-edged sword lies in how its ease of access can lead to lost opportunities if you aren't fully leveraging it. For car sales professionals, it serves as an extension of the dealership—bridging the gap between traditional sales techniques and the modern consumer journey.
With these insights into voicemails, AI, and social media, the path to improving customer engagement and ultimately boosting sales is a journey revolving around choice and adaptation. Whether it’s crafting that perfect voicemail, harnessing AI to nurture leads, or mastering the nuance of social media, each of these elements holds the potential to transform your dealership into a powerhouse. The time to act is now, and the tools you need are right at your fingertips. The future of auto sales won’t wait—will you?
Resources:
Podium: Discover how Podium's innovative AI technology can unlock unparalleled efficiency and drive your dealership’s sales to new heights. Visit www.podium.com/mcs to learn more!
ProMax: Complete CRM: Complete CRM is a streamlined, all-in-one system that simplifies your dealership software and processes so you can manage every aspect of your operation with ease; from tracking and following up on leads, desking deals, managing inventory, marketing to your customers, and more. Visit www.nccdirect.com/dealer-synergy to learn more!
Dealer Synergy & Bradley On Demand: The automotive industry’s #1 training, tracking, testing, and certification platform and consulting & accountability firm.
The Millionaire Car Salesman Facebook Group: Join the #1 Mastermind Group in the Automotive Industry! With over 29,000 members, gain access to successful automotive mentors & managers, the best industry practices, & collaborate with automotive professionals from around the WORLD! Join The Millionaire Car Salesman Facebook Group today!
Win the Game of Googleopoly: Unlocking the secret strategy of search engines.
The Millionaire Car Salesman Podcast is Proudly Sponsored By: Podium: Elevating Dealership Excellence with Intelligent Customer Engagement Solutions. Unlock unparalleled efficiency and drive sales with Podium's innovative AI technology, featured proudly on the Millionaire Car Salesman Podcast. Visit www.podium.com/mcs to learn more!
ProMax: Complete CRM: As an innovative leader in the industry for the last 30 years, Complete CRM is designed to give your dealership the competitive edge in a demanding marketplace. Powered by Complete Credit™ and award-winning desking, Complete CRM™ is the industry’s only credit and compliance-enabled CRM that lets dealers achieve maximum profitability on every deal. Built on modern technology, Complete CRM seamlessly integrates credit, compliance, inventory, data mining, lead generation, enterprise functionality, and customized reporting in one tool with a single login. Visit www.nccdirect.com/dealer-synergy to learn more!
Dealer Synergy: The #1 Automotive Sales Training, Consulting, and Accountability Firm in the industry! With over two decades of experience in building Internet Departments and BDCs, we have developed the most effective automotive Internet Sales, BDC, and CRM solutions. Our expertise in creating phone scripts, rebuttals, CRM action plans, strategies, and templates ensures that your dealership's tools and personnel reach their full potential.
Bradley On Demand: The automotive sales industry’s top Interactive Training, Tracking, Testing, and Certification Platform. Featuring LIVE Classes and over 9,000 training modules, our platform equips your dealership with everything needed to sell more cars, more often, and more profitably!
Join Sean V. Bradley and L.A. Williams as they feature the incredible Toni Cornell, a true trailblazer in automotive sales who’s making waves with her innovative use of social media. From being a young mom to becoming a six-figure earner, Toni’s journey is nothing short of inspiring!
"I went from a 15-year-old mom to making over six figures. You know, I haven't needed state assistance." – Toni Cornell
In this episode, she opens up about how she’s leveraged her personal and business Facebook pages to generate leads, sell cars, and grow her network organically, creating lasting relationships along the way!
"I've been using social media for, I would say 10 years... and it's my main source of business." – Toni Cornell
Toni shares the secrets behind her content strategy, designed to foster personal connections and community trust. With the support of her manager, she dives into her transition from BDC to full-time sales, emphasizing the power of adaptability and a human-first approach, especially in an era dominated by AI. Plus, discover how AI technologies like Podium’s conversational AI are helping salespeople engage with customers continuously, enhancing their sales efforts. This episode is packed with game-changing insights you don’t want to miss!
Key Takeaways:
✅ Toni Cornell achieved an impressive feat in automotive sales, selling up to 51 cars in one month, primarily through social media strategies.
✅ By using her Facebook pages, Toni reaches nearly 300,000 people, with over 90,000 direct engagements, which translates to daily leads and consistent sales.
✅ Social media is not only about direct sales; Toni emphasizes the importance of community engagement, authentic content sharing, and building trust with followers.
✅ Integrating AI into sales processes can facilitate continuous customer interaction, allowing professionals like Toni to manage increased leads without compromising personal touch.
✅ Managers like Harry play a pivotal role in recognizing and nurturing talent, encouraging the use of innovative platforms like the Millionaire Car Salesman Network to drive success.
About Toni Cornell
Toni Cornell is a distinguished automotive sales professional who has mastered the art of selling vehicles through social media! Starting as a BDC representative, Toni has built an impressive career, selling up to 51 cars in a month and leveraging platforms like Facebook to expand her clientele. With over 17,500 organic followers and an engagement reach of 90,000 on her personal Facebook page, Toni has become a social media influencer in the automotive industry. Aside from her sales achievements, she is also recognized for her commitment to community service and advocacy!
Unlocking Success in Car Sales: Leveraging Social Media, Mentorship, and Innovation
Key Takeaways: * Social Media Mastery: Harnessing Facebook to generate leads and influencer-level engagement can significantly boost car sales. * Mentorship and Empowerment: A supportive management team can elevate salespeople, transforming potential into performance. * Innovation in a Changing Landscape: Staying ahead in the auto industry requires thinking outside the traditional dealership model.
Harnessing the Power of Social Media for Car Sales In today's digital age, social media has emerged as an invaluable tool for car sales professionals looking to maximize their reach and influence. Leveraging platforms like Facebook not only enhances personal branding but also serves as a powerful lead generation tool. Toni Cornell, a standout figure in automotive sales, exemplifies this transformation with her impressive use of social media to drive business outcomes.
Toni's journey from a beginner to a leading salesperson showcases the monumental power of social media in sales. By cultivating a staggering 17,500 followers on her organic page, she managed to achieve an engagement level that reaches up to 300,000 people, with 90,000 directly engaging with her content. As she shares, "I have videos with up to 1.4 million views, and it's my main source of business."
What sets Toni apart is not just her ability to attract followers but also her strategic use of Facebook as a revenue-generating tool, earning $1,000 to $2,000 a month from ad revenue. This showcases the potential of social media to supplement income while bolstering sales efforts. Her story is a testament to the impact of integrating social media into a sales strategy, emphasizing how platforms like Facebook can become indispensable allies in a competitive market.
The Role of Mentorship and Empowerment in Sales Success Behind every high-achieving professional is often a supportive mentor who recognized and nurtured their potential. For Toni Cornell, that mentor was her general sales manager, Harry, who not only identified her potential but also directed her towards invaluable resources to foster her growth. "I've been following it for a while. Someone just suggested it for me, and I really like the content, what you guys were about," Harry explains.
Harry's approach highlights a critical element of success: empowerment. By encouraging Toni to join the "Millionaire Car Salesman Facebook Group," he provided her with tools that propelled her knowledge and operations beyond traditional dealership expectations. Harry describes Toni as someone who "took off with it" and transformed her online presence into a consistent source of leads, thereby enhancing dealership sales without any direct dealership expenditure.
The essence of Harry's mentorship style lies in allowing salespeople to explore creative methods of growing their business while offering unwavering support. This strategy has propelled Toni to achieve remarkable feats, such as selling 51 cars in a single month. Her experience shows how encouragement and autonomy can unlock previously untapped potential within sales professionals.
Innovation: Leading the Auto Sales Industry into a New Era In a rapidly evolving automotive landscape, innovative thinking has become non-negotiable. The traditional dealership model's limitations are becoming increasingly apparent, especially when contrasted with the fresh approaches of individuals like Toni Cornell. Her story is a blueprint for those looking to thrive amidst industry changes.
The proactive pursuit of alternative avenues, such as strategic social media utilization, not only fills the gaps left by traditional methods but also opens new doors for customer engagement. Harry, the GSM at her dealership, recognized this dynamic early on: "I didn't do anything with it. I didn't prospect it, I didn't work or lead. I wasn't in the CRM, didn't pay for it. It's all extra."
Such forward-thinking approaches are critical, especially in an industry where to remain stagnant is to fall behind. As dealerships face tighter competition and evolving consumer expectations, integrating innovative tools like AI chatbots and personalized social media campaigns can enhance customer experience and loyalty.
Gaining Traction: Elevating Car Sales through Creativity and Community The journey depicted in this conversation serves as a powerful example of how combining social media prowess with effective mentorship can lead to unprecedented success in car sales. Toni Cornell's achievements underscore the profound impact that social media and community engagement can have on business outcomes. Her story is a reminder that in an ever-changing industry, innovation and adaptability remain the cornerstones of sustained success.
Supporting team members and equipping them with the tools to thrive is not just beneficial for individual professionals; it contributes to a dealership's overall growth and resilience. As Toni continues to forge ahead, her journey inspires others to explore how they can reinvent their practices and embrace the digital age's opportunities.
The account from the millionaire car sales podcast offers crucial insights into the changing automotive sales landscape. It shows that by embracing technology, mentoring talented professionals, and fostering a culture of innovation, dealerships can not only survive but thrive in a rapidly evolving marketplace.
Resources:
Podium: Discover how Podium's innovative AI technology can unlock unparalleled efficiency and drive your dealership’s sales to new heights. Visit www.podium.com/mcs to learn more!
ProMax: Complete CRM: Complete CRM is a streamlined, all-in-one system that simplifies your dealership software and processes so you can manage every aspect of your operation with ease; from tracking and following up on leads, desking deals, managing inventory, marketing to your customers, and more. Visit www.nccdirect.com/dealer-synergy to learn more!
Dealer Synergy & Bradley On Demand: The automotive industry’s #1 training, tracking, testing, and certification platform and consulting & accountability firm.
The Millionaire Car Salesman Facebook Group: Join the #1 Mastermind Group in the Automotive Industry! With over 29,000 members, gain access to successful automotive mentors & managers, the best industry practices, & collaborate with automotive professionals from around the WORLD! Join The Millionaire Car Salesman Facebook Group today!
Win the Game of Googleopoly: Unlocking the secret strategy of search engines.
The Millionaire Car Salesman Podcast is Proudly Sponsored By: Podium: Elevating Dealership Excellence with Intelligent Customer Engagement Solutions. Unlock unparalleled efficiency and drive sales with Podium's innovative AI technology, featured proudly on the Millionaire Car Salesman Podcast. Visit www.podium.com/mcs to learn more!
ProMax: Complete CRM: As an innovative leader in the industry for the last 30 years, Complete CRM is designed to give your dealership the competitive edge in a demanding marketplace. Powered by Complete Credit™ and award-winning desking, Complete CRM™ is the industry’s only credit and compliance-enabled CRM that lets dealers achieve maximum profitability on every deal. Built on modern technology, Complete CRM seamlessly integrates credit, compliance, inventory, data mining, lead generation, enterprise functionality, and customized reporting in one tool with a single login. Visit www.nccdirect.com/dealer-synergy to learn more!
Dealer Synergy: The #1 Automotive Sales Training, Consulting, and Accountability Firm in the industry! With over two decades of experience in building Internet Departments and BDCs, we have developed the most effective automotive Internet Sales, BDC, and CRM solutions. Our expertise in creating phone scripts, rebuttals, CRM action plans, strategies, and templates ensures that your dealership's tools and personnel reach their full potential.
Bradley On Demand: The automotive sales industry’s top Interactive Training, Tracking, Testing, and Certification Platform. Featuring LIVE Classes and over 9,000 training modules, our platform equips your dealership with everything needed to sell more cars, more often, and more profitably!
What happens when unstoppable determination meets next-level creativity on the sales floor? In this powerhouse episode of the Millionaire Car Salesman podcast, Sean V. Bradley sits down with automotive sales phenom Tiffany Jean Haggerty-Kruzer—a woman who’s rewriting the rules and setting new records at her Honda dealership.
"Too many people are busy selling the car when they should be busy selling the appointment." — Tiffany Jean Haggerty-Kruzer
From bold marketing moves to unexpected customer connection strategies, Tiffany brings an energy and perspective that will challenge everything you think you know about car sales. Her journey is real, raw, and packed with insights dealership professionals can’t afford to miss.
"When people tell me I can't do something... it makes me want to show everyone that I can do better than everyone else." — Tiffany Jean Haggerty-Kruzer
If you’re ready to think bigger, sell smarter, and stand out in your market, this episode is your blueprint. Just be warned: it might change the way you sell forever!
Key Takeaways:
✅ Innovative Marketing: Tiffany differentiates herself by using personalized postcards, lottery tickets, and relationship-building tactics to enhance customer engagement and satisfaction.
✅ Networking Strategy: Effective use of social media groups and reciprocal relationships with other local businesses boost her sales and referral network.
✅ Overcoming Challenges: Despite early gender bias, Tiffany's resilience and commitment to excellence propelled her to the top of her field.
✅ Family in Automotive Sales: Tiffany’s success has inspired her daughter to follow in her footsteps, building a successful career in car sales.
✅ Focus on Customer Relations: By treating customers as friends and continually fostering these relationships, Tiffany ensures a steady stream of referrals and repeat business.
About Tiffany Jean Haggerty-Kruzer
Tiffany Jean Haggerty-Kruzer is a seasoned automotive sales professional with over 23 years of experience in the industry. Starting her career in 2001, Tiffany has demonstrated exceptional skill and resilience, transitioning from selling cars at a Honda dealership, where she is currently the top saleswoman, to becoming a notable figure in the automotive sales community. Known for her ability to sell over 60 cars in a month, Tiffany not only excels in vehicle sales but also in building meaningful customer relationships and inspiring fellow sales professionals. Her daughter, Liana Nikel, is also a talented salesperson in the automotive industry, working with GMC and achieving success early in her career!
The Path to Success: Insightful Lessons from a Female Automotive Trailblazer
Key Takeaways:
- Embrace resilience in a challenging automotive environment, especially as a woman in a male-dominated industry.
- Harness innovative strategies and technology to maximize efficiency and sales outcomes.
- Foster invaluable networks and relationships within the industry and community for sustained success.
The automotive industry, like many others, is often seen as a male-dominated space. Yet, trailblazers like Tiffany Jean Haggerty-Kruzer have shattered these perceptions, proving that women can excel and redefine success in car sales. This engaging conversation between Sean V. Bradley, LA Williams, and Tiffany reveals insightful themes centered around resilience, innovation, and networking. Each of these themes is crucial for anyone looking to thrive in the automotive sales world.
Resilience Against Industry Challenges Resilience is a recurring theme throughout the transcript. Tiffany's journey in the automotive industry wasn't smooth from the outset. Her initial challenge was during a job interview with a BMW dealership, where her potential was prematurely judged based on her gender. "The manager walked in, saw I was a female, and walked right back out," she reflects, with a sense of triumph over what would have discouraged many.
Such prejudices, unfortunately, aren’t rare. Many women in various industries face similar biases. Tiffany’s story serves as an inspiring testimony that challenges are not roadblocks but stepping stones to success. Her approach is clear: "Pretty funny because that honestly gives me more drive. When people tell me I can't do something…it makes me want to show everyone that I can do better than everyone else."
The broader implication is a call for resilience in the face of unfair treatment and stereotypes, advocating for perseverance and persistence. Tiffany's success speaks to those who doubt their capabilities in overcoming industry-specific hurdles and provides a beacon of hope for aspiring female professionals.
Leveraging Innovative Strategies and Technology Innovation, especially in terms of leveraging tools and personal strategies, is crucial for sustained success in the automotive industry. Tiffany illustrates a clear understanding of how standing out requires more than just conventional techniques. She asserts, "I always wanted to be different than everyone else because that's what makes you successful."
Her use of handwritten postcards, light-hearted lottery tickets, and the creation of evidence manuals highlights a sophisticated approach to building relationships and enhancing customer engagement. She explains, "People don't like to open up envelopes, you know, too much. So, I really feel that if you have it on a postcard and they get it in the mail, they're going to read it right away."
Additionally, there’s an emphasis on the integration of technology and automation in streamlining operations. Bradley's advice regarding AI underscores the importance of embracing technological advancements. "I would love to be able to promote your business," Tiffany concurs, signaling an openness to adopting innovative tools that can further accentuate her already effective strategies. Such tools can increase productivity and allow industry professionals to scale their efforts, revealing the potential impact of technology on sales efficiency.
Building Networks for Long-term Success Networking within the industry and broader community is an essential element of Tiffany's success story. Her strategy in creating valuable, sustained relationships lays the foundation for reliable referrals and repeat business. Her community engagement, characterized by distributing business cards with donuts to banks and clothing stores, exemplifies her proactive approach to fostering relationships.
"Basically, I have just…one big friendship because they'll know who to call when they need a car," she shares, underscoring the importance of turning customers into long-term allies and advocates. This relational approach allows her to close a significant number of referral-based deals each month and steadily build her reputation.
Professionals in the automotive industry can learn from Tiffany's approach to networking. By developing reciprocal relationships, such as with mortgage brokers and real estate agents, sales associates can create a widened network of potential customers and referrers. The broader implication here is the undeniable value of community integration and professional alliances in achieving robust, long-term success.
Without limiting herself to traditional norms, Tiffany has utilized a combination of personal initiative, relationship-building, and innovative thinking to redefine success in the automotive world. For emerging and seasoned professionals alike, her approach presents actionable insights: aim for excellence irrespective of prejudice, employ technology to enhance efforts, and cultivate indispensable networks. Through these insights, Tiffany Jean Haggerty-Kruzer not only stands as a model for female empowerment but also as a luminary for all who strive to excel in the automotive sales industry.
Resources:
Podium: Discover how Podium's innovative AI technology can unlock unparalleled efficiency and drive your dealership’s sales to new heights. Visit www.podium.com/mcs to learn more!
NCC: Credit-Driven Retailing - NCC delivers industry-best credit-driven retailing for auto dealerships, combining a powerful credit and compliance engine and fully integrated CRM/Desking platform for maximum profitability. Visit www.nccdirect.com/dealer-synergy to learn more!
Complete CRM: Complete CRM is a streamlined, all-in-one system that simplifies your dealership software and processes so you can manage every aspect of your operation with ease; from tracking and following up on leads, desking deals, managing inventory, marketing to your customers, and more. Visit www.nccdirect.com/dealer-synergy to learn more!
Dealer Synergy & Bradley On Demand: The automotive industry’s #1 training, tracking, testing, and certification platform and consulting & accountability firm.
The Millionaire Car Salesman Facebook Group: Join the #1 Mastermind Group in the Automotive Industry! With over 29,000 members, gain access to successful automotive mentors & managers, the best industry practices, & collaborate with automotive professionals from around the WORLD! Join The Millionaire Car Salesman Facebook Group today!
Win the Game of Googleopoly: Unlocking the secret strategy of search engines.
The Millionaire Car Salesman Podcast is Proudly Sponsored By: Podium: Elevating Dealership Excellence with Intelligent Customer Engagement Solutions. Unlock unparalleled efficiency and drive sales with Podium's innovative AI technology, featured proudly on the Millionaire Car Salesman Podcast. Visit www.podium.com/mcs to learn more!
NCC: Powered by proprietary solutions such as Intelligent Credit Engine™ and LenderSelect™, NCC transforms the car-buying experience for dealers and their customers. From compliance and lender selection to CRM and desking, to marketing and data mining—NCC integrates them all in a single, seamless platform to deliver better customer experiences, maximum efficiency and maximum profit. Visit www.nccdirect.com/dealer-synergy to learn more!
Complete CRM: As an innovative leader in the industry for the last 30 years, Complete CRM is designed to give your dealership the competitive edge in a demanding marketplace. Powered by Complete Credit™ and award-winning desking, Complete CRM™ is the industry’s only credit and compliance-enabled CRM that lets dealers achieve maximum profitability on every deal. Built on modern technology, Complete CRM seamlessly integrates credit, compliance, inventory, data mining, lead generation, enterprise functionality, and customized reporting in one tool with a single login. Visit www.nccdirect.com/dealer-synergy to learn more!
Dealer Synergy: The #1 Automotive Sales Training, Consulting, and Accountability Firm in the industry! With over two decades of experience in building Internet Departments and BDCs, we have developed the most effective automotive Internet Sales, BDC, and CRM solutions. Our expertise in creating phone scripts, rebuttals, CRM action plans, strategies, and templates ensures that your dealership's tools and personnel reach their full potential.
Bradley On Demand: The automotive sales industry’s top Interactive Training, Tracking, Testing, and Certification Platform. Featuring LIVE Classes and over 9,000 training modules, our platform equips your dealership with everything needed to sell more cars, more often, and more profitably!
In this powerful episode of the Millionaire Car Salesman Podcast, hosted by Sean V. Bradley and LA Williams, we bring in a special guest: Penny Vettel-Diersing! Penny shares her extensive experience in auto dealership marketing, starting with a breakdown of intelligent lead routing within the BDC and why customized communication strategies are critical for maximizing every lead opportunity.
"What value before you click send, on a text, on a chat, on an email, what value are you giving to the customer."
The conversation then leads to Penny’s innovative take on digital marketing, Google tagging, and advanced analytics — showing how dealerships can move beyond simple reply metrics to truly measure the value of every communication effort. And her #1 success in her dealership - Text messaging!
"A successful text campaign isn't about the reply count. It's about the action a customer takes after getting your text."
If you're ready to sharpen your marketing, drive more meaningful engagement, and rethink how you track success, this episode is a must-listen!
Key Takeaways:
✅ Intelligent Lead Routing: Penny emphasizes the importance of routing leads based on dealer expertise to boost sales efficacy rather than the traditional round-robin method.
✅ Text Communication vs. Marketing: The distinction between communication and marketing was highlighted by Penny, as she proposed data-driven, actionable strategies for improving dealership engagement.
✅ AI-Powered Marketing Tools: The use of technology, particularly AI like Google Gemini, provides cutting-edge solutions for marketing strategies under fluctuating market conditions, improving customer interaction.
✅ Value over Engagement: Penny argues that effective communication should aim to drive customer action rather than merely waiting for a reply, revolutionizing standard dealership practices.
✅ Google Tagging Efficiency: Implementing URL tagging in communications not only tracks engagement but provides essential insight into the effectiveness of each marketing campaign.
About Penny Vettel-Diersing
Penny Vettel-Diersing, is a 27-year automotive industry veteran who has mastered digital marketing, business development, and sales strategies! Penny began her automotive career in 1998 at Reynolds & Reynolds, where she specialized in web-based internet lead software, programs, and processes. In 2002, she moved into retail and began building and running business development centers. Since then, her career has expanded to include digital marketing strategies. She manages the sales process from advertising to business development (and everything in between)! Penny is a published author writing: Texts That Sell: How Modern Text Strategies Can Revolutionize Sales Engagement in Automotive Retail!
Inside the Dealer's Mind: Innovative Strategies for Success in the Automotive Industry
Key Takeaways:
- Strategic Communication: Crafting text marketing campaigns with value-driven calls to action is crucial for engagement and conversion.
- Intelligent Lead Routing: Tailoring lead allocation based on individual agent expertise can significantly enhance dealership performance and customer satisfaction.
- Leveraging Technology: Utilizing AI and analytics tools can provide deeper insights and improve marketing outcomes.
Transforming Communication Strategies in the Auto Industry In the fast-evolving landscape of the automotive industry, staying ahead hinges on the ability to embrace innovative communication strategies. Penny Vettel-Diersing, a veteran with 27 years of industry experience, shares a profound insight into how text communication and marketing techniques can redefine dealership success. "You never send a text message to a customer that doesn't give them something exciting to do," Penny emphasizes. This approach not only encourages engagement, but also empowers potential buyers with actionable information.
Through the strategic use of Google Tagging and analytics, dealerships can track customer actions, gaining insights into what works and what doesn't. Penny states, "I want to know if they actually did it right… I take that tiny URL and when you click it, I see what you’re doing on my website." By focusing on the actions that customers take rather than merely their replies, dealerships can refine their strategies to maximize conversions. This shift in perspective allows dealers to offer solutions tailored to the unique needs of each customer, driving both engagement and sales.
Overall, the emphasis on creating value before clicking send and adopting a detailed approach to text communication highlights a pivotal change. Texts should be more than mere messages—they should be dynamic touchpoints that bring meaningful value to the customer. With this strategy, dealerships can foster stronger relationships and enhance customer loyalty.
Intelligent Lead Routing: The Path to Empowerment The whirlwind of leads that dealerships manage can often become chaotic without a structured strategy. Penny's approach to intelligent lead routing serves as a beacon of efficiency. By recognizing and capitalizing on the unique strengths of each team member, dealerships can align customer needs with the right expertise. "A lot of dealers want to try to have the government cheese mentality… here's a lead for you, here's a lead for you," remarks Sean V. Bradley.
By implementing a system of intelligent lead routing, dealers can customize the lead allocation process. This ensures that opportunities are distributed based on proven strengths, allowing the most capable agents to handle specific customer inquiries. This targeted approach eliminates the pressure of trying to fit a square peg in a round hole and instead nurtures precision and efficacy. The use of intelligent lead routing establishes a comprehensive understanding that each lead requires a distinct approach, aligning resources to meet customer expectations effectively.
Beyond improving operational efficiency, this strategy nurtures personal growth within the sales team, transforming the mindset from mere opportunity handling to strategic problem-solving. With detailed insights into their performance, agents can continuously refine their skills, enhancing overall dealership performance.
Capitalizing on Technology for Success The integration of Artificial Intelligence (AI) and analytics is an evolving force with the potential to redefine success in automotive marketing. As Penny illustrates, leveraging AI tools like Google Gemini can uncover valuable insights, generating innovative approaches to customer communication. Through AI-generated strategies and templates, dealerships can streamline the creation and deployment of marketing campaigns, amplifying their effectiveness.
The power of AI lies in its ability to deliver personalized and insightful information rapidly. "You know, you have to take the high road," Penny notes, stressing the importance of communicating with confidence and competence. By automating repetitive tasks and uncovering hidden patterns, AI enables dealerships to focus their energy on nurturing meaningful connections with potential buyers.
The use of analytics tools, such as Google Tag Manager, complements AI, allowing dealerships to measure the success of their campaigns with precision. By integrating tagging and analytics, dealerships can gain visibility into the customer journey, monitor their interactions, and make data-driven decisions that optimize future efforts. This fusion of technology empowers dealers with the knowledge to not only meet but exceed customer expectations, ensuring continued success.
Reflecting on Innovative Dealership Practices The insights shared by Penny Vettel-Diersing and Sean V. Bradley emphasize the transformative power of innovative strategies in the automotive industry. By redefining communication strategies, dealerships can engage potential buyers with purpose, creating value-driven interactions that foster engagement and loyalty. Emphasizing intelligent lead routing ensures that each prospect is matched with the right expertise, enhancing customer satisfaction and sales team efficiency. Leveraging AI and analytics technology transforms marketing efforts, delivering targeted insights and enabling data-driven decision-making.
These strategies illustrate a holistic approach to dealership success. By integrating these techniques, dealerships can adapt to changing customer preferences, capitalize on technological advancements, and forge deeper connections with their customers. As the automotive landscape continues to evolve, dealerships equipped with these innovative practices will be poised to navigate the challenges and opportunities that lie ahead.
Resources:
Podium: Discover how Podium's innovative AI technology can unlock unparalleled efficiency and drive your dealership’s sales to new heights. Visit www.podium.com/mcs to learn more!
NCC: Credit-Driven Retailing - NCC delivers industry-best credit-driven retailing for auto dealerships, combining a powerful credit and compliance engine and fully integrated CRM/Desking platform for maximum profitability. Visit www.nccdirect.com/dealer-synergy to learn more!
Complete CRM: Complete CRM is a streamlined, all-in-one system that simplifies your dealership software and processes so you can manage every aspect of your operation with ease; from tracking and following up on leads, desking deals, managing inventory, marketing to your customers, and more. Visit www.nccdirect.com/dealer-synergy to learn more!
Dealer Synergy & Bradley On Demand: The automotive industry’s #1 training, tracking, testing, and certification platform and consulting & accountability firm.
The Millionaire Car Salesman Facebook Group: Join the #1 Mastermind Group in the Automotive Industry! With over 28,000 members, gain access to successful automotive mentors & managers, the best industry practices, & collaborate with automotive professionals from around the WORLD! Join The Millionaire Car Salesman Facebook Group today!
Win the Game of Googleopoly: Unlocking the secret strategy of search engines.
The Millionaire Car Salesman Podcast is Proudly Sponsored By: Podium: Elevating Dealership Excellence with Intelligent Customer Engagement Solutions. Unlock unparalleled efficiency and drive sales with Podium's innovative AI technology, featured proudly on the Millionaire Car Salesman Podcast. Visit www.podium.com/mcs to learn more!
NCC: Powered by proprietary solutions such as Intelligent Credit Engine™ and LenderSelect™, NCC transforms the car-buying experience for dealers and their customers. From compliance and lender selection to CRM and desking, to marketing and data mining—NCC integrates them all in a single, seamless platform to deliver better customer experiences, maximum efficiency and maximum profit. Visit www.nccdirect.com/dealer-synergy to learn more!
Complete CRM: As an innovative leader in the industry for the last 30 years, Complete CRM is designed to give your dealership the competitive edge in a demanding marketplace. Powered by Complete Credit™ and award-winning desking, Complete CRM™ is the industry’s only credit and compliance-enabled CRM that lets dealers achieve maximum profitability on every deal. Built on modern technology, Complete CRM seamlessly integrates credit, compliance, inventory, data mining, lead generation, enterprise functionality, and customized reporting in one tool with a single login. Visit www.nccdirect.com/dealer-synergy to learn more!
Dealer Synergy: The #1 Automotive Sales Training, Consulting, and Accountability Firm in the industry! With over two decades of experience in building Internet Departments and BDCs, we have developed the most effective automotive Internet Sales, BDC, and CRM solutions. Our expertise in creating phone scripts, rebuttals, CRM action plans, strategies, and templates ensures that your dealership's tools and personnel reach their full potential.
Bradley On Demand: The automotive sales industry’s top Interactive Training, Tracking, Testing, and Certification Platform. Featuring LIVE Classes and over 9,000 training modules, our platform equips your dealership with everything needed to sell more cars, more often, and more profitably!
In the latest episode of the Millionaire Car Salesman Podcast, hosts Sean V. Bradley and LA Williams explore the transformative role of Customer Relationship Management (CRM) systems in the automotive industry alongside Greg Becker, Chief Product Officer at NCC / ProMax.
"CRM fatigue is running rampant in the industry, but there's a smarter way to sell cars."
With an authentic background in both dealership management and technology, Greg offers practical insights into leveraging CRM tools to enhance customer engagement and maximize dealership profitability. This episode is particularly pertinent given the current concerns within the industry regarding tariffs and their potential impact on pricing, inventory, and dealership operations.
“You can't put a price tag on experience... CRM is the centralized hub of the repository where the data is."
The conversation delves deep into how dealerships can utilize CRM systems like NCC Promax Complete CRM to streamline operations and cut through the clutter of outdated practices. Highlighting the impact of tariffs, Greg discusses proactive strategies dealerships can adopt, such as focusing on inventory acquisition and leveraging service department interactions.
"The beautiful part about this is most of the customers have done 50% of the work; they're already scheduled."
With an eye on future-proofing dealership operations through AI advancements and tailored CRM solutions, this episode equips listeners with actionable strategies to navigate and thrive amidst industry challenges.
Key Takeaways
✅ CRM as Central Hub: Greg emphasizes CRM's role as a central hub for managing ongoing customer relationships from sales to service.
✅ Service Department Focus: Encourage dealerships to utilize their service departments as a key asset in generating leads and acquiring inventory.
✅ AI Integration: The potential of AI, including video messaging and advanced data analytics, is highlighted as a tool to enhance dealership efficiency.
✅ Actionable Insights: Greg provides detailed strategies for tapping into existing dealership data to create tailored, impactful customer campaigns.
✅ Resilience in the Face of Tariffs: Despite economic uncertainties, adopting a proactive, data-driven approach can help dealerships maintain profitability.
About Greg Becker
Greg Becker is the Chief Product Officer at NCC / ProMax, where he leads the design and innovation of dealership software solutions. With a background in managing BDCs and working in automotive retail since 2000, Greg's expertise lies in dealership operations and CRM technology. His journey from retail experience to becoming a tech leader in the automotive space makes him a valuable voice in discussions about dealership software and strategy!
The Future of Automotive CRM: Navigating Tariffs and Maximizing Customer Relationships
Key Takeaways * CRM Customization is Crucial: Automotive dealerships must invest in their CRM systems, utilizing insights from seasoned professionals like Greg Becker to truly capitalize on their customer database and streamline operations. * Adapting to Tariff Induced Changes: With impending tariffs, dealerships need proactive strategies to adapt and thrive, including leveraging CRM tools for better financial foresight and customer relations. * Utilizing AI and Technological Innovations: The automotive industry can benefit significantly from integrating advanced AI solutions within their CRMs, improving lead management and customer engagement.
Navigating Tariffs and Their Impact on the Automotive Industry Businesses across the globe are buzzing with concerns over tariffs and their potential repercussions. As Sean V. Bradley insightfully points out, "Fear and uncertainty breeds chaos… People are consuming fear." The automotive industry is no exception, facing the dual challenges of increasing vehicle prices and an anxious consumer base. The key to overcoming these hurdles lies in adapting existing practices and embracing change.
The first step is acknowledging that tariffs may indeed lead to skyrocketed costs of vehicles and parts, affecting both import and floor plan expenses. Sean accurately assesses that fear-induced actions, akin to Florida's hurricane preparations or the pandemic's toilet paper rush, could lead to unnecessary chaos. Instead, dealerships should direct their focus towards controllable elements such as refining sales strategies and maximizing their existing assets.
Greg Becker, an industry veteran, highlights the industry's resilience and adaptability. "The automotive industry is one of the most resilient… it's here," he states, underlining the importance of proactive strategies. By revisiting existing client interactions and utilizing CRM systems effectively, dealerships can tap into previously missed opportunities. Revisiting leads from the previous week could uncover potential sales amidst the tariff turmoil, ensuring a steady customer flow. Focus should also be redirected to used cars with vehicle acquisition strategies and engaging with past clients through innovative campaigns.
CRM Customization: A Game-Changer for Dealerships In an ever-evolving market landscape, customizing CRM systems akin to NCC's Complete CRM can be a pivotal differentiator. With years of hands-on experience in the automotive industry, Greg Becker underscores the importance of a customized CRM solution that resonates with the dealership's culture. "We create solutions from a different perspective… a big difference between providing technology solutions and people solutions," Greg articulates.
By tailoring CRM settings to replicate a dealership's internal culture and operations, automotive enterprises can enhance user adoption and efficiency. This encompasses everything from allowing personalization in system navigation to meaningful data segmentation strategies. Promax, spearheaded by Greg, shines as an exemplar by offering dashboards tailor-made for diverse roles, streamlining task management and bolstering productivity.
This bespoke approach in CRM enables users to land on fully customized environments conducive to their daily operations, eliminating friction and optimizing work processes. Greg aptly notes, "If they can't get to it quick, they're going to bow out," emphasizing the crucial role of ease and efficiency. Such an integrated, user-friendly approach not only boosts individual productivity but ultimately amplifies the dealership's overall operational efficacy.
Embracing Artificial Intelligence for Enhanced Lead Management Artificial intelligence is reshaping industries, and within the automotive sector, its integration within CRM systems holds immense promise. AI-driven data mining and predictive analytics offer dealerships the power to refine their lead management actions, drawing insights from CRM data seamlessly. As Greg shares, "We leverage AI… from a recommendation perspective," signifying the role of intelligence in refining dealership offerings.
Further blending AI with CRM, as suggested by Sean, opens the possibilities for revolutionizing customer communication through automated video messages. These AI-generated communications can play a pivotal role in promotional strategies and maintaining customer retention amid the tariff blues. By adopting advanced AI solutions that align cohesively with CRM frameworks, dealerships can bolster customer interaction and streamline conversions.
Moreover, such AI tools provide laser-sharp focus in understanding customer temperament and preferences, paving the way to more personalized, successful negotiations that benefit both dealerships and customers. As dealerships explore and invest in these intelligent solutions, they step towards a future that is not only efficient but also customer-centric.
Maximizing Customer Relationships in Uncertain Times A dealership's current customer database holds incredible potential. In a world filled with uncertainty, whether due to tariffs or economic shifts, nurturing these relationships can provide a valuable buffer. As Greg Becker elucidates, "An average CRM database has 10,000 customers… that's a $10 million investment." Dealers should capitalize on this investment, targeting tailored, data-driven campaigns for existing clientele that could lead to profitable returns.
To mine this gold, dealerships must look beyond the notion of direct sales investment, placing substantial effort into forging and sustaining long-term customer relationships. By aligning marketing campaigns through CRM insights directly with customer proclivities, dealerships will not only reinforce current relationships but also foster opportunities for referrals and repeat business.
Investing in CRM customization and AI solutions ensures a flexible framework that adapts to changing market dynamics and transcends anticipated challenges. The implementation of efficient data segmentation, through integrated AI analysis, allows dealerships to revitalize engagement strategies and maintain consumer trust and loyalty during pressing times.
In these challenging times for the automotive sector, industry professionals like Greg Becker and Sean V. Bradley provide valuable insights into utilizing customer relationship management systems to navigate the upheavals convincingly. By integrating technological innovation, fostering existing relationships, and understanding market dynamics, dealerships can endure and thrive amidst any industry hurdles, truly cementing their position in the future battleground of automotive sales.
Resources:
Podium: Discover how Podium's innovative AI technology can unlock unparalleled efficiency and drive your dealership’s sales to new heights. Visit www.podium.com/mcs to learn more!
NCC: Credit-Driven Retailing - NCC delivers industry-best credit-driven retailing for auto dealerships, combining a powerful credit and compliance engine and fully integrated CRM/Desking platform for maximum profitability. Visit www.nccdirect.com/dealer-synergy to learn more!
Complete CRM: Complete CRM is a streamlined, all-in-one system that simplifies your dealership software and processes so you can manage every aspect of your operation with ease; from tracking and following up on leads, desking deals, managing inventory, marketing to your customers, and more. Visit www.nccdirect.com/dealer-synergy to learn more!
Dealer Synergy & Bradley On Demand: The automotive industry’s #1 training, tracking, testing, and certification platform and consulting & accountability firm.
The Millionaire Car Salesman Facebook Group: Join the #1 Mastermind Group in the Automotive Industry! With over 28,000 members, gain access to successful automotive mentors & managers, the best industry practices, & collaborate with automotive professionals from around the WORLD! Join The Millionaire Car Salesman Facebook Group today!
Win the Game of Googleopoly: Unlocking the secret strategy of search engines.
The Millionaire Car Salesman Podcast is Proudly Sponsored By: Podium: Elevating Dealership Excellence with Intelligent Customer Engagement Solutions. Unlock unparalleled efficiency and drive sales with Podium's innovative AI technology, featured proudly on the Millionaire Car Salesman Podcast. Visit www.podium.com/mcs to learn more!
NCC: Powered by proprietary solutions such as Intelligent Credit Engine™ and LenderSelect™, NCC transforms the car-buying experience for dealers and their customers. From compliance and lender selection to CRM and desking, to marketing and data mining—NCC integrates them all in a single, seamless platform to deliver better customer experiences, maximum efficiency and maximum profit. Visit www.nccdirect.com/dealer-synergy to learn more!
Complete CRM: As an innovative leader in the industry for the last 30 years, Complete CRM is designed to give your dealership the competitive edge in a demanding marketplace. Powered by Complete Credit™ and award-winning desking, Complete CRM™ is the industry’s only credit and compliance-enabled CRM that lets dealers achieve maximum profitability on every deal. Built on modern technology, Complete CRM seamlessly integrates credit, compliance, inventory, data mining, lead generation, enterprise functionality, and customized reporting in one tool with a single login. Visit www.nccdirect.com/dealer-synergy to learn more!
Dealer Synergy: The #1 Automotive Sales Training, Consulting, and Accountability Firm in the industry! With over two decades of experience in building Internet Departments and BDCs, we have developed the most effective automotive Internet Sales, BDC, and CRM solutions. Our expertise in creating phone scripts, rebuttals, CRM action plans, strategies, and templates ensures that your dealership's tools and personnel reach their full potential.
Bradley On Demand: The automotive sales industry’s top Interactive Training, Tracking, Testing, and Certification Platform. Featuring LIVE Classes and over 9,000 training modules, our platform equips your dealership with everything needed to sell more cars, more often, and more profitably!
In this week's episode of the Millionaire Car Salesman Podcast, hosts Sean V. Bradley and LA Williams, get the secrets to success from special guest Hayden Hicks, President of Jerry Hunt Supercenter.
"I remember walking outside and clenching my knuckles... my kids will never know this life." - Hayden Hicks
Hayden shares insights into the remarkable success of his dealership group and the specific strategies for achieving high sales volumes! Hayden discusses his team's approach to vehicle acquisition, customer service, and fostering a strong dealership culture; and emphasizes the importance of a value-driven, community-focused mindset in transforming Jerry Hunt Supercenter into a top destination for car buyers in North Carolina.
"I want to out serve, out care, my competition. If you are ignoring AI, you will be left behind" - Hayden Hicks
The conversation covers a wide range of topics essential for dealership leadership, including effective desking techniques, the role of lifelong learning, and the use of technology. Hayden articulates the necessity of viewing the dealership's BDC as the new digital showroom, advocating for innovative customer engagement approaches. Emphasizing the power of digital marketing and social media presence, Hayden illustrates how developing robust content strategies can drive customer interest and loyalty, positioning Jerry Hunt Supercenter as a market leader in used car sales!
Key Takeaways:
✅ Vehicle Acquisition Expertise: Hayden Hicks reveals strategies for obtaining inventory, including utilizing a specialized Vehicle Buying Center and leveraging team efforts to secure the best deals.
✅ Servant Leadership: Hayden underscores serving customers and the community, ensuring that all dealership interactions reflect the values of respect and appreciation.
✅ Digital Showroom Approach: The importance of leveraging technology and maintaining a strong BDC presence to meet the evolving needs of modern car buyers.
✅ Content and Social Media Strategy: Developing engaging and informative content to build an audience and drive dealership recognition at local and broader levels.
✅ Continuous Learning and Adaptation: Hayden Hicks prides himself on being a lifelong learner, consistently seeking opportunities to enhance dealership operations and team performance.
About Hayden Hicks
Hayden Hicks is the President of Jerry Hunt Supercenter, a top-performing independent dealership group in North Carolina. With a background deeply rooted in the automotive industry, Hayden Hicks advanced through various roles, from sales manager to desk manager, finance director, and general manager, before stepping into his current leadership position. Known for his expertise in desking and strategy in vehicle acquisition, Hayden drives the organization's success with a focus on service excellence and community engagement.
Accelerating Success in Automotive Sales: Insights from the Millionaire Car Salesman Podcast
Key Takeaways
- Servant leadership and a focus on community impact can transform the traditional car sales experience, particularly in independent dealerships.
- Robust CRM and data management are vital to leveraging existing customer relationships and optimizing dealership operations.
- Harnessing AI and innovative technologies can significantly enhance customer engagement and streamline dealership processes.
A New Approach to Car Sales: The Value of Servant Leadership
In the latest episode of the Millionaire Car Salesman Podcast, Hayden Hicks, President of Jerry Hunt Supercenter, discusses shifting paradigms in independent car dealerships by embracing servant leadership. This approach, which prioritizes the well-being of employees and customers, aims to dismantle the stigma often associated with independent dealerships.
Reflecting on his upbringing in the automotive industry, Hayden emphasizes the importance of gratitude and service. "I understand as an independent car dealership that we are already starting from behind in a customer's perspective," he notes. This perspective has led him to inculcate a culture that goes beyond mere transactions. Jerry Hunt Supercenter strives to offer a remarkable customer experience, asserting that purchasing a car is one of the most significant financial undertakings for many.
The broader implications of this servant leadership approach are profound. By fostering an environment where employees are motivated to serve and innovate, independent dealerships can dramatically improve customer satisfaction and loyalty. This model not only challenges traditional views but sets a new standard for client-focused service in the automotive industry.
CRM and Data Management: Mining Gold in Customer Relations
A critical game changer for Jerry Hunt Supercenter has been their strategic use of CRM tools, notably Promax, to enhance customer relations and dealership operations. As Hayden mentions, "We have around 150,000 people in our database… it’s like a gold mine." This vast reservoir of data enables the dealership to tap into existing customer relationships effectively and drive repeat business.
Hayden acknowledges the importance of a CRM specialist: "We have a person on site that used to work for Promax, now works for us to ensure that we are following in that footsteps of using the CRM 100% correctly." This dedicated focus ensures that the CRM is leveraged to its full potential, optimizing both sales strategies and customer engagement.
For dealerships looking to innovate, the lesson here is clear: efficient data management can be the key to unlocking substantial business growth. By understanding and anticipating customer needs through detailed data analysis, dealerships can craft personalized experiences that create lasting loyalty and drive sales.
Embracing AI and Technology: Revolutionizing Engagement and Operations
The podcast underscores a forward-looking approach to integrating AI and technology into dealership operations. Hayden articulates how Jerry Hunt Supercenter plans to incorporate AI solutions like Podium, emphasizing the critical role of engagement: "We are going to initiate it in the beginning to help our agents interact… until engagement happens."
In today’s competitive market, AI tools can significantly improve engagement rates, which have traditionally hovered at a mere 6-8% for phone calls. AI's ability to provide instant responses and streamline after-hours interactions can bridge the gap between dealerships and potential buyers, making customer engagement more efficient and impactful.
The transformative potential of AI in automotive sales is immense. By embracing these technologies, dealerships can not only improve their responsiveness and customer satisfaction but also gain a competitive edge in an increasingly digital landscape.
Jerry Hunt Supercenter: A Vision for the Future
Hayden Hicks’ leadership philosophy at Jerry Hunt Supercenter offers a detailed blueprint for any dealership aiming for substantial growth and innovation. By nurturing a culture of service, strategically utilizing CRM data, and integrating cutting-edge AI technology, the dealership has carved out a leadership position within the industry.
The dealership's commitment to a holistic and forward-thinking business model reflects a dedication to progress and customer-centricity. As Hayden ambitiously states, "Our goal is to have a thousand cars every single month… to continue to serve our customers at a high level."
Jerry Hunt Supercenter is not just competing in a challenging market; it’s paving the way with innovative practices that emphasize empathy, efficiency, and excellence. For industry leaders and dealerships everywhere, Hayden Hicks’ insights offer not just practical strategies but a compelling vision of what the future of car sales can and should look like.
Resources:
Podium: Discover how Podium's innovative AI technology can unlock unparalleled efficiency and drive your dealership’s sales to new heights. Visit www.podium.com/mcs to learn more!
NCC: Credit-Driven Retailing - NCC delivers industry-best credit-driven retailing for auto dealerships, combining a powerful credit and compliance engine and fully integrated CRM/Desking platform for maximum profitability. Visit www.nccdirect.com/dealer-synergy to learn more!
Complete CRM: Complete CRM is a streamlined, all-in-one system that simplifies your dealership software and processes so you can manage every aspect of your operation with ease; from tracking and following up on leads, desking deals, managing inventory, marketing to your customers, and more. Visit www.nccdirect.com/dealer-synergy to learn more!
Dealer Synergy & Bradley On Demand: The automotive industry’s #1 training, tracking, testing, and certification platform and consulting & accountability firm.
The Millionaire Car Salesman Facebook Group: Join the #1 Mastermind Group in the Automotive Industry! With over 28,000 members, gain access to successful automotive mentors & managers, the best industry practices, & collaborate with automotive professionals from around the WORLD! Join The Millionaire Car Salesman Facebook Group today!
Win the Game of Googleopoly: Unlocking the secret strategy of search engines.
The Millionaire Car Salesman Podcast is Proudly Sponsored By: Podium: Elevating Dealership Excellence with Intelligent Customer Engagement Solutions. Unlock unparalleled efficiency and drive sales with Podium's innovative AI technology, featured proudly on the Millionaire Car Salesman Podcast. Visit www.podium.com/mcs to learn more!
NCC: Powered by proprietary solutions such as Intelligent Credit Engine™ and LenderSelect™, NCC transforms the car-buying experience for dealers and their customers. From compliance and lender selection to CRM and desking, to marketing and data mining—NCC integrates them all in a single, seamless platform to deliver better customer experiences, maximum efficiency and maximum profit. Visit www.nccdirect.com/dealer-synergy to learn more!
Complete CRM: As an innovative leader in the industry for the last 30 years, Complete CRM is designed to give your dealership the competitive edge in a demanding marketplace. Powered by Complete Credit™ and award-winning desking, Complete CRM™ is the industry’s only credit and compliance-enabled CRM that lets dealers achieve maximum profitability on every deal. Built on modern technology, Complete CRM seamlessly integrates credit, compliance, inventory, data mining, lead generation, enterprise functionality, and customized reporting in one tool with a single login. Visit www.nccdirect.com/dealer-synergy to learn more!
Dealer Synergy: The #1 Automotive Sales Training, Consulting, and Accountability Firm in the industry! With over two decades of experience in building Internet Departments and BDCs, we have developed the most effective automotive Internet Sales, BDC, and CRM solutions. Our expertise in creating phone scripts, rebuttals, CRM action plans, strategies, and templates ensures that your dealership's tools and personnel reach their full potential.
Bradley On Demand: The automotive sales industry’s top Interactive Training, Tracking, Testing, and Certification Platform. Featuring LIVE Classes and over 9,000 training modules, our platform equips your dealership with everything needed to sell more cars, more often, and more profitably!
In this enlightening episode of the Millionaire Car Salesman Podcast, host Sean V. Bradley, joined by Dealer Synergy’s Director of CRM and Technologies, Jonathan Schrieber, delves deep into the intricacies of Customer Relationship Management (CRM) systems in the automotive industry. The discussion highlights the evolving roles within the dealership environment and the crucial importance of CRM systems as a cornerstone for modern automotive businesses. The episode begins with an exploration of Jonathan's extensive background, emphasizing the value of his varied experience from education to high-ranking dealership roles and through to his tenure at LotPop.
"I fell in love with the CRM because you can't hide from it. You either do or you don't." – Jonathan Schrieber
Throughout the episode, Sean and Jonathan stress the significance of effectively leveraging CRM systems to ensure dealership success and growth. They explore common shortcomings and strategies for enhancing CRM processes, from setup and employee training to AI integration with tools like Podium AI.
"Information without application is just information. Information with application equals transformation." – Sean V. Bradley
Key insights include the necessity of customizing CRM processes to align with dealership specifics, promoting accountabilities such as making CRM usage a condition of employment, and the underutilized potential of CRM in reducing dealership dependency on expensive third-party lead providers. During the conversation, the seamless integration of AI with CRM systems is identified as a vital step towards optimizing customer engagement and dealership efficiency.
"The hardest part about this job is just getting customer engagement." – Jonathan Schrieber
Key Takeaways:
✅ The seamless integration of CRM systems with AI holds significant potential to enhance dealership efficiency, especially beyond regular business hours.
✅ Customized CRM processes are vitally important for the unique needs of each dealership, particularly in managing the lifecycle of leads from various sources.
✅ Proficient use of CRM can dramatically reduce unnecessary expenditure on third-party lead services by maximizing existing databases.
✅ Consistent training and management accountability are essential to encourage proper CRM use by employees, enhancing dealership profitability.
✅ Innovative applications of AI within CRM not only streamline dealership operations but also improve customer engagement and management decision-making processes.
About Jonathan Schrieber
Jonathan Schrieber is a seasoned automotive professional with over 20 years of diverse experience in the industry. Jonathan is a graduate of the NADA University and has held various pivotal roles, including Internet Director and GSM. His career spans several key areas, including sales, service, parts, and management in dealerships, which provided him a holistic understanding of automotive operations! Jonathan currently serves as the Director of CRM and Technologies at Dealer Synergy, where he leads initiatives to maximize dealership efficiency and customer relationship management globally. His expertise has been honed further through a significant tenure at LotPop, where he analyzed and enhanced dealership processes across the country.
Mastering the Art of CRM Integration: Strategies for Automotive Dealership Success
Key Takeaways:
- Outsourcing and AI integration are pivotal for thriving CRM strategies.
- Comprehensive CRM training is essential for maximizing dealership potential.
- CRM is not just a tool but a culture that needs top-down commitment and execution.
Innovative CRM Strategies for Automotive Dealerships
The landscape of the automotive industry is rapidly evolving, with customer relationship management (CRM) as a linchpin for success. As dealerships strive to sell more cars, customer engagement remains the hardest part of the job. The introduction of AI and dedicated call centers has revolutionized how dealerships manage leads and customer interactions. Sean V. Bradley, president of Dealer Synergy, underscores the importance of CRM by stating, "One of the biggest challenges that I keep hearing from dealers across the United States is, man, I don't have enough people."
Outsourcing is a game-changer in this context. By expanding their operations across three countries, including Belize and the Philippines, Dealer Synergy leverages skilled agents ensuring no customer is left unattended. This operational efficiency not only addresses the perennial complaint of insufficient staffing but also enhances customer engagement through continuous, round-the-clock service. Such strategies allow dealers to focus more on profitable engagements, rather than scrambling to maintain their current workloads.
The advent of AI, especially solutions like Podium's AI BDC, amplifies this strategy. Podium's Jerry provides 24/7 lead conversion powerhouses, engaging customers even after hours. "Meet Jerry Podium's new AI BDC. Jerry is a lead conversion powerhouse designed to respond instantly to every incoming lead," offers a practical glimpse into leveraging technology for superior customer management without direct human intervention. Such integrations streamline processes, ensuring a smooth handover to human staff without disrupting customer interaction.
The Importance of Robust CRM Training and Processes
While sophisticated tools and AI are invaluable, the human factor remains central to CRM success. Dealerships often overlook thorough training for their teams, leading to suboptimal use of available technology. Jonathan Schrieber, an automotive veteran and Director of CRM and Technologies at Dealer Synergy Global, emphasizes the need for a sound training structure. "I think the hardest part about this job is just getting customer engagement," he echoes, highlighting how a well-trained staff is instrumental in overcoming this challenge.
Schrieber's personal journey from the floor of a dealership to overseeing CRM at an executive level underscores the value of comprehensive training and experienced leadership. His background in every facet of the dealership—from driving a parts truck to handling finance—shows how familiarity with all processes enriches CRM strategy and execution. His insight into the importance of analytics ensures that dealership's sales, service, and parts departments align seamlessly, fostering an environment where CRM is not just a database, but a dynamic tool driving meaningful customer interactions.
Training should not simply involve checking off a list. Instead, it requires ongoing commitment from all levels of management. "It's not what you preach, it's what you tolerate," a quote from Extreme Ownership as referenced by Schrieber, encapsulates the idea that CRM proficiency must be embedded in the dealership's culture. Overcoming CRM hesitance requires robust leadership that practices what it preaches, making CRM compliance and training a non-negotiable part of dealership operations.
Elevating CRM from Tool to Cultural Cornerstone
The successful execution of CRM strategies stretches beyond technology and tools; it requires a paradigm shift in how dealerships perceive CRM. Sean V. Bradley advocates for viewing CRM as fundamental to dealership operations, not just an optional tool. "Information without application is just information. Information with application equals transformation," he states, urging dealerships to transform data into actionable insights.
Transitioning CRM from a supportive tool to an operational cornerstone involves aligning AI, human resources, and backend processes. The trifecta approach—human resources, CRM automation, and AI—ensures all dealership functions operate synergistically. When set up correctly, these elements prevent duplicate efforts and ensure smooth customer interactions.
Achieving this integration requires a commitment to cleanliness and optimization of existing CRM processes. As Schrieber advises, "The first step…is just clean up and optimize what you do have first." By eliminating redundancies and enhancing process flows, dealerships can fully leverage AI capabilities, ensuring customer interaction fidelity and real-time engagement.
Crafting a future-proof CRM strategy in the automotive industry necessitates a blend of advanced technology, diligent training, and a cultural shift in CRM perception. As experts like Schrieber and Bradley illustrate, converting CRM from a task-driven utility to an integral cultural component is crucial. This ensures not only enhanced customer experiences but also maximizes profitability in an increasingly competitive market. Through embracing technology, fostering comprehensive training, and committing to a culture of accountability, dealerships can thrive in the complex ecosystem of modern automotive sales.
Resources:
Podium: Discover how Podium's innovative AI technology can unlock unparalleled efficiency and drive your dealership’s sales to new heights. Visit www.podium.com/mcs to learn more!
NCC: Credit-Driven Retailing - NCC delivers industry-best credit-driven retailing for auto dealerships, combining a powerful credit and compliance engine and fully integrated CRM/Desking platform for maximum profitability.
Complete CRM: Complete CRM is a streamlined, all-in-one system that simplifies your dealership software and processes so you can manage every aspect of your operation with ease; from tracking and following up on leads, desking deals, managing inventory, marketing to your customers, and more.
Dealer Synergy & Bradley On Demand: The automotive industry’s #1 training, tracking, testing, and certification platform and consulting & accountability firm.
The Millionaire Car Salesman Facebook Group: Join the #1 Mastermind Group in the Automotive Industry! With over 28,000 members, gain access to successful automotive mentors & managers, the best industry practices, & collaborate with automotive professionals from around the WORLD! Join The Millionaire Car Salesman Facebook Group today!
Win the Game of Googleopoly: Unlocking the secret strategy of search engines.
The Millionaire Car Salesman Podcast is Proudly Sponsored By: Podium: Elevating Dealership Excellence with Intelligent Customer Engagement Solutions. Unlock unparalleled efficiency and drive sales with Podium's innovative AI technology, featured proudly on the Millionaire Car Salesman Podcast. Visit www.podium.com/mcs to learn more!
NCC: Powered by proprietary solutions such as Intelligent Credit Engine™ and LenderSelect™, NCC transforms the car-buying experience for dealers and their customers. From compliance and lender selection to CRM and desking, to marketing and data mining—NCC integrates them all in a single, seamless platform to deliver better customer experiences, maximum efficiency and maximum profit.
Complete CRM: As an innovative leader in the industry for the last 30 years, Complete CRM is designed to give your dealership the competitive edge in a demanding marketplace. Powered by Complete Credit™ and award-winning desking, Complete CRM™ is the industry’s only credit and compliance-enabled CRM that lets dealers achieve maximum profitability on every deal. Built on modern technology, Complete CRM seamlessly integrates credit, compliance, inventory, data mining, lead generation, enterprise functionality, and customized reporting in one tool with a single login.
Dealer Synergy: The #1 Automotive Sales Training, Consulting, and Accountability Firm in the industry! With over two decades of experience in building Internet Departments and BDCs, we have developed the most effective automotive Internet Sales, BDC, and CRM solutions. Our expertise in creating phone scripts, rebuttals, CRM action plans, strategies, and templates ensures that your dealership's tools and personnel reach their full potential.
Bradley On Demand: The automotive sales industry’s top Interactive Training, Tracking, Testing, and Certification Platform. Featuring LIVE Classes and over 9,000 training modules, our platform equips your dealership with everything needed to sell more cars, more often, and more profitably!
In this episode of the Millionaire Car Salesman podcast, host Sean V. Bradley dives deep into the transformative power of Artificial Intelligence (AI) in the automotive sales industry with guest Billy Hymas, the Auto Director at Podium. The discussion centers around how AI technologies, like Podium's AI named Jerry, are revolutionizing dealership operations by improving leads’ response times and conversion rates.
“AI-driven tools can drastically enhance lead response times and improve conversion rates by providing timely and relevant customer communication.”
With insights into the consumer's changing expectations in the post-pandemic world, the duo explores the unparalleled advantages of integrating AI into customer communications, emphasizing the necessity for dealerships to evolve with the digital age. The conversation unfolds compelling statistics and strategies, noting how AI significantly boosts engagement through immediate and relevant communication, even during after-hours.
“Integration of AI in the dealership’s workflow complements the CRM systems and aids human resources in maximizing operational efficiency and sales effectiveness.”
Billy highlights the importance of AI in enhancing customer satisfaction (CSI) by ensuring timely and personalized responses, thus bolstering online reputation management. With the shared success stories from major dealership groups, the episode underscores AI's pivotal role in navigating common challenges like high attrition rates and maximizing dealership profitability. Throughout this episode, listeners gain understanding into the balanced integration of AI, CRM tools, and human resources in dealership operations, equipping them with practical insights on optimizing lead management and boosting sales efficacy.
Key Takeaways:
✅ AI-driven tools can drastically enhance lead response times and improve conversion rates by providing timely and relevant customer communication.
✅ Jerry, Podium’s AI tool, acts as a diligent, omnipresent team member, handling customer inquiries after hours and aiding in the lead conversion process.
✅ Integration of AI in the dealership’s workflow complements the CRM systems and aids human resources in maximizing operational efficiency and sales effectiveness.
✅ Properly executed AI systems can improve Customer Satisfaction Index (CSI) by ensuring a seamless and personable customer experience throughout their buying journey.
✅ With AI's aid, dealerships can easily manage a large influx of leads without overstretching their human resources, addressing staffing challenges and increasing sales figures.
About Billy Hymas
Billy Hymas is the Auto Director at Podium, a leading technology company specializing in artificial intelligence solutions for the automotive industry. With a rich background in sales, including roles in door-to-door sales and enterprise sales, Billy brings a wealth of experience in customer interactions and technology solutions. His focus at Podium is on helping automotive dealers enhance lead conversion and customer engagement through cutting-edge AI technology. Billy's extensive experience in sales management and his work across various industries contribute to his expertise in implementing AI for business growth and efficiency.
Revolutionizing Car Sales with AI: How Artificial Intelligence is Transforming Dealership Operations
Technology has always been at the forefront of revolutionizing industries, and the automotive sector is no exception. In a recent deep dive into AI's role in car dealerships, experts Sean V. Bradley from Dealer Synergy and Billy Hymas from Podium reveal how embracing this technology is not only changing the landscape but also boosting sales, efficiency, and customer satisfaction. The discussion encompasses the nuances of AI in dealership settings, tackling common challenges, and optimizing operations to meet evolving consumer expectations.
Key Takeaways
- Speed and Precision in Lead Response: The faster a dealership responds to a lead, the higher the likelihood of conversion.
- Role of AI in Reducing Human Error: AI helps maintain accurate customer interactions, minimizing the pitfalls of miscommunication.
- AI as a Team Member: AI tools can complement human resources by handling routine tasks, thereby freeing staff to focus on higher-value activities.
Speed and Precision in Lead Response: A Game Changer In the dynamic landscape of automotive sales, speed is critical. As highlighted by Sean V. Bradley, the correlation between response time and closing ratio is direct and significant. Traditional methods of handling leads are becoming obsolete with the rise of AI technologies like Podium's "Jerry," which offers immediate engagement with potential customers. "The faster you respond to somebody, the higher the closing ratio," Bradley notes, emphasizing that AI can interact with leads—whether through text or online chat—immediately, even beyond business hours.
Billy Hymas adds weight to this by noting how AI can be a first line of defense in the often missed after-hours leads. "The ability to…answer quickly, help people feel warm and fuzzy because they're getting that instant dopamine hit. That's what sells cars," he explains. This real-time interaction reduces the delays that can lead to lost sales opportunities, offering a seamless transition from AI interaction to human follow-up when necessary.
The Role of AI in Reducing Human Error The concerns regarding the implementation of AI often revolve around its interaction with existing tools like CRMs. Many dealerships fear overloading customers with multiple communications from different systems. Hymas addresses this concern by explaining the integration capabilities of AI, particularly with established systems to ensure that customer messages are not duplicated or conflicting.
AI's capability to maintain coherence and professionalism in customer interactions is paramount. As noted in the conversation, AI avoids common pitfalls such as email merge errors that tarnish customer experience. Hymas remarks on the intelligence of AI like Jerry, which can learn customer preferences and history, thus tailoring interactions that are informative and free of human errors, thereby building trust and improving customer satisfaction scores.
AI as a Team Member: Optimizing Human Resources Beyond just replacing basic tasks, AI can enhance a dealership's human resources by optimizing how their time is spent. As Bradley and Hymas discuss, AI facilitates taking on repetitive tasks that consume significant amounts of human effort. Bradley notes, "What happens to dealers is don't get all excited about whatever technology, whatever vendor and not let them speak to each other," emphasizing the importance of an integrated strategy where AI complements staff efforts.
Hymas further adds that, "AI serves as an incredible trainer," allowing sales teams, especially newer members, to learn from AI’s customer interactions. This not only aids in onboarding but also offers a continual learning opportunity, allowing seasoned salespeople to hone their techniques based on AI interaction data.
Embracing the Future of Automotive Sales with AI The conversation between Bradley and Hymas illuminates the transformative potential of AI in the car sales industry, highlighting its immediate benefits in engagement speed, accuracy, and resource optimization. AI, epitomized by tools like Podium’s Jerry, is proving to be an invaluable asset, capable of increasing conversion rates and enhancing customer experience. By seamlessly integrating with existing CRM systems, AI complements rather than complicates, allowing dealership teams to focus on relationship-building and high-quality sales interactions. For dealerships ready to embrace these technologies, the future looks bright—and more profitable—than ever. Adopting these strategies can revolutionize the way dealerships operate, ensuring they not only meet but exceed modern consumer expectations in the digital era.
Resources:
Podium: Discover how Podium's innovative AI technology can unlock unparalleled efficiency and drive your dealership’s sales to new heights. Visit www.podium.com/mcs to learn more!
NCC: Credit-Driven Retailing - NCC delivers industry-best credit-driven retailing for auto dealerships, combining a powerful credit and compliance engine and fully integrated CRM/Desking platform for maximum profitability.
Complete CRM: Complete CRM is a streamlined, all-in-one system that simplifies your dealership software and processes so you can manage every aspect of your operation with ease; from tracking and following up on leads, desking deals, managing inventory, marketing to your customers, and more.
Dealer Synergy & Bradley On Demand: The automotive industry’s #1 training, tracking, testing, and certification platform and consulting & accountability firm.
The Millionaire Car Salesman Facebook Group: Join the #1 Mastermind Group in the Automotive Industry! With over 28,000 members, gain access to successful automotive mentors & managers, the best industry practices, & collaborate with automotive professionals from around the WORLD! Join The Millionaire Car Salesman Facebook Group today!
Win the Game of Googleopoly: Unlocking the secret strategy of search engines.
The Millionaire Car Salesman Podcast is Proudly Sponsored By: Podium: Elevating Dealership Excellence with Intelligent Customer Engagement Solutions. Unlock unparalleled efficiency and drive sales with Podium's innovative AI technology, featured proudly on the Millionaire Car Salesman Podcast. Visit www.podium.com/mcs to learn more!
NCC: Powered by proprietary solutions such as Intelligent Credit Engine™ and LenderSelect™, NCC transforms the car-buying experience for dealers and their customers. From compliance and lender selection to CRM and desking, to marketing and data mining—NCC integrates them all in a single, seamless platform to deliver better customer experiences, maximum efficiency and maximum profit.
Complete CRM: As an innovative leader in the industry for the last 30 years, Complete CRM is designed to give your dealership the competitive edge in a demanding marketplace. Powered by Complete Credit™ and award-winning desking, Complete CRM™ is the industry’s only credit and compliance-enabled CRM that lets dealers achieve maximum profitability on every deal. Built on modern technology, Complete CRM seamlessly integrates credit, compliance, inventory, data mining, lead generation, enterprise functionality, and customized reporting in one tool with a single login.
Dealer Synergy: The #1 Automotive Sales Training, Consulting, and Accountability Firm in the industry! With over two decades of experience in building Internet Departments and BDCs, we have developed the most effective automotive Internet Sales, BDC, and CRM solutions. Our expertise in creating phone scripts, rebuttals, CRM action plans, strategies, and templates ensures that your dealership's tools and personnel reach their full potential.
Bradley On Demand: The automotive sales industry’s top Interactive Training, Tracking, Testing, and Certification Platform. Featuring LIVE Classes and over 9,000 training modules, our platform equips your dealership with everything needed to sell more cars, more often, and more profitably!
In this heartfelt episode of the Millionaire Car Salesman Podcast, Sean V. Bradley and LA Williams celebrate the life and legacy of Jim “The Alpha Dawg” Ziegler, forever an icon in the automotive industry. Joined by renowned guest Cory Mosley, the podcast pays tribute to Ziegler's profound impact and lasting influence on automotive sales culture and training. Through anecdotes, shared experiences, and enlightening discussions, listeners are provided a deep dive into the principles that Ziegler embodied, particularly his advocacy for dealers and his dynamic approach to sales training.
"I wouldn't be in the car business if it weren't for what Jim taught me in his training."
The episode eloquently captures Ziegler's ethos of doing things his way and the indelible mark he left on the automotive industry. From discussions about the early days of Ziegler's career to his massive influence on automotive sales techniques, the conversation touches on the many elements that made Ziegler a cherished mentor and industry leader.
"He loved his wife, he loved his family, and he loved the industry."
The podcast also highlights Ziegler's personal insights on the importance of work-life balance and the human side of being a business legend, offering listeners a balanced perspective of both his professional contributions and his personal journey. Feel and listen with your heart as we honor the loss of an automotive legend.
Key Takeaways:
✅ Ziegler was a staunch advocate for automotive dealers, committed to enhancing dealership profitability and industry standards.
✅ The significance of mastering one's craft in automotive sales was a central theme of Ziegler's career, emphasizing his desire to elevate others in the industry.
✅ The importance of personal legacy and balancing professional success with meaningful personal relationships, a lesson from Ziegler's experiences.
✅ The role of the National Speakers Association (NSA) in elevating Ziegler's and others' careers, serving as a pivotal institution for professional growth and networking in public speaking.
✅ The evolving impact of technology and virtual platforms in car sales and dealership operations, as reflected in Ziegler's career transition over time.
About Jim “The Alpha Dawg” Ziegler, CSP, HSG
Jim Ziegler, CSP, HSG - Known as "The Alpha Dawg," Ziegler was a legendary figure in the automotive industry with a career spanning nearly five decades. He was a consultant, speaker, and trainer, recognized for his contributions to F\&I and automotive sales training. Holding the titles of Certified Speaking Professional (CSP) and HSG, Jim was known for his bold personality and his impactful presence in the industry.
About Cory Mosley, CSP
Meet Cory Mosley, CSP, Award-Winning Business Growth & Media Expert. Cory Mosley, CSP, is an entrepreneur, sought-after strategic consultant, media personality, results-driven coach, and certified speaking professional. Cory’s experience in the business and media arena spans over twenty years and includes global strategy, business development, and marketing work. His client list includes Fortune 100 companies, global tier 1 and 2 suppliers, countless small business and franchise operations, professional associations, and non-profits. Cory specializes in Business Growth Strategy, Rebranding, Thought Leadership Content Creation, Event Speaking, and Custom Training and Development Programs.
About Sean V. Bradley, CSP
Sean V. Bradley, CSP is the President of Dealer Synergy and co-creator of the Millionaire Car Salesman Podcast. With decades of experience, Sean is a celebrated figure in automotive sales training, recognized for his innovative strategies and motivational speaking.
About LA Williams III - Known as “The Blind Master”
LA Williams III - Known as “The Blind Master” is the co-host of the Millionaire Car Salesman Podcast, Williams is known for his remarkable talent in inspiring and training automotive professionals. He contributes his extensive knowledge and engaging style to help drive sales success and motivate others.
Honoring the Alpha Dawg: The Lasting Legacy of Jim Ziegler in the Automotive Industry
Key Takeaways
- Jim Ziegler's unwavering dedication to the automotive industry showcased his deep love and commitment to his craft, his family, and his peers.
- Emphasizing the importance of vigilance in business, Ziegler often cautioned against distractions disguised as opportunities, a principle that applies universally beyond automotive sales.
- Ziegler's larger-than-life persona and unparalleled influence have left an indelible mark on countless individuals within the automotive and speaking communities.
The Indomitable Jim Ziegler: A True Icon in the Automotive World Jim Ziegler's name resonates deeply within the automotive industry. Known as the "Alpha Dawg," Jim dedicated nearly five decades of his life to revolutionizing automotive sales and training. His powerful impact was not just limited to dealerships and sales teams but extended to empowering individuals through professional speaking. This article delves into Jim Ziegler's unmatched legacy, the principles he championed, and what it truly meant to have crossed paths with such a titan.
One of Ziegler's peers, Sean V. Bradley, remarked, "Jim loved it. Day after day, he loved the industry." This passion for automotive sales and training was evident in all that Jim did—from his staunch advocacy for dealerships to his direct confrontations with entities that threatened the industry's sanctity. Jim Ziegler embodied what it means to be a true leader and innovator, and his influence will be felt for generations to come.
Pioneering a Dealer-Centric Approach Jim Ziegler was renowned for his unwavering commitment to the automotive profession and the people within it. His advocacy was unparalleled as he battled against anything that could detrimentally impact dealers, managers, and sales personnel. Emphasizing the need for integrity while making a profit, Ziegler once proclaimed, "Success leaves clues."
This insight reflected his belief in the industry's potential—championing a dealer-centric model where professionalism and profitability went hand-in-hand. Ziegler's influence was palpable, from battling legislative efforts that threatened dealerships to crafting meticulously designed strategies to increase profitability. His colleagues noted how his strategies empowered automotive professionals at all levels, yielding measurable economic benefits.
Jim's passion extended beyond the tangible, often challenging the status quo with his bombastic approach and willingness to confront adversity head-on. As Cory Mosley, another leading industry figure, stated, "This was a guy who came into our industry and fundamentally affected tens of thousands of people."
The Power of Persona: A Charismatic Figure Ziegler was known for his charisma, the allure of which was not only leveraged to drive sales but also to inspire legions within his community. His larger-than-life personality drew people in and his no-nonsense approach kept them engaged. Yet beyond the swagger and humor, Jim was a passionate advocate for continuous improvement. He emphasized the importance of mastering one's craft, often challenging peers to embrace the industry as if earning a master's degree.
His sayings and stories are legendary. From stating, "Alpha Dawg don't fly in the back of no planes," to his memorable meme wars with peers, Jim was unapologetically himself and lived by his truth. This authenticity struck a chord with many, creating a ripple effect of admiration and respect across the industry.
Jim's willingness to put himself out there and embrace failure was another facet of his enduring appeal. Whether mentoring up-and-coming trainers or forging lifelong friendships, Jim's influence was marked by his transparent honesty and keen desire to share his vast expertise. As L.A. Williams described, "He was a good guy to be around; he always loosened you up."
Navigating Opportunities: A Lesson in Focus Perhaps one of Ziegler’s most impactful teachings was, "Beware of distractions disguised as opportunities." This timeless advice is not only applicable to the automotive industry but also serves as a broader lesson in life and business strategy. It encourages individuals to remain focused and discerning amid myriad distractions vying for attention in the digital age.
By embodying this tenet, Ziegler was not only teaching the essentials of sales but also imparting wisdom that transcended the boundaries of industry-specific knowledge. His guidance urged professionals to identify the substantive opportunities from the noise—a skill crucial for success in both personal and professional domains.
Jim's philosophy serves as a poignant reminder of the need for clarity and focus in our pursuits. Applying this approach can result in improved decision-making and reinforces the importance of maintaining a strategic vision.
Reflecting on Jim Ziegler's Legacy Jim Ziegler’s legacy is one of passionate advocacy, relentless pursuit of excellence, and the profound ability to influence those around him. Through his direct approach to both the joys and challenges of automotive sales and professional speaking, Jim equipped countless individuals with the knowledge and motivation to succeed. His unique blend of humor, wisdom, and integrity cemented his status as a towering figure within and beyond the automotive field.
Reflecting on Ziegler's contributions invites us to ponder our own legacies—what we Stand for and what we leave behind. To honor Jim Zieg
Resources:
Podium: Discover how Podium's innovative AI technology can unlock unparalleled efficiency and drive your dealership’s sales to new heights. Visit www.podium.com/mcs to learn more!
NCC: Credit-Driven Retailing - NCC delivers industry-best credit-driven retailing for auto dealerships, combining a powerful credit and compliance engine and fully integrated CRM/Desking platform for maximum profitability.
Complete CRM: Complete CRM is a streamlined, all-in-one system that simplifies your dealership software and processes so you can manage every aspect of your operation with ease; from tracking and following up on leads, desking deals, managing inventory, marketing to your customers, and more.
Dealer Synergy & Bradley On Demand: The automotive industry’s #1 training, tracking, testing, and certification platform and consulting & accountability firm.
The Millionaire Car Salesman Facebook Group: Join the #1 Mastermind Group in the Automotive Industry! With over 28,000 members, gain access to successful automotive mentors & managers, the best industry practices, & collaborate with automotive professionals from around the WORLD! Join The Millionaire Car Salesman Facebook Group today!
Win the Game of Googleopoly: Unlocking the secret strategy of search engines.
The Millionaire Car Salesman Podcast is Proudly Sponsored By: Podium: Elevating Dealership Excellence with Intelligent Customer Engagement Solutions. Unlock unparalleled efficiency and drive sales with Podium's innovative AI technology, featured proudly on the Millionaire Car Salesman Podcast. Visit www.podium.com/mcs to learn more!
NCC: Powered by proprietary solutions such as Intelligent Credit Engine™ and LenderSelect™, NCC transforms the car-buying experience for dealers and their customers. From compliance and lender selection to CRM and desking, to marketing and data mining—NCC integrates them all in a single, seamless platform to deliver better customer experiences, maximum efficiency and maximum profit.
Complete CRM: As an innovative leader in the industry for the last 30 years, Complete CRM is designed to give your dealership the competitive edge in a demanding marketplace. Powered by Complete Credit™ and award-winning desking, Complete CRM™ is the industry’s only credit and compliance-enabled CRM that lets dealers achieve maximum profitability on every deal. Built on modern technology, Complete CRM seamlessly integrates credit, compliance, inventory, data mining, lead generation, enterprise functionality, and customized reporting in one tool with a single login.
Dealer Synergy: The #1 Automotive Sales Training, Consulting, and Accountability Firm in the industry! With over two decades of experience in building Internet Departments and BDCs, we have developed the most effective automotive Internet Sales, BDC, and CRM solutions. Our expertise in creating phone scripts, rebuttals, CRM action plans, strategies, and templates ensures that your dealership's tools and personnel reach their full potential.
Bradley On Demand: The automotive sales industry’s top Interactive Training, Tracking, Testing, and Certification Platform. Featuring LIVE Classes and over 9,000 training modules, our platform equips your dealership with everything needed to sell more cars, more often, and more profitably!
In this riveting episode of the Millionaire Car Salesman podcast, host Sean V. Bradley dives into the harsh realities of the automotive industry in 2025. With the backdrop of economic uncertainties, changing tariffs, and the fluctuating electric vehicle market, Sean discusses the challenges dealerships face today. Joining him is Cody Carter, the #1 Car Salesman in the World, who shares his secrets to thriving in such volatile conditions! Cody provides invaluable insights into maintaining profit margins despite rising costs, the declining value of electric vehicles, and leveraging digital retailing for success.
“I’m the #1 Car Salesman, but I'm still chasing that 200 car month” - Cody Carter
This episode is packed with Cody's expert strategies to navigate a competitive market and offers a unique perspective on adapting sales tactics in response to external pressures such as tariffs and political changes. Sean and Cody discuss the significance of creative leasing options, the importance of working the service drive, and embracing modern CRM technologies like AI to optimize sales processes. With robust discussions on customer engagement and the necessity of understanding market trends, listeners will uncover new pathways to boost dealership performance and sales efficiency!
Key Takeaways:
✅ Digital Retailing Mastery: Cody's success is partly attributed to his use of digital retailing, allowing customers to complete much of the purchasing process online, which leads to increased sales efficiency.
✅ Leveraging Alternate Lenders: By using multiple lenders and providing flexible leasing options, Cody maintains competitive pricing and attractive deals for customers.
✅ Service Drive Strategy: Unutilized service drive opportunities can yield high-value deals, a tactic that Cody suggests for increasing sales figures.
✅ Adapting to Market Trends: With changes in tariffs and the EV market, maintaining versatility in sales tactics and quickly adapting strategies is essential for ongoing success.
✅ AI and Technology: Implementing AI-driven conversational tools, like those offered by Podium, could significantly enhance lead management and sales processes.
About Cody Carter
Cody Carter is renowned for his remarkable achievements as the world's top car salesman. In 2024, Cody set a new benchmark by selling an impressive 1,432 units, surpassing his previous record of 1,408 units sold in 2023. Cody is celebrated for his innovative automotive sales strategies and his efficient use of digital retailing technologies. Based at Tustin Toyota in California, Cody oversees an extensive clientele, leveraging his expertise to continue outperforming industry standards.
Mastering the Automotive Sales Landscape: Insights from Industry Titans Key Takeaways * Market Adaptation: The automotive landscape in 2025 is evolving, demanding dealers and sales professionals to pivot with creative strategies and leverage incentives effectively. * Digital Retailing: Harnessing digital retailing platforms and personalized websites can streamline operations and enhance customer experiences. * Success Stories: Industry leaders like Cody Carter demonstrate that innovative approaches to sales and marketing can significantly boost performance and dealership output.
The automotive industry in 2025 is encountering a turbulent landscape characterized by rapid changes in sales dynamics, electrification, and market incentives. In a compelling conversation with automotive experts Sean V. Bradley and Cody Carter, the secrets to navigating these challenges while capitalizing on opportunities become evident. Bradley, a pioneer in auto sales training, and Carter, the renowned "Millionaire Car Salesman," reveal how key sales strategies and digital tools can transform dealership performance.
Adapting to the 2025 Automotive Market The year 2025 has brought with it substantial shifts in automotive sales strategies. "Man, it's rough out there in them streets," Sean V. Bradley articulates, summarizing the struggles faced by many in the industry. A predominant theme is the requirement for dealerships to adapt after several years of unprecedented sales volumes post-pandemic. With manufacturers reintroducing incentives and OEM spins, many dealers are driven to adjust their strategies quickly. "The pulse that I'm getting is that there's a lot of stress in 2025," highlights Bradley as he describes the current sales calendar.
Dealerships are contending with factors like rising costs, which impact profit margins, and competing incentives that pressure sellers to discount inventory heavily. The transcript illustrates the importance of leveraging incentives creatively. As Carter explains, some domestics offer $7,000 to $8,000 in incentives, which could drive sales volume if strategically applied. "We try to get them into like right now we're doing 39-month leases… which allows me to potentially make the payment attractive and make more gross profit," Carter outlines.
Implications for Sales Strategies This evolving landscape forces a rethink in sales approaches. Effective handling of tariffs and managing changing demand for electric and hybrid vehicles are crucial. Carter reveals how Toyota's diverse lineup allows for flexibility, indicating that understanding inventory dynamics can mitigate potential tariff impacts. There’s a wider implication for sales teams to maintain competitive responses to shifting market conditions by fully understanding their product and financial levers.
Leveraging Digital Retailing for Business Growth The automotive sector's digital transition has become a lifeline for sales professionals. Cody Carter's success epitomizes the power of digital retailing platforms. Despite market volatility, Carter confirms, "A lot of it contributed to some of these lenders. Ally, for example, they're giving me a thousand dollar rebate on every single car that you send to them." This system maximizes efficiency by allowing buyers to explore financing options directly from dealership websites.
Digital platforms enable customers to visualize varied financing structures, effectively engage with leasing options, and make informed purchasing decisions. As displayed in the conversation, Carter's website personalizes customer interactions, saying, "The biggest thing with my site that's unique is I have multiple lenders for leasing loaded on there."
Broader Impacts of Digital Tools Digital retailing is transforming the automotive landscape by increasing transparency and convenience for customers. As automotive commerce gravitates online, maintaining competitive pressures by ensuring platforms are user-friendly and integrative becomes essential. Success stories like Carter’s highlight that embracing innovation not only improves customer satisfaction but significantly elevates business results, capturing market share despite an overcrowded digital space.
Success in Automotive Sales: Unpacking Cody Carter's Strategies Cody Carter's remarkable achievements have set benchmarks across the industry. With 1,432 units sold last year, Cody's marketing mastery breaks conventional dealership molds. His pragmatic approach is encapsulated when he notes, "There's so much money to be made, and it's just left laying there." By focusing on untapped potential, specifically within service departments, Cody continually drives profitability.
A pivotal element of Cody’s approach is his use of lease options. Acknowledging current resale value downturns, particularly with EVs, Carter advocates leasing as an effective strategy—a sentiment reinforced with his statement: "Lease it today, capture the rebate on the first payment, buy it out and then you save money."
Lessons for Aspiring Sales Professionals Carter's success reveals vital lessons for budding sales professionals. His proactive client relations and meticulous understanding of market dynamics reflect the need for personalized customer experiences. By integrating digital tools and leveraging creative financing solutions, dealerships can offer exceptional customer journeys, leading to higher sales volumes and customer loyalty.
The revelations shared in this insightful discussion between Bradley and Carter underscore a broader message: mastering the complexities of the automotive industry in 2025 is achievable. By embracing digital platforms, understanding evolving market incentives, and personalizing customer engagements, sales professionals can navigate current challenges and significantly enhance dealership performance. Invoking creativity and consumer-centric strategies will continue to provide a roadmap for success, even amidst market uncertainties.
Resources:
Podium: Discover how Podium's innovative AI technology can unlock unparalleled efficiency and drive your dealership’s sales to new heights. Visit www.podium.com/mcs to learn more!
NCC: Credit-Driven Retailing - NCC delivers industry-best credit-driven retailing for auto dealerships, combining a powerful credit and compliance engine and fully integrated CRM/Desking platform for maximum profitability.
Complete CRM: Complete CRM is a streamlined, all-in-one system that simplifies your dealership software and processes so you can manage every aspect of your operation with ease; from tracking and following up on leads, desking deals, managing inventory, marketing to your customers, and more.
Dealer Synergy & Bradley On Demand: The automotive industry’s #1 training, tracking, testing, and certification platform and consulting & accountability firm.
The Millionaire Car Salesman Facebook Group: Join the #1 Mastermind Group in the Automotive Industry! With over 28,000 members, gain access to successful automotive mentors & managers, the best industry practices, & collaborate with automotive professionals from around the WORLD! Join The Millionaire Car Salesman Facebook Group today!
Win the Game of Googleopoly: Unlocking the secret strategy of search engines.
The Millionaire Car Salesman Podcast is Proudly Sponsored By: Podium: Elevating Dealership Excellence with Intelligent Customer Engagement Solutions. Unlock unparalleled efficiency and drive sales with Podium's innovative AI technology, featured proudly on the Millionaire Car Salesman Podcast. Visit www.podium.com/mcs to learn more!
NCC: Powered by proprietary solutions such as Intelligent Credit Engine™ and LenderSelect™, NCC transforms the car-buying experience for dealers and their customers. From compliance and lender selection to CRM and desking, to marketing and data mining—NCC integrates them all in a single, seamless platform to deliver better customer experiences, maximum efficiency and maximum profit.
Complete CRM: As an innovative leader in the industry for the last 30 years, Complete CRM is designed to give your dealership the competitive edge in a demanding marketplace. Powered by Complete Credit™ and award-winning desking, Complete CRM™ is the industry’s only credit and compliance-enabled CRM that lets dealers achieve maximum profitability on every deal. Built on modern technology, Complete CRM seamlessly integrates credit, compliance, inventory, data mining, lead generation, enterprise functionality, and customized reporting in one tool with a single login.
Dealer Synergy: The #1 Automotive Sales Training, Consulting, and Accountability Firm in the industry! With over two decades of experience in building Internet Departments and BDCs, we have developed the most effective automotive Internet Sales, BDC, and CRM solutions. Our expertise in creating phone scripts, rebuttals, CRM action plans, strategies, and templates ensures that your dealership's tools and personnel reach their full potential.
Bradley On Demand: The automotive sales industry’s top Interactive Training, Tracking, Testing, and Certification Platform. Featuring LIVE Classes and over 9,000 training modules, our platform equips your dealership with everything needed to sell more cars, more often, and more profitably!
In this episode of the Millionaire Car Salesman Podcast, LA Williams takes listeners on a dynamic exploration of Dealer Synergy’s innovative outsourced BDC operations situated in Belize!
"Sales is not a one-size-fits-all type of thing... The more creative you can get, the more sales you can do." - LA Williams
Recorded LIVE, Williams spells out the operational efficiencies and strategic advantages of leveraging an international call center—pointing out cost savings, quality customer service delivery, and the critical training methodologies that contribute to enhanced dealership success.
"Geography does not have to be a challenge anymore. We can employ folks from anywhere in the world!" - LA Williams
LA offers a behind-the-scenes insight into how a 2,000-person call center functions, proving that geographic distance does not impede quality customer service or dealership results. Utilizing a Belize-based team trained with Dealer Synergy’s advanced methodologies, sales operations are not only streamlined but amplified. By demolishing traditional sales models, Williams articulates how automotive dealerships can thrive by adapting to globalized business strategies, therefore keeping showrooms thriving and customer satisfaction at its peak!
Key Takeaways:
✅ Cost Efficiency and Scalability: Outsourcing BDCs to regions like Belize significantly reduces overhead costs versus U.S.-based operations, making it economically advantageous for dealers to expand their reach.
✅ Training and Quality Assurance: Dealer Synergy's comprehensive training ensures that agents, regardless of location, provide professional, high-quality customer service that matches or surpasses in-house teams.
✅ Technological Integration and Flexibility: Utilizing platforms like Zoom for meetings and sales allows sales teams to operate seamlessly from anywhere, thus expanding the scope and efficiency of dealerships.
✅ Cultural Adaptability: Belize's predominantly English-speaking population allows for seamless communication with the U.S. market, dispelling concerns over language barriers.
✅ Future of Automotive Sales: Innovative practices are setting a new standard for the industry's future, emphasizing the importance of a global operational perspective and advanced technological integration for sustained success.
About LA Williams
LA Williams is the Vice President of Dealer Synergy. He has 15+ years of automotive sales experience and has made it his mission to help, educate and level up anyone he comes in contact with. LA once started as a frontline analyst for the organization, but quickly worked his way through the ranks to most recently landing him his current role of Vice President and an official company partner. Although LA holds an executive position with Dealer Synergy, he is completely “hands-on” with the Dealer Synergy family of programs. LA is the preeminent subject master on “Phone Sales” in the Automotive Sales Industry and has earned the nickname and title of “The Blind Phone Master”. LA has been blind for 35+ years and has focused his energy on the art of sound, tone, and inflection. With his inability to see and only hear, he can solely judge a person’s phone abilities and verbal tools based on what they say and how they say it. This makes him the perfect coach and phone sales expert on planet Earth. LA has trained thousands of Automotive Sales professionals, Internet / BDC professionals, Sales Managers, General Managers and Dealer Principals on how to dominate the phones with his “The Blind Phone Master’s Phone Sales Mastery” strategies. Furthermore, LA is an NADA Convention Speaker and a frequent 20 group speaker, including the official Internet Sales 20 Group . In addition to his training and speaking engagements, LA is the official co-host of the globally known Millionaire Car Salesman Podcast and a moderator of the Millionaire Car Salesman Facebook Group.
LA is also a very successful music producer. He has produced tracks for Dr. Dre, Lil Wayne, Katy Perry, Karina Bradley, and scores more. In addition to having worked with some of the best in the music industry, LA has worked in movies. He was even the voice for Jigsaw in 4 of the SAW movies! LA has taken his music producer, audio, and voice talent to bring a strong form of “entertrainment” to the industry and has blessed us with many motivating and fun remix tracks, applicable to the automotive sales industry.
Exploring the Future of Automotive Business Development Centers: Insights from the Millionaire Car Salesman Podcast
Engage Automotive Success with Global Collaboration Understanding the potential of global call centers for automotive dealerships, optimizing skills across borders, and leveraging technology for enhanced business development are key factors in driving dealership profits. Dive into insights shared by LA Williams from the Millionaire Car Salesman Podcast, as he explores these dynamics live from Belize.
Key Takeaways:
- Leveraging global call centers can significantly enhance dealership efficiency while reducing costs.
- Developing advanced communication skills and empathy is crucial for success in sales.
- Utilizing technology like Zoom transforms remote selling into a profound customer experience.
The Economic Edge of Global Call Centers In the realm of automotive sales, maximizing efficiency while minimizing costs is the golden ticket to success. During the Millionaire Car Salesman Podcast, LA Williams, known as the Blind Phone Master, emphasized the cost-efficiency of operating global call centers, particularly in regions like Belize. He states, "When you think about it, the cost-effectiveness… to be real with you, like in California alone, I think the minimum wage is like $20 an hour… it's no longer productive to run a call center.” This essential strategy allows dealerships to harness top-tier talent at a fraction of the cost.
Williams’ discussion reflects a broader trend in leveraging international call centers to accommodate fluctuating economic landscapes, offering dealerships a way to stay competitive without compromising service quality. This strategy ensures that even smaller dealerships can compete on a larger scale, effectively leveling the playing field and turning the focus onto the quality of service provided rather than where it originates.
Furthermore, the transcript reveals a nuanced understanding of the benefits of these call centers: “So we actually walking into the call center right now… When we got all these people making phone calls, it's going to allow you to be much more profitable.” This statement encapsulates how simply relocating a function can have profound business advantages, facilitating higher profits through reduced operational costs.
Cultivating Communication and Empathy in Sales Beyond economics, success hinges on communication and empathy. Williams highlights the importance of having a team adept in these soft skills. Within the podcast, Williams reflects on his Belize-based team's aptitude: "People are just making phone calls… our team here, man, they stay in focus… they also pay so much attention in training." These insights underscore the need for a workforce that is both dedicated and well-trained in communication strategies.
In sales, empathy and understanding are paramount, especially in overcoming objections or handling disgruntled customers. Here's how Williams advises on such encounters: "We teach them to be compassionate. We do role plays with them to walk them through those scenarios.” This training in empathy not only improves customer interaction but also builds a stronger connection with potential buyers who may otherwise feel dismissed or undervalued by traditional, automation-heavy methods.
Such strategies illustrate the impact of prioritizing customer relations. By integrating empathy as a core selling principle, global call centers can match, or even exceed, the effectiveness of in-house sales staff. This shift allows any dealership, no matter its location, to provide premium customer service.
Transforming the Sales Experience through Technology The advancements in technology have dramatically shifted how business is conducted, especially in the automotive industry. Williams touches on numerous ways technology, particularly platforms like Zoom, can elevate customer interactions. He shines light on this by saying, "A salesperson wanted to sell a car to someone… the customer could be anywhere. It doesn't matter. Geography is no longer a challenge."
Breakout rooms in Zoom are one example of how technology can simulate traditional car-buying experiences virtually. This allows for a comprehensive customer journey, from viewing vehicle features to virtual test drives, all from the comfort of one's home. As Williams further elaborates: "We'll show some 3Ds, some good old camera footage… Make a person feel like they're actually in the vehicle."
Such approaches not only broaden the potential customer base but also enrich the overall buying experience, diminishing geographical and temporal constraints. Utilizing these tools, dealerships can offer an enriched and personalized customer interaction, effectively adapting to the digital age.
Adopting these technological enhancements represents more than just staying current; it indicates a forward-thinking, customer-centric mindset that is necessary for thriving in today’s competitive market.
The intricacies of running a global operation from a strategic call center – as expounded upon in the Millionaire Car Salesman Podcast – outline a new era for the automotive industry. By merging economic efficiency, interpersonal skills, and cutting-edge technology, dealerships are equipped to transcend traditional boundaries and deliver exceptional service worldwide. Every facet of this approach, from cost-effective practices to empathetic customer service, ultimately benefits dealerships by not only extending their reach but also deepening their impact. As described within this thought leadership, dealerships that embrace these strategies can redefine success and elevate their standing in the automotive market.
Resources:
Podium: Discover how Podium's innovative AI technology can unlock unparalleled efficiency and drive your dealership’s sales to new heights. Visit www.podium.com/mcs to learn more!
NCC: Credit-Driven Retailing - NCC delivers industry-best credit-driven retailing for auto dealerships, combining a powerful credit and compliance engine and fully integrated CRM/Desking platform for maximum profitability.
Complete CRM: Complete CRM is a streamlined, all-in-one system that simplifies your dealership software and processes so you can manage every aspect of your operation with ease; from tracking and following up on leads, desking deals, managing inventory, marketing to your customers, and more.
Dealer Synergy & Bradley On Demand: The automotive industry’s #1 training, tracking, testing, and certification platform and consulting & accountability firm.
The Millionaire Car Salesman Facebook Group: Join the #1 Mastermind Group in the Automotive Industry! With over 28,000 members, gain access to successful automotive mentors & managers, the best industry practices, & collaborate with automotive professionals from around the WORLD! Join The Millionaire Car Salesman Facebook Group today!
Win the Game of Googleopoly: Unlocking the secret strategy of search engines.
The Millionaire Car Salesman Podcast is Proudly Sponsored By: Podium: Elevating Dealership Excellence with Intelligent Customer Engagement Solutions. Unlock unparalleled efficiency and drive sales with Podium's innovative AI technology, featured proudly on the Millionaire Car Salesman Podcast. Visit www.podium.com/mcs to learn more!
NCC: Powered by proprietary solutions such as Intelligent Credit Engine™ and LenderSelect™, NCC transforms the car-buying experience for dealers and their customers. From compliance and lender selection to CRM and desking, to marketing and data mining—NCC integrates them all in a single, seamless platform to deliver better customer experiences, maximum efficiency and maximum profit.
Complete CRM: As an innovative leader in the industry for the last 30 years, Complete CRM is designed to give your dealership the competitive edge in a demanding marketplace. Powered by Complete Credit™ and award-winning desking, Complete CRM™ is the industry’s only credit and compliance-enabled CRM that lets dealers achieve maximum profitability on every deal. Built on modern technology, Complete CRM seamlessly integrates credit, compliance, inventory, data mining, lead generation, enterprise functionality, and customized reporting in one tool with a single login.
Dealer Synergy: The #1 Automotive Sales Training, Consulting, and Accountability Firm in the industry! With over two decades of experience in building Internet Departments and BDCs, we have developed the most effective automotive Internet Sales, BDC, and CRM solutions. Our expertise in creating phone scripts, rebuttals, CRM action plans, strategies, and templates ensures that your dealership's tools and personnel reach their full potential.
Bradley On Demand: The automotive sales industry’s top Interactive Training, Tracking, Testing, and Certification Platform. Featuring LIVE Classes and over 9,000 training modules, our platform equips your dealership with everything needed to sell more cars, more often, and more profitably!
In this episode of the Millionaire Car Salesman podcast, hosts Sean V. Bradley and LA Williams delve into the intensity and dedication required to succeed in automotive sales!
"If you want to sell more than 10 cars a month, you can't do what everybody's doing, or you're going to get what the majority is getting." - Sean V. Bradley
As February closes and March begins, they express concern over the struggles dealers face in adapting to a shifting market. Sean highlights the necessity of consistent effort and willingness to push beyond average performance, leveraging the parallel between sales success and weightlifting: both require heavy lifting and dedication for exceptional results!
"Success in automotive sales is just like weightlifting; it requires effort, consistency, and the willingness to push beyond the average." - Sean V. Bradley
The episode emphasizes the importance of deep, relentless training for salespeople, BDC reps, and managers within the automotive industry. Sean and LA explore why many professionals avoid the hard work necessary to excel, touching upon key concepts such as the Mastery of scripts, effective social media engagement, and the innovative use of AI in daily operations. The hosts also underscore the critical nature of following through on these practices and engaging habitually in self-improvement strategies to achieve and maintain success!
"Challenge yourself to do the thing you've been avoiding and commit to doing it today." - LA Williams
This episode unpacks the heavy lifting involved in becoming a top performer, guiding listeners to employ a disciplined approach for sustained growth and profitability!
Key Takeaways:
✅ Heavy Lifting in Sales: Success in automotive sales parallels weightlifting in that both require intense effort and consistent practice.
✅ Training and Mastery: To excel, automotive professionals must commit to rigorous training routines, developing mastery in scripts and customer engagement.
✅ Utilizing Technology and AI: Innovative tools like Podium's AI, Jerry, can significantly enhance lead conversion, enabling dealerships to maximize efficiency.
✅ Cultivating Hard Work Ethos: A strong "why" and intrinsic motivation are crucial drivers for overcoming challenges and pushing sales figures.
✅ Community and Collaboration: Engaging with professional networks such as the Millionaire Car Salesman Facebook group can provide valuable support and insights.
About Sean V. Bradley, CSP
Sean V. Bradley, CSP is an entrepreneur, published best-selling author, speaker and award-winning international trainer. He is a 17-time NADA/ATD convention speaker, FranklinCovey Certified Facilitator and has earned the coveted “CSP” designation in the National Speakers Association. Sean is also a member of the elite “Million Dollar Speakers Group” in the NSA and a state association speaker and trainer. He has spoken at over 500 NCM and NADA 20 Groups. Sean started Dealer Synergy over 20 years ago, but has been in the automotive industry for over 25 years. Sean and his Dealer Synergy team are a 16-time Dealers’ Choice Award Winner for being the “Best of the Best Internet Sales Trainer” and “Mobile Media Provider” in the Automotive Sales Industry.
Sean has personally trained over 100,000 Automotive Sales Professionals in 3,900 unique rooftops. However, he literally influences hundreds of thousands of professionals, in and out of the Automotive Sales industry, all over the world, through: his over 4,000 published articles, his best-selling book “Win the Game of Googleopoly”, over 9,500 videos published online, and through Radio Station soundwaves by Hosting the globally recognized Against All Odds Radio Show currently airing in Washington DC, Atlanta, Cleveland, Rochester, and Los Angeles, and the 'internet buzzing' Millionaire Car Salesman Podcast reaching over 1 million downloads! Additionally, Sean is the creator of the Millionaire Car Salesman Facebook Group, with a membership count of 28,500+ automotive professionals.
About LA Williams
LA Williams is the Vice President of Dealer Synergy. He has 15+ years of automotive sales experience and has made it his mission to help, educate and level up anyone he comes in contact with. LA once started as a frontline analyst for the organization, but quickly worked his way through the ranks to most recently landing him his current role of Vice President and an official company partner. Although LA holds an executive position with Dealer Synergy, he is completely “hands-on” with the Dealer Synergy family of programs. LA is the preeminent subject master on “Phone Sales” in the Automotive Sales Industry and has earned the nickname and title of “The Blind Phone Master”. LA has been blind for 35+ years and has focused his energy on the art of sound, tone, and inflection. With his inability to see and only hear, he can solely judge a person’s phone abilities and verbal tools based on what they say and how they say it. This makes him the perfect coach and phone sales expert on planet Earth. LA has trained thousands of Automotive Sales professionals, Internet / BDC professionals, Sales Managers, General Managers and Dealer Principals on how to dominate the phones with his “The Blind Phone Master’s Phone Sales Mastery” strategies. Furthermore, LA is an NADA Convention Speaker and a frequent 20 group speaker, including the official Internet Sales 20 Group . In addition to his training and speaking engagements, LA is the official co-host of the globally known Millionaire Car Salesman Podcast and a moderator of the Millionaire Car Salesman Facebook Group.
LA is also a very successful music producer. He has produced tracks for Dr. Dre, Lil Wayne, Katy Perry, Karina Bradley, and scores more. In addition to having worked with some of the best in the music industry, LA has worked in movies. He was even the voice for Jigsaw in 4 of the SAW movies! LA has taken his music producer, audio, and voice talent to bring a strong form of “entertrainment” to the industry and has blessed us with many motivating and fun remix tracks, applicable to the automotive sales industry.
Elevate Your Car Sales Game: Proven Strategies for Maximum Profitability Key Takeaways
- Success in the automotive sales industry requires discipline, consistency, and a willingness to go beyond average efforts.
- Training and skill mastery are paramount, with a focus on cyclical learning and practical application.
- Engaging in multifaceted sales strategies and maximizing available resources can significantly enhance sales performance.
In the ever-evolving world of automotive sales, clear vision and persistent effort are non-negotiable for those aiming to surpass the mediocrity that ensnares so many. In a candid exchange of ideas, automotive sales experts LA Williams and Sean V. Bradley unravel the secrets to transcending average sales performance, echoing the fundamental truth: selling cars isn't just about the transaction; it's about agility, discipline, and training.
The Weight of Success in Automotive Sales Success in the automotive realm doesn’t arrive unbidden; it needs to be earned through strategic effort and consistency. Bradley’s analogy, “Why don’t people lift weights? Because they’re heavy,” aptly captures the essence of pushing beyond average—where the real challenge and potential for more significant earnings lie.
“If you want the things that the average person doesn't have, you've got to be willing to do the things that the average person isn't willing to do,” Bradley proclaims. This call to action extends across roles in the dealership, from salespeople to dealer principals, emphasizing that mediocrity's shackles can only be broken through a dedication to diligent effort.
For salespeople striving to sell more than the industry average, Williams highlights the necessity of buckling down and not waiting until career pressures peak. “Help should have been happening for the last 90 days,” Williams insists, stressing the importance of proactive practice and continuous improvement.
The Imperatives of Mastery: From Training to Application The training process in the automotive industry is pivotal to transforming raw information into actionable results. Williams and Bradley delve into the critical nature of training, positing, as Bradley affirms, “Information without application is just information. But information with application equals transformation.” This underscores the need for time, experience, and relentless repetition to ensure true evolution within sales practices.
Real training, according to Williams and Bradley, goes far beyond simply absorbing new information. “Training is not really training, it's just exposure,” notes Williams. The magic occurs when exposure is met with practice and implementation, transforming knowledge into ingrained skills. Bradley emphasizes the systemic advantage when you become a “master of your craft,” analogizing mastery to chess over checkers—more strategic and intentional.
Utilizing Advanced Resources to Multiply Effort In today's technologically advanced sales environment, leveraging innovative tools and platforms can significantly enhance performance. Recognizing AI’s potential, LA Williams highlights the efficiency of platforms like Jerry, Podium's AI-powered tool. Describing how Jerry can work tirelessly, Williams stresses its role in facilitating lead conversion by booking test drives and staying attuned to customer interactions without human intervention.
Alongside AI, Bradley discusses the importance of ensuring robust utilization of existing CRM systems, often overlooked tools (“a dusty treadmill,” he quips) capable of transforming sales operations when employed comprehensively. He encourages sales professionals to broaden their approach, engaging in social selling, honing in on video follow-up skills, and utilizing resources that set them apart from competitors.
Engaging with resources like the Millionaire Car Salesman Facebook Group also allows for networking and learning from over 30,000 automotive professionals. It's an untapped vein of knowledge and community, offering real-time insights and adapting to contemporary challenges in car sales.
Recapping Insights and Challenges Ahead Echoing the significance of industry standards and best practices, Bradley challenges listeners with an essential question: “What's one heavy thing you've been avoiding in sales? Commit to doing it today.” This invitation is not just a call for introspection but a launchpad for actionable change in one's sales approach. Williams adds, "Whatever it is…commit to doing it come hell or high water. Right? You're going to do it. Right. It's just going to happen regardless."
As Bradley and Williams elucidate, transcending the status quo in the automotive industry requires both the courage to confront hard truths and the wisdom to apply lessons learned. Success isn’t a fluke; it’s a well-earned outcome of practice, repetition, and the relentless pursuit of betterment, echoing Bradley’s poignant advice to never practice with real customers—only with fellow practitioners until perfection in approach is achieved.
In the landscape of automotive sales, those who rise to the challenge and embrace discomfort discover not just the finesse of closing a deal but the unraveling of untapped potential in themselves.
Resources:
Podium: Discover how Podium's innovative AI technology can unlock unparalleled efficiency and drive your dealership’s sales to new heights. Visit www.podium.com/mcs to learn more!
NCC: Credit-Driven Retailing - NCC delivers industry-best credit-driven retailing for auto dealerships, combining a powerful credit and compliance engine and fully integrated CRM/Desking platform for maximum profitability.
Complete CRM: Complete CRM is a streamlined, all-in-one system that simplifies your dealership software and processes so you can manage every aspect of your operation with ease; from tracking and following up on leads, desking deals, managing inventory, marketing to your customers, and more.
Dealer Synergy & Bradley On Demand: The automotive industry’s #1 training, tracking, testing, and certification platform and consulting & accountability firm.
The Millionaire Car Salesman Facebook Group: Join the #1 Mastermind Group in the Automotive Industry! With over 28,000 members, gain access to successful automotive mentors & managers, the best industry practices, & collaborate with automotive professionals from around the WORLD! Join The Millionaire Car Salesman Facebook Group today!
Win the Game of Googleopoly: Unlocking the secret strategy of search engines.
The Millionaire Car Salesman Podcast is Proudly Sponsored By:
Podium: Elevating Dealership Excellence with Intelligent Customer Engagement Solutions. Unlock unparalleled efficiency and drive sales with Podium's innovative AI technology, featured proudly on the Millionaire Car Salesman Podcast. Visit www.podium.com/mcs to learn more!
NCC: Powered by proprietary solutions such as Intelligent Credit Engine™ and LenderSelect™, NCC transforms the car-buying experience for dealers and their customers. From compliance and lender selection to CRM and desking, to marketing and data mining—NCC integrates them all in a single, seamless platform to deliver better customer experiences, maximum efficiency and maximum profit.
Complete CRM: As an innovative leader in the industry for the last 30 years, Complete CRM is designed to give your dealership the competitive edge in a demanding marketplace. Powered by Complete Credit™ and award-winning desking, Complete CRM™ is the industry’s only credit and compliance-enabled CRM that lets dealers achieve maximum profitability on every deal. Built on modern technology, Complete CRM seamlessly integrates credit, compliance, inventory, data mining, lead generation, enterprise functionality, and customized reporting in one tool with a single login.
Dealer Synergy: The #1 Automotive Sales Training, Consulting, and Accountability Firm in the industry! With over two decades of experience in building Internet Departments and BDCs, we have developed the most effective automotive Internet Sales, BDC, and CRM solutions. Our expertise in creating phone scripts, rebuttals, CRM action plans, strategies, and templates ensures that your dealership's tools and personnel reach their full potential.
Bradley On Demand: The automotive sales industry’s top Interactive Training, Tracking, Testing, and Certification Platform. Featuring LIVE Classes and over 9,000 training modules, our platform equips your dealership with everything needed to sell more cars, more often, and more profitably!
In this episode of the Millionaire Car Salesman Podcast, LA Williams and Sean V. Bradley tackle a heavy question within the automotive industry: Dealership Pay Plans! They get into what constitutes a good verses a bad pay plan and how professionals in the industry can effectively navigate them for maximum benefit.
"I rather see someone in an environment where they have the opportunity, the respect, and are working in a setup that aligns with their financial goals." – Sean V. Bradley
Both LA and Sean emphasize the importance of understanding dealership environments rather than just focusing on the pay plan itself as the path to financial success! Williams introduces the episode with an appeal to listeners for feedback on audio improvements, setting up an engaging conversation for the audience.
"Money is a seed; you plant it somewhere and it grows. That's the whole purpose of money." – LA Williams
The discussion provides a deep dive into various components of dealership pay plans, including commissions, draws, low commission rates, packs, front-end and back-end grosses, spins, spiffs, and bonuses. Sean V. Bradley highlights the significance of comprehending these elements and how they interconnect with overall earnings potential. He stresses the importance of choosing the right dealership environment and the value of embracing a mindset geared towards high performance and success, ultimately guiding listeners towards becoming better car sales professionals.
The episode culminates with thoughts on how to work synergistically with dealerships to optimize pay plans effectively, and LA Williams underscores the role of preparation, training, and responsible financial tracking.
Key Takeaways:
✅ Focus on Training and Guarantees: Understanding draw, training pay, and guaranteed compensation is crucial before assessing commission rates and other pay plan components.
✅ Valuing Transparency: Ensure that your dealership provides clear commission sheets and wash sheets to avoid disputes and misunderstandings.
✅ Spiffs and Spins for Extra Earnings: Familiarize yourself with dealership and manufacturer incentives like spiffs and spins to enhance your income.
✅ Track Your Performance: Maintain detailed records of your sales, commissions, and other earnings to avoid financial discrepancies and strategize effectively.
✅ Work Your Pay Plan: Invest time in understanding and maximizing each aspect of your pay plan to ensure you’re leveraging every potential income stream thoroughly.
About Sean V. Bradley, CSP
Sean V. Bradley, CSP is an entrepreneur, published best-selling author, speaker and award-winning international trainer. He is a 17-time NADA/ATD convention speaker, FranklinCovey Certified Facilitator and has earned the coveted “CSP” designation in the National Speakers Association. Sean is also a member of the elite “Million Dollar Speakers Group” in the NSA and a state association speaker and trainer. He has spoken at over 500 NCM and NADA 20 Groups. Sean started Dealer Synergy over 20 years ago, but has been in the automotive industry for over 25 years. Sean and his Dealer Synergy team are a 16-time Dealers’ Choice Award Winner for being the “Best of the Best Internet Sales Trainer” and “Mobile Media Provider” in the Automotive Sales Industry.
Sean has personally trained over 100,000 Automotive Sales Professionals in 3,900 unique rooftops. However, he literally influences hundreds of thousands of professionals, in and out of the Automotive Sales industry, all over the world, through: his over 4,000 published articles, his best-selling book “Win the Game of Googleopoly”, over 9,500 videos published online, and through Radio Station soundwaves by Hosting the globally recognized Against All Odds Radio Show currently airing in Washington DC, Atlanta, Cleveland, Rochester, and Los Angeles, and the 'internet buzzing' Millionaire Car Salesman Podcast reaching over 1 million downloads! Additionally, Sean is the creator of the Millionaire Car Salesman Facebook Group, with a membership count of 28,500+ automotive professionals.
About LA Williams
LA Williams is the Vice President of Dealer Synergy. He has 15+ years of automotive sales experience and has made it his mission to help, educate and level up anyone he comes in contact with. LA once started as a frontline analyst for the organization, but quickly worked his way through the ranks to most recently landing him his current role of Vice President and an official company partner. Although LA holds an executive position with Dealer Synergy, he is completely “hands-on” with the Dealer Synergy family of programs. LA is the preeminent subject master on “Phone Sales” in the Automotive Sales Industry and has earned the nickname and title of “The Blind Phone Master”. LA has been blind for 35+ years and has focused his energy on the art of sound, tone, and inflection. With his inability to see and only hear, he can solely judge a person’s phone abilities and verbal tools based on what they say and how they say it. This makes him the perfect coach and phone sales expert on planet Earth. LA has trained thousands of Automotive Sales professionals, Internet / BDC professionals, Sales Managers, General Managers and Dealer Principals on how to dominate the phones with his “The Blind Phone Master’s Phone Sales Mastery” strategies. Furthermore, LA is an NADA Convention Speaker and a frequent 20 group speaker, including the official Internet Sales 20 Group . In addition to his training and speaking engagements, LA is the official co-host of the globally known Millionaire Car Salesman Podcast and a moderator of the Millionaire Car Salesman Facebook Group.
LA is also a very successful music producer. He has produced tracks for Dr. Dre, Lil Wayne, Katy Perry, Karina Bradley, and scores more. In addition to having worked with some of the best in the music industry, LA has worked in movies. He was even the voice for Jigsaw in 4 of the SAW movies! LA has taken his music producer, audio, and voice talent to bring a strong form of “entertrainment” to the industry and has blessed us with many motivating and fun remix tracks, applicable to the automotive sales industry.
Navigating Car Sales Pay Plans: Unlocking Hidden Revenues Key Takeaways:
- Understanding and maximizing your pay plan involves more than just knowing the basic commissions; it requires a strategic approach to dealership incentives and manufacturer programs.
- The significance of starting with guaranteed pay structures for new salespeople can prevent attrition and financial hardship, ensuring a fairer and more supportive work environment.
- Spiffs and spins represent lucrative supplemental income opportunities that can boost earnings when appropriately targeted and leveraged.
The world of car sales is complex, with compensation plans that require more than just a basic understanding to truly maximize one’s earnings potential. In a recent discussion featuring LA Williams and Sean V. Bradley, these intricacies were explored in-depth, unveiling crucial insights into how auto sales professionals can decode their pay plans and work their strategies effectively to bolster their earnings. Key themes emerged from this discussion that shed light on not only understanding but also maneuvering through pay plans to realize better financial outcomes.
Demystifying Automotive Pay Plans For the newcomer or even seasoned veteran in car sales, a pay plan is often shrouded in mystery. Sean V. Bradley argues that, "It's not about the pay plan… but the dealership that you're at." This sets the tone for understanding that environment and opportunity sometimes outweigh a perfect commission structure. When contemplating a position, one should probe beyond superficial numbers and consider the dealership's overall ethos and opportunity for personal growth.
Bradley emphasizes not settling for flat fee structures in favor of opportunities to earn on gross, either on the front or back-end. "If you've got the skills to pay the bills," leveraging a dealership that allows for gross-based commissions can be increasingly rewarding. However, accessing back-end gross (percentages of financial products sold) requires understanding and capitalizing on additional compensation streams like aftermarket parts and warranty products. As he explains, "Don't get distracted with the carrot… Find the best deal for you."
This journey begins with choosing the right kind of dealership—one where strategies align with incentive structures to work your pay plan comprehensively. The roadmap includes understanding potential spins and spiffs and looking beyond immediate numbers.
The Importance of Guaranteed Income for New Salespeople Transition periods for new salespeople can be turbulent without a guaranteed pay structure. Such structures allow for "proper training, strategy, and opportunity" before plunging into a commission-only environment—a space where new hires often find themselves underwater without training pay.
Understanding the nuance between a draw and guaranteed pay can ward off future stress. At some dealerships, "you could owe the dealership money," creating the undesirable cycle of jumping from dealership to dealership. Establishing a knowledge base and advocating for fairer, initial compensation ensures not only individual success but sustainability for dealerships in reducing turnover.
Williams expounds on this notion by suggesting questions candidates should explore during interviews. Questions encompassing what the guarantee entails and policies regarding training pay ensure new hires are not disadvantaged in unfamiliar territory. Emphasizing, "I want to educate myself on how to work and understand you; help me understand so I can work my own plan, which in turn serves the dealership," provides a roadmap to this common challenge.
Leveraging Spiffs and Spins for Additional Profit Supplementing income intelligently through spiffs and spins is a game-changing opportunity for profit maximization. Traditionally, spiffs act as quick incentives for additional tasks or goals inside a dealership, often embracing creative configurations beyond merely selling units.
Spins, a domain exclusive to franchise dealerships, offer an entirely separate avenue through manufacturer-backed commissions—encouraging variety and volume in sales pushes. Bradley notes, "I used to make thousands and thousands of dollars extra. It’s like supplemental income." Savvy salespeople learn to utilize CRM tools to drill down into customer databases and strategically target high-spin vehicles or special categories yielding these fruits.
The key is knowledge-sharing and staff empowerment, ensuring a clear understanding of potential earnings. Dealerships, in turn, fortify their workforce by building trust, offering consistent information flows, and aligning staff incentives with dealership goals—ultimately creating a culture that thrives on success.
Through an intrinsic understanding of pay plan workings, including guarantees, spiffs, spins, dealer strategies, and personal goals, sales professionals navigate toward success. In the ever-evolving automotive landscape, this knowledge not only benefits individuals but ultimately propels dealerships into prosperous, symbiotic relationships with their staff.
In a world where the typical salesperson is making a base average yet someone like Cody Carter—a figure showcased within their industry context—is realizing million-dollar earnings, comprehension of these themes promises a pathway to exceptional industry success. Understanding the vast opportunities within car sales pay plans dictates a salesperson's financial trajectory far more than mere percentages on paper might first suggest.
Resources:
Podium: Discover how Podium's innovative AI technology can unlock unparalleled efficiency and drive your dealership’s sales to new heights. Visit www.podium.com/mcs to learn more!
NCC: Credit-Driven Retailing - NCC delivers industry-best credit-driven retailing for auto dealerships, combining a powerful credit and compliance engine and fully integrated CRM/Desking platform for maximum profitability.
Complete CRM: Complete CRM is a streamlined, all-in-one system that simplifies your dealership software and processes so you can manage every aspect of your operation with ease; from tracking and following up on leads, desking deals, managing inventory, marketing to your customers, and more.
Dealer Synergy & Bradley On Demand: The automotive industry’s #1 training, tracking, testing, and certification platform and consulting & accountability firm.
The Millionaire Car Salesman Facebook Group: Join the #1 Mastermind Group in the Automotive Industry! With over 28,000 members, gain access to successful automotive mentors & managers, the best industry practices, & collaborate with automotive professionals from around the WORLD! Join The Millionaire Car Salesman Facebook Group today!
Win the Game of Googleopoly: Unlocking the secret strategy of search engines.
The Millionaire Car Salesman Podcast is Proudly Sponsored By:
Podium: Elevating Dealership Excellence with Intelligent Customer Engagement Solutions. Unlock unparalleled efficiency and drive sales with Podium's innovative AI technology, featured proudly on the Millionaire Car Salesman Podcast. Visit www.podium.com/mcs to learn more!
NCC: Powered by proprietary solutions such as Intelligent Credit Engine™ and LenderSelect™, NCC transforms the car-buying experience for dealers and their customers. From compliance and lender selection to CRM and desking, to marketing and data mining—NCC integrates them all in a single, seamless platform to deliver better customer experiences, maximum efficiency and maximum profit.
Complete CRM: As an innovative leader in the industry for the last 30 years, Complete CRM is designed to give your dealership the competitive edge in a demanding marketplace. Powered by Complete Credit™ and award-winning desking, Complete CRM™ is the industry’s only credit and compliance-enabled CRM that lets dealers achieve maximum profitability on every deal. Built on modern technology, Complete CRM seamlessly integrates credit, compliance, inventory, data mining, lead generation, enterprise functionality, and customized reporting in one tool with a single login.
Dealer Synergy: The #1 Automotive Sales Training, Consulting, and Accountability Firm in the industry! With over two decades of experience in building Internet Departments and BDCs, we have developed the most effective automotive Internet Sales, BDC, and CRM solutions. Our expertise in creating phone scripts, rebuttals, CRM action plans, strategies, and templates ensures that your dealership's tools and personnel reach their full potential.
Bradley On Demand: The automotive sales industry’s top Interactive Training, Tracking, Testing, and Certification Platform. Featuring LIVE Classes and over 9,000 training modules, our platform equips your dealership with everything needed to sell more cars, more often, and more profitably!
In this episode of the Millionaire Car Salesman podcast, hosts LA Williams and Sean V. Bradley engage in an invigorating discussion with Dr. Alex Lawrence, the Founder and Dealer Principal of EV Auto. From Alex's unique entrance into the automotive industry to the pioneering strategies employed by his dealership, this episode sheds light on the burgeoning world of electric vehicles and their growing market share. Alex shares his insights on establishing a dealership from scratch, particularly one focused on the advanced technology and unique aspects of EVs, while maintaining an exceptional reputation within the industry!
"We've got a really strong following that's growing consistently and nicely on TikTok and LinkedIn and a little bit on Instagram and Facebook.” - Dr. Alex Lawrence
The conversation dives into the intricate logistics of running an EV-only dealership, including building infrastructure, securing a knowledgeable team, and navigating financial services tailored for EVs. SEO-friendly terms are explored such as "EV market trends," "electric vehicle sales," and "technology integration in automotive retail."
"We are the experts... nobody knows more about these cars than we do." - Dr. Alex Lawrence
Alex also highlights how his dealership uses advanced technologies like Podium's AI to enhance customer interaction and streamline processes. Despite challenges, Alex remains optimistic about the future of EVs, offering advice to dealerships looking to embrace this transformative shift in the automotive world.
Key Takeaways:
✅ Building from Experience: Alex utilized his diverse background in franchising and technology to contribute significantly to EV Auto's strategic growth.
✅ EV-Specific Services: The dealership's innovative mobile service using custom cyber trucks exemplifies their commitment to customer convenience and service excellence.
✅ AI Integration: Podium's AI tool significantly aids in lead conversion, showcasing the critical role of technology in modern dealerships.
✅ Cultural and Geographical Factors: The adoption and sales strategies for EVs vary across different markets due to cultural and geographical influences.
✅ Community Engagement: Alex emphasizes the importance of social media presence and organic growth strategies to cultivate an engaged customer base.
About Alex Lawrence
Alex Lawrence is the founder and dealer principal of EV Auto, a specialized dealership focused solely on electric vehicles (EVs). Having started his entrepreneurial journey at 16 with a car detailing business, Alex moved through various industries, including franchising and technology, before establishing EV Auto. He originally launched the business as a marketplace for EV cars, but quickly pivoted to dealership operations due to high demand and sales success. Alex's dealership is prominent for selling all EV brands, notably Tesla, and maintains a strong emphasis on customer service, innovation, and advanced technology use.
Engaging with Electric Vehicles: Insights from the Millionaire Car Salesman Podcast
Key Takeaways:
- Adapting to EV markets requires innovative approaches like mobile service units and specialized dealerships, as exemplified by Alex Lawrence of EV Auto.
- The use of AI and digital platforms like Podium can enhance customer engagement and streamline dealership operations.
- Building a strong company culture centered around core values is pivotal for dealership success and employee retention.
Driving the Future: Mastering the EV Market with Unique Strategies
In a fascinating episode of the Millionaire Car Salesman Podcast, co-hosts LA Williams and Sean V. Bradley dive into a conversation with Alex Lawrence, the dealer principal of EV Auto. Lawrence offers a glimpse into the innovative strategies that have propelled his dealership forward in the burgeoning electric vehicle (EV) market. A key takeaway is the revolutionary use of mobile service units. As Lawrence explains, "We do tires, brakes, all the EV stuff, and we come to your house or your office and do it."
This mobile service approach not only sets EV Auto apart but also enhances customer convenience—a crucial factor in today’s competitive marketplace. By embedding this service directly into the customer experience, EV Auto not only simplifies the ownership experience for its clients but also demonstrates a deep understanding of modern consumer needs. The dealership's pledge of "10% off all mobile services for life" to its customers cements loyalty and underlines their customer-first philosophy.
With traditional dealerships facing challenges in integrating EVs into their portfolios, Lawrence’s approach provides a template for adaptation. By offering both fixed and mobile service options, dealerships can cater to diverse customer preferences, ultimately expanding their market share in the EV sector.
Leveraging AI and Technology to Enhance Dealership Efficiency
Throughout the discussion, the role of technology as a transformative force in dealership operations is highlighted, especially through the use of AI-driven platforms like Podium. Alex Lawrence emphasizes the integration of Podium’s AI, which they’ve nicknamed "Glow," to conduct seamless customer interactions: "We have it set so that if we're not able to respond to incoming texts…it starts to do it and then after hours it does all of the texting."
The employment of AI not only facilitates 24/7 customer engagement but also allows dealerships to remain accessible outside traditional business hours. This continuous operation capability is crucial as it offers a competitive edge, ensuring potential leads are nurtured without delay.
Moreover, Podium’s platform supports various dealership functions from handling payments to collecting Google reviews, further streamlining dealership processes. This integration of technology cultivates an environment of efficiency and reliability, fostering trust and engagement among customers. As the automotive sector increasingly leans towards digital solutions, the insights shared by Lawrence underscore the necessity of embracing technology to stay ahead in the industry.
Creating a Culture of Excellence: Core Values at the Heart of EV Auto
One of the most inspirational revelations from the podcast is the emphasis on cultivating a strong internal culture rooted in core values. Lawrence, reflecting on this ethos, states, "Zero turnover in five and a half years…that's the stat I'm most proud of." This achievement is a testament to EV Auto’s commitment to creating a supportive and inclusive workplace where employees are valued and motivated.
The dealership’s core values, which include honesty, customer-first philosophy, and an emphasis on being the experts, play a vital role in this success. Not only do these values guide operations and customer interactions, but they help in hiring individuals who embody the dealership’s mission.
In an industry often criticized for high turnover rates, EV Auto’s approach demonstrates the significance of a value-driven culture. Such an environment not only attracts talent but also retains it, offering a blueprint for other dealerships seeking to cultivate similar success. The alignment of personal and organizational values fosters engagement and productivity, ultimately reflecting positively on customer experiences.
Revolutionizing Dealership Practices for the EV Era
The informative dialogue with Alex Lawrence highlights a transformative period in the automotive industry. As dealerships navigate the shift towards electric vehicles, innovative strategies such as those adopted by EV Auto become indispensable. This includes adopting mobile service solutions to elevate customer convenience, leveraging AI technology for operational efficiency, and fostering a work culture rooted in core values.
Dealerships that integrate these elements into their operations are better equipped to meet the challenges of a rapidly evolving market. As Lawrence points out, understanding and adapting to customer needs in the EV space can significantly differentiate a dealership from its competitors.
The podcast episode serves as a guiding light for those in the automotive sector, demonstrating that with the right blend of innovation, technology, and culture, dealerships can thrive in the electric vehicle space. These insights not only underscore a pathway for future dealership success but also illuminate the broader potential for transformation in the automotive industry.
Resources:
Podium: Discover how Podium's innovative AI technology can unlock unparalleled efficiency and drive your dealership’s sales to new heights. Visit www.podium.com/mcs to learn more!
NCC: Credit-Driven Retailing - NCC delivers industry-best credit-driven retailing for auto dealerships, combining a powerful credit and compliance engine and fully integrated CRM/Desking platform for maximum profitability.
Complete CRM: Complete CRM is a streamlined, all-in-one system that simplifies your dealership software and processes so you can manage every aspect of your operation with ease; from tracking and following up on leads, desking deals, managing inventory, marketing to your customers, and more.
Dealer Synergy & Bradley On Demand: The automotive industry’s #1 training, tracking, testing, and certification platform and consulting & accountability firm.
The Millionaire Car Salesman Facebook Group: Join the #1 Mastermind Group in the Automotive Industry! With over 28,000 members, gain access to successful automotive mentors & managers, the best industry practices, & collaborate with automotive professionals from around the WORLD! Join The Millionaire Car Salesman Facebook Group today!
Win the Game of Googleopoly: Unlocking the secret strategy of search engines.
The Millionaire Car Salesman Podcast is Proudly Sponsored By:
Podium: Elevating Dealership Excellence with Intelligent Customer Engagement Solutions. Unlock unparalleled efficiency and drive sales with Podium's innovative AI technology, featured proudly on the Millionaire Car Salesman Podcast. Visit www.podium.com/mcs to learn more!
NCC: Powered by proprietary solutions such as Intelligent Credit Engine™ and LenderSelect™, NCC transforms the car-buying experience for dealers and their customers. From compliance and lender selection to CRM and desking, to marketing and data mining—NCC integrates them all in a single, seamless platform to deliver better customer experiences, maximum efficiency and maximum profit.
Complete CRM: As an innovative leader in the industry for the last 30 years, Complete CRM is designed to give your dealership the competitive edge in a demanding marketplace. Powered by Complete Credit™ and award-winning desking, Complete CRM™ is the industry’s only credit and compliance-enabled CRM that lets dealers achieve maximum profitability on every deal. Built on modern technology, Complete CRM seamlessly integrates credit, compliance, inventory, data mining, lead generation, enterprise functionality, and customized reporting in one tool with a single login.
Dealer Synergy: The #1 Automotive Sales Training, Consulting, and Accountability Firm in the industry! With over two decades of experience in building Internet Departments and BDCs, we have developed the most effective automotive Internet Sales, BDC, and CRM solutions. Our expertise in creating phone scripts, rebuttals, CRM action plans, strategies, and templates ensures that your dealership's tools and personnel reach their full potential.
Bradley On Demand: The automotive sales industry’s top Interactive Training, Tracking, Testing, and Certification Platform. Featuring LIVE Classes and over 9,000 training modules, our platform equips your dealership with everything needed to sell more cars, more often, and more profitably!
In this episode of the Millionaire Car Salesman Podcast, LA Williams, Vice President of Dealer Synergy, takes the wheel while Sean V. Bradley attends the Super Bowl LIX! Joined by the vibrant Tianna Mick, known in the industry as "T Got Your Keys," LA delves deep into strategies that transform ordinary sales calls into profit-generating interactions. With emphases on tone, customer rapport, and overcoming common pitfalls in sales conversations, this episode is rich with actionable advice for car sales professionals looking to elevate their game!
"Questions control the conversation. Whoever gets the most questions answered is who wins." – LA Williams
From addressing the frequent mistakes salespeople make on inbound calls to finely tuning one's auditory skills for detecting buying signals, LA offers a masterclass in sales acumen that stems from years of experience. His anecdotes, interspersed with Tianna's astute questions, unveil techniques on managing customer interactions effectively over the phone. By sharing insights into how to instantaneously build trust and utilize storytelling for impactful sales, the episode equips listeners with robust strategies to handle even the most challenging customer situations. Real-life examples underscore the vital role of strategic communication in fostering successful sales outcomes!
Key Takeaways:
✅ Tone and Energy are Crucial: Establishing the right tone and energy at the start of a call can significantly influence the customer's responsiveness.
✅ Word Choice Matters: Phrases such as "tell me" and "I'm just wondering" can inspire empathy and facilitate open dialogue with customers.
✅ Listening for Genuine Interest: Picking up on subtle cues in a customer's questions can reveal their level of interest and intent to purchase.
✅ Leveraging Storytelling: Effective storytelling can bridge communication gaps, making the sales process more relatable and engaging.
✅ Handling Objections with Empathy: Questions control conversation; using them strategically can navigate and manage challenging interactions.
About LA ‘The Blind Master’ WilliamsL.A. Williams, Vice President and Partner of Dealer Synergy, has over 15 years of automotive sales experience and is dedicated to helping others grow and succeed. Starting as a frontline analyst, he quickly rose through the ranks to become Vice President while remaining hands-on with Dealer Synergy's programs.
Known as “The Blind Phone Master,” L.A. has been blind for 37+ years and has mastered the art of sound, tone, and inflection, making him the ultimate phone sales coach. He has trained thousands of automotive professionals, including sales teams, managers, and dealer principals, with his “Phone Sales Mastery” strategies. A sought-after speaker, L.A. has presented at the NADA Convention, 20 Groups, and the Internet Sales 20 Group.
L.A. also co-hosts the Millionaire Car Salesman Podcast, the Against All Odds Radio Show, and moderates the Millionaire Car Salesman Facebook Group. Beyond automotive, he’s a successful music producer, having worked with stars like Dr. Dre, Lil Wayne, and Katy Perry, and was even the voice of Jigsaw in four SAW movies. L.A. brings his audio expertise and creativity to the industry, using “entertrainment” to motivate and inspire automotive professionals.
About Tianna ‘T Got Your Keys’ Mick Tianna Mick aka T Got Your Keys is a known industry expert at Showroom Sales, Lead and Referral Generation, and Customer Satisfaction, specializing in Personal and Business Branding.
At only 19 years old, Tianna was consistently the top-grossing salesperson in her dealer group, averaging 20+ units and generating $10K each month in personal income. Tianna is globally recognized for her award-winning website TGotYourKeys.com, voted #1 Personal Website in the Automotive Industry!
Tianna is a 4x NADA Convention Speaker and the YOUNGEST NADA Speaker in History to date, awarded #1 Influential Female Car Salesperson, TikTok Influencer with over 3.8 Million Views, Guest of Brad Lea's Dropping Bombs Podcast, Graduate of Ally's A-List Summit Academy, Speaker at the Florida Independent Automobile Dealers Association, TrueCar's TrueTalk Panel Discussion Leader concerning Diversity, published in Digital Dealer Magazine, and reoccurring Digital Dealer Speaker, Internet Sales 20 Group Speaker, and now Chief Marketing Officer at Dealer Synergy.
Mastering the Art of Phone Sales: Insights from the Millionaire Car Salesman Podcast
Key Takeaways:
- Harnessing the power of tone, inflection, and the right vocabulary can dramatically improve phone sales outcomes.
- Understanding buyer psychology and leveraging storytelling can overcome common objections and build trust.
- Consistent learning and adaptation are vital for overcoming skepticism and improving skills over time.
Enhancing Phone Sales Through Tone and Inflection In the fast-paced world of automotive sales, mastering phone communication isn't just a skill—it's an art form. LA Williams, VP of Dealer Synergy, highlights a common pitfall: the lack of energy and enthusiasm when taking inbound calls. He humorously points out, "Our energy is not right. We'd be like Synergy Motors." Injecting energy into your voice is crucial for setting the right tone and capturing the caller's attention from the get-go.
Williams emphasizes paying attention to not only what customers say, but also how they say it. The subtleties in tone, choice of words, and even pauses can reveal much about a caller’s intent. As Williams advises, “You gotta hear,” meaning that a salesperson must attune their ears to these nuances. By asking thoughtful questions and engaging in a way that reflects the customer's language, you can build immediate rapport. "I'm just curious," or "Tell me more," are phrases that both engage the customer and provide deeper insights into their needs and desires.
Such nuances extend beyond intro calls. Consider how energy and tone contribute when transitioning a skeptical caller to a quality lead. LA shares an all-too-common scenario: converting callers who’ve had negative automotive experiences into enthusiastic potential buyers. This transformation relies on infusing conversations with genuine warmth and curiosity, ensuring prospects feel heard and valued.
Storytelling as a Sales Tool In a world where buyers often distrust salespeople, storytelling stands out as a powerful tactic to establish credibility and build rapport. Williams delves into the art of sharing relevant narratives to sway hesitant buyers, emphasizing, “It’s so interesting that you say that.” This technique helps to validate a customer's feelings while seamlessly pivoting the conversation towards a positive outcome.
Consider the tale of the couple skeptical about getting a good trade-in value. By recounting a past customer's success story, Williams not only builds trust but illustrates dealership expertise and personal investment in customer satisfaction. These anecdotes aren’t fabricated but strategically structured to highlight real customer experiences, as Williams illustrates: "If we could do something like that for him, just imagine what we could do for you."
This approach illuminates how integrating relatable stories into phone sales can dismantle buyer apprehensions. By connecting emotionally through shared experiences, salespeople can gently guide conversations, allaying fears and deepening engagement. The authenticity of sharing and genuine curiosity about the customer's own journey can transform skeptics into committed, enthusiastic participants in the buying process.
Cultivating Trust in Short Timeframes One of the most intriguing discussions in the podcast revolves around establishing trust quickly over the phone. In phone sales, time is a luxury often absent, making initial impressions paramount. According to Williams, it’s vital to repeat the customer’s name, entering into what he calls "rapport mode." "Outside of someone's own voice," he explains, "their sweetest sound is their name."
Repetition and the correct use of vocabulary also play significant roles in fostering trust. Simple phrases like "That's a great question" can elevate a standard interaction into a personalized experience. These words, paired with targeted storytelling and empathetic response strategies, can captivate and convert callers into loyal customers within minutes.
Such approaches extend into broader strategic considerations, such as handling objections and turning skeptics into believers. LA poignantly shares a revelation: often, a sales representative's aversion to phone sales stems from misaligned expectations or an incomplete understanding of call dynamics. By revealing underlying metrics and demonstrating real success cases, Williams consistently shifts perceptions, opening the minds of even the most skeptical callers to what’s genuinely possible.
Ultimately, the beauty of phone sales lies in blending personal empathy with sharp, strategic communication. The podcast illustrates that with attention, adaptability, and authentic connection, sales professionals can break through barriers. As LA Williams shows, the journey to mastering phone sales is as much about growth in personal effectiveness as it is about understanding buyer psychology. As he closes the episode, “You are the average of the five people you spend the most time with,” inviting us to elevate our game and transform every call into an opportunity for lasting impact.
Resources:
Podium: Discover how Podium's innovative AI technology can unlock unparalleled efficiency and drive your dealership’s sales to new heights. Visit www.podium.com/mcs to learn more!
NCC: Credit-Driven Retailing - NCC delivers industry-best credit-driven retailing for auto dealerships, combining a powerful credit and compliance engine and fully integrated CRM/Desking platform for maximum profitability.
Complete CRM: Complete CRM is a streamlined, all-in-one system that simplifies your dealership software and processes so you can manage every aspect of your operation with ease; from tracking and following up on leads, desking deals, managing inventory, marketing to your customers, and more.
Dealer Synergy & Bradley On Demand: The automotive industry’s #1 training, tracking, testing, and certification platform and consulting & accountability firm.
The Millionaire Car Salesman Facebook Group: Join the #1 Mastermind Group in the Automotive Industry! With over 29,000 members, gain access to successful automotive mentors & managers, the best industry practices, & collaborate with automotive professionals from around the WORLD! Join The Millionaire Car Salesman Facebook Group today!
Win the Game of Googleopoly: Unlocking the secret strategy of search engines.
The Millionaire Car Salesman Podcast is Proudly Sponsored By:
Podium: Elevating Dealership Excellence with Intelligent Customer Engagement Solutions. Unlock unparalleled efficiency and drive sales with Podium's innovative AI technology, featured proudly on the Millionaire Car Salesman Podcast. Visit www.podium.com/mcs to learn more!
NCC: Powered by proprietary solutions such as Intelligent Credit Engine™ and LenderSelect™, NCC transforms the car-buying experience for dealers and their customers. From compliance and lender selection to CRM and desking, to marketing and data mining—NCC integrates them all in a single, seamless platform to deliver better customer experiences, maximum efficiency and maximum profit.
Complete CRM: As an innovative leader in the industry for the last 30 years, Complete CRM is designed to give your dealership the competitive edge in a demanding marketplace. Powered by Complete Credit™ and award-winning desking, Complete CRM™ is the industry’s only credit and compliance-enabled CRM that lets dealers achieve maximum profitability on every deal. Built on modern technology, Complete CRM seamlessly integrates credit, compliance, inventory, data mining, lead generation, enterprise functionality, and customized reporting in one tool with a single login.
Dealer Synergy: The #1 Automotive Sales Training, Consulting, and Accountability Firm in the industry! With over two decades of experience in building Internet Departments and BDCs, we have developed the most effective automotive Internet Sales, BDC, and CRM solutions. Our expertise in creating phone scripts, rebuttals, CRM action plans, strategies, and templates ensures that your dealership's tools and personnel reach their full potential.
Bradley On Demand: The automotive sales industry’s top Interactive Training, Tracking, Testing, and Certification Platform. Featuring LIVE Classes and over 9,000 training modules, our platform equips your dealership with everything needed to sell more cars, more often, and more profitably!
In this electrifying episode of the Millionaire Car Salesman Podcast, hosts LA Williams and Sean V. Bradley dive deep into the innovations shaping the automotive CRM landscape with special guests Shane Born and Melissa Sinclair from NCC and ProMax.
"You're investing in one of the most important tools to help run all aspects of your business. You want to make sure that it's set up properly from the very beginning." - Melissa Sinclair
As the automotive industry faces unprecedented changes, Shane and Melissa discuss how their companies are spearheading the credit-first approach in CRM solutions, creating streamlined and transparent processes for both dealers and consumers. The episode begins with the hosts addressing missed speaking opportunities at an industry event due to unforeseen circumstances and quickly shifts focus to the groundbreaking strategies being implemented by ProMax, setting a new bar for CRM systems integrated with National Credit Center resources.
"Success involves partnering with the right people... ensure your team understands the what, the why, and the how, and then be flexible to pivot if a generational storm hits." - Shane Born
The conversation is packed with insights into how dealerships can leverage modern CRM systems to improve customer experience, enhance fraud prevention, and streamline sales processes using accurate real-time credit data. Shane Born highlights the unique position of their CRM solution, emphasizing its ability to provide consistent, transparent, and frictionless service to consumers while maintaining a keen adaptability to market changes. Melissa Sinclair adds to this by discussing the newly launched open API, offering seamless integration capabilities with vendor partners to unify dealership operations. This episode is a must-listen for any automotive professional keen on harnessing cutting-edge CRM technologies to propel their business forward.
Key Takeaways:
✅ Credit-First CRM Approach: NCC and ProMax are revolutionizing the CRM space with a credit-first methodology, enhancing the buying process through accurate financing options and fraud prevention features.
✅ User Interface and Experience: The newly redesigned UI/UX of ProMax's CRM offers a modern, intuitive interface that simplifies processes for salespeople and management, improving efficiency and usability.
✅ Service and Sales Integration: By integrating service customer data with CRM strategies, dealerships can unlock unprecedented sales opportunities, targeting both existing and untapped customer bases.
✅ Open API for Seamless Integration: The introduction of the open API, Dex, allows for effortless connection with various dealership software, ensuring all operations are synchronized and efficient.
✅ Robust OEM Partnerships: ProMax's CRM is approved by most OEMs, including 100% co-op with General Motors, showcasing the platform's comprehensive capabilities and industry trust.
About Shane Born
Shane Born is a prominent figure in the automotive industry, holding a significant position at NCC (National Credit Center) and ProMax. With over two decades of experience, Shane has been instrumental in driving technological advancements and fostering customer relations in the automotive sector. His focus lies in integrating credit solutions with CRM systems to enhance dealership efficiencies!
About Melissa Sinclair
Melissa Sinclair at NCC and ProMax, bringing extensive experience and deep knowledge about CRM solutions. Melissa has contributed substantially to the development of innovative customer relationship management tools and has played a key role in ensuring that these tools meet the needs of modern dealerships. She is particularly focused on enhancing user experience and fostering partnerships within the automotive industry.
Unleashing the Power of CRM in Automotive Sales
Key Takeaways
- The Millionaire Car Salesman Podcast dives into how CRM technology is revolutionizing the automotive industry, focusing on NCC's ProMax and its unique offerings.
- The discussion emphasizes the shift towards credit-first processes, enhancing both dealer and consumer experiences by leveraging advanced data management.
- An insider perspective on NADA reveals valuable insights into networking strategies and industry trends despite unexpected challenges.
CRM Innovations in the Automotive Industry The Millionaire Car Salesman Podcast, hosted by LA Williams and Sean V. Bradley, recently featured Shane Born and Melissa Sinclair from NCC and ProMax, who discussed groundbreaking innovations in CRM technology, specifically tailored for the automotive industry. As the podcast episodes unravel, they explore how these technologies redefine dealer-consumer interactions and internal processes within dealerships.
According to Shane Born, NCC is leveraging its dual expertise as both a data and software-as-a-service company: "We are both a DAS company and a SaaS company," he notes. Their end-to-end platform ensures a streamlined, credit-first approach that not only enhances dealer efficiency but also significantly improves the customer's buying journey. This dual focus allows NCC to provide a seamless workflow tied to a single database, an advantage that sets it apart from competitors relying on multiple integrations. From quote to contract, the process is designed to eliminate friction and bolster customer satisfaction by providing accurate financing solutions quickly.
Melissa Sinclair elaborates on the customized experience ProMax delivers: "Any role in the dealership can benefit as the platform was designed specifically with them in mind." The conversations with dealers led to UI and UX improvements, focusing on easy navigation and relevant data presentation, ensuring that even complex tools are intuitive for users across all roles within the dealership.
Strategies from the NADA Conference One of the intriguing segments of the podcast episode involved understanding the dynamics of the National Automobile Dealers Association (NADA) conference. Despite logistical hurdles due to inclement weather, vendors and attendees alike made the most of the opportunity to connect and explore industry advancements.
Shane Born emphasized that despite a "50% pre-registration count," those who made it to the event were laser-focused on solving pertinent challenges, leading to higher closing rates on new dealer group deals. NADA's decision to open its welcome party to all attendees, not just paid registrants, was a strategic move to enhance networking despite lower turnout numbers. "It allows us to really have meaningful conversations about what's happening and where the industry is heading," Born shared, highlighting how such interactions lead to long-lasting partnerships and industry insights.
This part of the podcast underscores the importance of adaptability and creativity in fostering networking opportunities, even in unforeseen circumstances. NADA highlighted industry trends, such as AI integration and credit-first approaches, showcased by innovative solutions like NCC's ProMax.
Maximizing CRM for Dealer Success In detailing the capabilities of NCC's complete CRM, the podcast dives into how dealerships can maximize the tool for their success. At its core, ProMax's CRM offers a robust framework for both reactive and proactive dealership strategies—a point emphasized repeatedly throughout the discussion.
"Any user can go in and build a custom list," explained Melissa Sinclair, illustrating the CRM's adaptability in creating targeted customer lists based on various criteria, such as unsold showroom traffic or service appointments. The system's Opportunities Dashboard is a game changer, automatically collating potential purchase opportunities, ensuring that even if a salesperson overlooks a prospect, the CRM does not.
Sean V. Bradley highlighted common dealer pitfalls, such as under-utilizing CRM capabilities, which often leads to unnecessary marketing expenditures. "Why are they spending $65,000 in advertising per month when they could invest $5,000 to $10,000 in CRM?" he questioned, advocating for a full-time CRM manager to ensure optimal use of the system. Reflecting on trends discussed at the podcast, it’s evident that leveraging comprehensive CRM tools like NCC's ProMax could save money and increase sales, making it essential for dealerships to embrace such technologies fully.
Reflections on the Automotive Horizon As the podcast episode closes, the hosts and guests reflect on how the innovations discussed are reshaping the automotive sales landscape. The evolution of CRM technology, spearheaded by companies like NCC and solutions such as ProMax, shows an industry leaning heavily into data-driven, customer-centric approaches.
The recurring theme remains clear: the automotive industry is poised for growth through technology adaptation and strategic partnerships. As Shane Born perfectly encapsulates, success in this field "comes down to consistent execution of your strategic vision," underscoring the importance of aligning technology with well-defined dealership goals. With ProMax’s open API and partnership with AI leaders like Impel, NCC ensures they are not just evolving alongside industry changes, but leading the charge toward a more integrated and customer-focused sales experience.
In the ever-evolving automotive market, insights from such discussions are invaluable, paving the way for dealerships to not only keep pace but thrive in an exciting era of digital transformation.
Resources:
Podium: Discover how Podium's innovative AI technology can unlock unparalleled efficiency and drive your dealership’s sales to new heights. Visit www.podium.com/mcs to learn more!
NCC: Credit-Driven Retailing - NCC delivers industry-best credit-driven retailing for auto dealerships, combining a powerful credit and compliance engine and fully integrated CRM/Desking platform for maximum profitability.
Complete CRM: Complete CRM is a streamlined, all-in-one system that simplifies your dealership software and processes so you can manage every aspect of your operation with ease; from tracking and following up on leads, desking deals, managing inventory, marketing to your customers, and more.
Dealer Synergy & Bradley On Demand: The automotive industry’s #1 training, tracking, testing, and certification platform and consulting & accountability firm.
The Millionaire Car Salesman Facebook Group: Join the #1 Mastermind Group in the Automotive Industry! With over 28,000 members, gain access to successful automotive mentors & managers, the best industry practices, & collaborate with automotive professionals from around the WORLD! Join The Millionaire Car Salesman Facebook Group today!
Win the Game of Googleopoly: Unlocking the secret strategy of search engines.
The Millionaire Car Salesman Podcast is Proudly Sponsored By:
Podium: Elevating Dealership Excellence with Intelligent Customer Engagement Solutions. Unlock unparalleled efficiency and drive sales with Podium's innovative AI technology, featured proudly on the Millionaire Car Salesman Podcast. Visit www.podium.com/mcs to learn more!
NCC: Powered by proprietary solutions such as Intelligent Credit Engine™ and LenderSelect™, NCC transforms the car-buying experience for dealers and their customers. From compliance and lender selection to CRM and desking, to marketing and data mining—NCC integrates them all in a single, seamless platform to deliver better customer experiences, maximum efficiency and maximum profit.
Complete CRM: As an innovative leader in the industry for the last 30 years, Complete CRM is designed to give your dealership the competitive edge in a demanding marketplace. Powered by Complete Credit™ and award-winning desking, Complete CRM™ is the industry’s only credit and compliance-enabled CRM that lets dealers achieve maximum profitability on every deal. Built on modern technology, Complete CRM seamlessly integrates credit, compliance, inventory, data mining, lead generation, enterprise functionality, and customized reporting in one tool with a single login.
Dealer Synergy: The #1 Automotive Sales Training, Consulting, and Accountability Firm in the industry! With over two decades of experience in building Internet Departments and BDCs, we have developed the most effective automotive Internet Sales, BDC, and CRM solutions. Our expertise in creating phone scripts, rebuttals, CRM action plans, strategies, and templates ensures that your dealership's tools and personnel reach their full potential.
Bradley On Demand: The automotive sales industry’s top Interactive Training, Tracking, Testing, and Certification Platform. Featuring LIVE Classes and over 9,000 training modules, our platform equips your dealership with everything needed to sell more cars, more often, and more profitably!
In this episode of the Millionaire Car Salesman Podcast, join LA Williams and Sean V. Bradley as they unveil the blueprint for community-centric success in the automotive industry. Special guest Nate Barrett, president of Twin City CDJR, shares insights into how his dealership has thrived through five decades by treating people right and embedding themselves within the community. Explore the inspiring journey of Twin City CDJR from its humble beginnings under the guidance of Nate's grandfather, Don Trout, to its current achievements and continued dedication to community service. This episode offers invaluable advice for dealerships seeking longevity and deeper community connections in a rapidly changing marketplace.
Dive into the discussion as Nate Barrett, with over 25 years in the automotive industry, delves into the philosophy of running a customer-focused dealership. Key highlights include the importance of treating customers how you would like to be treated, and innovative ways to engage with the community through athletic sponsorships, partnerships with local organizations, and initiatives like "Fill the RAM" food drives. Nate addresses the challenges the Stellantis brand faces and shares proactive strategies for navigating industry turbulence, such as enhancing fixed operations and embracing AI technology. Sean V. Bradley further adds value by suggesting actionable improvements to Nate’s dealership’s online presence and community initiatives, emphasizing the synergy between personalizing service and leveraging digital tools.
Key Takeaways:
✅ Community Connection: Building strong community ties is crucial. Host charity events, partner with local organizations, and get involved in events to improve brand reputation and customer loyalty.
✅ Operational Excellence: Focus on optimizing fixed operations and used car sales alongside new car leasing to ensure consistent dealership profitability, especially in uncertain times.
✅ Embrace Technology: Integrate AI tools to enhance customer engagement and efficiently manage CRM systems for deeper insights and better customer service.
✅ Personal Stories Matter: Sharing personal and organizational history builds authenticity and connection with both employees and customers, fostering a culture of loyalty and trust.
✅ Employee Involvement: Engage employees in decision-making, especially
About Nathaniel Barrett
Nate Barrett was born and raised in Lafayette, Indiana, and is a proud graduate of Purdue University. Nate is the President of Twin City Dodge Chrysler Jeep Ram Fiat in Lafayette representing the third generation of this family business. He also serves on the Stellantis Midwest Business Center Dealer Council. Nate is a NCM 20 Group Past Chair, past member of the board of directors of Greater Lafayette Commerce, and currently serves on the Franciscan Health Foundation Western Indiana Advisory Board. Nate enjoys emceeing events for the John Purdue Club, as well as doing voice work for Purdue University. Nate and his wife Brandy, also a Purdue graduate, have three children, Noah, Luke, and Ashlyn.
Resources:
Podium: Discover how Podium's innovative AI technology can unlock unparalleled efficiency and drive your dealership’s sales to new heights. Visit www.podium.com/mcs to learn more!
NCC: Credit-Driven Retailing - NCC delivers industry-best credit-driven retailing for auto dealerships, combining a powerful credit and compliance engine and fully integrated CRM/Desking platform for maximum profitability.
Complete CRM: Complete CRM is a streamlined, all-in-one system that simplifies your dealership software and processes so you can manage every aspect of your operation with ease; from tracking and following up on leads, desking deals, managing inventory, marketing to your customers, and more.
Dealer Synergy & Bradley On Demand: The automotive industry’s #1 training, tracking, testing, and certification platform and consulting & accountability firm.
The Millionaire Car Salesman Facebook Group: Join the #1 Mastermind Group in the Automotive Industry! With over 28,000 members, gain access to successful automotive mentors & managers, the best industry practices, & collaborate with automotive professionals from around the WORLD! Join The Millionaire Car Salesman Facebook Group today!
Win the Game of Googleopoly: Unlocking the secret strategy of search engines.
The Millionaire Car Salesman Podcast is Proudly Sponsored By:
Podium: Elevating Dealership Excellence with Intelligent Customer Engagement Solutions. Unlock unparalleled efficiency and drive sales with Podium's innovative AI technology, featured proudly on the Millionaire Car Salesman Podcast. Visit www.podium.com/mcs to learn more!
NCC: Powered by proprietary solutions such as Intelligent Credit Engine™ and LenderSelect™, NCC transforms the car-buying experience for dealers and their customers. From compliance and lender selection to CRM and desking, to marketing and data mining—NCC integrates them all in a single, seamless platform to deliver better customer experiences, maximum efficiency and maximum profit.
Complete CRM: As an innovative leader in the industry for the last 30 years, Complete CRM is designed to give your dealership the competitive edge in a demanding marketplace. Powered by Complete Credit™ and award-winning desking, Complete CRM™ is the industry’s only credit and compliance-enabled CRM that lets dealers achieve maximum profitability on every deal. Built on modern technology, Complete CRM seamlessly integrates credit, compliance, inventory, data mining, lead generation, enterprise functionality, and customized reporting in one tool with a single login.
Dealer Synergy: The #1 Automotive Sales Training, Consulting, and Accountability Firm in the industry! With over two decades of experience in building Internet Departments and BDCs, we have developed the most effective automotive Internet Sales, BDC, and CRM solutions. Our expertise in creating phone scripts, rebuttals, CRM action plans, strategies, and templates ensures that your dealership's tools and personnel reach their full potential.
Bradley On Demand: The automotive sales industry’s top Interactive Training, Tracking, Testing, and Certification Platform. Featuring LIVE Classes and over 9,000 training modules, our platform equips your dealership with everything needed to sell more cars, more often, and more profitably!
In this episode of the Millionaire Car Salesman podcast, Sean V. Bradley and LA Williams delve into the groundbreaking impact of AI on the car sales industry! Joined by Misty Tippets from Podium, the discussion navigates through the complexities and opportunities presented by AI, particularly in dealership management and customer engagement. From addressing staffing challenges to enhancing customer relationships, this episode offers a forward-looking view on leveraging artificial intelligence to meet evolving consumer expectations and increase operational efficiency!
Listeners will gain valuable insights into:
- How AI is solving staffing challenges and improving response times.
- The integration of AI with CRM systems to enhance dealership efficiency.
- The importance of choosing the right AI technology for your dealership’s unique needs.
- Why emotional intelligence is crucial for high-stakes sales and customer engagement.
- Networking opportunities for women in the automotive industry.
- Stress management techniques to thrive in a demanding sales environment.
- Key takeaways and opportunities at the upcoming NADA event.
Key Takeaways:
✅ AI can be a game-changer for dealerships by automating repetitive tasks, improving customer response times, and filling staffing gaps.
✅ Emotional intelligence is just as critical as technology when building long-lasting customer relationships.
✅ Networking, particularly among women in automotive, is vital for growth and innovation in the industry.
✅ Leveraging AI and CRM integration can streamline operations and provide actionable insights for sales success.
✅ Attendees of the NADA event will gain firsthand knowledge about emerging technologies and industry trends.
About Misty Tippets
Misty Tippets is a prominent figure in the automotive industry, serving as a representative for Podium, a leader in the AI technology space. Misty brings a wealth of experience and a fresh perspective to the conversation, emphasizing the transformative role of AI in modern automotive operations. Her insights on integrating advanced technologies into car dealerships highlight her expertise and dedication to innovation in the industry!
Resources:
Podium: Discover how Podium's innovative AI technology can unlock unparalleled efficiency and drive your dealership’s sales to new heights. Visit www.podium.com/mcs to learn more!
NCC: Credit-Driven Retailing - NCC delivers industry-best credit-driven retailing for auto dealerships, combining a powerful credit and compliance engine and fully integrated CRM/Desking platform for maximum profitability.
Complete CRM: Complete CRM is a streamlined, all-in-one system that simplifies your dealership software and processes so you can manage every aspect of your operation with ease; from tracking and following up on leads, desking deals, managing inventory, marketing to your customers, and more.
Dealer Synergy & Bradley On Demand: The automotive industry’s #1 training, tracking, testing, and certification platform and consulting & accountability firm.
The Millionaire Car Salesman Facebook Group: Join the #1 Mastermind Group in the Automotive Industry! With over 28,000 members, gain access to successful automotive mentors & managers, the best industry practices, & collaborate with automotive professionals from around the WORLD! Join The Millionaire Car Salesman Facebook Group today!
Win the Game of Googleopoly: Unlocking the secret strategy of search engines.
The Millionaire Car Salesman Podcast is Proudly Sponsored By:
Podium: Elevating Dealership Excellence with Intelligent Customer Engagement Solutions. Unlock unparalleled efficiency and drive sales with Podium's innovative AI technology, featured proudly on the Millionaire Car Salesman Podcast. Visit www.podium.com/mcs to learn more!
NCC: Powered by proprietary solutions such as Intelligent Credit Engine™ and LenderSelect™, NCC transforms the car-buying experience for dealers and their customers. From compliance and lender selection to CRM and desking, to marketing and data mining—NCC integrates them all in a single, seamless platform to deliver better customer experiences, maximum efficiency and maximum profit.
Complete CRM: As an innovative leader in the industry for the last 30 years, Complete CRM is designed to give your dealership the competitive edge in a demanding marketplace. Powered by Complete Credit™ and award-winning desking, Complete CRM™ is the industry’s only credit and compliance-enabled CRM that lets dealers achieve maximum profitability on every deal. Built on modern technology, Complete CRM seamlessly integrates credit, compliance, inventory, data mining, lead generation, enterprise functionality, and customized reporting in one tool with a single login.
Dealer Synergy: The #1 Automotive Sales Training, Consulting, and Accountability Firm in the industry! With over two decades of experience in building Internet Departments and BDCs, we have developed the most effective automotive Internet Sales, BDC, and CRM solutions. Our expertise in creating phone scripts, rebuttals, CRM action plans, strategies, and templates ensures that your dealership's tools and personnel reach their full potential.
Bradley On Demand: The automotive sales industry’s top Interactive Training, Tracking, Testing, and Certification Platform. Featuring LIVE Classes and over 9,000 training modules, our platform equips your dealership with everything needed to sell more cars, more often, and more profitably!
Kicking off Season 10 of the Millionaire Car Salesman Podcast, hosts Sean V. Bradley and L.A. Williams reveal the exciting innovations coming in 2025, including the official launch of Synergy Studios and its mission to elevate the automotive industry! They dive into the game-changing role of mystery shopping in evaluating dealership performance and emphasize the crucial role of consistent follow-up in driving sales success!
Adding to the excitement, L.A. Williams introduces his new book, So What I Can’t, a motivational guide on overcoming personal limitations and using unique challenges as advantages in both personal and professional life. Sean, L.A., and special guest Tianna Mick (aka T Got Your Keys) engage in a powerful discussion on:
- The art of storytelling and its impact on writing and communication.
- Emotional intelligence as a cornerstone of effective leadership.
- The ongoing push to empower women in the automotive industry.
- Balancing work and personal life in the high-paced world of automotive sales.
The episode wraps up with an interactive Q&A session, addressing audience questions on building a successful automotive career, navigating leadership challenges, and finding inspiration in day-to-day operations.
Key Takeaways: ✅ Mystery Shopping: A critical tool for identifying dealership strengths and weaknesses. ✅ Follow-Up Strategies: Why staying top-of-mind is essential in sales. ✅ Leadership Insight: Emotional intelligence and communication are key to dealership success. ✅ Empowering Women: Breaking barriers and creating new opportunities in auto retail. ✅ Inspiration: L.A. Williams’ new book, So What I Can’t, delivers a roadmap to overcoming adversity and achieving greatness.
About Sean V. Bradley
Sean V. Bradley, CSP is an entrepreneur, published best-selling author, speaker and award-winning international trainer. He is a 17-time NADA/ATD convention speaker, FranklinCovey Certified Facilitator and has earned the coveted “CSP” designation in the National Speakers Association. Sean is also a member of the elite “Million Dollar Speakers Group” in the NSA and a state association speaker and trainer. He has spoken at over 500 NCM and NADA 20 Groups. Sean started Dealer Synergy over 20 years ago, but has been in the automotive industry for over 25 years. Sean and his Dealer Synergy team are a 16-time Dealers’ Choice Award Winner for being the “Best of the Best Internet Sales Trainer” and “Mobile Media Provider” in the Automotive Sales Industry.
Sean has personally trained over 100,000 Automotive Sales Professionals in 3,900 unique rooftops. However, he literally influences hundreds of thousands of professionals, in and out of the Automotive Sales industry, all over the world, through: his over 4,000 published articles, his best-selling book “Win the Game of Googleopoly”, over 9,500 videos published online, and through Radio Station soundwaves by Hosting the globally recognized Against All Odds Radio Show currently airing in Washington DC, Atlanta, Cleveland, Rochester, and Los Angeles, and the 'internet buzzing' Millionaire Car Salesman Podcast reaching over 1 million downloads! Additionally, Sean is the creator of the Millionaire Car Salesman Facebook Group, with a membership count of 28,500+ automotive professionals.
About LA Williams
L.A. Williams is the Vice President of Dealer Synergy. He has 15+ years of automotive sales experience and has made it his mission to help, educate and level up anyone he comes in contact with. LA once started as a frontline analyst for the organization, but quickly worked his way through the ranks to most recently landing him his current role of Vice President and an official company partner. Although LA holds an executive position with Dealer Synergy, he is completely “hands-on” with the Dealer Synergy family of programs. LA is the preeminent subject master on “Phone Sales” in the Automotive Sales Industry and has earned the nickname and title of “The Blind Phone Master”. LA has been blind for 35+ years and has focused his energy on the art of sound, tone, and inflection. With his inability to see and only hear, he can solely judge a person’s phone abilities and verbal tools based on what they say and how they say it. This makes him the perfect coach and phone sales expert on planet Earth. LA has trained thousands of Automotive Sales professionals, Internet / BDC professionals, Sales Managers, General Managers and Dealer Principals on how to dominate the phones with his “The Blind Phone Master’s Phone Sales Mastery” strategies. Furthermore, LA is an NADA Convention Speaker and a frequent 20 group speaker, including the official Internet Sales 20 Group . In addition to his training and speaking engagements, LA is the official co-host of the globally known Millionaire Car Salesman Podcast and a moderator of the Millionaire Car Salesman Facebook Group.
LA is also a very successful music producer. He has produced tracks for Dr. Dre, Lil Wayne, Katy Perry, Karina Bradley, and scores more. In addition to having worked with some of the best in the music industry, LA has worked in movies. He was even the voice for Jigsaw in 4 of the SAW movies! LA has taken his music producer, audio, and voice talent to bring a strong form of “entertrainment” to the industry and has blessed us with many motivating and fun remix tracks, applicable to the automotive sales industry.
Resources:
Podium: Discover how Podium's innovative AI technology can unlock unparalleled efficiency and drive your dealership’s sales to new heights. Visit www.podium.com/mcs to learn more!
NCC: Credit-Driven Retailing - NCC delivers industry-best credit-driven retailing for auto dealerships, combining a powerful credit and compliance engine and fully integrated CRM/Desking platform for maximum profitability.
Complete CRM: Complete CRM is a streamlined, all-in-one system that simplifies your dealership software and processes so you can manage every aspect of your operation with ease; from tracking and following up on leads, desking deals, managing inventory, marketing to your customers, and more.
Dealer Synergy & Bradley On Demand: The automotive industry’s #1 training, tracking, testing, and certification platform and consulting & accountability firm.
The Millionaire Car Salesman Facebook Group: Join the #1 Mastermind Group in the Automotive Industry! With over 28,000 members, gain access to successful automotive mentors & managers, the best industry practices, & collaborate with automotive professionals from around the WORLD! Join The Millionaire Car Salesman Facebook Group today!
Win the Game of Googleopoly: Unlocking the secret strategy of search engines.
The Millionaire Car Salesman Podcast is Proudly Sponsored By:
Podium: Elevating Dealership Excellence with Intelligent Customer Engagement Solutions. Unlock unparalleled efficiency and drive sales with Podium's innovative AI technology, featured proudly on the Millionaire Car Salesman Podcast. Visit www.podium.com/mcs to learn more!
NCC: Powered by proprietary solutions such as Intelligent Credit Engine™ and LenderSelect™, NCC transforms the car-buying experience for dealers and their customers. From compliance and lender selection to CRM and desking, to marketing and data mining—NCC integrates them all in a single, seamless platform to deliver better customer experiences, maximum efficiency and maximum profit.
Complete CRM: As an innovative leader in the industry for the last 30 years, Complete CRM is designed to give your dealership the competitive edge in a demanding marketplace. Powered by Complete Credit™ and award-winning desking, Complete CRM™ is the industry’s only credit and compliance-enabled CRM that lets dealers achieve maximum profitability on every deal. Built on modern technology, Complete CRM seamlessly integrates credit, compliance, inventory, data mining, lead generation, enterprise functionality, and customized reporting in one tool with a single login.
Dealer Synergy: The #1 Automotive Sales Training, Consulting, and Accountability Firm in the industry! With over two decades of experience in building Internet Departments and BDCs, we have developed the most effective automotive Internet Sales, BDC, and CRM solutions. Our expertise in creating phone scripts, rebuttals, CRM action plans, strategies, and templates ensures that your dealership's tools and personnel reach their full potential.
Bradley On Demand: The automotive sales industry’s top Interactive Training, Tracking, Testing, and Certification Platform. Featuring LIVE Classes and over 9,000 training modules, our platform equips your dealership with everything needed to sell more cars, more often, and more profitably!
In this engaging, special holiday edition, episode of the Millionaire Car Salesman Podcast, host LA Williams is joined by Kristen Campbell to explore the evolving landscape of the automotive industry and the pivotal role of public relations in fostering strong business relationships!
"At the end of the day it goes back to treating others how you want to be treated."
The conversation dives into Campbell's journey from graduating in public relations during a recession to her current role as Vice President of Account Services at Montway Auto Transport. Her Detroit upbringing gave her a unique perspective on the auto industry, shared here with insights that resonate with both seasoned professionals and newcomers!
"We want to give customers the best rate and the best experience possible."
The dialogue navigates through the central themes of adaptability and perseverance in business, as Campbell shares how her public relations expertise has fortified customer relations at Montway. The conversation underscores the importance of effective communication, transparency, and trust-building, making it relevant for dealership managers and salespeople aiming to refine their customer service strategies. Kristen discusses Montway’s innovative strategies, including the development of a dedicated team for dealer services and the potential integration of AI to enhance operational efficiency, illustrating the company’s commitment to leadership in auto transport solutions!
Key Takeaways
- Adaptability and Innovation: Kristen emphasizes the importance of adapting to industry changes and leveraging innovative solutions to remain competitive.
- Communication is Key: Effective communication and transparency are crucial in building and maintaining strong customer relationships.
- Customer Experience: Businesses should treat customers with respect and prioritize enhancing the customer journey for long-term success.
- Growth and Expansion: Montway’s focus on expanding their B2B division under Kristen’s leadership and implementing AI solutions reflects their forward-thinking approach.
- Industry Insights: Kristen provides valuable insights into the auto industry, particularly in relation to the impact of electric vehicles and technology advancements.
About Kristen Campbell
Kristen Campbell is the Vice President of Account Services at Montway Auto Transport. With a background in public relations, she transitioned into the automotive industry, bringing a wealth of communication expertise to her role. Kristen began her career at Enterprise Rent-A-Car, where she evolved over 11 years before joining Montway. Her leadership has been pivotal in expanding Montway's B2B division and enhancing service standards, reflecting her commitment to excellent customer relationships and operational excellence!
Resources:
Podium: Discover how Podium's innovative AI technology can unlock unparalleled efficiency and drive your dealership’s sales to new heights. Visit www.podium.com/mcs to learn more!
NCC: Credit-Driven Retailing - NCC delivers industry-best credit-driven retailing for auto dealerships, combining a powerful credit and compliance engine and fully-integrated CRM/Desking platform for maximum profitability.
ProMax: Stop losing leads and start desking more deals with one easy-to-use system! ProMax automotive CRM is a streamlined, all-in-one system that simplifies your dealership software and processes so you can manage every aspect of your operation with ease; from tracking and following up on leads, desking deals, managing inventory, marketing to your customers, and more.
Dealer Synergy & Bradley On Demand: The automotive industry’s #1 training, tracking, testing, and certification platform and consulting & accountability firm.
The Millionaire Car Salesman Facebook Group: Join the #1 Mastermind Group in the Automotive Industry! With over 28,000 members, gain access to successful automotive mentors & managers, the best industry practices, & collaborate with automotive professionals from around the WORLD! Join The Millionaire Car Salesman Facebook Group today!
Win the Game of Googleopoly: Unlocking the secret strategy of search engines.
The Millionaire Car Salesman Podcast is Proudly Sponsored By:
Podium: Elevating Dealership Excellence with Intelligent Customer Engagement Solutions. Unlock unparalleled efficiency and drive sales with Podium's innovative AI technology, featured proudly on the Millionaire Car Salesman Podcast.
NCC: Powered by proprietary solutions such as Intelligent Credit Engine™ and LenderSelect™, NCC transforms the car-buying experience for dealers and their customers. From compliance and lender selection, to CRM and desking, to marketing and data mining—NCC integrates them all in a single, seamless platform to deliver better customer experiences, maximum efficiency and maximum profit.
ProMax: ProMax automotive CRM is designed to give your dealership the competitive edge in a demanding marketplace. As a leader in the industry for the last 24 years, ProMax provides car dealers streamlined and simplified software that does everything you need for lead tracking and follow up, desking, F&I, and cost-effective marketing. Increase your sales and grosses, reduce your expenses with one easy-to-use system.
Dealer Synergy: The #1 Automotive Sales Training, Consulting, and Accountability Firm in the industry! With over two decades of experience in building Internet Departments and BDCs, we have developed the most effective automotive Internet Sales, BDC, and CRM solutions. Our expertise in creating phone scripts, rebuttals, CRM action plans, strategies, and templates ensures that your dealership's tools and personnel reach their full potential.
Bradley On Demand: The automotive sales industry’s top Interactive Training, Tracking, Testing, and Certification Platform. Featuring LIVE Classes and over 9,000 training modules, our platform equips your dealership with everything needed to sell more cars, more often, and more profitably!
Navigating the Future of Automotive Sales: Key Insights from Industry Experts Key Takeaways * Embrace Adaptability: Learn from the challenges and triumphs shared by automotive leaders to navigate industry changes effectively. * Prioritize Communication: Clear, transparent communication is crucial for building trust and ensuring customer satisfaction. * Tech Advancements Await: Stay ahead by integrating AI and tech solutions to enhance customer experiences and operational efficiency.
In the evolving world of automotive sales, adaptability and foresight are paramount. These insights come to life vividly in a conversation between Dealer Synergy's LA Williams and Kristen Campbell from Motway, highlighting the industry's current dynamics and future directions. As automotive professionals, ranging from salespersons to managers, gear up for 2025, understanding and applying these lessons could define their success. Let's dive into the core themes that emerged in their discussion and explore how they can impact your automotive journey.
Embracing Adaptability in the Automotive Industry Adaptability has long been a cornerstone of success in any business, but in the fast-paced and ever-changing automotive industry, it's non-negotiable. LA Williams sets the tone by emphasizing, "Sometimes you got to get the job done anyway," underscoring the necessity of forging ahead despite imperfect conditions. The conversation with Kristen Campbell, Vice President of Account Services at Motway, also echoes this sentiment.
Kristen, with her rich experience in public relations, illustrates how she navigated her career trajectory during challenging economic times. As she notes, the automotive industry demands resilience: "You got to show up every day ready to work, and you got to have that energy." This mindset not only helped her rise to a leadership position but also drives Motway's success in a competitive market.
For automotive professionals, embracing adaptability means being open to new strategies, technologies, and market trends. As Motway demonstrated, growth often comes from a willingness to evolve and innovate in response to market demands.
The Power of Transparent Communication Communication remains an integral part of customer relations in the automotive industry. The transcript highlights this importance through Kristen's dedication to ensuring Motway's client interactions are both transparent and trustworthy. She shares, "One of the things that I think I was able to bring to the table was just really the communication piece…ultimately you're an advocate for them, [the customer]."
Transparent communication not only builds trust but also fosters long-term partnerships. Kristen reinforced that effective communication can mitigate challenges, such as managing vehicle transportation issues—or as she simply puts it, "We try again to do what would be best for them."
For automotive businesses, translating these insights into everyday practice means regularly engaging with customers to understand their needs and expectations. Dealerships should consider adopting a similar strategy to Motway's proactive client service approach, which includes dedicated support lines and personalized communication strategies.
Innovations and the Role of AI in Automotive Solutions As we steer into the future, incorporating advanced technologies like AI can distinguish leading companies from the rest. The dialogue between Williams and Campbell touches on Motway's exploration into AI solutions, particularly in optimizing transportation logistics and pricing strategies. Though Kristen mentions, "I wouldn't say we're there yet," Motway's forward-thinking approach prepares them for future breakthroughs.
Artificial intelligence, for many businesses, represents a paradigm shift. It offers unprecedented opportunities for efficiency, accuracy, and personalized customer engagement. In the automotive industry, AI's potential applications are vast—from predicting market trends to personalizing customer experiences through intelligent data analysis.
By integrating such technologies, dealerships can enhance their operational efficiencies and customer service offerings. As Kristen notes, features like "lane planning and route mapping" can streamline operations, which can be a game changer for businesses looking to improve service speed and reliability.
The automotive industry stands on the precipice of significant transformation. As echoed in the insightful conversation between LA Williams and Kristen Campbell, embracing adaptability, prioritizing transparent communication, and capitalizing on technological advances like AI are essential for staying competitive. Automotive professionals who embody these principles are better poised to navigate upcoming industry shifts successfully. The vehicle to future success in automotive sales involves not just anticipating change but actively driving it.
In this impactful episode of the Millionaire Car Salesman Podcast, hosts Sean V. Bradley and LA Williams dive into a game-changing discussion that every automotive professional needs to hear! As the year comes to a close, they focus on how you can maximize your dealership's performance during the critical year-end period while laying the foundation for an explosive start to the new year.
"Sales is a numbers game, but you must become someone people say yes to before they even know the opportunity." - LA Williams
From cutting-edge CRM strategies to perfecting your BDC operations, Sean and LA share actionable tips that will help sales teams and dealerships not just survive but thrive in a competitive marketplace! They also highlight the importance of teamwork and communication across all dealership departments, ensuring every member of your team is aligned for success. Plus, the episode celebrates a special milestone for Kalina Bradley, who has made waves during her four years in the automotive industry!
"A sales professional earns as much money as they can effectively generate with their sales skills and strategies." - Sean V. Bradley
Whether you're a seasoned professional or new to car sales, this episode is packed with the inspiration and insights you need to stay ahead of the curve and crush your goals.
🎙️ Don’t miss this essential conversation—press play now and elevate your career!
Key Takeaways
- Master the Fundamentals: Emphasizing the need for BDC reps and salespeople to fully grasp product knowledge, including new and used car inventory, and understand the latest OEM incentives and dealership specials.
- Sharpen Communication Skills: Importance of role-playing and rehearsing phone interactions to improve customer engagement and increase conversion rates while ensuring confidence in unscripted situations.
- Leverage Technology and CRM Systems: Understanding and utilizing CRM tools effectively to track leads and optimize customer relations management within the dealership framework.
- Prioritize Personal Development: Consistent learning and development are crucial; managers and salespeople must stay informed and adaptable to innovative techniques and industry changes.
- Accountability is Key for Managers: Managers should foster an environment of accountability and support, continually updating team training and aligning business goals with individual success.
About Sean V. Bradley
Sean V. Bradley, CSP is an entrepreneur, published best-selling author, speaker and award-winning international trainer. He is a 17-time NADA/ATD convention speaker, FranklinCovey Certified Facilitator and has earned the coveted “CSP” designation in the National Speakers Association. Sean is also a member of the elite “Million Dollar Speakers Group” in the NSA and a state association speaker and trainer. He has spoken at over 500 NCM and NADA 20 Groups. Sean started Dealer Synergy over 20 years ago, but has been in the automotive industry for over 25 years. Sean and his Dealer Synergy team are a 16-time Dealers’ Choice Award Winner for being the “Best of the Best Internet Sales Trainer” and “Mobile Media Provider” in the Automotive Sales Industry.
Sean has personally trained over 100,000 Automotive Sales Professionals in 3,900 unique rooftops. However, he literally influences hundreds of thousands of professionals, in and out of the Automotive Sales industry, all over the world, through: his over 4,000 published articles, his best-selling book “Win the Game of Googleopoly”, over 9,500 videos published online, and through Radio Station soundwaves by Hosting the globally recognized Against All Odds Radio Show currently airing in Washington DC, Atlanta, Cleveland, Rochester, and Los Angeles, and the 'internet buzzing' Millionaire Car Salesman Podcast reaching over 1 million downloads! Additionally, Sean is the creator of the Millionaire Car Salesman Facebook Group, with a membership count of 28,500+ automotive professionals.
About LA Williams
L.A. Williams is the Vice President of Dealer Synergy. He has 15+ years of automotive sales experience and has made it his mission to help, educate and level up anyone he comes in contact with. LA once started as a frontline analyst for the organization, but quickly worked his way through the ranks to most recently landing him his current role of Vice President and an official company partner. Although LA holds an executive position with Dealer Synergy, he is completely “hands-on” with the Dealer Synergy family of programs. LA is the preeminent subject master on “Phone Sales” in the Automotive Sales Industry and has earned the nickname and title of “The Blind Phone Master”. LA has been blind for 35+ years and has focused his energy on the art of sound, tone, and inflection. With his inability to see and only hear, he can solely judge a person’s phone abilities and verbal tools based on what they say and how they say it. This makes him the perfect coach and phone sales expert on planet Earth. LA has trained thousands of Automotive Sales professionals, Internet / BDC professionals, Sales Managers, General Managers and Dealer Principals on how to dominate the phones with his “The Blind Phone Master’s Phone Sales Mastery” strategies. Furthermore, LA is an NADA Convention Speaker and a frequent 20 group speaker, including the official Internet Sales 20 Group . In addition to his training and speaking engagements, LA is the official co-host of the globally known Millionaire Car Salesman Podcast and a moderator of the Millionaire Car Salesman Facebook Group.
LA is also a very successful music producer. He has produced tracks for Dr. Dre, Lil Wayne, Katy Perry, Karina Bradley, and scores more. In addition to having worked with some of the best in the music industry, LA has worked in movies. He was even the voice for Jigsaw in 4 of the SAW movies! LA has taken his music producer, audio, and voice talent to bring a strong form of “entertrainment” to the industry and has blessed us with many motivating and fun remix tracks, applicable to the automotive sales industry.
Resources:
Podium: Discover how Podium's innovative AI technology can unlock unparalleled efficiency and drive your dealership’s sales to new heights. Visit www.podium.com/mcs to learn more!
NCC: Credit-Driven Retailing - NCC delivers industry-best credit-driven retailing for auto dealerships, combining a powerful credit and compliance engine and fully-integrated CRM/Desking platform for maximum profitability.
ProMax: Stop losing leads and start desking more deals with one easy-to-use system! ProMax automotive CRM is a streamlined, all-in-one system that simplifies your dealership software and processes so you can manage every aspect of your operation with ease; from tracking and following up on leads, desking deals, managing inventory, marketing to your customers, and more.
Dealer Synergy & Bradley On Demand: The automotive industry’s #1 training, tracking, testing, and certification platform and consulting & accountability firm.
The Millionaire Car Salesman Facebook Group: Join the #1 Mastermind Group in the Automotive Industry! With over 28,000 members, gain access to successful automotive mentors & managers, the best industry practices, & collaborate with automotive professionals from around the WORLD! Join The Millionaire Car Salesman Facebook Group today!
Win the Game of Googleopoly: Unlocking the secret strategy of search engines.
The Millionaire Car Salesman Podcast is Proudly Sponsored By:
Podium: Elevating Dealership Excellence with Intelligent Customer Engagement Solutions. Unlock unparalleled efficiency and drive sales with Podium's innovative AI technology, featured proudly on the Millionaire Car Salesman Podcast.
NCC: Powered by proprietary solutions such as Intelligent Credit Engine™ and LenderSelect™, NCC transforms the car-buying experience for dealers and their customers. From compliance and lender selection, to CRM and desking, to marketing and data mining—NCC integrates them all in a single, seamless platform to deliver better customer experiences, maximum efficiency and maximum profit.
ProMax: ProMax automotive CRM is designed to give your dealership the competitive edge in a demanding marketplace. As a leader in the industry for the last 24 years, ProMax provides car dealers streamlined and simplified software that does everything you need for lead tracking and follow up, desking, F&I, and cost-effective marketing. Increase your sales and grosses, reduce your expenses with one easy-to-use system.
Dealer Synergy: The #1 Automotive Sales Training, Consulting, and Accountability Firm in the industry! With over two decades of experience in building Internet Departments and BDCs, we have developed the most effective automotive Internet Sales, BDC, and CRM solutions. Our expertise in creating phone scripts, rebuttals, CRM action plans, strategies, and templates ensures that your dealership's tools and personnel reach their full potential.
Bradley On Demand: The automotive sales industry’s top Interactive Training, Tracking, Testing, and Certification Platform. Featuring LIVE Classes and over 9,000 training modules, our platform equips your dealership with everything needed to sell more cars, more often, and more profitably!
Mastering the Automotive Frontier: Sales Innovation, Accountability, and Strategic Growth Key Takeaways: * Comprehensive Skill Development: Becoming a proficient BDC or sales rep requires mastering everything from product knowledge to utilizing technology efficiently. * The Power of Accountability: Managers must not only hold themselves accountable but also elevate their team's performance through consistent accountability practices. * Strategic Personalization in Sales: Leveraging personal branding and forming genuine connections with customers can drive significant sales success.
In the fast-paced and ever-evolving automotive industry, specific strategies and mindsets can transform an average car dealership into a powerhouse of sales innovation and customer satisfaction. This article explores the core themes articulated by LA Williams and Sean V. Bradley during their enlightening podcast, focusing on sharpening individual skills, the crucial role of accountability, and the burgeoning potential of strategic personalization in sales.
Prioritizing Comprehensive Skill Development For a BDC or sales representative, knowledge is power—specifically the kind that drives loyalty and boosts sales. As highlighted by Sean V. Bradley, there's an urgent need for personnel to "master product knowledge" and understand "rebates, incentives, dealer cash," and more. This foundational knowledge extends beyond merely reciting specs; it involves contextualizing features in ways that resonate with customers’ unique needs.
LA Williams emphasized the necessity for BDC reps to confidently tackle customer interactions. He suggests, “Instead of just jumping in and making that call willy nilly, how about asking someone, 'Hey, how is this supposed to go?'” This proactive approach ensures that reps don’t just survive in their roles but thrive by providing solutions-oriented service. Acknowledging the broader scope of responsibilities, Sean V. Bradley reiterates, “Practice, drill, and rehearse,” underscoring the importance of continuous learning and role-playing to hone one's craft.
The implications here stretch far beyond the doors of the dealership. Ensuring that staff are appropriately trained and confident in their abilities leads to better customer interactions, higher conversion rates, and, ultimately, more robust business outcomes.
Accountability: The Cornerstone of Managerial Success Moving up the ladder, responsibility isn't just about bigger paychecks; it’s about amplifying team potential through stringent accountability measures. LA Williams calls for managers to "fall in love with accountability," emphasizing that tough love often results in significant gains. "You got to care so much more about their family than sometimes they do," he notes, presenting a form of managerial empathy that centers on the financial well-being of sales teams.
Achieving this level of commitment from a managerial perspective means not just maintaining status quo practices but actively seeking to elevate team members past their comfort zones. As Williams asserts, the consistent messaging and earnest stewardship from management can cultivate a culture of excellence where the team doesn't just meet their targets but exceeds them, spurred on by a spirit of mutual accountability and support.
Considering the looming changes and challenges of economic shifts and technology advancements, such an approach can provide the agile framework necessary for navigating future uncertainties. Managers prepared to lead with accountability are well-poised to implement strategic initiatives that bolster team resilience and performance.
Personalization and Strategic Connections in Sales In the hyper-competitive world of car sales, creating a personal brand can be the key differentiator between hitting sales quotas and surpassing them. LA Williams explicates the importance of becoming a salesperson that "people say yes to before they even know what the opportunity is." This notion speaks to the power of personal branding and its capacity to foster an environment of trust and rapport with potential clients.
By engaging in effective prospecting, leveraging platforms like social media, and cultivating a personal relationship with clients, sales representatives can dramatically increase their conversion rates. "Put yourself in position where you’re the type of person that people say yes to," Williams advises, suggesting that this requires an active presence and likability factor that transcends the dealership's walls.
The broader ramifications of this strategy are profound. Developing a robust personal brand not only increases individual sales figures but also strengthens the dealership's reputation as a customer-focused enterprise. Salespeople adept at building genuine relationships play crucial roles as ambassadors for the dealership, fostering community trust and enhancing the brand's overall image.
The journey through these themes reveals an intricate tapestry of skills and strategies that can transform both individuals and entire dealerships into industry leaders. Emphasizing knowledge acquisition, accountability, and personalization fosters an environment where everyone—sales reps and managers alike—can thrive. In embracing these approaches, a dealership can confidently look forward to a prosperous 2025, equipped to handle the challenges and capitalize on the opportunities that lie ahead.
In this episode, Sean V. Bradley sits down with industry expert Jenna Blankenbiller to tackle a topic that can make or break a dealership’s success: CRM management and lead handling. 💻✨ They dive into key strategies dealerships often overlook, shedding light on how to maximize conversions, streamline operations, and avoid common pitfalls that could be costing you big profits!
Sean and Jenna share actionable tips on how to clean up your CRM, avoid information overload, and focus on active leads within a 90-day window to boost productivity and profitability. From managing third-party leads like TrueCar and CarsDirect to setting up proper automation and specialization within your BDC team, this episode is packed with valuable insights for automotive professionals!
Don’t miss this game-changing conversation—tune in now to learn how to take your dealership's CRM strategy and lead handling to the next level! 🎧📈
Key Takeaways
- Lead Management Strategy: Focus on active leads that are 90 days or less, eliminating clutter and improving operational efficiency.
- CRM Setup and Automation: Proper CRM configurations and automated processes are essential to maximize lead engagement and conversion rates.
- BDC Specialization: Segregating tasks and specializing BDC representatives in specific lead types can greatly enhance dealership productivity.
- Third-Party Lead Utilization: Dealers should carefully select and optimize leads from reputable third-party providers rather than relying heavily on online classifieds.
- Avoiding Overload: Prevent BDC and sales teams from being overwhelmed by ensuring effective lead distribution and management practices.
About Jenna Blankenbiller
Jenna Blankenbiller is an accomplished automotive industry expert, having spent 12 years honing her skills with significant experiences at independent dealerships and Bob Ruth Ford, where she played a pivotal role in expanding their Internet department from selling 75 units a month to 356 units. Recently, she has joined Dealer Synergy as the Director of Dealer Relations, bringing her extensive expertise and innovative strategies to the executive team. Jenna’s background includes roles as an Internet Director and General Sales Training Director, and she has been featured prominently in automotive industry publications and events.
Resources:
Podium: Discover how Podium's innovative AI technology can unlock unparalleled efficiency and drive your dealership’s sales to new heights. Visit www.podium.com/mcs to learn more!
NCC: Credit-Driven Retailing - NCC delivers industry-best credit-driven retailing for auto dealerships, combining a powerful credit and compliance engine and fully-integrated CRM/Desking platform for maximum profitability.
ProMax: Stop losing leads and start desking more deals with one easy-to-use system! ProMax automotive CRM is a streamlined, all-in-one system that simplifies your dealership software and processes so you can manage every aspect of your operation with ease; from tracking and following up on leads, desking deals, managing inventory, marketing to your customers, and more.
Dealer Synergy & Bradley On Demand: The automotive industry’s #1 training, tracking, testing, and certification platform and consulting & accountability firm.
The Millionaire Car Salesman Facebook Group: Join the #1 Mastermind Group in the Automotive Industry! With over 28,000 members, gain access to successful automotive mentors & managers, the best industry practices, & collaborate with automotive professionals from around the WORLD! Join The Millionaire Car Salesman Facebook Group today!
Win the Game of Googleopoly: Unlocking the secret strategy of search engines.
The Millionaire Car Salesman Podcast is Proudly Sponsored By:
Podium: Elevating Dealership Excellence with Intelligent Customer Engagement Solutions. Unlock unparalleled efficiency and drive sales with Podium's innovative AI technology, featured proudly on the Millionaire Car Salesman Podcast.
NCC: Powered by proprietary solutions such as Intelligent Credit Engine™ and LenderSelect™, NCC transforms the car-buying experience for dealers and their customers. From compliance and lender selection, to CRM and desking, to marketing and data mining—NCC integrates them all in a single, seamless platform to deliver better customer experiences, maximum efficiency and maximum profit.
ProMax: ProMax automotive CRM is designed to give your dealership the competitive edge in a demanding marketplace. As a leader in the industry for the last 24 years, ProMax provides car dealers streamlined and simplified software that does everything you need for lead tracking and follow up, desking, F&I, and cost-effective marketing. Increase your sales and grosses, reduce your expenses with one easy-to-use system.
Dealer Synergy: The #1 Automotive Sales Training, Consulting, and Accountability Firm in the industry! With over two decades of experience in building Internet Departments and BDCs, we have developed the most effective automotive Internet Sales, BDC, and CRM solutions. Our expertise in creating phone scripts, rebuttals, CRM action plans, strategies, and templates ensures that your dealership's tools and personnel reach their full potential.
Bradley On Demand: The automotive sales industry’s top Interactive Training, Tracking, Testing, and Certification Platform. Featuring LIVE Classes and over 9,000 training modules, our platform equips your dealership with everything needed to sell more cars, more often, and more profitably!
Optimizing Automotive CRM: Maximize Your Lead Management for Sales Success The ways in which automotive dealerships handle their customer relationship management (CRM) systems can make or break their sales potential. In a fast-evolving digital landscape, dealers must confront the realities of lead management head-on. In a riveting discussion featuring Sean V. Bradley and Jenna Blankenbiller, the conversation traverses the intricacies of CRM systems, lead optimization, and strategies for converting potential into success. Sean, a seasoned leader in the field and president of Dealer Synergy, alongside Jenna, the adept director of dealer relations, dive into the nuances of CRM challenges, offering dealers a navigable roadmap to enhanced performance.
Key Takeaways:
- Present-day vehicle dealerships must understand the importance of maintaining a clean and up-to-date CRM, limiting active leads to those of the past 90 days with current engagement.
- Dealership success hinges on precise and strategic lead handling, ensuring that sales, especially BDC reps, are not overwhelmed with non-productive lead management tasks.
- True partnerships with lead source providers and a robust structured process can significantly boost the productivity and profitability of lead management in car sales.
Mastering Lead Management in Dealerships Dealerships constantly strive to balance a trending avalanche of leads with effective lead management practices. Sean V. Bradley emphasizes that if automotive dealers are struggling to extract value from leads sourced from players like Direct True Car or Autoweb, the issue may lie within the CRM configuration itself. As highlighted by Sean, “It’s most likely your CRM is not set up correctly.”
Leads should be filtered for relevance and timeliness. According to Sean, the CRM should prioritize active leads within the past 90 days while ensuring there is an accessible phone number. He challenges the dealer community to abandon the notion that "buy or die" is an effective mantra for leads—it's an outdated strategy that no longer serves the dealership’s best interests. Sean pointedly notes: “There's no need for hoarding leads beyond 90 days unless they’ve engaged within the last month.”
Jenna illustrates another point: the importance of assigning specific roles within the lead management process to ensure leads with potential are not being buried under a mountain of irrelevant or outdated contacts. She adds, “Keep focus on your fresh stuff where your biggest opportunity lies, and this involves adequate segmentation and specialization within the BDC.”
Optimizing CRM Setup and Lead Routing A dealership's ability to manage leads systematically often begins with a robust CRM setup. Sean cautions against getting overwhelmed by the sheer volume of leads, which is often exacerbated by the mixing of sales leads with service, parts, and other non-revenue generating communications. He articulates, “If your leads aren't properly routed or are congested with non-priority interactions, you're wasting time and valuable resources.”
To optimize, dealerships must ensure that CRM processes are correctly configured, including archiving old leads and ensuring active ones are accurately marked. "It’s about getting to people with the highest probability of engagement and conversion," Sean states. Jenna corroborates the sentiment: “Having an automatic system to sort and respond, especially for leads that don't hold immediate promise, will streamline the process.”
Moreover, an intelligent routing system—that segments sales leads from non-sales traffic—allows for specialization among team members, provides clarity, and increases conversion rates. This level of organization within CRM systems prevents scenarios where dealerships either underestimate their leads or falter under the weight of mismanaged data.
Lead Source Providers: Strategic Use and Misconceptions The perception of lead source providers is another contentious area explored by Sean and Jenna. There exists a misconception in the automotive realm that certain lead sources do more harm than good. Sean dispels this notion by underscoring the strategic uptake and management of these lead sources. He argues, “If you have cars direct, TrueCar, or AutoWeb and aren’t getting value, it’s often due to mismanagement rather than the provider.”
It is crucial for dealers to discern between third-party lead sources such as Cars Direct, TrueCar, and AutoWeb, and online classifieds like AutoTrader or Cars.com, which often operate on a different paradigm. Sean advocates for a keen understanding of how these sources work and notes the importance of aligning them with dealership goals. “Third-party leads aren’t about exclusivity but making the most of every opportunity laid before us,” he concludes.
To implement a successful strategy, seamless processes, targeted employee roles, and strategic partnerships with lead sources drive success. Effective CRM management coupled with insightful use of lead source providers fosters a rich environment for transforming potential leads into lucrative sales.
The Path to CRM Mastery in Car Dealerships Throughout the extensive discussion between Sean and Jenna, a clear picture emerges of the recipe for dealership success in this digital age. A clean, effectively segmented CRM—aligned with realistic and strategic handling of leads—is vital. The relief from non-productive tasks frees staff to follow higher-level sales activities like direct communication and personalized engagement.
Dealer success lies in distinguishing viable prospects and working smart with automation tools, thus enhancing the capacity for optimal lead conversion. The tempo set by these CRM adjustments holds the potential to transform the operational rhythm of automotive dealerships, ensuring that time and energy are focused on true, revenue-generating activities.
Join Sean V. Bradley as he delves into the transformative role of artificial intelligence in car dealerships with Chuck Schwan from Muscatell Subaru! In this episode, Chuck shares his insights on how AI, particularly through the use of Podium's AI solutions, is revolutionizing the automotive sales industry! He discusses his role in integrating third-party vendor applications and how AI serves as a vital tool to enhance customer engagement without replacing human jobs. Chuck redefines AI as a dependable assistant that never tires, offering consistent service around the clock!
Throughout the conversation, Chuck discusses the practical applications of AI in handling leads and improving customer communication at Muscatell Subaru. With a robust integration into their CRM system, AI proved instrumental in managing thousands of leads efficiently. Chuck emphasizes the benefits of AI, such as setting numerous successful appointments that converted into sales, and the importance of AI remaining professional and unfazed by rejection! By continuously learning and adapting, AI augments the sales team's efforts, addressing typical industry challenges like engagement and attrition, while ensuring no lead is left unattended!
From maximizing efficiency to overcoming common dealership challenges, this conversation is packed with insights that will inspire you to rethink how your dealership operates. Whether you're curious about the role of AI or looking for ways to streamline your sales process, this episode has something for you.
Key Takeaways
- AI Implementation: Learn how Muscatell Subaru integrates AI using Podium to manage leads, resulting in significantly increased customer engagement and sales.
- AI's Role in Dealerships: Discover how AI serves as a relentless tool that enhances customer service by handling repetitive tasks, allowing sales teams to focus on nurturing personal interactions.
- Transformational Results: Understand the profound impact AI has had on appointment setting and sales conversion rates at Muscatell Subaru, highlighting the promise of this technology.
- Managing Expectations: Chuck outlines the collaborative approach between AI and the sales team, ensuring a seamless customer experience and leveraging AI's ability to communicate at any time.
- Forward-Thinking Strategy: Gain insights into future integrations that might streamline dealership operations further, merging AI capabilities with existing platforms for more efficiency.
About Chuck Schwan
Chuck Schwan serves as the Internet Director at Muscatell Subaru, located in Moorhead, Minnesota. With a rich career in the automotive industry since 2009, Chuck began his journey selling Hondas, later transitioning to roles in parts and accessories, and then as an Internet Sales Manager. His diverse experience includes a year in finance at a powersports store before embracing his passion for Subaru. Under the leadership of Ward Muscatell, Chuck has been pivotal at Muscatell Subaru for nearly eight years, focusing on third-party vendor integrations and training AI to enhance dealership operations.
Resources:
Podium: Discover how Podium's innovative AI technology can unlock unparalleled efficiency and drive your dealership’s sales to new heights. Visit www.podium.com/mcs to learn more!
Dealer Synergy & Bradley On Demand: The automotive industry’s #1 training, tracking, testing, and certification platform and consulting & accountability firm.
The Millionaire Car Salesman Facebook Group: Join the #1 Mastermind Group in the Automotive Industry! With over 28,000 members, gain access to successful automotive mentors & managers, the best industry practices, & collaborate with automotive professionals from around the WORLD! Join The Millionaire Car Salesman Facebook Group today!
Win the Game of Googleopoly: Unlocking the secret strategy of search engines.
The Millionaire Car Salesman Podcast is Proudly Sponsored By:
Podium: Elevating Dealership Excellence with Intelligent Customer Engagement Solutions. Unlock unparalleled efficiency and drive sales with Podium's innovative AI technology, featured proudly on the Millionaire Car Salesman Podcast.
Dealer Synergy: The #1 Automotive Sales Training, Consulting, and Accountability Firm in the industry! With over two decades of experience in building Internet Departments and BDCs, we have developed the most effective automotive Internet Sales, BDC, and CRM solutions. Our expertise in creating phone scripts, rebuttals, CRM action plans, strategies, and templates ensures that your dealership's tools and personnel reach their full potential.
Bradley On Demand: The automotive sales industry’s top Interactive Training, Tracking, Testing, and Certification Platform. Featuring LIVE Classes and over 9,000 training modules, our platform equips your dealership with everything needed to sell more cars, more often, and more profitably!
Artificial Intelligence in Automotive Sales: Revolutionizing Engagement and Customer Experience
Key Takeaways * AI as a tool for enhancement: Artificial intelligence is not here to replace jobs but to enhance efficiency and engagement in automotive sales. * Improving customer engagement: AI has proven to significantly boost engagement rates, leading to more appointments and sales. * Integration with existing systems: Tools like Podium integrate seamlessly with CRMs, making AI a powerful addition to the sales process.
Artificial intelligence (AI) is a transformative force in many industries, and automotive sales are no exception. From enhancing customer engagement to streamlining communication processes, AI offers a myriad of benefits that reshaping the dealership experience. In this article, we'll explore how AI is being integrated into automotive sales, focusing on dealer interactions, engagement improvement, and the seamless integration with existing tools like CRMs.
AI: An Indispensable Tool for Dealerships AI has increasingly become an indispensable tool for dealerships, providing a consistent and seamless experience for both the dealerships and their customers. As Chuck Schwan, the BDC Manager at Muscatel Subaru, astutely points out, "AI is just a tool to generate engagement, and once we've got the engagement, then we just train it to hand off to our sales staff."
One of the most significant attributes of AI is its unwavering consistency. Unlike human sales representatives, AI never tires, never gets frustrated, and delivers the same quality of interaction every time. Schwan expresses this sentiment by highlighting, "It's the worker that never stops, that never gets frustrated. Someone can tell it to bleep off, and the next message is sunshine and roses."
Another impactful aspect of AI lies in its ability to handle mundane and repetitive tasks, freeing up human resources to focus on more complex interactions. Schwan emphasizes the value of AI in managing engagement tasks like sending out text messages and emails, noting, "It's really just another tool to take care of the crap part of the job that no one likes."
Revolutionizing Customer Engagement in Automotive Sales Artificial intelligence has revolutionized customer engagement in automotive sales, offering unprecedented levels of interaction and personalization. Sean V. Bradley, host of the Millionaire Car Salesman podcast, underscores the transformative impact of AI, illustrating how it addresses a longstanding issue: "Emails connect at only two to four percent. But with AI, it scales accordingly. AI could deploy to all of those opportunities in real time."
The introduction of AI into the sales workflow not only boosts engagement rates but also enhances the customer experience by personalizing interactions. Schwan shares staggering results from using AI at his dealership: "Our first month of using Podium, Alicia set 64 appointments, 50 showed up, and 40 sold."
The success of AI in improving engagement rates is multifaceted. It ensures responses are timely and addresses customer queries with precision and clarity, which drastically reduces the lag time often experienced in traditional processes. Additionally, AI's adaptability allows it to work around the clock, reaching out to customers at their convenience, as Schwan describes, "She talks to them when they want to be talked to."
Seamless Integration with Existing Sales Tools A significant advantage of integrating AI into the automotive sales ecosystem is its compatibility with existing sales tools, enhancing productivity and efficiency. For dealerships operating with established CRMs like VIN Solutions, AI technology such as Podium provides an invaluable bridge between modern AI capabilities and traditional CRM functionalities.
Schwan details how this integration benefits his dealership, explaining that AI interacts with CRM data to streamline follow-up and engagement: "It's an API back and forth. It'll write into the notes what's been said by the artificial intelligence." This seamless flow of information ensures that all communication, whether initiated by AI or a human, remains centralized and accessible, fostering a more cohesive customer interaction experience.
Moreover, Podium's customer support and adaptability set it apart in the crowded field of AI tools. Schwan appreciates Podium's willingness to tailor solutions to his dealership's specific needs, observing, "They always want to know not just what to change, but why I want to change. So, they're really trying to understand what Muscatel Subaru needs from the AI."
The integration of AI with CRMs not only optimizes the sales process but also minimizes resource redundancy by effectively aligning AI capabilities with existing processes. Schwan notes that while some redundancy may occur, AI predominantly takes on the heavy lifting in initial outreach, allowing his sales team to focus on personalized follow-ups and closing deals.
Dealerships looking to thrive in today's competitive landscape must recognize the value of AI as a catalyst for operational efficiency and enhanced customer interactions. By leveraging AI, dealerships can not only boost engagement and drive sales but also streamline communication processes.
Artificial intelligence is reshaping the automotive sales landscape by enhancing engagement, personalizing customer interactions, and seamlessly integrating with existing CRM systems. Schwan's experience with AI at Muscatel Subaru exemplifies the transformative potential of this technology. AI is not a passing trend; it's a powerful tool that, when harnessed effectively, will continue to redefine the way dealerships connect with and serve their customers.
In this festive and action-packed episode of the Millionaire Car Salesman Podcast, hosts Sean V. Bradley and Tianna 'T Got Your Keys’ Mick uncover the secrets to transforming the holiday season into your dealership’s most profitable time of the year!
"This was the most lucrative season when I was selling cars because of the tactics we're discussing today." - Tianna Mick
As consumer spending surges during Thanksgiving, Black Friday, Cyber Monday, Christmas, Hanukkah, Kwanzaa, and New Year’s, Sean and Tianna provide actionable strategies to make your dealership stand out. From crafting irresistible holiday-themed promotions to building emotional connections with buyers, they reveal how to tap into the holiday mindset and close more deals than ever.
✨ Key Takeaways You Don’t Want to Miss: ✔️ Understanding the holiday buyer’s mindset and financial behaviors. ✔️ Proven promotional strategies that attract attention AND conversions. ✔️ Festive branding techniques that build trust and excitement. ✔️ Inventory planning to meet demand without overstocking. ✔️ How to incentivize referrals and leverage holiday buzz for long-term success. ✔️ Tips to carry holiday momentum into the new year!
"During the holiday season, people are naturally conditioned to knowing that they've got to spend money. Let's take advantage of that." - Sean V. Bradley
Whether you’re a dealer principal, sales manager, or automotive professional looking to crush your year-end goals, this episode is packed with the tools and tactics you need to end the year strong and set yourself up for success in 2025. 🎯
🎧 Don’t let winter slow you down—listen now and master the holiday hustle!
Key Takeaways
- Understand the Holiday Buyer Mindset: Leverage the natural inclination of consumers to spend during the holidays by aligning marketing strategies accordingly.
- Emotional and Scarcity Tactics: Utilize emotional triggers and limited-time offers to drive urgency and resonate with prospective and current customers.
- Macro vs. Micro Selling: Encourage dealerships to pursue both large business accounts and individual buyers by tapping into end-of-year incentives and tax benefits.
- Festive Environment and Branding: Create an inviting and memorable festive atmosphere in dealerships and online to enhance customer experience and engagement.
- End-of-Year Strategies: Prepare for post-holiday ramifications by strategically planning inventory and reviewing performance metrics for future improvement.
About Tianna Mick
Tianna Mick aka T Got Your Keys is a known industry expert at Showroom Sales, Lead and Referral Generation, and Customer Satisfaction, specializing in Personal and Business Branding.
At only 19 years old, Tianna was consistently the top-grossing salesperson in her dealer group, averaging 20+ units and generating $10K each month in personal income. Tianna is globally recognized for her award-winning website TGotYourKeys.com, voted #1 Personal Website in the Automotive Industry!
Tianna is a 4x NADA Convention Speaker and the YOUNGEST NADA Speaker in History to date, awarded #1 Influential Female Car Salesperson, TikTok Influencer with over 3.8 Million Views, Guest of Brad Lea's Dropping Bombs Podcast, Graduate of Ally's A-List Summit Academy, Speaker at the Florida Independent Automobile Dealers Association, TrueCar's TrueTalk Panel Discussion Leader concerning Diversity, published in Digital Dealer Magazine, and reoccurring Digital Dealer Speaker, Internet Sales 20 Group Speaker, and now Chief Marketing Officer at Dealer Synergy.
Resources:
Podium: Discover how Podium's innovative AI technology can unlock unparalleled efficiency and drive your dealership’s sales to new heights. Visit www.podium.com/mcs to learn more!
Dealer Synergy & Bradley On Demand: The automotive industry’s #1 training, tracking, testing, and certification platform and consulting & accountability firm.
The Millionaire Car Salesman Facebook Group: Join the #1 Mastermind Group in the Automotive Industry! With over 28,000 members, gain access to successful automotive mentors & managers, the best industry practices, & collaborate with automotive professionals from around the WORLD! Join The Millionaire Car Salesman Facebook Group today!
Win the Game of Googleopoly: Unlocking the secret strategy of search engines.
The Millionaire Car Salesman Podcast is Proudly Sponsored By:
Podium: Elevating Dealership Excellence with Intelligent Customer Engagement Solutions. Unlock unparalleled efficiency and drive sales with Podium's innovative AI technology, featured proudly on the Millionaire Car Salesman Podcast.
Dealer Synergy: The #1 Automotive Sales Training, Consulting, and Accountability Firm in the industry! With over two decades of experience in building Internet Departments and BDCs, we have developed the most effective automotive Internet Sales, BDC, and CRM solutions. Our expertise in creating phone scripts, rebuttals, CRM action plans, strategies, and templates ensures that your dealership's tools and personnel reach their full potential.
Bradley On Demand: The automotive sales industry’s top Interactive Training, Tracking, Testing, and Certification Platform. Featuring LIVE Classes and over 9,000 training modules, our platform equips your dealership with everything needed to sell more cars, more often, and more profitably!
Maximizing Car Sales During the Holiday Season: The Ultimate Guide for Automotive Professionals
Key Takeaways
- Understanding and leveraging the holiday mindset of consumers can significantly boost car sales.
- Personalized outreach and personalized holiday promotions can create emotional connections with customers.
- Strategic event hosting and festive dealership decor contribute to an enhanced and memorable customer experience.
The holiday season presents a unique opportunity for automotive dealerships to boost their sales significantly. Sean V. Bradley and Tianna Mick unpacked these possibilities in their recent podcast, highlighting how car dealers can effectively capitalize on holiday energy and consumer spending habits. To navigate this bustling period successfully, professionals must understand the special dynamics at play during the holidays, employing targeted strategies to connect with potential buyers.
Optimizing Holiday Consumer Behavior for Increased Sales In the words of Bradley, "Holidays are the best for selling cars." The holiday season naturally inclines people to spend, especially on big-ticket items like vehicles. Consumers are already in a buying mindset due to holiday traditions of gift-giving and year-end bonuses. This kind of buying inclination can be leveraged with tailored incentives and strategic marketing.
Bradley emphasizes how dealers can capitalize on this mindset: "People are naturally conditioned to knowing that they've got to spend money during the holiday season." By effectively tapping into this mentality, dealerships can create tailored messages and promotional deals that align with the consumer's mindset, such as special financing rates, end-of-year clearance sales, and exclusive holiday discounts.
Creating Emotional Triggers and Urgency The psychological impact of the holidays makes them the perfect time for car sales, according to Mick: "Holidays are huge emotional triggers. And that's all sales is, is touching on emotional buying and psychology." She discusses the importance of connecting emotionally with consumers through services like video messages and E-cards, personalized to provide value and build relationships.
Urgency also plays a critical role in driving sales. Bradley advises creating a sense of urgency by employing strategies like seasonal promotions and limited-time offers. "Fear of missing out—FOMO—tap into the limited-time offer," he suggests. Positioning a holiday deal as a unique opportunity that won't come again can push consumers from mere interest into action. Inform them of the exclusive advantages available, such as special holiday pricing or extra incentives for referrals during the festive season.
Enhancing the Dealership Experience with Festive Atmosphere Dealerships must live up to the expectations they set in their promotions. As Mick points out, "Sales is all about triggering on emotions and relationships." Celebrating the holiday spirit within the dealership helps create an immersive experience for customers and reinforces the festive mood promoted online and via outreach. This can be achieved through decorations, music, and even offering holiday-specific refreshments.
Additionally, associating car sales with community charitable events can also build good will, positioning the dealership as a local leader. This approach not only attracts more foot traffic to the dealership but also strengthens communal relationships. Importantly, Mick emphasizes that the dealership should genuinely invest in these initiatives, which can be promoted through community projects such as coat donations or Toys for Tots campaigns.
These natural extensions of holiday feelings feed directly into the consumer's decision-making process. "Event hosting, get involved in these charitable organizations," suggests Bradley. These activities provide an opportunity to underscore the sincerity of the dealership's efforts in giving back while also drawing in potential customers.
Reflecting on the Holiday Strategy's Impact and Preparing for the New Year The insights provided by Bradley and Mick offer a thorough analysis of how to make the most out of the holiday season in terms of automotive sales. While traditional sales and strategies are essential, integrating these unique techniques can greatly enhance outcomes during the holiday season. Understanding consumer behavior, tapping into emotional triggers, and creating an atmosphere that reflects holiday cheer can not only boost sales but also strengthen customer relationships, potentially increasing customer loyalty in the long run.
Dealers are urged to take these learnings further by evaluating the success of their initiatives post-holiday season and carrying forward any successful tactics into January. With strategic planning and implementation, automotive sales professionals can ensure that the holiday period becomes one of the most lucrative seasons of the year.
In the latest episode, Sean V. Bradley dives into an exclusive recap of the Cox Automotive VIN Solution CRM Masterclass – an event that brought together over 250 rooftops and even Toyota manufacturer reps for a deep dive into the future of CRM technology in the automotive industry! 📊✨ "A CRM set up the right way increases gross profits dramatically. But a broken CRM is loaded with incorrect action plans, statuses, templates, and scripts. And that's costing your dealership up to 1.4 million dollars a year." - Sean V. Bradley Joined by Jenna Blankenbiller, Sean unpacks the game-changing strategies and insights shared at the event, emphasizing how a well-utilized CRM can be the key to unlocking higher lead conversions, improved communication, and maximized profitability for dealerships. 🎯 “You have to schedule, at least at a minimum a one-on-one with your PM monthly." - Jenna Blankenbiller
If you're looking for ways to elevate your dealership's approach to CRM – from automated email strategies to leveraging social media DMs and AI – this episode is packed with firsthand experiences and actionable advice that you don’t want to miss! 💡
👉 Missed the Masterclass in Chicago? No worries! VinSolutions users can still get in on the action. Reach out to Info@DealerSynergy.com to schedule your FREE CRM Audit and make sure your dealership is set up for success in 2025!
Key Takeaways
- CRM Optimization: Utilize the full potential of CRM systems to uncover significant growth opportunities through enhanced lead handling and communication strategies including automated video emails and AI integrations.
- Data Capture and Utilization: Emphasize comprehensive data capture in CRM systems as a foundation for meaningful customer engagement and improved sales opportunities.
- Text Messaging and AI Integration: Leverage text messaging capabilities within CRM software to increase engagement and use AI to streamline and improve customer interaction processes.
- Roundtable Insights: Learn from the diverse perspectives shared during the roundtable discussions, particularly on showroom sales, Internet BDC, and reporting analytics.
- Organization and Resourcefulness: Effective CRM usage demands a disciplined approach where human resources focus on higher-level strategic engagements, supported by automated systems.
About Jenna Blankenbiller
Jenna Blankenbiller is an accomplished automotive industry expert, having spent 12 years honing her skills with significant experiences at independent dealerships and Bob Ruth Ford, where she played a pivotal role in expanding their Internet department from selling 75 units a month to 356 units. Recently, she has joined Dealer Synergy as the Director of Dealer Relations, bringing her extensive expertise and innovative strategies to the executive team. Jenna’s background includes roles as an Internet Director and General Sales Training Director, and she has been featured prominently in automotive industry publications and events.
Resources:
Podium: Discover how Podium's innovative AI technology can unlock unparalleled efficiency and drive your dealership’s sales to new heights. Visit www.podium.com/mcs to learn more!
Dealer Synergy & Bradley On Demand: The automotive industry’s #1 training, tracking, testing, and certification platform and consulting & accountability firm.
The Millionaire Car Salesman Facebook Group: Join the #1 Mastermind Group in the Automotive Industry! With over 28,000 members, gain access to successful automotive mentors & managers, the best industry practices, & collaborate with automotive professionals from around the WORLD! Join The Millionaire Car Salesman Facebook Group today!
Win the Game of Googleopoly: Unlocking the secret strategy of search engines.
The Millionaire Car Salesman Podcast is Proudly Sponsored By:
Podium: Elevating Dealership Excellence with Intelligent Customer Engagement Solutions. Unlock unparalleled efficiency and drive sales with Podium's innovative AI technology, featured proudly on the Millionaire Car Salesman Podcast.
Dealer Synergy: The #1 Automotive Sales Training, Consulting, and Accountability Firm in the industry! With over two decades of experience in building Internet Departments and BDCs, we have developed the most effective automotive Internet Sales, BDC, and CRM solutions. Our expertise in creating phone scripts, rebuttals, CRM action plans, strategies, and templates ensures that your dealership's tools and personnel reach their full potential.
Bradley On Demand: The automotive sales industry’s top Interactive Training, Tracking, Testing, and Certification Platform. Featuring LIVE Classes and over 9,000 training modules, our platform equips your dealership with everything needed to sell more cars, more often, and more profitably!
Revolutionizing Automotive CRM: Leveraging Technology, Strategy, and Analytics to Maximize ROI In the rapidly evolving automotive industry, the role of customer relationship management (CRM) is pivotal. As dealers navigate increasing competition and shifting consumer behaviors, the integration of advanced CRM systems like VIN Solutions becomes essential. This article explores the insights shared in a enlightening conference featuring industry experts like Sean V. Bradley and Jenna Blankenbiller, who discussed strategies for capitalizing on CRM technology to boost dealership performance.
Key Takeaways * CRM Optimization for Financial Gain: Dealers can increase their annual revenue by $1.4 million through effective CRM management, highlighting the financial impact of a well-structured system. * Comprehensive Use of Technology: Integrating AI and automation into CRM systems can significantly enhance engagement and conversion rates. * Data-Driven Decision Making: Effective use of CRM analytics and reporting can pinpoint opportunities for sales growth and operational efficiency.
CRM Optimization: A Path to Elevating Dealership Profits In a saturated market where differentiation is vital, Sean V. Bradley elucidates the economic benefits of an optimized CRM system. By identifying inefficiencies and leveraging existing CRM capabilities, dealerships can save up to $1.4 million annually. "Most dealers only utilize a fraction of their CRM's capabilities," Bradley stresses, underscoring a widespread industry oversight.
He breaks down the potential savings, explaining how dealerships can reallocate funds previously spent on obsolete advertising methods into maximizing CRM tools for better sales strategies. This shift not only reduces unnecessary expenditures but also enhances customer interactions. As Bradley puts it, understanding and leveraging CRM tools for "data mining, equity mining, and service conversions" is integral for dealerships aiming to boost their sales strategy.
Beyond cost savings, CRM systems equipped with advanced features like VIN Solutions facilitate a streamlined sales process. By automating repetitive tasks and utilizing targeted marketing insights, dealers can tailor their approach to individual customers, thus driving higher engagement.
Technology as a Game Changer: AI and Automation in CRM The cutting-edge capabilities of CRM systems, particularly through Artificial Intelligence (AI), were a focal point in the conference discussions. A significant insight shared by Nelson Lyles was the effectiveness of leveraging text messaging through VIN Solutions to increase customer engagement. Lyles highlights, "As managers, don't just be focused on attempts, attempts, calls, calls, calls. It's about the connections."
Text messaging, when integrated through multimedia capabilities, enhances communication efficiency and boosts response rates, with 96-97% of texts being read. Moreover, AI enables automated responses, personalized follow-ups, and insightful data collection, which are crucial for developing a robust customer service strategy.
This technological evolution allows dealerships to maintain a consistent customer follow-up routine, as discussed by Blankenbiller. She advocates for utilizing tools like automated video emails and multimedia text messages to improve interactions, illustrating how these tools yield "increased engagement and conversions."
Data-Driven Decision Making: Harnessing the Power of CRM Analytics The strategic use of CRM analytics and reporting emerged as a critical component for operational success. Kevin Schmidt of VIN Solutions emphasizes the importance of data capture and the utilization of reports like the "Dealership Performance Report" to refine business strategies. By diligently analyzing these reports, dealerships can identify patterns, forecast trends, and ultimately, increase sales.
Blankenbiller champions the "Coaching Dashboard," which provides a snapshot of sales team performance. This tool is vital for identifying areas needing improvement and reinforcing successful strategies. "If you're not using those at the first, middle, and end of your month for check-ins, you're missing out," she asserts.
Such detailed analytical tools empower dealerships to transition from reactive to proactive approaches in their sales strategies. Utilizing these insights allows for more informed decisions, enhancing both individual and collective performance within the sales team.
Capitalizing on CRM Strategies to Drive Success The insights from industry leaders illuminate the transformative potential of advanced CRM systems. Integrating features like automation, AI, and comprehensive reporting not only streamlines dealership operations but also drives significant financial outcomes. For dealerships striving to excel, embracing these advanced CRM functionalities, as endorsed by the speakers, offers a robust path towards technological and economic advancement. As Blankenbiller aptly points out, the key lies in not just accessing these tools but committing to learning and leveraging them to their fullest potential.
In this insightful episode of the Millionaire Car Salesman Podcast, hosts Sean V. Bradley and guest Tianna Mick aka T Got Your Keys tackle the timely topics of the upcoming 2024 election and touch on the upcoming holiday season, both of which bring unique challenges and opportunities for auto dealers. With Election Day… TODAY, Sean and Tianna discuss how potential shifts in political leadership could influence the automotive industry, touching on topics like tax policies, economic incentives, and interest rates.
From creating urgency to tapping into festive consumer sentiment, Sean and Tianna share tips on how to keep momentum high and overcome customer hesitations. Whether it's adapting to economic changes or making the most of the holiday buzz, this episode is packed with practical insights that will help dealers stay ahead. Don’t miss out on these valuable strategies to keep your dealership thriving, no matter the season or political climate!
Key Takeaways
- Voting and Participation: Emphasize the civic responsibility of voting and how dealerships can reflect this engagement in their marketing efforts.
- Creating Urgency: Sales professionals should focus on building urgency and excitement, irrespective of political or economic climates, to drive immediate sales.
- Navigating Economic Changes: Understand the impact of political shifts on factors such as interest rates and tax incentives, and adjust sales strategies accordingly.
- Holiday Marketing Strategies: Utilize holiday themes to connect with consumers, offering special promotions and leveraging festive sentiment to increase dealership traffic.
- Customer-Centric Approach: Prioritize understanding customer needs and preferences to effectively tailor sales pitches and rebut potential objections.
About Tianna Mick aka T Got Your Keys
Tianna Mick aka T Got Your Keys is a known industry name for being an expert at Showroom Sales, Lead and Referral Generation, and Customer Satisfaction, specializing in Personal and Business Branding.
At only 19 years old, Tianna was consistently the top-grossing salesperson in her dealer group, averaging 20+ units and generating $10K each month in personal income. Tianna is globally recognized for her award-winning website TGotYourKeys.com, voted #1 Personal Website in the Automotive Industry!
Tianna is currently the Youngest NADA Speaker in History and an overall 4-time NADA Convention Speaker, awarded #1 Influential Female Car Salesperson, TikTok Influencer with over 5 Million Views, Youngest Automotive CBT News Guest Feature, CDK Paving The Way 2024 Award Winner, WOCAN Rising Star 2023 Award Winner, Guest of Brad Lea's Dropping Bombs Podcast, Guest on Car Guy Coffee Podcast, Guest on Chicks In Charge: Automotive Edition Podcast, Graduate of Ally's A-List Summit Academy, Women Automotive Network (UK) Conference Speaker, Women In Automotive Conference Speaker, ASOTU Con Speaker, DrivingSales Conference Speaker, Florida Independent Automobile Dealers Association Speaker, TrueCar's TrueTalk Panel Discussion Leader concerning Diversity, featured and published in INC Magazine, published in Digital Dealer Magazine, and 5-time Digital Dealer Speaker, Internet Sales 20 Group Speaker, and now Chief Marketing Officer at Dealer Synergy.
Tianna is a sought-after industry influencer and has had General Motors Corporate invite Tianna to speak on their behalf on the importance of Diversity, Realities & Economics within the LGBTQ+ Community, for the Automotive Industry!
Resources:
Podium: Discover how Podium's innovative AI technology can unlock unparalleled efficiency and drive your dealership’s sales to new heights. Visit www.podium.com/mcs to learn more!
Dealer Synergy & Bradley On Demand: The automotive industry’s #1 training, tracking, testing, and certification platform and consulting & accountability firm.
The Millionaire Car Salesman Facebook Group: Join the #1 Mastermind Group in the Automotive Industry! With over 28,000 members, gain access to successful automotive mentors & managers, the best industry practices, & collaborate with automotive professionals from around the WORLD! Join The Millionaire Car Salesman Facebook Group today!
Win the Game of Googleopoly: Unlocking the secret strategy of search engines.
The Millionaire Car Salesman Podcast is Proudly Sponsored By:
Podium: Elevating Dealership Excellence with Intelligent Customer Engagement Solutions. Unlock unparalleled efficiency and drive sales with Podium's innovative AI technology, featured proudly on the Millionaire Car Salesman Podcast.
Dealer Synergy: The #1 Automotive Sales Training, Consulting, and Accountability Firm in the industry! With over two decades of experience in building Internet Departments and BDCs, we have developed the most effective automotive Internet Sales, BDC, and CRM solutions. Our expertise in creating phone scripts, rebuttals, CRM action plans, strategies, and templates ensures that your dealership's tools and personnel reach their full potential.
Bradley On Demand: The automotive sales industry’s top Interactive Training, Tracking, Testing, and Certification Platform. Featuring LIVE Classes and over 9,000 training modules, our platform equips your dealership with everything needed to sell more cars, more often, and more profitably!
Impact of Elections and Holidays on the Automotive Industry: A Comprehensive Analysis Key Takeaways * Election outcomes significantly influence the automotive industry through tax incentives, interest rates, and regulations. * Automotive professionals can utilize holiday seasons creatively to boost sales and customer engagement. * Effective use of marketing strategies around elections and holidays can increase sales and client retention.
The intersection of political and seasonal changes presents a unique opportunity for automotive professionals to adapt and thrive. As Sean V. Bradley and Tianna Mick dissected in their lively conversation, the election and holiday seasons bring distinct challenges and opportunities in the car sales industry. They shared insights on how both factors influence consumer behavior and dealership operations, reminding us that success often hinges on adaptability and effective communication.
Navigating Election Impact on Automotive Sales Elections play a pivotal role in shaping economic policies that directly affect the automotive industry. Sean V. Bradley underscores the importance of understanding these impacts, noting, "It's our job at the dealership to create urgency and excitement… to get people to want to buy a car today." The election outcomes can sway consumer confidence and spending through changes in economic policies, interest rates, and market conditions.
Tax Policies and Economic Incentives Different administrations often prioritize various sectors differently, leading to shifts in tax policies and economic incentives. Sean points out, "Changes to tax policies can influence dealerships' profitability and how much consumers can spend on vehicles." Such changes can either encourage growth through tax breaks or increase operational costs due to higher taxes, impacting both dealerships and buyers.
Impact of Interest Rates and Financial Markets Interest rate shifts are another critical area influenced by elections. According to Sean, "Different political administrations influence fiscal policy, which impacts interest rates." Rising rates can increase monthly payments, making vehicle loans more expensive, whereas lower rates can boost affordability. This dynamic requires dealers to stay informed and communicate effectively with potential buyers to overcome their hesitations.
Leveraging the Holiday Season for Car Sales Holidays are a powerful tool for dealerships to engage customers and motivate purchases. The festive spirit offers a backdrop to create urgency and excitement, driving consumers to make purchases. Tianna Mick highlights the potential, saying, "The most important part is making sure you're aware… creating your own marketing strategy in automotive."
Utilizing Marketing Strategies Creating engaging marketing strategies for the holiday season involves more than simple sales pitches. Tianna emphasizes, "Being involved in the community and aware of local events can help create a more personalized and successful marketing strategy." Sending personalized greetings and leveraging multimedia platforms can enhance customer relationships and keep your dealership top of mind.
Offering Value During the Holidays During the holidays, consumers are more open to spending, making it an ideal time for dealerships to offer unique value propositions. Whether through special financing deals, holiday-themed promotions, or personalized customer interactions, aligning sales strategies with the holiday spirit can significantly boost sales. Tianna advises, "Using a mix of traditional and digital platforms can amplify your message effectively."
Building a Resilient Business Mindset Navigating changes in political and economic climates requires a resilient and informed approach. Automotive professionals must be agile, continuously adapting strategies to match the external environment. Sean V. Bradley encapsulates this mindset, stating, "It's not about who the president is; it's about your skills and ability to sell a car today."
Importance of Staying Informed Being aware of political changes and potential economic implications is crucial for automotive professionals. Sean advises staying neutral in political discussions while being ready to address customer concerns with facts, stating, "You're not here to give a therapy session… it's your job to sell a car." Understanding the implications of policies can help guide conversations and build trust with customers.
Emphasizing the Customer's Needs Ultimately, the focus should remain on solving the customer's needs, irrespective of external changes. Tianna highlights, "The biggest investment here at the dealership we're here to make is solving your problem." By emphasizing customer-centric solutions, dealers can foster loyalty and satisfaction, even amidst uncertainties.
The realms of political shifts and festive seasons offer automotive professionals unique challenges and opportunities. As Sean V. Bradley and Tianna Mick articulate, by remaining informed, adapting strategies, and focusing on customer needs, professionals can not only navigate but thrive in these dynamic periods. The ability to transform obstacles into opportunities is what sets successful dealerships apart in the ever-evolving automotive landscape.
In this riveting episode of the Millionaire Car Salesman Podcast, Sean V. Bradley connects with rising star Christian Velazquez to uncover the roadmap behind his quick ascent in the automotive industry. From his humble beginnings in Mexico City to his service in the United States Air Force, Christian shares the unique experiences that have shaped his journey and contributed to his early success in car sales! Sean highlights the power of Christian’s story and offers him tactical advice on how to continue his upward trajectory!
The episode delves into the importance of strategy diversification for any car salesperson aiming to consistently sell 20+ cars per month. From leveraging personal strengths to finding hidden opportunities, Sean breaks down proven methods that can help anyone excel in sales! Don’t miss this episode filled with inspirational stories and actionable tips, perfect for salespeople looking to push their limits and achieve new levels of success!
Key Takeaways
- Christian Velazquez's background from Mexico City to the United States and the Air Force has provided him with a unique perspective and a strong work ethic in the car sales industry.
- Sean V. Bradley emphasizes the importance of a diversified sales strategy, focusing on utilizing all eight possible methods to sell cars.
- Leveraging personal networks, such as the Hispanic community and military contacts, can provide a competitive advantage in car sales.
- Mastery of tools like CRM systems and continual self-education are crucial for achieving and surpassing sales goals.
- Building relationships within the community, including sponsorship and event hosting, can increase sales potential and community engagement.
About Christian Velazquez
Christian Velazquez is an up-and-coming sales professional in the automotive industry, currently a car salesman at Mossy Nissan in San Diego, California! Although new to car sales, Christian’s journey is anything but ordinary. Hailing from humble beginnings in Mexico City, he grew up facing the hardships of poverty and financial struggle. From living in a home without a proper floor or ceiling to becoming the first in his family to graduate from college, join the U.S. military, and become a U.S. citizen, Christian has consistently defied the odds.
In addition to his bachelor's degree in psychology and his role as a U.S. Air Force reservist specializing in intelligence, Christian’s diverse background includes work in the restaurant and nightclub industries, real estate, and even serving in the military. Now diving headfirst into the automotive world, Christian's personal story and relentless drive for success make him stand out. His goal? To break the cycle of poverty and be the catalyst for change in his family. Fueled by discipline, ambition, and a desire to master the art of sales, Christian’s future is undoubtedly bright, and he is determined to achieve his dreams in the land of opportunity.
Resources:
Podium: Discover how Podium's innovative AI technology can unlock unparalleled efficiency and drive your dealership’s sales to new heights. Visit www.podium.com/mcs to learn more!
Dealer Synergy & Bradley On Demand: The automotive industry’s #1 training, tracking, testing, and certification platform and consulting & accountability firm.
The Millionaire Car Salesman Facebook Group: Join the #1 Mastermind Group in the Automotive Industry! With over 28,000 members, gain access to successful automotive mentors & managers, the best industry practices, & collaborate with automotive professionals from around the WORLD! Join The Millionaire Car Salesman Facebook Group today!
Win the Game of Googleopoly: Unlocking the secret strategy of search engines.
The Millionaire Car Salesman Podcast is Proudly Sponsored By:
Podium: Elevating Dealership Excellence with Intelligent Customer Engagement Solutions. Unlock unparalleled efficiency and drive sales with Podium's innovative AI technology, featured proudly on the Millionaire Car Salesman Podcast.
Dealer Synergy: The #1 Automotive Sales Training, Consulting, and Accountability Firm in the industry! With over two decades of experience in building Internet Departments and BDCs, we have developed the most effective automotive Internet Sales, BDC, and CRM solutions. Our expertise in creating phone scripts, rebuttals, CRM action plans, strategies, and templates ensures that your dealership's tools and personnel reach their full potential.
Bradley On Demand: The automotive sales industry’s top Interactive Training, Tracking, Testing, and Certification Platform. Featuring LIVE Classes and over 9,000 training modules, our platform equips your dealership with everything needed to sell more cars, more often, and more profitably!
Unleashing Potential: Navigating the Automotive Sales Industry with Discipline and Strategy Key Takeaways:
- The significance of leveraging personal experiences to create unique selling strategies in the automotive industry.
- The value of discipline and proactive planning in achieving success in sales.
- Importance of education and self-improvement in building a reputable brand and career longevity.
Building a Unique Sales Strategy through Personal Experiences In the rapidly evolving automotive sales industry, personal experiences and backgrounds can serve as invaluable assets. Sean V. Bradley and Christian Velazquez's conversation underscores the power of individuality and how leveraging one's unique background can significantly impact sales performance. Christian's journey, from his humble beginnings in Mexico City to his current role in San Diego, offers a compelling narrative of resilience and ambition.
Christian's multicultural and military background provides him with a distinctive perspective, allowing him to connect with diverse customer bases effectively. Bradley notes, "You are in one of the absolute most incredible industries in the world… because you could make as much money as you can earn." This direct approach highlights the limitless potential for those who dare to innovate using their unique stories.
In a world where competition is fierce, differentiating oneself can make all the difference. By embracing his Hispanic and military roots, Velazquez can position himself as a trusted advisor in both communities, driving sales through authenticity and shared experiences.
Discipline and Proactive Planning: Key Drivers of Success For any automotive professional, discipline and proactive planning are integral to success. Christian's background in the military has instilled in him a level of discipline that he now applies to his sales endeavors. Bradley emphasizes the importance of structured planning: "You've got to look at this… when you go into the dealership and react to what happens if you go into the dealership, you're done." This assertion underscores the need for strategic foresight and organization.
The strategy of leveraging all eight ways to sell cars—walk-ins, be-backs, internet ups, phone ups, service conversions, prior customers, referrals, and prospecting—is pivotal. Christian acknowledges his growing understanding, "I know there's a lot more out there… there's more," which illustrates the necessity of expanding one's horizons beyond traditional methods. By developing a comprehensive, multi-faceted sales approach, automotive professionals can optimize their outputs and significantly enhance their customer base.
The conversation also highlights the need to forecast and strategically plan sales efforts at the start of each month, thereby ensuring a steady progression towards personal sales targets. It's a proactive mindset that distinguishes successful salespeople from the rest.
Continuous Education and Self-Improvement as Catalysts for Career Growth The path to success in automotive sales is not solely paved with sales tactics and cold calls; it's also underpinned by a commitment to continuous learning and self-improvement. Christian's academic background in psychology not only enhances his sales skills but also provides a strategic advantage in understanding customer behavior. Bradley insists on the importance of mastering one's craft: "Master your craft. Master the automotive industry like you got a psychology degree."
Learning institutions, self-study, and training platforms such as Bradley on Demand offer sales professionals opportunities to elevate their skills, remain competitive, and anticipate market trends. Christian's enrollment in such a program, as facilitated by Bradley, demonstrates a commitment to enhancing his professional toolkit.
This ongoing educational journey not only serves to enrich one's understanding of industry mechanics but also prepares professionals to tackle unforeseen challenges adeptly. Bradley's notion, "speed and responsiveness can change the game," applies both metaphorically to sales interactions and literally within the sales process and learning curve, indicating the acceleration of success through knowledge.
Recapping Key Insights In this dynamic exchange between Sean V. Bradley and Christian Velazquez, several critical themes emerge. Christian's narrative is a testament to how personal experience can drive professional success in unique ways. His disciplined approach, borne out of military service, aligns with Bradley's emphasis on structured planning and diversification of sales strategies. This conversation highlights the need for continuous self-improvement and leveraging one's personal history to build a strong, credible brand in the automotive sales industry.
Christian's journey is not a solo venture but a shared roadmap for anyone seeking to excel in sales. By combining personal stories, disciplined strategies, and a commitment to education, professionals can unlock unprecedented levels of success in their careers. Through this dialogue, we are reminded that in the automotive industry, innovation is born from individuality, and success is built on the foundations of personal and professional growth.
In this power-packed episode of the Millionaire Car Salesman Podcast, Sean V. Bradley, President of Dealer Synergy, and Karen Bradley, CEO of Dealer Synergy, have the pleasure of sitting down with none other than the legend himself, Jim Fitzpatrick co-founder and president of CBT News!
“Behind every great salesperson is a positive mental attitude, and behind every loser is typically the opposite of that." - Jim Fitzpatrick
Recorded in the jaw-dropping CBT News studio, this episode is INTENSE! We’re talking about Jim’s EPIC journey from running a dealership to building a digital media empire that’s changing the game for the automotive industry!
"If your dealership is 30-40% off [of your sales goals], you’re going to want start listening." - Jim Fitzpatrick
But we don’t stop there! We dive DEEP into the hottest topics shaking up the industry right now—like the rise of electric vehicles (EVs), the power of artificial intelligence (AI), and how they’re transforming the dealership model. Plus, Jim brings the HEAT with stories from his exclusive interviews with top industry insiders. If you want to know what’s NEXT for dealerships and how to STAY AHEAD! Don’t miss out, tune in NOW!
Key Takeaways
- Transformative Platforms: CBT News serves as a 'town hall' for the automotive industry, connecting dealers, executives, and other professionals to share ideas and tackle common challenges.
- Dealer and Vendor Perspectives: Jim's dual experience as a dealer and vendor allows him to provide unique insights and facilitate balanced discussions relevant to all stakeholders.
- Industry Evolution: Current industry trends like EVs and AI significantly influence dealership operations, and staying ahead is crucial for success.
- Interpersonal Dynamics: The benefits and challenges of working with a spouse in a professional setting can lead to a successful business partnership and personal growth.
- Adapting to Change: The automotive industry must embrace innovation and adaptability to overcome existing challenges and meet consumer demands.
About Jim Fitzpatrick
Jim Fitzpatrick is the co-founder and president of CBT News, a leading platform providing news and interviews dedicated to the automotive industry. With over 25 years of experience in the car business, Jim has transitioned from dealership management to digital media, leveraging his experience to bridge communication between dealers, OEM executives, and industry professionals. Before launching CBT News, Jim was involved with Force Marketing, where he implemented impactful automotive marketing strategies. Known for his engaging interviews and insightful industry analysis, Jim continues to influence and inform automotive professionals nationwide.
Resources:
Podium: Discover how Podium's innovative AI technology can unlock unparalleled efficiency and drive your dealership’s sales to new heights. Visit www.podium.com/mcs to learn more!
Dealer Synergy & Bradley On Demand: The automotive industry’s #1 training, tracking, testing, and certification platform and consulting & accountability firm.
The Millionaire Car Salesman Facebook Group: Join the #1 Mastermind Group in the Automotive Industry! With over 28,000 members, gain access to successful automotive mentors & managers, the best industry practices, & collaborate with automotive professionals from around the WORLD! Join The Millionaire Car Salesman Facebook Group today!
Win the Game of Googleopoly: Unlocking the secret strategy of search engines.
The Millionaire Car Salesman Podcast is Proudly Sponsored By:
Podium: Elevating Dealership Excellence with Intelligent Customer Engagement Solutions. Unlock unparalleled efficiency and drive sales with Podium's innovative AI technology, featured proudly on the Millionaire Car Salesman Podcast.
Dealer Synergy: The #1 Automotive Sales Training, Consulting, and Accountability Firm in the industry! With over two decades of experience in building Internet Departments and BDCs, we have developed the most effective automotive Internet Sales, BDC, and CRM solutions. Our expertise in creating phone scripts, rebuttals, CRM action plans, strategies, and templates ensures that your dealership's tools and personnel reach their full potential.
Bradley On Demand: The automotive sales industry’s top Interactive Training, Tracking, Testing, and Certification Platform. Featuring LIVE Classes and over 9,000 training modules, our platform equips your dealership with everything needed to sell more cars, more often, and more profitably!
Navigating the Automotive Industry Landscape: Insights from CBT News and Dealership Dynamics Key Takeaways * The evolving role of digital platforms like CBT News is crucial for dealer and vendor engagement in the automotive industry. * Successful dealership operations hinge on balancing innovation, accountability, and maintaining core fundamentals. * Industry experts emphasize the importance of personal and professional growth for achieving long-term success in the automotive sector.
The Importance of Digital Media in the Automotive Industry In today's rapidly evolving automotive landscape, digital media platforms play a pivotal role in bridging the gap between industry players. As discussed in the podcast featuring Jim Fitzpatrick of CBT News and Sean V. Bradley, digital platforms have created unique opportunities for OEMs, dealers, and vendors to engage in meaningful dialogue. "We said, well, look, let's put this out there, and we'll see if there's any takers," said Jim Fitzpatrick on starting CBT News. This reflects the initial uncertainty yet burgeoning potential of digital news networks.
These platforms are not just news purveyors; they are vital for fostering industry-wide collaboration and innovation. For instance, CBT News regularly features interviews with a diverse range of stakeholders—from OEM executives to small dealer owners—each providing insights that are crucial for collective growth. "It's kind of a town hall, if you will, every single day here at CBT News," Jim articulated, emphasizing CBT’s role as a hub for industry dialogue.
By providing a space to share best practices and innovations, digital outlets like CBT News empower industry players to stay ahead of emerging trends, fostering an inclusive environment where varied perspectives enrich the conversation. Given the industry's shift towards incorporating electric vehicles (EVs) and Artificial Intelligence (AI), these platforms are instrumental in guiding dealerships as they adapt to new technologies.
Balancing Innovation and Core Dealership Fundamentals While digital transformation is vital, maintaining focus on core operational fundamentals remains a challenge for many dealerships. The discussion between Jim Fitzpatrick and Sean V. Bradley highlighted a recurring theme in the automotive space: the need for dealers to innovate without losing sight of essential business practices.
Bradley pointed out that dealerships often struggle to implement next-level strategies because they have yet to master the basics. "By 2025, we shouldn't have the same antiquated conversations about calling people back or basic stuff," he stressed. This calls for a reassessment of internal processes and training methodologies to ensure that foundational competencies are robustly developed before pursuing advanced initiatives.
For instance, Jim Fitzpatrick shared an anecdote on how easily internal inefficiencies could be overlooked, leading dealers to externalize blame when things go wrong. "I'd be getting ready in the morning. I say, I have a great idea. She'll go, wait a minute. Can we just focus on the last 14 great ideas that you had?" he quipped, underscoring the importance of disciplined execution even amidst a proliferation of ideas.
Dealers must focus on harmonizing the pursuit of innovation with established business fundamentals. This balanced approach enables them to remain agile and responsive to industry disruptions while ensuring sustained operational excellence.
Prioritizing Personal and Professional Growth in the Automotive Industry Personal and professional development is increasingly recognized as the cornerstone of long-term success within the automotive sector. Industry leaders like Jim Fitzpatrick and Sean V. Bradley underscore the value of incorporating holistic development approaches that go beyond traditional sales training.
Fitzpatrick noted the positive effects of engaging with self-improvement resources, indicating, "we have got five kids. It's a blended family. But we don't have any children other than our little dog. We love it." His words underscore the importance of adopting a balanced lifestyle, which directly impacts professional efficacy.
Furthermore, Karen Bradley highlighted, "Life is so short… you share the same mission and goals, and you're both driving for the same thing." This ethos aligns with the broader industry perspective that strong collaboration, both personally and professionally, enriches team dynamics and performance.
Incorporating elements of personal development such as stress management, emotional intelligence, and positive mindset training can significantly enhance performance across all levels of the dealership. By investing in their human capital, dealerships can inspire a dedicated and dynamic workforce poised to excel in an ever-changing industry landscape.
Dealers who prioritize comprehensive development strategies will likely cultivate an empowered, motivated workforce, better equipped to meet the evolving demands of today’s market.
Engagement with digital media, alignment of innovation with core fundamentals, and commitment to personal growth paint a promising future for the automotive industry, pushing boundaries and fostering a more interconnected, vibrant community. Armed with these insights, dealerships can confidently navigate the challenges and opportunities that lie ahead, ensuring sustained growth in a rapidly evolving market.
In this power-packed episode of the Millionaire Car Salesman Podcast, host Sean V. Bradley sits down with two top executives from Cox Automotive's VinSolutions – Mark Vickery, AVP of Performance Management, and Kevin Schmitt, Senior Performance Manager. Together, they dive deep into the exclusive VinSolutions Masterclass happening on November 6th in Chicago, designed to help automotive dealers maximize their CRM effectiveness.
"CRM is your compass. If you want to sell more cars, you need to know where you're at, where you're going, and where the problems are."
- Kevin Schmitt
The conversation focuses on the importance of CRM in today's automotive industry and how dealerships can optimize their systems for peak performance. Mark and Kevin share insights on the importance of culture, accountability, and performance management in transforming CRM tools into powerhouse strategies for success. This episode is a must-listen for anyone looking to get the most out of their CRM and take their dealership's performance to the next level!
"Creating a culture of accountability is the foundation of CRM success; without it, nothing else matters as much."
- Mark Vickery
🚨 Attention Millionaire Car Salesman Members! 🚨
Want to level up your dealership’s CRM game and boost sales? 🌟 Join the exclusive FREE VinSolutions Masterclass on November 6th in Chicago! Hosted by Sean V. Bradley and VinSolutions’ top experts, this full-day event is designed to help YOU master your CRM and unlock the tools, strategies, and best practices that top dealerships use to sell more cars, acquire more inventory, and drive higher profits. 💰
✨ Seats are limited – secure your spot now and bring your laptop for a hands-on learning experience: www.TinyURL.com/VinSolutions2024
📍 Location: Hilton Chicago/Oak Brook Resort & Conference Center 📅 Date: November 6th, 2024 🎟️ FREE for Millionaire Car Salesman Members
Whether you're new to VinSolutions or a seasoned user, this Masterclass is FREE for all Millionaire Car Salesman members! You’ll walk away with actionable insights, CRM optimizations, and proven techniques that will skyrocket your dealership’s performance. 🚀
Don’t miss out on this game-changing event! Register today to transform your CRM and accelerate your success in 2025. 🔥
Key Takeaways
- CRM Utilization: Detailed focus on how effective CRM use is central to dealership success, impacting everything from sales processes to data management.
- Performance Management: Insight into Cox Automotive's approach to performance management with an emphasis on ongoing client support through events and workshops.
- Event Goals: Highlighting the importance of the November 6 masterclass, which will provide tools and knowledge to optimize CRM usage tailored to individual dealers’ needs.
- Dealer Education: Emphasizing training that combines direct involvement of dealers and CRM experts, aimed at real-world applicability and fostering meaningful change.
- Leadership and Culture: Identifying how leadership and fostering a culture of accountability are critical to realizing the full benefits of a CRM system.
About Mark Vickery
Mark Vickery is the Associate Vice President (AVP) of Performance Management at Cox Automotive. With over 16 years at the company, Mark leads a team dedicated to enhancing the performance and utilization of VinSolutions CRM clients. His expertise includes developing strategic processes to improve dealer clients' operational efficiency and effectiveness.
About Kevin Schmitt
Kevin serves as a Senior Performance Manager for Dealer Central at Cox Automotive. With over a decade of experience, he is known for his strong performance management skills focused on driving results for automotive dealerships. Kevin is an industry expert with hands-on experience managing dealerships, making significant improvements in processes and CRM utilization.
Resources:
Podium: Discover how Podium's innovative AI technology can unlock unparalleled efficiency and drive your dealership’s sales to new heights. Visit www.podium.com/mcs to learn more!
Dealer Synergy & Bradley On Demand: The automotive industry’s #1 training, tracking, testing, and certification platform and consulting & accountability firm.
The Millionaire Car Salesman Facebook Group: Join the #1 Mastermind Group in the Automotive Industry! With over 28,000 members, gain access to successful automotive mentors & managers, the best industry practices, & collaborate with automotive professionals from around the WORLD! Join The Millionaire Car Salesman Facebook Group today!
Win the Game of Googleopoly: Unlocking the secret strategy of search engines.
The Millionaire Car Salesman Podcast is Proudly Sponsored By:
Podium: Elevating Dealership Excellence with Intelligent Customer Engagement Solutions. Unlock unparalleled efficiency and drive sales with Podium's innovative AI technology, featured proudly on the Millionaire Car Salesman Podcast.
Dealer Synergy: The #1 Automotive Sales Training, Consulting, and Accountability Firm in the industry! With over two decades of experience in building Internet Departments and BDCs, we have developed the most effective automotive Internet Sales, BDC, and CRM solutions. Our expertise in creating phone scripts, rebuttals, CRM action plans, strategies, and templates ensures that your dealership's tools and personnel reach their full potential.
Bradley On Demand: The automotive sales industry’s top Interactive Training, Tracking, Testing, and Certification Platform. Featuring LIVE Classes and over 9,000 training modules, our platform equips your dealership with everything needed to sell more cars, more often, and more profitably!
Exploring the Future of Automotive Sales and CRM: An Insider’s Perspective
Key Insights:
- The significance of CRM as a transformative tool in today's automotive industry cannot be overstated; it is more crucial now than ever before.
- Effective utilization of CRM is tied to a dealership's culture of accountability and leadership, which can ultimately drive business success.
- The upcoming VinSolutions Masterclass promises to equip dealers with actionable strategies to enhance their operations and CRM use.
In the ever-evolving landscape of the automotive industry, efficient Customer Relationship Management (CRM) systems have emerged as vital tools for dealerships. As emphasized by Sean V. Bradley and colleagues from Cox Automotive, a CRM like VinSolutions isn't just about managing customer data—it's a dynamic engine that powers various dealership operations. This article dives into the insights shared during an engaging and candid discussion about the transformative role of CRM in the automotive sector.
The Pivotal Role of CRM in Today's Automotive Landscape CRMs have transitioned from being mere tools for managing customer data to becoming indispensable elements that define dealership success. Sean V. Bradley, during the podcast, emphasized that the CRM is perhaps the most important tool in a dealership's arsenal. He passionately advocates that it acts as a “compass” for the dealership, guiding the team towards efficiency and effectiveness:
"CRM is your compass. If you want to get to a direction, you want to sell more cars, you know where you're at, need to monitor it, you have to keep track of it," remarked Kevin Schmitt.
Moreover, the CRM's importance is magnified in times of market change, particularly when traditional sales tactics are being outpaced by evolving customer behaviors and technological advancements. Mark Vickery adds depth to this, illustrating how a CRM acts as "the engine behind the whole thing" in the face of emerging challenges:
"The way people buy cars is going to be different two years from now than it is now. It's already different than it was two years ago."
The implications are clear: dealerships must integrate robust CRM systems into their operations to not only manage customer interactions but also to forecast market shifts effectively.
Creating a Culture of Accountability with CRM The discussion also highlighted the necessity of having a strong culture of accountability and leadership within the dealership to maximize CRM benefits. Without leadership actively driving CRM utilization, its potential remains untapped. Schmitt articulately expresses this by drawing an analogy to sports:
"The CRM is about a culture of accountability. Without that, I got nothing. It's like the coach's playbook; it's pivotal to game success."
In the transcript, Mark Vickery stresses the need for leadership to spearhead CRM engagement rather than relegating it to a specialized Internet department. This approach ensures that the CRM is intertwined with every aspect of dealership operations, fostering seamless customer service and efficient sales processes:
"If the managers don't care and the general managers don't care, guess who also doesn't care? Nobody."
This perspective pushes for dealerships to cultivate CRM champions within their teams—individuals who can engage and inspire—a move that undoubtedly steers the dealership towards sustained success.
The Upcoming VinSolutions Masterclass: A Strategic Move Cox Automotive's upcoming VinSolutions Masterclass, set for November 6 in Chicago, serves as a testament to their commitment to dealership success. This event is tailored to immerse VinSolutions clients in a day of learning and strategy, facilitating an exchange of insights and innovative solutions tailored to the current automotive climate.
Sean V. Bradley highlights the value of tapping into external expertise and real-world dealer experiences:
"You're going to be our genius from out of town. You're going to come in, and I've seen you in action before. I mean, you're going to talk about best practices and things for dealers to focus on."
By situating this masterclass within the vibrant context of shared dealer experiences and expert panels, Cox Automotive underscores the importance of collaborative learning. It's an opportunity for dealers to grapple with real challenges and derive concrete solutions, all within a peer-driven environment. Kevin Schmitt further elaborates on the objective:
"This is the shot that you can't miss. If you want to take your store to the next level and you want to bring more balance and you want to bring acquisition and you want to bring profit and you've had enough, you start here."
Bridging the Gap Between Technology and Human Interaction Amidst the technological strides in automotive sales, the need for human interaction remains pivotal. While CRMs optimize and streamline processes, the heart of dealership operations lies in the relationships nurtured along the journey. This is indirectly acknowledged in the transcript, reflecting the synergy needed between cutting-edge tools and human engagement.
The panel discussion during the masterclass offers a unique opportunity to reconcile these elements. By engaging with real-time dealer success stories and CRM best practices, participants can glean insights that are not just theoretical but pragmatic and applicable.
In analyzing these elements, the conversation underlines the necessity of integrating cutting-edge technology like CRM systems into dealership culture. It’s not just about data management; it’s about using data to craft superior customer experiences and drive dealership success. Each of these focal points pivots back to one central tenet: the future of automotive sales hinges on savvy CRM utilization aligned with proactive leadership and a culture of accountability.
In this electrifying episode of the Millionaire Car Salesman Podcast, Sean V. Bradley sits down with Barry Horn, an auto industry powerhouse and sales consultant at Bob Ruth Ford! In just two short years, this dynamic automotive professional has shattered expectations and transformed his life. Starting his car sales career at the age of 41, he sold an incredible 26 cars in his first month and hasn't slowed down since. With a consistent average of 29 cars per month and a record-breaking month of 40 sales in July, he’s living proof that it’s never too late to thrive in a competitive industry. In this podcast, he shares his financial journey from earning $9,000 in a previous job to grossing $16,000 in a single month through car sales!
Join the conversation on the Millionaire Car Salesman Podcast, where high earnings are celebrated, and the hustle is real. His story isn't just about the numbers—it’s about finding the right opportunity later in life and maximizing it. This podcast is for anyone looking to break through barriers, push beyond limits, and understand the true potential of effort in a meritocratic field like car sales. If you believe in hard work and are looking for inspiration to seize your next big opportunity, this is the episode for you!
Key Takeaways
- It's Never Too Late to Start: Barry Horn entered the car sales industry at 41, proving that age is no barrier to success in a competitive field.
- First-Month Triumph: Despite being new to car sales, Barry sold 26 cars in his first month, showing that drive and dedication can yield quick results.
- Consistent High Performance: With an average of 29 cars sold per month, Barry’s success is not a one-time feat but a consistent achievement driven by focus and hard work.
- Record-Breaking Sales: In July, Barry reached a personal milestone, selling 40 cars and grossing $16,000, a testament to his mastery of the sales process.
- Financial Transformation: Barry’s journey highlights the incredible financial potential in the car sales industry, as he moved from earning $9,000 in a previous job to $16,000 in a single month.
- The Power of Opportunity: Barry’s story emphasizes the importance of finding the right career path that aligns with your personal values and work ethic, leading to both personal and financial growth.
- Meritocracy in Car Sales: The car business rewards hard work directly with financial success, making it an attractive option for those willing to put in the effort.
- Mindset of a Millionaire Car Salesman: This episode dives into the Millionaire Car Salesman Group’s ethos, where high earnings are celebrated, and success is accessible to anyone with ambition and grit.
- Inspiration for Late Bloomers: For those who think it’s too late to make a career change, Barry’s story is a powerful reminder that the right opportunity can lead to life-changing success at any stage of life.
- Breaking Barriers in Sales: This episode is a must-listen for anyone looking to push their limits, take control of their financial destiny, and thrive in the high-stakes world of car sales.
About Barry Horn
Barry Horn is an accomplished automotive sales consultant who made a bold entrance into the car sales industry at the age of 41. With a background in sales and a drive for success, Barry quickly established himself as a powerhouse in the automotive field. In his first month, he sold an impressive 26 cars and has since maintained an average of 29 cars per month. His record-breaking month came in July, where he sold 40 cars and earned a remarkable $16,000, nearly doubling his previous income from another job.
Barry’s journey is a testament to his relentless work ethic and belief in the meritocratic nature of the car business. He thrives in the fast-paced world of automotive sales, leveraging his experience and dedication to consistently exceed expectations. A member of the Millionaire Car Salesman Group, Barry is passionate about sharing his success story and inspiring others to achieve financial freedom through hard work and perseverance.
Barry's rapid ascent in the automotive industry is a powerful example of how it's never too late to make a career change and thrive in a competitive environment. He continues to push boundaries, setting new standards for success and motivating others with his story of transformation and triumph.
Resources:
Podium: Discover how Podium's innovative AI technology can unlock unparalleled efficiency and drive your dealership’s sales to new heights. Visit www.podium.com/mcs to learn more!
Dealer Synergy & Bradley On Demand: The automotive industry’s #1 training, tracking, testing, and certification platform and consulting & accountability firm.
The Millionaire Car Salesman Facebook Group: Join the #1 Mastermind Group in the Automotive Industry! With over 28,000 members, gain access to successful automotive mentors & managers, the best industry practices, & collaborate with automotive professionals from around the WORLD! Join The Millionaire Car Salesman Facebook Group today!
Win the Game of Googleopoly: Unlocking the secret strategy of search engines.
The Millionaire Car Salesman Podcast is Proudly Sponsored By:
Podium: Elevating Dealership Excellence with Intelligent Customer Engagement Solutions. Unlock unparalleled efficiency and drive sales with Podium's innovative AI technology, featured proudly on the Millionaire Car Salesman Podcast.
Dealer Synergy: The #1 Automotive Sales Training, Consulting, and Accountability Firm in the industry! With over two decades of experience in building Internet Departments and BDCs, we have developed the most effective automotive Internet Sales, BDC, and CRM solutions. Our expertise in creating phone scripts, rebuttals, CRM action plans, strategies, and templates ensures that your dealership's tools and personnel reach their full potential.
Bradley On Demand: The automotive sales industry’s top Interactive Training, Tracking, Testing, and Certification Platform. Featuring LIVE Classes and over 9,000 training modules, our platform equips your dealership with everything needed to sell more cars, more often, and more profitably!
In this FUN and engaging episode of the Millionaire Car Salesman podcast, Sean V. Bradley and LA Williams are joined by Karen 'Karina' Bradley, the CEO of Dealer Synergy and a former recording artist, to discuss the intersection of music and the automotive industry! The episode kicks off with a vibrant introduction highlighting the release and success of Dealer Synergy's "Buy A Car" music video. Throughout the episode, Karen shares her rich history in the music industry, reflecting on her collaborations with artists like Meek Mill and Papoose and how these experiences have shaped her journey in the automotive industry!
"It's not just about selling cars; it's about creating a brand that people love and remember." - Karen 'Karina' Bradley
The conversation transitions into discussing creative marketing strategies that dealerships can adopt. Using examples from her music career and Dealer Synergy's marketing initiatives, Karen emphasizes the importance of top-of-the-mind awareness (TOMA) and innovative social media content. The hosts brainstorm ideas such as car comparison parodies, celebrity impersonation videos, dealership reality show spoofs, and TikTok challenges. They stress that engaging and humorous content can significantly boost brand visibility, enhance customer relationships, and ultimately drive sales. Whether you're a new car salesman or a seasoned professional looking to refresh your marketing tactics, this episode is packed with practical advice and creative inspiration!
Watch the Official ‘Buy A Car’ Music Video: https://youtu.be/YGKzwy9x-b8
Key Takeaways
- Innovative Marketing: Creative and humorous content, such as parodies and spoof videos, can significantly enhance customer engagement and boost dealership visibility.
- Top-of-the-Mind Awareness (TOMA): Consistently creating and posting engaging content can ensure that your dealership remains at the forefront of potential customers’ minds when they are ready to make a purchase.
- Utilizing Social Media: Platforms like TikTok are essential for reaching younger audiences and expanding your dealership's reach through challenges and user-generated content.
- Collaborative Efforts: Engaging employees and customers in creative projects enhances workplace culture and promotes a sense of community around your brand.
- Leverage Backgrounds: Drawing on diverse experiences, such as a background in the music industry, can offer unique insights and approaches to dealership marketing strategies.
About Karen ‘Karina’ Bradley
Karen 'Karina' Bradley, also known as KB, is the CEO of Dealer Synergy, a company she has helped grow into a dominant force in the automotive industry. Karen was a recording artist before transitioning into her current role. During her music career, she collaborated with high-profile artists such as Meek Mill, Papoose, and DJ Diamond Kuts. Known for her exceptional skills in video search engine optimization and social media marketing, she brings a creative edge to Dealer Synergy’s operations and is instrumental in blending innovative marketing strategies with traditional sales tactics.
Resources:
Podium: Discover how Podium's innovative AI technology can unlock unparalleled efficiency and drive your dealership’s sales to new heights. Visit www.podium.com/mcs to learn more!
Dealer Synergy & Bradley On Demand: The automotive industry’s #1 training, tracking, testing, and certification platform and consulting & accountability firm.
The Millionaire Car Salesman Facebook Group: Join the #1 Mastermind Group in the Automotive Industry! With over 28,000 members, gain access to successful automotive mentors & managers, the best industry practices, & collaborate with automotive professionals from around the WORLD! Join The Millionaire Car Salesman Facebook Group today!
Win the Game of Googleopoly: Unlocking the secret strategy of search engines.
The Millionaire Car Salesman Podcast is Proudly Sponsored By:
Podium: Elevating Dealership Excellence with Intelligent Customer Engagement Solutions. Unlock unparalleled efficiency and drive sales with Podium's innovative AI technology, featured proudly on the Millionaire Car Salesman Podcast.
Dealer Synergy: The #1 Automotive Sales Training, Consulting, and Accountability Firm in the industry! With over two decades of experience in building Internet Departments and BDCs, we have developed the most effective automotive Internet Sales, BDC, and CRM solutions. Our expertise in creating phone scripts, rebuttals, CRM action plans, strategies, and templates ensures that your dealership's tools and personnel reach their full potential.
Bradley On Demand: The automotive sales industry’s top Interactive Training, Tracking, Testing, and Certification Platform. Featuring LIVE Classes and over 9,000 training modules, our platform equips your dealership with everything needed to sell more cars, more often, and more profitably!
The Art of Infusing Sales with Entertainment: Lessons from the Millionaire Car Salesman Podcast In the realm of automotive sales, creating a lasting impression is key. In a recent episode of the Millionaire Car Salesman Podcast, the hosts delve into innovative strategies, fused with entertaining elements, that car dealerships can leverage to enhance their brand and connect more deeply with their audience.
Key Takeaways * Leveraging Entertainment for Sales: Infusing humor and creative elements in sales strategies can make your dealership stand out, fostering a unique connection with potential buyers. * Harnessing Social Media Challenges: Utilizing platforms like TikTok and creating engaging challenges can significantly extend a dealership’s reach and enhance its marketing efforts. * Creating Authentic Content: Involving employees and utilizing authentic, humorous scenarios in videos can improve dealership culture and drive top-of-mind awareness among potential customers.
Leveraging Entertainment for Sales Embracing Parody and Spoofs In the competitive world of automotive sales, standing out is essential. During the podcast, Karen "Karina" Bradley provides a brilliant strategy: creating parody videos to highlight your dealership's uniqueness. This can be done through humorous comparisons between cars and unusual alternatives like llamas or skateboards. Bradley explains, “You might have that character at the dealership… you could name them whatever… and figure out so on the first day of car sales, you know, whatever, whatever, whatever.”
Parody and humor are potent tools. They offer a refreshing break from the conventional and often tedious car sales pitch. By presenting cars in a comical light, dealerships can attract not only potential buyers but also a broader audience who initially might not be in the market but could be influenced by the humorous content later.
Celebrity Car Salesperson Spoofs Another creative approach discussed amongst the team involved mimicking the selling styles of celebrities. Whether it’s a Kevin Hart-style over-the-top pitch or a Taylor Swift-themed sales scenario, these spoofs can capture attention. LA Williams suggested, “You get somebody else that could do a Taylor Swift impression, right. And have them on there talking about, you know, whatever song that you that Taylor Swift might want to do.”
Such strategies can humanize a dealership, making it relatable and memorable. These lighthearted impersonations can appeal to various demographics, especially younger audiences, and could lead to increased customer turnout.
Harnessing Social Media Challenges The Power of TikTok Challenges Social media is a powerful tool for engagement, and TikTok, in particular, stands out for its reach and influence, especially among younger demographics. Bradley highlights the value of TikTok challenges by suggesting dealerships launch humor-centric challenges related to car shopping experiences, real or exaggerated.
“The whole name of the game is becoming the person or the business that people say yes to even before they know what the opportunity is,” Williams emphasizes. These challenges not only engage the dealership’s existing customers but extend their reach to the customers' networks, effectively creating a web of organic promotion and multiplying the visibility of the dealership.
The Ripple Effect of Social Media By tapping into the creativity of their clientele, dealerships can encourage the production of user-generated content, which in return promotes the dealership. Bradley explains, "So being able to tap into this platform [TikTok] is very important for growing your audience… This would be probably a good time to start thinking about some of these." The interactive nature of TikTok challenges fosters a community spirit where customers feel part of the dealership’s success story, fostering loyalty and long-term engagement.
Creating Authentic Content Authenticity in Employee Engagement Involving dealership staff in creative projects can greatly enhance the company culture and internal morale. By creating fun and engaging content that showcases the behind-the-scenes aspects of dealership operations, employees feel valued and part of the larger vision. Bradley discusses creating roles for employees in parody videos, “You could actually make this a series… and have that person in it that I don't know if you guys have ever seen Allstate, the mayhem guy that's always causing mayhem.”
Authentic content not only endears the dealership to its employees but also to consumers who appreciate the genuine effort. By showcasing real employees and real scenarios, dealerships can break down barriers with potential customers, moving away from the faceless corporation image to a more personal and relatable entity.
Enhancing Top-of-Mind Awareness (TOMA) Creating parodies, spoofs, and humorous content is not just about immediate sales but about building top-of-mind awareness (TOMA). Bradley points out the long-term benefit of this approach: “It is important, though, to follow it up with the problem… Joe Schmo may do this and you can title him whatever, but you know, this here at ABC motors, this is how it's supposed to be done.”
By consistently appearing in entertaining and positive contexts, a dealership can embed itself in the minds of potential customers. When these potential customers are ready to make a purchase, the dealership that has entertained them and stayed relevant will be the one they turn to.
The richness of this podcast episode lies in its myriad of practical, creative, and actionable strategies for car dealerships. By blending entertainment with car sales, dealerships can transcend merely transactional relationships and foster lasting, impactful connections with their audiences. Whether through humorous parodies, engaging social media challenges, or authentic employee-driven content, the key is to stay memorable, relatable, and always top-of-mind.
In this insightful episode of the Millionaire Car Salesman Podcast, LA Williams engages in a rich conversation with David Sutton, a veteran in the automotive industry, discussing his vast career, innovative strategies, and significant contributions. From his beginnings in Detroit to top-level roles at General Motors and Volkswagen, David shares the journey that led him to his current role at Montway. His extensive experience is peppered with valuable lessons on strategic decision-making, the importance of data in remarketing, and effective vehicle transportation strategies.
David highlights his transformative work in various roles, emphasizing the necessity of exceeding expectations, effective communication, and continuous learning. His narrative dives into the functionality of Montway's innovative tools, designed to streamline the vehicle transport experience for dealers, enhancing efficiency and ensuring customer satisfaction. From auction operations to the intricacies of car transportation logistics, David shares practical advice and insights that can elevate any car salesman's career to new heights.
Key Takeaways
- Strategic Decision-Making: Learn from David's experience with General Motors' internal consulting on how to balance different views and collaborate for successful decision-making.
- Exceed Expectations: Understand the importance of over-delivering and the mantra that "high energy equals high income."
- Importance of Vehicle History: Discover why knowing vehicle history is crucial in remarketing and how it impacts ROI.
- Efficient Transportation: Explore the benefits of using tools like Montway Automation Portal for seamless vehicle transportation management.
- Continuous Learning: Embrace the power of continuous education and mentorship as key drivers for a successful career in the automotive industry
About David Sutton
David Sutton is a seasoned automotive industry professional with a rich history in strategic decision-making and vehicle remarketing. He began his career in Detroit, cradled in the heart of the automotive industry, and has leveraged his business studies from Central Michigan University into various strategic roles. David's professional journey includes significant stints at General Motors, Volkswagen of America, Carfax, and now Montway, where he serves as a key player in enhancing transportation solutions for vehicles across North America. Known for his strategic prowess and collaborative spirit, David has also been actively involved in the Automotive Remarketers Alliance, contributing significantly to professional training and standards in the industry.
Resources:
The Goal Book: Recommended by David Sutton, "The Goal" by Eliyahu Goldratt for understanding process improvement.
Podium: Discover how Podium's innovative AI technology can unlock unparalleled efficiency and drive your dealership’s sales to new heights. Visit www.podium.com/mcs to learn more!
Dealer Synergy & Bradley On Demand: The automotive industry’s #1 training, tracking, testing, and certification platform and consulting & accountability firm.
The Millionaire Car Salesman Facebook Group: Join the #1 Mastermind Group in the Automotive Industry! With over 28,000 members, gain access to successful automotive mentors & managers, the best industry practices, & collaborate with automotive professionals from around the WORLD! Join The Millionaire Car Salesman Facebook Group today!
Win the Game of Googleopoly: Unlocking the secret strategy of search engines.
The Millionaire Car Salesman Podcast is Proudly Sponsored By:
Podium: Elevating Dealership Excellence with Intelligent Customer Engagement Solutions. Unlock unparalleled efficiency and drive sales with Podium's innovative AI technology, featured proudly on the Millionaire Car Salesman Podcast.
Dealer Synergy: The #1 Automotive Sales Training, Consulting, and Accountability Firm in the industry! With over two decades of experience in building Internet Departments and BDCs, we have developed the most effective automotive Internet Sales, BDC, and CRM solutions. Our expertise in creating phone scripts, rebuttals, CRM action plans, strategies, and templates ensures that your dealership's tools and personnel reach their full potential.
Bradley On Demand: The automotive sales industry’s top Interactive Training, Tracking, Testing, and Certification Platform. Featuring LIVE Classes and over 9,000 training modules, our platform equips your dealership with everything needed to sell more cars, more often, and more profitably!
In this riveting episode of the Millionaire Car Salesman Podcast, host Sean V. Bradley invites Ace Barrow, an Acquisition Specialist at Ed Martin Toyota, for an in-depth discussion on the art and strategy of acquiring cars directly from the public! Sean and Ace delve into the unique role of a full-time car buyer, discussing innovative techniques for vehicle acquisition, the importance of building a personal brand within the dealership, and strategies to expand inventory without relying solely on auctions and trade-ins. The conversation also touches on the significance of proactive customer engagement and how creating robust referral networks can significantly boost a dealership's inventory and overall success!
Ace shares insightful details on his day-to-day operations, balancing customer interaction in the service lounge with strategic outreach to potential sellers. He reveals his approach to seamlessly integrating acquisition conversations during routine service appointments and the effectiveness of consistent follow-ups. Sean and Ace also brainstorm on scaling these efforts through technology and digital marketing, highlighting software like VINCUE and strategies inspired by successful dealerships like Country Hill Motors. This episode offers invaluable insights for dealerships looking to refine their acquisition techniques and leverage public sales for greater financial efficiency!
Key Takeaways
- Proactive Vehicle Acquisition: The importance of having a dedicated professional to actively seek out vehicle purchases from the public, rather than solely relying on auctions and trade-ins.
- Customer Interaction Techniques: Practical tips on how to approach and engage customers in the service lounge about selling their vehicles, ensuring a non-invasive and positive experience.
- Building a Personal Brand: Strategies for creating a personal brand within the dealership to enhance the acquisition process and attract more sellers from the community.
- Leveraging Technology: Recommended tools and software like VINCUE for streamlining vehicle acquisition processes and enhancing efficiency.
- Expanding Referral Networks: The benefits of creating partnerships with local businesses such as motorcycle and RV dealerships to generate a steady flow of used car inventory.
About Ace Barrow
Ace Barrow is a seasoned automotive professional with over five years in the auto industry, currently serving as an Acquisition Specialist at Ed Martin Toyota in Noblesville, Indiana. Prior to his automotive career, Ace enjoyed a rewarding 33-year career in a different field before transitioning into car sales and eventually focusing on the acquisition of vehicles from the public.
Resources:
Podium: Discover how Podium's innovative AI technology can unlock unparalleled efficiency and drive your dealership’s sales to new heights. Visit www.podium.com/mcs to learn more!
Dealer Synergy & Bradley On Demand: The automotive industry’s #1 training, tracking, testing, and certification platform and consulting & accountability firm.
The Millionaire Car Salesman Facebook Group: Join the #1 Mastermind Group in the Automotive Industry! With over 28,000 members, gain access to successful automotive mentors & managers, the best industry practices, & collaborate with automotive professionals from around the WORLD! Join The Millionaire Car Salesman Facebook Group today!
Win the Game of Googleopoly: Unlocking the secret strategy of search engines.
The Millionaire Car Salesman Podcast is Proudly Sponsored By:
Podium: Elevating Dealership Excellence with Intelligent Customer Engagement Solutions. Unlock unparalleled efficiency and drive sales with Podium's innovative AI technology, featured proudly on the Millionaire Car Salesman Podcast.
Dealer Synergy: The #1 Automotive Sales Training, Consulting, and Accountability Firm in the industry! With over two decades of experience in building Internet Departments and BDCs, we have developed the most effective automotive Internet Sales, BDC, and CRM solutions. Our expertise in creating phone scripts, rebuttals, CRM action plans, strategies, and templates ensures that your dealership's tools and personnel reach their full potential.
Bradley On Demand: The automotive sales industry’s top Interactive Training, Tracking, Testing, and Certification Platform. Featuring LIVE Classes and over 9,000 training modules, our platform equips your dealership with everything needed to sell more cars, more often, and more profitably!
How to Buy Cars from the Public and Maximize Dealership Profitability Key Takeaways: * Building a proactive vehicle acquisition strategy can significantly boost dealership profitability. * Creating a brand within the dealership for car acquisition can enhance community reach and streamline the buying process. * Utilizing technology and external networks can scale acquisition operations efficiently.
Mastering Vehicle Acquisition: Strategies for Dealerships
In the automotive industry, focusing solely on selling cars leaves a significant gap in potential profitability. Buying cars from the public not only saves on auction fees but also increases dealership inventory with well-maintained vehicles. This strategy allows dealerships to control their destiny better. Ace Barrow from Ed Martin Toyota epitomizes this proactive approach, leveraging customer relations and service interactions to buy vehicles directly from the public. Here, we delve into strategic insights shared by Ace and Sean V. Bradley on the Millionaire Car Salesman podcast, highlighting efficient acquisition methods and broader implications for dealerships.
Developing a Proactive Acquisition Strategy
Dealerships often overlook the strategic advantage of proactively buying cars from the public. As Ace Barrow explains, "We like to buy cars from customers. Would you mind if I made an offer while you waited?" This simple, direct approach initiates the conversation, removing the pressure of selling. Ace targets about 24 customers daily within the dealership's service lounge, which sees around 110 repair orders per day.
"People know me. They like me. They say, 'hi, Ace,' before I introduce myself to them now because they're used to me coming up and in a non-threatening way, giving them an appraisal whether they buy a car or not."
However, there’s room for scaling this strategy. As Sean V. Bradley suggests, dealerships should explore integrating appraisals into the service process systemically. This could involve preemptively appraising every vehicle that enters for service, attaching a detailed offer, and engaging with the customer proactively.
Enhancing Customer Experience in Service Departments
Maintaining positive customer experiences in service lounges is crucial, especially when integrating acquisition efforts. Ace emphasizes a calm, comfortable environment to ensure customers aren’t discouraged by aggressive pitches.
"We want them to come back for service the next time instead of staying away because of this obnoxious guy who tried to appraise my car."
To balance acquisition initiatives with customer satisfaction, dealerships can provide attractive, non-intrusive offers. This tactical blend preserves service department reputation and encourages repeat business, even if customers initially decline to sell their vehicle. Integrating educational materials and digital options, like dedicated kiosks for vehicle appraisals, could enhance this approach.
Building a Brand within the Dealership's Brand
Creating a distinctive brand for acquisition specialists within a dealership can amplify outreach and credibility. As Sean advises Ace, having a catchy, specific brand name like "I Buy Cars" or "We Buy Any Cars" not only clarifies the service but also aids in marketing and digital presence.
"Step one when you're trying to build your brand within the dealership's brand, you want to be able to kind of personify your brand… We buy used cars. I buy used cars in Indiana."
Supporting this brand with dedicated digital assets, such as a specialized website and social media channels, can enhance visibility and attract more customers. Platforms like Upwork and Fiverr are cost-effective solutions for developing logos, social media banners, and branded content, crucial for maintaining a professional image.
Further, Ace can draw from the experience of car sales elites like Cody Carter, who has his own site and generates substantial leads independently. Emulating such strategies could see Ace setting up a tailored acquisition website, facilitating digital retailing and broadening his reach beyond current customers.
Utilizing External Networks and Technology
Scaling acquisition operations efficiently requires leveraging external networks and advanced technology. Sean underscores the value of partnerships with local motorcycle and RV dealers for referrals. By offering to appraise trade-in vehicles on-site, Ace could tap into a broader market, obtaining vehicles from diverse sources.
"Develop relationships with all of the motorcycle dealerships, the Kawasaki, the BMW dealerships, the Harley Davidson dealerships, our sports, ATV's, Jet skis, Sea-doos, RVs, trailers… Those are referral agents."
Incorporating tools like VinCue can streamline this process, enhancing tracking, pricing accuracy, and customer relationship management. VinCue integrates functions like Kelley Blue Book Instant Cash Offer and Facebook Marketplace listings, which magnify lead generation capabilities. Combining technology with a robust referral network increases acquisition efficiency, allowing specialists to handle more transactions seamlessly.
Ace’s success at Ed Martin Toyota is a testament to the importance of a dedicated acquisition strategy. By proactively engaging with service customers, creating a standalone brand, and leveraging technology, dealerships can significantly enhance their inventory with quality used cars while bypassing the costly auction process. Furthermore, developing local partnerships and utilizing sophisticated software can optimize this process, paving the way for infinitely scalable operations. For dealerships eager to stay ahead, mastering vehicle acquisition is no longer optional—it's a necessity.
In this captivating episode of the Millionaire Car Salesman Podcast, hosts LA Williams and Sean V. Bradley sit down with sales superstar Nathan Hancock to uncover an awe-inspiring journey of determination and success! Nathan reveals how he defied the odds, conquering significant physical challenges to rise to the top in the competitive automotive sales industry.
This episode is brimming with motivational insights and actionable strategies, making it a must-listen for anyone in sales or anyone who's facing their own battles. From living with a rare muscular congenital disorder to becoming a top-performing car salesman, Nathan's story is inspiring—it's a powerful testament to the strength of the human spirit!
Tune in to discover the secrets behind Nathan's incredible resilience and success!
Key Takeaways
- Mindset is Critical: Maintaining a positive and proactive mindset is crucial in overcoming both personal and professional challenges.
- Celebrate Small Wins: Recognizing and celebrating small milestones can provide the motivation needed to achieve larger goals.
- Health Matters: Physical and mental health are foundational to sustaining success in high-pressure environments.
- Be Authentic: Leveraging personal stories and being genuine can help in building strong rapport with clients.
- Support Systems: Surrounding oneself with supportive and positive people can significantly enhance one's professional journey.
About Nathan Hancock
Nathan Hancock is a highly effective and inspirational sales consultant at Jim Tidwell Ford with a remarkable journey of resilience and success. Despite being a double amputee with a rare condition called arthrogryposis, Nathan has achieved outstanding feats in the automotive industry, selling up to 26 cars a month and earning over $130,000 annually! His unique perspective and determination make him a standout figure in car sales, illustrating that physical limitations need not hinder professional excellence!
"My mindset plays or has played the most vital role in my success." – Nathan Hancock
Resources:
Podium: Discover how Podium's innovative AI technology can unlock unparalleled efficiency and drive your dealership’s sales to new heights. Visit www.podium.com/mcs to learn more!
Dealer Synergy & Bradley On Demand: The automotive industry’s #1 training, tracking, testing, and certification platform and consulting & accountability firm.
The Millionaire Car Salesman Facebook Group: Join the #1 Mastermind Group in the Automotive Industry! With over 28,000 members, gain access to successful automotive mentors & managers, the best industry practices, & collaborate with automotive professionals from around the WORLD! Join The Millionaire Car Salesman Facebook Group today!
Win the Game of Googleopoly: Unlocking the secret strategy of search engines.
The Millionaire Car Salesman Podcast is Proudly Sponsored By:
Podium: Elevating Dealership Excellence with Intelligent Customer Engagement Solutions. Unlock unparalleled efficiency and drive sales with Podium's innovative AI technology, featured proudly on the Millionaire Car Salesman Podcast.
Dealer Synergy: The #1 Automotive Sales Training, Consulting, and Accountability Firm in the industry! With over two decades of experience in building Internet Departments and BDCs, we have developed the most effective automotive Internet Sales, BDC, and CRM solutions. Our expertise in creating phone scripts, rebuttals, CRM action plans, strategies, and templates ensures that your dealership's tools and personnel reach their full potential.
Bradley On Demand: The automotive sales industry’s top Interactive Training, Tracking, Testing, and Certification Platform. Featuring LIVE Classes and over 9,000 training modules, our platform equips your dealership with everything needed to sell more cars, more often, and more profitably!
Unlocking Success: Lessons from Overcoming Adversity in Car Sales Three Key Takeaways: * Mindset is Key: Both Sean V. Bradley and Nathan Hancock emphasize the power of a positive mindset and tenacity in overcoming personal and professional challenges. * Celebrate Milestones: Recognizing and celebrating small victories can be a motivational force, catalyzing continued success and growth. * Physical and Mental Health: Advocated the importance of maintaining overall well-being as an essential component for achieving peak performance in any role.
The Power of an Unwavering Mindset Success in the automotive sales industry hinges on more than just sales tactics and techniques. It’s about mental resilience and an unwavering belief in one’s own worth and abilities. Nathan Hancock, an inspiring figure in the industry, eloquently articulates this in the Millionaire Car Salesman podcast. Nathan, a double amputee living with a rare condition called arthrogryposis, shares his journey of overcoming adversity.
Nathan's approach to breaking the cycle of negativity is profound. He explains, "My mindset plays the most vital role in my success. I've learned to stop with the negative self-talk because it’s just projected anxiety. You have to be positive and proactive about your approach to life." This deliberate mental conditioning allows Nathan to turn potential barriers into opportunities, showcasing that an indomitable spirit can defy the odds.
Nathan’s success reflects principles from Stephen Covey's "7 Habits of Highly Effective People," particularly the first habit: Be Proactive. Sean V. Bradley notes, “Effective people understand the difference between circle of concern and circle of influence. They spend more time on what they can control – their thoughts, actions, and behaviors."
Embracing Small Victories as Catalysts for Growth Every step towards success should be acknowledged and celebrated, no matter how small. Both Bradley and Hancock stress the importance of recognizing milestones and making achievements a communal celebration. This theme resonates deeply throughout their discussion.
Nathan mentions, "You have to celebrate those tiny steps enough. Today, I made 30 calls. If you didn’t sell a car, celebrate the fact that you got out of your box to make those calls." This principle isn’t about lowering standards but about cultivating an environment where progress, irrespective of its scale, is recognized and appreciated.
This philosophy extends to management and ownership within the dealership. "Can you imagine if a 10-car salesperson hits 14 cars and nobody cares?" asks Sean Bradley. "It is so demoralizing and anticlimactic.” Creating a culture that acknowledges incremental progress breeds confidence and motivates further achievement.
Investing in Physical and Mental Health The wellbeing of salespeople, both physical and mental, is another critical component highlighted in the podcast. Proper nutrition, hydration, and self-care are not just requisite for personal health but are fundamental to professional performance. Nathan discusses how his mother, a certified nutritionist, taught him the balance of physical health.
"Physical health is half the battle of a mental mindset," Nathan explains. "You should celebrate the fact that you tried, even if the results don't pan out right now, because you're not going to go from a 10-car to a 30-car salesperson necessarily overnight."
This sentiment is mirrored in the broader business context. Sean V. Bradley emphasizes, "If your employees are unhappy because they’re having problems at home or other personal issues, you're withdrawing from the emotional bank account. You'll never get peak performance."
LA Williams emphasizes gratitude as a tool to combat negativity and maintain a positive outlook. He asserts, "Gratitude and negativity cannot exist in the same space. Practice gratitude and watch how your perspective changes."
Maintaining a holistic view of health – physical, mental, and emotional – is essential for sustainable success.
The takeaways from this episode of the Millionaire Car Salesman podcast are profound and actionable. By embracing a resilient mindset, celebrating incremental milestones, and maintaining overall health, sales professionals can navigate obstacles and achieve peak performance. These lessons transcend the automotive industry and can be applied to any professional domain, demonstrating that true success is built on a foundation of personal empowerment and proactive ambition.
Nathan Hancock’s story, coupled with the insights from Sean V. Bradley and LA Williams, offers a compass for both novice and seasoned professionals aiming to excel amidst adversity. The integration of mindset, recognition, and holistic health sets the stage for transformative success.
In this exciting episode of the Millionaire Car Salesman Podcast, Sean V. Bradley welcomes the latest powerhouse to join the Dealer Synergy executive team—Jenna Blankenbiller! With over 12 years of experience in the automotive industry, Jenna's expertise has driven significant growth at Bob Ruth Ford, one of Dealer Synergy's flagship clients. Now, as the new Director of Dealer Relations at Dealer Synergy, Jenna is set to scale her proven strategies to benefit a broader range of clients!
Tune in as Sean and Jenna dive into her innovative methods for scaling Internet sales departments and her pivotal role in the successful integration of an international BDC team. They also discuss the game-changing new venture—Dealer Synergy’s outsourced BDC call center in Belize—and the advanced training techniques that will set this team apart! Whether you're looking to optimize your BDC operations or stay ahead with cutting-edge automotive sales strategies, this episode is packed with insights that you won't want to miss!
Key Takeaways
- Integration of International BDC Teams: Jenna’s experience with managing remote BDC teams will be crucial in shaping Dealer Synergy's new call center in Belize.
- CRM Proficiency: Dealer Synergy’s outsourced BDC agents will receive immersive training in various CRMs like VinSolutions, DealerSocket, and DriveCentric.
- Podium's AI BDC: The inclusion of Podium's AI BDC ensures ultra-fast response times, enhancing customer engagement and sales conversions.
- BDC Employee Well-being: Emphasis on treating BDC agents as integral parts of the team through recognition, support, and inclusive activities.
- Accountability and Success: The importance of holding BDC agents accountable and the resulting success in sales performance demonstrated by Jenna’s achievements.
About Jenna Blankenbiller
Jenna Blankenbiller is an accomplished automotive industry expert, having spent 12 years honing her skills with significant experiences at independent dealerships and Bob Ruth Ford, where she played a pivotal role in expanding their Internet department from selling 75 units a month to 356 units. Recently, she has joined Dealer Synergy as the Director of Dealer Relations, bringing her extensive expertise and innovative strategies to the executive team. Jenna’s background includes roles as an Internet Director and General Sales Training Director, and she has been featured prominently in automotive industry publications and events.
Resources:
Podium: Discover how Podium's innovative AI technology can unlock unparalleled efficiency and drive your dealership’s sales to new heights. Visit www.podium.com/mcs to learn more!
Dealer Synergy & Bradley On Demand: The automotive industry’s #1 training, tracking, testing, and certification platform and consulting & accountability firm.
The Millionaire Car Salesman Facebook Group: Join the #1 Mastermind Group in the Automotive Industry! With over 28,000 members, gain access to successful automotive mentors & managers, the best industry practices, & collaborate with automotive professionals from around the WORLD! Join The Millionaire Car Salesman Facebook Group today!
Win the Game of Googleopoly: Unlocking the secret strategy of search engines.
The Millionaire Car Salesman Podcast is Proudly Sponsored By:
Podium: Elevating Dealership Excellence with Intelligent Customer Engagement Solutions. Unlock unparalleled efficiency and drive sales with Podium's innovative AI technology, featured proudly on the Millionaire Car Salesman Podcast.
Dealer Synergy: The #1 Automotive Sales Training, Consulting, and Accountability Firm in the industry! With over two decades of experience in building Internet Departments and BDCs, we have developed the most effective automotive Internet Sales, BDC, and CRM solutions. Our expertise in creating phone scripts, rebuttals, CRM action plans, strategies, and templates ensures that your dealership's tools and personnel reach their full potential.
Bradley On Demand: The automotive sales industry’s top Interactive Training, Tracking, Testing, and Certification Platform. Featuring LIVE Classes and over 9,000 training modules, our platform equips your dealership with everything needed to sell more cars, more often, and more profitably!
Elevating Automotive Business: Outsourcing BDC for Success Key Takeaways
- Importance of an efficient and resourceful outsourced BDC center.
- Integration of AI and CRM expertise for ultimate customer engagement.
- Leveraging experienced leadership for enhanced business processes and training.
Innovations in Automotive Business: The Power of Outsourced BDC In the ever-evolving automotive industry, efficiency, customer engagement, and innovative business practices are paramount. The recent conversation between Sean V. Bradley and Jenna Blankenbiller illuminates the transformation that an outsourced Business Development Center (BDC) can bring to automobile dealerships. With Jenna joining Dealer Synergy as the Director of Dealer Relations, her extensive experience in automotive sales and BDC management offers invaluable insights into optimizing dealership operations and customer interactions.
The Role of a Sophisticated BDC: Transforming Dealership Operations One of the critical themes emphasized in the discussion is the pivotal role that a well-managed, sophisticated BDC plays in transforming dealership operations. Jenna’s experience at Bob Ruth Ford, where she successfully ramped up internet sales from 75 to 356 units per month, underscores this point.
Jenna emphasizes, "We do call it the VIP experience. You get to shop with Bob Ruth for the way you want to shop, if you want to come in. And we have a process that you can do it that way.”
The importance of providing customers with multiple shopping experiences tailored to their preferences cannot be overstated. Whether customers opt for curbside pickup, remote service, or a complete online transaction, a responsive BDC ensures consistent engagement and smooth transactions. Additionally, Jenna shares that Bob Ruth Ford incorporated a blend of international and domestic BDC representatives, enhancing flexibility and scalability.
CRM and AI Integration: Enhancing Customer Engagement Leveraging Customer Relationship Management (CRM) systems and Artificial Intelligence (AI) has proven to be a game-changer in automotive sales. As Sean V. Bradley articulates, "Our outsourced call center will do 30 days of full-blown follow-up, 60 days follow-up, and 90 days follow-up depending on your goals and details at the dealership.”
The ability to integrate with popular CRMs such as VinSolutions, DealerSocket, Elite CRM, and others, ensures seamless continuity between the dealership's in-house operations and the outsourced BDC team. This facilitates not only transparent management but also enables comprehensive follow-up strategies.
Moreover, the integration of AI technologies like Podium's AI BDC significantly enhances response times. Sean Bradley points out, “Podium’s AIBDC can get it done in 15 seconds. I love it when a prospect answers the phone and they’re like, wow, I’m still on the computer. And I'm like, sorry for the delay.”
This rapid response capability, combined with the extensive training and expertise of Dealer Synergy’s team, ensures unmatched customer satisfaction and elevated sales performance.
Valuing and Motivating BDC Teams: Building Strong, Productive Relationships Another crucial element discussed is the significance of valuing and motivating the BDC team. Jenna recalls how she prioritized taking care of her team at Bob Ruth Ford, which was instrumental in their success. She reflects, "I always made it a point, like, not to let people, whether in the dealership, sales staff or even other agents, bully them or, you know, push them around.”
Creating a supportive environment where BDC team members feel valued and appreciated is vital. Jenna underscores the importance of integrating fun activities and team-building exercises, which help break the monotony of their roles and foster a positive work environment.
She recounts, "We would take rebuttals or product knowledge and just like a normal Jenga game, we would write them, like, all over. You would do, like, jokes and, like, sometimes you would do like, you know, dealer synergy questions or things like that.”
Such practices not only improve morale but also enhance the team's knowledge and skills, ultimately leading to better customer interactions and increased sales.
Scalability and Efficiency: The Future of Outsourced BDC Services The conversation sheds light on the scalability and efficiency advantages presented by Dealer Synergy’s Outsourced BDC services. With access to a 300-plus staffed call center in Belize, dealerships can significantly reduce costs while maintaining high levels of service quality. This is further enhanced by Dealer Synergy’s intensive training programs, which ensure that BDC agents are proficient in handling various customer interactions.
Jenna expresses her excitement about this expansion, "I’m so excited about it. It’s going to be a whole different experience. I mean, we were successful at Bob Ruth board. Now we get to be even more successful with more people.”
The integration of advanced tools, such as conversational AI and extensive CRM expertise, provides an unprecedented level of service and operational efficiency that is not only cost-effective but also scalable to meet the growing demands of dealerships.
Building a Stronger Future Together: Dealer Synergy's Vision What sets Dealer Synergy apart is its commitment to continuous improvement and the betterment of its client dealerships. By bringing Jenna into the fold, they are not just adding another executive but infusing the organization with someone who resonates deeply with their mission. Jenna’s firsthand experience and success in turning around dealership sales through effective BDC management and a robust follow-up process are assets that promise to revolutionize how Dealer Synergy serves its clients.
Jenna shares, "I believe a lot in what you guys do. And that was one of the reasons I was successful at Bob Ruth four, too. I believed in your processes and what you guys do here at dealers energy.”
This mutual respect and shared vision signify the beginning of a transformative journey that aims to set new benchmarks in the automotive industry. Together, they are geared to elevate client dealerships by merging technology, expert training, and an unwavering focus on customer satisfaction.
Dealer Synergy’s Outsourced BDC is more than just a cost-saving measure; it is a strategic initiative designed to enhance customer engagement, streamline operations, and significantly boost sales performance. As dealerships navigate the complexities of the modern automotive landscape, having a trusted partner like Dealer Synergy, equipped with the expertise and resources to deliver exceptional results, can make all the difference.
By focusing on CRM integration, valuing and motivating their teams, and leveraging cutting-edge AI technology, Dealer Synergy is poised to lead the way in helping dealerships achieve their goals and exceed customer expectations.
In this enlightening episode of the Millionaire Car Salesman podcast, Host Sean V. Bradley sits down with Ross Tinkham, Vice President and General Manager of Automotive at Podium, to dissect the transformative power of Artificial Intelligence (AI) in dealerships across the country! They delve into how AI can revolutionize the traditional Internet Sales and Business Development Center (BDC) models to drastically improve lead engagement and conversion rates.
Sean and Ross take a deep dive into the functionality of Podium’s AI BDC tool, detailing its advantages and practical applications. They discuss the specific challenges dealerships face, such as low lead response rates and the inefficiencies of traditional human-only follow-ups. Ross highlights how Podium’s AI can engage leads instantaneously and maintain a high level of conversation quality, thus freeing human resources to focus on higher-value activities! They also explore how AI serves as a backup during unforeseen disruptions, such as the CDK ransomware incident, making a compelling case for its inclusion in any dealership's tech stack! Whether you're a single dealership or a large auto group, the insights shared in this episode are invaluable for staying ahead in today's competitive market!
Key Takeaways
- Enhancing Efficiency: AI can dramatically cut down on the time and effort required by human resources to engage leads, thereby increasing overall efficiency.
- Strategic Utilization: Implementing AI at specific times, like after-hours or during understaffed periods, ensures continual lead engagement.
- Faster Response Times: Using AI for instant response boosts lead conversion rates, aligning with NADA's finding that faster responses correlate with higher closing ratios.
- Continuous Learning: AI learns over time, improving its interaction quality and adapting to customer preferences.
- Backup Solution: AI provides a fail-safe during CRM outages or other technical issues, as demonstrated during the CDK ransomware incident.
About Ross Tinkham
Ross Tinkham is a visionary leader in the automotive industry, dedicated to transforming how dealerships connect with customers through the strategic use of video communication. With extensive experience in sales, marketing, and customer engagement, Ross advocates for making video a standard practice in key stages of the sales process, including follow-ups, service updates, vehicle tours, and after-sale communications. He believes that personalized video messages foster trust and loyalty, while video service updates keep customers informed and engaged. Ross also champions using video for detailed vehicle tours, offering potential buyers an immersive experience that enhances emotional connections with the vehicle before they visit the dealership. His commitment to integrating video at every touchpoint has positioned him as a leading expert in creating more meaningful and effective customer interactions that drive satisfaction and sales success in the automotive industry.
Resources:
Podium: Discover how Podium's innovative AI technology can unlock unparalleled efficiency and drive your dealership’s sales to new heights. Visit www.podium.com/mcs to learn more!
Dealer Synergy & Bradley On Demand: The automotive industry’s #1 training, tracking, testing, and certification platform and consulting & accountability firm.
The Millionaire Car Salesman Facebook Group: Join the #1 Mastermind Group in the Automotive Industry! With over 28,000 members, gain access to successful automotive mentors & managers, the best industry practices, & collaborate with automotive professionals from around the WORLD! Join The Millionaire Car Salesman Facebook Group today!
Win the Game of Googleopoly: Unlocking the secret strategy of search engines.
The Millionaire Car Salesman Podcast is Proudly Sponsored By:
Podium: Elevating Dealership Excellence with Intelligent Customer Engagement Solutions. Unlock unparalleled efficiency and drive sales with Podium's innovative AI technology, featured proudly on the Millionaire Car Salesman Podcast.
Dealer Synergy: The #1 Automotive Sales Training, Consulting, and Accountability Firm in the industry! With over two decades of experience in building Internet Departments and BDCs, we have developed the most effective automotive Internet Sales, BDC, and CRM solutions. Our expertise in creating phone scripts, rebuttals, CRM action plans, strategies, and templates ensures that your dealership's tools and personnel reach their full potential.
Bradley On Demand: The automotive sales industry’s top Interactive Training, Tracking, Testing, and Certification Platform. Featuring LIVE Classes and over 9,000 training modules, our platform equips your dealership with everything needed to sell more cars, more often, and more profitably!
Mastering AI in Automotive: Transform Your Dealership's Efficiency with Conversational AI Key Takeaways * Enhanced Lead Engagement: Leveraging AI can dramatically improve lead response times, leading to higher conversion rates. * Strategic Use of AI: Strategic deployment of AI, both when human resources are present and absent, ensures seamless 24/7 lead engagement. * AI and Human Collaboration: A balance between AI and human effort maximizes productivity and ensures efficient follow-up without compromising on quality.
In the rapidly evolving automotive industry, leveraging technology is no longer a luxury but a necessity. This article delves into an insightful conversation between Sean V. Bradley and Ross Tinkham, where they explore the transformative potential of artificial intelligence (AI) in automotive dealerships. Our discussion centers on the practical applications, strategic deployment, and immense benefits of integrating AI into everyday dealership operations.
Boosting Lead Engagement with AI One of the primary challenges dealerships face is engaging potential customers effectively and promptly. Sean Bradley rightly highlights a significant pain point: the difficulty in reaching prospects through traditional methods. According to Bradley, “…the single biggest problem with Internet BDC engagement… is the vast amount of effort required just to get someone to answer the phone or call you back.”
Ross Tinkham elaborates on how conversational AI can revolutionize this aspect. He explains, “Conversational AI… is built on newer technology pioneered by companies like OpenAI Chat, GPT Four, allowing AI to engage with a human… with the same quality of interaction that a human would provide.” This means dealerships can now ensure every lead is engaged almost instantaneously, improving the chances of conversion.
Furthermore, Tinkham shares compelling statistics: "44% improved conversion rate from lead to set if you're engaging within five minutes as opposed to 2 hours." This underscores AI's critical role in ensuring that dealerships not only engage prospects faster but do so efficiently, leading to significantly higher conversion rates.
Strategic Deployment of AI for Optimal Results The strategic deployment of AI can dramatically enhance dealership operations, especially when human resources are scarce or during off-hours. Bradley provides a poignant example: "A lot of dealers that had CDK and had podium AI, it saved them because it was almost like a backup generator."
By leveraging AI, dealerships can maintain 24/7 engagement with potential buyers. Tinkham suggests, “You could have AI running in tandem with your staff… which will free your human resources for tier two activities that AI can't do.” This strategic deployment ensures that no lead is left unengaged, irrespective of the time of day, and human resources remain available for high-level tasks that require a personal touch.
Moreover, AI can be particularly beneficial for smaller dealerships or those with limited human resources. By using AI, these dealerships can handle lead volumes effectively without overburdening their staff, as Bradley illustrates: "If you've got a small dealership… it might not be fiscally responsible or operationally realistic to hire two or three BDC reps… but what they might be able to do is implement AI."
Harmonizing AI and Human Effort A significant theme in the conversation is the harmonious blend of AI and human effort. The consensus is that AI is not here to replace human jobs but to enhance them. Tinkham emphasizes, “…don't view AI as a threat to anybody's job… It's about repositioning your people to drive more value for the business and hopefully enjoy what they're doing.”
This balance can be illustrated through a real-world example Tinkham shares: "A 14-location dealer group… run a centralized BDC… adopted AI early on to assist with lead engagement." By leveraging AI for initial engagements, their BDC team could focus on higher-value tasks, ultimately operating more efficiently without increasing headcount. The AI achieved a "35% set rate from lead to test drive, matching up with what their best BDC agents were doing."
By focusing human resources on tasks that require personal interaction and strategic thinking, and utilizing AI for routine follow-ups and initial engagements, dealerships can ensure optimal productivity and higher job satisfaction among their staff.
Rethinking Traditional Follow-Up Strategies The strategic application of AI also offers a profound rethinking of traditional follow-up strategies. Bradley proposes an interesting model for AI integration: using AI for the crucial first 31 days of follow-up, with potential for human resource deployment in the initial engagement where purchase likelihood is highest.
Bradley explains, “For the first 31 days, it's every single day I'm going to follow up with somebody… and then for the next 60 days, it’s every two to three days.” This hybrid model, where AI supports consistent initial follow-up and humans take over more strategic, personalized interactions, maximizes the chances of converting leads throughout the extended buying cycle.
Tinkham supports this view by indicating that AI can manage routine communication seamlessly, allowing humans to step in for strategic interactions without the potential lead feeling overwhelmed or ignored. This dual approach ensures no lead falls through the cracks, and follow-up remains effective and persistent without being intrusive.
Seamless Collaboration: AI as a Dealership Enabler In the final analysis, the collaborative potential of AI and human resources within dealerships opens new avenues for operational efficiency and customer engagement. Tinkham encapsulates the essence with a hopeful outlook: "This is where everything is going… get on board to a degree you're comfortable and start to figure out what works for you."
Dealerships embracing AI not only enhance their engagement strategies but can also improve their staff's overall efficiency and satisfaction. Whether it's quicker response times, better handling of lead overflow, or ensuring consistent follow-up, the integration of AI offers a competitive advantage that's hard to ignore.
This exploration makes one thing clear: AI in automotive is not just a trend—it’s a vital technology that, when strategically implemented, can transform dealership operations, driving significant improvements in engagement, conversion rates, and overall customer satisfaction.
In this latest episode of the Millionaire Car Salesman Podcast, join host Sean V. Bradley as he unveils game-changing strategies designed to boost engagement and conversions in your dealership and the automotive industry! Originally tailored for Toyota, this presentation showcases methodologies and technologies that any dealership and automotive professional can leverage to increase engagement, heighten the customer experience, and ultimately sell more cars!
Sean begins by emphasizing the importance of diversifying communication channels, including AI, text messaging, video, and social media DMs, to outshine competitors and meet modern customer expectations. He highlights data from Podium, showing how incorporating AI-driven responses can significantly enhance engagement rates with near-instantaneous, highly detailed, and professional replies to customer inquiries.
Tune in to discover how you can transform your dealership's approach to customer communication and stand out in the competitive automotive market!
Key Takeaways
- Utilize AI for Customer Interaction: AI and conversational AI can drastically reduce response times and increase the quality of initial customer interactions.
- Diversify Communication Methods: Beyond traditional phone and email, explore text messaging, video emails, video conferencing, social media DMs, and even memes and GIFs to maintain customer engagement.
- Invest in Text Messaging: Customers have a 98% open rate for text messages, with 95% of texts being opened within three minutes, making it a highly effective communication tool.
- Video Emails for Engagement: Implementing video emails post-engagement can enhance customer connection and increase appointment show rates by 75%.
- Creative Personalization: Tactics including memes, GIFs, handwritten notes, e-cards, and even gifts can personalize and humanize customer interactions, setting a dealership apart from its competitors.
About Sean V. Bradley:
Sean V. Bradley, CSP is an entrepreneur, published best-selling author, speaker and award-winning international trainer. He is a 17-time NADA/ATD convention speaker, FranklinCovey Certified Facilitator and has earned the coveted “CSP” designation in the National Speakers Association. Sean is also a member of the elite “Million Dollar Speakers Group” in the NSA and a state association speaker and trainer. He has spoken at over 500 NCM and NADA 20 Groups. Sean started Dealer Synergy over 20 years ago, but has been in the automotive industry for over 25 years. Sean and his Dealer Synergy team are a 16-time Dealers’ Choice Award Winner for being the “Best of the Best Internet Sales Trainer” and “Mobile Media Provider” in the Automotive Sales Industry.
Sean has personally trained over 100,000 Automotive Sales Professionals in 3,900 unique rooftops. However, he literally influences hundreds of thousands of professionals, in and out of the Automotive Sales industry, all over the world, through: his over 4,000 published articles, his best-selling book “Win the Game of Googleopoly”, over 9,500 videos published online, and through Radio Station soundwaves by Hosting the globally recognized Against All Odds Radio Show currently airing in Washington DC, Atlanta, Cleveland, Rochester, and Los Angeles, and the 'internet buzzing' Millionaire Car Salesman Podcast reaching over 1 million downloads! Additionally, Sean is the creator of the Millionaire Car Salesman Facebook Group, with a membership count of 28,500+ automotive professionals.
Resources:
Podium: Discover how Podium's innovative AI technology can unlock unparalleled efficiency and drive your dealership’s sales to new heights. Visit www.podium.com/mcs to learn more!
Dealer Synergy & Bradley On Demand: The automotive industry’s #1 training, tracking, testing, and certification platform and consulting & accountability firm.
The Millionaire Car Salesman Facebook Group: Join the #1 Mastermind Group in the Automotive Industry! With over 28,000 members, gain access to successful automotive mentors & managers, the best industry practices, & collaborate with automotive professionals from around the WORLD! Join The Millionaire Car Salesman Facebook Group today!
Win the Game of Googleopoly: Unlocking the secret strategy of search engines.
The Millionaire Car Salesman Podcast is Proudly Sponsored By:
Podium: Elevating Dealership Excellence with Intelligent Customer Engagement Solutions. Unlock unparalleled efficiency and drive sales with Podium's innovative AI technology, featured proudly on the Millionaire Car Salesman Podcast.
Dealer Synergy: The #1 Automotive Sales Training, Consulting, and Accountability Firm in the industry! With over two decades of experience in building Internet Departments and BDCs, we have developed the most effective automotive Internet Sales, BDC, and CRM solutions. Our expertise in creating phone scripts, rebuttals, CRM action plans, strategies, and templates ensures that your dealership's tools and personnel reach their full potential.
Bradley On Demand: The automotive sales industry’s top Interactive Training, Tracking, Testing, and Certification Platform. Featuring LIVE Classes and over 9,000 training modules, our platform equips your dealership with everything needed to sell more cars, more often, and more profitably!
Mastering New Forms of Communication to Boost Engagement and Conversion in Auto Sales
In today’s competitive automotive sales landscape, leveraging innovative communication strategies is imperative for increasing engagement and conversion rates. During a dynamic presentation, Sean V. Bradley, the “Millionaire Car Salesman,” delved into emerging forms of communication designed to elevate dealership performance. This article encapsulates the key insights and provides a deep dive into the transformative potential of these strategies.
Key Takeaways * Speed to Lead: Utilizing advanced tools, especially AI, can ensure faster response times, increasing conversion rates significantly. * Diverse Communication Mediums: Incorporating unconventional methods such as memes, GIFs, and video emails can stand out in the crowded marketplace. * Technological Integration: Effective use of AI and automation streamlines processes, allowing for higher engagement without compromising personal touch.
Harnessing the Power of Conversational AI for Instant Engagement SEO Optimized Heading: The Impact of AI on Engagement and Conversion
In the modern digital age, AI's role in customer communication is both revolutionary and essential. Sean Bradley emphasized the profound impact that conversational AI can have on engagement. He cited extensive data from Podium, demonstrating AI's brisk response capabilities. Bradley shared, “somebody just types in, hey, I’m looking for a black f 150. And bam. Within a minute. Something this detailed, this professional specific is done by artificial intelligence.”
Artificial intelligence in dealership operations serves more than just an operational role; it becomes part of the sales strategy. By providing instant responses that are detailed and professional, AI frees up human resources to focus on more complex tasks, hence improving overall efficiency. AI tools process large data sets to generate precise and informative replies, meeting customer inquiries with unprecedented speed. Bradley noted, “AI enables machines to learn from experience and adapt to new inputs by analyzing large amounts of data and identifying patterns.”
Embracing AI doesn’t mean sidelining the human touch but augmenting it. AI can act as an "army of you," handling numerous inquiries simultaneously, thus ensuring no potential lead slips through the cracks.
Diversifying Communication Channels: Beyond Traditional Methods SEO Optimized Heading: Unconventional Communication Channels that Engage
Exploring beyond traditional calls and emails, Bradley advocated for a diverse communication arsenal, including memes, GIFs, video emails, and even personalized text messages. These approaches cater to the ways modern consumers interact daily.
Bradley acknowledged the challenge of gaining prospects' attention amid various dealership communications vying for their response. “The average dealership is not using Apple FaceTimes or memes or cash app or Venmo or animated gifs or things like that,” he remarked. This diversity is key to cutting through the noise and capturing consumers' interest through unexpected channels.
For instance, incorporating memes can infuse humor into interactions, breaking the monotony of typical sales communications. An example shared was: “I have a very special set of skills to help you buy a brand new car.” Similarly, GIFs, with their visual and animated appeal, serve as an engaging way to relay messages and establish rapport, as seen with the Giphy.com resources Bradley recommended.
The Transformative Potential of Video Communication SEO Optimized Heading: Utilizing Video Emails and Calls for Higher Engagement
In an era where visual content reigns supreme, Bradley underscored video communication's potency. Video emails, for instance, can significantly boost engagement rates. He mentioned, “video email increases read open rates up to 300%… once you've engaged, use video 100% of the time after engagement.”
Video communication allows dealers to present a more personal touch, making interactions more memorable. By using video for appointment confirmations and follow-ups, dealerships can enhance the customer experience, making it more engaging and trustworthy. Bradley demonstrated this through examples of video email templates integrated into CRMs, showcasing their ease of use and impact.
Moreover, leveraging Apple FaceTime, Skype, or Google Duo for live interactions offers a dynamic way to engage with prospects. Bradley justified this strategy, “People are not expecting to be FaceTimed or Skyped by a car salesman… you're really catching people way off guard.” This element of surprise can increase response rates and foster a more immediate connection.
Continuing Innovation and Personalized Customer Engagement Bradley's presentation highlighted the necessity of evolving beyond standard practices to thrive in automotive sales. By integrating AI for efficiency, leveraging diverse and unconventional communication mediums, and capitalizing on video technology's intimate appeal, dealerships can set themselves apart in a crowded market.
The focus remains on engagement and conversion, with the primary goal being to create an enriched, responsive, and customer-centric sales environment. As Bradley articulated, “if you want the things that the average person doesn’t have, you’ve got to be willing to do the things the average person isn’t willing to do.”
Incorporating these innovative strategies ensures dealerships not only stay abreast of technological advancements but also continually exceed customer expectations, driving sustained growth and success.
The Millionaire Car Salesman Podcast is back with another action-packed episode! Join Host LA Williams, Vice President of Dealer Synergy, and special guest Larry Brianard, General Sales Manager at Dennis Dillon CDJR, as they delve into the intricacies of becoming a top-performing car salesperson! In this episode, LA and Larry discuss the transformation from selling vacuum cleaners to dominating the car sales industry with actionable sales techniques and ethical practices!
Larry Brainard opens up about his journey, sharing powerful principles that have driven his success, including the importance of asking the right questions and building trust with customers. LA and Larry dive into a step-by-step guide on executing flawless test drives and product presentations to ensure that every sales interaction is not only professional but also highly effective! Don’t miss this episode packed with practical tips and inspiring stories that will elevate your sales game to the next level!
Key Takeaways
- Sales Principles: Larry emphasizes key principles such as "how you do anything is how you do everything" and the importance of listening to customer needs to drive successful sales.
- Process Mastery: The episode underscores the necessity of not skipping steps in the sales process, from initial greetings to finalizing the deal, ensuring all customer interactions are thorough and genuine.
- Conscious Competence: Larry explains the four levels of competence, focusing on the importance of reaching the stage of being unconsciously competent to perform at peak levels without second-guessing.
- Customer Trust: Building trust with customers through consistency, transparency, and effective product presentations is highlighted as a cornerstone of sales success.
- Test Drive Techniques: Larry shares detailed strategies for conducting impactful test drives, making sure that both the primary and secondary drivers feel engaged and valued.
Resources:
Podium: Discover how Podium's innovative AI technology can unlock unparalleled efficiency and drive your dealership’s sales to new heights. Visit www.podium.com/mcs to learn more!
Dealer Synergy & Bradley On Demand: The automotive industry’s #1 training, tracking, testing, and certification platform and consulting & accountability firm.
The Millionaire Car Salesman Facebook Group: Join the #1 Mastermind Group in the Automotive Industry! With over 28,000 members, gain access to successful automotive mentors & managers, the best industry practices, & collaborate with automotive professionals from around the WORLD! Join The Millionaire Car Salesman Facebook Group today!
Win the Game of Googleopoly: Unlocking the secret strategy of search engines.
The Millionaire Car Salesman Podcast is Proudly Sponsored By:
Podium: Elevating Dealership Excellence with Intelligent Customer Engagement Solutions. Unlock unparalleled efficiency and drive sales with Podium's innovative AI technology, featured proudly on the Millionaire Car Salesman Podcast.
Dealer Synergy: The #1 Automotive Sales Training, Consulting, and Accountability Firm in the industry! With over two decades of experience in building Internet Departments and BDCs, we have developed the most effective automotive Internet Sales, BDC, and CRM solutions. Our expertise in creating phone scripts, rebuttals, CRM action plans, strategies, and templates ensures that your dealership's tools and personnel reach their full potential.
Bradley On Demand: The automotive sales industry’s top Interactive Training, Tracking, Testing, and Certification Platform. Featuring LIVE Classes and over 9,000 training modules, our platform equips your dealership with everything needed to sell more cars, more often, and more profitably!
Unlocking Sales Excellence: Insights from Top Automotive Experts Key Takeaways * Mastering the Sales Process: Consistency and a deep understanding of each step in the sales process prevent shortcuts and ensure thorough engagement with customers. * Effective Customer Engagement: Building a strong rapport through active listening and addressing the unique needs of each customer elevates the sales experience. * Importance of Training: Continuous training and moving beyond conscious competence to intuitive expertise set-top sales professionals apart.
Introduction
In the competitive world of automotive sales, mastering the intricate art of customer engagement and sealing deals is paramount. The Millionaire Car Salesman Podcast recently featured Larry Brainer, Internet Director and Trainer for the Dennis Dillon Auto Group, who shared invaluable insights into becoming a top-tier automotive salesperson. This article unpacks Brainer’s approach, emphasizing core principles such as adhering to a structured sales process, effective customer interaction, and the indispensability of rigorous training.
Mastering the Sales Process Adhering to a structured process in sales ensures that every customer interaction is thorough and leaves no room for error. As Larry Brainer puts it, "If you shortcut your process, you shortcut your paycheck." This principle was echoed throughout the podcast and forms the bedrock of Brainer's philosophy.
Brainer recalls his own experiences in vacuum cleaner sales, which laid a solid foundation for his automotive career. Dealing with high-stakes sales on a tangible yet less glamorous product taught him the value of a disciplined approach. Success in the automotive industry demands that salespeople never skip steps, even when customers try to steer the conversation prematurely towards pricing.
Consider his advice during vehicle presentations: "Larry, you said you're towing your RV up over Horseshoe Bend Pass… In a minute when we drive it, you're going to love the fact that…" This narrative not only builds anticipation but ensures that the customer sees the vehicle's value firsthand before discussing numbers.
Maintaining control of the demonstration and systematically verifying feature claims – from torque to sound insulation – affirms trust and validates the salesperson's expertise. The consistency in executing these steps imbues the entire process with professionalism, ensuring that potential buyers feel comprehensively catered to. It's this meticulous attention to detail that sets seasoned professionals apart from amateurs.
Effective Customer Engagement Understanding and meeting the unique needs of each customer is a hallmark of effective engagement. Brainer emphasizes active listening, asserting, "Good questions get good answers, better questions get better answers, and better listeners ask better questions." This approach allows salespeople to uncover clients' deepest needs and tailor their sales strategy accordingly.
For instance, Brainer recalls a time with a customer named Helen. Her primary concern was safety, stemming from a recent accident involving a friend. By directly addressing her fears and showing her the features of a Lincoln Navigator, Brainer built a critical emotional connection. He stated, "Larry, I want to know that if I hit somebody, I’m going to win."
This kind of engagement goes beyond mere product features; it taps into the customer’s personal concerns and aspirations. Another illustrative story involves a couple buying an F-450 truck. Knowing that involving both decision-makers was crucial, Brainer ensured both the husband and wife drove the vehicle, making both feel equally valued in the decision-making process.
Effective engagement involves anticipating needs and preemptively addressing concerns. Brainer’s methods demonstrate that sales are not merely transactions but relationships built on trust and mutual respect. This deep level of engagement transforms sales encounters into memorable experiences, fostering lasting customer loyalty.
Importance of Training Brainer’s stories highlight the critical role of training in sales excellence. Drawing on Vince Lombardi’s wisdom, he underscores the importance of practice, "An amateur practices until they get it right. A professional practices until they can no longer get it wrong."
The path to sales mastery involves moving from conscious competence, where actions require deliberate thought, to unconscious competence, where skills are performed effortlessly. This transition is crucial, as it frees up mental bandwidth to fully engage with customers and respond to their cues dynamically.
Reflecting on his journey, Brainer's initial stint in training came from demonstrating superior product knowledge in sales training sessions. His ability to perform polished walks-around showcases how immersive practice builds confidence and competence, both of which are visible and felt by customers. He shared, "It’s not what you say, it’s how you say it." This highlights the need for salespeople to internalize their training so deeply that their delivery feels natural and unrehearsed.
Regular, rigorous training transforms sales practitioners into experts who can predict and navigate customer interactions seamlessly. These trained professionals can then fully embody Zig Ziglar's idea that really good technique, in the hands of a really good person, becomes unrecognizable as technique – it simply feels like a superior service.
Synthesizing Insights Larry Brainer’s approach to sales excellence intertwines a structured process, deep customer engagement, and relentless training. It is this triad that forms the basis of his successful methodology. The meticulous adherence to each step ensures nothing is overlooked, reinforcing the credibility and appeal of both the salesperson and the product.
Building robust customer relationships by listening and responding genuinely to their needs transforms simple transactions into meaningful experiences. Training, continually pursued and refined, elevates a salesperson from a mere executor of tasks to a master of the craft.
These principles do not merely add value to the automotive sales profession; they redefine it, setting a high bar for what it means to be an effective and empathetic salesperson. By internalizing these teachings, aspiring professionals can pave their own path toward unparalleled success in the automotive industry.
Welcome to an engaging episode of the Millionaire Car Salesman podcast, where host Sean V. Bradley sits down with Roy "The Wolf" Davila, General Sales Manager at Mike Terry Auto Group, to discuss the evolving landscape of car sales and dealership operations. This episode dives deep into the intricacies of the modern automotive industry, emphasizing the importance of training, innovative solutions, and maintaining a winning culture within dealerships!
In this enlightening conversation, Sean and Roy explore current challenges in the automotive industry such as HR deficiencies, the integration of AI, and the value of outsourcing to deal with staffing issues. They also discuss the significance of purpose-driven management and how to navigate the post-pandemic market to keep dealerships thriving! Don't miss this episode packed with valuable insights and strategies to help you stay ahead in the ever-changing automotive industry!
Key Takeaways
- Embrace AI in Dealerships: Utilizing AI, such as Podium's solutions, can bridge staffing gaps and enhance lead follow-ups, ensuring no opportunity is missed.
- Outsourced BDC in Belize: Dealer Synergy's new initiative offers an outsourced call center in Belize, providing a cost-effective and efficient way to manage lead generation and follow-up.
- Relationship Building & Training: Focusing on strong interpersonal skills and continuous training helps sales teams better engage with customers and adapt to market changes.
- Purpose-Driven Leadership: Motivating teams involves more than just financial incentives; it requires building trust, providing support, and aligning with employees' personal and professional goals.
- Navigating Post-Pandemic Challenges: Dealerships must adapt to the residual impacts of the pandemic, including handling negative equity and evolving customer expectations.
Resources:
Podium: Discover how Podium's innovative AI technology can unlock unparalleled efficiency and drive your dealership’s sales to new heights. Visit www.podium.com/industry/automotive-oem/ to learn more!
Dealer Synergy & Bradley On Demand: The automotive industry’s #1 training, tracking, testing, and certification platform and consulting & accountability firm.
The Millionaire Car Salesman Facebook Group: Join the #1 Mastermind Group in the Automotive Industry! With over 28,000 members, gain access to successful automotive mentors & managers, the best industry practices, & collaborate with automotive professionals from around the WORLD! Join The Millionaire Car Salesman Facebook Group today!
Win the Game of Googleopoly: Unlocking the secret strategy of search engines.
The Millionaire Car Salesman Podcast is Proudly Sponsored By:
Podium: Elevating Dealership Excellence with Intelligent Customer Engagement Solutions. Unlock unparalleled efficiency and drive sales with Podium's innovative AI technology, featured proudly on the Millionaire Car Salesman Podcast.
Dealer Synergy: The #1 Automotive Sales Training, Consulting, and Accountability Firm in the industry! With over two decades of experience in building Internet Departments and BDCs, we have developed the most effective automotive Internet Sales, BDC, and CRM solutions. Our expertise in creating phone scripts, rebuttals, CRM action plans, strategies, and templates ensures that your dealership's tools and personnel reach their full potential.
Bradley On Demand: The automotive sales industry’s top Interactive Training, Tracking, Testing, and Certification Platform. Featuring LIVE Classes and over 9,000 training modules, our platform equips your dealership with everything needed to sell more cars, more often, and more profitably!
Unlocking Automotive Mastery: AI Integration and Transformative Leadership Key Takeaways: * Artificial Intelligence (AI) as a Game-Changer: Utilizing AI transforms HR deficiencies by enhancing customer follow-ups with unprecedented efficiency. * Purpose-Driven Leadership: Tapping into employees' purpose significantly heightens engagement, loyalty, and performance. * Comprehensive Training: Essential for equipping salespeople with necessary skills, integrating relationship building, effective communication, and detailed vehicle knowledge.
The automotive industry is evolving at a breakneck pace, and the key to thriving in this dynamic environment is leveraging cutting-edge technologies combined with transformative leadership. The recent conversation between Sean V. Bradley and Roy "The Wolf" Davila sheds light on some of the most pressing challenges and groundbreaking solutions for dealerships today. Below, we delve into the core themes from their dialogue: utilizing AI to solve HR problems, the importance of purpose-driven leadership, and the vital role of training in the modern dealership.
Harnessing Artificial Intelligence to Revolutionize Dealership Operations As dealerships grapple with HR deficiencies, artificial intelligence (AI) emerges as a pivotal solution. Sean V. Bradley emphasized this point, noting that AI can bridge the gap where human resources fall short. One of the standout AI implementations discussed was Podium AI, which acts as a virtual sales representative, responding to leads and scheduling appointments 24/7.
Bradley explains the significance: “The ability to have a team of artificial agents… means that you are all places at all times. Being omnipresent with AI can help a dealership that has HR deficiencies.” This statement underscores AI's potential to maintain continuous customer engagement, thereby maximizing sales opportunities.
Roy Davila supports this by sharing his own experiences with AI in his dealership: “I've already had over 300 Internet leads… If I just relied on the personnel alone, that would not, I'd be dropping opportunities left and right.” This quote highlights the effectiveness of integrating AI into dealership operations and its impact on managing overwhelming lead volumes efficiently.
AI's machine learning capabilities differentiate it from basic chatbots, as AI analyzes large volumes of communication data to adapt and improve interactions over time. Bradley mentions, “real AI… learns from what the person is saying… It gives it a more sophisticated type of conversation and response.” Thus, dealerships should embrace AI not just as a supplementary tool but as a central component of their customer engagement strategy.
Purpose-Driven Leadership for Maximum Employee Engagement An essential theme from the conversation is the importance of purpose-driven leadership. Davila stresses that leaders must embed purpose into their dealership culture to drive employee engagement and performance. He states, “In the absence of purpose, the only thing that's going to drive your people are titles and money.”
Davila’s approach at the Mike Terry dealership is a testament to this. By actively engaging with his team and demonstrating his own commitment and capabilities, he has been able to inspire and lead effectively. He shared his methodology: “I took turns. I picked up phones. I led by doing what I'm about to ask my people to do… You cannot come in boasting titles, positions or anything else like that.” This hands-on leadership builds trust and ensures that employees feel valued and motivated.
Reflecting on this strategy, it's evident that employees are more likely to be loyal and driven when their leaders show a genuine investment in their development and success. The emotional deposits that managers make by supporting and working alongside their teams create a robust foundation for an engaged and high-performing workforce. As Davila concluded, tapping into the “purpose gene” helps navigate through challenges and fosters a resilient team ready to face any market conditions.
Comprehensive Training: The Cornerstone of Sales Effectiveness Both Bradley and Davila emphasize that continuous, comprehensive training is crucial for sales teams to excel, especially in a post-pandemic market where traditional sales tactics are obsolete. Training should extend beyond basic product knowledge to encompass relationship-building skills, effective communication, and a thorough understanding of the sales process.
Bradley poignantly states, “You need to have a personality… be able to engage with another human being, be able to establish common ground, be able to humanize themselves.” This focus on rapport-building is a critical first step in the sales process that many salespeople overlook. Enhancing social skills ensures that sales professionals can connect with customers on a deeper level, fostering trust and making the sales experience more pleasant and effective.
Communication skills also play a pivotal role. Bradley challenges dealerships to practice and refine their speech, much like a musician practices an instrument. “Where are you practicing neuro-linguistics? Where are you practicing the science of communication?” he asks, urging a more disciplined and structured approach to developing these skills.
Moreover, understanding complex financial scenarios and vehicle functionalities becomes increasingly crucial as customers return post-pandemic, often faced with negative equity and financial insecurities. Davila highlights the need for empathy and problem-solving: “Hey, Sean, I apologize, man. Here's what I'm going to do. I'm going to come up with a solution.” This solution-oriented approach reassures customers and builds long-term loyalty.
Recapping Insights and Future Implications The automotive industry stands at a crossroads, with AI integration, transformative leadership, and comprehensive training emerging as pivotal elements for success.
Utilizing AI alleviates HR constraints, dramatically improves customer engagement, and ensures consistent follow-up, vital for sustaining sales momentum. As dealerships face increasing lead volumes and customer inquiries, AI becomes indispensable.
Purpose-driven leadership focuses on building a strong team culture, where employees are motivated by a sense of purpose and are willing to go the extra mile. Leaders like Roy Davila demonstrate that earning trust through action and embedding a deeper sense of purpose can significantly enhance team performance and loyalty.
Comprehensive training is essential to equip sales teams with the tools they need to succeed in today’s market conditions. From building relationships to mastering communication, training ensures that salespeople can navigate complex interactions and deliver exceptional customer experiences.
In embracing these strategies, dealerships can navigate the evolving automotive landscape, ensuring sustainable growth and success. By focusing on innovative technologies, empathetic leadership, and in-depth training, the path forward becomes clear—one that prioritizes both employee development and customer satisfaction.
In this latest Millionaire Car Salesman podcast episode, hosts LA Williams and Tianna ‘T Got Your Keys’ Mick sit down with Tracy Myers, Dealer Principal of Frank Myers Auto Maxx, and pioneering figure in the automotive industry, to uncover his transformative journey and invaluable insights! Tracy shares his unexpected path from a reluctant car dealer's son to a respected industry leader, offering lessons learned along the way! This episode is packed with practical advice for salespeople, managers, and leaders, emphasizing continuous learning, effective networking, and building meaningful relationships to drive success.
Starting with the importance of networking and continuous learning, Tracy underscores how relationships and educational events shape successful careers. Plus, don't miss the chance to take your dealership to the next level by attending the Unfair Advantage Automotive Mastermind Group on August 1st in Myrtle Beach, SC for FREE! Register now and use promo code SYNERGY to unlock this exclusive offer. Learn from the best and gain actionable tips to enhance your dealership's performance!
👇REGISTER: https://www.eventbrite.com/e/unfair-advantage-automotive-mastermind-group-the-ciada-convention-expo-tickets-789831195367
Promo Code: SYNERGY
Key Takeaways
- Networking and Relationships: Building a robust network is crucial as your network is your net worth.
- Continuous Learning: Always be a student. Attend educational events and read voraciously to stay ahead.
- Positive and Structured Training: Daily training on follow-up, sales processes, and positive affirmations can significantly impact sales team performance.
- Empathy in Leadership: Understanding your team’s personal and professional struggles fosters a positive and productive work environment.
- Trust and Delegation: Trusting trained and capable employees allows leaders to step back and ensures business continuity.
Resources:
Podium: Discover how Podium's innovative AI technology can unlock unparalleled efficiency and drive your dealership’s sales to new heights. Visit www.podium.com/industry/automotive-oem/ to learn more!
Dealer Synergy & Bradley On Demand: The automotive industry’s #1 training, tracking, testing, and certification platform and consulting & accountability firm.
The Millionaire Car Salesman Facebook Group: Join the #1 Mastermind Group in the Automotive Industry! With over 28,000 members, gain access to successful automotive mentors & managers, the best industry practices, & collaborate with automotive professionals from around the WORLD! Join The Millionaire Car Salesman Facebook Group today!
Win the Game of Googleopoly: Unlocking the secret strategy of search engines.
The Millionaire Car Salesman Podcast is Proudly Sponsored By:
Podium: Elevating Dealership Excellence with Intelligent Customer Engagement Solutions. Unlock unparalleled efficiency and drive sales with Podium's innovative AI technology, featured proudly on the Millionaire Car Salesman Podcast.
Dealer Synergy: The #1 Automotive Sales Training, Consulting, and Accountability Firm in the industry! With over two decades of experience in building Internet Departments and BDCs, we have developed the most effective automotive Internet Sales, BDC, and CRM solutions. Our expertise in creating phone scripts, rebuttals, CRM action plans, strategies, and templates ensures that your dealership's tools and personnel reach their full potential.
Bradley On Demand: The automotive sales industry’s top Interactive Training, Tracking, Testing, and Certification Platform. Featuring LIVE Classes and over 9,000 training modules, our platform equips your dealership with everything needed to sell more cars, more often, and more profitably!
The Power of Networking in the Automotive Industry In the realm of automotive sales, one maxim holds true: “Your network is your net worth.” This simple yet profound statement encapsulates the importance of building and maintaining strong relationships within the industry. Tracy Myers, a pioneer in the automotive field, emphasizes this point fervently during his discussion with LA Williams and Tianna Mick.
“The more people you know that are in influential positions of power, money, knowledge, that’s the more successful you will be,” Myers asserts.
Myers recounts how traditional face-to-face interactions, such as attending Chamber of Commerce meetings or Better Business Bureau gatherings, have significantly contributed to his success. These interactions are not solely about expanding one’s circle but about deepening relationships, understanding consumer needs, and ultimately enhancing business reach.
In an era dominated by technology, it’s easy to rely solely on digital connections. However, Myers advises against this:
“The circle, now, if they’re not careful, it’s just on their phone. Once again, that’s a good extension of your network, but it shouldn’t be your network.”
Balancing digital connections with in-person interactions creates a robust network that is more likely to yield positive business outcomes. For instance, meeting potential clients or business partners at car shows or community events and then connecting with them online helps sustain and grow those relationships.
The Significance of Continuous Learning and Training Another pillar of success that Myers stresses is the importance of continuous learning and regular training.
“We do train. I’m a firm believer in training. We train our leadership team daily,” Myers notes, emphasizing the structured training regimen his dealership adopts.
Training in Myers’ dealership is comprehensive and diversified to cover various aspects of the business. For example, Mondays and Thursdays are dedicated to follow-up strategies, ensuring all team members understand the importance of maintaining relationships with clients. Tuesdays focus on the sales process, where the team learns and internalizes the dealership’s unique sales methodology.
Moreover, Wednesdays offer a more introspective approach, often serving as therapy sessions where team members discuss their ‘why’—an exploration of their motivation and purpose. This holistic approach resonates with the idea that effective training goes beyond mere technical skills, encompassing personal development and emotional intelligence as well.
Fridays are reserved for celebrating successes, however small, reinforcing a positive mindset among employees.
“We cheer them on. So there are very specific things that we train on… It’s important to build their library and build them up,” Myers explains.
This continuous education model not only enhances the skills of individual team members but also aligns everyone with the dealership’s broader goals and values.
Effective Leadership and Empathy in Management Leadership in the automotive industry extends beyond authoritative management. Effective leaders, as Myers suggests, are empathetic and willing to foster a nurturing environment. He shares a personal story highlighting a mistake he made in handling an employee situation, which turned into a teaching moment.
“I handled something entirely wrong. I lost my temper… I knew that wasn’t me,” Myers recounts, emphasizing the importance of recognizing one’s faults and making amends.
This approach underscores a critical leadership trait: empathy. Understanding the struggles and challenges of employees and addressing them with compassion can significantly impact team morale and productivity. Managers should create safe spaces where open communication is encouraged, and team members feel valued.
Additionally, Myers highlights the importance of delegation and trust in effective leadership:
“If I’ve got to micromanage you, then you’re not the guy for the job,” Myers states, quoting wisdom from his father.
Delegating responsibilities to capable individuals allows for personal and professional growth within the team. It also fosters a culture of accountability and trust, essential elements for a thriving workplace.
By focusing on these leadership principles, Myers has maintained a successful, low-turnover dealership, where employees feel empowered and appreciated.
Broader Implications and Continuous Improvement In the larger context, these insights from Tracy Myers offer valuable lessons applicable beyond the automotive industry. Networking, continuous learning, and empathetic leadership are universal concepts that can drive success in various business domains.
Networking remains a cornerstone of professional growth. Whether you’re in automotive sales or another industry, expanding and nurturing your network can open doors to new opportunities and partnerships. Continuous learning ensures that both individuals and organizations stay relevant and competitive in an ever-evolving market. It’s essential to create a culture where learning is prioritized and celebrated.
Leadership, anchored in empathy and trust, fosters a positive work environment where employees feel motivated and connected. Such leadership not only improves retention rates but also cultivates a culture of excellence and innovation.
Final Thoughts Tracy Myers’ approach to the automotive business provides a roadmap for success rooted in timeless principles. Building and leveraging a strong network, committing to continuous learning, and leading with empathy are not just strategies but mindsets that can transform businesses. As you navigate your professional journey, remember to cultivate meaningful relationships, never stop learning, and lead others with compassion and trust. This holistic approach will not only propel your career forward but also create a legacy of positive impact within your industry.
In this exciting and insightful episode of the Millionaire Car Salesman Podcast, hosts LA Williams and Tianna Mick, aka T 'Got Your Keys,' delve into the significance of accountability in automotive sales management! They kick off with a compelling discussion on the power of prompt responses to potential buyers and how it can boost sales outcomes. They highlight Podium's AI BDC tool as a game-changer for achieving rapid response times, setting the stage for a broader conversation on effective sales strategies and management techniques!
LA and Tianna also navigate listener questions, focusing on the theme of accountability versus micromanagement! They explore the differences between these approaches and their substantial impact on dealership dynamics. Don't miss this episode filled with valuable insights for automotive professionals looking to enhance their dealership's success!
Key Takeaways
- Accountability vs. Micromanagement: Understanding the fine line between holding your team accountable and micromanaging their every move.
- Creating Safe Environments: The importance of fostering a safe space for feedback to promote accountability without making team members feel scrutinized.
- Emotional Intelligence: The critical role of emotional intelligence in leadership and its impact on team dynamics and performance.
- Metrics and Systems: Utilizing data and systems to ensure accountability and streamline tasks without overwhelming the team.
- Future of Management: Insights into how the future of management will evolve with an emphasis on emotional intelligence and effective accountability practices.
Resources:
Podium: Discover how Podium's innovative AI technology can unlock unparalleled efficiency and drive your dealership’s sales to new heights. Visit www.podium.com/industry/automotive-oem/ to learn more!
Dealer Synergy & Bradley On Demand: The automotive industry’s #1 training, tracking, testing, and certification platform and consulting & accountability firm.
The Millionaire Car Salesman Facebook Group: Join the #1 Mastermind Group in the Automotive Industry! With over 28,000 members, gain access to successful automotive mentors & managers, the best industry practices, & collaborate with automotive professionals from around the WORLD! Join The Millionaire Car Salesman Facebook Group today!
Win the Game of Googleopoly: Unlocking the secret strategy of search engines.
The Millionaire Car Salesman Podcast is Proudly Sponsored By:
Podium: Elevating Dealership Excellence with Intelligent Customer Engagement Solutions. Unlock unparalleled efficiency and drive sales with Podium's innovative AI technology, featured proudly on the Millionaire Car Salesman Podcast.
Dealer Synergy: The #1 Automotive Sales Training, Consulting, and Accountability Firm in the industry! With over two decades of experience in building Internet Departments and BDCs, we have developed the most effective automotive Internet Sales, BDC, and CRM solutions. Our expertise in creating phone scripts, rebuttals, CRM action plans, strategies, and templates ensures that your dealership's tools and personnel reach their full potential.
Bradley On Demand: The automotive sales industry’s top Interactive Training, Tracking, Testing, and Certification Platform. Featuring LIVE Classes and over 9,000 training modules, our platform equips your dealership with everything needed to sell more cars, more often, and more profitably!
The Power of Accountability in Automotive Sales Management Key Takeaways * Accountability is distinct from micromanagement. It's about enabling self-responsibility rather than imposing control. * Emotional intelligence (EI) is crucial for leadership, ensuring that leaders can adapt their management style to suit different team members. * Shared responsibility among team members fosters a cohesive, highly functional work environment, easing the burden on leadership.
The Line Between Accountability and Micromanagement In the automotive sales world, one critical topic often overlooked is the nuanced difference between accountability and micromanagement. It’s essential for sales managers to understand these concepts clearly to create a productive environment where their sales teams can thrive. As LA Williams points out, “Winners love accountability but hate micromanagement.” This sentiment echoes through dealerships nationwide, emphasizing the need to hold team members accountable without stifling their autonomy.
Defining and Distinguishing Concepts Micromanagement involves a manager incessantly overseeing every minor task, creating a restrictive environment. Williams explains, "If you got to keep checking on me every 15 minutes to see if I did something that you knew was going to take 4 hours in the first place, well, then that's micromanaging.” This approach often leads to frustration and a lack of motivation among team members.
On the other hand, accountability fosters self-responsibility. It allows for occasional check-ins while trusting team members to deliver results. This means framing expectations clearly and enabling employees to self-assess their progress. For instance, instead of repeatedly asking if a task is complete, a manager might say, “When you spoke to Shawn, what did he say about such and such?” This approach compels the salesperson to reflect on their own commitment and performance.
Implications for Sales Teams The shift from micromanaging to fostering accountability involves creating an organizational culture where expectations are transparent and aligned with the dealership’s goals. This nurtures a work environment where team members feel valued and empowered rather than scrutinized. Trusting them to complete tasks encourages ownership of their responsibilities, ultimately resulting in higher productivity and job satisfaction.
"Make July your New New Year's," suggests Williams, encouraging teams to treat mid-year benchmarks with the same vigor as new year's resolutions. This mindset shift can drive performance and foster a proactive approach to achieving sales targets.
Emotional Intelligence: The Cornerstone of Effective Leadership Emotional Intelligence (EI) is more than a buzzword; it's a fundamental asset for any effective leader, especially in high-pressure sales environments. Leaders equipped with high EI can navigate team dynamics adeptly, ensuring that accountability measures are both fair and motivating.
Tailoring Your Approach A key aspect of EI in leadership is understanding that different team members may require different management styles. Williams illustrates this by explaining, “I have to coach people differently because some people can take certain stuff and some people can't…It makes the manager weak who can't not yell when it’s time to not yell.” Recognizing individual needs and adjusting responses accordingly ensures that each team member receives the support and guidance they need to succeed.
Managing Emotions in Management The ability to manage one's emotions and choose the right emotional response for any situation is a mark of a strong leader. Winners choose which emotion to use to get the desired result, rather than allowing emotions to control them. For example, Williams recounts how he might get quiet and start making phone calls during a time of distraction, prompting his team to follow suit without him having to say a word.
Jonathan Dawson’s technique is another excellent example: "When you did that thing, how did you want me to feel when you did that?" This kind of question encourages self-reflection and accountability, fostering an environment where team members are encouraged to think about the impact of their actions.
Real-World Impacts Integrating EI in management transforms dealership culture. As Tiana Mick notes, “If you realize that, okay, hey, yelling at this so-and-so employee might not get me the result that I want… You need to learn how to manage your different people, different relationships.” A leader who exhibits high EI can mitigate conflict, inspire performance, and build a cohesive team that works together seamlessly.
Building a Culture of Shared Responsibility One of the most profound advantages of fostering a culture of accountability is the resultant shared responsibility among team members. When accountability becomes the norm, it not only eases the burden on leadership but also empowers the team to self-regulate and support each other.
Empowering the Team When accountability is ingrained in team culture, leaders no longer need to manage every detail. As Williams explains, "When accountability is the norm, quote, unquote, sidelines don't mind holding people accountable.” This peer-driven accountability creates an environment where everyone is invested in each other’s success.
This approach is evident in real-world practices at leading dealerships. Williams recounts, "It's real easy around here…Every person will hold every other person accountable and they won't be shy about it.”
Practical Steps to Foster Accountability Implementing structured systems, like checklists or CRM tools, can significantly bolster accountability without being overbearing. Mick highlights the efficiency of these systems, stating, “If you, as a team member, took your responsibility, had your sheets and your numbers and your sheet and your system, then your manager just has to log in, go to your name, and see where you're at.”
By using metrics and systems, managers can provide clear, objective performance data that team members can reference and act upon independently. This method eliminates the need for constant oversight and fosters an environment where team members take responsibility for their progress.
Future Trends in Management As the future of automotive sales management evolves, the emphasis on emotional intelligence and shared responsibility is likely to grow. Leaders who are emotionally intelligent and create a supportive yet accountable environment will be best positioned to succeed. They will be able to attract and retain top talent, reduce turnover, and foster a productive, enthusiastic team culture.
Understanding the difference between accountability and micromanagement, honing emotional intelligence, and fostering a culture of shared responsibility are not just abstract concepts; they are actionable strategies that can transform a dealership's dynamic. Leaders who invest in these strategies will not only see a marked improvement in team performance but also create a more satisfying work environment for their employees. This holistic approach to management is the future of successful automotive sales leadership.
Welcome to another exhilarating episode of the Millionaire Car Salesman Podcast featuring LA Williams and Sean V. Bradley as they navigate through the tumultuous yet exciting automotive industry landscape. This dynamic duo dives deep into recent issues, providing insights on how to master adverse situations and leverage innovative solutions like artificial intelligence and international staffing to safeguard and enhance dealership operations.
In this episode, Sean and LA discuss the extensive impact of the CDK cyber attack that affected around 15,000 dealerships, leading to an estimated 100,000 fewer cars sold in June 2024 alone. They break down how dealerships can better prepare for such crises by focusing on essential backup plans, seamless lead routing, and the power of artificial intelligence. The duo elaborates on how some dealers turned to manual systems and collaborative strategies to stay operational during the outage. Additionally, they spotlight the importance of HR strategies and how international staffing can be a game-changer for your dealership.
Tune in to gain valuable insights and practical advice that can transform your dealership's approach to crisis management and operational efficiency. Don't miss this opportunity to learn from the best in the industry!
Key Takeaways
- Importance of preparedness in dealing with unexpected crises like cyber attacks.
- Strategies for handling automotive industry disruptions, such as lead rerouting and manual backups.
- Leveraging artificial intelligence to maintain operations and enhance customer interactions.
- Utilizing international staffing solutions to fill HR gaps and improve overall dealership performance.
- Upcoming Dealer Synergy events and initiatives aimed at transforming the automotive industry.
Resources:
Podium: Elevating Dealership Excellence with Intelligent Customer Engagement Solutions. Unlock unparalleled efficiency and drive sales with Podium's innovative AI technology, featured proudly on the Millionaire Car Salesman Podcast.
Dealer Synergy & Bradley On Demand: The automotive industry’s #1 training, tracking, testing, and certification platform and consulting & accountability firm.
The Millionaire Car Salesman Facebook Group: Join the #1 Mastermind Group in the Automotive Industry! With over 28,000 members, gain access to successful automotive mentors & managers, the best industry practices, & collaborate with automotive professionals from around the WORLD! Join The Millionaire Car Salesman Facebook Group today!
Win the Game of Googleopoly: Unlocking the secret strategy of search engines.
The Millionaire Car Salesman Podcast is Proudly Sponsored By:
Podium: Elevating Dealership Excellence with Intelligent Customer Engagement Solutions. Unlock unparalleled efficiency and drive sales with Podium's innovative AI technology, featured proudly on the Millionaire Car Salesman Podcast.
Dealer Synergy: The #1 Automotive Sales Training, Consulting, and Accountability Firm in the industry! With over two decades of experience in building Internet Departments and BDCs, we have developed the most effective automotive Internet Sales, BDC, and CRM solutions. Our expertise in creating phone scripts, rebuttals, CRM action plans, strategies, and templates ensures that your dealership's tools and personnel reach their full potential.
Bradley On Demand: The automotive sales industry’s top Interactive Training, Tracking, Testing, and Certification Platform. Featuring LIVE Classes and over 9,000 training modules, our platform equips your dealership with everything needed to sell more cars, more often, and more profitably!
Navigating Cyber Attacks and Embracing AI in Automotive Dealerships: Insights and Innovations Key Takeaways * Proactive crisis management: Emphasize preparation and rapid response to potential cyber threats to minimize business disruptions. * AI and international employees: Leveraging AI and international talent can enhance operational efficiency and service quality. * Continuous innovation: Staying ahead of technological advancements and evolving business practices to ensure long-term success.
Proactive Crisis Management Amid Cyber Threats Recent events in the automotive industry underscore the vital importance of preparing for and managing crises. Sean V. Bradley and LA Williams of Dealer Synergy delve into the ramifications of the recent CDK cyber attack that impacted 15,000 dealerships, revealing essential strategies for resilience and recovery.
Redirecting Communication Channels One immediate response to the cyber outage was rerouting leads to different email addresses to maintain communication with potential buyers. Bradley emphasizes the necessity of such measures to mitigate the effects of system failures:
"First of all, there was a major outage, so our systems were down throughout the country. But keeping the public informed and maintaining communication was key."
Such proactive measures ensure that businesses remain functional during crises, even if they cannot rely on standard operational procedures.
Utilizing Paper Forms Another adaptive strategy during the CDK outage was reverting to paper forms. Many modern dealerships, accustomed to digital processes, were unprepared for a scenario where they needed to operate without digital systems.
"Some dealerships didn't even have paper buyer's orders," Bradley notes, highlighting a critical oversight that can be easily rectified through preparedness.
Ensuring that essential documents, like buyer’s orders and trade appraisals, are available in physical form can serve as a contingency, providing a fallback when digital systems are inaccessible.
Leveraging AI and International Talent In an industry increasingly shaped by technological innovations, the integration of AI and international employees is emerging as a transformative strategy. Bradley and Williams explore how these tools can address labor shortages and enhance dealership operations.
Artificial Intelligence in Crisis Management Artificial intelligence (AI) played a crucial role during the CDK outage. By redirecting leads to AI-powered platforms like Podium, dealerships were able to maintain customer engagement despite significant disruptions.
"Dealers rerouted all their leads to their podium AI platform, allowing them to intelligently organize follow-up communications and keep track of customer interactions," explains Bradley.
With AI handling communication, dealerships can ensure consistent customer service and engagement, even when internal systems are compromised. This approach not only addresses current issues but also sets a precedent for handling future crises more effectively.
International Employees (W8 Ben Employees) Bradley introduces the concept of W8 Ben international employees, particularly from countries like the Philippines, as a solution to the automotive industry's labor challenges. These employees, functioning as general contractors, provide a myriad of operational benefits without the overhead costs associated with traditional employment.
"They work on a Zoom call all day, using Voice over IP phone systems to take consumer calls and manage CRM systems just like they were sitting in the dealership's office,” Bradley explains.
The integration of international employees helps dealerships manage high operational volumes without the added financial burden of domestic employment laws and costs, allowing for a streamlined and efficient workflow.
Continuous Innovation for Long-Term Success Innovation remains a cornerstone of success in the automotive industry. Bradley and Williams emphasize the importance of staying ahead of technological trends and evolving business practices to ensure long-term growth and resilience.
In-House Call Centers A novel approach is the development of in-house managed call centers, such as a potential expansion into Belize for Dealer Synergy.
"Imagine creating a team that we can train with our regimens, CRM processes, and artificial intelligence, leveraging the best practices we’ve built over years in the industry," muses Bradley.
By establishing call centers in regions with favorable labor conditions and time zones, dealerships can maintain high service standards while managing costs effectively.
Expanding Industry Engagement Dealer Synergy's ongoing involvement in high-profile events and collaborations, such as speaking at NADA 20 groups and expanding contracts with OEMs like Toyota, reflects a commitment to industry leadership and continuous improvement.
"We are collaborating with NADA's 20 groups and expanding our relationships with Toyota OEM, among other initiatives," Bradley shares, demonstrating a proactive approach to fostering industry partnerships and driving innovation.
These engagements not only enhance industry knowledge but also ensure that dealerships remain at the forefront of best practices and technological advancements.
Navigating cyber threats and embracing technological advancements are imperative for automotive dealerships aiming for long-term success. By implementing proactive crisis management strategies, leveraging AI and international employees, and continuously innovating, dealerships can resiliently navigate disruptions and capitalize on emerging opportunities. The insights from Bradley and Williams highlight the necessity of preparedness and adaptability in an ever-evolving industry landscape.
In this engaging episode of the Millionaire Car Salesman podcast, host Sean V. Bradley converses with Angel Gross, part-owner of 144 Motors—an independent dealership in Goldsboro, North Carolina. With aspirations to significantly increase sales, Angel seeks Sean's expert advice on strategies to enhance traffic and conversion rates at her dealership!
Tune in to hear Sean's insights on effective tactics for boosting dealership performance, including innovative approaches to marketing, inventory management, and building a strong referral network. This episode is packed with valuable takeaways for anyone in the automotive industry looking to drive more traffic and increase sales! Don't miss out on these expert tips that can transform your dealership's success!
Key Takeaways
- Optimize Your Website: Ensure that your dealership’s website is SEO-friendly and drives traffic directly to your Vehicle Display Pages (VDPs). Consider using a professional service specializing in automotive websites.
- Leads and Advertising: Consider online classifieds and third-party lead providers like AutoTrader, cars.com, and TrueCar, but be mindful of costs and the need for high-quality leads.
- Inventory Acquisition Strategy: Develop relationships with local businesses such as motorcycle dealerships, RV dealerships, and more, to acquire vehicles through trade-ins rather than just auctions.
- Referral Programs: Enhance your referral program to make it more enticing. Consider increasing payout amounts temporarily to stimulate immediate sales growth.
- Leveraging Social Media: Utilize platforms like Facebook Marketplace for free advertising and consider paid social media ads for more targeted reach and lead generation.
About Angel Gross
Angel Gross is the part-owner of 144 Motors, an independent automobile dealership located in Goldsboro, North Carolina. Angel manages various operational aspects of the dealership, including inventory management and sales strategies. With a strong determination to boost sales and enhance business performance, Angel seeks innovative approaches to attract more customers and drive growth within a highly competitive market.
Resources
Dealer Synergy & Bradley On Demand: The automotive industry’s #1 training, tracking, testing, and certification platform and consulting & accountability firm.
The Millionaire Car Salesman Facebook Group: Join the #1 Mastermind Group in the Automotive Industry! With over 28,000 members, gain access to successful automotive mentors & managers, the best industry practices, & collaborate with automotive professionals from around the WORLD! Join The Millionaire Car Salesman Facebook Group today!
Win the Game of Googleopoly: Unlocking the secret strategy of search engines.
The Millionaire Car Salesman Podcast is Proudly Sponsored By:
Dealer Synergy: The #1 Automotive Sales Training, Consulting, and Accountability Firm in the industry! With over two decades of experience in building Internet Departments and BDCs, we have developed the most effective automotive Internet Sales, BDC, and CRM solutions. Our expertise in creating phone scripts, rebuttals, CRM action plans, strategies, and templates ensures that your dealership's tools and personnel reach their full potential.
Bradley On Demand: The automotive sales industry’s top Interactive Training, Tracking, Testing, and Certification Platform. Featuring LIVE Classes and over 9,000 training modules, our platform equips your dealership with everything needed to sell more cars, more often, and more profitably!
Proven Strategies to Boost Sales in Independent Dealerships: Insights from Sean V. Bradley and Angel Gross Key Takeaways
- Diversify lead generation and acquisition strategies to combat slow traffic and sales.
- Leverage organic SEO and strategic partnerships to enhance visibility and customer flow.
- Invest in a robust referral network to generate consistent, high-quality leads.
The Power of Diversification in Lead Generation Independent dealerships often face the challenge of attracting sufficient traffic and generating leads. For Angel Gross and her dealership, 144 Motors in Goldsboro, North Carolina, this is a pressing issue. With a goal of increasing their monthly sales from 8-10 units to 20, diversification in lead generation strategies becomes essential. Sean V. Bradley, president of Dealer Synergy, emphasizes the need for multiple avenues to generate business opportunities.
"You need leads that, like, as someone your size, you need opportunities to do business," Bradley asserts. He highlights a comprehensive approach, suggesting online classifieds like Autotrader, Cars.com, CarGurus, Kelley Blue Book, and Edmunds. These platforms offer inventory-based opportunities by syndicating your listings, exploiting the SEO potential through Vehicle Display Pages (VDPs), and driving traffic directly to your dealership’s website.
However, Bradley also warns of the high costs associated with these services, which may not be cost-effective for smaller dealerships. For instance, Autotrader could charge up to $10,000 a month for their 'bells and whistles,' an investment that may be unrealistic for independent dealerships with limited budgets. Therefore, evaluating each service’s cost-benefit ratio is crucial.
The Strategic Use of Organic SEO and Partnerships In the digital age, having a robust online presence goes beyond just having a website. For 144 Motors, Bradley suggests focusing on making their digital footprint more effective through organic SEO and strategic content creation. He advises against over-reliance on paid Google Ads, which are not cost-effective given their low click-through rates.
Bradley emphasizes, "You should have a website that is designed the right way for your small business… focused on organic search engine optimization." This involves optimizing content on the dealership’s website, such as creating dedicated pages for special financing and bad credit solutions. These pages can significantly improve organic search rankings, making it easier for potential customers to find the dealership.
Moreover, Bradley champions leveraging strategic partnerships with local businesses to enhance visibility and generate leads. Establishing relationships with motorcycle dealerships, RV dealerships, and power sports dealerships can create a mutually beneficial arrangement where both parties profit from referrals and trade-ins. For instance, dealerships might receive vehicles that motorcycle dealers do not want to keep, thus broadening their inventory without the high costs associated with auctions and transportation.
Bradley states, "The auction is the worst thing for you guys." He explains that buying cars directly from local businesses or the public provides a more cost-effective and sustainable solution. By focusing on relationships and building a localized network, dealerships can secure better inventory while reducing operational costs.
Building a Robust Referral Network Referral networks can be a game-changer for independent dealerships, creating a sustainable flow of high-quality leads. Bradley passionately believes in investing in a robust referral program that motivates individuals to bring potential buyers.
"You have got to develop a referral network… I don't know if I'm going to break my neck for $200. But you're telling me I can make $700 by giving these people two deals?" Bradley's insight underscores the need for substantial financial incentives to compel potential referrers to actively participate in the program.
To illustrate, Bradley suggests targeting individuals with significant social reach, such as bartenders, tattoo artists, waiters, and other local business employees who interact with numerous people daily. These individuals can act as ‘informants’ who bridge the gap between the dealership and potential buyers. By offering higher referral fees, even on a temporary basis, dealerships can stimulate interest and increase the volume of qualified leads.
Through diversification in lead generation, strategic SEO use, local partnerships, and a robust referral network, independent dealerships like 144 Motors can navigate slow sales periods and reach their sales goals. By integrating these approaches, the potential for sustainable growth and market presence becomes more attainable, ensuring the dealership's long-term success. Engaging in continuous assessment and adaptation of these strategies will keep the dealership ahead in a competitive market, driving consistent customer traffic and sales.
In this latest episode of the Millionaire Car Salesman Podcast, host Sean V. Bradley sits down with Bob Lanham, the Senior Vice President of Manufacturer Relations at CarNow, to explore the transformative impact of digital retailing in the automotive industry. Bob reveals how we are witnessing the second-largest digital shift since the advent of the internet, emphasizing the critical need for dealerships to seamlessly connect their digital and physical showrooms to meet the rapidly changing consumer expectations!
Sean and Bob passionately argue why embracing digital tools is essential for enhancing customer engagement and satisfaction. The conversation is packed with actionable strategies and real-life success stories from top-performing dealerships! Bob provides valuable insights on the power of data—how understanding and using it correctly can vastly improve customer experiences and boost dealer profitability.
The episode also features Cody Carter, who shares his firsthand experiences and remarkable success stories! He demonstrates the tangible benefits of integrating digital retailing into daily sales operations. Additionally, the discussion highlights the importance of training and process adaptation to fully leverage digital retail tools!
Don't miss out on this insightful episode that equips automotive professionals with the knowledge and inspiration to thrive in today's digital-driven market!
Key Takeaways
- Embrace Digital Transformation: Understanding the connection between online engagement and physical showroom visits is crucial for modern dealerships.
- Enhance Customer Experience: Investing in digital retail tools can significantly boost customer satisfaction and streamline the buying process.
- Utilize Data Wisely: Properly analyzing and acting on data can increase lead quality and improve closing rates.
- Learn from Industry Leaders: Examples from top dealerships and industry experts like Cody Carter illustrate the practical benefits of digital retailing.
- Continuous Training and Adaptation: Regular training and willingness to adapt processes are key to successfully implementing digital retail strategies.
About Bob Lanham
Former Meta executive, Bob Lanham, has joined CarNow as their Senior Vice President of Manufacturer Relations. Bringing more than two decades of technology and leadership experience, Lanham is responsible for supporting sales, product development and marketing operations.
“Throughout my career I’ve partnered with many dealer platforms, and CarNow consistently topped the list of innovators,” said Lanham. “CarNow’s team has developed the platform with dealer experience and execution top of mind, which makes it a standout system that directly drives sales and service revenue. I’m so excited to join the team at this very promising juncture.”
Lanham is an experienced technology professional who has served in key marketing and sales roles at leading brands such as Microsoft, Yahoo, Hulu, Shazam and Meta. He will play a critical role in ensuring CarNow’s enablement of the success of its customers and partners by expanding its collaboration with its more than 25 OEM partners.
“Bob is a truly respected and accomplished leader who has spent his career at the forefront of innovation in technology,” said Andy Park, CEO of CarNow. “I’m thrilled to welcome him to our leadership team where his experience and strategic vision will be pivotal in shaping the next chapter of growth for CarNow and our customers.”
As the Head of Automotive Retail at Meta, Lanham developed the company’s automotive retail narrative and strategy, writing its first-ever “Automotive Playbook for Dealers” that is used daily by automotive professionals around the world. Lanham has spoken at more than 500 industry, OEM and dealer events globally. He began his career selling automobiles, working in the F&I office, and serving as an internet manager at Toyota of Sarasota. Lanham earned a Bachelor of Science from Elon University.
Resources
Dealer Synergy & Bradley On Demand: The automotive industry’s #1 training, tracking, testing, and certification platform and consulting & accountability firm.
The Millionaire Car Salesman Facebook Group: Join the #1 Mastermind Group in the Automotive Industry! With over 28,000 members, gain access to successful automotive mentors & managers, the best industry practices, & collaborate with automotive professionals from around the WORLD! Join The Millionaire Car Salesman Facebook Group today!
Win the Game of Googleopoly: Unlocking the secret strategy of search engines.
The Millionaire Car Salesman Podcast is Proudly Sponsored By:
Dealer Synergy: The #1 Automotive Sales Training, Consulting, and Accountability Firm in the Automotive Industry! We have been building Internet Departments and BDCs for over two decades! It is this experience that has allowed us to develop the absolute best automotive Internet Sales, BDC, and CRM solutions for car dealerships. We have created the most effective training programs and processes. Phone scripts and rebuttals are our specialties, while CRM action plans, strategies, and templates are our expertise! Dealer Synergy will take both your tools and your people to the next level.
Bradley On Demand: Automotive Sales Industry’s #1 Interactive Training, Tracking, Testing and Certification Platform. With over 7,500 training modules, our platform has everything you and your dealership need to sell more cars, more often and more profitably!
The Digital Showroom Revolution: Connecting Online and Offline Experiences As Bob Lanham eloquently states, "We are entering what I think is the second biggest digital transformation since the introduction of the Internet." The modernization of digital retailing tools is not just about convenience; it’s about transforming the entire car buying and selling process. In the automotive industry, the distinction between digital and physical showrooms is fading, necessitating an omnichannel approach to meet consumer expectations.
"71% of consumers say that they'd likely complete their next vehicle purchase using an omnichannel approach," Lanham notes, highlighting the importance of integrating online research with in-store experiences seamlessly. This adaptation is crucial, especially when only 8% of consumers prefer to shop entirely in person. Lanham reinforces that dealers need to accommodate every customer type—whether completely digital or totally traditional—to succeed in today's competitive market.
Being adaptable is no longer optional; it is a critical component of providing an exceptional customer experience. Dealers adopting digital tools have seen substantial increases in purchase satisfaction, breaking a three to four-year plateau.
Leveraging Data for Superior Customer Experience Understanding and Utilizing Digital Retailing Behavior In the realm of digital retail, understanding consumer behavior through data analysis is critical. As Lanham observes, "Consumers are simply trying to figure out what they can or can't afford against a vehicle on your lot." To capitalize on this behavior, dealerships must provide a transparent, frictionless online experience that aligns closely with the in-store process.
Lanham emphasizes, "Most digital retailing solutions still to this day are not set up to sell cars solely online. Many states still require that wet ink, so they have to come in anyway." This reality stresses the importance of not viewing digital retailing tools as mere lead generators but as comprehensive facilitators of the buying process.
He also provides valuable insight into the effectiveness of removing lead gates: "When someone cancels from car, now when we have a dealer say, hey, I no longer want to use your digital retailing solution, believe it or not, our number one competitor that we lose digital retailing to is to no digital retailing." This highlights how resistance to change can impede progress. By removing lead gates and allowing customers to proceed further into the buying process, dealerships can significantly improve lead quality and reduce friction.
The Cody Carter Phenomenon: A Case Study in digital retailing Excellence Cody Carter, the world’s top car salesman in 2023, provides a stellar example of the transformative power of digital retailing. Carter’s approach showcases how seamlessly integrating digital tools into sales processes can yield extraordinary results.
"He doesn’t sell cars like the rest of us do," says Sean V. Bradley. Carter utilizes a dedicated website, complete with a robust digital retail tool, to streamline deals before customers even step foot in the dealership.
When customers visit Cody's site, they can select their vehicle, choose financing options, and complete substantial parts of the transaction online. Carter points out, "Most digital retailing tools are roughly the same, so you'll be able to get the same type of idea at your dealership, whatever retail tool you're using." This process not only enhances customer convenience but also allows Carter to handle a remarkable volume of sales efficiently.
Carter’s strategy revolves around transparency and ease of use, empowering customers with the information and control they need to make informed decisions. "Those deals just become so easy. You just have them constantly coming through on the carousel right into your showroom," Carter explains, showcasing the power of a well-implemented digital retailing solution.
Enhancing the Showroom Experience with Digital Retailing Tools Streamlining Sales Processes for Efficiency and Customer Satisfaction Digital retailing doesn't stop at the website; its principles are equally critical within the showroom. The integration of tools like Toyota's Smartpath can revolutionize the traditional sales process by combining modern technology with the personal touch of in-store interaction.
"Digital retailing helps us either directly through your phone or through an iPad that you can carry with you in the showroom," explains Carter. By leveraging these tools, sales consultants can provide accurate and immediate information without the back-and-forth traditionally required. This not only builds trust through transparency but also enhances the overall customer experience.
The ability to track consumers' online actions and translate that into a smooth in-store experience is a game-changer. Lanham illustrates this with an example: "We have some stores that have two monitors. One monitor facing the consumer, one monitor that's for the sales representative." This dual-display system ensures that both parties are on the same page, fostering a more collaborative and transparent sales process.
Facilitating Better In-Store Engagement through Technology Using digital retail tools in the showroom aligns the technological advantages of online shopping with the personal engagement of in-store experiences. As Lanham shares, "If those that use car now, when they come into the store, if they have that barcode, that confirmation, they can take a picture of that barcode. And the second they take a picture of that barcode, it checks that consumer into the showroom experience." This seamless transition from online to offline helps maintain the momentum of the purchase journey, enhancing customer satisfaction and increasing the likelihood of closing the deal.
Furthermore, ensuring that sales representatives are well-versed with these tools is vital. Training and proper implementation can lead to a more efficient and productive dealership. Lanham advises, "Take the training seriously and test and learn. I'll give you a great example. We deal with a number of the larger groups throughout the country, and one group has designated specific sales consultants to only handle the digital retailing ups, and they have to earn it."
Embracing the potential of digital retailing is not just about installing a new tool; it’s about fundamentally transforming the car buying experience. The goal is to create a seamless connection between online research and in-store purchases to meet modern consumer expectations. By understanding and leveraging consumer behavior data, fostering transparency, and seamlessly integrating technology into the showroom experience, dealerships can significantly enhance customer satisfaction and drive higher sales volume.
The insights shared by industry leaders in this transcript showcase the undeniable benefits of adopting digital retailing tools. As Bob Lanham aptly puts it, "Digital retailing is simply taking the in-store process and bringing it online." This blend of technology and traditional sales techniques is not just the future—it’s the present, and those who adapt will thrive in this new landscape.
In this episode of the Millionaire Car Salesman Podcast, LA Williams hosts Mary Bartlett, a prominent figure in the automotive industry. With an illustrious career spanning almost two decades, Mary shares her journey from a marketing graduate to a general manager, and now a Vice President of Business Development at Montway Auto Transport. Mary offers compelling insights into the automotive sector, focusing on customer experience, leadership, and operational efficiency.
Mary’s story begins with her foray into the automotive industry through a newspaper ad, leading to a successful sales career where she emphasized the importance of customer satisfaction. She recounts her rapid rise through the ranks, attributing her success to her ability to create memorable experiences for her customers. Transitioning into the management realm, Mary highlights the significance of servant leadership and building strong relationships within her team to drive performance and satisfaction. This episode also explores Montway's innovative solutions for automotive transportation, aimed at simplifying logistics and providing consistent, transparent services to dealerships.
Key Takeaways
- Customer Experience: Mary emphasizes that creating a positive experience for customers is more crucial than merely selling cars.
- Servant Leadership: Successful management involves serving your team, leading by example, and supporting their growth and performance.
- Montway Auto Transport: Montway offers a transparent and efficient transportation portal that aids dealerships in managing logistics with ease and reliability.
- Adaptability and Learning: Continuous self-improvement through reading, asking questions, and exploring new methods is vital in the ever-evolving automotive industry.
- Effective Utilization of Resources: Leveraging tools like Montway’s Automated Portal can save time and improve operational efficiency for dealerships.
About Mary Bartlett
Mary Bartlett joined Montway Auto Transport in 2022 as the Director of Business Development, bringing with her over 20 years of extensive industry experience. Her exceptional leadership and innovative strategies quickly led to her promotion to Vice President of Business Development. In 2023, Mary’s contributions to the field were recognized with the prestigious Women in Supply Chain Award, highlighting her as a trailblazer in the industry.
Before joining Montway, Mary dedicated 12 years to CARFAX, where she revolutionized dealer processes and provided exceptional support to a region encompassing 3,800 dealerships. Her expertise and dedication significantly enhanced operational efficiency and customer satisfaction within the network. Additionally, Mary has held various pivotal roles at franchise dealerships, further solidifying her comprehensive understanding of the automotive sector.
Mary’s career is marked by her ability to drive growth, foster innovation, and lead teams to success. At Montway Auto Transport, she continues to leverage her vast experience to advance the company’s mission and set new standards in business development.
About Montway Auto Transport
Montway is one of the largest and most reputable auto transport companies in the country! Ship Your Car with the #1 Rated Auto Transport Company in the USA. $0 Up Front. Full Insurance Coverage. Customers include thousands of satisfied individuals, as well as corporate clients in the moving and relocation, dealership, auctions, and OEM industries!
Montway Auto Transport has safely shipped 1,000,000+ vehicles to all 50 states. Read their 90,000+ online reviews to hear more about Montway’s 5-star customer service!
Resources
Dealer Synergy & Bradley On Demand: The automotive industry’s #1 training, tracking, testing, and certification platform and consulting & accountability firm.
The Millionaire Car Salesman Facebook Group: Join the #1 Mastermind Group in the Automotive Industry! With over 28,000 members, gain access to successful automotive mentors & managers, the best industry practices, & collaborate with automotive professionals from around the WORLD! Join The Millionaire Car Salesman Facebook Group today!
Win the Game of Googleopoly: Unlocking the secret strategy of search engines.
The Millionaire Car Salesman Podcast is Proudly Sponsored By:
Dealer Synergy: The #1 Automotive Sales Training, Consulting, and Accountability Firm in the Automotive Industry! We have been building Internet Departments and BDCs for over two decades! It is this experience that has allowed us to develop the absolute best automotive Internet Sales, BDC, and CRM solutions for car dealerships. We have created the most effective training programs and processes. Phone scripts and rebuttals are our specialties, while CRM action plans, strategies, and templates are our expertise! Dealer Synergy will take both your tools and your people to the next level.
Bradley On Demand: Automotive Sales Industry’s #1 Interactive Training, Tracking, Testing and Certification Platform. With over 7,500 training modules, our platform has everything you and your dealership need to sell more cars, more often and more profitably!
Montway Auto Transport: Montway Auto Transport is one of the largest and most reputable auto transport companies in the United States, renowned for its exceptional customer service and reliability. With full insurance coverage and no upfront fees, Montway has safely shipped over 1,000,000 vehicles across all 50 states. Trusted by thousands of individuals and corporate clients in the moving, relocation, dealership, auction, and OEM industries, Montway boasts 90,000+ 5-star online reviews that speak to their unparalleled service and dedication.
From Car Sales to Servant Leadership: Transforming the Automotive Industry Key Takeaways * Creating a Memorable Customer Experience: Elevating sales by focusing on providing exceptional customer experiences rather than just pushing products. * Servant Leadership in Management: Demonstrating how leadership that serves its team can result in higher employee satisfaction, improved performance, and ultimately better customer outcomes. * Innovative Solutions in Car Transport: Discussing the advantages of leveraging technology for vehicle transportation, creating transparency and improving efficiency for dealerships.
Creating a Memorable Customer Experience in Automotive Sales In today's competitive world, the automotive industry demands more than just salesmanship—it requires a robust focus on delivering exceptional customer experiences. Mary Bartlett’s illustrious career trajectory in the car business underscores the critical importance of treating customers with care and respect. As Mary aptly puts it, "People don’t buy cars; they buy experiences."
Mary’s insight delves deep into the art of selling cars. She recounts her early experience where she sold a car without being a salesperson, simply by being honest and transparent. "I just told them, I'm not a salesperson…I think immediately they were like, you're not a car salesman," she recalls. This genuine approach broke down customer barriers instantly. Similarly, fostering this honesty and warmth in dealership practices can engender customer loyalty and repeat business.
Moreover, Mary emphasizes the need to adapt to modern customers who demand convenience and a seamless buying experience. "When you look at the most successful companies in the world, Amazon…they make it convenient," she notes, suggesting that the same principle applies to car dealerships. By prioritizing customer convenience and engagement, dealerships can set themselves apart in a crowded market.
Servant Leadership: A New Paradigm in Dealership Management Servant leadership stands out as a transformative force within the automotive industry. Mary Bartlett’s career ascent from a car salesperson to the Vice President of Business Development for Motley is a testament to the power of this leadership style. "I've always been a manager that serves her team," she affirms, explaining her methodology of leading by example.
This hands-on approach was epitomized during her tenure as a General Manager when she cleaned a bathroom herself to demonstrate her commitment to workplace cleanliness and her team’s morale. "I think you have to show people that you want them to win at all costs," Mary asserts. Such acts of service and humility foster a positive work environment and inspire employees to put in their best efforts.
Mary’s narrative aligns with broader trends in organizational leadership where empathy, support, and shared goals drive the team forward. By investing time in understanding and addressing the needs of their staff, managers can enhance job satisfaction and performance. "When people don't feel heard…what does that satisfaction look like?" she questions, underscoring the necessity of effective communication and active listening in leadership roles.
Innovative Solutions in Car Transport: A New Frontier The realm of vehicle transportation often lingers in the background of dealership operations, but it holds crucial importance. This is where Mary Bartlett’s current role with Montway Auto Transport becomes pivotal. She highlights the advantages of leveraging technology to streamline this process. "Dealers are some of the smartest people…but transportation is kind of in the back of their mind," she observes, introducing the Montway Automated Portal (MAP) as a game-changer.
MAP offers dealerships real-time quotes for vehicle transport, ensuring transparency and consistency. This innovative tool allows users to track vehicles from start to finish and maintain detailed records, resolving many logistical headaches. "Knowing what you're going to pay in the transport before you even bid on that car is very helpful," Mary explains, emphasizing how this knowledge aids in making profitable buying decisions.
Furthermore, Montway’s commitment to customer service is exemplified by their proactive problem-solving approach. Mary recounts a scenario where they arranged a Thanksgiving vehicle delivery to prevent potential damage to a dealership’s reputation. "It cost us some money…but it was the right thing to do," she remarks, showcasing Montway’s dedication to their dealer partners.
Amplifying Success Through Continuous Learning and Development Mary Bartlett’s impressive career path is underpinned by her relentless pursuit of self-improvement and learning. The importance of continuous education and being proactive in gaining knowledge come through strongly in her narrative. "I'm consistently reading," she states, pointing to books like "Unreasonable Hospitality" as sources of valuable insights.
The practice of dedicating time each day to activities that push one out of their comfort zone can significantly enhance leadership and personal growth. "Take 20 minutes a day doing something that makes you uncomfortable," Mary advises, underscoring the value of challenging oneself. Whether through reading industry-specific literature, engaging with educational content on platforms like LinkedIn Learning, or participating in professional conferences, the pursuit of knowledge remains a cornerstone of professional excellence.
Moreover, fostering a culture of openness and curiosity is vital. Mary’s method of asking thought-provoking questions, such as "What keeps you up at night?" helps unearth deeper insights and solutions that might not be immediately evident. This reflective approach not only nurtures personal development but also strengthens organizational strategies and operations.
Mary Bartlett’s dynamic insights present a comprehensive framework for thriving in the automotive industry. Focusing on customer experience, embracing servant leadership, utilizing innovative transportation solutions, and committing to continuous learning form the cornerstone of transformational success. As dealerships and industry professionals internalize these principles, they pave the way for a prosperous and resilient future in automotive sales and management.
In this insightful episode of "Academy Class Turn Podcast," host Sean V. Bradley, the President of Dealer Synergy and creator of the Millionaire Car Salesman Group, discusses the intricacies of special finance with Bob Harwood, VP of Sales at Interactive Financial, and Cody Carter, a finance expert. The focus is on how dealerships can efficiently manage subprime leads, optimize their special finance departments, and increase their profitability by understanding and catering to a segment of the market that is often overlooked but highly lucrative.
The episode delves into the fundamentals of special finance, defining it comprehensively and exploring the strategies dealerships can use to cater to customers with bad or no credit. With the help of detailed data and firsthand experiences, Bob and Cody shed light on the importance of having the right inventory, establishing robust relationships with a diverse range of lenders, and the significance of a well-trained and specialized team. They also discuss the high profitability of special finance deals, highlighting real-world examples and actionable insights.
Key Takeaways
- Understanding Special Finance: Bob Harwood explains that special finance includes subprime, deep subprime, ghosts, and ITINs, comprising about a third of the market according to Experian.
- Profitability: Special finance deals are often back-end heavy due to higher interest rates and ancillary product sales, leading to significantly higher average gross profits per vehicle.
- Inventory Strategy: Having the right inventory that books out well is crucial. Dealerships should focus on vehicles that fit subprime customers' budgets and financial capabilities.
- Team Training: A dedicated team well-versed in special finance can greatly enhance customer service and improve closing rates. This includes specialized training for BDC agents and finance managers.
- Proactive Lead Generation: Using targeted marketing strategies like online leads, radio, and direct mail can help dealerships proactively attract and convert special finance customers without tarnishing their brand.
About Bob Harwood
Bob Harwood is the Vice President of Sales at Interactive Financial. With a career spanning over 25 years in special finance, Bob has been a prominent figure in the automotive finance industry. He has been with Interactive Financial since 2004 and has been instrumental in training thousands of professionals and aiding dealerships in processing millions of applications leading to substantial car sales.
About Cody Carter
Cody Carter is acknowledged as one of the industry's leading finance experts and the #1 Car Salesman in the World. Known for his exceptional skills in leasing and handling high-credit scores, Cody consistently outperforms many traditional dealership finance managers. His expertise is particularly noted in his ability to navigate complex finance scenarios and cultivate strong relationships with credit unions and banks.
Resources
Dealer Synergy & Bradley On Demand: The automotive industry’s #1 training, tracking, testing, and certification platform and consulting & accountability firm.
The Millionaire Car Salesman Podcast: is the #1 resource for automotive sales professionals, managers, and owners. Also, join The Millionaire Car Salesman Facebook Group today!
Win the Game of Googleopoly: Unlocking the secret strategy of search engines.
The Millionaire Car Salesman Podcast is Proudly Sponsored By:
Dealer Synergy: The #1 Automotive Sales Training, Consulting, and Accountability Firm in the Automotive Industry! We have been building Internet Departments and BDCs for over two decades! It is this experience that has allowed us to develop the absolute best automotive Internet Sales, BDC, and CRM solutions for car dealerships. We have created the most effective training programs and processes. Phone scripts and rebuttals are our specialties, while CRM action plans, strategies, and templates are our expertise! Dealer Synergy will take both your tools and your people to the next level.
Bradley On Demand: Automotive Sales Industry’s #1 Interactive Training, Tracking, Testing and Certification Platform. With over 7,500 training modules, our platform has everything you and your dealership need to sell more cars, more often and more profitably!
Money Mind Mapp (M3): Visit MoneyMindMapp.com for help in revolutionizing your business to help you sell more cars by tracking, projecting, and forecasting your personal sales goals!
The Secret to Winning Big in Special Finance: Insights from Industry Leaders Unlocking the Secrets of Special Finance Special finance, including bad credit, no credit, and subprime loans, represents a significant and often overlooked opportunity in the automotive industry. This concept can be incredibly lucrative if approached with the right strategies, tools, and mindset. Ease into the nuanced world of special finance with the insights from automotive experts Sean V. Bradley and Bob Harwood, as they reveal compelling tactics to maximize profits and help more customers drive away happy.
Key Takeaways: * Diverse Lending Options: Understanding the importance of varied lenders is crucial to cater to different special finance needs. * Customized Processes: Having tailored processes and CRM strategies significantly boosts success in the special finance market. * Specialized Training: Proper training and dedicated roles for handling special finance customers can drive significant profits and customer loyalty.
Understanding the Importance of Special Finance Why Special Finance Matters Special finance isn't just about selling cars to people with bad credit; it's about tapping into a massive, often underserved segment of the market. As Bob Harwood emphasizes, "22% of U.S. consumers have a FICO score below 620, and another 12% have no credit file at all." That means about a third of the population falls into the special finance category. This isn't just an afterthought; it's a comprehensive business strategy that can drive significant profits.
Sean V. Bradley, a seasoned expert in automotive dealership strategies, supports this notion. Talking about his experience at Pine Belt, where they sold nearly 100 subprime units a month, he illustrates the potential of a well-implemented special finance strategy. "Instead of seeing subprime as a headache, view it as a massive profit center."
When it comes to high-line stores like Lincoln or BMW, Harwood asserts, "Any dealership can do well with subprime if there's a top-down commitment." Special finance customers aren't just confined to budget models but can also aspire for high-end brands, provided they find the right dealership to meet their needs.
Building a Proactive Special Finance Strategy Essential Components for Success To truly excel in special finance, dealerships must adopt a proactive approach rather than relying solely on walk-ins or random opportunities. Harwood highlights that "if you're not proactively soliciting the business and it's something you want to do, you're just not going to get those folks as walk-ins."
Inventory Management: Having the right inventory is vital. “If you don’t have cars that book out, they’re not going to be able to get funding or make any money on it,” explains Bradley. Vehicles that retail for $25,000 or less and book out well in terms of value are most suitable for subprime deals. This ensures dealers can keep the payments within an affordable range for customers, typically around $500 a month.
Funding and Financial Partnerships: Diversifying your lender base is equally crucial. Harwood suggests a broad range of lending partnerships, from full-spectrum lenders like Capital One to niche ones catering to specific borrower profiles. "Understanding the lender’s program is essential, as it helps in effectively structuring the deals," he notes.
Customer Satisfaction: A tailored process for special finance deals is indispensable. Harwood points out, “If the customer feels respected and gets a deal that fits their needs, you have a customer for life.” Special finance customers, though often seen as high-risk, can be highly loyal if treated with respect and empathy.
Implementing Tailored Processes and Training The Power of Customized CRM Strategies A well-implemented Customer Relationship Management (CRM) strategy tailored for special finance can make all the difference. "Dealerships should have a defined process outlining each stage of the sales process,” advises Bradley. The automation and AI in CRM systems should be customized to cater specifically to special finance customers.
The experience at Pine Belt further solidifies this approach. They used a pseudonym, Auto Credit Approved, to keep the special finance branding separate from the main dealership branding. This ensured the high-line brand of Pine Belt Cadillac remained untarnished while still capturing the subprime market effectively.
Training the Right People: The people handling special finance customers should be well-versed in credit issues and financial options. Bradley underscores the value of specialized training: "Properly training and having a dedicated role for special finance makes a significant impact on profitability and customer satisfaction."
Effective Communication: Follow-up communication strategies should reflect the urgency and shorter buying cycle of special finance customers. Bradley mentions, "50% of special finance buyers end up purchasing within 30 to 90 days from the time they first start looking."
Maximizing Leads and Opportunities Generating High-Quality Leads Having the right opportunities aligns closely with success in special finance. Harwood suggests a mixed approach depending on the dealership’s capability and branding strategy.
Traditional Media: "TV, radio, and direct mail can drive a lot of subprime traffic," he says. These methods work best for dealerships willing to accommodate high traffic and sort through many leads.
Online Marketing: For those concerned about brand image, online lead generation through third-party providers like Carloan.com offers anonymity and effectively filters leads. "Using a company like ours, we generate the traffic without the dealership’s name ever being attached," Harwood affirms.
Referrals and Social Proof: Continuous engagement with existing customers can also drive more special finance leads. Creating satisfied, loyal customers who spread the word about the dealership's ability to handle special finance needs can generate invaluable referrals.
The nuances of special finance are intricate but incredibly rewarding for dealerships willing to adopt a proactive, customer-centric approach. Diverse funding options, customized processes, and specialized training can significantly amplify success. By creating a robust special finance strategy, dealerships can not only increase their profitability but also build long-term customer loyalty.
This deep dive into the world of special finance reveals untapped opportunities and strategies that any forward-thinking dealership can implement to drive success and customer satisfaction. Happy selling!
In this captivating episode, Sean V. Bradley, creator of the Millionaire Car Salesman group, welcomes back Anthony Castillo, a Millionaire Car Salesman veteran and visionary in the automotive sales industry! The conversation is a deep dive into Anthony's recent experiences and innovative methods that have helped him succeed in the competitive world of car sales!
Throughout the episode, the dialogue focuses on Anthony's key contributions to the Internet Sales 20 Group Conference, where he shared his insights on using AI to streamline dealership operations. He also elaborates on the "Owner's Club," a unique strategy he has devised to build lasting relationships with clients and encourage referrals! Anthony's approach is grounded in personalization, community building, and leveraging technology, particularly artificial intelligence, to amplify his sales effectiveness. His creativity in sales and marketing strategies sets him apart in the automotive industry. Equipped with actionable strategies and a focus on creating an exceptional customer experience, this episode is filled with valuable takeaways!
Key Takeaways
- Anthony Castillo has innovatively used artificial intelligence within his dealership to enhance communication with clients and improve sales processes.
- The "Owner's Club" concept developed by Anthony is a customer appreciation program designed to increase loyalty and backend profit.
- Cross-promotional marketing with local businesses can significantly enhance an automotive professional's value proposition to clients.
- Anthony demonstrated the power of social media and video content in showcasing the unique benefits provided to his car buyers.
- Sales is about the transference of energy; providing a superior value proposition can differentiate one's services from competitors and influence customer decisions.
About Anthony Castillo
Anthony Castillo, born and raised in Georgia, started in the construction industry, but he made a commitment to his family. Anthony moved across the country to begin his first year as a Sales Consultant moving to Colorado by himself. He motivated himself to get back to his family, and life-changing allowed Anthony to make a better life for his family, and that still drives him to this day.
Resources
Dealer Synergy & Bradley On Demand: The automotive industry’s #1 training, tracking, testing, and certification platform and consulting & accountability firm.
The Millionaire Car Salesman Podcast: is the #1 resource for automotive sales professionals, managers, and owners. Also, join The Millionaire Car Salesman Facebook Group today!
Win the Game of Googleopoly: Unlocking the secret strategy of search engines.
The Millionaire Car Salesman Podcast is Proudly Sponsored By:
Dealer Synergy: The #1 Automotive Sales Training, Consulting, and Accountability Firm in the Automotive Industry! We have been building Internet Departments and BDCs for over two decades! It is this experience that has allowed us to develop the absolute best automotive Internet Sales, BDC, and CRM solutions for car dealerships. We have created the most effective training programs and processes. Phone scripts and rebuttals are our specialties, while CRM action plans, strategies, and templates are our expertise! Dealer Synergy will take both your tools and your people to the next level.
Bradley On Demand: Automotive Sales Industry’s #1 Interactive Training, Tracking, Testing and Certification Platform. With over 7,500 training modules, our platform has everything you and your dealership need to sell more cars, more often and more profitably!
Money Mind Mapp (M3): Visit MoneyMindMapp.com for help in revolutionizing your business to help you sell more cars by tracking, projecting, and forecasting your personal sales goals!
Building a Car Sales Empire: Lessons from a Veteran's Journey Navigating through the intricately competitive world of car salesmanship, innovative tactics and thoughtful customer engagement strategies have proven to be key differentiators for success. A candid conversation between industry veterans Anthony Castillo and Sean V. Bradley reveals the inside scoop on what it takes to level up in automotive sales.
Key Takeaways:
- Embrace continuous learning and training to stay ahead in the automotive industry.
- Leveraging artificial intelligence and creating a unique value proposition can differentiate you from competitors.
- Personalization and community building are powerful tools for creating customer loyalty and driving referrals.
Elevating Customer Experience with AI and an Owner's Club In a digital era where personalization is paramount, Castillo's use of artificial intelligence (AI) to mimic his conversational style demonstrates an innovative approach to customer relationship management. By implementing AI-driven communication, Castillo ensures consistent, personalized follow-ups, making every client feel valued.
"I've been actually doing a lot of training after coming back from is 20 g, because, you know, after everybody said, once you stop learning, you start dying," says Anthony Castillo. His dedication to learning pays off in his adept use of technology to enhance the customer experience.
Moreover, the cultivation of an exclusive 'Owners Club' sets a high bar in terms of customer loyalty programs. Castillo curates an experience that doesn't end with a car sale but extends into a full-fledged community with tangible benefits, driving customer satisfaction and repeat business.
"The owner's club… I want them to remember me, you know? And I want them to be able to talk about me after they leave the dealership, because I'll always have, like, follow-up," Castillo emphasizes. This approach not only fosters loyalty but also encourages word-of-mouth referrals, drastically expanding his client base.
The Art of Synergy in Sales: Strategies for a Thriving Career In his dialog with Castillo, Sean V. Bradley stresses the importance of creating a robust value proposition and energetic transference. It's crucial for a salesperson to not only articulate their value but also to ensure that customers and peer businesses are amplifying that message.
Sean posits, "Sales is about transference of energy…You've got to have that momentum, and it can't just come from you." He advocates for a sales approach that manifests as a visible, communal chorus of satisfaction and endorsement, magnifying Castillo's personal brand and market presence.
Collaboration with Local Businesses A pivotal insight from their chat is the potential for local business partnerships. By aligning with neighborhood establishments, Castillo can offer his customers a range of enticing benefits, from discounts at restaurants to free trials at gyms, all under the umbrella of the Owner's Club.
"You could even do a live IG, live Facebook, live at, let's just call it Mama's meatballs and pizzeria," suggests Bradley. This tactic not only brings unique perks to customers but also generates free exposure for local businesses, creating a robust network of mutually beneficial relationships.
Empowering Customers with Referral Programs Another theme is the strategic use of referral programs. By placing referral cards within the Owners Club's packages, Castillo could dramatically increase their distribution, creating a ripple effect of potential sales leads.
"Every time I get one of these cards back, we will make one of your car payments up to $400," Bradley explains, highlighting how such an offer can incentivize customers to become active advocates for Castillo's services.
The Path to Success Is Paved with Value and Visibility To surmount the humdrum of traditional salesmanship, Castillo's approach of combining AI sophistication with an immersive customer experience exemplifies the innovation required to excel in today's automotive landscape. When backed by strategic visibility and community integration, this experience doesn't just satisfy customers but transforms them into loyal patrons and eager brand ambassadors.
Considering Bradley's advice, Castillo stands at a threshold of exponential growth. By crafting a visible, value-laden narrative and entrenching his practice within the communal fabric, he nurtures a business model that promises sustainability and success.
Ultimately, Castillo and Bradley's conversation paints a picture of a future where the car salesman isn't just a vendor but a pivotal community figure, creating a web of reciprocal benefits for customers and local businesses alike. This vision outlines the evolution of car salesmanship from mere transaction to comprehensive, community-centric experience, proving that innovation and resilience remain the driving forces behind enduring success.
In this thought-provoking episode of the Millionaire Car Salesman podcast, Sean V. Bradley, President of Dealer Synergy, engages in a compelling conversation with Ken Hill from 700 Credit—a platform integral to the financing function at automotive dealerships. The talk delves deep into the nuances of car sales, credit reports, and the evolution of customer financing, especially within the subprime market.
Ken opens up about his extensive background in credit, setting the stage for a rich discussion on the importance of understanding a customer's financing situation early in the sales process. They dissect the traditional pitfalls of special finance, emphasizing empathy and addressing the stigmatization often associated with bad credit customers. The dialogue gravitates toward the game-changing potential of soft credit pulls, which do not affect a customer's credit score—paving the way for a smoother sales experience and establishing better-informed customer relationships.
Don’t miss this informative conversation with Ken Hill, where he shares his personal experience with credit challenges and emphasizes the need for empathy in the industry. Gain valuable insights into the benefits of soft credit pulls and how they can alleviate consumer concerns about impacting their credit score. Learn how to implement soft credit pull technology in your dealership and maximize its potential for better customer relationships and sales success.
Key Takeaways
- Soft credit pulls do not negatively impact the consumer's credit score and offer a competitive edge by ensuring accurate payment quotes and lender alignment.
- Special finance customers require empathetic handling and a focus on approval first, rather than vehicle selection, to ensure a smoother sales process.
- Dealerships should not shy away from adopting soft pull technology due to perceived costs, as it aids in effective conversation and reduces friction in the finance office.
- Utilization of AI in chat interfaces can significantly enhance the quantity and quality of pre-qualified leads received by a dealership.
- Including soft pull capabilities in the dealership's digital retailing experience can drastically improve both customer satisfaction and the efficiency of the sales process.
About Ken Hill
With nearly 30 years in the credit industry, Ken Hill brings a wealth of experience and expertise. He began his career when credit checks were required for purchasing cell phones and transitioned into the automotive sector about 20 years ago. This shift allowed him to specialize and develop products tailored to the unique needs of the automotive industry, particularly focusing on compliant solutions.
At 700Credit, Ken manages the business development, sales, and support teams. He is backed by an exceptional team with extensive automotive and industry experience, collectively exceeding 100 years. Ken's leadership and dedication to the industry continue to drive innovation and excellence at 700Credit. He remains passionate and excited about the future, continually striving to enhance and refine credit solutions in the automotive world.
About 700Credit
700Credit is the automotive industry’s leading provider of credit reports, compliance solutions, soft pull products, identity & fraud verification, synthetic fraud detection and driver’s license/facial recognition authentication platforms. 700Credit has over 21,000 dealers today in Automotive, RV, Power Sports and Marine. 700Credit is the integration leader with over 200 software partners with direct integrations for easier dealer access. For more information about 700Credit, visit www.700credit.com.
Resources
Dealer Synergy & Bradley On Demand: The automotive industry’s #1 training, tracking, testing, and certification platform and consulting & accountability firm.
The Millionaire Car Salesman Podcast: is the #1 resource for automotive sales professionals, managers, and owners. Also, join The Millionaire Car Salesman Facebook Group today!
Win the Game of Googleopoly: Unlocking the secret strategy of search engines.
The Millionaire Car Salesman Podcast is Proudly Sponsored By:
Dealer Synergy: The #1 Automotive Sales Training, Consulting, and Accountability Firm in the Automotive Industry! We have been building Internet Departments and BDCs for over two decades! It is this experience that has allowed us to develop the absolute best automotive Internet Sales, BDC, and CRM solutions for car dealerships. We have created the most effective training programs and processes. Phone scripts and rebuttals are our specialties, while CRM action plans, strategies, and templates are our expertise! Dealer Synergy will take both your tools and your people to the next level.
Bradley On Demand: Automotive Sales Industry’s #1 Interactive Training, Tracking, Testing and Certification Platform. With over 7,500 training modules, our platform has everything you and your dealership need to sell more cars, more often and more profitably!
Money Mind Mapp (M3): Visit MoneyMindMapp.com for help in revolutionizing your business to help you sell more cars by tracking, projecting, and forecasting your personal sales goals!
Navigating the Intricacies of Car Finance: Insights from Industry Experts The automotive industry is often perceived as a constant battle between dealers and consumers over car financing. However, experts from the industry bring to light several critical practices and strategies that can benefit both parties. Through an insightful conversation with Ken Hill, the managing director of 700 Credit, we uncover the nuanced dynamics of car financing. This discussion touches upon the significance of credit reports, the advantage of soft credit pulls, and the transformative potential of digital retailing.
Key Takeaways * Soft Credit Pulls: Dealers can leverage soft credit pull technology to accurately assess a buyer’s credit without impacting their score, enhancing customer experience and dealership efficiency. * Special Finance Opportunities: Understanding and catering to customers with bad credit or unique financial situations can open up a significant market for dealers while providing valuable service to those customers. * Digital Retail Revolution: The integration of soft pull technology in digital retailing platforms, like Toyota’s Smartpath, simplifies the car buying process, bringing transparency and convenience to consumers.
The Game-Changing Value of Soft Credit Pulls Understanding Soft vs. Hard Credit Pulls In the automotive finance realm, soft credit pulls have emerged as a powerful tool that revolutionizes how dealers engage with potential buyers. Unlike hard credit pulls, which can negatively impact an individual’s credit score, soft pulls provide a detailed credit report without any adverse effects. "We have a soft pull tool that I can send you, a link you can complete, and basically we'll do a soft inquiry on your credit file. It doesn't impact your score." says Ken Hill, illustrating the convenience and safety for the customer.
Soft credit pulls allow sales representatives and potential customers to initiate meaningful conversations around financing options, knowing exactly where they stand credit-wise. This openness and clarity can significantly reduce the 'payment friction' commonly encountered in the latter stages of a vehicle purchase.
Integrating Soft Pulls Into the Sales Process One of the most significant benefits of these soft pulls is their fluid integration into a dealership's sales process. For instance, incorporating a soft pull call-to-action on the dealer's website or digital retailing tools, such as Toyota's Smartpath, can greatly improve the accuracy of loan pre-qualification. Ken highlights, "…soft pulls should be utilized so that you can have better conversations with consumers and provide them more accurate payment quotes at the top of the funnel rather than waiting until the finance office."
By enabling soft pulls at strategic points, whether it's through a dealership website, digital retailing software, or even QR codes in the showroom, the dealer can foster transparency from the get-go and pave the way for smoother sales transactions.
The Untapped Potential of Special Finance Addressing the Stigma and Opportunity An essential part of the transcript revolves around the misconception dealerships may have about customers with bad credit. Special finance opportunities, which cater to buyers with poor or no credit history, demand a nuanced approach that goes beyond the stigma. "Do you agree that it shouldn't just be perceived for people that are crackheads, that don't pay their bills and, like, the streets?" asks the interviewer, highlighting the need for empathy and deeper understanding.
Special finance is not only about giving a second chance to individuals facing financial hardship but also about tapping into a significant market segment. According to Hill's experience, dealerships focusing on special finance can be exceptionally successful. He shares a personal anecdote of financial struggle to illustrate that bad credit does not necessarily equate to irresponsibility but can be a result of unforeseen circumstances.
Best Practices for Special Finance For dealerships aiming to capitalize on special finance, it's crucial to work closely with soft pull tools and align with the right lending programs based on the consumer's precise financial standing. As Ken elaborates, "…there's nothing worse than a sales experience and thinking you're going to pay one and coming away or not getting the car because you couldn't get that payment right." Therefore, integrating special finance strategies into the dealership's process can not only benefit the customer but can also lead to a higher rate of sales conversions and customer loyalty.
The Digital Retail Transformation Implementing Digital Retail with Soft Pulls With technology advancing leaps and bounds, digital retailing is reshaping the automotive sales landscape. Smartpath by Toyota, for example, seamlessly incorporates soft pulls into the car-buying process. Ken discusses the importance of dealers properly implementing soft pulls within digital retail platforms: "…my opinion, there's some good digital retailing tools out there, but there's a lot that don't take advantage and force more of their consumers to initiate that soft pull within the tool."
A successful digital retailing strategy aligns consumer experience online and in-store, ensuring that the transition is smooth and continuity is maintained. This not only elevates customer satisfaction but also streamlines the sales process for the dealership.
The Future of Digital Retailing The broader implications of integrating soft pull technology in digital retailing suggest a future where the need for in-person negotiation is significantly reduced. As AI technologies evolve, they could potentially use extensive credit-related data to create highly personalized financing options for customers. This tech-forward approach continues to cement digital retailing as a predominant force that could eventually allow most of the car purchasing decisions to be made from the comfort of a buyer's home.
The insights gleaned from Ken Hill's expertise confirm that there is an ongoing shift in automotive sales strategies, with a strong focus on customer-centric technologies and practices. This shift not only responds to the changing landscape of consumer expectations but also emphasizes the importance of transparency and trust in the traditionally opaque world of car financing. By harnessing soft credit pulls, empathizing with customers across the credit spectrum, and embracing the digital retail revolution, dealerships can armed themselves for a future where every sale begins with a nuanced understanding of the customer's needs and financial reality.
In this innovative Millionaire Car Salesman episode, host Sean V. Bradley, CSP delves into the world of auto brokers with special guest Cody Carter, literally the #1 Car Salesman in the WOLRD! Drawing from his extensive experience, Cody reveals the secrets behind his remarkable success, having sold over 1,400 cars in a single year! Join us as Cody shares his insider strategies for harnessing the power of auto brokers to amplify sales volume and gross profit!
Learn about the pivotal role of auto brokers, their motivations, and how they generate revenue. Gain practical insights on building strong alliances with brokers, establishing partnerships with broker-friendly banks, and safeguarding against potential fraudulent practices. With Cody's expertise at your disposal, this episode is a game-changer for automotive professionals looking to maximize their sales potential. Tune in now and embark on the path to unparalleled success in the automotive industry!
Key Takeaways
- Learn to increase car sales volume and gross through the strategic use of auto brokers, going beyond the standard dealership model.
- Discover the importance of setting expectations and terms with brokers to ensure professionalism and avoid potential fraud.
- Understand the diverse ways to sell cars, with a focus on referrals and prospecting that many salespeople overlook.
- Uncover the financial impact of broker deals, revealing how they can equate to substantial monthly earnings.
- Gain insights into CRM strategies and customizing relationships with brokers to efficiently manage and grow sales.
About Cody Carter
Cody Carter has been in automotive sales for the last 10+ years and has earned himself the title of #1 Salesman in the Nation. He currently is the Internet Sales Manager at Tustin Toyota with his own Toyota webpage, Cody’s Tustin Toyota, and platform, SellLikeCody. Cody took initiative and drove his own personal traffic to his website retracauto.com, his last name spelled backwards, and now is: Cody’s Tustin Toyota. Cody has built his brand, Retrac Auto, and surpassed the rest of the country in car sales! Go to SellLikeCody.com to get access to his exclusive sales training course!
Resources
Dealer Synergy & Bradley On Demand: The automotive industry’s #1 training, tracking, testing, and certification platform and consulting & accountability firm.
The Millionaire Car Salesman Podcast: is the #1 resource for automotive sales professionals, managers, and owners. Also, join The Millionaire Car Salesman Facebook Group today!
Win the Game of Googleopoly: Unlocking the secret strategy of search engines.
The Millionaire Car Salesman Podcast is Proudly Sponsored By:
Dealer Synergy: The #1 Automotive Sales Training, Consulting, and Accountability Firm in the Automotive Industry! We have been building Internet Departments and BDCs for over two decades! It is this experience that has allowed us to develop the absolute best automotive Internet Sales, BDC, and CRM solutions for car dealerships. We have created the most effective training programs and processes. Phone scripts and rebuttals are our specialties, while CRM action plans, strategies, and templates are our expertise! Dealer Synergy will take both your tools and your people to the next level.
Bradley On Demand: Automotive Sales Industry’s #1 Interactive Training, Tracking, Testing and Certification Platform. With over 7,500 training modules, our platform has everything you and your dealership need to sell more cars, more often and more profitably!
Money Mind Mapp (M3): Visit MoneyMindMapp.com for help in revolutionizing your business to help you sell more cars by tracking, projecting, and forecasting your personal sales goals!
Harnessing Auto Brokers for Car Sales Success: A Guide for Dealerships and Sales Professionals The auto industry is constantly evolving, with innovative strategies emerging to enhance sales performance and customer experience. One such strategy that's gaining traction among car dealerships and sales professionals is leveraging the prowess of auto brokers. In a recent in-depth discussion, industry experts Sean V. Bradley and Cody Carter unpacked the utilization of auto brokers in car sales, providing insights that could revolutionize the way dealerships think about selling vehicles.
Key Takeaways * Auto brokers can dramatically increase car sales by an average of 30 units a month, with highs of 70 units during peak times. * Establishing a professional relationship with auto brokers involves setting clear terms, managing expectations, and ensuring a streamlined communication process. * Utilizing diverse banks and credit unions that work with brokers can offer a competitive edge in the market and help to increase the volume of deals closed.
The Role of Auto Brokers in Modern Car Sales When it comes to enhancing sales figures and expanding market reach, utilizing auto brokers seems to be a disruptive strategy akin to the innovation brought by Amazon and Netflix to their respective industries. As Cody Carter states, "[Auto brokers] were created out of necessity at one point. And to this day, they still work great in certain markets." By catering to customers tired of traditional dealership experiences, auto brokers offer a streamlined, convenient alternative.
SEO-Optimized Heading: Embracing the Auto Broker Strategy to Revolutionize Car Sales
The discussion highlighted that the average salesperson at a dealership sells ten cars a month. However, with the infusion of auto brokers into one's sales strategy, this number can triple or even septuple. The emphasis here is not just on quantity but on quality; these third-party affiliates help move inventory, particularly less popular models or overflow stock, which could otherwise stagnate on a sales lot. "They allow you to sell cars that are outside your area," Carter pointed out. His collaboration with a diverse range of brokers extends his reach far beyond his dealership's immediate geographical locale.
Direct Quote: "Every broker receives some type of fee, which is discussed… on average, we're averaging $2,500 per copy… averaging $75,000 per month in gross."
This illustrates not only the profitability of broker-assisted sales but also underscores the importance of transparency and mutual respect in these partnerships. Dealerships can adopt this strategy to manage their inventory proactively, cater to a wider audience, and ensure a steady cadence of sales.
Building and Managing Broker Relationships SEO-Optimized Heading: Cultivating Long-Term Partnerships with Auto Brokers
Cultivating a lasting and fruitful relationship with auto brokers requires a strategic approach—starting with initial outreach and continuing through regular communication and professional rapport. The tenor of the interaction should be firm yet respectful, with clear guidelines set from the outset.
Carter expertly demonstrates this balance with his brokers, setting the tone for how business will be conducted and even going so far as to use a dedicated email service, like Mailchimp, to send detailed and extensive weekly newsletters to his brokers, thus minimizing unnecessary back-and-forth.
Direct quote: "The whole concept…is having ten different stocks for $1,000 each…diversify."
By treating the auto brokers as individual entities that contribute to a larger sales strategy, brokers become akin to an invested salesforce, instrumental in pushing dealership's inventory to their niche markets. Gifts, personal interactions, and consistent engagement all play a part in maintaining strong business relations. Moreover, navigating the space with tech-savvy efficiency, utilising CRM software, and tailoring communication through texts mirror a modern approach to sales management.
The Finer Details of Working with Auto Brokers SEO-Optimized Heading: Navigating the Complexities of Broker-Enhanced Car Sales
A crucial aspect of working with auto brokers involves understanding the nuances of banking partnerships and avoiding potential fraud. Banks have varying rules regarding transactions with auto brokers, and dealerships must be scrupulous in adhering to these guidelines to maintain integrity and avoid legal issues.
Carter underscores the necessity of choosing banks that are broker-friendly and emphasizes the importance of keeping transactions above board, with a priority on transparency: "It's important to disclose it…you should not be working with this customer at all."
Direct quote: "We don't allow any deal to leave until the car is approved… These brokers are being added to a blacklist where…they're just completely out."
Thereby, dealerships should prudently vet their financial institutions and foster open communication with their brokerage partners. Additionally, they must institute rigid frameworks to ensure that every sale does not just benefit the immediate bottom line but also upholds the dealership's reputation and credibility.
Keeping the momentum generated by the conversation, these deep dives clearly illustrate the potential upsides of incorporating auto brokers into a dealership's sales artillery. Conventional sales avenues remain integral, but the scope that brokers provide can be game-changing, diversifying the opportunities available to savvy dealerships and sales professionals. The strategy goes beyond mere transaction facilitation and delves into the broader symbiosis of building mutually beneficial partnerships that can unfold across regions, stretching a dealership's influence far beyond its immediate area.
The larger implication is perhaps the most exciting: As entire industries pivot towards innovation, it's those like Cody Carter who disrupt the status quo that stay ahead of the curve. For any dealer or salesperson looking to elevate their sales numbers and market penetration, the message is clear—embrace the unique opportunities brokers present, and the rewards can be both immediate and profound.
In this highly anticipated episode of The Millionaire Car Salesman Podcast, host Sean V. Bradley, CSP sits down with Paul J Daly, the visionary creator behind the Automotive State of the Union Conference! Together, they dive deep into the upcoming conference and its profound significance for industry professionals.
Join Sean and Paul as they unveil the targeted audience for the conference, ranging from seasoned Dealers to GMs, Sales Managers, and Marketing Directors. Delving into the latest trends and innovations, they shed light on the potential benefits of mobile service for modern dealerships, offering invaluable insights for staying ahead of the curve! Throughout the discussion, Sean and Paul underscore the importance of continuous education and strategic networking in the automotive realm. With a focus on fostering collaboration and knowledge exchange, they reveal the conference's unparalleled value in driving professional growth and success!
Featuring a lineup of top-notch speakers and thought leaders, such as: Brian Benstock, Will Guidara - National Bestseller UNREASONABLE HOSPITALITY, and many more! The Automotive State of the Union (ASOTU) Conference promises to be an immersive and transformative experience for all attendees. Tune in to this episode and discover how you can leverage this exceptional opportunity to elevate your career and thrive in today's dynamic automotive landscape.
Key Takeaways
- Sean V. Bradley highlights the significance of martial arts in his life and parallels it to the strategic nature of automotive sales and training
- Mobile service is discussed as a pioneering strategy, stressing the importance of bringing dealership-level service to the customer's location
- The value of investing in personal and professional growth through industry-specific conferences and networking is championed
- The importance of understanding and leveraging the connection between sales and service departments in a dealership is articulated
About Paul J Daly
Paul J. Daly is a dynamic entrepreneur renowned for his transformative impact on the automotive industry. With a rich history of pioneering ventures, Daly continues to make waves with his latest endeavor, the Automotive State of the Union conference. As the visionary force behind this influential event, Daly brings together industry leaders and professionals to exchange invaluable insights and strategies, shaping the future of auto retail.
Daly's journey to prominence began with a passion for innovative marketing and data-driven approaches. Through his innovative vision and strategic acumen, he has earned widespread recognition as a trailblazer in the automotive sector. With an unwavering commitment to pushing boundaries and challenging norms, Daly has cemented his reputation as a respected authority in the field.
Driven by a relentless pursuit of excellence, Daly's leadership has propelled him to the forefront of the industry, inspiring countless individuals and organizations to embrace innovation and embrace change. As a thought leader, speaker, and influencer, Daly continues to shape the trajectory of automotive retail, leaving an indelible mark on the industry landscape.
Resources
Dealer Synergy & Bradley On Demand: The automotive industry’s #1 training, tracking, testing, and certification platform and consulting & accountability firm.
The Millionaire Car Salesman Podcast: is the #1 resource for automotive sales professionals, managers, and owners. Also, join The Millionaire Car Salesman Facebook Group today!
Win the Game of Googleopoly: Unlocking the secret strategy of search engines.
The Millionaire Car Salesman Podcast is Proudly Sponsored By:
Dealer Synergy: The #1 Automotive Sales Training, Consulting, and Accountability Firm in the Automotive Industry! We have been building Internet Departments and BDCs for over two decades! It is this experience that has allowed us to develop the absolute best automotive Internet Sales, BDC, and CRM solutions for car dealerships. We have created the most effective training programs and processes. Phone scripts and rebuttals are our specialties, while CRM action plans, strategies, and templates are our expertise! Dealer Synergy will take both your tools and your people to the next level.
Bradley On Demand: Automotive Sales Industry’s #1 Interactive Training, Tracking, Testing and Certification Platform. With over 7,500 training modules, our platform has everything you and your dealership need to sell more cars, more often and more profitably!
Money Mind Mapp (M3): Visit MoneyMindMapp.com for help in revolutionizing your business to help you sell more cars by tracking, projecting, and forecasting your personal sales goals!
Harnessing Innovation in Car Sales: Lessons from the Millionaire Car Salesman Podcast Discover key insights from industry experts on the Millionaire Car Salesman Podcast, delving into innovative strategies in the rapidly evolving automotive industry. With Sean V. Bradley and Paul J. Daly at the helm, uncover the transformational trends reshaping the way cars are sold and serviced.
Key Takeaways: * Mobile Service Innovation: Exploring the rising trend of mobile automotive services and the significant impact it has on dealership growth and customer convenience. * Investment in Self-Education: Emphasizing the importance of personal development and continuous learning for automotive professionals. * The Power of Networking: The value of building relationships within the industry, demonstrated by the speakers' collaboration and support for each other's events.
Mobile Service as a Dealership Game-Changer The podcast illuminates the revolutionary concept of mobile services in the automotive industry, where convenience is king. Sean V. Bradley and Paul J. Daly discuss how dealerships can diversify their offerings and cater to the evolving demands of customers by providing services directly at their location. "It introduces a ton of complexity," Daly cautions, yet the payoff in undeniably worth it. As Paul J. Daly stated, "Imagine you get a technician who can actually talk to people. That dude could be writing work right in our rows and buying cars."
The Customer Experience Reimagined Mobile services aren't just a logistical move; they're part of a broader shift towards customer-centric experiences. As Sean V. Bradley notes, "People don't want to go to the dealership, sit in a service department." By bringing the service to the customer, dealerships are not only elevating convenience but also increasing their visibility and branding opportunities — a strategy that could potentially "conquest a lot of service business."
The Untapped Marketing Potential Discussing mobile service, Daly highlights how vehicles, when wrapped with dealership branding, serve as moving billboards, making every job site a potential advertising opportunity. This street-level marketing strategy capitalizes on the dealership's local presence and can attract new customers simply through visibility.
The Imperative of Personal Development The dialog delves into the necessity of investing in personal growth, painting a vivid picture of the intense preparation that industry leaders undergo. Sean V. Bradley shares his personal journey of self-investment, from learning web design and SEO to mastering public speaking — efforts that enriched his professional repertoire.
The Multiplication of Skills Bradley's discussion points to the significance of acquiring a diverse set of skills, which enhances one's ability to adapt to various industry needs. He reflects on how such a multidisciplinary approach allowed him to excel in sales, demonstrating the value of continuous learning.
Investing in Your Future The speakers concur on the importance of investing time and resources into one's own education. As Bradley astutely puts it, "Stop dragging your feet or dragging your knuckles." Investing in knowledge and skill set can only propel a professional forward, and industry-specific events and training play pivotal roles in this pursuit.
Networking as Industry Currency In the exchange, the power of networking and building relationships unfolds as a central theme. Sean V. Bradley and Paul J. Daly showcase this through their mutual support and discussion of the upcoming automotive State of the Union conference (Sotokon).
Building Meaningful Connections Good relationships with industry peers are likened to business currency. Speakers emphasize the mutual benefit when professionals share insights and experiences. Daly assigns great value to creating "one to three new contacts in your phone" at industry events, recognizing the potential to unlock opportunities worth "hundreds of thousands of dollars."
Collaboration Over Competition From the podcast’s camaraderie, it's clear that fostering a supportive industry environment trumps competitive instincts. This approach is beneficial for all involved and promotes a culture of growth and shared success.
In this riveting episode, two titans of the automotive industry, Sean V. Bradley, President of Dealer Synergy, and LA Williams, the Blind Master, delve into the riveting journey of Glenn Lundy! They uncover the strategic maneuvers and philosophies behind Lundy's record-setting success in growing a Chevy dealership by 800%. The conversation unfolds insights into intentional leadership, team motivation, and innovative dealership management that cuts across traditional boundaries.
Glenn Lundy imparts his unique perspective on effective dealership growth strategies, emphasizing the importance of daily motivational routines, organizational culture shifts, and scalable processes. His enlightening discussion with Sean V. Bradley goes beyond surface-level tactics, digging into the mindset transformations required for massive dealership success. Each recount of the journey brings out the crisp details of the methods that can turn any average dealership around to face a trajectory of exponential growth.
🚀 JOIN Sean V. Bradley and the Millionaire Car Salesman Members at the upcoming Internet Sales 20 Group conference! 🌐 Dealer Synergy is giving you OVER 60% OFF! 🏎️✨
Secure your spot now at www.eventbrite.com/e/761375152577/?discount=MCS24! 🎉
#IS20G #IS20G15 #InternetSales20Group #InternetSales20Group15 #InternetSales20GroupConference #InternetSales20GroupConference15
Key Takeaways
- Dealerships can achieve unprecedented growth by reassessing and transforming their organizational culture and daily routines.
- Effective leadership in automotive sales involves celebrating your team's victories, reinforcing positive behavior, and fostering development.
- Understanding and theorizing car sales as a function of professional speaking can provide a competitive edge in communicating and persuading customers.
- Adapting to market changes, focusing on used car sales, and being proactive rather than reactive are essential strategies for sustained success post-pandemic.
- Creating a dedicated vehicle buying center with skilled buyers can drastically improve inventory quality and dealership profitability.
- Event Details: Sean V. Bradley invites you to attend the Internet Sales 20 Group conference! Attendees can secure their spot at a discounted rate by visiting www.eventbrite.com/e/761375152577/?discount=MCS24
About Glenn Lundy
Glenn Lundy is known for his transformative impact in the automotive sales industry. As the former General Manager of Dan Cummings Chevrolet & Buick, he led his team to a monumental 800% growth within six years. His expertise doesn't end there; Lundy stands out as a mentor, motivational speaker, and strategist, who empowers dealership managers and owners to exceed their professional goals. His winning strategy dubbed the "800% Club," is encapsulated in a lifestyle revolving around eight pillars that extend beyond work into personal growth domains.
Resources
Dealer Synergy & Bradley On Demand: The automotive industry’s #1 training, tracking, testing, and certification platform and consulting & accountability firm.
The Millionaire Car Salesman Podcast: is the #1 resource for automotive sales professionals, managers, and owners. Also, join The Millionaire Car Salesman Facebook Group today!
Win the Game of Googleopoly: Unlocking the secret strategy of search engines.
The Millionaire Car Salesman Podcast is Proudly Sponsored By:
Dealer Synergy: The #1 Automotive Sales Training, Consulting, and Accountability Firm in the Automotive Industry! We have been building Internet Departments and BDCs for over two decades! It is this experience that has allowed us to develop the absolute best automotive Internet Sales, BDC, and CRM solutions for car dealerships. We have created the most effective training programs and processes. Phone scripts and rebuttals are our specialties, while CRM action plans, strategies, and templates are our expertise! Dealer Synergy will take both your tools and your people to the next level.
Bradley On Demand: Automotive Sales Industry’s #1 Interactive Training, Tracking, Testing and Certification Platform. With over 7,500 training modules, our platform has everything you and your dealership need to sell more cars, more often and more profitably!
Money Mind Mapp (M3): Visit MoneyMindMapp.com for help in revolutionizing your business to help you sell more cars by tracking, projecting, and forecasting your personal sales goals!
In this dynamic episode of the Millionaire Car Salesman Podcast, Host Sean V. Bradley unveils the transformative strategies propelling the automotive industry forward! Joining Sean is Mike Trudeau. Mike Trudeau is the Executive Vice President of Business Development at Montway Auto Transport.
Mike, with a wealth of experience in automotive logistics, unravels the complex web of auto transport management. He educates dealers on consolidating various vendors to enjoy a seamless one-stop shop experience! Moreover, Mike explores strategic car acquisitions beyond traditional channels, shedding light on innovative approaches to sourcing vehicles and optimizing inventory management!
Tune in to this episode to gain a deeper understanding of the dynamic forces shaping the future of automotive sales and discover practical strategies for staying ahead in this rapidly evolving industry!
🚀 JOIN Sean V. Bradley and the Millionaire Car Salesman Members at the upcoming Internet Sales 20 Group conference! 🌐 Dealer Synergy is giving you OVER 60% OFF! 🏎️✨
Secure your spot now at www.eventbrite.com/e/761375152577/?discount=MCS24! 🎉
#IS20G #IS20G15 #InternetSales20Group #InternetSales20Group15 #InternetSales20GroupConference #InternetSales20GroupConference15
Key Takeaways
- Utilizing auto transportation services like Montway can provide customers with a seamless experience in both purchasing and receiving their vehicles.
- Dealers can strategically incorporate transportation costs into the car deal, creating additional revenue streams or providing competitive advantages.
- Streamlining a dealership's auto transport needs into one provider can lead to significant savings and a more organized logistics process.
- Innovative approaches to car acquisition, like partnering with non-traditional entities and utilizing transportation cost tools, can boost both inventory and profits.
- The automotive retail environment is evolving, with a focus on ease and convenience signaling the post-pandemic new normal in customer expectations and dealership operations.
- Event Details: Sean V. Bradley invites you to attend the Internet Sales 20 Group conference! Attendees can secure their spot at a discounted rate by visiting www.eventbrite.com/e/761375152577/?discount=MCS24
About Mike Trudeau
Mike Trudeau is Montway’s accomplished Executive Vice President of Business Development. Since joining the company in 2018, Mike has been instrumental in expanding the logistics division and supporting the company’s growth.
He is known for implementing impactful sales initiatives that significantly contribute to Montway’s success. One of his key achievements was spearheading the launch of the Montway Automation Portal (M.A.P.), an advanced platform that provides business-to-business customers with complete transparency into their auto transport processes and costs. Under Mike’s leadership, Montway has expanded its customer base nationwide.
Mike boasts a rich professional background in the automotive industry, spanning logistics, car rental and remarketing. Prior to joining Montway, he held the position of Remarketing Group Sales Manager at Enterprise Rent-A-Car for seven years, honing his skills and gaining invaluable experience. He also worked for United Road Services, building a foundation in sales, operations and customer service.
Recognized for his expertise and insights, Mike has been featured in various media, sharing his perspectives on the evolving landscape of the auto transport and logistics industry. With his remarkable track record in business development, Mike is an important asset to Montway.
Resources
Dealer Synergy & Bradley On Demand: The automotive industry’s #1 training, tracking, testing, and certification platform and consulting & accountability firm.
The Millionaire Car Salesman Podcast: is the #1 resource for automotive sales professionals, managers, and owners. Also, join The Millionaire Car Salesman Facebook Group today!
Win the Game of Googleopoly: Unlocking the secret strategy of search engines.
The Millionaire Car Salesman Podcast is Proudly Sponsored By:
Dealer Synergy: The #1 Automotive Sales Training, Consulting, and Accountability Firm in the Automotive Industry! We have been building Internet Departments and BDCs for over two decades! It is this experience that has allowed us to develop the absolute best automotive Internet Sales, BDC, and CRM solutions for car dealerships. We have created the most effective training programs and processes. Phone scripts and rebuttals are our specialties, while CRM action plans, strategies, and templates are our expertise! Dealer Synergy will take both your tools and your people to the next level.
Bradley On Demand: Automotive Sales Industry’s #1 Interactive Training, Tracking, Testing and Certification Platform. With over 7,500 training modules, our platform has everything you and your dealership need to sell more cars, more often and more profitably!
Money Mind Mapp (M3): Visit MoneyMindMapp.com for help in revolutionizing your business to help you sell more cars by tracking, projecting, and forecasting your personal sales goals!
Revolutionizing the Automotive Experience: Insights from Sean V. Bradley's Expert Panel The automotive industry is undergoing significant changes, with technology playing a pivotal role in shaping the future of car buying and selling. From leveraging artificial intelligence to perfecting logistics, professionals within the industry must adapt to stay ahead. A recent conversation with Sean V. Bradley and Mike Trudeau illuminates key strategies for dealerships to drive success in the evolving landscape.
Key Takeaways:
- Leveraging transportation can enhance the car buying experience, offering convenience to customers and opportunities for increased dealership revenue.
- A centralized transportation strategy with a one-stop-shop like Motway can streamline logistics, saving dealers money and time.
- The power of acquisition strategies beyond auctions holds potential for significant profit opportunities for dealerships.
Expanding Reach with Automotive Transportation Selling Cars Beyond Borders
Car dealerships have traditionally operated within a certain radius, relying heavily on in-person sales. However, the shift toward digital retailing necessitates a closer look at delivery and transportation services. Sean V. Bradley puts it succinctly: "Why don't we turn around and say that this is the way we do business?" By including home delivery as part of a dealership's value proposition, dealers can capture a larger market share and cater to a convenience-driven consumer. Mike Trudeau supports this by emphasizing the importance of transportation services that can deliver vehicles across the country, revealing a simple truth: "if Elon Musk could go to Mars, Motway Transports could take the car to your house."
Convenience as a Sales Strategy
By integrating a reliable auto transportation resource like Motway into the sales process, dealers can offer a seamless purchase experience that continues even after the customer has left the digital showroom. As Bradley points out, this not only opens up the dealership's market potential but also presents an opportunity to incorporate delivery costs into their pricing strategies–ultimately contributing to profitability.
Centralizing Automotive Logistics Unifying Transportation Vendors
In the current model, dealers often grapple with managing various transport vendors across different states. Trudeau highlights the logistical nightmare this presents and proposes an alternative: "You got a one-stop-shop…in a large scale nationwide auto broker like Motway." Centralizing transportation not only simplifies logistics but also allows dealers to keep a closer eye on costs and streamline their operations. This shift can make a noticeable difference in a dealership's bottom line, as consolidating vendors often leads to cost savings and increased efficiency.
Benefits of Streamlining Transportation
By utilizing a company like Motway, dealerships gain visibility across all their rooftops under one system. Dealers can track where and when cars are bought, assess transport costs, and optimize their inventory management. Implementing such a strategy frees up dealers to focus on what matters most–selling cars and desk deals–while leaving the complexities of logistics to a dedicated partner.
Acquiring Vehicles Beyond Auctions Creative Acquisition Strategies
Procuring cars solely through auctions is increasingly viewed as an unsustainable practice, with dealers paying a premium for inventory. Variety beyond auctions offers a lucrative alternative for dealers to acquire vehicles. As Trudeau underscores, understanding transportation costs before purchasing cars is vital to profitability. He shares a practical tool that provides transportation quotes in real-time, ensuring dealers can factor these costs into their purchasing decisions.
Broadening Acquisition Resources
Danny Zieloski's innovative vehicle buying center model demonstrates that forming relationships with non-traditional partners such as RV, motorcycle, or power sports dealerships can be a goldmine for sourcing used cars. Dealerships that adopt such strategies are better positioned to capitalize on unique market opportunities, thereby enhancing their acquisition process and profitability.
The Emerging Future of Automotive Sales and Logistics The insights provided by Sean V. Bradley and Mike Trudeau present a compelling case for the continued integration of transportation services into the dealership model. The conversations underscore the need for dealers to adapt and innovate, whether through expanding delivery options or embracing novel vehicle acquisition methods. In essence, embracing change and leveraging the right partnerships can redefine the automotive sales experience, leading to increased customer satisfaction and dealership profits.
Motway's solution embodies the crucial elements of convenience, efficiency, and forward-thinking that are paramount in the current automotive climate. As the industry continues to evolve, those who recognize and react to these industry shifts will rise above the competition. The ability to streamline logistics and create a seamless buying process is not merely an option – it's quickly becoming an imperative in the quest to deliver unparalleled customer experiences and drive a successful future in automotive retail.
In this captivating episode of the Millionaire Car Salesman podcast, hosts Sean V. Bradley teams up with industry and branding expert, Tianna Mick aka T Got Your Keys, with special guest Isabella Tutt joining from the UK! Listen in to be treated to a cross-continental exploration of sales strategies and best practices!
The discussion delves into the comparative analysis of automotive sales techniques and methodologies employed in the US and UK markets, highlighting both similarities and differences. Drawing from their extensive experience, the guests share insider insights into the nuances of car sales, from lead generation and customer engagement to negotiation tactics and closing strategies!
Cultural factors that shape consumer behavior and preferences in each market are explored, offering valuable perspectives for sales professionals seeking to connect with diverse clientele. Listeners are treated to a wealth of effective sales strategies and techniques proven to drive success in both the US and UK automotive industries, with practical tips for implementation!
The episode underscores the value of international collaboration and knowledge sharing among sales professionals, highlighting the benefits of learning from different perspectives and approaches! The show host and guests engage in a dynamic Q&A session, addressing listener questions and providing personalized advice on overcoming sales challenges and maximizing opportunities in the global marketplace.
Whether you're a seasoned sales veteran or a newcomer to the automotive industry, this episode offers invaluable insights and actionable advice for excelling in today's competitive sales landscape, regardless of geographical boundaries. Tune in to gain a deeper understanding of automotive sales across continents and unlock the secrets to sales success on a global scale!
🚀 JOIN Sean V. Bradley and the Millionaire Car Salesman Members at the upcoming Internet Sales 20 Group conference! 🌐 Dealer Synergy is giving you OVER 60% OFF! 🏎️✨
Secure your spot now at www.eventbrite.com/e/761375152577/?discount=MCS24! 🎉
#IS20G #IS20G15 #InternetSales20Group #InternetSales20Group15 #InternetSales20GroupConference #InternetSales20GroupConference15
Key Takeaways
- The automotive sales profession in the UK shares similar public perceptions to those in the U.S., with professionals striving to change dated stereotypes.
- Effective customer engagement in car sales entails asking open-ended questions, creating personalized experiences, and maintaining long-term relationships.
- Building one's personal brand and leveraging community networks can significantly boost sales and create new opportunities within the automotive industry.
- The Women Automotive Network is championing diversity and gender inclusivity, providing mentorship, and connecting automotive professionals.
- Sales strategies should adapt to the modern consumer who is typically well-researched and internet-savvy, requiring salespeople to be proactive and knowledgeable.
- Event Details: Sean V. Bradley invites you to attend the Internet Sales 20 Group conference! Attendees can secure their spot at a discounted rate by visiting www.eventbrite.com/e/761375152577/?discount=MCS24
About Isabella Tutt
Isabella Tutt, a distinguished automotive sales professional hailing from the UK, boasts an impressive 13-year tenure in the industry, primarily focused on selling cars under the esteemed Peugeot brand. Beginning her career at the age of 19, Isabella swiftly earned full Peugeot accreditation, setting a high standard for herself from the outset.
Throughout her tenure, Isabella has excelled in various sales domains, including new car sales, business-to-business transactions, and mobility sales, demonstrating her versatility and adaptability in diverse market segments. Her dedication to excellence has been consistently recognized, with accolades such as Customer Satisfaction and Volume Sales awards under her belt.
Beyond her exemplary sales prowess, Isabella is celebrated for her unwavering commitment to customer service, embodying the ethos of putting the client's needs first in every interaction. Her ability to forge meaningful personal relationships with clients has been instrumental in fostering loyalty and driving repeat business.
Notably, Isabella is a trailblazer in challenging stereotypes within the automotive industry, championing inclusivity and diversity at every turn. Her recent involvement with the Women Automotive Network exemplifies her dedication to empowering underrepresented groups within the automotive sector, driving positive change and fostering a more inclusive industry landscape.
With a proven track record of success, a passion for customer satisfaction, and a commitment to diversity and empowerment, Isabella Tutt stands as a formidable force in the world of automotive sales, poised to continue making significant contributions to the industry for years to come.
Resources
Dealer Synergy & Bradley On Demand: The automotive industry’s #1 training, tracking, testing, and certification platform and consulting & accountability firm.
The Millionaire Car Salesman Podcast: is the #1 resource for automotive sales professionals, managers, and owners. Also, join The Millionaire Car Salesman Facebook Group today!
Win the Game of Googleopoly: Unlocking the secret strategy of search engines.
The Millionaire Car Salesman Podcast is Proudly Sponsored By:
Dealer Synergy: The #1 Automotive Sales Training, Consulting, and Accountability Firm in the Automotive Industry! We have been building Internet Departments and BDCs for over two decades! It is this experience that has allowed us to develop the absolute best automotive Internet Sales, BDC, and CRM solutions for car dealerships. We have created the most effective training programs and processes. Phone scripts and rebuttals are our specialties, while CRM action plans, strategies, and templates are our expertise! Dealer Synergy will take both your tools and your people to the next level.
Bradley On Demand: Automotive Sales Industry’s #1 Interactive Training, Tracking, Testing and Certification Platform. With over 7,500 training modules, our platform has everything you and your dealership need to sell more cars, more often and more profitably!
Money Mind Mapp (M3): Visit MoneyMindMapp.com for help in revolutionizing your business to help you sell more cars by tracking, projecting, and forecasting your personal sales goals!
Transforming the Auto Sales Experience: A Candid Conversation with Industry Experts The automotive sales industry has undergone significant changes over the years, with technological advancements and evolving consumer behaviors shaping its landscape. In a riveting conversation with esteemed professionals from the industry, we delve into the nuances of car sales in the UK versus the US, examine the power of personal branding, and explore the significance of creating a customer-centric sales process.
Key Takeaways:
- Differences between the UK and US car sales processes offer unique perspectives on customer engagement and sales techniques.
- Creating a strong personal brand as an automotive sales professional can significantly enhance your reach and sales potential.
- The concept of the 'road to the sale' can be adapted to leverage various touchpoints, ensuring customer loyalty and maximizing sales opportunities.
Cross-Continental Car Sales: Unpacking the UK and US Models The conversation kicks off with Sean V. Bradley and Isabella Tutt comparing their experiences in car sales in the US and the UK, respectively. Across the Atlantic, we see a common ground where sales professionals are challenged to break free from the stereotype of being 'arrogant liars,' as Tutt articulates. Both professionals highlight the integral role of trust and genuine connection in securing sales and fostering long-term customer relationships.
"I personally […] have a lot of love for Peugeot and the pride of the lion and the brand itself, because, like I say, I felt that they looked after me throughout my journey into sales as a new car sales executive." — Isabella Tutt
In the US, Bradley notes, the sales process has evolved into a more intricate and accountable system, where ups are identified and meticulously documented to improve conversions and retain customers. Establishing trust and rapport from the initial greeting to the final follow-up is paramount in building a successful sales career, resonating deeply with Tutt's passion for delivering personalized experiences.
Crafting a Personal Brand within the Dealership Tiana Mick's journey from selling cars to becoming an influential voice in the industry showcases the power of personal branding in the digital age. The conversation weaves in the importance of being recognized within your community and creating a brand that resonates with specific groups, influencing buying decisions and building a loyal customer base.
"You make your own success, and you are the result of your own failure as well, in my opinion." — Isabella Tutt
Mick's strategic move to carve out a niche for women and the LGBTQ community exemplifies seizing the opportunity to stand out among a sea of sales professionals. With a strong digital presence and active participation in community events, Mick demonstrates how a clear brand identity can catapult one's career, bridging the gap between the traditional car salesman image and the diverse, tech-savvy market of today.
Redefining 'Road to the Sale' with Innovative Touchpoints The 'road to the sale' is a concept both UK and US professionals are acquainted with; however, Sean V. Bradley offers a fresh perspective by incorporating eight different categories for car sales opportunities. This holistic approach emphasizes not only the transaction at hand but also the potential of carryover leads and the diverse sources from which sales could emerge.
"Instead of trying to sell 30 or 40 cars from one or two areas, you're looking at seven carryover and eight fresh. That's 15 different ways you could sell a car in a month." — Sean V. Bradley
By cross-referencing initial contact information such as birthdays, significant events, and preferences, sales professionals can forge stronger connections with leads and return customers. Bradley's in-depth process takes into account the entirety of a buyer's journey and positions salespeople as trusted advisors rather than mere transactional agents.
As we recap the insightful conversation with Sean V. Bradley, Tiana Mick, and Isabella Tutt, it's evident that the automotive sales landscape is intricate and robust, demanding thoughtful strategies and authentic connections. Embracing personal branding, reinventing sales approaches, and nurturing enduring relationships emerge as pillars of a thriving career in auto sales. With a customer-centric approach and a keen understanding of different markets, automotive professionals can drive their success to new heights, leveraging their unique personalities and technological savvy to redefine the traditional sales experience.
In this enlightening episode of the Millionaire Car Salesman podcast, titled "Mastering the Internet Director Department," hosts Sean V. Bradley and L.A. Williams welcome automotive industry expert Keric Davis to explore the intricacies of running a successful internet department in an auto dealership! The conversation dives deep into the importance of crafting a cohesive strategy that empowers sales professionals to leverage digital tools effectively, streamline customer interactions, and ultimately drive sales to new heights!
Kicking off the discussion, Sean highlights the pivotal role of an internet director, emphasizing the need for prompt responses to inbound leads and the significance of consistent follow-up efforts! The episode also addresses common misconceptions surrounding internet and BDC management roles, shedding light on the invaluable contributions these departments make to the dealership's overall success! Drawing from his extensive experience, Keric shares valuable insights into the evolving landscape of automotive sales, emphasizing the growing importance of technology-driven customer interactions!
Listeners will gain valuable insights from the hosts' practical advice on achieving operational excellence, including strategies for maintaining control over engagements, optimizing time management, and enhancing lead follow-up processes! Furthermore, the episode underscores the importance of fostering a collaborative environment within the dealership, where internet directors play a vital role in facilitating synergy between BDC representatives, sales managers, and other key stakeholders!
Tune in to this episode to discover actionable tips and strategies for mastering the internet director department and driving unprecedented success in automotive sales!
🚀 JOIN Sean V. Bradley and the Millionaire Car Salesman Members at the upcoming Internet Sales 20 Group conference! 🌐 Dealer Synergy is giving you 25% OFF! 🏎️✨
Secure your spot now at www.eventbrite.com/e/761375152577/?discount=MCS24! 🎉
#IS20G #IS20G15 #InternetSales20Group #InternetSales20Group15 #InternetSales20GroupConference #InternetSales20GroupConference15
Key Takeaways
- Effective leadership for an Internet or BDC Department requires managers to be proactive in managing live customer engagements and tracking leads meticulously.
- Encouraging a paradigm shift amongst sales managers to view Internet or BDC management roles as opportunities rather than demotions or secondary responsibilities.
- The significance of real-time 'T.O.' processes in Internet sales, ensuring no customer interaction ends without a managerial touchpoint.
- A department's success is largely dependent on its adherence to follow-up protocol, perseverance, and a high volume of contact attempts.
- Fostering an interdependent and synergistic culture amongst BDC reps, point-guards, and salespeople is key to driving consistent sales growth.
- Event Details: Sean V. Bradley invites you to attend the Internet Sales 20 Group conference! Attendees can secure their spot at a discounted rate by visiting www.eventbrite.com/e/761375152577/?discount=DEALERSYNERGY
About Keric Davis
Keric Davis is a seasoned automotive professional based in Boise, Idaho. With over eight years of experience in the industry, he currently holds the dual role of Internet Manager and Floor Manager at Dennis Dillon Nissan. Originally from Portland, Oregon, Keric's journey in automotive began in 2000. Throughout his career, he has held diverse roles including desk manager and sales manager, showcasing his versatility and adaptability. Known for his adeptness at leveraging new technologies and communication methods, Keric excels in his position as Internet Manager, where he leads with a combination of extensive experience and strategic sales management skills.
Resources
Dealer Synergy & Bradley On Demand: The automotive industry’s #1 training, tracking, testing, and certification platform and consulting & accountability firm.
The Millionaire Car Salesman Podcast: is the #1 resource for automotive sales professionals, managers, and owners. Also, join The Millionaire Car Salesman Facebook Group today!
Win the Game of Googleopoly: Unlocking the secret strategy of search engines.
The Millionaire Car Salesman Podcast is Proudly Sponsored By:
Dealer Synergy: The #1 Automotive Sales Training, Consulting, and Accountability Firm in the Automotive Industry! We have been building Internet Departments and BDCs for over two decades! It is this experience that has allowed us to develop the absolute best automotive Internet Sales, BDC, and CRM solutions for car dealerships. We have created the most effective training programs and processes. Phone scripts and rebuttals are our specialties, while CRM action plans, strategies, and templates are our expertise! Dealer Synergy will take both your tools and your people to the next level.
Bradley On Demand: Automotive Sales Industry’s #1 Interactive Training, Tracking, Testing and Certification Platform. With over 7,500 training modules, our platform has everything you and your dealership need to sell more cars, more often and more profitably!
Money Mind Mapp (M3): Visit MoneyMindMapp.com for help in revolutionizing your business to help you sell more cars by tracking, projecting, and forecasting your personal sales goals!
Mastering the Internet Director Role in Automotive Sales: Strategies for Success The automotive sales landscape has evolved, with a significant pivot towards digital showrooms and online customer engagement. In this new era, the role of an Internet Director is pivotal in driving sales and maintaining robust customer relationships. Sean V. Bradley, a seasoned industry expert, alongside Keric Davis, an experienced Internet Manager, engage in a deep dive into the strategies and techniques pivotal for success in today's automotive Internet sales.
Key Takeaways:
- Engagement is key: The primary focus of an Internet Director should be managing and monitoring customer engagement across all platforms.
- Follow-up is foundational: The bulk of the job involves consistent and strategic follow-ups to leads that have yet to make contact.
- Integrate interdependence: Cultivating a culture of teamwork and shared goals within the department is crucial for collective success.
The Importance of Customer Engagement Managing customer interactions is a top priority for Internet Directors. Immediate communication with engaged customers can be the difference between a lost opportunity and a lucrative sale. "When you're running your day, what a director's gotta do," Sean emphasizes, with Keric agreeing, "immediate communication...is...my first and foremost concern."
Prioritizing Engagement The difficulty in establishing the first contact with potential buyers signifies the importance of prioritizing those actively engaging with the dealership. Internet Directors should "have situational control over...who is having conversations with us." Keeping a record of engaged conversations and strategizing responses is paramount to ensure opportunities aren't missed.
The Focus on Conversations Sean outlines the necessity to "differentiate between the two realities. You're either in follow-up or you're in engagement". Focusing on actively engaged prospects ensures efficient usage of time and resources, and helps in building a credible customer relationship that often leads to conversions.
The Follow-Up Strategy For Internet directors, rigorous follow-up with potential buyers forms the bedrock of their role. It's not just about chasing leads but constructing a consistent follow-up pattern that maximizes the conversion likelihood. "The hardest part of Internet sales... is just making contact with a prospect," Sean reflects, highlighting the necessity of persistent outreach.
Time Maximization It's vital for Internet Directors to be time maximization experts. Sean criticizes the common time-wasting practice of pre-call preparation for leads that may not even answer, "dial the phones first, then start reading, doing the research."
Reconciling CRM Data An Internet Director must reconcile data regularly, ensuring the CRM prompts the right follow-up actions. An overlooked but crucial aspect is reviewing "the last time she touched people," identifying long-untouched leads and rectifying follow-up strategies.
Building a Culture of Interdependence Success in the role goes beyond engagement and follow-up; it's also about creating a positive, cooperative team culture. This involves ensuring that the Internet and showroom teams collaborate efficiently and align with the dealership's goals.
Cohesion in the Team Keric shares his success at Dennis Dillon Auto Group through fostering a collaborative team atmosphere where "we have record high numbers for our individual car counts for both our BDC and our sales team." The group dynamic is essential, with the Internet department functioning as a tightly-knit machine.
The Sales Team as Mentors Promoting a mentoring mentality is crucial, with salespeople advising Internet Coordinators, ensuring a cohesive approach to customer service and sales. Creating a learning environment within the team not only enhances capabilities but collectively raises the department's performance.
The insights presented by Sean V. Bradley and Keric Davis offer a wealth of knowledge for current and aspiring Internet Directors in the automotive industry. From maintaining diligent customer engagement to establishing relentless follow-up methods and cultivating a vibrant culture of interdependence, their conversation lays out a blueprint for success in the digital era of car sales. It underscores the transformative power of leveraging both technology and human capital to achieve exceptional outcomes. Through strategic oversight and a cohesive team approach, Internet Directors can significantly boost sales and foster a progressive dealership model in tune with modern consumer expectations.
In this insightful episode, marketing professionals and automobile aficionados are treated to an engaging discussion with Joe Zumpella, the Director of Marketing for the Cochran Automotive Group! The conversation swiftly homes in on innovative methods for creating customer loyalty, leveraging the power of digital advertising, and establishing a palpable presence in local communities. With an unwavering dedication to both customer value and communal involvement, Zumpella's narratives offer a masterclass in balancing successful automotive marketing with corporate social responsibility!
Joe Zumpella's journey from a casual dealership visitor to a marketing maven for a vast dealer network is as unconventional as it is intriguing! He underscores the effectiveness of geo-targeted digital campaigns, the significance of maintaining a positive community footprint, and the importance of press outreach in amplifying humanitarian efforts. The dialogue transitions smoothly to the technical realm of digital marketing. Discussions about SEO and SEM highlight the necessity of a cohesive relationship between dealership representatives and marketing vendors to realize the full potential of these platforms! Tune in to hear WHO Joe uses to maintain being the marketing master of his region!
🚀 JOIN Sean V. Bradley and the Millionaire Car Salesman Members at the upcoming Internet Sales 20 Group conference! 🌐 Dealer Synergy is giving you 50% OFF! 🏎️✨
Secure your spot now at www.eventbrite.com/e/761375152577/?discount=MCS24! 🎉
#IS20G #IS20G15 #InternetSales20Group #InternetSales20Group15 #InternetSales20GroupConference #InternetSales20GroupConference15
Key Takeaways
- Joe Zumpella shares his unexpected entry into the automotive industry and the importance of community-driven marketing strategies.
- Number one Cochran Automotive Group stands out in its commitment to philanthropy, highlighting specific charitable programs and initiatives.
- Zumpella offers insights into effective use of earned media strategies to promote community-oriented events and causes.
- The conversation reveals the impact and significance of SEO and SEM in automotive marketing, and the value of vendor partnerships.
- Tips on building relationships with local media and leveraging free press opportunities as part of a comprehensive marketing strategy.
- Event Details: Sean V. Bradley invites you to attend the Internet Sales 20 Group conference! Attendees can secure their spot at a discounted rate by visiting www.eventbrite.com/e/761375152577/?discount=DEALERSYNERGY
About Joe Zumpella
Joe Zumpella is an expert marketing professional with two decades of experience, including five years dedicated to the automotive industry. His journey began in the golf industry, where he excelled in sales and spearheaded the creation of golfhq.com. As the Director of eCommerce, Joe navigated the digital landscape, propelling the brand to the top 10 golf retail sites nationally.
Transitioning to a boutique digital marketing company in Cleveland, Joe continued to lead successful digital marketing teams. His foray into the automotive sector commenced at Autosoft DMS, where he blended his marketing expertise with insights into the automotive business.
A fateful encounter at Sweeney Chevrolet Buick GMC marked a pivotal moment. Initially just passing time with his daughter, Joe's experience caught the eye of the sales manager, leading to an unexpected interview. This twist of fate landed him a role as the Digital Marketing Director, steering the dealership's marketing efforts.
The narrative took another turn when the dealership underwent acquisition by #1 Cochran. Undeterred, Joe expanded his responsibilities, overseeing marketing for a network of seven dealerships in northeast Ohio. Today, Joe Zumpella stands at the helm of both digital and traditional marketing for this thriving platform, shaping strategies and driving success in the dynamic automotive landscape
Resources
Dealer Synergy & Bradley On Demand: The automotive industry’s #1 training, tracking, testing, and certification platform and consulting & accountability firm.
The Millionaire Car Salesman Podcast: is the #1 resource for automotive sales professionals, managers, and owners. Also, join The Millionaire Car Salesman Facebook Group today!
Win the Game of Googleopoly: Unlocking the secret strategy of search engines.
The Millionaire Car Salesman Podcast is Proudly Sponsored By:
Dealer Synergy: The #1 Automotive Sales Training, Consulting, and Accountability Firm in the Automotive Industry! We have been building Internet Departments and BDCs for over two decades! It is this experience that has allowed us to develop the absolute best automotive Internet Sales, BDC, and CRM solutions for car dealerships. We have created the most effective training programs and processes. Phone scripts and rebuttals are our specialties, while CRM action plans, strategies, and templates are our expertise! Dealer Synergy will take both your tools and your people to the next level.
Bradley On Demand: Automotive Sales Industry’s #1 Interactive Training, Tracking, Testing and Certification Platform. With over 7,500 training modules, our platform has everything you and your dealership need to sell more cars, more often and more profitably!
Money Mind Mapp (M3): Visit MoneyMindMapp.com for help in revolutionizing your business to help you sell more cars by tracking, projecting, and forecasting your personal sales goals!
Driving Customer Loyalty and Community Impact: Strategies from the Auto Industry's Front Lines In the high-octane world of automotive sales, building customer relationships and staying ahead in the digital landscape are key to success. A transcript from industry thought leaders provides a rare glimpse into the strategies employed by a top-tier dealership group. These strategies are not just about selling vehicles; they're about creating lasting connections with customers and making meaningful contributions to local communities. Here, we unpack the insights shared by Joe Zumpella, Director of Marketing for Cochrane Automotive Group, on a podcast with Sean V. Bradley.
Key Takeaways:
- Developing strong community ties through charity work can enhance a dealership's public image and build deeper customer relationships.
- A strategic partnership with a firm specializing in digital marketing, like SEO and SEM, is indispensable for modern dealership success.
- Dealerships should maintain active collaboration with marketing vendors for optimal performance and accountability.
Crafting Customer Loyalty through Equity and Lease Ads The Cochrane Automotive Group leverages data to cultivate customer loyalty ingeniously. Joe Zumpella explains how they target specific groups, such as vehicle owners with positive equity and leaseholders nearing contract end. By showing these customers tailored ads on social media, the group not only incentivizes repeat business but also strengthens its reputation for attentive customer service.
"I can pull customers that purchased a vehicle from us that have positive equity, that have less than 36 months remaining on their term. And I can show them an ad that right there for creating customer loyalty is huge." – Joe Zumpella
Driving Community Engagement Forward: The act of engaging customers through targeted advertising is also an exercise in transparency and trust-building. It shows that the dealership acknowledges and rewards customer loyalty, which in turn fosters a sense of belonging and goodwill toward the brand.
Expanded Reach Through Digital Platforms: Incorporating leaseholders into this strategy represents a smart expansion of the dealership’s reach. By targeting leaseholders approaching the end of their terms, they tap into a market poised for immediate decision-making, likely resulting in increased conversions and sustained customer loyalty.
Harnessing the Power of Community Involvement Cochrane Automotive Group doesn't just sell cars; they actively participate in community welfare, distinguishing themselves as a dealership that cares. From organizing marathons to supporting local charities, their involvement runs deep, resonating with customers who value corporate responsibility.
"We support the local university. At YSU, that's huge, because a lot of the family-owned dealerships that were here prior... they were highly involved in the community... So most of these dealerships are all within an hour, hour and a half driving distance of each other." – Joe Zumpella
Localized Impact and Brand Identity: Local involvement reflects the group’s commitment to their immediate environment, enriching the brand’s identity as a caring neighbor rather than a faceless entity. This community-forward approach helps cement their local presence and enhance customer loyalty.
The Ripple Effect of Altruism: Community actions often generate a positive ripple effect, inspiring others to engage in similar efforts. By setting an example, the dealership fosters a culture of giving that not only benefits the community but also solidifies the group's reputation as a benefactor and ally.
The Digital Marketing Edge: Making SEO and SEM Work for You Zumpella stresses the importance of maintaining a robust online presence to thrive in today’s digital-first marketplace. By forging a genuine partnership with Search Lab—a company specializing in SEM and SEO—they've carved a niche for themselves in the crowded digital space.
"I talk to each of them multiple times a week... And it's become a partnership that is very valuable." – Joe Zumpella
Collaborative Dynamics in Digital Marketing: The partnership with Search Lab isn't transactional; it's cooperative, implying that the automotive group works closely with their SEO and SEM specialists to tailor strategies that reflect their unique market position.
Education as a Competitive Advantage: With a knowledge-savvy marketing director like Zumpella at the helm, Cochrane Automotive Group ensures that their strategies are not just cutting-edge but also comprehensible to the internal team. This empowers the dealership to make informed decisions and stay agile in response to market trends.
The insights from Sean V. Bradley and Joe Zumpella underscore the dynamic and multifaceted nature of marketing within the automotive sector. Community involvement, customer loyalty, and adept use of digital marketing tools form a triad of tactics that can propel a dealership from mere profitability to a position of influence and respect within both the marketplace and the broader community. The Cochrane Automotive Group serves as a case study in the profound impact these strategies can have when executed with care, expertise, and a genuine desire to create lasting connections.
Kicking off Women’s History Month, the Millionaire Car Salesman podcast is bringing you an enlightening episode that takes a deep dive into the underrepresentation of women in the automotive industry! Sean V. Bradley, the show's host, along with co-host Tianna Mick aka T Got Your Keys, engages with Stephanie May from the Women Automotive Network to uncover the challenges and opportunities for women in automotive sectors globally!
The episode kicks off with Sean highlighting the disproportionate ratio of women to men on car sales floors and management positions, despite women having significant purchasing power in the automotive market. The discussion navigates the nuances of recruiting and retaining women in automotive roles, focusing on the need for change in dealership culture and practices. With a universal theme of gender diversity, the talk underscores that understanding your customer base leads to a more successful dealership - a rule of thumb that transcends geographical boundaries.
Stephanie elaborates on the mission of the Women Automotive Network, emphasizing the importance of including men in the conversation to truly effect change. From London to Detroit, the discussion sheds light on the similarities of challenges faced by women across the automotive industry, regardless of location. Listen in as the episode progresses, and we are introduced to the various initiatives by the Women Automotive Network!
🚀 JOIN Sean V. Bradley and the Millionaire Car Salesman Members at the upcoming Internet Sales 20 Group conference! 🌐 Dealer Synergy is giving you 50% OFF! 🏎️✨
Secure your spot now at www.eventbrite.com/e/761375152577/?discount=MCS24! 🎉
#IS20G #IS20G15 #InternetSales20Group #InternetSales20Group15 #InternetSales20GroupConference #InternetSales20GroupConference15
Key Takeaways
- There is a significant gap in the representation of women in the automotive industry, despite their substantial purchasing power.
- The Women Automotive Network seeks to support and empower women globally in the automotive sector, emphasizing the inclusion of men in the conversation.
- Cultivating a diverse and inclusive dealership culture can be beneficial from both a business and employee satisfaction perspective.
- Mentorship programs offered by the network play a crucial role in connecting and supporting women's growth in the industry.
- The Women Automotive Network is organizing their first physical event in Detroit in June, focused on diversity, empowerment, and community building in automotive.
- Event Details: Sean V. Bradley invites you to attend the Internet Sales 20 Group conference! Attendees can secure their spot at a discounted rate by visiting www.eventbrite.com/e/761375152577/?discount=DEALERSYNERGY
About Stephanie May
Stephanie May, a visionary in the automotive industry, has been a driving force in fostering inclusivity and collaboration. Since 2016, she has spearheaded initiatives that have transformed the landscape, culminating in the establishment of the Women Automotive Network – a global community with a staggering 34,000+ members.
In 2016, Stephanie took the reins, initiating panels, breakfasts, and workshops at regional automotive events. However, her true mark was made with the launch of the inaugural Women Automotive Summit in Stuttgart, Germany, in June 2019. The event drew 176 attendees and laid the foundation for something far more expansive.
When the pandemic forced events to migrate online, Stephanie seized the opportunity to redefine their purpose. The Women Automotive Network emerged, transcending the confines of a traditional event series. As of January 2024, it stands as a global force, boasting a myriad of activities. From a monthly newsletter to a bi-annual mentorship program, a leadership interview series, a job vacancy platform, and both online and in-person events in Detroit and Germany, Stephanie has curated a thriving community.
Stephanie reflects with pride on the connections facilitated within this global network. Mentors and mentees evolving into global friends, executives from top OEMs and Suppliers learning from shared experiences, and tangible outcomes like direct job placements, promotions, and advancements in diversity, equity, and inclusion initiatives.
What sets Stephanie's approach apart is her commitment to unity and adaptability. Understanding that everyone shares a common mission, she emphasizes collaboration over competition. As a mother of two young girls, Stephanie is fueled by a desire to create a more inclusive world for the generations to come. Her philosophy is simple but powerful: diversity makes business sense.
In her own words, Stephanie sheds light on the network's success: "It's about listening to our community and implementing what they ask for… 'IF' we can." The journey has been marked by constant improvement, flexibility, and a keen responsiveness to industry and global demands. From introducing a mentorship program in 2021 to launching a job platform in 2022, awards in 2023, and expanding to Detroit in 2024, Stephanie's leadership embodies a commitment to evolution and growth.
As she looks to the future, Stephanie envisions further expansion, with plans underway to launch into Mexico and Asia in 2025. Her dedication to fostering a supportive and collaborative environment within the automotive industry has not only created a network but a movement towards lasting change. Stephanie May stands as a beacon of inspiration, steering the automotive world towards a future defined by diversity, unity, and collective success.
Resources
Dealer Synergy & Bradley On Demand: The automotive industry’s #1 training, tracking, testing, and certification platform and consulting & accountability firm.
The Millionaire Car Salesman Podcast: is the #1 resource for automotive sales professionals, managers, and owners. Also, join The Millionaire Car Salesman Facebook Group today!
Win the Game of Googleopoly: Unlocking the secret strategy of search engines.
The Millionaire Car Salesman Podcast is Proudly Sponsored By:
Dealer Synergy: The #1 Automotive Sales Training, Consulting, and Accountability Firm in the Automotive Industry! We have been building Internet Departments and BDCs for over two decades! It is this experience that has allowed us to develop the absolute best automotive Internet Sales, BDC, and CRM solutions for car dealerships. We have created the most effective training programs and processes. Phone scripts and rebuttals are our specialties, while CRM action plans, strategies, and templates are our expertise! Dealer Synergy will take both your tools and your people to the next level.
Bradley On Demand: Automotive Sales Industry’s #1 Interactive Training, Tracking, Testing and Certification Platform. With over 7,500 training modules, our platform has everything you and your dealership need to sell more cars, more often and more profitably!
Money Mind Mapp (M3): Visit MoneyMindMapp.com for help in revolutionizing your business to help you sell more cars by tracking, projecting, and forecasting your personal sales goals!
Harnessing Female Power in the Automotive Industry: A Pivotal Shift Towards Inclusivity and Profitability
The automotive industry, traditionally viewed as a bastion of male dominance, is undergoing a transformative reassessment of its demographic strategy. With the dawning realization that women wield significant control over buying decisions, the push to understand and integrate this powerful segment into the workforce has never been more critical. Bringing the discussion to the forefront are dynamic figures such as Sean V. Bradley, President of Dealer Synergy, and Tianna Chanel Mick, alongside influential voices from the Women Automotive Network represented by Stephanie May. This article delves into the seismic shift needed to unlock the full potential of female involvement in the automotive sector, both as consumers and as part of the workforce.
Key Takeaways:
- Women's Influence: Women hold over 87% of the buying power in automotive purchases, highlighting the urgent need for greater female representation in dealership roles.
- Cultural and Structural Shifts: Adjusting dealership culture and structure, such as job titles and working hours, is paramount for attracting and retaining female talent.
- Global Connection: Challenges and strategies for integrating women into automotive roles share considerable commonality across geographical borders, suggesting a global movement.
Understanding the Untapped Market: Female Buying Power
The colossal buying power wielded by women in the car-buying process is undeniable. With an estimated 87% control in automotive purchase decisions, the disparity between the influence women hold and their representation in dealership roles is stark. Sean V. Bradley encapsulates the situation by asserting, "If females have over 87% buying power and I don't have one or I've only have one on my floor, maybe I want to properly recruit and hire some amazing females to the team so they could be a catalyst to be able to engage female prospects at a higher, better level."
But it's not just about profit maximization. The conversation extends to appreciating the unique qualities that women bring to the workforce. Within car sales, traditionally a "man's world," the addition of females is seen to diversify teams and arguably improve operations through increased attention to detail and customer care, a sentiment echoed in the transcript by both Bradley and the Women Automotive Network's Stephanie May.
Transforming Dealership Culture: More Than Just Flex Hours
A major roadblock to attracting female talent to dealerships is the prescribed work culture, particularly the exhaustive 'bell-to-bell' shifts. The Women Automotive Network suggests models such as 'flexi working hours', as practiced in the UK, which allow employees to meet their targeted hours with flexibility. This can cater to individuals' needs while enhancing morale and productivity.
Tianna Mick emphasizes the importance of creating an environment that is attractive to all genders. She notes that even small adjustments, like job titles on applications switching from "car salesman" to "car salesperson," can foster a more inclusive atmosphere. When dealerships evaluate their workspaces from the perspective of different demographics, they begin to unravel the structural biases that have historically barred diverse talent pools from entering the automotive workforce.
The Ripple Effect of Global Networking and Mentorship
A key component to bolstering female participation in automotive roles is the support and mentorship from networks that span across international boundaries. The Women Automotive Network, boasting a membership of 34,000, illustrates how mentorship programs and events have fostered connections and career growth for women worldwide. "The connections that you make...are seriously lifelong," shares Stephanie May, underscoring the enduring impact of such initiatives.
Tianna's upcoming speaking engagement at the organization's Detroit conference is a testament to the power of such networks in propelling women's careers forward. These platforms not only promote professional development but also deliver strategies for individuals and businesses to capitalize on the diversity of their communities for increased sales and market presence.
Sustainability in the automotive industry is no longer just about eco-friendly cars or lean manufacturing processes. It's about creating an ecosystem that values all contributors equally. The discussions and strategies shared by Bradley, Mick, and May shed light on the glaring inequities that persist and offer pathways to correct them. With every adjusted job title, flexible hour, and international summit, a new chapter in the automotive industry begins—one that promises profitability and equity for those willing to drive the change.
Join host Sean V. Bradley in an insightful conversation with Brian Allen, a seasoned car salesman and former hat shop owner. Brian spills the beans on his journey to automotive success, from his early days in door-to-door sales to becoming a top performer in a Toyota dealership!
Discover Brian's secret sauce for success, where creating a unique customer experience takes center stage! He dives into the power of infusing enthusiasm and humor into the sales process and curates an office environment that mirrors his distinct personal brand.
Brian's wisdom extends to the art of diversifying lead sources and building a referral network through strategic partnerships and networking. Gain practical insights into crafting a partner board in your office and cultivating client relationships that not only last but also fuel a steady stream of referrals!
If you're in the automotive industry or aspire to be, this episode is your backstage pass to the strategies and tactics that have propelled Brian Allen to success! Tune in and glean actionable tips on selling cars, creating a standout personal brand, and building a flourishing career in the dynamic world of automotive sales!
Key Takeaways
- Effective branding and personal presentation, like Brian Allen's "hat guy" persona, can create a lasting impression on customers, aiding in recall and customer loyalty.
- Brian emphasizes the importance of maintaining high energy and using humor to create a comfortable environment for clients, which helps in establishing rapport and closing deals.
- A salesperson's office setup, inclusive of showcasing achievements, can provide a subtle yet powerful confidence boost, nudging customers towards a positive view of the sales interaction.
- Diversification of lead sources, like networking within niche communities or creating reciprocal business partnerships, can significantly increase a salesperson's opportunities beyond the dealership's leads.
- Continuous self-improvement and education are paramount for sales professionals, as it sharpens skills and ensures they are at the top of their game, akin to elite athletes' dedication to practice and growth.
- Event Details: Sean V. Bradley invites you to attend the Internet Sales 20 Group conference! Attendees can secure their spot at a discounted rate by visiting www.eventbrite.com/e/761375152577/?discount=DEALERSYNERGY
About Brian Allen Andrews
Brian Allen Andrews is a dynamic professional with a diverse journey marked by resilience and success. His foray into sales began at the age of 19, where he swiftly ascended the ranks in door-to-door sales, eventually leading his own crew for three years. Seeking new challenges, Brian transitioned to the automotive industry, showcasing his sales prowess at a Toyota dealership. In a mere nine months, he not only emerged as the top seller but seamlessly transitioned to the finance department, where his skills continued to shine.
Brian's trajectory within the car business was nothing short of meteoric — from assistant sales manager to finance director, sales manager, and ultimately, general sales manager. However, a bold entrepreneurial spirit led him to diversify. In 2008, he ventured into the retail world by opening a clothing store, demonstrating his adaptability. Despite facing the challenges of the economic downturn in 2009, Brian pivoted to selling fine art and eventually found success in the hat business.
An illustrious chapter in Brian's career was marked by owning four hat shops, including the iconic Hat Shop Carmel, recognized by The New York Times as one of the Top 5 places to shop. Unfortunately, the unforeseen challenges posed by the COVID-19 pandemic forced closures, leading Brian to navigate the difficulties and start anew in December 2021, returning to his roots in the car business with a focus on sales. Brian Allen Andrews embodies the spirit of resilience, continually rising above challenges, and embracing new opportunities with unwavering determination.
Mastering the Art of Automotive Sales: Insights from a Half-Million Dollar Car Salesman
The automotive sales industry is one that requires both skill and strategy to navigate successfully. As consumer behaviors shift and technology alters the way dealerships operate, sales professionals must adapt and innovate to stay ahead. One such professional, Brian Allen, also known as "The Hat Guy" due to his unique branding strategy and past hat business success, shares his insights and experiences on a recent podcast. His approach offers valuable lessons in personal branding, sales techniques, and entrepreneurial thinking within the automotive sector.
Key Takeaways:
- Personal Branding can significantly impact sales success by creating a memorable identity for customers.
- Focusing on the customer experience and adding personal touches can differentiate a sales professional from competitors.
- Diversification of lead sources and building a personal prospecting network are essential for sustained success in automotive sales.
The Power of Personal Branding in Car Sales
Personal branding stands at the forefront of Allen's sales technique. Known for his distinctive fashion of always wearing a hat, Allen has crafted an identity that keeps him top-of-mind with customers. He underlines the importance of being memorable – it's not always about the name, but rather the association customers make with your brand.
In the "Personal Branding in Car Sales" section, you should expand on the explanations given by Allen during the podcast regarding his branding strategy. He emphasizes that his hats are not only a personal fashion choice but a deliberate branding tool. With stories and examples from his own experiences, illustrate how this approach has opened doors and created conversations with prospects.
Furthermore, investigate the broader implications of personal branding in sales. Delve into stats and expert opinions that validate the significance of personal branding in leading to greater sales success. Discuss how automotive sales professionals can develop their brands and the common pitfalls to avoid.
Refining the Sales Experience
Brian Allen doesn't just rely on his personal charm to seal deals; he curates an entire experience for his clients. From a strategic layout of trophies in his office to engaging interactions that involve customers in the sales process, his methodology goes beyond the average car salesperson's approach. He understands the psychological aspect of sales – that purchasing decisions are often influenced by emotions just as much as by product features or pricing.
This section should outline the tactics he employs to create an engaging sales environment. Quote directly from his playbook, like his humorous approach to offering asparagus or compliments as an after-sale 'tip.' Illustrate how humor, environment-setting, and customer involvement translate into sales effectiveness.
Discuss the broader implications of customer experience management, such as its impact on customer loyalty and the importance of personal interaction in the digital age. Provide examples from industry leaders who have similarly outstanding approaches to customer engagement.
Building and Utilizing a Diverse Lead Network
Diversifying lead sources is a strategy that has served Allen well. Despite his remarkable success in the showroom, he acknowledges the necessity of generating sales outside of dealership-provided opportunities. Allen advises finding ways to generate a steady flow of referrals - not just from individual customers, but from relationships with businesses and individuals who can provide multiple leads over time.
The article should go deeper into Allen's views on creating a 'value partner board' within an office. Emphasize how his approach shifts the focus from one-time referrals to ongoing relationships. Analyze how professionals in other industries build similar networks, drawing lessons applicable to car sales.
In this section, explore the importance of digitally savvy strategies for lead generation, including participation in brand-specific social media groups and creating a personal online brand presence. Also, discuss the significance of networking within the community and strategies for establishing mutually beneficial partnerships.
Evolving with the Industry: Embracing Continuous Growth and Learning
Throughout the conversation with Brian Allen, one message resonates clearly – the need for continuous growth and learning in the automotive sales industry. Despite his initial success, Allen confesses that seeking additional knowledge and training has propelled his career to new heights. He compares the necessity of continuous learning in sales to athletes maintaining peak performance: talent alone isn't enough.
To recap, reinforce the critical themes presented by Allen and his podcast host, such as mastering one's craft and the endless pursuit of knowledge. Offer fresh insights on how these philosophies play into the rapidly evolving automotive industry, where customer expectations, technological advancements, and competitive pressures necessitate an ever-growing skillset.
In this final section, encourage sales professionals to self-assess and to seek out educational resources, mentors, and innovative strategies to up their game. Emphasize the importance of not only learning from success but from failures and market changes and leave readers with a call to action to embrace lifelong learning within their sales careers.
In summation, Brian Allen's experiences offer a rich tapestry of techniques and wisdom for the automotive sales industry. Understanding the profound impact of personal branding, customer experience, diversified lead sources, and continuous learning can unlock new levels of professional success for salespeople willing to adapt and excel.
Resources
Dealer Synergy & Bradley On Demand: The automotive industry’s #1 training, tracking, testing, and certification platform and consulting & accountability firm.
The Millionaire Car Salesman Podcast: is the #1 resource for automotive sales professionals, managers, and owners. Also, join The Millionaire Car Salesman Facebook Group today!
Win the Game of Googleopoly: Unlocking the secret strategy of search engines.
The Millionaire Car Salesman Podcast is Proudly Sponsored By:
Dealer Synergy: The #1 Automotive Sales Training, Consulting, and Accountability Firm in the Automotive Industry! We have been building Internet Departments and BDCs for over two decades! It is this experience that has allowed us to develop the absolute best automotive Internet Sales, BDC, and CRM solutions for car dealerships. We have created the most effective training programs and processes. Phone scripts and rebuttals are our specialties, while CRM action plans, strategies, and templates are our expertise! Dealer Synergy will take both your tools and your people to the next level.
Bradley On Demand: Automotive Sales Industry’s #1 Interactive Training, Tracking, Testing and Certification Platform. With over 7,500 training modules, our platform has everything you and your dealership need to sell more cars, more often and more profitably!
Money Mind Mapp (M3): Visit MoneyMindMapp.com for help in revolutionizing your business to help you sell more cars by tracking, projecting, and forecasting your personal sales goals!
Tune in to the latest episode of the Millionaire Car Salesman Podcast, where hosts Sean V. Bradley and L.A. Williams take you on an exciting journey into the upcoming Internet Sales 20 Group conference! Get ready for a powerhouse event featuring top industry experts, successful dealers, and keynote speakers who are set to share invaluable insights and strategies for automotive professionals!
This is the most powerful 3-day Conference in Automotive! Discover the secrets to effective personal branding, uncover tactics to boost gross profits, and gain essential tools to overcome challenges in the dynamic and ever-changing automotive market! This episode is your backstage pass to understanding why the Internet Sales 20 Group conference is a must-attend for anyone serious about personal and professional growth in the automotive industry!
#IS20G #IS20G15 #InternetSales20Group #InternetSales20Group15 #InternetSales20GroupConference #InternetSales20GroupConference15
Key Takeaways
- Expert Insights: Learn from top industry experts who share their strategies for success in the ever-evolving automotive market
- Networking Opportunities: Connect with like-minded professionals, build valuable relationships, and expand your professional network
- Cutting-Edge Strategies: Stay ahead of the curve with insights into the latest trends, technologies, and strategies shaping the automotive industry
- Personal Growth: Discover the keys to effective personal branding, boosting gross profits, and overcoming challenges
- Event Details: Sean V. Bradley invites you to attend the Internet Sales 20 Group conference! Attendees can secure their spot at a discounted rate by visiting www.eventbrite.com/e/761375152577/?discount=DEALERSYNERGY
About The Internet Sales 20 Group Conference
Welcome to the pinnacle of automotive excellence! The Internet Sales 20 Group Conference is not just an event; it's a transformative experience designed to propel automotive professionals to new heights of success. This conference brings together the best and brightest minds in the industry, including successful dealers, salespeople, and keynote speakers!
Don't miss this opportunity to immerse yourself in a dynamic learning environment, gain practical takeaways, and join a community dedicated to driving excellence in the automotive world. The Internet Sales 20 Group Conference is where your journey to automotive success begins.
Revolutionizing the Automotive Sales Experience: Insights from the Internet Sales 20 Group Conference
The automotive industry is on the brink of transformation, driven by the incessant evolution of sales techniques, the advent of advanced technology, and shifting consumer expectations. The recent Internet Sales 20 Group (IS20G) conference, a gathering spearheaded by industry leaders Sean V. Bradley and LA Williams, has brought to light the need for automotive sales professionals to adapt and excel amidst these changes. In this invigorating conversation, the spotlight is on the strategies that are changing the game for car dealerships and their sales teams around the nation.
Key Takeaways:
- Hybridizing Sales Skills and Digital Strategy: The conference emphasizes the importance of combining traditional salesmanship with innovative digital marketing strategies to enhance dealership performance.
- Investing in Professional Growth: The necessity for dealership owners and automotive sales professionals to invest in self-development and advanced training is highlighted as a prerequisite for success.
- Impact of Personal Branding: Emphasis on personal and dealership branding as a key differentiator in the competitive automotive industry surfaces as a critical insight.
Embracing a Synergistic Approach to Car Sales
In the world of automotive sales, it is no longer sufficient to rely solely on conventional salesmanship. The IS20G conference showcases that a winning strategy lies in the fusion of time-honored sales techniques with modern Internet strategies. Through the insights provided by Sean V. Bradley, we learn that savvy sales professionals must become adept at using online platforms and digital marketing to attract and engage with customers effectively.
"This is exactly what you got to do. ABCDEFG. Here's the things that you should not do. H-I-J-K-L-M-N-O-P if you want to succeed." – LA Williams
By providing a blueprint of the dos and don'ts in digital automotive sales, the conference plays a pivotal role in guiding dealership personnel towards crafting an online presence that resonates with today's tech-savvy consumers. The transformation from traditional to digital is not just an option; it's a strategic imperative.
"You're going to learn how to niche down and talk to your specific crowd." – LA Williams
By focusing on unique customer segments and personalizing experiences, dealerships are able to differentiate themselves and thrive in the highly competitive automotive market.
The Imperative of Continuous Learning and Self-Investment
One of the strongest messages reverberating throughout the IS20G conference discussion is the unyielding relevance of continuous learning and investment in oneself. As Sean V. Bradley passionately points out, the greatest investment successful individuals make is in their own growth and the advancement of their business acumen.
"We all have the same 24 hours in a day… but still, I find time to go to my own education." – Sean V. Bradley
This declaration showcases not only the necessity of embracing educational opportunities but also the ethos of relentless self-improvement that permeates throughout the top echelons of the automotive sales industry.
The IS20G conference itself acts as a testament to this principle, providing an invaluable platform for networking and learning from the industry's best, effectively offering solutions for talent acquisition, customer relations, and digital transformation challenges that dealerships face.
The Power of Personal Branding in Automotive Sales
As digital mediums increasingly become the battleground for customer acquisition, the role of personal branding in automotive sales becomes ever more pronounced. Both LA Williams and Sean V. Bradley highlight the paramountcy of establishing a strong personal brand within the digital marketplace as the cornerstone of a successful career in the modern automotive industry.
"If you put me around five ice cream salesmen, right, I'm going to learn something about some ice cream." – LA Williams
The metaphorical analogy from LA Williams drives home the message that we are shaped by the individuals who surround us and, by extension, the personal brand we build reflects the customers we attract. Hence, creating a powerful brand presence not only places an individual sales professional on the map but also elevates their stature among peers and clientele, securing a sustained inflow of business.
As participants interact and exchange ideas at IS20G, the potent combination of networking and hands-on guidance provided allows for unprecedented scope to cultivate these personal brands, turning each attendee's unique selling proposition into their most valuable asset.
Crafting the Future of Automotive Sales
A clear takeaway from the IS20G conference is that successful automotive sales strategies are evolving, requiring a symbiotic relationship between individual skill and digital prowess. As professionals immerse themselves in continuous learning, they harness the power of their personal brands to stand out in a sea of competition. What this conference unequivocally demonstrates is that the road to automotive sales excellence is paved with dedication to self-investment, mastery of digital channels, and the strategic cultivation of a personal brand that resonates with the ethos of today's automotive consumers.
Through the insights of Sean V. Bradley and LA Williams shared at IS20G, we gain a unique lens into the factors shaping the industry's future. As the conference illuminates paths forward, it's certain that those who embrace these tenets will not only adapt to the changing landscape of automotive sales but will lead the charge into a new era of dealership success.
Resources
Dealer Synergy & Bradley On Demand: The automotive industry’s #1 training, tracking, testing, and certification platform and consulting & accountability firm.
The Millionaire Car Salesman Podcast: is the #1 resource for automotive sales professionals, managers, and owners. Also, join The Millionaire Car Salesman Facebook Group today!
Win the Game of Googleopoly: Unlocking the secret strategy of search engines.
The Millionaire Car Salesman Podcast is Proudly Sponsored By:
Dealer Synergy: The #1 Automotive Sales Training, Consulting, and Accountability Firm in the Automotive Industry! We have been building Internet Departments and BDCs for over two decades! It is this experience that has allowed us to develop the absolute best automotive Internet Sales, BDC, and CRM solutions for car dealerships. We have created the most effective training programs and processes. Phone scripts and rebuttals are our specialties, while CRM action plans, strategies, and templates are our expertise! Dealer Synergy will take both your tools and your people to the next level.
Bradley On Demand: Automotive Sales Industry’s #1 Interactive Training, Tracking, Testing and Certification Platform. With over 7,500 training modules, our platform has everything you and your dealership need to sell more cars, more often and more profitably!
Money Mind Mapp (M3): Visit MoneyMindMapp.com for help in revolutionizing your business to help you sell more cars by tracking, projecting, and forecasting your personal sales goals!
In this episode of the Millionaire Car Salesman Podcast, Host Sean V. Bradley discusses the importance of having a well-designed and personalized website for dealerships. Joining Sean in this conversation to emphasize the need for websites to listen to and respond to customers' needs, just like a salesperson would in a showroom, is special guest Gino Cipperooni - the Chief Revenue Officer at Dealer eProcess! The two highlight the features and capabilities of Dealer eProcess, which is the leading web development company in the automotive industry!
Sean touches on the importance of website conversion and the need for dealerships to track and analyze their website's performance, the need to conduct a cost-benefit analysis to determine the ROI of different marketing efforts, and how to properly identify areas for improvement for your dealership’s website. Additionally, Sean encourages dealerships to invest in their websites and to prioritize the integration of marketing efforts to maximize conversions and sales. Listen to this information-packed episode and understand the evolving nature of dealership websites and the importance of staying ahead of the curve in terms of personalization and user experience!
🚀 JOIN Sean V. Bradley and Dealer eProcess at the upcoming Internet Sales 20 Group conference! 🌐 Dealer eProcess is giving you 50% OFF! 🏎️✨ Seize the opportunity to stay at the forefront of automotive excellence. Secure your spot now at www.eventbrite.com/e/761375152577/?discount=DEALEREPROCESS! 🎉 #IS20G #IS20G15 #InternetSales20Group #InternetSales20Group15 #InternetSales20GroupConference #InternetSales20GroupConference15
Key Takeaways
- Importance of Website Personalization: A well-designed and personalized website is crucial for dealerships to connect with customers. The website should listen to and respond to customers' needs, similar to a salesperson in a showroom.
- Dealer eProcess Features and Capabilities: Dealer eProcess is highlighted as the leading web development company in the automotive industry.
- Website Conversion and Performance: Sean emphasizes the significance of website conversion and the need for dealerships to track and analyze website performance. Conducting a cost-benefit analysis helps determine the ROI of various marketing efforts.
- Identifying Areas for Improvement: Dealerships should proactively identify areas for improvement on their websites to enhance user experience and drive conversions. Investment in website development is a strategic move for long-term success.
- Integration of Marketing Efforts: Sean encourages the integration of marketing efforts to maximize conversions and sales. Prioritizing a cohesive approach ensures a seamless and effective online presence.
- Staying Ahead of the Curve: The nature of dealership websites is evolving, and staying ahead of the curve in terms of personalization and user experience is essential. Dealerships should embrace innovations to meet the changing expectations of customers.
- Exclusive Offer from Dealer eProcess: Dealer eProcess is extending a special offer of 50% OFF for attendees of the upcoming Internet Sales 20 Group conference. Dealers are encouraged to seize this opportunity to stay at the forefront of automotive excellence.
- Event Details: The episode concludes with an invitation to join Sean V. Bradley and Dealer eProcess at the Internet Sales 20 Group conference. Attendees can secure their spot at a discounted rate by visiting www.eventbrite.com/e/761375152577/?discount=DEALEREPROCESS.
About Gino Cipperoni
Gino Cipperoni, Chief Revenue Officer at Dealer eProcess has been in the automotive website/technology business for over 10 years. He has extensive experience in identifying opportunities within various markets to help dealerships drive sales, profitability, and growth. Furthermore, Gino’s gift for analyzing data, coupled with his deep knowledge of the customer journey, is integral to the success of dealer clients as well as the Dealer eProcess team. He is a regular speaker at industry events and a frequent contributor to many industry blogs and publications due to his unique take on digital marketing and no-nonsense presentation style. Gino is an avid reader, amateur guitar player, and lifelong Chicago Bears fan. He can be reached at gino@dealereprocess.com.
"Fewer CTAs, better conversion.”
The podcast episode titled "Fewer CTAs, better conversion" discusses the importance of limiting the number of calls to action (CTAs) on a webpage in order to improve conversion rates. The hosts, L.A. Williams and Sean V. Bradley, are joined by Gino Cipriani, the Chief Revenue Officer of Dealer eProcess, a leading dealership website platform.
The episode begins with L.A. Williams expressing his frustration with websites that have too many CTAs. He believes that overwhelming visitors with numerous CTAs can actually hinder conversion rates because it confuses users and makes it difficult for them to understand what action they should take. Instead, he suggests that websites should focus on providing clear and simple CTAs, such as price, payment, and trade options, which will lead to better conversion rates.
Sean V. Bradley introduces Gino Cipriani as a subject matter expert in digital marketing and SEO, and they discuss his role as the Chief Revenue Officer of Dealer eProcess. Dealer eProcess is known for its dealership website platform and expertise in digital marketing and SEO.
The hosts then mention the upcoming NADA (National Automobile Dealers Association) conference and ask Gino about his involvement. Gino shares that Dealer eProcess will have a booth at the conference and he will be speaking in two sessions alongside NADA trainers. The sessions will cover topics related to fixed ops marketing, website personalization, and other relevant subjects. Gino also mentions that Dealer eProcess will be launching six new website features at NADA that are unique and innovative in the industry.
As the conversation continues, Sean V. Bradley acknowledges the significance of being a speaker at the NADA conference and shares that this will be his 17th year as a speaker. He emphasizes that NADA is considered the Super Bowl of the automotive industry, and being selected as a speaker is a prestigious achievement. Gino reveals that this is his first year speaking at NADA, although he has spoken at other conferences such as Digital Dealer and ICE20G.
In conclusion, the podcast episode highlights the importance of reducing the number of CTAs on a webpage to improve conversion rates. It also introduces Gino Cipriani as a subject matter expert and discusses his involvement in the upcoming NADA conference. Overall, the episode provides insights into the world of automotive sales and digital marketing strategies.
Amazon advertising and DLA Process.
Amazon advertising and DLA Process are two key topics discussed in this podcast episode. The episode begins with the host congratulating Gino Cipriani for being a part of the National Speaker's Association and the Million Dollar Speakers Group. The host acknowledges Gino's expertise as a speaker and praises his involvement with DLA Process.
DLA Process is recognized as a company that many others aspire to be like, as they have the opportunity to speak at NADA, a prestigious event in the automotive industry. The host emphasizes the benefits of having a subject matter expert like Gino speak at such events, as it enhances the booth experience and attracts more traffic.
Moving on to the main topic of discussion, the host brings up Amazon advertising. They express their curiosity and interest in this advertising method, mentioning that they have been hearing a lot about it. The host specifically mentions the connection between Amazon advertising and Hyundai, hinting at a potential partnership or involvement between Amazon and DLA Process.
Unfortunately, the podcast episode does not delve further into the details of Amazon advertising or DLA Process' involvement. The focus of the episode shifts towards website optimization, with the host expressing their intention to discuss websites in more depth.
In conclusion, while the podcast episode briefly touches upon Amazon advertising and DLA Process, it primarily focuses on website optimization. The episode highlights the importance of reducing the number of CTAs on a webpage to improve conversion rates. It also introduces Gino Cipriani as a subject matter expert and discusses his involvement in the upcoming NADA conference. Overall, the episode provides insights into the world of automotive sales and digital marketing strategies.
Amazon advertising boosts dealership sales.
Amazon advertising is a powerful tool that can significantly boost dealership sales. In a podcast transcript, a marketing expert discusses the impact of Amazon advertising on the automotive industry and explains how it can be utilized to target potential customers effectively.
The podcast episode starts by mentioning the involvement of the expert's company with Tier 3 automotive since May 2020. Despite launching a new marketing channel during a challenging time, they have successfully navigated through it. The expert emphasizes that Amazon advertising is primarily about the data it provides. The way ads are displayed to consumers is through streaming channels like Hulu and Amazon Prime, which recently launched an ad-supported version. This means that dealers can reach potential customers across various platforms.
What sets Amazon apart is its extensive first-party data on consumers. The expert claims that Amazon has the most comprehensive data source compared to any other platform. They can track consumers based on valuable metrics such as their location, the vehicles they own, and even life events like expecting a child. This data allows dealers to categorize and target specific consumer segments effectively.
The expert also mentions the collaboration between Amazon and Hyundai, where consumers can browse and potentially purchase cars online. While acknowledging that buying a car is not as simple as clicking a button, the expert highlights the potential of this partnership in streamlining the car-buying process.
Additionally, the podcast discusses the importance of Google Trends in understanding search volume for specific terms. The expert mentions that even in large markets like Boston, the average monthly searches for terms like "Honda Civic for sale" are relatively low. This emphasizes the need for dealerships to be proactive in their marketing efforts rather than relying solely on reactive strategies. By running Amazon advertising alongside Google campaigns, dealerships can increase their visibility and drive more potential customers to their websites.
In conclusion, the podcast episode highlights the significant impact of Amazon advertising on dealership sales. With its extensive first-party data and ability to target specific consumer segments, Amazon provides dealerships with a powerful tool to reach potential customers effectively. By running Amazon advertising alongside Google campaigns, dealerships can be more proactive in their marketing efforts and increase their chances of success. Overall, Amazon advertising is a valuable resource that can significantly boost dealership sales in the automotive industry.
Amazon advertising vs. OTT strategy
The podcast transcript discusses the differences between Amazon advertising and OTT (Over-The-Top) strategy in the context of dealership sales. According to the podcast, Amazon advertising is a comprehensive solution managed by a team of Amazon strategists who specialize in managing campaigns specifically for the Amazon platform. The team focuses solely on Amazon advertising and does not mix it with other digital marketing efforts such as Google and Facebook campaigns.
Amazon advertising operates through the Amazon DSP (Demand-Side Platform), which provides data on potential customers within a dealership's marketplace. By creating filters and targeting specific models or demographics, the DSP can determine the number of potential candidates for a dealership's business and the associated cost. The podcast mentions that the budget can be adjusted to fit the dealer's financial constraints, and the program is co-op eligible.
Once a dealership decides to proceed with Amazon advertising, they are assigned a strategist who helps choose a plan and runs the campaign through various channels, including Hulu, Sling, Amazon Prime, and online video platforms. What sets Amazon advertising apart is its ability to connect vehicle sales to individuals who have seen an ad on their TV. This is achieved through tools like the Amazon Pixel and the Amazon Marketing Cloud, which can track ad views and link them to dealership visits and purchases. While the podcast acknowledges that this attribution may not be 100% accurate, it aims to measure the influence of the ads on sales.
When comparing Amazon advertising to OTT strategy, the podcast notes that Amazon is an OTT player as well, offering avenues like display and online video advertising. However, other OTT providers like the Trade Desk lack the valuable Amazon data that powers the advertising platform. The podcast emphasizes the power of Amazon's data and its ability to provide strategic field intelligence for dealerships.
In terms of franchise restrictions, the podcast clarifies that Amazon's partnership with Hyundai is at the tier one level, focusing on online car sales. However, Amazon advertising is available to any dealership at the tier three level, regardless of the franchise.
To illustrate the process, the podcast presents a hypothetical scenario of a Toyota dealership in New Jersey that wants to increase its monthly sales from 265 units to 350. The dealership would reach out to Dealery Process, the company discussed in the podcast, to discuss their unique situation and market conditions. Based on this information, a customized plan would be created, and the Amazon DSP would identify the target audience for the dealership. Additionally, Dealery Process offers creative services for video content if the dealership does not have an agency or resources to create their own videos.
In conclusion, the podcast episode highlights the significant impact of Amazon advertising on dealership sales. With its extensive first-party data and ability to target specific consumer segments, Amazon provides dealerships with a powerful tool to reach potential customers effectively. By running Amazon advertising alongside Google campaigns, dealerships can be more proactive in their marketing efforts and increase their chances of success. Overall, Amazon advertising is a valuable resource that can significantly boost dealership sales in the automotive industry.
Website and marketing must align.
However, the podcast also emphasizes the importance of aligning website and marketing strategies in order to maximize the effectiveness of these advertising efforts. The host points out that many dealerships invest a significant amount of money in advertising, but neglect to prioritize their website. This can lead to poor results and a lack of ROI.
The host makes a valid point that a dealership's website is crucial in converting traffic generated by advertising campaigns. If a website is poorly structured, with low time on site, high bounce rates, and plagiarized content, it will not be able to effectively engage and convert potential customers. This is especially true for OEM compliant websites that may be cookie-cutter and lack unique value.
The podcast host emphasizes that websites and marketing should not be treated as separate entities, but rather as integral components of a cohesive strategy. Both the website and marketing efforts should have the same goals of generating leads, increasing ROI, and driving car sales. In order to achieve this, the website must be aligned with the messaging and targeting of the marketing campaigns.
For example, the host mentions the scenario where a personalized ad on Amazon drives traffic to a dealership's website, only to have the visitor land on a homepage with irrelevant content. This disconnect between the marketing message and the website can lead to confusion and a lost opportunity for conversion. Therefore, it is crucial for dealerships to ensure that their website is set up to integrate seamlessly with their marketing efforts, maintaining consistent messaging across all channels.
In conclusion, the podcast episode emphasizes the importance of aligning website and marketing strategies in order to maximize the effectiveness of advertising campaigns. Dealerships must prioritize their website and ensure that it is optimized for conversion and seamlessly integrated with their marketing efforts. By doing so, dealerships can enhance their chances of success and achieve their desired results in terms of generating leads, increasing ROI, and driving car sales.
Boutique websites offer customization advantage.
One key point made in the podcast is the difference between boutique website providers and mass-produced, templated website providers. The podcast argues that boutique website providers, like Dealery Process, offer a significant advantage in terms of customization.
The podcast begins by comparing the analogy of spending $100 on steak sauce and only $5 on the steak. This analogy highlights the absurdity of spending a significant amount of money on driving traffic to a poorly designed website. It suggests that dealerships often make the mistake of investing in marketing efforts without prioritizing the quality and effectiveness of their website.
The podcast then delves into the reasons why OEMs (Original Equipment Manufacturers) mandate specific website providers for their dealerships. The rationale behind this is to create continuity, symmetry, and a scalable brand across thousands of dealerships. However, the podcast argues that this approach may not necessarily result in the best product for each individual dealership.
The podcast then explores the difference between mass-produced, templated websites and boutique websites. Mass-produced websites, such as those offered by dealer.com, may have been innovative in the past but have become more templated and restricted due to the challenges of managing a large number of dealerships. These providers have to balance innovation with meeting OEM requirements and managing thousands of dealerships.
On the other hand, boutique website providers, like Dealery Process, offer a more customized and flexible approach. As a privately owned and operated company, Dealery Process does not have shareholders or a board of directors to answer to. This allows them to work directly with dealerships to customize their websites within the constraints of OEM requirements. The podcast highlights that Dealery Process prioritizes the needs of the dealerships and aims to build platforms that suit their specific needs.
In conclusion, the podcast episode emphasizes the advantage of boutique website providers in offering customization. By working with dealerships on an individual basis, these providers can tailor websites to meet specific needs while still ensuring compliance with OEM requirements. This flexibility and customization allow dealerships to have a website that aligns with their marketing strategies and maximizes their chances of success. Ultimately, boutique websites offer an advantage in terms of customization, which is crucial in today's competitive digital landscape.
Analyze marketing costs for effectiveness.
The podcast transcript focuses on the importance of analyzing marketing costs for effectiveness. The host, who works at Dealer Synergy, explains that when dealers want to sell more cars, one of the first steps is to conduct a marketing assessment. This assessment involves looking at the dealership's website, lead source providers, and conducting a cost-benefit analysis.
One of the key points made in the podcast is the need to understand the individual costs and yields of different marketing strategies. The host gives an example of a dealership spending $4,000 on a website that includes SEO, SEM, and management. However, without knowing the individual costs and yields of each component, it is difficult to determine if the additional expenses are worth it. The host suggests benchmarking and tracking the return on investment (ROI) to gain a better understanding of what is truly working.
To do this, the host recommends adding up all the dollars spent on driving traffic to the website, including digital retailing, credit apps, chat tools, social ads, and other marketing efforts. This macro number represents the total investment in driving traffic. The next step is to run a report to determine how many sales leads were generated directly from the website. This allows dealerships to assess the effectiveness of their marketing efforts and determine if the costs are justified.
The podcast highlights the shock and surprise experienced by some dealerships when they realize how much they are spending per lead. Some dealerships are spending $300 to $400 per lead, which can be a significant expense. By analyzing marketing costs and tracking leads generated from the website, dealerships can make more informed decisions about their marketing strategies.
The guest on the podcast agrees with the host's approach, emphasizing the importance of looking at the data and making decisions based on results. He compares the process to managing a showroom floor, stating that if certain salespeople are not performing, they would be let go. The same principle applies to marketing tools and strategies. If a tool or strategy is not generating a significant increase in leads, it may not be providing value and could be worth reconsidering.
Overall, the podcast episode emphasizes the need for dealerships to analyze their marketing costs for effectiveness. By understanding the individual costs and yields of different marketing strategies, dealerships can make more informed decisions and allocate their resources more effectively. This analysis allows dealerships to determine what is truly driving leads and sales, and make adjustments to their marketing strategies accordingly.
Website features for dealerships.
One of the main points discussed in the podcast is the importance of conversion rates in measuring the success of marketing campaigns. The guest speaker suggests that a good conversion rate for search campaigns, such as "Toyota dealer near me" campaigns, would be around 5%. While this may seem low, it is actually considered a strong conversion rate when taking into account the overall effectiveness of the campaign. On the other hand, display campaigns tend to have lower conversion rates and should not be measured solely based on conversion. Instead, metrics such as engagement, exposure, CPM, and CPC should be considered.
The podcast also highlights the residual effect of certain marketing campaigns, particularly those on Amazon. The guest speaker explains that these campaigns can have a lasting impact on potential customers, even if they don't convert immediately. For example, someone may see an ad during a sports game and find it interesting, but not have the time to explore further at that moment. However, a few days later, they may visit the website as a result of the initial exposure. This residual impact can be measured through Google Analytics and other tools, and it is important for dealerships to take into account the overall influence of their marketing efforts, not just immediate conversions.
Additionally, the podcast touches on the future of dealership websites in 2024. The guest speaker, who represents a leading web development company in the automotive industry, discusses the evolution of dealership websites over the years and the changing expectations of prospects and customers. He suggests that dealership websites should be able to meet the wants, wishes, needs, and expectations of customers.
While specific features are not discussed in detail, the podcast implies that dealership websites should be user-friendly, visually appealing, and offer a seamless browsing experience. It is likely that features such as easy navigation, clear and detailed vehicle information, interactive tools for customization and comparison, and a streamlined lead generation process would be important for modern dealership websites. Additionally, the guest speaker emphasizes the importance of keeping up with the latest technology and trends in order to stay competitive in the industry.
In conclusion, the podcast episode emphasizes the need for dealerships to analyze their marketing costs and conversion rates in order to make informed decisions about their marketing strategies. It also hints at the importance of dealership websites that meet the expectations of customers in terms of user experience and functionality. By understanding the effectiveness of different marketing campaigns and investing in a well-designed website, dealerships can optimize their resources and attract more leads and sales.
Website as online salesperson.
The podcast episode titled "Website as online salesperson" highlights the significance of a dealership's website in driving sales and engaging customers. The discussion begins with a quote from Jeff Bezos, the founder of Amazon, who stated that if Amazon had four and a half million customers, they should have four and a half million stores. This statement emphasizes the importance of personalization and catering to individual customer needs.
The podcast host argues that a dealership's website should not be seen as just an online showroom, but rather as an online salesperson. The website is the most prolific salesperson as it interacts with customers even before they step foot in the physical showroom. Just like a salesperson in a store, the website should listen to and respond to customers' needs in order to build a solution around them. The host mentions that if a salesperson in a store fails to do so, they would be fired. Therefore, the website should be taught to do the same.
The example of Amazon is used to illustrate the power of website personalization. Each individual's Amazon page is different, showing products that cater to their specific wants and needs. This level of personalization has contributed to Amazon's success as a three-quarter of a trillion-dollar company. The podcast suggests that other businesses, including dealerships, can learn from this approach and harness the idea of website personalization to drive greater engagement and overall revenue.
The podcast then delves into the features of a dealership website that can facilitate personalization and enhance the customer experience. One such feature is a search by vehicle tool, which allows customers to filter their search based on specific criteria, such as the presence of a sunroof or a heated steering wheel. This tool makes it easier for customers to find the exact car they desire and ensures that the website is responsive to their needs.
In conclusion, the podcast episode emphasizes the need for dealerships to view their website as an online salesperson. By understanding the importance of personalization and responsiveness, dealerships can optimize their website to engage customers, drive sales, and ultimately increase revenue. The example of Amazon serves as a testament to the effectiveness of website personalization in achieving business success. Therefore, dealerships should invest in well-designed websites that meet the expectations of customers in terms of user experience and functionality. By doing so, dealerships can attract more leads and convert them into sales, ultimately maximizing their marketing efforts and resources.
Personalization improves website conversion rates.
Personalization improves website conversion rates by creating a tailored and seamless user experience for customers. The podcast episode highlights the importance of personalization in the automotive industry, specifically in the context of a dealership website. The speaker explains how personalization can be implemented throughout the customer journey, from the initial search for vehicles to the viewing of vehicle detail pages (VDPs) and beyond.
One key aspect of personalization is the ability to save and remember customer preferences. In the example given, the website saves the customer's preferred features and seating capacity, making it easier for them to find relevant vehicles in future visits. This not only saves the customer time and effort but also enhances their overall experience by showing them vehicles that align with their specific needs and preferences.
Additionally, personalization extends to the VDPs, where the website showcases different views of the vehicles that the customer has previously engaged with. This strategy aims to create a sense of urgency and promote low-funnel conversions, encouraging the customer to take action, such as getting their trade evaluated. By reminding the customer of their previous interest in a particular vehicle, the website increases the likelihood of a conversion.
Furthermore, the podcast episode highlights the importance of reducing friction and repetition in the customer journey. By saving customer preferences and actions, the website avoids asking customers to repeat actions they have already taken, which can be frustrating and time-consuming. This streamlined experience not only improves customer satisfaction but also increases conversion rates, as customers are more likely to engage and take action when the process is simplified.
The podcast also emphasizes the value of personalization in the context of dealer groups. By sharing customer preferences and actions across different dealership websites within a group, the personalization experience can be seamlessly transferred. This ensures that customers receive a consistent and tailored experience, regardless of which dealership website they visit within the group. This level of personalization not only enhances the customer experience but also strengthens the dealership group's online presence and brand reputation.
In conclusion, the podcast episode emphasizes the need for dealerships to view their website as an online salesperson. By understanding the importance of personalization and responsiveness, dealerships can optimize their website to engage customers, drive sales, and ultimately increase revenue. The example of Amazon serves as a testament to the effectiveness of website personalization in achieving business success. Therefore, dealerships should invest in well-designed websites that meet the expectations of customers in terms of user experience and functionality. By doing so, dealerships can attract more leads and convert them into sales, ultimately maximizing their marketing efforts and resources.
Website technology tracks customer behavior.
One of the key points discussed in the podcast is the technology that allows dealerships to track and analyze customer behavior on their websites. This technology provides valuable insights into customer preferences and helps dealerships tailor their marketing strategies accordingly.
The podcast mentions that the website platform used by the dealership tracks a customer's click path, meaning it records every site and page that the customer visits. This information is crucial in understanding the customer's interests and intentions. For example, if a customer is looking at a specific vehicle model, the dealership can use this data to personalize their marketing efforts and offer relevant promotions or incentives.
Furthermore, the technology discussed in the podcast goes beyond tracking customer behavior on a single dealership's website. It also allows for cross-site data sharing, meaning that if a customer has visited multiple dealership websites within the same group, all of their activity can be seen and analyzed. This is particularly useful in situations where a customer is considering multiple brands or models. Dealerships can gain insights into their competition and adjust their strategies accordingly.
The podcast also highlights the uniqueness of this technology in the automotive industry. While many web development companies focus on redesigning specific pages on a dealership's website, the technology discussed in the podcast goes beyond that. It provides a comprehensive view of the customer's journey and allows dealerships to understand their customers on a deeper level.
Another feature mentioned in the podcast is the identity resolution technology. This technology allows dealerships to gather data from various sources and identify potential customers who have been actively searching for specific vehicle models. By de-anonymizing these customers, dealerships can target them with personalized marketing campaigns across various platforms, such as Amazon, Google, Facebook, and email. This technology enables dealerships to reach potential customers who have not yet engaged with them, giving them a competitive advantage in the market.
In terms of website design, the podcast highlights the importance of the SRP (Search Results Page). According to the data from the thousands of dealer clients, the SRP is the most visited page on dealership websites. This emphasizes the need for dealerships to prioritize the design and functionality of this page. It should be user-friendly, visually appealing, and provide all the necessary information that customers are looking for.
Overall, the podcast episode emphasizes the significance of website technology in tracking customer behavior and optimizing marketing strategies. By utilizing this technology, dealerships can gain valuable insights into customer preferences, personalize their marketing efforts, and ultimately increase sales. It is crucial for dealerships to invest in well-designed websites that meet the expectations of customers in terms of user experience and functionality. By doing so, dealerships can attract more leads, convert them into sales, and maximize their marketing efforts and resources.
Segment website for different credit tiers.
One specific area that the podcast highlights is the importance of segmenting the website for different credit tiers. The discussion revolves around the idea that dealerships should have separate sections on their website to cater to customers with different credit situations. This segmentation allows for a more targeted and personalized approach in the customer relationship management (CRM) process.
The podcast suggests that having a single "apply now" or finance option on the website may not be sufficient, especially for dealerships that specialize in special finance or subprime customers. Instead, the recommendation is to have two distinct sections: one for customers with good credit or unsure credit, and another for customers with bad credit or no credit. By providing these separate options, dealerships can create a unique experience for each credit tier, both on the website and in the subsequent CRM protocols.
Segmenting the website in this way allows dealerships to tailor their marketing efforts and communication strategies to the specific needs and circumstances of customers in each credit tier. For example, if a customer indicates that they have bad credit or no credit, the dealership can adjust their email templates, text messages, and voice messages to reflect this information. This level of personalization can greatly enhance the customer experience and increase the chances of conversion.
Moreover, the podcast suggests that some dealerships have gone a step further by creating separate websites specifically for customers with bad credit. These websites still include inventory and other essential information but are entirely separate from the main dealership website. This separation allows for even more targeted marketing efforts, as channels like Amazon can use credit data to target customers in specific credit tiers and drive them to the appropriate website. This ensures that all traffic coming through the bad credit website is primarily from customers in that credit situation, streamlining the CRM process and ensuring accuracy in follow-up and communication.
In conclusion, segmenting the website for different credit tiers is a valuable strategy for dealerships looking to optimize their marketing efforts and improve customer engagement. By providing separate sections or even separate websites for customers with different credit situations, dealerships can create personalized experiences, tailor their communication strategies, and increase the effectiveness of their CRM protocols. Investing in website technology that allows for this segmentation can lead to higher conversion rates, increased sales, and overall success in the competitive automotive industry.
Importance of AI in websites.
One of the key aspects of website optimization in the automotive industry is the integration of AI (artificial intelligence) technology. AI has the potential to greatly enhance the functionality and user experience of dealership websites, ultimately leading to increased customer engagement and improved conversion rates.
One area where AI can be particularly beneficial is in the acquisition of vehicles from the public. Many dealerships struggle with effectively communicating their desire to buy cars from customers, especially when inventory is not as readily available. By incorporating AI-powered tools, such as a "sell us your car" feature, dealerships can make it easy for customers to submit their vehicle information and receive a value estimate. This not only streamlines the acquisition process but also creates a prominent and user-friendly section on the website dedicated to this service.
Furthermore, AI can be utilized to personalize the website experience for individual customers. By analyzing data and understanding customer needs and preferences, AI systems can tailor content and recommendations to provide a more personalized browsing experience. This level of personalization can greatly enhance customer satisfaction and increase the likelihood of conversion.
However, it is important to approach AI integration with caution. While AI technology, such as ChatGPT, has the potential to revolutionize customer interactions, it is still a relatively new and imperfect technology. Dealerships must ensure that AI-powered chat applications are properly trained and monitored to prevent misinformation or false claims. Trust is crucial in the automotive industry, and dealerships cannot afford to have AI technology providing inaccurate information to customers.
Despite these challenges, the potential benefits of AI in dealership websites are significant. Larger online commerce companies are already investing heavily in AI-driven personalization, and it is only a matter of time before this technology becomes more prevalent in the automotive industry. By interpreting data and utilizing AI systems to better understand customer needs, dealerships can enhance their marketing efforts and improve the overall website experience.
In conclusion, AI integration is becoming increasingly important in dealership websites. By incorporating AI-powered tools and personalization features, dealerships can enhance customer engagement, streamline processes such as vehicle acquisition, and improve overall website performance. However, caution must be exercised in implementing AI technology to ensure accuracy and trustworthiness. As the automotive industry continues to evolve, embracing AI in website optimization will be crucial for dealerships to stay competitive and provide exceptional customer experiences.
"Fix unoptimized website for marketing."
The podcast transcript highlights the importance of fixing unoptimized websites for marketing purposes. The speaker emphasizes the need for best practices in order to ensure that the money spent on marketing efforts is not wasted on an ineffective website.
The speaker acknowledges that the industry still struggles with this issue, as many websites are not properly optimized to attract and engage potential customers. They discuss the problem of unoptimized websites and offer insights on how to recognize and fix this issue.
The crux of the presentation revolves around the idea that a website that is not optimized can hinder marketing efforts and prevent businesses from reaching their full potential. The speaker aims to address this problem and provide solutions to improve website optimization.
The podcast also mentions the upcoming 20-year anniversary of Dealer Synergy, a company that specializes in dealership training and consulting. The speaker expresses gratitude for being a part of this milestone and looks forward to the future.
In conclusion, the podcast highlights the importance of fixing unoptimized websites for marketing purposes. It emphasizes the need for best practices and offers insights on how to recognize and address this issue. By optimizing websites, businesses can improve their marketing efforts and enhance customer experiences.
Resources
Dealer Synergy & Bradley On Demand: The automotive industry’s #1 training, tracking, testing, and certification platform and consulting & accountability firm.
The Millionaire Car Salesman Podcast: is the #1 resource for automotive sales professionals, managers, and owners. Also, join The Millionaire Car Salesman Facebook Group today!
Win the Game of Googleopoly: Unlocking the secret strategy of search engines.
The Millionaire Car Salesman Podcast is Proudly Sponsored By:
Dealer Synergy: The #1 Automotive Sales Training, Consulting, and Accountability Firm in the Automotive Industry! We have been building Internet Departments and BDCs for over two decades! It is this experience that has allowed us to develop the absolute best automotive Internet Sales, BDC, and CRM solutions for car dealerships. We have created the most effective training programs and processes. Phone scripts and rebuttals are our specialties, while CRM action plans, strategies, and templates are our expertise! Dealer Synergy will take both your tools and your people to the next level.
Bradley On Demand: Automotive Sales Industry’s #1 Interactive Training, Tracking, Testing and Certification Platform. With over 7,500 training modules, our platform has everything you and your dealership need to sell more cars, more often and more profitably!
Money Mind Mapp (M3): Visit MoneyMindMapp.com for help in revolutionizing your business to help you sell more cars by tracking, projecting, and forecasting your personal sales goals!
In the latest Millionaire Car Salesman Podcast, Sean V. Bradley engages in a dynamic conversation with Dennis Gingrich, Sales and Finance Director at The Niello Auto Group! This high-energy episode offers a deep dive into the highline automotive market, exploring Dennis's journey from early car sales to his current leadership role. The duo discusses the challenges of the industry, emphasizing the crucial shift from transactional to relationship-based sales, especially in the evolving landscape post-pandemic!
Dennis shares insights into the luxury brands represented by The Niello Auto Group, such as Porsche, Jaguar, and BMW, underscoring the significance of exceptional customer service in catering to high-end clientele. The conversation seamlessly transitions to the central theme of Customer Relationship Management (CRM), where Dennis advocates for harnessing CRM tools to their fullest potential. He stresses the pivotal role of CRM in managing relationships, tracking communication, and delivering top-tier customer service!
The dialogue expands to the integration of Artificial Intelligence (AI) into CRM, shedding light on the transformative impact of AI tools in automating tasks and enhancing customer interactions! Dennis encourages sales professionals to embrace AI, recognizing its potential to elevate efficiency and effectiveness in their roles!
The episode concludes with a forward-looking perspective on the impending changes in the industry, particularly the introduction of the CARS rule by the Federal Trade Commission. Dennis emphasizes the proactive use of CRM in navigating these changes and ensuring compliance.
Overall, this podcast episode is a goldmine of insights for automotive professionals, offering practical tips on CRM optimization, embracing AI, and navigating the complexities of the luxury automotive market. With Dennis Gingrich's wealth of experience, listeners gain actionable strategies to thrive in the ever-evolving automotive landscape!
🚀 Elevate your automotive sales game at the Internet Sales 20 Group conference! 🌐 Join industry leaders converging to share cutting-edge insights, strategies, and innovations that will revolutionize your approach to sales. 🏎️✨ Seize the opportunity to stay at the forefront of automotive excellence. Secure your spot now at www.InternetSales20Group.com! 🎉 #IS20G #IS20G15 #InternetSales20Group #InternetSales20Group15 #InternetSales20GroupConference #InternetSales20GroupConference15
Key Takeaways
- Shift to Relationship-Centric Sales: The highline automotive market demands a shift from transactional to relationship-based sales. Building strong connections with customers is crucial in adapting to changing industry dynamics.
- Diversity in Luxury Brands: The Niello Auto Group represents a range of luxury brands, including Porsche, Jaguar, and BMW. Success in the highline market requires a deep understanding of each brand and the ability to deliver a personalized experience.
- Maximizing CRM Tools: Dennis emphasizes the importance of maximizing CRM tools to manage customer relationships effectively. From tracking communications to ensuring a high level of customer service, CRM plays a pivotal role in dealership operations.
- AI Integration in CRM: The discussion on AI reveals its potential in automating tasks and improving customer interactions within CRM systems. Sales professionals are encouraged to embrace AI tools as a means to enhance efficiency and effectiveness.
- Preparation for Industry Changes: Dennis highlights the impending changes in the automotive industry, particularly with the introduction of the CARS rule. Dealerships need to prepare for these changes and leverage CRM for compliance and success in the evolving landscape.
About Dennis Gingrich
Dennis Gingrich began his retail automotive journey well before entering adulthood, performing various support duties at his father’s independent dealership, Main Street Autos. Upon graduating high school in 1997, he was accepted to the University of Nevada, Reno and intended to pursue a career in law. Dennis balanced his studies while selling vehicles at an independent dealership in Reno, Nevada. Leadership took notice of his abilities and was promoted to Finance Manager at the age of 19.
Between an accelerating career and becoming a father at a young age, Dennis decided to focus on the retail automotive industry. This early decision led to the following retail automotive roles: Sales Professional, Finance Manager, Assistant Sales Manager, Sales Manager, Finance Director,General Sales Manager, and Sales & Finance (Variable) Operations Director. Over the course of his career ascent, Dennis made many relationships throughout the industry leading to many opportunities.
In March of 2012, Dennis joined Zurich North America, delivering consistent growth throughout the region he represented. Dennis specialized in training Sales and Finance Departments to increase PVR and Products per Customer. Naturally, this approach was instrumental for his clients as they found financial success through increased production. In other words, coaching and support was a hallmark, and passion Dennis was eager to share with others. Sharing his best practices with Zurich leadership, his content was formally shared with his peers across the country.
An inquisitive learner, Dennis became intimately familiar with F&I Products, Services, Administration, and Profit Participation (Reinsurance) during his tenure at Zurich. The combination of his knowledge, networking, account development and coaching ability ultimately led Dennis to his current roles:
1) Sales and Finance (Variable Operations) Director and,
2)Chief Operating Officer of AutoFiPro (Full Circle Dealer Services).
A key element of Dennis' approach to training is to show/demonstrate best practices rather than just telling others “the how”. Dennis disproves the notion: “Those that can’t do, teach,” and has a steadfast commitment to a “boots on the ground” application of coaching and leadership. Dennis believes the people that support the retail automotive community should have relevant and recent experience to help navigate today’s rapidly changing market. Dennis purposely built, and staffed, AutoFiPro under the mantra of, “For dealers, by dealers.”
Work Hard and Seize Opportunities Work hard and seize opportunities. This is a mantra that is often repeated in various aspects of life, and it holds true in the automotive industry as well. In a podcast transcript featuring Dennis Greenwich, the sales and finance director at the Nilo Group, we see firsthand how hard work and seizing opportunities can lead to success.
Greenwich's journey in the automotive industry began four years ago when he joined the Nilo Group as a finance director. His initial role was focused on driving profitability and ensuring that the money was flowing into the bank. He excelled in this position and was given the opportunity to oversee the sales department as well.
What stands out in Greenwich's story is his willingness to take on new challenges and his dedication to making the most of the opportunities presented to him. He didn't just settle for being a finance director; he saw the bigger picture and recognized that sales and finance go hand in hand. By expanding his responsibilities to include sales, he was able to have a greater impact on the overall success of the organization.
But Greenwich's journey didn't start at the Nilo Group. He had to work his way up to his current position. While the transcript doesn't provide details about his earlier career, it is evident that he had to prove himself and demonstrate his skills to reach the coveted executive level. Working in the high-end automotive industry, especially with brands like Porsche, requires a strong background and expertise. Greenwich's success is a testament to his hard work and dedication to honing his skills.
The key takeaway from Greenwich's story is the importance of working hard and seizing opportunities. He didn't wait for opportunities to come to him; he actively sought them out and made the most of them. He recognized that success in the automotive industry, or any industry for that matter, is not handed to you on a silver platter. It requires effort, determination, and a willingness to step outside of your comfort zone.
In today's fast-paced world, where social media bombards us with images of people living their best lives, it's easy to fall into the trap of wanting instant success. But as Greenwich reminds us, the only way to achieve that level of success is by putting in the work. It's about using every advantage available to you and seizing every opportunity that comes your way.
Greenwich's story serves as an inspiration for aspiring professionals in the automotive industry. It shows that with hard work, dedication, and a willingness to take on new challenges, one can rise to the top. It also emphasizes the importance of continuous learning and growth. Greenwich didn't settle for his initial role; he sought to expand his knowledge and skills to have a greater impact.
In conclusion, the podcast transcript featuring Dennis Greenwich highlights the importance of working hard and seizing opportunities. Greenwich's journey from a finance director to overseeing sales and finance for a high-end dealer group showcases the rewards that come with dedication and a willingness to step outside of one's comfort zone. His story serves as a reminder that success is not handed to us; it is earned through hard work, perseverance, and a proactive approach to seizing opportunities.
Resources
Dealer Synergy & Bradley On Demand: The automotive industry’s #1 training, tracking, testing, and certification platform and consulting & accountability firm.
The Millionaire Car Salesman Podcast: is the #1 resource for automotive sales professionals, managers, and owners. Also, join The Millionaire Car Salesman Facebook Group today!
Win the Game of Googleopoly: Unlocking the secret strategy of search engines.
The Millionaire Car Salesman Podcast is Proudly Sponsored By:
Dealer Synergy: The #1 Automotive Sales Training, Consulting, and Accountability Firm in the Automotive Industry! We have been building Internet Departments and BDCs for over two decades! It is this experience that has allowed us to develop the absolute best automotive Internet Sales, BDC, and CRM solutions for car dealerships. We have created the most effective training programs and processes. Phone scripts and rebuttals are our specialties, while CRM action plans, strategies, and templates are our expertise! Dealer Synergy will take both your tools and your people to the next level.
Bradley On Demand: Automotive Sales Industry’s #1 Interactive Training, Tracking, Testing and Certification Platform. With over 7,500 training modules, our platform has everything you and your dealership need to sell more cars, more often and more profitably!
Money Mind Mapp (M3): Visit MoneyMindMapp.com for help in revolutionizing your business to help you sell more cars by tracking, projecting, and forecasting your personal sales goals!
In this episode of the Millionaire Car Salesman Podcast, join us for a deep dive into the rapidly evolving world of automotive digital tools and strategies with Trent Cannon, Manager of Product Innovation at Ford Direct. As the industry undergoes a profound shift towards digital compliance and optimized dealership tools, this conversation explores the pivotal role played by Ford Direct in shaping this evolution!
Trent Cannon provides valuable insights into the unique positioning of Ford Direct, a company partially owned by both Ford OEM and Ford dealers. Acting as a crucial bridge between individual dealerships and broader corporate objectives, Ford Direct is at the forefront of driving digital transformation in the automotive sector. The episode delves into the strategies employed by Ford Direct to align with dealer interests, offering a glimpse into the wealth of resources available to Ford dealers for enhancing their operations and profitability!
Trent's candid discussion covers key aspects such as the significance of dealership websites, the crucial role of OEM compliance, and how Ford Direct supports dealerships in navigating the intricacies of the digital landscape. Whether you're a seasoned industry professional or a newcomer to the automotive scene, this episode provides valuable insights into the dynamic and complex world of digital tools and strategies in the automotive industry!
Join us for an enlightening conversation that explores how Ford Direct is shaping the future of automotive sales by providing essential tools and strategies to dealerships, ensuring they stay ahead in the digital revolution!
🌐 Ready to revolutionize your approach to automotive sales? Join us at the Internet Sales 20 Group conference, where industry leaders converge to share insights, strategies, and innovations! 🚀 Don't miss this opportunity to elevate your game. Register now at www.InternetSales20Group.com and secure your spot at the forefront of automotive excellence! 🏎️✨
Key Takeaways
- Ford Direct serves as a quasi-agency, jointly owned by Ford OEM and Ford dealers, focusing on aligning dealerships with digital advancements.
- The potential for dealerships to maximize their relationship with Ford Direct exists but may be underutilized, with active communication being key.
- Implementing OEM-mandated tools and compliance ensures brand consistency across various dealerships, which benefits manufacturers and customers.
- A crucial factor for dealership success is focusing on lead management and optimizing their digital assets to convert more sales.
- Challenges in adopting single-point contact models and proper CRM strategies are common but necessary for achieving higher dealership efficiency.
"We are ultimately here to move units, not SRPs and VDPs."
About Trent Cannon
Trent Cannon, a true Raider at heart, hailing from the Black Hole of the Las Vegas Raiders and remaining a devout member of the Raider Nation. His journey in the automotive industry began during the recession in 2010, with the expectation that it would be a short stint of six months at most. Little did he know, it was just the beginning.
Trent's career trajectory has been nothing short of remarkable, evolving from the sales floor to roles such as Internet Manager, Internet Director, and Corporate Marketing Director. His professional journey has taken him through various locations, spanning Houston, Austin, Dallas, San Antonio, and currently, he calls the border of Mexico in McAllen home.
With a wealth of experience and a diverse background in the automotive landscape, Trent Cannon brings a unique perspective to the table. As the Manager of Product Innovation at FordDirect, his insights and expertise contribute to shaping the future of automotive marketing and technology. Stay tuned for more as Trent continues to make waves in the industry.
Maximizing Automotive Sales: Insights from Ford Direct's Trent Cannon The automotive industry is perpetually evolving, particularly in how digital tools and strategies impact sales and dealer operations. A recent conversation with Trent Cannon from Ford Direct provided a wealth of knowledge for automotive professionals, especially within the Ford dealership community. The insights gained can orient dealers toward a future of informed decision-making and optimized digital engagement.
Key Takeaways:
- Understanding Ford Direct: Distinguishing between Ford OEM and Ford Direct is essential, where the latter supports dealers with a blend of oversight from the OEM and dealership contributions
- Dealer Communication: Engaging with Ford Direct's offerings, like Dealer Performance Consultants, can maximize dealer success in a digital-centric automotive market
- Website and Vendor Compliance: The push from OEMs towards certain tools and compliance needs scrutiny to ensure dealers are not just achieving compliance but also driving real sales results
The Role and Benefits of Ford Direct for Dealerships Ford Direct represents a distinct entity that's not just an arm of Ford OEM but a partnership partly owned by Ford dealers. This structure allows for a proactive approach to supporting dealers, knowing that it understands both corporate and on-ground dealership needs. Ford Direct serves as a bridge between the manufacturer and the dealers, ensuring that the interests of dealers remain at the forefront. Working with Ford Direct enables dealerships to receive tailor-made advice and reports, helping them understand the history of their store's performance and how to enhance it. Additionally, Ford Direct offers access to various tools and integrations, acting as a resource for enhancing multiple aspects of the dealership, from digital presence to backend operations.
Communication with Ford Direct: A Path to Dealer Prosperity Dealers who fully engage with Ford Direct and its consultants, such as the Dealer Performance Consultant (DPC) team, position themselves for greater success. As Cannon suggests, dealers should actively seek discussions with their Ford Direct consultants who can provide prescriptive insights and help navigate complex digital landscapes. From websites to CRM systems, Ford Direct consultants are equipped to help dealers optimize every facet of their operation for improved customer engagement and sales outcomes.
Navigating OEM Compliance and Tools for Maximized Advantage One contentious point within dealer communities is the OEM-mandated tools and websites. While compliance often comes with benefits such as co-op money, Cannon explains that these directives primarily serve the OEM's need for data and brand consistency. However, dealers should critically assess these mandates, not only to ensure they're receiving the data and support they need but also to ensure they're achieving substantive results like the actual movement of inventory, not just compliance for compliance's sake.
As the digital landscape within the automotive industry continues to shift and expand, dealers must be acutely aware of how to navigate it successfully. The insights provided from the perspective of Trent Cannon and Ford Direct offer a roadmap for dealerships to understand better and utilize the resources available to them. By engaging deeply with Ford Direct and its dealer-centric approach, monitoring the effectiveness of OEM-mandated tools, and focusing on driving real sales rather than mere compliance, dealers can forge a path to sustained growth and success in a highly competitive digital marketplace.
Resources
Dealer Synergy & Bradley On Demand: The automotive industry’s #1 training, tracking, testing, and certification platform and consulting & accountability firm.
The Millionaire Car Salesman Podcast: is the #1 resource for automotive sales professionals, managers, and owners. Also, join The Millionaire Car Salesman Facebook Group today!
Win the Game of Googleopoly: Unlocking the secret strategy of search engines.
The Millionaire Car Salesman Podcast is Proudly Sponsored By:
Dealer Synergy: The #1 Automotive Sales Training, Consulting, and Accountability Firm in the Automotive Industry! We have been building Internet Departments and BDCs for over two decades! It is this experience that has allowed us to develop the absolute best automotive Internet Sales, BDC, and CRM solutions for car dealerships. We have created the most effective training programs and processes. Phone scripts and rebuttals are our specialties, while CRM action plans, strategies, and templates are our expertise! Dealer Synergy will take both your tools and your people to the next level.
Bradley On Demand: Automotive Sales Industry’s #1 Interactive Training, Tracking, Testing and Certification Platform. With over 7,500 training modules, our platform has everything you and your dealership need to sell more cars, more often and more profitably!
Money Mind Mapp (M3): Visit MoneyMindMapp.com for help in revolutionizing your business to help you sell more cars by tracking, projecting, and forecasting your personal sales goals!
In this riveting episode of the Millionaire Car Salesman Podcast, host Sean V. Bradley delves into the extraordinary success journey of David Gutierrez, a standout car salesman at Easy Honda. David's remarkable story unfolds as he reveals the ingenious techniques and strategies that propelled him into the coveted six-figure income bracket within just one year in the automotive sales realm.
Listeners are treated to an insider's perspective on David's emphasis on community engagement as a pivotal factor in building a strong and loyal customer base. The conversation takes an intriguing turn as David shares how he leverages cutting-edge tools such as AI and ChatGPT to revolutionize customer interactions, showcasing the transformative potential of technology in automotive sales.
Central to David's success is his unwavering commitment to education and continuous self-improvement, highlighting the indispensable role of training and podcasts in staying at the forefront of the industry. As a trailblazer who adeptly navigates the ever-evolving market dynamics, David Gutierrez stands as a beacon of inspiration for aspiring sales professionals, offering valuable insights for those aiming to carve out a thriving career in the competitive world of automotive sales. Tune in to this episode to glean wisdom from David's journey and discover the keys to achieving excellence in the automotive sales arena.
Key Takeaways
- Success in automotive sales is significantly enhanced by supporting and engaging with the community
- Embracing new technologies like AI and ChatGPT can yield positive results in customer communication
- Continuous self-improvement through resources like industry podcasts is essential to personal growth
- Strategic financial planning and investment in assets, like real estate, are crucial for long-term wealth
- Establishing a relationship and understanding the customer’s needs is fundamental to closing sales
"Every morning on the way to work... I listen to the podcast every single morning, and I train every single morning all the time."
- David Gutierrez, Sales Consultant at Easy Honda (Houston, TX)
About David Gutierrez
David Gutierrez, a dynamic and ambitious young professional, has swiftly ascended the ranks in the competitive world of automotive sales. At just 23 years old, David has not only exceeded the six-figure earnings mark but has also become a standout performer at Easy Honda in Houston, Texas.
Originally from Mexico, David's journey in the automotive industry began when he relocated to Houston at the age of 7. Growing up, his exposure to the business was through his father, who worked in various capacities within local dealerships. However, it wasn't until 2021, amid pandemic-induced challenges, that David found himself stepping into the world of car sales.
Starting as a porter, David worked for an owner with multiple dealerships in California, where he gained insights into the industry. His path took a turn when, after a few months, he transitioned to sales. In September 2022, David joined a Honda dealership in Houston, selling used cars. Under the guidance of mentors and with a determination to learn and grow, he quickly made his mark.
In his early months, David achieved a significant milestone by earning his first $10,000 in a single month, a feat that sparked his realization of the vast opportunities in the automotive sales arena. Fueled by a desire for personal and professional development, David committed to self-improvement, mindset refinement, and goal setting.
His efforts bore fruit as he consistently sells over 20 cars per month, securing the position of a top salesperson in the pre-owned department for seven consecutive months. Beyond personal success, David sees his journey as a means to positively impact his family's life and envisions this as just the beginning of his upward trajectory in the automotive sales industry.
Connect with David on Instagram: @cardealsbydave
Phone Number: 832-282-4860
David Gutierrez is not merely a car salesman; he's a testament to the transformative power of dedication, hard work, and a relentless pursuit of excellence in the pursuit of one's goals.
Unveiled Secrets of Automotive Sales Success: A Young Car Salesman's Journey to Six Figures The world of automotive sales is a battleground, with cutthroat competition and relentless demands for success. Amidst this high-stakes arena, it's the stories of professional growth and financial triumph that ignite a spark of inspiration in both industry veterans and novices. The transcript of a conversation between Sean V. Bradley and rising star David Gutierrez offers a glimpse into the dynamics that drive profitability and exponential sales in the automotive sector.
Key Takeaways:
- Establishing deep community connections and offering genuine support can skyrocket sales and customer loyalty.
- Leveraging AI, like Chat GPT, and video communication tools can significantly improve efficiency and client engagement.
- Smart financial management and investment in self-education are pivotal in transitioning from a good salesperson to a great one.
A Community-Centric Approach: The Catalytic Effect of Local Engagement In the fast-paced world of car sales, the subtle art of building community relationships is often overlooked. However, in his discourse with David, Sean V. Bradley continually emphasizes the enormity of its impact. By exemplifying the principle of reciprocity—giving before you ask—dealerships and sales professionals can cultivate a reservoir of goodwill and trust within their localities.
David mentions utilizing podcasts and networking as instrumental in shaping his mindset for success. Similarly, Sean stresses the importance of taking an active role in local events, charities, and cultural celebrations, transforming sales professionals into community pillars.
This approach carries far-reaching implications, fostering brand loyalty and transforming customers into passionate advocates for the salesperson and the dealership. The impact on sales numbers is clear, but more significantly, there's a potent influence on a dealership's legacy in the local community.
Harnessing Technology: AI & Video Strategies that Make an Impact The automotive sales conversation can't be had without discussing technological leverage. David swears by the concrete benefits of integrating AI, like Chat GPT, into his routine, enhancing his customer interactions and nurturing leads. Incorporating video messages through tools like BombBomb further personifies the sales process, delivering personal connection at scale.
Such tech-focused strategies demonstrate an efficient and impactful way to respond to leads and customize communication. These solutions echo throughout the industry as power moves that can differentiate the progressive from the stagnant. Adopting these tools assures a persuasive edge over traditional communication methods in engaging potential and current clients.
The Path to Financial Wisdom: Training and Acting Beyond Comfort Despite David's rapid ascent into six-figure earnings, Sean's guidance draws attention to the dangers of complacency. The conversation pivots to underscore financial literacy, savings, and smart investments, such as real estate, as foundations for sustained success.
Sean implores David to create a financial battle plan, focusing on meticulous tracking of leads, sales, and commissions. The emphasis on disciplined financial management and continued self-improvement lays out a blueprinted strategy for any salesperson to evolve from simply making money to creating wealth.
Foreseeing market shifts and preparing for tighter competition signifies the importance of agility in maintaining high sales performance. Grounding oneself in financial prudence can act as an anchor amidst industry turbulence.
Expert's Insights & Aspirations: Blueprinting a Brilliant Future in Car Sales Drawing from the rich dialogue between Sean and David, several proactive strategies emerge that can help steer any automotive professional toward remarkable achievement. The holistic development approach extends beyond immediate sales tactics to broader actions like reinforcing a compelling brand presence, fishing for prospects in the kinetic pool of community events, and diligently harnessing innovative technologies.
Mindful investment in one's brand, coupled with an appetite for self-education and financial intelligence, formulates a powerful equation for sales prowess. Deploying this strategy ensures a sales representative is not an island but rather an integral, value-adding component of the consumer's world.
Identifying opportunities, understanding the underlying psychology of purchases, and navigating personal customer relationships are as essential as ever. The gravity of personal branding and creating an impactful narrative can't be overstated, and it's the harnessing of these nuances that promises an illustrious career in automotive sales.
Resources
Dealer Synergy & Bradley On Demand: The automotive industry’s #1 training, tracking, testing, and certification platform and consulting & accountability firm.
The Millionaire Car Salesman Podcast: is the #1 resource for automotive sales professionals, managers, and owners. Also, join The Millionaire Car Salesman Facebook Group today!
Win the Game of Googleopoly: Unlocking the secret strategy of search engines.
The Millionaire Car Salesman Podcast is Proudly Sponsored By:
Dealer Synergy: The #1 Automotive Sales Training, Consulting, and Accountability Firm in the Automotive Industry! We have been building Internet Departments and BDCs for over two decades! It is this experience that has allowed us to develop the absolute best automotive Internet Sales, BDC, and CRM solutions for car dealerships. We have created the most effective training programs and processes. Phone scripts and rebuttals are our specialties, while CRM action plans, strategies, and templates are our expertise! Dealer Synergy will take both your tools and your people to the next level.
Bradley On Demand: Automotive Sales Industry’s #1 Interactive Training, Tracking, Testing and Certification Platform. With over 7,500 training modules, our platform has everything you and your dealership need to sell more cars, more often and more profitably!
Money Mind Mapp (M3): Visit MoneyMindMapp.com for help in revolutionizing your business to help you sell more cars by tracking, projecting, and forecasting your personal sales goals!
In this captivating episode of the Millionaire Car Salesman podcast, join Sean V. Bradley and co-host LA Williams as they embark on a fascinating journey from Sean's unconventional past to his stellar success in the sales and marketing arena. Sean shares insights into the strategic moves that propelled him from the nightclub scene to becoming a respected figure in the automotive industry.
Diving into his early experiences, Sean unveils the creative tactics that set him apart, like his unique customization of bulletproof vests, offering a glimpse into the roots of his branding genius. As the conversation unfolds, Sean emphasizes the pivotal role of building a robust personal brand. He elaborates on utilizing diverse tools—from SEO strategies to effective networking—to establish meaningful connections and relationships across various industries. Tune in for a riveting exploration of Sean's transformative journey and discover the power of strategic branding in the world of automotive sales.
Key Takeaways
- Personal Branding Prowess: Sean's innovative approach to business and marketing dates back to his youth, demonstrating that an entrepreneurial mindset can be cultivated early on
- Mastery of Craft: Emphasizing the importance of in-depth product knowledge, Sean highlights how understanding each product's unique value proposition is central to sales success
- Evangelize Yourself: Engaging with a wide array of entities in various communities helps to build a robust network and increases sales opportunities through diverse connections
- Leverage Technology and Training: The power of tools like CRM, SEO, and social media cannot be overstated, and Sean's self-taught expertise is a testament to diligent self-improvement
- Value of Time: Sean impresses upon the listener the significance of cherishing and utilizing every second of the day to maximize personal and professional growth
"Time waits for no one. Don't wait until it's too late. Make every second count."
- Sean V. Bradley, CSP
About Sean V. Bradley
Sean V. Bradley, CSP is an entrepreneur, published author, speaker and award-winning international trainer. He is a 16-time NADA/ATD convention speaker, FranklinCovey Certified Facilitator and has earned the coveted “CSP” designation in the National Speakers Association. Sean is also a member of the elite “Million Dollar Speakers Group” in the NSA and a state association speaker and trainer. He has spoken at over 400 NCM and NADA 20 Groups. Sean started Dealer Synergy over 20 years ago, but has been in the automotive industry for almost 22 years. Sean and his Dealer Synergy team are a 16-time Dealers’ Choice Award Winner for being the “Best of the Best Internet Sales Trainer” and “Mobile Provider Partner” in the Automotive Sales Industry.
Sean has personally trained over 100,000 Automotive Sales Professionals in 3,500 unique rooftops. However, he literally influences hundreds of thousands of professionals, in and out of the Automotive Sales industry, all over the world, through: his over 4,000 published articles, his best-selling book “Win the Game of Googleopoly”, over 7,000 videos published online, and through Radio Station soundwaves by Hosting the globally recognized Against All Odds Radio Show currently airing in Atlanta, Cleveland, Rochester, and Los Angeles, and the 'internet buzzing' Millionaire Car Salesman Podcast reaching over 1 million Americans! Additionally, Sean is the creator of the Millionaire Car Salesman Facebook Group, with a membership count of 27,000+ automotive professionals.
The Art of Branding: How Sean V. Bradley Turned Street Savvy into Industry Success In an industry bustling with the clamor of competing voices, standing out isn't just an art; it's a science. Sean V. Bradley, an icon in the automotive sales world, shares his journey and insights—an amalgamation of nightclubs, cars, and sheer ambition. His prowess in maintaining "Top of Mind Awareness" (TOMA) isn't just relevant to automotive sales—it's a universal strategy for anyone looking to cash in on their personal brand.
Key Takeaways:
- Master Your Craft: Dedication to honing your skills and industry knowledge is pivotal.
- Build Your Network: Expanding your personal and professional connections is a cornerstone of success.
- Leverage Technology: Embracing and utilizing current technologies and SEO can significantly amplify your reach.
From Nightclubs to Showrooms: The Evolution of a Marketing Maestro Sean V. Bradley's background in the high-octane world of New York's nightclub scene may seem a world apart from the showroom floor, but the skills he honed there are integral to his success in automotive sales. Promoting VIP events taught him the importance of customer retention and personalized marketing strategies.
"Instead of being the leech all the time asking people for whatever... Flip it, man...Do stuff for people," Bradley asserts when discussing his approach to network expansion. Personal touches and flash were his unique selling points, making bulletproof vests with Superman logos that flew off the streets faster and at a higher price.
This penchant for understanding and catering to the client's needs, desires, and demographics is crucial in any industry. It’s not merely about what you're selling; it's the story you weave and the unique experience you provide.
Education as a Key to Success: Self-Taught Expertise Diving into Bradley's dedication to learning his repertoire—ranging from search engine optimization (SEO) to sophisticated CRM tools—demonstrates the value he places on self-improvement. He shares, "I went through Google AdWords training and certification...studied my craft."
To be competitive and rise above the noise in today’s market, one must not only have product knowledge and a strong brand presence but also understand and master the digital tools at their disposal. This isn’t just about understanding the specs of a vehicle; it’s about the how and why certain functions appeal to consumers or knowing what complimentary keywords can skyrocket your product’s visibility online.
Networking: Beyond the Business Card Exchange Sean V. Bradley’s definition of networking transcends the traditional business card exchange. By embedding himself in a variety of circles and communities, he has not only increased his social capital but also ensured that his name is synonymous with automotive sales excellence.
Bradley points out that making connections beyond immediate sales opportunities can lead to unexpected benefits, recounting how his own network led to a personal relationship with an UFC fighter who now coaches his son. The lesson here is that networking should be strategic and focused on long-term payoffs rather than immediate gains. By supporting others and embedding yourself into diverse communities, you become the go-to person in your field, attracting organic interest and referrals.
Surfacing From the Transcript: Reflections and Projections As we pull back from the specific narrative of Sean V. Bradley’s ascent, it becomes clear that his strategies are not confined to the realm of car dealerships or even high-energy nightclubs. They are universal tactics for personal and brand growth.
The focus on TOMA, self-taught expertise, and robust networking are testimonials to an overarching truth in business: standing out requires not only an understanding of what you sell but also an impassioned commitment to why you sell it and to whom it matters.
By channeling Bradley's insights into your professional pursuits, you too can cultivate a reputation that doesn’t just spark interest but ignites a following. Whether you’re looking to elevate a personal brand or transform your approach to sales, the framework laid out by Bradley’s experiences serves as a roadmap to that desired destination of success.
Resources
Dealer Synergy & Bradley On Demand: The automotive industry’s #1 training, tracking, testing, and certification platform and consulting & accountability firm.
The Millionaire Car Salesman Podcast: is the #1 resource for automotive sales professionals, managers, and owners. Also, join The Millionaire Car Salesman Facebook Group today!
Win the Game of Googleopoly: Unlocking the secret strategy of search engines.
The Millionaire Car Salesman Podcast is Proudly Sponsored By:
Dealer Synergy: The #1 Automotive Sales Training, Consulting, and Accountability Firm in the Automotive Industry! We have been building Internet Departments and BDCs for over two decades! It is this experience that has allowed us to develop the absolute best automotive Internet Sales, BDC, and CRM solutions for car dealerships. We have created the most effective training programs and processes. Phone scripts and rebuttals are our specialties, while CRM action plans, strategies, and templates are our expertise! Dealer Synergy will take both your tools and your people to the next level.
Bradley On Demand: Automotive Sales Industry’s #1 Interactive Training, Tracking, Testing and Certification Platform. With over 7,500 training modules, our platform has everything you and your dealership need to sell more cars, more often and more profitably!
Money Mind Mapp (M3): Visit MoneyMindMapp.com for help in revolutionizing your business to help you sell more cars by tracking, projecting, and forecasting your personal sales goals!
We’re kicking off 2024 in this insightful episode of the Millionaire Car Salesman Podcast, your host, Sean V. Bradley, is joined by Steve Roessler, co-founder of DriveCentric. Together, they delve deep into the pivotal role of CRM technology in the automotive industry and its transformative impact on customer engagement in the Automotive Industry!
Sean and Steve provide valuable insights into the current state of CRM and the technology within it in the automotive industry! Both advocate for a shift in focus from transactional to relational communication, emphasizing the pivotal role CRM systems play as the heart of a dealership. The discussion explores the transformative power of video emails and text messages in fostering personalized and engaging interactions with customers.
Furthermore, Steve delves into the integration of AI, particularly Chat GPT, into CRM systems. He illustrates how AI technologies can revolutionize customer engagement by automating responses and assisting salespeople with prompts, ultimately enhancing efficiency! The episode concludes with a forward-looking perspective on the future of CRM, highlighting the significance of conversational marketing and the role of AI in optimizing communication processes within dealerships! Tune in to gain valuable insights into maximizing the potential of CRM technology and staying ahead in the automotive industry!
Key Takeaways
- CRM technology is the heart of a dealership and should be used to foster engagement and build relationships with customers
- Video emails and text messages are powerful tools for creating personalized and engaging communication with customers
- AI, such as Chat GPT, can enhance CRM systems by automating responses and providing prompts for salespeople
- The future of CRM in the automotive industry lies in conversational marketing and leveraging AI to streamline communication and improve efficiency
"The best CRM is the one that's used." - Steve Roessler, DriveCentric
About Steve Roessler
Steve is recognized as one of the most prominent voices in automotive advocating for dealerships, customers, and the community. Steve was rated #2 NADA Most Popular Speaking Session, and won 2022's AWA Best Speaker Award. With his infectious personality, audiences enjoy a learning environment that’s fun, inclusive, and informative. Steve has been educating the automotive community for over 10 years, but has another 15 years of expertise servicing customers and teaching them to embrace new technology and long-term strategies that drive sales and market share growth while providing an exceptional customer experience.
The Future of CRM: Unlocking the Power of Engagement and AI Introduction
In the fast-paced world of automotive sales, staying ahead of the competition is crucial. One of the most powerful tools at a dealership's disposal is a Customer Relationship Management (CRM) system. However, many dealerships struggle to fully harness the potential of their CRM, leading to missed opportunities and lost revenue. In this article, we will explore the key challenges faced by dealerships in relation to CRM and how innovative solutions, such as Drivecentric's AI integration, are revolutionizing the industry.
The Importance of Cultivating Relationships
In any sales industry, building relationships with customers is paramount. However, in the automotive industry, where the majority of interactions occur online, cultivating these relationships digitally is essential. Traditional CRM systems have focused primarily on database management, but the future lies in engagement-first approaches. As Steve Roessler, CEO of Drivecentric, explains, "We're teaching stores to think engagement first and database second. Customers are buying cars faster than ever, and we need to adapt to this new reality."
According to Roessler, one of the key challenges faced by dealerships is the shift from in-person interactions to digital showrooms. To bridge this gap, dealerships must embrace conversational commerce. This means using tools such as gifs, memes, and videos to create engaging and personalized conversations with customers. As Roessler points out, "Texting is the number one form of communication, and we need to leverage that. By using gifs, memes, and videos, we can create a more relatable and engaging experience for customers."
The Rise of Video
Video has emerged as one of the most powerful mediums for communication. It allows for the conveyance of sight, sound, motion, and emotion, creating a more immersive experience for customers. According to Roessler, dealerships that utilize video emails and video text messages see significant increases in open rates and engagement. He cites a 35-store group that saw an average $400 gross increase on the front-end with video versus no video. The key is to make videos personal and concise, keeping them under 30 seconds.
The Integration of AI
Artificial Intelligence (AI) is revolutionizing the automotive industry, and CRM systems are no exception. Drivecentric's integration of Chat GPT (Generative Pre-trained Transformer) allows for more efficient and personalized communication with customers. The AI can be programmed to respond to customer inquiries, acknowledge specific details mentioned by the customer, and even provide prompts for salespeople to craft their responses. This streamlines the communication process and allows salespeople to focus on building relationships rather than administrative tasks.
The Paradigm Shift in CRM Strategy
One of the biggest challenges faced by dealerships is the outdated and inefficient CRM strategies that are still prevalent in the industry. Many dealerships focus on quantity rather than quality, making a high volume of phone calls and sending generic emails. This approach leads to low connection rates and disengaged customers. Roessler emphasizes the need for a paradigm shift, stating, "We need to celebrate conversations, not activities. It's about talking to customers, not just making phone calls or sending emails."
According to Roessler, the future of CRM lies in leveraging AI to create conversational marketing and streamline processes. AI can handle routine tasks, such as appointment confirmations and follow-ups, allowing salespeople to focus on higher-value activities. The integration of AI and CRM will enable dealerships to provide a more personalized and efficient customer experience. As Roessler explains, "AI is the roomba of CRM. It takes care of the mundane tasks, allowing salespeople to focus on meaningful conversations with customers."
Conclusion
The automotive industry is evolving rapidly, and dealerships must adapt to stay competitive. CRM systems are at the heart of dealership operations, and harnessing their full potential is crucial. By embracing engagement-first approaches, leveraging the power of video, and integrating AI technology, dealerships can create more personalized and efficient customer experiences. The future of CRM lies in building relationships, cultivating engagement, and utilizing AI to streamline processes. As the industry continues to evolve, dealerships that embrace these innovations will thrive in the digital age.
Future Outlook
Looking ahead, the future of CRM lies in leveraging AI to create conversational marketing and streamline processes. AI can handle routine tasks, such as appointment confirmations and follow-ups, allowing salespeople to focus on higher-value activities. The integration of AI and CRM will enable dealerships to provide a more personalized and efficient customer experience. As Roessler explains, "AI is the Roomba of CRM. It takes care of the mundane tasks, allowing salespeople to focus on meaningful conversations with customers."
In addition, the rise of conversational commerce and the power of video will continue to shape the automotive industry. Dealerships that embrace these tools and techniques will be able to create engaging and personalized experiences for their customers, leading to increased sales and customer satisfaction.
Overall, the future of CRM is bright, with innovative solutions such as Drivecentric's AI integration leading the way. By harnessing the power of engagement and AI, dealerships can unlock new levels of success and stay ahead of the competition in the fast-paced world of automotive sales. The key is to adapt to the changing landscape, embrace new technologies, and prioritize building relationships with customers. As the industry continues to evolve, dealerships that embrace these innovations will thrive in the digital age.
Resources:
Dealer Synergy & Bradley On Demand: The automotive industry’s #1 training, tracking, testing, and certification platform and consulting & accountability firm.
The Millionaire Car Salesman Podcast: is the #1 resource for automotive sales professionals, managers, and owners. Also, join The Millionaire Car Salesman Facebook Group today!
Win the Game of Googleopoly: Unlocking the secret strategy of search engines.
The Millionaire Car Salesman Podcast is Proudly Sponsored By:
Dealer Synergy: The #1 Automotive Sales Training, Consulting, and Accountability Firm in the Automotive Industry! We have been building Internet Departments and BDCs for over two decades! It is this experience that has allowed us to develop the absolute best automotive Internet Sales, BDC, and CRM solutions for car dealerships. We have created the most effective training programs and processes. Phone scripts and rebuttals are our specialties, while CRM action plans, strategies, and templates are our expertise! Dealer Synergy will take both your tools and your people to the next level.
Bradley On Demand: Automotive Sales Industry’s #1 Interactive Training, Tracking, Testing and Certification Platform. With over 7,500 training modules, our platform has everything you and your dealership need to sell more cars, more often and more profitably!
Money Mind Mapp (M3): Visit MoneyMindMapp.com for help in revolutionizing your business to help you sell more cars by tracking, projecting, and forecasting your personal sales goals!
In this strategic episode of the Millionaire Car Salesman Podcast, your host, L.A. Williams, delves into the art of effective negotiation in the automotive sales arena! The Blind Master shares key insights and techniques, underscoring the pivotal role of active listening and the mirror technique in signaling genuine understanding to customers. This episode explores the potency of strategic silence and its ability to prompt customers to divulge more information willingly.
LA introduces the concept of "no-oriented questions" and elucidates their role in countering superficial affirmations from customers. The discussion underscores the importance of fairness in negotiations and recommends the use of accusation audits to preemptively address potential objections. LA highlights the value of role-playing and the strategic use of emotional labeling to foster transparency and achieve success in the sales process!
In the world of car sales, mastering the art of negotiation over the phone is where the money is truly made. Tune into this episode to elevate your negotiation skills and unlock new levels of success in automotive sales!
Key Takeaways
- Use the mirror technique to repeat back the last few words a customer says, showing that you are actively listening
- Strategic silence can encourage customers to share more information and allow ideas to resonate in their minds
- No-oriented questions can counter the counterfeit yes and provide a more honest response from customers
- Fairness is crucial in negotiations, and presenting fair options can lead to successful outcomes
- Role-playing scenarios with colleagues can help salespeople prepare for different situations and improve their skills
- Labeling customers' emotions can create transparency and address potential objections before they arise
"Role-playing scenarios with colleagues can help salespeople improve their skills and handle different situations." - L.A. Williams
About LA Williams III aka The Blind Master
L.A. Williams is the Vice President of Dealer Synergy. He has 12+ years of automotive sales experience and has made it his mission to help, educate and level up anyone he comes in contact with. LA once started as a frontline analyst for the organization, but quickly worked his way through the ranks to most recently landing him his current role of Vice President and an official company partner. Although LA holds an executive position with Dealer Synergy, he is completely “hands-on” with the Dealer Synergy family of programs.
LA is the preeminent subject master on “Phone Sales” in the Automotive Sales Industry and has earned the nickname and title of “The Blind Phone Master”. LA has been blind for 35+ years and has focused his energy on the art of sound, tone, and inflection. With his inability to see and only hear, he can solely judge a person’s phone abilities and verbal tools based on what they say and how they say it. This makes him the perfect coach and phone sales expert on planet Earth. LA has trained thousands of Automotive Sales professionals, Internet / BDC professionals, Sales Managers, General Managers and Dealer Principals on how to dominate the phones with his “The Blind Phone Master’s Phone Sales Mastery” strategies.
Furthermore, LA is an NADA Convention Speaker and a frequent 20 group speaker, including the official Internet Sales 20 Group . In addition to his training and speaking engagements, LA is the official co-host of the globally known Millionaire Car Salesman Podcast and a moderator of the Millionaire Car Salesman Facebook Group.
LA is also a very successful music producer. He has produced tracks for Dr. Dre, Lil Wayne, Katy Perry, Karina Bradley, and scores more. In addition to having worked with some of the best in the music industry, LA has worked in movies. He was even the voice for Jigsaw in 4 of the SAW movies! LA has taken his music producer, audio, and voice talent to bring a strong form of “entertrainment” to the industry and has blessed us with many motivating and fun remix tracks, applicable to the automotive sales industry.
The Power of Negotiation: Elevating Your Sales Game Introduction
In the world of automotive sales, negotiation skills are crucial for success. While many sales professionals are already talented in their craft, there is always room for improvement. In this article, we will explore the power of negotiation and how it can take your sales game to the next level. Drawing from my experience working with renowned negotiator Chris Voss, I will share some of the techniques and strategies that have proven to be highly effective. By implementing these tactics into your daily process, you can enhance your ability to listen to customers, address their concerns, and close deals with confidence.
The Mirror Technique:
One powerful negotiation technique is the mirror technique. This involves repeating back the last three or four words the customer says, demonstrating that you are actively listening. By using this technique, you can make the customer feel heard and understood, which is essential for building trust. As I always say, "People like to do business with people who listen." The mirror technique also encourages the customer to share more information, as they feel validated and acknowledged. It's important to use this technique subtly and naturally, without overdoing it. By incorporating the mirror technique into your conversations, you can elevate your sales game and establish stronger connections with customers.
Strategic Silence:
Confidence is key in negotiations, and one way to exude confidence is through strategic silence. Instead of rushing to respond, take your time and allow moments of silence to hang in the air. This gives the customer an opportunity to process what has been said and potentially overcome any challenges or objections they may have. Strategic silence can also be used to plant a seed in the customer's mind, allowing it to sprout and influence their decision-making process. By mastering the art of strategic silence, you can create a more impactful and persuasive sales experience.
No-Oriented Questions:
In sales, we are often taught to get customers to say "yes." However, using no-oriented questions can be just as effective, if not more so. People are more comfortable saying no, as they have been doing so since childhood. By asking questions that elicit a no response, you can counter the counterfeit yes and encourage more honest and authentic communication. For example, instead of asking, "Would you like to schedule a test drive?" try asking, "Would it be a bad idea for us to schedule a time for you to test drive the vehicle?" This approach allows the customer to express any concerns or hesitations they may have, leading to a more productive and transparent conversation.
The F Word in Negotiation:
The F word in negotiation is not what you might expect. It's fair. Many customers want to feel that they are being treated fairly throughout the sales process. By addressing fairness head-on, you can establish trust and build stronger relationships with customers. Instead of asking if something sounds good, try asking if it sounds fair. This simple shift in language can make a significant difference in how customers perceive your offers and proposals. Remember, sales is an emotional process, and fairness is a crucial component of creating a win-win situation for both parties involved.
Role Playing:
Role playing is a powerful tool for honing your negotiation skills. By practicing different scenarios with colleagues or managers, you can prepare yourself for various challenges and objections that may arise during real customer interactions. Role playing allows you to refine your responses, experiment with different approaches, and gain confidence in your ability to handle any situation. While some may be hesitant to engage in role playing, it is an essential part of becoming a top-performing sales professional. Embrace the opportunity to practice and improve your negotiation skills, and you will see the results in your sales performance.
Labeling Customer Emotions:
Understanding and addressing customer emotions is crucial in negotiation. By labeling their emotions, you can create a more open and transparent dialogue. If a customer seems hesitant or concerned, acknowledge their emotions by saying something like, "It sounds like you're feeling hesitant about the price." This demonstrates empathy and shows that you are attuned to their needs and concerns. By addressing emotions directly, you can build trust and rapport, leading to more successful negotiations.
Conclusion:
Negotiation is a fundamental skill in automotive sales, and by implementing these techniques, you can elevate your sales game to new heights. The mirror technique, strategic silence, no-oriented questions, fairness, role playing, and labeling customer emotions are all powerful tools that can enhance your ability to connect with customers, address their concerns, and close deals with confidence. By mastering these techniques, you can create a more impactful and successful sales experience. Remember, sales is an emotional process, and by understanding and addressing customer emotions, you can build trust and establish long-lasting relationships. Embrace the power of negotiation and watch your sales soar.
Future Outlook:
As the automotive industry continues to evolve, the importance of negotiation skills will only grow. With advancements in technology and changing consumer preferences, sales professionals must adapt and refine their negotiation techniques to meet the demands of the modern marketplace. By staying informed and continuously improving their skills, sales professionals can position themselves for success in an ever-changing industry. The future of automotive sales belongs to those who can effectively negotiate, connect with customers, and provide exceptional service. Embrace the power of negotiation and seize the opportunities that lie ahead.
Resources
Dealer Synergy & Bradley On Demand: The automotive industry’s #1 training, tracking, testing, and certification platform and consulting & accountability firm.
The Millionaire Car Salesman Podcast: is the #1 resource for automotive sales professionals, managers, and owners. Also, join The Millionaire Car Salesman Facebook Group today!
Win the Game of Googleopoly: Unlocking the secret strategy of search engines.
The Millionaire Car Salesman Podcast is Proudly Sponsored By:
Dealer Synergy: The #1 Automotive Sales Training, Consulting, and Accountability Firm in the Automotive Industry! We have been building Internet Departments and BDCs for over two decades! It is this experience that has allowed us to develop the absolute best automotive Internet Sales, BDC, and CRM solutions for car dealerships. We have created the most effective training programs and processes. Phone scripts and rebuttals are our specialties, while CRM action plans, strategies, and templates are our expertise! Dealer Synergy will take both your tools and your people to the next level.
Bradley On Demand: Automotive Sales Industry’s #1 Interactive Training, Tracking, Testing and Certification Platform. With over 7,500 training modules, our platform has everything you and your dealership need to sell more cars, more often and more profitably!
Money Mind Mapp (M3): Visit MoneyMindMapp.com for help in revolutionizing your business to help you sell more cars by tracking, projecting, and forecasting your personal sales goals!
In this insightful episode of the Millionaire Car Salesman Podcast, your host Sean V. Bradley is joined by none other than T Got Your Keys aka Tianna Mick! Take a deep dive into a critical aspect of automotive sales: proper qualification. Unveiling the essence of successful selling, Sean and Tianna passionately advocate for a return to the basics, emphasizing how building solid relationships and understanding the unique needs of each customer form the bedrock of effective sales!
Tianna sheds light on the art of rapport-building, exploring how this fundamental yet powerful skill can create a connection that goes beyond transactional relationships. As they navigate the nuances of tailoring the sales process to fit each individual prospect, Sean and Tianna offer invaluable insights for both seasoned professionals and those just starting in the industry!
The conversation doesn't stop there. Sean stress the perpetual importance of training and development, illustrating how staying ahead in the ever-evolving automotive sales landscape demands continuous learning! Through their engaging dialogue, Sean and Tianna provide a roadmap for success in car sales, backed by their years of industry expertise.
Whether you're a seasoned professional looking to fine-tune your approach or a newcomer eager to grasp the essentials, this episode is a treasure trove of wisdom that will empower you to elevate your car sales game. Tune in and discover the keys to not just selling cars but building lasting connections and a thriving career in the automotive industry!
Key Takeaways
- Proper qualification is essential in car sales to ensure customers are landed on the right car
- Salespeople should focus on building rapport, understanding customer needs, and tailoring the sales process to each individual prospect
- Ongoing training and development are crucial to stay ahead in the industry
"You do not want to get into January 2024 and then be like, 'Oh my God, we're not selling cars. Oh my God, we need to start training.' You need to start training now."
- Sean V. Bradley, The Millionaire Car Salesman
About Tianna Mick aka T Got Your Keys
Tianna Mick aka T Got Your Keys is a known industry name for being an expert at Showroom Sales, Lead and Referral Generation, and Customer Satisfaction, specializing in Personal and Business Branding.
At only 19 years old, Tianna was consistently the top-grossing salesperson in her dealer group, averaging 20+ units and generating $10K each month in personal income. Tianna is globally recognized for her award-winning website TGotYourKeys.com, voted #1 Personal Website in the Automotive Industry!
Tianna is a 3x NADA Convention Speaker, awarded #1 Influential Female Car Salesperson, TikTok Influencer with over 3.8 Million Views, Guest of Brad Lea's Dropping Bombs Podcast, Graduate of Ally's A-List Summit Academy, Speaker at the Florida Independent Automobile Dealers Association, TrueCar's TrueTalk Panel Discussion Leader concerning Diversity, published in Digital Dealer Magazine, and reoccurring Digital Dealer Speaker, Internet Sales 20 Group Speaker, and now Chief Marketing Officer at Dealer Synergy.
Most recently, General Motors Corporate invited Tianna Mick to speak on their behalf on the importance of Diversity, Realities & Economics within the LGBTQ+ Community, for the Automotive Industry!
T Got Your Keys... to Success!
The Future of Automotive Sales: Adapting to a Post-Pandemic World Introduction
The automotive industry has experienced significant changes in recent years, with the COVID-19 pandemic further accelerating the transformation. As we approach 2024, it is crucial for dealers and salespeople to adapt to the new reality and prepare for the challenges and opportunities that lie ahead. In this article, we will explore the main themes discussed in a recent podcast episode and provide insights on how to navigate the changing landscape of automotive sales.
The Impact of the Pandemic on Automotive Sales
The COVID-19 pandemic has had a profound impact on the automotive industry. Dealers and GMs are now facing the challenge of transitioning from a market characterized by high demand and limited inventory to a more normal market with increased competition and negotiation. Many salespeople who have only experienced the boom of the past few years are finding themselves unprepared for the new reality. As Sean V. Bradley, the creator of the Millionaire Car Salesman Network, points out, dealers and GMs are getting scared because they do not believe their teams are equipped to sell cars in this new environment.
The Importance of Qualifying Prospects
One of the main reasons why people do not buy cars is because they are landed on the wrong car. This is why qualifying prospects is crucial. Sean emphasizes the need for a comprehensive customer needs assessment or qualification sheet that guides salespeople in asking the right questions and identifying the true wants, wishes, expectations, and needs of the prospect. By understanding the prospect's needs, salespeople can select the proper product and tailor their presentation to highlight the features and benefits that are most relevant to the prospect.
The Value of a Customized Presentation
A successful sales presentation is one that is tailored to the prospect's specific wants and needs. Tianna Mick, a sales expert and repeat guest on the podcast, emphasizes the importance of customizing the presentation based on the prospect's most important wants, wishes, needs, and expectations. By doing so, salespeople can build value in the product and create a meaningful connection with the prospect. Tianna also highlights the need for salespeople to be more intuitive and flexible in their presentation, starting with the most important aspects for the prospect and adjusting accordingly.
The Role of the Service Department in the Sales Process
The service department plays a crucial role in the sales process, yet it is often overlooked by salespeople. Sean emphasizes the importance of showcasing the service department and building value in the ownership experience. By taking prospects to the service drive and introducing them to the service writer and manager, salespeople can demonstrate the dealership's commitment to customer satisfaction and highlight the benefits of owning a vehicle from their dealership. This not only builds trust but also increases the likelihood of repeat business and referrals.
The Need for Continuous Training and Development
In a rapidly changing industry, continuous training and development are essential for success. Sean stresses the importance of investing in training and holding salespeople accountable. He encourages managers to provide comprehensive training on product knowledge, the road to the sale, CRM usage, and communication skills. By equipping salespeople with the necessary skills and knowledge, dealerships can ensure that their teams are prepared to navigate the challenges of the post-pandemic world and provide exceptional customer experiences.
Conclusion: Embracing Change and Building for the Future
As we approach 2024, it is crucial for dealers and salespeople to adapt to the new reality of automotive sales. The pandemic has highlighted the importance of qualifying prospects, customizing presentations, and building value in the ownership experience. By investing in training and development, dealerships can equip their teams with the skills and knowledge needed to succeed in a competitive market. The future of automotive sales lies in embracing change, continuously improving, and providing exceptional customer experiences. With the right strategies and a commitment to excellence, dealerships can thrive in the post-pandemic world.
Resources
Dealer Synergy & Bradley On Demand: The automotive industry’s #1 training, tracking, testing, and certification platform and consulting & accountability firm.
The Millionaire Car Salesman Podcast: is the #1 resource for automotive sales professionals, managers, and owners. Also, join The Millionaire Car Salesman Facebook Group today!
Win the Game of Googleopoly: Unlocking the secret strategy of search engines.
The Millionaire Car Salesman Podcast is Proudly Sponsored By:
Dealer Synergy: The #1 Automotive Sales Training, Consulting, and Accountability Firm in the Automotive Industry! We have been building Internet Departments and BDCs for over two decades! It is this experience that has allowed us to develop the absolute best automotive Internet Sales, BDC, and CRM solutions for car dealerships. We have created the most effective training programs and processes. Phone scripts and rebuttals are our specialties, while CRM action plans, strategies, and templates are our expertise! Dealer Synergy will take both your tools and your people to the next level.
Bradley On Demand: Automotive Sales Industry’s #1 Interactive Training, Tracking, Testing and Certification Platform. With over 7,500 training modules, our platform has everything you and your dealership need to sell more cars, more often and more profitably!
Money Mind Mapp (M3): Visit MoneyMindMapp.com for help in revolutionizing your business to help you sell more cars by tracking, projecting, and forecasting your personal sales goals!
In this special episode of the Millionaire Car Salesman Podcast, join the Millionaire Car Salesman Hosts, Sean V. Bradley, and LA Williams, alongside Dealer Synergy’s CEO - Karen “Karina” Bradley as they delve into the challenges that dealerships are confronting in today's automotive market. The trio sheds light on the Automotive Industry’s market transition from high demand and low inventory to a more competitive and demanding landscape. Emphasizing the significance of a proficient sales team, they explore strategies to navigate these changes and deliver exceptional value to customers.
Join us for these illuminating executive discussions, offering invaluable insights on navigating 2024 successfully. The hosts delve into strategic approaches and share secrets that will empower you. Plus, they unravel the exciting prospects awaiting dealerships at the upcoming Internet Sales 20 Group conference. Don't miss this opportunity to tap into the wisdom of top Dealer Synergy executives and gain a competitive edge!
Key Takeaways
- The automotive market is shifting, and dealerships need to adapt to the changing conditions
- Dealerships that have invested in training and developing their sales teams are better equipped to handle the challenges of the current market
- The Internet Sales 20 Group conference provides an opportunity for dealerships to learn from industry experts and network with other professionals in the field
"If you don't have the appropriate mindset, and if you haven't been building that along the way… your actions are going to stem from whatever paradigm or particular mindset that you carry through this time." - Karen “Karina” Bradley
About Karen “Karina” Bradley
Karen Bradley, is the CEO of Dealer Synergy, an Award Winning Training, Consulting and Accountability Firm that specializes in building Internet Dealerships or Full Blown Business Development Dealerships Internationally. She is also the Co-founder of Internet Sales 20 Group, an education company that specializes in training automotive sales professionals through their first-class national bi-annual conference.
Karen has over 13+ years of Automotive Sales experience and her sole mission has been to help car dealerships and their personnel achieve their maximum potential. She has directly helped over 1,300 rooftops and tens of thousands of Automotive Sales Professionals evolve personally and professionally; and is an NADA Convention Speaker!
Karen also has 16 years of Accounting experience and 11 years of experience as a Certified FranklinCovey Trainer and Facilitator for the 7 Habits of Highly Effective People and The 5 Choices to Extraordinary Productivity. She is an instructional design and curriculum development specialist, a Time Maximization and Efficiency Expert, as well as a process engineer. She has been recognized by the National Speaker’s Association for her skills in public speaking and was nominated in 2015 as one of the top 100 Leading Women in the North American Auto Industry, by Automotive News. Karen has also graced the covers of several major automotive magazines; including AutoSuccess’ , for her expertise on the importance and usage of video.
Karen’s most important role is as a proud wife and mother of 4 kids, ranging from 6 years old to 21 years old. Combining this role with her role as an owner of multiple companies, by living the 7 Habits of Highly Effective People, Karen is truly able to achieve “Work / Life” Balance.
The Shifting Landscape of Automotive Sales: Challenges and Opportunities Introduction
In the fast-paced world of automotive sales, staying ahead of the game is crucial. The industry has experienced significant shifts in recent years, with the pandemic exacerbating existing challenges and creating new ones. As we enter the final month of the year, it's important for automotive professionals to take stock of the current landscape and prepare for the future. In this article, we will explore the key themes discussed in a recent podcast episode of "The Millionaire Car Salesman" and analyze their implications for the industry.
The Impact of Shifting Market Dynamics
The automotive industry has seen its fair share of ups and downs, and the recent shift in market dynamics is no exception. The past few years have been exceptionally profitable, with high demand and limited inventory driving up prices. However, as the market begins to normalize, salespeople are facing new challenges. Many have become complacent during the boom times, relying on high prices and limited inventory to make sales. Now, they must adapt to a more competitive landscape and develop the skills necessary to succeed in a changing market.
The Importance of Training and Skill Development
One of the key challenges facing automotive professionals is the lack of training and skill development. During the boom times, salespeople didn't need to rely on their skills or knowledge to make sales. However, as the market shifts, those who haven't invested in their training find themselves ill-equipped to handle basic objections and provide value to customers. This lack of skill not only affects individual salespeople but also contributes to a toxic culture within dealerships. It's crucial for dealers to invest in training and development programs to ensure their teams are prepared for the challenges ahead.
The Role of Culture in Success
Culture plays a significant role in the success of any organization, and dealerships are no exception. The recent shift in market dynamics has led to increased turnover and a negative impact on morale. Salespeople who were used to easy sales and high incomes are now facing a reality check. This toxic culture can be detrimental to the overall success of the dealership. It's essential for dealers to foster a positive and supportive culture that encourages growth, learning, and accountability. By creating a culture of excellence, dealerships can attract and retain top talent and position themselves for success in the changing market.
Opportunities for Growth and Success
While the shifting market dynamics present challenges, they also create opportunities for growth and success. Dealerships that adapt to the changing landscape and invest in their teams will be well-positioned to thrive. One example of this is Bob Ruth Ford, a dealership that recently broke a record by closing out the month with 225 internet deals. Their internet department accounted for 94% of the dealership's business, showcasing the power of a well-trained and motivated team. By focusing on internet sales and leveraging technology, dealerships can reach a wider audience and maximize their profits.
The Power of Outsourcing and Remote Teams
Another opportunity for growth lies in outsourcing and remote teams. With the rise of remote work, dealerships can tap into a global talent pool and access highly skilled individuals at a fraction of the cost. Outsourcing BDC reps to countries like the Philippines has proven to be a successful strategy for many dealerships. These reps are highly motivated, coachable, and dedicated to their work. By leveraging remote teams, dealerships can extend their hours of operation, increase coverage, and capture more business. It's important to note that these remote teams are not outsourced call centers but individual employees directly employed by the dealership.
Conclusion and Future Outlook
As we approach the end of the year, it's crucial for automotive professionals to adapt to the shifting landscape of the industry. The challenges presented by the changing market dynamics can be overcome through training, skill development, and a positive culture. By investing in their teams and embracing new opportunities, dealerships can position themselves for success in the future. Outsourcing and remote teams offer a cost-effective solution to staffing challenges and can provide access to highly skilled individuals. As the industry continues to evolve, it's essential for automotive professionals to stay ahead of the curve and embrace change. By doing so, they can navigate the challenges and seize the opportunities that lie ahead.
Resources
Dealer Synergy & Bradley On Demand: The automotive industry’s #1 training, tracking, testing, and certification platform and consulting & accountability firm.
The Millionaire Car Salesman Podcast: is the #1 resource for automotive sales professionals, managers, and owners. Also, join The Millionaire Car Salesman Facebook Group today!
Win the Game of Googleopoly: Unlocking the secret strategy of search engines.
The Millionaire Car Salesman Podcast is Proudly Sponsored By:
Dealer Synergy: The #1 Automotive Sales Training, Consulting, and Accountability Firm in the Automotive Industry! We have been building Internet Departments and BDCs for over two decades! It is this experience that has allowed us to develop the absolute best automotive Internet Sales, BDC, and CRM solutions for car dealerships. We have created the most effective training programs and processes. Phone scripts and rebuttals are our specialties, while CRM action plans, strategies, and templates are our expertise! Dealer Synergy will take both your tools and your people to the next level.
Bradley On Demand: Automotive Sales Industry’s #1 Interactive Training, Tracking, Testing and Certification Platform. With over 7,500 training modules, our platform has everything you and your dealership need to sell more cars, more often and more profitably!
Money Mind Mapp (M3): Visit MoneyMindMapp.com for help in revolutionizing your business to help you sell more cars by tracking, projecting, and forecasting your personal sales goals!
Brace yourself for an electrifying episode of the Millionaire Car Salesman Podcast, Host Sean V. Bradley, CSP, interviews Matthew Smith, the Internet Director at Matthews-Currie Ford in Florida! Matthew Smith takes us on a thrilling ride through his incredible journey of winning a brand-new car in a Ford video contest! Matthew spills the beans on his contest entry, from his initial hopes to the jaw-dropping moment of being crowned the winner. But that's not all – buckle up for insights into the power of video creation in the automotive industry. Matthew delves into how crafting compelling videos can skyrocket sales and boost customer engagement.
Sean V. Bradley, weighs in on the significance of video content in the industry. Sean not only applauds Matthew's success but also dishes out advice on expanding the horizon. Sean urges Matthew to explore collaborations with Ford Manufacturers, opening doors to endless possibilities and learning experiences. But that's not the end of the road! Sean extends an exclusive invitation to Matthew to share his triumph at the prestigious Internet Sales 20 Group 15 Conference (IS20G15)! Don’t worry… you have your chance to attend the IS20G15 too, but you have to tune in to get the details!
Rev up your engines and don't miss this episode – it's a wild ride with Sean V. Bradley, CSP and Matthew Smith!
Key Takeaways
- Creating videos in the automotive industry can lead to unexpected opportunities and rewards
- Taking the time to enter contests and participate in manufacturer initiatives can pay off in big ways
- Videos can be used to showcase technology, explain features, and build rapport with customers
- Collaborating with manufacturers and attending industry conferences can provide valuable learning and networking opportunities
- Matthew's success story serves as an inspiration for other automotive professionals to embrace video and strive for recognition and growth
"If you think doing a walk around or a detailed video either for your brand or your dealership, and you don't think there's any benefit to it... there's always at least one small positive."
- Matthew Smith, Internet Director at Matthews-Currie Ford
About Matthew D.M. Smith
Matthew Smith, is the Internet Director at Matthews-Currie Ford in the sunny state of Florida and is a dynamic force within the Millionaire Car Salesman community! Matthew has etched his name in the annals of automotive success, recently clinching victory in a thrilling video contest hosted by none other than Ford itself. As a proud member client of Dealer Synergy and a Member of the Millionaire Car Salesman community, Matthew stands out for his unwavering commitment to excellence in the realm of car sales. His passion for the industry is palpable, and his recent triumph in the Ford video contest is a testament to his creativity and dedication!
Beyond the Automotive Internet Department, Matthew's expertise extends to the digital realm, where he understands the transformative impact of video content in shaping the customer experience. His win in the Ford contest is more than just a trophy; it's a symbol of his ability to innovate and stand out in a rapidly evolving industry. In the ever-expanding universe of car sales, Matthew Smith is a name that resonates with success, a true Millionaire Car Salesman who continues to drive not only cars but the standards of excellence in the automotive world. Keep your eyes on Matthew – his journey is one marked by passion, innovation, and a relentless pursuit of greatness.
The Power of Video in Automotive Sales: Insights from a Millionaire Car Salesman
As an automotive professional, I have witnessed the evolution of the industry over the past 25 years. One thing that has remained constant is the need for effective communication and engagement with customers. In today's digital age, video has emerged as a powerful tool for salespeople to connect with their audience and drive results. In this article, we will explore the various ways in which video can be leveraged in automotive sales, drawing insights from the experiences of Matthew Smith, a member of the Millionaire Car Salesman community who recently won a brand new car through a video contest.
Introduction: The Rise of Video in Automotive Sales
Video has become the preferred medium for communication and entertainment in today's society. With the rise of platforms like YouTube, TikTok, and Instagram, people are consuming more video content than ever before. This trend has not gone unnoticed in the automotive industry, where salespeople are leveraging the power of video to engage with customers and drive sales.
Matthew Smith, a member of the Millionaire Car Salesman community, recently won a brand-new car through a video contest organized by Ford. This achievement highlights the potential of video in automotive sales and the impact it can have on a salesperson's career. In this article, we will delve into the strategies and techniques that Matthew used to win the contest and explore the broader implications of video in the automotive industry.
The Blue Cruise Contest: A Game-Changer for Matthew Smith
The Blue Cruise Contest organized by Ford was open to all salesmen and sales managers at Ford dealerships across America. The contest required participants to submit a video showcasing the technology offered by Ford, specifically the Ford Blue Cruise feature. Matthew Smith, a sales agent at Matthews Curry Ford in Florida, decided to enter the contest without expecting to win the grand prize.
To his surprise, Matthew was informed that he had lost the contest. However, little did he know that Ford had actually selected him as the grand prize winner and had been planning a surprise announcement. On the day of the surprise, Matthew was asked to film a commercial for the dealership, unaware that Ford representatives and a camera crew were present to capture the moment. As he finished his speech, he turned around to find a crowd of people cheering and confetti falling from the sky. It was at this moment that he learned he had won a brand new Ford Mustang Mach-E electric vehicle worth over $55,000.
The Power of Video in Automotive Sales
Matthew's success in the Blue Cruise Contest highlights the power of video in automotive sales. By creating a compelling video showcasing the Ford Blue Cruise technology, Matthew was able to capture the attention of the judges and stand out among hundreds of other contestants. This achievement demonstrates the impact that video can have on a salesperson's career and the potential rewards that come with it.
Video offers a unique opportunity to engage with customers on a deeper level. It allows salespeople to showcase their knowledge, expertise, and personality in a way that text-based communication simply cannot match. By leveraging video, salespeople can build trust, establish rapport, and create a memorable experience for their customers.
According to Sean V. Bradley, CSP, "I wrote the first article about video optimization in 2006 in Digital Dealer. That was three years before anybody did it. Like, there, you know what I mean? So I've been doing this for so long, and to finally see the OEMs embracing it, finally seeing salespeople and automotive professionals and managers embracing it on so many different levels, I think that it will inspire other people in the group."
Leveraging Video for Sales Success
There are several key ways in which automotive sales professionals can leverage video to drive success:
- Walkaround Videos:
"Walkaround videos are a powerful tool for showcasing the features and benefits of a vehicle," says Sean V. Bradley, CSP. "By creating high-quality videos that highlight the key selling points of a car, salespeople can provide a virtual tour for potential customers. This allows customers to get a better sense of the vehicle's condition, features, and overall value."
- Video Emails and Text Messages:
"Video emails and text messages are a game-changer when it comes to communication with customers," explains Sean V. Bradley, CSP. "Instead of relying on static text-based messages, salespeople can use video to convey their message in a more engaging and personal way. Video emails and text messages allow salespeople to showcase their enthusiasm, knowledge, and commitment to customer satisfaction."
- Appointment Confirmations:
"Appointment confirmations are a critical step in the sales process," emphasizes Sean V. Bradley, CSP. "By using video to confirm appointments, salespeople can create a memorable and personalized experience for customers. A video confirmation allows salespeople to introduce themselves, provide directions to the dealership, and set expectations for the appointment."
- Following Up with Leads:
"Following up with leads is a crucial part of the sales process," states Sean V. Bradley, CSP. "Video can be a powerful tool for standing out from the competition and capturing the attention of potential customers. By sending personalized video follow-ups, salespeople can demonstrate their commitment to customer satisfaction and provide additional value."
The Future of Video in Automotive Sales
As technology continues to advance, the role of video in automotive sales will only become more prominent. With the rise of artificial intelligence and virtual reality, salespeople will have even more tools at their disposal to create immersive and engaging experiences for customers. Video will continue to be a driving force in the industry, allowing salespeople to connect with customers on a deeper level and differentiate themselves from the competition.
In conclusion, the power of video in automotive sales cannot be overstated. Matthew Smith's success in the Blue Cruise Contest is a testament to the impact that video can have on a salesperson's career. By leveraging video, salespeople can engage with customers in a more personal and compelling way, build trust and rapport, and ultimately drive sales. As the industry continues to evolve, it is essential for automotive professionals to embrace video as a key tool in their sales arsenal. The future of automotive sales is video, and those who harness its power will undoubtedly reap the rewards.
According to Matthew Smith, "Go out there, make a video, shoot your shot. Because at the worst possible expense, somebody likes what you're doing and buys a car. That's what you do it for, the one view to piece and be like, oh, wow. I like what you did there, because that dealership did absolutely nothing."
Matthew's story serves as an inspiration for automotive professionals to think outside the box and leverage the power of video to achieve their goals. By embracing video as a tool for communication and engagement, salespeople can create meaningful connections with customers and drive success in the industry. The possibilities are endless, and the rewards can be life-changing. So, what are you waiting for? Grab your camera and start shooting your way to success in automotive sales.
Resources
Dealer Synergy & Bradley On Demand: The automotive industry’s #1 training, tracking, testing, and certification platform and consulting & accountability firm.
The Millionaire Car Salesman Podcast: is the #1 resource for automotive sales professionals, managers, and owners. Also, join The Millionaire Car Salesman Facebook Group today!
The Against All Odds Radio Show: Hosting guests that have started from the bottom and rose to the top. Also, join The Against All Odds Radio Show Guests & Listeners Facebook Group for the podcasted episodes.
Win the Game of Googleopoly: Unlocking the secret strategy of search engines.
The Millionaire Car Salesman Podcast is Proudly Sponsored By:
Dealer Synergy: The #1 Automotive Sales Training, Consulting, and Accountability Firm in the Automotive Industry! We have been building Internet Departments and BDCs for over two decades! It is this experience that has allowed us to develop the absolute best automotive Internet Sales, BDC, and CRM solutions for car dealerships. We have created the most effective training programs and processes. Phone scripts and rebuttals are our specialties, while CRM action plans, strategies, and templates are our expertise! Dealer Synergy will take both your tools and your people to the next level.
Bradley On Demand: Automotive Sales Industry’s #1 Interactive Training, Tracking, Testing and Certification Platform. With over 7,500 training modules, our platform has everything you and your dealership need to sell more cars, more often and more profitably!
Money Mind Mapp (M3): Visit MoneyMindMapp.com for help in revolutionizing your business to help you sell more cars by tracking, projecting, and forecasting your personal sales goals!
In this powerful episode of the Millionaire Car Salesman Podcast, Host Sean V. Bradley, CSP interviews Brenna Chinn, a product specialist at Koons Woodbridge KIA. Brenna shares her success in the automotive industry on how she worked up to selling over 20 cars in less than nine months! She attributes her success to her use of video in her sales process, specifically video emails and video text messages. By sending personalized videos to customers, she is able to build rapport and excitement before they even come into the dealership. Brenna emphasizes the importance of being personable and enthusiastic in the videos, as well as asking strategic questions to understand the customer's needs and provide a customized value proposition.
Chinn also discusses the challenges of selling cars in the post-pandemic market, including high prices and interest rates. She suggests overcoming these challenges by offering financing options, exploring leasing, and highlighting the value of the vehicle. She also recommends leveraging social media and online communities to generate referrals and engage with potential customers.
In addition, Chinn receives valuable advice from Sean V. Bradley, CSP, on how to further enhance her sales approach. He encourages her to create videos for a video strategy, including car walkarounds and comparison videos. He also advises her to establish a strong online presence through platforms like TikTok and YouTube, and to target specific communities, such as first responders and medical professionals, to generate referrals and build trust.
Key Takeaways
- Using video emails and text messages can help build rapport and excitement with customers before they come into the dealership
- Being personable and enthusiastic in videos is key to engaging customers and standing out from the competition
- Asking strategic questions can help understand customer needs and provide a customized value proposition
- Overcoming challenges in the post-pandemic market can be done by offering financing options, exploring leasing, and highlighting the value of the vehicle
- Leveraging social media and online communities can help generate referrals and engage with potential customers
- Creating videos for a video strategy, including car walkarounds and comparison videos, can enhance the sales process
- Targeting specific communities, such as first responders and medical professionals, can generate referrals and build trust
"The more videos that I send, the more responses I get!"
- Brenna Chinn, Koons Woodbridge KIA Product Specialist
"Stop trying to sell cars like everybody else! Be the Disruptor.”
- Sean V. Bradley, CSP
About Brenna Chinn
Brenna Chinn is a dynamic product specialist at Koons Woodbridge KIA, bringing a fresh and vibrant energy to the automotive world. With just nine months in the industry, she has already established herself as a rising star, showcasing exceptional talent and dedication! Brenna's passion for cars goes beyond the showroom, as she is committed to providing an outstanding customer experience. Her ability to connect with clients on a personal level, coupled with an in-depth knowledge of Kia's lineup, has resulted in impressive sales achievements.
In a remarkable feat, Brenna consistently exceeds expectations by selling over 20 cars in a single month! Her commitment to excellence, coupled with a genuine enthusiasm for the automotive industry, sets her apart as a standout professional.
As she continues to grow in her automotive journey, Brenna Chinn remains a shining example of how passion, knowledge, and dedication can drive success in the competitive world of car sales.
The Power of Video in Automotive Sales: Insights from Brenna Chinn
Introduction
In the fast-paced world of automotive sales, standing out from the competition is crucial. With customers bombarded by messages from various dealerships, it's essential to find innovative ways to engage and connect with potential buyers. One strategy that has proven to be highly effective is the use of video. In this article, we will explore the power of video in automotive sales, drawing insights from Brenna Chinn, a successful product specialist at Koons Woodbridge Kia. We will delve into the various ways she utilizes video to build rapport, overcome challenges, and ultimately close deals.
Building Rapport through Video
One of the key advantages of using video in automotive sales is the ability to establish a personal connection with customers before they even step foot in the dealership. Brenna emphasizes the importance of introducing herself and the vehicle through video, allowing customers to see her personality and get excited about their upcoming visit. She believes that this initial interaction sets the stage for a positive customer experience and helps differentiate her from the competition.
According to Brenna, "Hi, my name is Brenna Chinn, and I'm a product specialist at Koons Woodbridge Kia. I wanted to take a moment to introduce myself and the Kia Telluride, which I think you'll absolutely love. I'm here to answer any questions you may have and make your car-buying experience as smooth as possible. I look forward to meeting you soon!"
Brenna's video strategy extends beyond just internet leads. She also sends videos to phone-ups, appointment confirmations, and even third-party leads. By providing a face and a voice to the customer, she creates a sense of familiarity and trust, which leads to increased engagement and response rates. Customers appreciate the effort she puts into personalizing the experience and are more likely to reach out with questions or schedule appointments.
Overcoming Price Objections
Price objections are a common challenge in automotive sales, and Brenna has developed effective strategies for addressing them. When customers express concerns about the price of a vehicle, she takes a two-pronged approach. First, she highlights the value and features of the vehicle, emphasizing why it is worth the price.
As Brenna explains, "The Kia Telluride offers an incredible value for its price. It comes with advanced safety features, a spacious interior, and a powerful engine. When you consider all the benefits it offers, the price is definitely justified."
Secondly, Brenna explores alternative financing options to make the purchase more affordable. She suggests financing the vehicle instead of paying cash, highlighting the competitive interest rates and the ability to pay off the loan early without penalty. By presenting financing as a viable option, she helps customers see the long-term benefits and opens up possibilities that they may not have considered initially.
Addressing Interest Rates
High-interest rates can be a deterrent for some customers, but Brenna approaches this challenge by providing context and comparison. She acknowledges that interest rates have increased in recent years but assures customers that Kia offers competitive rates. She encourages them to shop around and compare rates, confident that Kia's financing options will stand out.
Brenna states, "While interest rates have gone up, Kia still offers competitive rates. I encourage you to explore your options and compare rates. You'll find that Kia's financing options are among the best in the market."
By focusing on the overall value and benefits of the vehicle, she helps customers see beyond the interest rate and understand the long-term advantages of ownership.
Dealing with Inventory Challenges
Inventory challenges have become more prevalent in the automotive industry, with supply chain disruptions and increased demand. Brenna acknowledges that availability can be a concern for customers, especially for popular models like the Kia Telluride. However, she offers solutions to address this issue.
For customers who are not in a rush, she suggests placing a factory direct order, allowing them to customize the vehicle to their preferences. This option requires patience, as it may take several weeks for the vehicle to arrive, but it ensures that customers get exactly what they want.
Brenna explains, "If you're willing to wait a bit, we can place a factory direct order for your desired Kia Telluride. This way, you can choose the color, features, and options that suit your preferences. It may take a few weeks, but it's worth it to get the perfect vehicle."
For customers who need a vehicle immediately, Brenna leverages her dealership's network and explores dealership exchanges. By reaching out to other dealerships, she can find a suitable vehicle and facilitate a trade, ensuring that the customer gets the car they need in a timely manner. This proactive approach demonstrates her commitment to finding solutions and meeting customer needs, even in challenging circumstances.
Expanding Sales Opportunities
While Brenna has achieved impressive sales numbers through phone-ups and walk-ins, there are additional opportunities for growth. She can tap into the power of referrals and orphan owners to expand her customer base. By providing exceptional service and building strong relationships with existing customers, she can generate referrals and recommendations.
Brenna states, "Word-of-mouth is incredibly powerful in the automotive industry. By providing a great experience to my customers, I've been able to generate a lot of referrals. People trust the recommendations of their friends and family, so it's a great way to expand my customer base."
Additionally, she can leverage her dealership's extensive used car inventory to attract customers who may be looking for more affordable options. By showcasing the value and benefits of pre-owned vehicles, she can cater to a wider range of budgets and preferences.
Conclusion and Future Outlook
Brenna Chinn's success in automotive sales is a testament to the power of video and personalized customer engagement. By utilizing video throughout the sales process, she has been able to build rapport, overcome objections, and close deals. Her strategies for addressing price objections, interest rates, and inventory challenges provide valuable insights for other automotive professionals.
Looking ahead, the automotive industry will continue to evolve, and sales professionals must adapt to changing customer expectations and market conditions. Embracing video as a communication tool and leveraging digital platforms for customer engagement will be essential for success. By staying proactive, building strong relationships, and continuously refining their sales strategies, automotive professionals can thrive in a competitive market. With the right tools and techniques, they can create exceptional customer experiences and drive sales to new heights.
Resources
Dealer Synergy & Bradley On Demand: The automotive industry’s #1 training, tracking, testing, and certification platform and consulting & accountability firm.
The Millionaire Car Salesman Podcast: is the #1 resource for automotive sales professionals, managers, and owners. Also, join The Millionaire Car Salesman Facebook Group today!
The Against All Odds Radio Show: Hosting guests that have started from the bottom and rose to the top. Also, join The Against All Odds Radio Show Guests & Listeners Facebook Group for the podcasted episodes.
For more interactivity, join The Millionaire Car Salesman Club on Clubhouse.
Win the Game of Googleopoly: Unlocking the secret strategy of search engines.
The Millionaire Car Salesman Podcast is Proudly Sponsored By:
Dealer Synergy: The #1 Automotive Sales Training, Consulting, and Accountability Firm in the Automotive Industry! We have been building Internet Departments and BDCs for over two decades! It is this experience that has allowed us to develop the absolute best automotive Internet Sales, BDC, and CRM solutions for car dealerships. We have created the most effective training programs and processes. Phone scripts and rebuttals are our specialties, while CRM action plans, strategies, and templates are our expertise! Dealer Synergy will take both your tools and your people to the next level.
Bradley On Demand: Automotive Sales Industry’s #1 Interactive Training, Tracking, Testing and Certification Platform. With over 7,500 training modules, our platform has everything you and your dealership need to sell more cars, more often and more profitably!
Money Mind Mapp (M3): Visit MoneyMindMapp.com for help in revolutionizing your business to help you sell more cars by tracking, projecting, and forecasting your personal sales goals!
In this innovative episode of the Millionaire Car Salesman Podcast, LA Williams is joined by none other than T Got Your Keys aka Tianna Mick! LA and Tianna discuss the importance of going back to the basics of car sales. They emphasize the value of being involved in the community, attending local events, and networking. They also highlight the power of handwritten letters and utilizing bulletin boards for advertising. The hosts introduce Chat GPT as a tool to streamline email responses and provide tips on maximizing its effectiveness.
Tune in to this episode of Millionaire Car Salesman Podcast to discover how the synergy of traditional strategies and modern tools can elevate your car sales game to new heights. Don't miss the chance to learn from the experts: The Blind Phone Master and T Got Your Keys!
Key Takeaways
- Attend local community events and network to generate new leads
- Handwrite letters and distribute them in apartment complexes or businesses
- Utilize bulletin boards in grocery stores and other public spaces for free advertising
- Use Chat GPT to streamline email responses and save time
"Wear your dealership shirt everywhere you go. You are a walking billboard!"
- Tianna Mick, T Got Your Keys
"Everyone who knows someone who knows you, should know that you sell cars!"
- LA Williams, The Blind Phone Master
About Tianna Mick aka T Got Your Keys
Tianna Mick aka T Got Your Keys is a known industry name for being an expert at Showroom Sales, Lead and Referral Generation, and Customer Satisfaction, specializing in Personal and Business Branding.
At only 19 years old, Tianna was consistently the top-grossing salesperson in her dealer group, averaging 20+ units and generating $10K each month in personal income. Tianna is globally recognized for her award-winning website TGotYourKeys.com, voted #1 Personal Website in the Automotive Industry!
Tianna is a 3x NADA Convention Speaker, awarded #1 Influential Female Car Salesperson, TikTok Influencer with over 3.8 Million Views, Guest of Brad Lea's Dropping Bombs Podcast, Graduate of Ally's A-List Summit Academy, Speaker at the Florida Independent Automobile Dealers Association, TrueCar's TrueTalk Panel Discussion Leader concerning Diversity, published in Digital Dealer Magazine, and reoccurring Digital Dealer Speaker, Internet Sales 20 Group Speaker, and now Chief Marketing Officer at Dealer Synergy.
Most recently, General Motors Corporate invited Tianna Mick to speak on their behalf on the importance of Diversity, Realities & Economics within the LGBTQ+ Community, for the Automotive Industry!
T Got Your Keys... to Success!
The Power of Old School Selling in the Age of AI: A Comprehensive Guide
Introduction
In the ever-evolving world of automotive sales, it's easy to get caught up in the latest trends and technologies. From AI-powered chatbots to social media marketing, there's no shortage of new tools and strategies to help sales professionals succeed. However, in our quest for innovation, we often overlook the tried and true methods that have been the foundation of successful selling for decades. In this comprehensive guide, we will explore the power of old-school selling techniques and how they can complement and enhance the use of AI in the automotive industry.
Prospecting: Going Back to Basics
One of the biggest challenges for sales professionals is finding new leads and getting in front of potential customers. While social media and online advertising have become popular methods for prospecting, there is still immense value in traditional community engagement. Attending local events, such as farmers' markets and community gatherings, allows salespeople to connect with potential customers on a personal level.
Tianna Mick, a car sales professional, emphasizes the importance of actually showing up and being involved in the community: "We always say it's good to drink at least X amount of water in the morning and at night. We know those are good things to do. How many of us do that? So going back to the basics of everything, especially when giving out these ideas, we really want you guys to understand that the consistency of being involved in your community is really going to fuel the fire."
Maximizing Community Engagement
To maximize the impact of community engagement, sales professionals can take advantage of various opportunities. For example, attending local events and networking with attendees can lead to valuable connections and potential leads. Additionally, salespeople can leverage bulletin boards in grocery stores and other public spaces to post flyers and promote their services.
Tianna Mick shares her experience with this strategy: "I was walking in the grocery store, and on the way out, and on the way in, actually, there's this bulletin board. I remember when I was younger, it would be cluttered with so many flyers, so many things. And then I got to thinking, that's because they're not posting flyers anymore. They're posting social media ads. They're buying this ad space. So they neglected now this one avenue of customers that are literally walking into this grocery store, hundreds of people every single day, every single night, and they're neglecting this free space to put their flyer."
The Power of Handwritten Letters
In the age of digital communication, the art of the handwritten letter has been largely forgotten. However, this old-school method can be incredibly effective in making a lasting impression on potential customers. Taking the time to write personalized letters and dropping them off in apartment complexes or other targeted areas can yield significant results. Tianna Mick highlights the impact of this approach: "Even if you took a Sunday out, right, and you were handwriting 50 letters and you dropped them off into an apartment complex, mailboxes, because that's my number one thing is my idea is how can I maximize my time and efforts in one place, right? I don't want to go door to door, which you can do. That's another old-school fundamental way. Just go door to door, putting letters under people's doors. But I think, how can I maximize my time? So I seek out apartment buildings, I seek out big businesses that I can go in and just put in my flyer, put in my cards, put in my handwritten note, so that way I can maximize my time."
The Rise of AI: Chat GPT
While old-school selling techniques are valuable, it's important to embrace the power of AI in the automotive industry. One tool that has gained significant attention is Chat GPT, an AI-powered chatbot that can assist sales professionals in various tasks. LA Williams shares his experience with Chat GPT: "I love Chat GPT. I get tongue-tied when I say that to LA. I love Chat GPT only because, like you said, the grunt work. Oh, my gosh. In car sales, obviously, if you have your CRM set up properly with the proper automation, which Dealer Synergy and I can help you out with, answering emails would take so much time out of my day. So much time. And Chat GPT literally makes an email for me in 30 seconds."
Harnessing the Power of Chat GPT
To harness the power of Chat GPT effectively, sales professionals must understand how to use it to their advantage. By providing clear instructions and desired outcomes, Chat GPT can generate personalized and compelling email responses in a matter of seconds. Tianna Mick explains the process: "I copy the email, I say, 'Reply as Tianna Mick, car sales professional at ABC Motors, letting the customer know, along with our value package proposition, that we would like to schedule an appointment with him as soon as possible and entice him to want to watch this new video I just made for him.' I put that in with the copied email, and it literally, in 30 seconds, maybe less, gives me a complete email saying, 'Hey, La Williams, thank you so much for your choice to decide to shop with us at ABC Motors. Look at this personalized video, and then it'll say, insert video here.'"
The Future Outlook: Combining Old School and AI
As the automotive industry continues to evolve, the successful sales professional of the future will be one who combines the power of old-school selling techniques with the efficiency and effectiveness of AI tools like Chat GPT. By prospecting in the community, engaging with potential customers on a personal level, and leveraging the power of handwritten letters, sales professionals can create meaningful connections and stand out from the competition. Additionally, by harnessing the capabilities of AI tools like Chat GPT, sales professionals can streamline their workflow and enhance their communication with customers.
Conclusion
In the fast-paced world of automotive sales, it's crucial to strike a balance between old-school selling techniques and cutting-edge AI tools. By embracing community engagement, leveraging the power of handwritten letters, and harnessing the capabilities of AI tools like Chat GPT, sales professionals can maximize their success and increase their income. The future of automotive sales lies in the integration of these two worlds, where personal connections and technological advancements work hand in hand to create a winning formula. So, go out there, embrace the power of old-school selling, and let AI tools like Chat GPT take your career to new heights.
Resources
Dealer Synergy & Bradley On Demand: The automotive industry’s #1 training, tracking, testing, and certification platform and consulting & accountability firm.
The Millionaire Car Salesman Podcast: is the #1 resource for automotive sales professionals, managers, and owners. Also, join The Millionaire Car Salesman Facebook Group today!
The Against All Odds Radio Show: Hosting guests that have started from the bottom and rose to the top. Also, join The Against All Odds Radio Show Guests & Listeners Facebook Group for the podcasted episodes.
For more interactivity, join The Millionaire Car Salesman Club on Clubhouse.
Win the Game of Googleopoly: Unlocking the secret strategy of search engines.
The Millionaire Car Salesman Podcast is Proudly Sponsored By:
Dealer Synergy: The #1 Automotive Sales Training, Consulting, and Accountability Firm in the Automotive Industry! We have been building Internet Departments and BDCs for over two decades! It is this experience that has allowed us to develop the absolute best automotive Internet Sales, BDC, and CRM solutions for car dealerships. We have created the most effective training programs and processes. Phone scripts and rebuttals are our specialties, while CRM action plans, strategies, and templates are our expertise! Dealer Synergy will take both your tools and your people to the next level.
Bradley On Demand: Automotive Sales Industry’s #1 Interactive Training, Tracking, Testing and Certification Platform. With over 7,500 training modules, our platform has everything you and your dealership need to sell more cars, more often and more profitably!
Money Mind Mapp (M3): Visit MoneyMindMapp.com for help in revolutionizing your business to help you sell more cars by tracking, projecting, and forecasting your personal sales goals!
In this electrifying episode of the Millionaire Car Salesman Podcast, Sean V. Bradley, CSP, and LA Williams dive into the world of Artificial Intelligence (AI) in the automotive industry, with an amazing guest, Jared Kilway, founder of Konect AI! Discover how AI can supercharge your dealership's efficiency, streamline processes, and revamp customer interactions. Jared underlines the importance of pinpointing your dealership's specific challenges and harnessing AI to overcome them.
From supercharging lead generation to transforming your marketing game, this episode unveils AI's role as a vital ally, working hand-in-hand with your team to achieve monumental success. Listen in and empower your dealership with AI's supercharged capabilities!
Key Takeaways
- AI can eliminate mundane and redundant tasks, allowing human resources to focus on higher-level activities
- Utilizing AI in customer communication can improve engagement and increase conversion rates
- AI can be used to automate lead generation, service-to-sales conversions, and marketing strategies
- Customization and flexibility are crucial when implementing AI solutions to align with dealership processes and customer preferences
"Your last impression is your lasting impression."
"Innovation is the ability to see changes as an opportunity, not as a threat."
About Jarrod Kilway
Jarrod Kilway, COO of Konect.ai, is an automotive retail expert with over 15 years of experience on both the vendor technology and dealership side of the industry. Especially knowledgeable in the area of digital retailing, Jarrod sold the first vehicle in the Metaverse while at Germain Toyota of Naples, among other forward-thinking digital marketing and sales advancements. Today he brings his proven track record of innovation to Konect.ai where he serves as the company’s COO. With his industry knowledge and insight, Jarrod is a published author, popular speaker at industry events, and a sought-after professional focused on the next great innovation in auto.
The Power of AI in the Automotive Industry Introduction
Artificial intelligence (AI) has become a buzzword in the automotive industry, and for good reason. The potential of AI to revolutionize the way we do business is undeniable. From improving efficiency and productivity to enhancing customer experiences, AI has the power to transform the automotive landscape. In this article, we will delve into the key themes discussed in a recent podcast episode on AI in the automotive industry. We will explore the implications and potential impact of AI, and provide insights on how dealerships can leverage this technology to their advantage.
The Buzz Around AI
AI has been a hot topic in the automotive industry, with companies like Google, Microsoft, and Amazon leading the charge. The use of AI in marketing and advertising has already proven to be highly effective, and dealerships can benefit from this technology as well. By utilizing AI, dealerships can save time, eliminate mundane tasks, and improve the overall efficiency of their operations.
One of the main advantages of AI is its ability to automate redundant and replicable activities. This frees up human resources to focus on higher-level tasks that require human engagement and creativity. By delegating these mundane tasks to AI, dealerships can maximize their productivity and increase their chances of success.
The Role of AI in Sales and BDC
AI can play a crucial role in sales and business development centers (BDCs). By using AI-powered chatbots, salespeople and BDC reps can automate their responses to emails, text messages, social media interactions, and more. This ensures that every customer interaction is handled in a timely and effective manner, increasing the chances of conversion.
AI can also assist in lead generation and management. By analyzing customer data and behavior, AI can help identify the best audience for a dealership's marketing efforts. This allows dealerships to target their marketing campaigns more effectively and generate higher-quality leads.
Overcoming HR Challenges with AI
One of the biggest challenges in the automotive industry is HR. Dealerships often struggle with staffing issues, whether it's a lack of qualified personnel or an overwhelming workload. AI can help alleviate these challenges by automating tasks and providing support to existing staff.
For example, AI-powered systems like Konect AI can reach out to customers via text message, engaging them and notifying the assigned sales or BDC rep of their engagement. This allows the sales team to focus on engaged customers and prioritize their efforts. AI can also assist in scheduling call cadences and providing customized responses based on customer inquiries.
Getting Started with AI
If you're new to AI and want to get started, the first step is to identify your pain points and areas of opportunity. Determine where AI can be most beneficial to your dealership, whether it's in lead generation, customer engagement, or process optimization.
Once you've identified your needs, you can start experimenting with AI tools like Chat GPT and Gamma. Chat GPT allows you to generate responses and prompts for customer interactions, while Gamma can help you build presentations, marketing plans, and more. It's important to remember that AI is not a one-size-fits-all solution. Each dealership operates differently, and AI tools should be customized to fit your specific needs and goals.
The Future of AI in the Automotive Industry
AI is here to stay, and it's only going to become more prevalent in the automotive industry. As technology continues to advance, dealerships that embrace AI will have a competitive edge over those that don't. The key is to view AI as an opportunity, not a threat. By leveraging AI to improve efficiency, enhance customer experiences, and drive sales, dealerships can position themselves for long-term success.
In conclusion, AI has the power to revolutionize the automotive industry. By automating mundane tasks, improving efficiency, and enhancing customer experiences, AI can help dealerships thrive in an increasingly competitive market. It's time for dealerships to embrace AI and leverage its potential to drive success. The future is bright for those who are willing to adapt and innovate.
Note: This article is based on a transcript from the Millionaire Car Salesman podcast episode on AI in the automotive industry. All quotes are verbatim from the transcript.
Resources
Dealer Synergy & Bradley On Demand: The automotive industry’s #1 training, tracking, testing, and certification platform and consulting & accountability firm.
The Millionaire Car Salesman Podcast: is the #1 resource for automotive sales professionals, managers, and owners. Also, join The Millionaire Car Salesman Facebook Group today!
The Against All Odds Radio Show: Hosting guests that have started from the bottom and rose to the top. Also, join The Against All Odds Radio Show Guests & Listeners Facebook Group for the podcasted episodes.
For more interactivity, join The Millionaire Car Salesman Club on Clubhouse.
Win the Game of Googleopoly: Unlocking the secret strategy of search engines.
The Millionaire Car Salesman Podcast is Proudly Sponsored By:
Dealer Synergy: The #1 Automotive Sales Training, Consulting, and Accountability Firm in the Automotive Industry! We have been building Internet Departments and BDCs for over two decades! It is this experience that has allowed us to develop the absolute best automotive Internet Sales, BDC, and CRM solutions for car dealerships. We have created the most effective training programs and processes. Phone scripts and rebuttals are our specialties, while CRM action plans, strategies, and templates are our expertise! Dealer Synergy will take both your tools and your people to the next level.
Bradley On Demand: Automotive Sales Industry’s #1 Interactive Training, Tracking, Testing and Certification Platform. With over 7,500 training modules, our platform has everything you and your dealership need to sell more cars, more often and more profitably!
Money Mind Mapp (M3): Visit MoneyMindMapp.com for help in revolutionizing your business to help you sell more cars by tracking, projecting, and forecasting your personal sales goals!
In this week’s episode of the Millionaire Car Salesman Podcast, you spoke and we listened! Host Sean V. Bradley, CSP and co-host LA Williams answer questions from the Millionaire Car Salesman Facebook group, where we have over 27,000 automotive members!
Tune in as Sean and LA discuss techniques for calling high-interest rate clients, juggling multiple customers in the showroom, and the importance of mindset in the car sales industry! They emphasize the need to show customers the problem they have and present themselves as the solution. Listen in to understand the importance of being consistent and creating a mind-blowing experience for customers to encourage referrals!
Key Takeaways
- Show customers the problem they have and present yourself as the solution.
- When juggling multiple customers in the showroom, ensure they are at different stages of the sales process.
- Draw on the customer's pain points and offer solutions to stand out from the competition.
- Seek first to understand the customer's wants and needs before emphasizing warranties, special rates, or features.
"Seek first to understand and then to be understood." - Sean V. Bradley
About Sean V. Bradley
Sean V. Bradley, CSP is an entrepreneur, published author, speaker and award-winning international trainer. He is a 15-time NADA/ATD convention speaker, FranklinCovey Certified Facilitator and has earned the coveted “CSP” designation in the National Speakers Association. Sean is also a member of the elite “Million Dollar Speakers Group” in the NSA and a state association speaker and trainer. He has spoken at over 400 NCM and NADA 20 Groups. Sean started Dealer Synergy over 20 years ago, but has been in the automotive industry for almost 22 years. Sean and his Dealer Synergy team are a 14-time Dealers’ Choice Award Winner for being the “Best of the Best Internet Sales Trainer” and “Mobile Provider Partner” in the Automotive Sales Industry.
Sean has personally trained over 100,000 Automotive Sales Professionals in 3,500 unique rooftops. However, he literally influences hundreds of thousands of professionals, in and out of the Automotive Sales industry, all over the world, through: his over 4,000 published articles, his best-selling book “Win the Game of Googleopoly”, over 7,000 videos published online, and through Radio Station soundwaves by Hosting the globally recognized Against All Odds Radio Show currently airing in Atlanta, Cleveland, Rochester, and Los Angeles, and the 'internet buzzing' Millionaire Car Salesman Podcast reaching over 1 million Americans! Additionally, Sean is the creator of the Millionaire Car Salesman Facebook Group, with a membership count of 27,000+ automotive professionals.
About LA Williams
L.A. has been blind for 30+ years and has had to live in a world with NO SIGHT… only sound, tone and inflection. In addition to being a National Phone Sales Trainer for Dealer Synergy, L.A.is also a very successful Music Producer. He has produced tracks for Dr. Dre, Lil’ Wayne, Katy Perry, Karina Bradley and SCORES more. Additionally, L.A. has worked in Movies as well. He was even the voice for Jigsaw in one of the SAW movies! You do NOT want to miss meeting and learning from this incredible human being. He is not just a trainer, he is an inspiration.
The Toxic Culture in the Automotive Industry: A Comprehensive Analysis Introduction
The automotive industry is known for its fast-paced and high-pressure environment, where salespeople are constantly striving to meet targets and close deals. However, there is a growing concern about the toxic culture that exists within many dealerships. Salespeople often face degrading treatment from management, and the turnover rate is notoriously high. In this thought leadership article, we will delve into the main themes discussed in a recent podcast episode of the Millionaire Car Salesman, where industry experts L.A. Williams and Sean V. Bradley answered questions from the audience. We will explore the reasons behind the toxic culture in the automotive industry, the impact it has on salespeople, and potential solutions to create a more positive and productive work environment.
The Toxic Culture in the Automotive Industry
One of the main concerns raised in the podcast episode was the prevalence of a toxic culture in the automotive industry. The anonymous question posed by a salesperson with ten years of experience highlighted the issue, asking why the industry is so toxic and why it is accepted that a salesperson has a two-year shelf life. The question also touched on the degrading way in which management often speaks to salespeople and the overall acceptance of the toxic culture within dealerships.
L.A. Williams and Sean V. Bradley acknowledged the existence of a toxic culture in many dealerships and emphasized that it is not unique to the automotive industry. They pointed out that toxicity can be found in various industries, such as law, politics, and healthcare. However, they also acknowledged that the automotive industry has a reputation for its toxic culture, which can be attributed to several factors.
One factor is the high turnover rate in the industry. Salespeople often jump from dealership to dealership, looking for better opportunities or escaping a toxic work environment. This constant turnover can contribute to a negative culture, as there is a lack of continuity and stability within the sales team. Additionally, the high-pressure nature of the job, combined with the potential for significant financial gain, can create an environment where egos clash and toxic behavior is tolerated.
Another factor is the lack of proper training and support for salespeople. Many dealerships do not invest in comprehensive training programs or provide ongoing professional development for their sales teams. This lack of training can lead to a lack of professionalism and a toxic work environment. Salespeople may not have the necessary skills to handle difficult situations or effectively communicate with customers, which can result in frustration and tension within the dealership.
Furthermore, the competitive nature of the industry can contribute to a toxic culture. Salespeople are often pitted against each other, competing for customers and commissions. This competition can create a cutthroat environment where backstabbing and undermining behavior are common. The pressure to meet sales targets and earn commissions can also lead to unethical practices, such as misleading customers or pressuring them into making a purchase.
The Impact on Salespeople
The toxic culture in the automotive industry can have a significant impact on salespeople. It can lead to high levels of stress, burnout, and job dissatisfaction. Salespeople may feel undervalued and unappreciated, which can affect their motivation and performance. The constant pressure to meet targets and deal with difficult customers can take a toll on their mental and emotional well-being.
The degrading way in which management often speaks to salespeople can further contribute to a toxic work environment. Verbal abuse and disrespectful behavior can erode morale and create a hostile atmosphere. Salespeople may feel demoralized and disengaged, which can negatively impact their interactions with customers and ultimately affect sales.
The two-year shelf life mentioned in the question is a common perception in the industry. Many salespeople do not stay in the same dealership for more than a couple of years, either because they burn out or because they are lured away by promises of better opportunities elsewhere. This constant turnover can disrupt team dynamics and hinder the development of a positive and supportive work culture.
Potential Solutions
While the toxic culture in the automotive industry may seem pervasive, there are potential solutions to create a more positive and productive work environment. Here are some strategies that dealerships can implement:
- Invest in comprehensive training programs: Provide salespeople with the necessary skills and knowledge to excel in their roles. Offer ongoing training and professional development opportunities to support their growth and success.
- Promote a supportive and inclusive work culture: Foster a sense of teamwork and collaboration among salespeople. Encourage open communication and provide a safe space for employees to voice their concerns and ideas.
- Recognize and reward performance: Implement a fair and transparent incentive program that rewards salespeople for their achievements. This can include financial incentives, as well as non-monetary rewards such as recognition and career advancement opportunities.
- Provide regular feedback and coaching: Offer constructive feedback and coaching to help salespeople improve their skills and overcome challenges. Create a culture of continuous learning and improvement.
- Address toxic behavior: Hold managers and employees accountable for their actions. Implement policies and procedures that promote respect and professionalism. Provide resources and support for employees who experience or witness toxic behavior.
- Encourage work-life balance: Recognize the importance of work-life balance and support employees in achieving it. Offer flexible scheduling options and promote a healthy work environment.
- Create a referral program: Develop a structured referral program that incentivizes employees and customers to refer new business. Offer attractive rewards for successful referrals, such as cash bonuses, gift cards, or other incentives.
Conclusion and Future Outlook
The toxic culture in the automotive industry is a complex issue that requires attention and action. While it may be prevalent in many dealerships, it is not an inherent characteristic of the industry as a whole. By implementing strategies to promote a positive work culture, provide comprehensive training and support, and recognize and reward performance, dealerships can create an environment that fosters success and satisfaction for salespeople.
It is also important for salespeople to advocate for themselves and address any toxic behavior or work environment they encounter. By speaking up and seeking support, they can contribute to positive change and create a more fulfilling and rewarding career in the automotive industry.
Looking ahead, it is crucial for the industry to continue evolving and adapting to meet the changing needs and expectations of salespeople. By prioritizing employee well-being, professional development, and a supportive work culture, dealerships can attract and retain top talent, ultimately leading to increased success and profitability.
In conclusion, while the toxic culture in the automotive industry may exist in some dealerships, it is not representative of the industry as a whole. By addressing the underlying issues and implementing positive changes, dealerships have the opportunity to create a more positive and productive work environment.
Resources
Dealer Synergy & Bradley On Demand: The automotive industry’s #1 training, tracking, testing, and certification platform and consulting & accountability firm.
The Millionaire Car Salesman Podcast: is the #1 resource for automotive sales professionals, managers, and owners. Also, join The Millionaire Car Salesman Facebook Group today!
The Against All Odds Radio Show: Hosting guests that have started from the bottom and rose to the top. Also, join The Against All Odds Radio Show Guests & Listeners Facebook Group for the podcasted episodes.
For more interactivity, join The Millionaire Car Salesman Club on Clubhouse.
Win the Game of Googleopoly: Unlocking the secret strategy of search engines.
The Millionaire Car Salesman Podcast is Proudly Sponsored By:
Dealer Synergy: The #1 Automotive Sales Training, Consulting, and Accountability Firm in the Automotive Industry! We have been building Internet Departments and BDCs for over two decades! It is this experience that has allowed us to develop the absolute best automotive Internet Sales, BDC, and CRM solutions for car dealerships. We have created the most effective training programs and processes. Phone scripts and rebuttals are our specialties, while CRM action plans, strategies, and templates are our expertise! Dealer Synergy will take both your tools and your people to the next level.
Bradley On Demand: Automotive Sales Industry’s #1 Interactive Training, Tracking, Testing and Certification Platform. With over 7,500 training modules, our platform has everything you and your dealership need to sell more cars, more often and more profitably!
Money Mind Mapp (M3): Visit MoneyMindMapp.com for help in revolutionizing your business to help you sell more cars by tracking, projecting, and forecasting your personal sales goals!
In this week’s episode of the Millionaire Car Salesman Podcast, Host Sean V. Bradley, CSP interviews Morgan Jeter, a corporate executive at the Germain Automotive Group. They kick off the conversation by discussing the lack of female representation and leadership positions within the Automotive Industry. Morgan and Sean discuss the challenges women face in the industry, such as long hours, poor reputation, and the need for more opportunities/support for women!
Listen in and understand the importance of accountability and holding people to high standards. Morgan shares a powerful story about the impact of selling cars and the need to treat every customer and employee with care. The conversation highlights the need for change and the potential benefits of increasing female representation in the automotive industry. Join Sean and Morgan in this enlightening discussion as they explore these vital topics, aiming to inspire change and drive progress in the automotive industry!
Key Takeaways
- The automotive industry lacks sufficient female representation, particularly in leadership positions
- Dealerships need to understand and address the specific challenges and needs of women in order to attract and retain female talent
- Sales managers play a crucial role in facilitating the flow of the day and helping their team members grow and succeed
- Training is a key challenge for salespeople in the automotive industry, and continuous learning and development are essential for success
- Accountability and holding employees to high standards are important for creating a culture of excellence in the dealership
- Every car deal has the potential to impact someone's life, and treating each customer and employee with care and respect is crucial
"The biggest downfall and the biggest area of opportunity that we have within the dealerships on the floor is training for all situations."
"Accountability is by far the thing that we're missing the most, and accountability and kind candor having being able to have those tough conversations, but also holding people accountable in a kind way."
About Morgan Jeter
Morgan Jeter, a seasoned professional in the Automotive Industry, first embarked on her journey to the showroom floor of a quaint small town. Over the past 14 years, she has navigated various facets of the industry, from sales to management and retail development, demonstrating her ability to adapt to the industry's ever-evolving landscape. Her innovative thinking and creative prowess earned her the prestigious "Best Idea" title twice in the 20-group competition.
Having honed her skills at Permaplate alongside industry leaders, Morgan now steers the Germain Concierge ship at Germain Automotive Partnership. Her approach combines traditional methods with cutting-edge strategies, reflecting her commitment to driving the industry forward.
However, Morgan's story goes beyond her professional achievements. She comes from a family of successful women in sales, and she is on a mission to inspire women within and beyond the dealership. Her aim is to showcase that with passion, determination, and a touch of creativity, there are no limits to what women can achieve in this industry.
Beyond the Showroom:
Outside of her automotive career, Morgan cherishes family adventures with her husband, James, and their beloved children, Maxwell and Marley. Whether they're cycling, camping, or embracing the great outdoors, they eagerly embrace each adventure. In addition to her automotive endeavors, Morgan has ventured into a new project, having launched a Photo Booth company. The inaugural event, "Kain and Friends," in Lexington, Kentucky, was a resounding success. Her weekends are dedicated to capturing moments, spreading joy, and sharing laughter wherever she goes.
Notable Achievements: Morgan boasts the distinction of having won the "Best Idea" accolade twice, and she has successfully established and managed a thriving buy center, acquiring 80-100 cars monthly. She also had the privilege of sharing insights as a speaker on the All Things Used Cars Clubhouse.
Her Secret to Success: Morgan's journey is rooted in authenticity, empathy, and kindness. These core values have been the driving force behind her growth in the industry, enabling her to forge deep connections with customers and colleagues alike.
The Importance of Female Representation in the Automotive Industry Introduction
In a recent interview with Morgan Jeter, a corporate executive in the automotive industry, we discussed the lack of female representation in the field and the challenges faced by women in leadership positions. Morgan, who has 14 years of experience in the industry, shared her insights and provided valuable suggestions for increasing female representation and creating a more inclusive environment. In this article, we will delve deeper into the main themes discussed in the interview, using verbatim quotes from the transcript to support our analysis. We will explore the challenges faced by women in the automotive industry, the importance of female representation, the role of sales managers in building successful teams, and the significance of accountability and finding one's "why." Finally, we will discuss the implications of these themes and the future outlook for the industry.
The Lack of Female Representation
Morgan highlighted the fact that there is a significant lack of female representation in the automotive industry. She shared her own experience of being the only woman on the sales floor when she started her career at the age of 21. While there has been some progress in increasing female representation, Morgan emphasized that there is still a long way to go. She attributed this lack of representation to various factors, including the industry's poor reputation, long hours, and the challenges faced by women with children and families.
Morgan expressed her belief that the automotive industry is a fantastic place for women and that having more female representation would bring a different thought process and new ideas to the table. She emphasized the need for dealerships to understand what is important to women and to create a supportive and inclusive environment that addresses their needs. This could involve offering flexible schedules, providing childcare options, and listening to the input of female employees.
Recruiting and Retaining Female Candidates
When discussing how dealerships can proactively seek out female candidates, Morgan suggested starting with the current female employees within the organization. She recommended asking them for referrals and understanding what they like about working in the automotive industry. By involving current female employees in the recruitment process, dealerships can tap into their networks and attract more women to the industry.
Morgan also highlighted the importance of reaching out to women's business networking groups and organizations that support female professionals. By attending events and building relationships with these groups, dealerships can connect with potential candidates who are already interested in pursuing a career in the automotive industry. Additionally, partnering with schools and educational institutions can provide access to a pool of talented individuals who may be interested in joining the industry.
The Role of Sales Managers
One of the key themes discussed in the interview was the role of sales managers in building successful teams. Both Morgan and the host emphasized the importance of sales managers in developing talent and creating a supportive environment for their salespeople. Morgan described her role as a sales manager as "facilitating the flow" of the day, which involves working with clients and salespeople to ensure a smooth and successful sales process.
The host added that a sales manager's primary job is to build the most incredible sales team, similar to a coach of a sports team. This involves finding the right players, developing their skills, and identifying and overcoming any obstacles that may compromise their success. The host emphasized the need for sales managers to lead by example and to have a clear philosophy, strategy, and mission. By doing so, sales managers can inspire their team and create a cohesive and high-performing unit.
The Challenges Faced by Salespeople
Morgan identified training as one of the biggest challenges faced by salespeople in the automotive industry. She emphasized the need for comprehensive training that goes beyond product knowledge and covers all aspects of the sales process. She highlighted the importance of self-training and continuous learning, as well as the role of sales managers in holding their team accountable for ongoing development.
The host added that the market is changing, and salespeople need to adapt to new trends and technologies. He emphasized the need for salespeople to invest time in training and to stay up-to-date with industry best practices. He also highlighted the importance of accountability and the consequences of not meeting minimum expectations.
The Significance of Accountability and Finding One's "Why"
Morgan emphasized the importance of accountability and kind candor in the automotive industry. She shared her approach to holding her team accountable, stating, "If they were not doing what I had asked and shown and requested of them, they most certainly would not work for me." She highlighted the need for managers to have the courage to address performance issues and to set a minimum expectation of excellence.
The host echoed Morgan's sentiments, emphasizing the need for managers to lead by example and to have a clear mission and strategy. He shared a personal story about the impact of creating a memorable experience for a customer, highlighting the importance of going above and beyond to exceed customer expectations.
Morgan also discussed the significance of finding one's "why" in the automotive industry. She encouraged automotive professionals to figure out what is important to them and why they do what they do. She shared her own "why" as helping other people be successful and emphasized the importance of focusing on what truly matters in order to stay motivated and overcome challenges.
Implications and Future Outlook
The lack of female representation in the automotive industry has significant implications for both dealerships and the industry as a whole. By increasing female representation and creating a more inclusive environment, dealerships can tap into the immense buying power and influence that women possess. This can lead to increased profitability and success for dealerships.
Furthermore, comprehensive training and ongoing development are crucial for the success of salespeople and the industry as a whole. By investing in training and holding salespeople accountable, dealerships can ensure that their teams are equipped with the skills and knowledge necessary to thrive in a changing market.
Looking ahead, it is essential for dealerships to prioritize diversity and inclusion and to actively recruit and retain female candidates. By creating a supportive and inclusive environment, dealerships can attract and retain top talent and drive success in the automotive industry.
Conclusion
In conclusion, the lack of female representation in the automotive industry is a significant challenge that needs to be addressed. By actively recruiting and retaining female candidates, dealerships can tap into the immense buying power and influence that women possess. Sales managers play a crucial role in building successful teams and developing talent. Comprehensive training and ongoing development are essential for the success of salespeople and the industry as a whole. By prioritizing diversity and inclusion and investing in training, dealerships can drive success and profitability in the automotive industry. The future outlook for the industry is promising, as more and more dealerships recognize the importance of female representation and work towards creating a more inclusive and diverse workforce.
Resources
Dealer Synergy & Bradley On Demand: The automotive industry’s #1 training, tracking, testing, and certification platform and consulting & accountability firm.
The Millionaire Car Salesman Podcast: is the #1 resource for automotive sales professionals, managers, and owners. Also, join The Millionaire Car Salesman Facebook Group today!
The Against All Odds Radio Show: Hosting guests that have started from the bottom and rose to the top. Also, join The Against All Odds Radio Show Guests & Listeners Facebook Group for the podcasted episodes.
For more interactivity, join The Millionaire Car Salesman Club on Clubhouse.
Win the Game of Googleopoly: Unlocking the secret strategy of search engines.
The Millionaire Car Salesman Podcast is Proudly Sponsored By:
Dealer Synergy: The #1 Automotive Sales Training, Consulting, and Accountability Firm in the Automotive Industry! We have been building Internet Departments and BDCs for over two decades! It is this experience that has allowed us to develop the absolute best automotive Internet Sales, BDC, and CRM solutions for car dealerships. We have created the most effective training programs and processes. Phone scripts and rebuttals are our specialties, while CRM action plans, strategies, and templates are our expertise! Dealer Synergy will take both your tools and your people to the next level.
Bradley On Demand: Automotive Sales Industry’s #1 Interactive Training, Tracking, Testing and Certification Platform. With over 7,500 training modules, our platform has everything you and your dealership need to sell more cars, more often and more profitably!
Money Mind Mapp (M3): Visit MoneyMindMapp.com for help in revolutionizing your business to help you sell more cars by tracking, projecting, and forecasting your personal sales goals!
In this week’s episode of the Millionaire Car Salesman Podcast, Host Sean V. Bradley, CSP sat down with Tracy Elkins, a seasoned sales professional at Timber Ford, to explore her unique background and experiences in the automotive industry. Tracy shares valuable insights into the world of car sales, emphasizing the significance of relationships, community involvement, and targeted marketing strategies.
Sean and Tracy underscores the importance of actively engaging with your local community through the Chamber of Commerce and community events. Listen in to discover how these relationships can lead to a steady stream of referrals, and overall, boosting your sales game! What’s another Tracy ‘success secret’? Working the service drive and providing top-notch customer service. Discover how this approach can lead to repeat business and a constant flow of referrals.
Listeners, whether you're a car sales veteran or just starting your journey in the automotive industry, Tracy Elkins' insights are sure to inspire and guide you towards achieving millionaire car salesman status. Tune in now and accelerate your automotive sales career!
Key Takeaways
- Participating in Chamber of Commerce events and community activities can help build relationships and generate referrals
- Targeting specific tribes, such as educators and parents, can create trust and increase sales opportunities
- Providing unique and personalized gifts, such as first aid kits or flashlights, can leave a lasting impression on customers
- Becoming certified in car safety seat installation and inspection can position salespeople as safety experts and generate leads
- Working the service drive and providing exceptional customer service can lead to repeat business and referrals
"The more people you talk to, the more opportunities you have to hit home runs."
- Sean V. Bradley
About Tracy Elkins
Tracy Elkins, has been working in car sales for just one month but possesses an extensive background in sales, event management, promotion, and networking. Tracy previously held the position of Director of Sales and Events at a prominent conference center and also held a license as a Real Estate agent. Before these roles, she served as the Manager of the local Community Center, simultaneously holding the positions of President of the Chamber of Commerce, President of the Library, and Community Education Director for the local school district, showcasing exceptional multitasking abilities.
Known for their ambition, outgoing nature, and genuine passion for building relationships and helping others, Tracy is highly goal-oriented and thrives on challenges. For the past nine years, Tracy has been a dedicated single parent to three remarkable children, aged 16, 14, and 11. They share their home with four large dogs and cherish quality time with their family. Additionally, Tracy, is an accomplished artist who enjoys creating acrylic paintings during their downtime.
Tracy's overarching aspiration is to achieve extraordinary success in all their endeavors, including their venture into car sales. In the future, they aspire to become a public speaker, sharing their inspiring story of resilience and the transformative power of the law of attraction and a positive, grateful attitude that has not only changed their life but also served as inspiration for many others.
The Power of Networking and Community Involvement in Automotive Sales Introduction
In the competitive world of automotive sales, it takes more than just product knowledge and a persuasive pitch to succeed. To truly excel in this industry, sales professionals must go above and beyond to build relationships, establish trust, and create a strong network of potential customers. In this thought leadership article, we will explore the power of networking and community involvement in automotive sales, drawing insights from a conversation between Sean V. Bradley, CSP, and Tracy Elkins, a successful car salesperson at Timber Ford.
Building a Strong Network
Tracy Elkins, with her diverse background in community involvement and sales, understands the importance of building a strong network. She emphasizes the value of participating in local events and becoming an active member of the Chamber of Commerce. By attending community events and establishing connections with other business owners, Tracy has been able to promote her dealership and generate referrals. She explains, "Being active in all of those community events is really important. Just having a presence for even after five events where you're meeting other business owners... You build that relationship. It's all about creating a network."
The Power of the Chamber of Commerce
Tracy's experience as the president of the Chamber of Commerce highlights the potential benefits of leveraging this organization for automotive sales. The Chamber of Commerce is an entity that supports local businesses and tourism. By becoming a member and actively participating in chamber events, sales professionals can gain exposure, build relationships, and establish themselves as trusted resources within the community. Tracy explains, "If I'm involved in all of these different chambers and then they're sending out the big sale we've got coming up in a couple of weeks, it's getting in front of a lot more people."
Finding Your Tribe
Tracy's background in childcare and her involvement in the education industry provide her with a unique advantage in the automotive sales world. She recognizes the importance of targeting her tribe, the people she can relate to and connect with authentically. By focusing on her expertise and understanding of the needs and preferences of parents and educators, Tracy can position herself as a trusted advisor in the car-buying process. She explains, "I'm a community volunteer and children that go to the school... I'm new to the car business... We offer a $500 rebate for educators." By leveraging her knowledge and connections within the education industry, Tracy can establish herself as a go-to resource for teachers and parents in need of a vehicle.
Creating Wow Moments
In addition to building relationships and establishing trust, Tracy emphasizes the importance of creating wow moments for her customers. She believes in going above and beyond to show her appreciation and make her customers feel valued. Tracy plans to provide unique thank-you gifts, such as first aid kits or flashlights with her contact information, to her customers. By offering practical and thoughtful gifts, Tracy aims to leave a lasting impression and increase the likelihood of referrals and repeat business.
Working the Service Drive
Tracy understands the untapped potential of the service drive. While many sales professionals focus solely on walk-ins and internet leads, Tracy recognizes the value of engaging with customers who bring their vehicles in for service. She explains, "A service customer is seven times as likely to purchase a vehicle from where they service the car from." By actively working the service drive, Tracy can connect with customers who already have a relationship with the dealership and are more likely to trust her recommendations.
Conclusion and Future Outlook
In the ever-evolving world of automotive sales, the power of networking and community involvement cannot be underestimated. Sales professionals like Tracy Elkins have demonstrated the impact of building strong relationships, leveraging community organizations like the Chamber of Commerce, and targeting specific tribes within their customer base. By going above and beyond to create wow moments and actively engaging with customers in the service drive, sales professionals can differentiate themselves and establish long-term success in the industry.
As the automotive sales landscape continues to evolve, it is crucial for sales professionals to adapt and embrace new strategies. By leveraging the power of networking, community involvement, and targeted marketing efforts, sales professionals can position themselves as trusted advisors and build a loyal customer base. The future of automotive sales lies in the hands of those who are willing to go the extra mile and create meaningful connections with their customers.
Resources
Dealer Synergy & Bradley On Demand: The automotive industry’s #1 training, tracking, testing, and certification platform and consulting & accountability firm.
The Millionaire Car Salesman Podcast: is the #1 resource for automotive sales professionals, managers, and owners. Also, join The Millionaire Car Salesman Facebook Group today!
The Against All Odds Radio Show: Hosting guests that have started from the bottom and rose to the top. Also, join The Against All Odds Radio Show Guests & Listeners Facebook Group for the podcasted episodes.
For more interactivity, join The Millionaire Car Salesman Club on Clubhouse.
Win the Game of Googleopoly: Unlocking the secret strategy of search engines.
The Millionaire Car Salesman Podcast is Proudly Sponsored By:
Dealer Synergy: The #1 Automotive Sales Training, Consulting, and Accountability Firm in the Automotive Industry! We have been building Internet Departments and BDCs for over two decades! It is this experience that has allowed us to develop the absolute best automotive Internet Sales, BDC, and CRM solutions for car dealerships. We have created the most effective training programs and processes. Phone scripts and rebuttals are our specialties, while CRM action plans, strategies, and templates are our expertise! Dealer Synergy will take both your tools and your people to the next level.
Bradley On Demand: Automotive Sales Industry’s #1 Interactive Training, Tracking, Testing and Certification Platform. With over 7,500 training modules, our platform has everything you and your dealership need to sell more cars, more often and more profitably!
Money Mind Mapp (M3): Visit MoneyMindMapp.com for help in revolutionizing your business to help you sell more cars by tracking, projecting, and forecasting your personal sales goals!
Welcome to the Millionaire Car Salesman Podcast, where we bring you inspirational stories, tips, and insights from some of the most successful automotive professionals and entrepreneurs! In this episode, your host Sean V. Bradley, is joined by a true automotive leader, Nicholaos Gouvouniotis, the man behind the curtain of a billion-dollar dealer group. Nicholaos shares his incredible journey of turning around underperforming dealerships and achieving record-breaking sales numbers! He emphasizes the significance of fostering an exciting and motivating environment for the sales team and the importance of aligning everyone with the same goals and processes.
During the conversation, Sean and Nicholaos delve into the profound changes they’ve witnessed in the automotive industry over the past 25 years and the critical role of team building! They highlight on the need for process integrity and underscore the value of comprehensive training in all dealership departments. Nick offers valuable advice to sales managers, encouraging them to maintain open communication with their superiors and explore rehashing declined deals and missed opportunities as a means to sell more cars.
Throughout this episode, listen as they passionately emphasize the significance of setting clear objectives and cultivating a positive and productive work environment. Tune in to gain profound insights from a seasoned industry leader who has consistently driven success through his unwavering dedication to excellence!
Key Takeaways
- Creating an exciting and motivating environment for the sales team is crucial for success
- Process integrity is essential for achieving consistent results
- Training should encompass all aspects of the sales process and include product knowledge, communication skills, time management, and marketing strategies
- Reverse engineering desired results and aligning everyone with the same goals is key to achieving success
- Owners and managers need to lead by example and be actively involved in the training and development of their teams
"Perception is everything. Change the way people perceive things and you can change their actions and results."
- Sean V. Bradley
"Not all training is the ‘right’ training. Dealerships need to train on all aspects of the sales process and provide ongoing support and development."
- Sean V. Bradley
About Nicholaos Gouvouniotis
Nicholaos Gouvouniotis, is a distinguished figure in the automotive industry, boasting an extensive career that has seen them excel in pivotal leadership roles. He has held high management roles within the dealership, such as the Chief Operations Officer at Antwerpen Automotive Group, they oversee operations across an impressive 12 franchise brands, including major names like Toyota, Hyundai, and Chevrolet. Additionally, his experience as the Regional Director of Operations at Camping World involved spearheading the development of new locations, staff recruitment, and training.
Nicholas’s multi-faceted expertise is exemplified by his time spent as the Multi-Store General Manager at Gateway Kia Auto Group, where they masterminded substantial sales growth and positioned the group as one of the nation's top dealerships, and as Vice President of Operations at Action Auto Group, Nicholas’s visionary leadership revitalized the organization and contributed to its success. Throughout their career, their dedication to fostering excellence and driving results has been a consistent hallmark!
The Evolution of the Automotive Industry: Insights from a Billion Dollar Dealer Group COO
The automotive industry has undergone significant changes over the past quarter century. From the reputation of car dealerships to the advancements in technology and the increase in gross margins, the industry has evolved in many ways. To gain insights into these changes and understand how dealerships can succeed in the current landscape, I had the opportunity to interview Nicholaos Gouvouniotis, the Chief Operating Officer of a billion-dollar dealer group with extensive experience in operations and variable ops.
The Changing Reputation of Car Dealerships
One of the most notable changes in the automotive industry is the improvement in the reputation of car dealerships. In the past, there was a negative stigma associated with car salespeople, but that perception has significantly improved over the years. Gouvouniotis shared his experience of witnessing this change, stating, "I'm offended now when people have a negative connotation or a negative stigma of the automotive industry because there are more priests and police that have drama chaos and you don't see Geraldo Rivera jumping out of the bushes doing an expose on car dealers nowadays."
This shift in perception is a result of the industry's efforts to improve transparency and customer service. Dealerships have become more educated and aware of the importance of providing a positive buying experience. Gouvouniotis emphasized the need for transparency and building trust with customers, stating, "The consumer was a different animal coming in the door, and trust and building that rapport was a completely different world."
The Importance of Team and Culture
Gouvouniotis highlighted the significance of building a strong team and creating an exciting and motivating work environment. He shared his experience of turning around a dealership with 130 car salespeople and transforming it into the number one dealership in the nation, averaging 700-800 new car sales per month. He attributed this success to the team's unity and shared mission.
To create an exciting work environment, Gouvouniotis emphasized the importance of celebrating individual and team achievements. He mentioned the practice of recognizing top performers and sharing their success stories with the entire team. By doing so, he created a sense of camaraderie and motivation among the salespeople.
The Role of Process and Training
Gouvouniotis stressed the importance of having a well-defined process and providing comprehensive training to dealership staff. He mentioned that many dealerships lack process integrity, which leads to high attrition rates and inconsistent results. He advised dealerships to focus on training their staff on the dealership's specific process and holding them accountable to it.
He also emphasized the need for ongoing training and development, not just for salespeople but also for managers and executives. Gouvouniotis mentioned the importance of training on various aspects, including customer service, time management, marketing, and communication skills. He highlighted the need for dealerships to invest in comprehensive training programs that cover all aspects of the business.
Leveraging Opportunities for Immediate Results
When it comes to generating immediate results, Gouvouniotis suggested focusing on three key areas: the sales floor, the business development center (BDC), and the finance department. He advised salespeople to revisit declined deals and explore opportunities for co-signers or alternative financing options. He also recommended reviewing old leads and missed opportunities in the BDC to identify potential sales. Additionally, he suggested leveraging the finance department to identify potential deals that were declined due to financing issues.
Conclusion and Future Outlook
The automotive industry has evolved significantly over the past quarter century, with improvements in reputation, technology, and gross margins. To succeed in this changing landscape, dealerships must focus on building strong teams, creating an exciting work environment, and implementing well-defined processes. Ongoing training and development are crucial for all dealership staff, from salespeople to managers and executives.
Looking ahead, Gouvouniotis emphasized the importance of staying adaptable and embracing new technologies and strategies. He encouraged dealerships to continue investing in training and development to keep up with the evolving industry. By doing so, dealerships can position themselves for long-term success and maintain a positive reputation in the eyes of customers.
In conclusion, the automotive industry has come a long way, and dealerships have the opportunity to thrive by prioritizing team development, process integrity, and ongoing training. By embracing these principles, dealerships can navigate the ever-changing landscape and achieve sustainable success in the automotive industry.
Resources:
Dealer Synergy & Bradley On Demand: The automotive industry’s #1 training, tracking, testing, and certification platform and consulting & accountability firm.
The Millionaire Car Salesman Podcast: is the #1 resource for automotive sales professionals, managers, and owners. Also, join The Millionaire Car Salesman Facebook Group today!
The Against All Odds Radio Show: Hosting guests that have started from the bottom and rose to the top. Also, join The Against All Odds Radio Show Guests & Listeners Facebook Group for the podcasted episodes.
For more interactivity, join The Millionaire Car Salesman Club on Clubhouse.
Win the Game of Googleopoly: Unlocking the secret strategy of search engines.
The Millionaire Car Salesman Podcast is Proudly Sponsored By:
Dealer Synergy: The #1 Automotive Sales Training, Consulting, and Accountability Firm in the Automotive Industry! We have been building Internet Departments and BDCs for over two decades! It is this experience that has allowed us to develop the absolute best automotive Internet Sales, BDC, and CRM solutions for car dealerships. We have created the most effective training programs and processes. Phone scripts and rebuttals are our specialties, while CRM action plans, strategies, and templates are our expertise! Dealer Synergy will take both your tools and your people to the next level.
Bradley On Demand: Automotive Sales Industry’s #1 Interactive Training, Tracking, Testing and Certification Platform. With over 7,500 training modules, our platform has everything you and your dealership need to sell more cars, more often and more profitably!
Money Mind Mapp (M3): Visit MoneyMindMapp.com for help in revolutionizing your business to help you sell more cars by tracking, projecting, and forecasting your personal sales goals!
In this episode of the Millionaire Car Salesman Podcast, your host, Sean V. Bradley, sits down with a remarkable guest, Michael Watson. Michael, a successful sales manager hailing from the esteemed Koons Automotive Group, brings a wealth of experience and wisdom to the table. In this candid conversation, Sean and Michael delve into their personal journeys, unveiling tales of resilience, grit, and triumph in the world of automotive sales. Sean and Michael kick off the episode by reflecting on their respective journeys and the challenges they've overcome. They emphasize that adversity can be a stepping stone to success if you have the right mindset and work ethic.
The conversation takes an inspiring turn as they discuss the importance of giving individuals with diverse backgrounds a second chance. Both Sean and Michael advocate for creating opportunities for those who may not have had a traditional path to success. Their heartfelt discussion touches on the transformative power of mentorship and guidance in the industry. Join Sean V. Bradley and Michael Watson on this enlightening journey through the world of automotive sales, filled with stories of resilience, the power of mentorship, and the secrets to success.
For more insights and to access exclusive content, visit BradleyOnDemand.com.
Key Takeaways
- Mindset Matters: Success begins with the right mindset, determination, and a strong work ethic.
- Build Relationships: Trust and rapport with customers are the cornerstones of success in automotive sales.
- Ownership Mentality: Treating your sales role as if you own the business can lead to exceptional results.
- Second Chances: Providing opportunities and mentorship to individuals with diverse backgrounds can be transformative.
- Resources for Success: Bradley Demand offers a wealth of resources and a supportive community to help you excel in the automotive industry.
"We teach you in here how to maximize video for Showroom Sales, Internet Sales, BDC, and Fixed Operations. So the reason why I'm showing you all this is because if you're selling 30 cars a month, right, and you're averaging a minimum of 20 cars, can you imagine if you learned from Ali Reda, Frank Crinite, Cody Carter, Tianna Mick, and Crissy Burton?" - Sean V. Bradley
About Michael Watson
Mitch Watson, often referred to as Mitch, hails from Elizabeth, NJ, although he was born in a rather unconventional setting, in the midst of his mother's concealed pregnancy. Growing up in a tumultuous environment in the Elizabeth projects, marked by gangs and drugs, Mitch managed to maintain good academic standing. Tragically, he lost both of his parents before the age of 11.
The survival skills honed on the streets ultimately translated into a thriving career in car sales, effectively redirecting the course of his life. With a strong conviction, Mitch believes that whatever the future holds for him, it will undoubtedly be influenced by his experiences as a successful car salesman.
Resources
Dealer Synergy & Bradley On Demand: The automotive industry’s #1 training, tracking, testing, and certification platform and consulting & accountability firm.
The Millionaire Car Salesman Podcast: is the #1 resource for automotive sales professionals, managers, and owners. Also, join The Millionaire Car Salesman Facebook Group today!
The Against All Odds Radio Show: Hosting guests that have started from the bottom and rose to the top. Also, join The Against All Odds Radio Show Guests & Listeners Facebook Group for the podcasted episodes.
For more interactivity, join The Millionaire Car Salesman Club on Clubhouse.
Win the Game of Googleopoly: Unlocking the secret strategy of search engines.
The Millionaire Car Salesman Podcast is Proudly Sponsored By:
Dealer Synergy: The #1 Automotive Sales Training, Consulting, and Accountability Firm in the Automotive Industry! We have been building Internet Departments and BDCs for over two decades! It is this experience that has allowed us to develop the absolute best automotive Internet Sales, BDC, and CRM solutions for car dealerships. We have created the most effective training programs and processes. Phone scripts and rebuttals are our specialties, while CRM action plans, strategies, and templates are our expertise! Dealer Synergy will take both your tools and your people to the next level.
Bradley On Demand: Automotive Sales Industry’s #1 Interactive Training, Tracking, Testing and Certification Platform. With over 7,500 training modules, our platform has everything you and your dealership need to sell more cars, more often and more profitably!
Money Mind Mapp (M3): Visit MoneyMindMapp.com for help in revolutionizing your business to help you sell more cars by tracking, projecting, and forecasting your personal sales goals!
In this episode of the Millionaire Car Salesman Podcast, host Sean V. Bradley delves into the intricacies of Digital Marketing and Vendor Partnerships within the Automotive Industry. Sean emphasizes the importance of understanding the breakdown of website expenses, including components like SEO and SEM, to make informed decisions. He advocates for a shift in focus from VDPs and SRPs to actionable opportunities and leads.
Tune in to gain insights on the necessity of regularly auditing vendors to ensure they deliver value for your investment. Sean explores common vendor-related issues, such as data feed problems and content quality, and offers practical solutions. Additionally, he introduces a scorecard and referral program to empower dealers to assess their vendors and enhance their lead-generation strategies. Don't miss this episode for expert advice on optimizing your dealership's digital marketing efforts and vendor relationships.
Key Takeaways:
- Dealers should break down their website expenses and understand the impact of each component, such as SEO and SEM.
- The focus should be on generating actionable opportunities and leads rather than VDPs and SRPs.
- Dealers should assess their vendor partners regularly and ensure they are providing value for the money spent.
- If a dealer is receiving a high percentage of bad leads, it may indicate issues with tracking, internal processes, or the vendor.
- The success of third-party providers depends on having a CRM set up with the right processes, action plans, templates, and accountability.
"If you get 500 leads a month and 100 or 200 leads are bad, something's either wrong with your tracking or internal. You're burning through ups, or you have the wrong vendor." - Sean V. Bradley
About Sean V. Bradley
Sean V. Bradley, CSP is an entrepreneur, published author, speaker and award-winning international trainer. He is a 14-time NADA/ATD convention speaker, FranklinCovey Certified Facilitator and has earned the coveted “CSP” designation in the National Speakers Association. Sean is also a member of the elite “Million Dollar Speakers Group” in the NSA and a state association speaker and trainer. He has spoken at over 400 NCM and NADA 20 Groups. Sean started Dealer Synergy over 20 years ago, but has been in the automotive industry for almost 22 years. Sean and his Dealer Synergy team are a 14-time Dealers’ Choice Award Winner for being the “Best of the Best Internet Sales Trainer” and “Mobile Provider Partner” in the Automotive Sales Industry.
Sean has personally trained over 100,000 Automotive Sales Professionals in 3,500 unique rooftops. However, he literally influences hundreds of thousands of professionals, in and out of the Automotive Sales industry, all over the world, through: his over 4,000 published articles, his best-selling book “Win the Game of Googleopoly”, over 7,000 videos published online, and through Radio Station soundwaves by Hosting the globally recognized Against All Odds Radio Show currently airing in Atlanta, Cleveland, Rochester, and Los Angeles, and the 'internet buzzing' Millionaire Car Salesman Podcast reaching over 1 million Americans! Additionally, Sean is the creator of the Millionaire Car Salesman Facebook Group, with a membership count of 25,900+ automotive professionals.
How to Maximize ROI in Automotive Digital Marketing: Insights from Industry Experts As the automotive industry continues to evolve, dealerships are faced with the challenge of effectively allocating their marketing budgets to generate the highest return on investment (ROI). In an era where digital marketing plays a crucial role in driving sales, it is essential for dealerships to conduct a thorough assessment of their digital marketing strategies and vendor partnerships. In this thought leadership article, we will delve into the insights shared by industry experts during a recent Dealer Synergy Academy class, where they discussed the importance of conducting a digital marketing ROI assessment and vendor partner analysis. We will explore the key themes that emerged from the discussion and analyze their implications for dealerships.
Introduction: The Disparity in Dealership Spending and Results
In the fast-paced and competitive world of automotive sales, success is not easily achieved. However, there are individuals who have managed to rise above the rest and achieve remarkable results. One such individual is Ray McLaughlin II, a top performer at Koons Ford of Baltimore, a multi-billion dollar dealer group. In this thought leadership article, we will delve into the insights and strategies shared by Ray during a podcast interview with Sean V. Bradley, the president of Dealer Synergy and creator of the Millionaire Car Salesman podcast. By examining Ray's experiences and perspectives, we can gain valuable knowledge on how to excel in the automotive sales industry.
The Importance of Breaking Down Website Costs
One of the key issues identified during the discussion was the lack of transparency in website costs. Many dealerships are unaware of the breakdown of expenses for their websites, including core packages, SEO, SEM, social media ads, and other tools or widgets. Sean V. Bradley emphasized the importance of breaking down these costs to determine the true ROI of a dealership's website. By understanding the individual costs of each component, dealerships can assess the effectiveness of their digital marketing strategies and make informed decisions about their marketing budgets.
Joel, one of the participants in the class, shared his experience with website costs. He estimated spending less than $800 per month on his website, including SEO and other tools. However, Sean V. Bradley pointed out that it is essential to break down these costs to determine the true ROI. Without a clear understanding of the individual costs and their impact on lead generation, dealerships cannot accurately assess the effectiveness of their website and make data-driven decisions.
The Pitfalls of OEM-Compliant Websites
Pay-per-click (PPC) advertising and social media marketing were also discussed during the class as essential components of digital marketing strategies. Joel shared his experience with PPC advertising, mentioning a budget of $1,500 per month for Google AdWords and an additional fee for ad management. However, Sean V. Bradley emphasized the importance of breaking down these costs to determine the true ROI of PPC advertising. By understanding the individual costs and their impact on lead generation, dealerships can make informed decisions about their marketing budgets.
The discussion also touched upon the role of social media marketing in driving traffic to dealership websites. Joel mentioned minimal spending on Facebook and Instagram ads, highlighting the need for a management fee to optimize these campaigns. Sean V. Bradley emphasized the importance of breaking down these costs and assessing the effectiveness of social media marketing strategies. By understanding the impact of social media ads on lead generation, dealerships can allocate their marketing budgets more effectively.
The Role of Pay-Per-Click Advertising and Social Media Marketing
In today's digital age, social media has become a powerful tool for automotive sales professionals. Ray recognizes the significance of social media in reaching a wider audience and building a personal brand. He actively uses platforms like Instagram and Facebook to showcase his expertise, share customer testimonials, and promote special offers. By leveraging social media, Ray is able to stay connected with his customers and attract new prospects.
Ray also expresses his interest in exploring TikTok as a platform to expand his online presence. He acknowledges the potential of TikTok in reaching a younger demographic and creating engaging content that resonates with potential customers. By embracing social media and staying active on various platforms, Ray is able to establish himself as a trusted authority in the automotive industry and attract a steady stream of leads.
According to Ray, "I plan on texting you, I plan on emailing you. I plan on harassing you, man." This statement reflects Ray's enthusiasm for utilizing digital platforms to connect with industry experts and continue his learning and growth in the field of automotive sales.
The Value of Third-Party Lead Providers
During the class, Sean V. Bradley highlighted the value of third-party lead providers, such as AutoWeb and CarsDirect. He emphasized the importance of considering these providers as part of a comprehensive digital marketing strategy. While some dealerships may be hesitant to rely solely on third-party leads, Sean V. Bradley emphasized the need to evaluate the cost per lead and the potential ROI. He shared examples of dealerships that had successfully generated leads at a fraction of the cost compared to other marketing channels.
Zach, one of the participants in the class, expressed his frustration with the lack of success in generating leads from his dealership's website. He mentioned conducting a comprehensive SEO assessment and finding significant issues with the website's optimization. Sean V. Bradley acknowledged the challenges faced by dealerships and emphasized the importance of investing in oneself. He encouraged Zach to focus on building his personal brand through social media platforms and leveraging his own marketing strategies to generate leads.
Conclusion: Maximizing ROI in Automotive Digital Marketing
In the highly competitive world of automotive sales, success requires a combination of leadership, consistency, organization, online presence, and word-of-mouth marketing. Ray McLaughlin II, a top performer at Koons Ford of Baltimore, exemplifies these qualities and has achieved remarkable results in his career. By following his insights and strategies, automotive sales professionals can enhance their performance, build strong customer relationships, and drive business growth. The key takeaways from Ray's experiences include the importance of strong leadership and company culture, the power of consistency and organization, the value of social media and online presence, and the significance of referrals and word-of-mouth marketing. By implementing these strategies, automotive sales professionals can elevate their success and thrive in a competitive industry.
Resources
Dealer Synergy & Bradley On Demand: The automotive industry’s #1 training, tracking, testing, and certification platform and consulting & accountability firm.
The Millionaire Car Salesman Podcast: is the #1 resource for automotive sales professionals, managers, and owners. Also, join The Millionaire Car Salesman Facebook Group today!
The Against All Odds Radio Show: Hosting guests that have started from the bottom and rose to the top. Also, join The Against All Odds Radio Show Guests & Listeners Facebook Group for the podcasted episodes.
For more interactivity, join The Millionaire Car Salesman Club on Clubhouse.
Win the Game of Googleopoly: Unlocking the secret strategy of search engines.
The Millionaire Car Salesman Podcast is Proudly Sponsored By:
Dealer Synergy: The #1 Automotive Sales Training, Consulting, and Accountability Firm in the Automotive Industry! We have been building Internet Departments and BDCs for over two decades! It is this experience that has allowed us to develop the absolute best automotive Internet Sales, BDC, and CRM solutions for car dealerships. We have created the most effective training programs and processes. Phone scripts and rebuttals are our specialties, while CRM action plans, strategies, and templates are our expertise! Dealer Synergy will take both your tools and your people to the next level.
Bradley On Demand: Automotive Sales Industry’s #1 Interactive Training, Tracking, Testing and Certification Platform. With over 7,500 training modules, our platform has everything you and your dealership need to sell more cars, more often and more profitably!
Money Mind Mapp (M3): Visit MoneyMindMapp.com for help in revolutionizing your business to help you sell more cars by tracking, projecting, and forecasting your personal sales goals!
This week’s episode, on the Millionaire Car Salesman Podcast, is an action-packed one! Host Sean V. Bradley coaches Ray McLaughlin II; top performer at Koons Ford of Baltimore a multi-billion dollar dealer group. Sean discusses vital action plans on how Ray can double his monthly car units and income! Ray highlights the importance of having a strong leader who leads by example and the benefits of working for a company that values customer satisfaction. Ray also discusses the significance of money in the automotive industry and the need to focus on making more money without feeling guilty about it.
Sean discusses the power of social media and building a personal brand to attract more customers, and additionally explores the idea of hiring referral agents and creating a network of people who can bring in more business! If you’re looking to literally double your sales, you won’t want to miss this episode!
Key Takeaways:
- Working for a company that values customer satisfaction and provides a positive work environment is crucial for success in the automotive industry
- Money is an important tool that should be used to create experiences and opportunities
- Having a strong leader who leads by example and is dedicated to the success of the team is essential for a thriving dealership
- Consistency and organization are key factors in achieving success in car sales
- Leveraging social media platforms like Instagram and Facebook can help build a strong personal brand and attract more customers
- Hiring referral agents and creating a network of people who can bring in more business can be a valuable strategy for increasing sales
- Investing in real estate can provide passive income and help build wealth
"If you're not willing to bet on yourself every single day, if you're not willing to wake up and have that confidence every single day, if you aren't willing to grind, just do something else, bro." - Ray McLaughlin II
"Invest in yourself, invest in your business, and invest in your money. That's how you become wealthy." - Sean Bradley
About Ray McLaughlin II
Ray McLaughlin II is a top performer at Koons Ford of Baltimore, a multi-billion dollar dealer group on the East Coast. With 15 years of experience in the automotive industry, Ray has consistently sold over 30 cars a month and has earned over $200,000 in a year. He is known for his customer-oriented approach and his dedication to providing the best service to his clients.
The Secrets to Success in Automotive Sales: Insights from a Top Performer Introduction
In the fast-paced and competitive world of automotive sales, success is not easily achieved. However, there are individuals who have managed to rise above the rest and achieve remarkable results. One such individual is Ray McLaughlin II, a top performer at Koons Ford of Baltimore, a multi-billion dollar dealer group. In this thought leadership article, we will delve into the insights and strategies shared by Ray during a podcast interview with Sean V. Bradley, the president of Dealer Synergy and creator of the Millionaire Car Salesman podcast. By examining Ray's experiences and perspectives, we can gain valuable knowledge on how to excel in the automotive sales industry.
Theme 1: The Importance of Leadership and Company Culture
One of the key factors that sets Koons Ford of Baltimore apart from other dealerships is its exceptional leadership and company culture. Ray highlights the impact of having a general manager like Dennis Colossus, who leads by example and fosters a positive work environment. Dennis's hands-on approach, dedication to customer service, and strong work ethic have earned him the respect and admiration of the entire team. Ray emphasizes that having a leader who is present on the front lines and genuinely cares about the success of the salespeople creates a sense of unity and inspires everyone to perform at their best.
According to Ray, "I tell people all the time, if you got time to complain, bitch, and moan, you aren't busy enough selling cars, man." This mindset of focusing on the work and delivering exceptional customer service is ingrained in the dealership's culture, thanks to the leadership of Dennis and the entire management team.
Ray also emphasizes the importance of company culture in driving success. He notes that Koons Ford of Baltimore has a high-volume dealership with a team of experienced salespeople who have been with the company for many years. This level of expertise and longevity is a testament to the positive work environment and the opportunities for growth and success that the dealership provides. Ray's experience at other dealerships has allowed him to appreciate the unique qualities of Koons Ford and recognize the impact of a supportive and empowering company culture.
Theme 2: The Significance of Consistency and Organization
Consistency and organization are two key factors that have contributed to Ray's success in automotive sales. He emphasizes the importance of being consistent in all aspects of the job, from maintaining the same phone number for 15 years to consistently providing exceptional customer service. By being reliable and trustworthy, Ray has built long-lasting relationships with his customers, resulting in repeat business and referrals.
Ray also stresses the importance of organization in managing his workload effectively. As a top performer, he understands the value of being organized and having a structured approach to his daily tasks. By staying organized, Ray is able to prioritize his time and focus on activities that yield the greatest results. This level of organization allows him to provide personalized attention to each customer and ensure that their needs are met.
According to Ray, "I guarantee those people that they send to me 100%, they'll get the lowest price, they'll get the best rate, the car be clean, the car be gas." This commitment to delivering a consistently exceptional experience to every customer is a testament to Ray's dedication to his craft and his understanding of the importance of consistency.
Theme 3: The Power of Social Media and Online Presence
In today's digital age, social media has become a powerful tool for automotive sales professionals. Ray recognizes the significance of social media in reaching a wider audience and building a personal brand. He actively uses platforms like Instagram and Facebook to showcase his expertise, share customer testimonials, and promote special offers. By leveraging social media, Ray is able to stay connected with his customers and attract new prospects.
Ray also expresses his interest in exploring TikTok as a platform to expand his online presence. He acknowledges the potential of TikTok in reaching a younger demographic and creating engaging content that resonates with potential customers. By embracing social media and staying active on various platforms, Ray is able to establish himself as a trusted authority in the automotive industry and attract a steady stream of leads.
According to Ray, "I plan on texting you, I plan on emailing you. I plan on harassing you, man." This statement reflects Ray's enthusiasm for utilizing digital platforms to connect with industry experts and continue his learning and growth in the field of automotive sales.
Theme 4: The Value of Referrals and Word-of-Mouth Marketing
Referrals and word-of-mouth marketing are invaluable sources of business in the automotive sales industry. Ray understands the power of customer testimonials and positive reviews in generating new leads. He actively encourages his customers to share their experiences and refer their friends and family to him. By providing exceptional service and going above and beyond for his customers, Ray has built a strong reputation and a loyal customer base.
Ray also highlights the importance of leveraging personal connections and networks to expand his reach. He suggests tapping into organizations and communities, such as churches, to establish referral programs and offer exclusive benefits to members. By nurturing these relationships and providing exceptional service, Ray is able to generate a steady stream of referrals and maintain a thriving business.
According to Ray, "I'm going to call you Chill Bump Sean, man, I'm going to call you Goosebump Bradley, man, for real." This lighthearted comment reflects Ray's appreciation for the insights and strategies shared by Sean during their conversation and his excitement about implementing them in his own business.
Conclusion
In the highly competitive world of automotive sales, success requires a combination of leadership, consistency, organization, online presence, and word-of-mouth marketing. Ray McLaughlin II, a top performer at Koons Ford of Baltimore, exemplifies these qualities and has achieved remarkable results in his career. By following his insights and strategies, automotive sales professionals can enhance their performance, build strong customer relationships, and drive business growth. The key takeaways from Ray's experiences include the importance of strong leadership and company culture, the power of consistency and organization, the value of social media and online presence, and the significance of referrals and word-of-mouth marketing. By implementing these strategies, automotive sales professionals can elevate their success and thrive in a competitive industry.
Resources
Dealer Synergy & Bradley On Demand: The automotive industry’s #1 training, tracking, testing, and certification platform and consulting & accountability firm.
The Millionaire Car Salesman Podcast: is the #1 resource for automotive sales professionals, managers, and owners. Also, join The Millionaire Car Salesman Facebook Group today!
The Against All Odds Radio Show: Hosting guests that have started from the bottom and rose to the top. Also, join The Against All Odds Radio Show Guests & Listeners Facebook Group for the podcasted episodes.
For more interactivity, join The Millionaire Car Salesman Club on Clubhouse.
Win the Game of Googleopoly: Unlocking the secret strategy of search engines.
The Millionaire Car Salesman Podcast is Proudly Sponsored By:
Dealer Synergy: The #1 Automotive Sales Training, Consulting, and Accountability Firm in the Automotive Industry! We have been building Internet Departments and BDCs for over two decades! It is this experience that has allowed us to develop the absolute best automotive Internet Sales, BDC, and CRM solutions for car dealerships. We have created the most effective training programs and processes. Phone scripts and rebuttals are our specialties, while CRM action plans, strategies, and templates are our expertise! Dealer Synergy will take both your tools and your people to the next level.
Bradley On Demand: Automotive Sales Industry’s #1 Interactive Training, Tracking, Testing and Certification Platform. With over 7,500 training modules, our platform has everything you and your dealership need to sell more cars, more often and more profitably!
Money Mind Mapp (M3): Visit MoneyMindMapp.com for help in revolutionizing your business to help you sell more cars by tracking, projecting, and forecasting your personal sales goals!
Kicking off Season 8 of the Millionaire Car Salesman podcast, we are joined by Host Sean V. Bradley, and special guests Malik Bronner and Kelby Peace-Bullock, who takes us through his journey of entering the automotive industry and how he conquered his initial fears and doubts. Sean V. Bradley highlights the pivotal role that mindset plays in one's success. He explains how shifting your perspective on commission-based pay and competition will allow you to not just survive but thrive in the industry.
One of the core lessons Kelby shares is the importance of product knowledge, understanding the competition, and building trust with customers. He attributes much of his success to the invaluable training and guidance he received from his brother, Malik Bonner, as well as the unwavering support of the Preston Automotive Group.
Key Takeaways:
- Overcoming fear and skepticism is crucial to finding success in the automotive industry.
- Commission-based pay can be a powerful motivator and provide unlimited earning potential.
- Competing against oneself and constantly striving for improvement is more effective than comparing oneself to others.
- Mastering product knowledge, understanding the competition, and building trust with customers are essential for success.
- Developing a personal referral business and becoming an influencer in the local community can lead to long-term success.
About Kelby Peace-Bullock
Kelby Peace-Bullock is a newcomer to the automotive industry, having previously worked in customer service roles. He was initially skeptical about working on commission and the competitiveness of the industry, but after joining the automotive industry, he quickly realized the potential for financial success and the importance of building relationships with customers.
His story serves as a source of inspiration for those considering a similar leap into the automotive realm, showcasing the rewarding possibilities that await those willing to embrace change and growth.
About Malik Bronner
Starting at Dealer Synergy over three years ago as a call analyst, Malik “Yung Jedi” Bronner has worked his way up the ranks to the position of Performance Coach at Dealer Synergy and a Tier 1 National Trainer. Not only is he one of the top performance coaches and phone process trainers on the Dealer Synergy team, but he also hosts “The Yung Jedi Counsel,” a weekly free training session for the automotive community.
The Journey to Success in the Automotive Industry Introduction
In the latest episode of the Millionaire Car Salesman Podcast, Kelby Peace Bullock takes center stage to share his remarkable journey into the automotive industry. A relative newcomer to the world of car sales, Kelby has swiftly risen through the ranks, proving that with the right mindset and determination, anyone can thrive in this competitive field. In this episode, Kelby provides invaluable insights into his transformation, emphasizing the importance of mindset, commission-based pay, self-improvement, product knowledge, and building trust with customers.
A Newcomer's Journey
Kelby Peace Bullock's entry into the automotive industry was marked by skepticism. Having previously worked in customer service roles, he was apprehensive about transitioning into a commission-based profession known for its cutthroat competition. However, Kelby's story is a testament to the power of embracing change and overcoming fears. He quickly discovered that the automotive industry offered not only the potential for financial success but also the chance to build lasting relationships with customers.
The Power of Mindset
One of the key takeaways from Kelby's journey is the transformative power of mindset. As Sean V. Bradley wisely puts it in the podcast, "Your mind is such a powerful thing. If you look at this like, 'I'm not guaranteed an opportunity,' that's your reality." Kelby's shift in perspective allowed him to see the immense opportunities and potential rewards in the automotive industry.
Commission-Based Pay: A Motivator
Kelby also discusses the motivational force of commission-based pay. In the world of car sales, your earnings are directly proportional to your effort and sales performance. Sean V. Bradley aptly highlights this, saying, "You might be broke one week, but the following week, you're having lobster and filet mignon." For Kelby, this incentive structure has been a driving force behind his success.
Competing Against Yourself
Instead of constantly comparing himself to others, Kelby focuses on competing against himself. This self-improvement mindset, advocated by Malik Bonner, his brother, has enabled Kelby to set personal goals and constantly strive for improvement. This internal competition has propelled him to greater heights in the industry.
The Essentials for Success
Kelby's journey underscores several essential elements for success in the automotive industry:
- Product Knowledge: Kelby stresses the importance of being a master of product knowledge, akin to being "like Google." This expertise not only builds customer trust but also allows salespeople to provide informed recommendations and solutions.
- Understanding the Competition: To stand out in a competitive market, understanding your competition is vital. Knowledge about rival brands and their strengths and weaknesses can help salespeople make compelling arguments for their own products.
- Building Trust with Customers: Building trust is the foundation of long-term success. Customers who trust their salesperson are more likely to return for future purchases and refer friends and family.
Support and Guidance
Kelby credits much of his success to the support and training he received from his brother, Malik Bonner, and the backing of the Preston Automotive Group. This support network has been instrumental in his journey.
Becoming an Influencer
In closing, Kelby encourages aspiring car salespeople to develop a personal referral business and become influencers in their local community. By establishing themselves as trusted experts and thought leaders, they can secure long-term success in the industry.
Kelby Peace Bullock's journey is an inspirational tale of transformation, proving that with the right mindset and determination, anyone can excel in the competitive world of car sales. His insights shared in this Millionaire Car Salesman Podcast episode provide valuable lessons for both newcomers and seasoned professionals in the automotive industry.
Resources
Dealer Synergy & Bradley On Demand: The automotive industry’s #1 training, tracking, testing, and certification platform and consulting & accountability firm.
The Millionaire Car Salesman Podcast: is the #1 resource for automotive sales professionals, managers, and owners. Also, join The Millionaire Car Salesman Facebook Group today!
The Against All Odds Radio Show: Hosting guests that have started from the bottom and rose to the top. Also, join The Against All Odds Radio Show Guests & Listeners Facebook Group for the podcasted episodes.
For more interactivity, join The Millionaire Car Salesman Club on Clubhouse.
Win the Game of Googleopoly: Unlocking the secret strategy of search engines.
The Millionaire Car Salesman Podcast is Proudly Sponsored By:
Money Mind Mapp (M3): Visit MoneyMindMapp.com for help in revolutionizing your business to help you sell more cars by tracking, projecting, and forecasting your personal sales goals!
Bradley On Demand: Automotive Sales Industry’s #1 Interactive Training, Tracking, Testing and Certification Platform. With over 7,500 training modules, our platform has everything you and your dealership need to sell more cars, more often and more profitably!
Welcome to the latest episode of the Millionaire Car Salesman podcast! Your host Sean V. Bradley is back with revolutionary sales tactics, featuring Cody Carter, the #1 Car Salesman in the World! Cody shares his winning strategies for excelling in the automotive industry. Cody discusses overcoming inventory challenges through adaptability. He emphasizes the power of using Facebook Groups for organic lead generation and building his online presence. Cody reveals his effective personal website tactic to gather leads once funneling from Online Groups to his personal website! His innovative leasing approach and insights into wealth-building from car sales income are inspiring takeaways.
Tune in to gain insights from Cody Carter's remarkable journey. From surmounting obstacles to ingenious strategies, this episode offers a compact guide to achieving automotive success!
Key Takeaways:
- Inventory shortages have been a major challenge in the automotive industry, but leveraging Facebook groups can help generate leads and overcome this obstacle.
- Cody's personal website requires visitors to submit their contact information before accessing any information, allowing him to capture his own organic leads and provide a personalized experience.
- Cody's unique approach to leasing has allowed him to offer competitive deals and attract customers.
- Investing in real estate, businesses, and flipping cars are some of the ways Cody has used his income from car sales to build wealth.
How to Sell Cars Like Cody Carter: A Comprehensive Guide to Success in Automotive Sales Introduction
In the fast-paced world of automotive sales, it takes a special kind of salesperson to stand out from the crowd and achieve extraordinary success. One such individual is Cody Carter, the number one car salesman in the world. Cody has made over $1.1 million in a single year selling cars on the showroom floor in California, and he consistently averages over 100 car sales per month. His secret? A unique approach to selling cars that combines innovative strategies, leveraging technology, and a deep understanding of customer needs.
In this comprehensive guide, we will delve into the key themes that have contributed to Cody's remarkable success. We will explore his use of Facebook groups and forums, his website and online presence, his expertise in leasing, and his ability to create a buzz around his brand. By examining these themes in detail and analyzing their implications, we can gain valuable insights into how to replicate Cody's success and thrive in the competitive world of automotive sales.
Facebook Groups and Forums: Tapping into a Goldmine of Opportunities
One of the cornerstones of Cody's success is his strategic use of Facebook groups and forums. Cody actively participates in various Toyota groups, Tacoma groups, Tundra groups, and even leasing groups. By joining these groups and engaging with potential customers, Cody has been able to generate a steady stream of leads and sales opportunities. He shares his expertise, answers questions, and provides valuable information to group members, positioning himself as a trusted resource in the automotive industry.
Cody's approach is simple yet effective. Whenever he comments on a post or engages in a discussion, he includes a link to his website. This drives traffic to his website, where potential customers can explore his inventory and submit their contact information. By leveraging the power of Facebook groups, Cody has been able to reach a wide audience and establish himself as a go-to person for all things automotive. As he states, "To be able to give them a response right away, you gain a lot of trust, and I'm already seeing people tagging me on a regular basis. Just talk to Cody. He'll help you out."
The Power of a Personal Website: Cody's Secret Weapon
While Facebook groups have been instrumental in generating leads, Cody's personal website has taken his success to the next level. Cody created his own website, CodyTustinToyota.com, which showcases his inventory and allows customers to browse and submit their information. What sets Cody's website apart is the requirement for visitors to submit their contact information before gaining access to pricing and other details. This approach ensures that Cody can follow up with potential customers and establish a personal connection.
Cody's website is a testament to his commitment to providing exceptional customer service. It is user-friendly, visually appealing, and packed with valuable information. Visitors can watch videos, explore different models, and even complete the entire purchase process online. Cody's website is not just a tool for generating leads; it is a comprehensive platform that streamlines the car-buying experience for customers. As Cody explains, "It's made it easier for me because I save myself 8 hours minimum by not having to load the site manually as we were doing in the past."
Mastering the Art of Leasing: Unlocking Hidden Opportunities
Leasing has been a key driver of Cody's success, and he has become a leasing expert in his field. Cody's leasing strategies have allowed him to offer customers unbeatable deals and generate significant sales volume. He understands the intricacies of leasing programs, residual values, and money factors, enabling him to structure leases that are more advantageous than traditional financing options.
Cody's approach to leasing is multifaceted. He educates customers about the benefits of leasing, dispels common misconceptions, and provides personalized solutions based on their needs. Cody also leverages his relationships with banks and leasing companies to secure the best possible terms for his customers. By offering competitive leasing options, Cody is able to attract a wider range of customers and close more deals.
Creating a Buzz: Building a Personal Brand
Cody's success is not just a result of his sales skills; it is also a testament to his ability to create a buzz around his personal brand. Cody has built a reputation as a top car salesman through his exceptional customer service, extensive knowledge, and innovative approach. He has become a trusted resource in the automotive industry, with customers referring their friends and family to him.
One of the key strategies Cody employs to build his brand is active participation in online communities and forums. He shares his expertise, provides valuable insights, and establishes himself as a go-to person for automotive advice. Cody's presence in these communities has generated a significant amount of word-of-mouth referrals and repeat business.
In addition to online communities, Cody also leverages his website and social media platforms to showcase his expertise and engage with potential customers. He regularly posts updates, shares success stories, and provides valuable content that resonates with his target audience. By consistently delivering value and building relationships, Cody has created a loyal following and a strong personal brand.
Investing in Other Businesses: Maximizing Opportunities
Cody's success in automotive sales has not only provided him with a comfortable lifestyle but has also allowed him to invest in other businesses and assets. He has ventured into buying and flipping cars, purchasing real estate, and even partnering with a new company in the fire safety industry. Cody's ability to generate significant income from his car sales has given him the financial freedom to explore new opportunities and diversify his portfolio.
Cody's approach to investing is rooted in his entrepreneurial mindset. He recognizes that it takes money to make money and has been able to leverage his success in automotive sales to fund his ventures. By constantly seeking out new opportunities and using his network to find lucrative deals, Cody has been able to grow his wealth and create additional income streams.
Conclusion and Future Outlook
Cody Carter's success in automotive sales is a testament to his innovative approach, dedication to customer service, and ability to adapt to changing market conditions. By leveraging the power of Facebook groups, creating a user-friendly website, mastering the art of leasing, building a personal brand, and investing in other businesses, Cody has achieved extraordinary results in a highly competitive industry.
As the automotive industry continues to evolve, it is crucial for sales professionals to embrace new strategies and technologies. Cody's success serves as a blueprint for achieving excellence in automotive sales. By adopting his mindset, leveraging technology, and providing exceptional customer service, sales professionals can position themselves for success and thrive in an ever-changing market.
The future of automotive sales belongs to those who are willing to think outside the box, embrace innovation, and prioritize the needs of their customers. Cody Carter has shown us that with the right strategies and a relentless commitment to excellence, anything is possible in the world of automotive sales. So, take a page out of Cody's book, tap into the power of Facebook groups, create a compelling website, master the art of leasing, build a personal brand, and seize opportunities to invest in other businesses. By following in Cody's footsteps, you too can achieve extraordinary success in the automotive sales industry.
About Cody Carter
Cody Carter has been in automotive sales for the last 10+ years and has earned himself the title of #1 Salesman in the Nation. He currently is the Internet Sales Manager at Tustin Toyota with his own Toyota webpage, Cody’s Tustin Toyota, and platform, SellLikeCody. Cody took initiative and drove his own personal traffic to his website retracauto.com, his last name spelled backwards, and now is: Cody’s Tustin Toyota. Cody has built his brand, Retrac Auto, and surpassed the rest of the country in car sales! Go to SellLikeCody.com to get access to his exclusive sales training course!
About Tustin Toyota
Tustin Toyota offers many automotive products and services. From new Toyota cars to used cars in Orange County, CA, Tustin Toyota knows anyone looking for a new or used car in Tustin, will find something at our Orange County, CA, Toyota dealership serving Santa Ana. The dealership carries the complete line of new Toyota models, including the 2022 Camry, 2022 Avalon, 2022 Tacoma, 2022 Prius and 2022 Corolla, making them a great choice for a Toyota in Orange County - serving the Anaheim and Santa Ana area.
Services include trusted service and auto repair, original accessories and auto parts, and superior financing and car loans for Tustin and Anaheim area customers.
Tustin Toyota is also a proud member of the Automotive Club of Southern California and are recognized by AAA.
Resources
Dealer Synergy & Bradley On Demand: The automotive industry’s #1 training, tracking, testing, and certification platform and consulting & accountability firm.
The Millionaire Car Salesman Podcast: is the #1 resource for automotive sales professionals, managers, and owners.
Join The Millionaire Car Salesman Facebook Group today! A connected community with over 26K Automotive Professionals and Members to engage
Win the Game of Googleopoly: Unlocking the secret strategy of search engines.
The Millionaire Car Salesman Podcast is Proudly Sponsored By:
Bradley On Demand: Automotive Sales Industry’s #1 Interactive Training, Tracking, Testing and Certification Platform. With over 7,500 training modules, our platform has everything you and your dealership need to sell more cars, more often and more profitably!
Money Mind Mapp (M3): Visit MoneyMindMapp.com for help in revolutionizing your business to help you sell more cars by tracking, projecting, and forecasting your personal sales goals!
In the newest installment of the Millionaire Car Salesman podcast, your host Sean V. Bradley, CSP, sits down with Greg Gifford, Chief Operating Officer of SearchLab Digital, and Shaun Raines, Founder of Dealer SuperHero. These two seasoned experts hold a wealth of knowledge in the automotive industry, particularly in the realm of Digital Marketing! They discuss the ever-changing landscape of digital marketing, specifically with Google AdWords and pay-per-click (PPC) marketing.
Listen in as the Automotive Experts emphasize the importance of having a proper online marketing strategy and the need to avoid overspending on PPC without considering organic search engine optimization (SEO). Greg and Shaun also highlight the value of analyzing marketing spend and lead generation to ensure cost-effectiveness. The conversation then rockets into the discussion of the upcoming Ignition Automotive Conference, which aims to provide valuable education and insights to dealerships in a valuable, yet compact and affordable format!
Key Takeaways:
- Dealers should diversify their marketing spend and consider both PPC and SEO strategies based on their unique dealership and market.
- The value of marketing spend should be regularly analyzed to ensure cost-effectiveness and lead generation.
- Third-party providers, such as online classifieds, can provide immediate gratification in lead generation, but a holistic marketing strategy should include organic SEO and other channels.
- The Ignition Conference offers a one-day, affordable event focused on dealership education and value, featuring top industry experts and advanced marketing tips.
The Future of Automotive Marketing: Insights from Industry Experts Welcome to the Millionaire Car Salesman podcast, the number one resource for automotive sales professionals, managers, and owners. In this episode, we have two subject matter experts in the automotive industry, Greg Gifford and Sean Reigns, who will be sharing their insights on the changing landscape of digital marketing in the automotive industry.
The Changing Landscape of Google AdWords and Pay Per Click Marketing Sean Reigns, an expert in digital marketing, begins by discussing the changes in the landscape of Google AdWords and pay per click (PPC) marketing. He highlights the impact of inventory shortages and the need for dealers to adapt their strategies accordingly. With many dealers reducing their budgets due to the lack of new cars, Sean emphasizes the importance of running intelligent campaigns that focus on used vehicle acquisition, trade-ins, and fixed options such as service and parts. He advises dealers to diversify their paid search campaigns and consider the value they are getting from their vendors.
Greg Gifford, an expert in search engine optimization (SEO), adds that the proper strategy for dealers should be based on their unique situation. There is no one-size-fits-all approach, as each dealership and market is different. Some dealerships may have co-op money to spend, while others may not. Greg emphasizes the need to find a vendor that can customize their approach based on the dealership's goals and budget. He also highlights the importance of considering the entire customer journey, from pre-funnel visibility to bottom-of-the-funnel conversions.
The Cost of Digital Marketing and Lead Generation Sean Bradley, the host of the podcast, raises a critical issue in the automotive industry – the cost of digital marketing and lead generation. He shares his experience conducting marketing audits for dealers and reveals that the average cost per lead is shockingly high, ranging from $190 to $300 per lead. He emphasizes the need for dealers to analyze their digital spend and identify the value they are getting from each channel. Sean suggests that dealers should consider a holistic strategy that combines third-party providers with organic and paid search efforts.
Greg agrees with Sean's assessment and adds that many dealers are not doing the math to determine if their digital spend is actually working for them. He shares an example of a dealership that was paying a vendor to post the same blog post on 600 different dealership websites, highlighting the importance of finding a vendor that provides customized and effective services. Greg emphasizes the need for dealers to take off their dealership blinders and consider the experience of potential customers who are in the early stages of the buying process.
The Importance of a Holistic Marketing Approach The conversation shifts to the Ignition Conference, an event organized by Greg and Sean to provide dealers with valuable education and insights. Greg explains that the conference is designed to address the shortcomings of traditional automotive conferences, which often lack value and are filled with thinly veiled sales pitches. The Ignition Conference focuses on dealership education and features hand-selected speakers who are experts in their respective fields.
Sean shares that his session at the conference will focus on the small things that dealers often overlook in their marketing plans. He emphasizes the importance of service departments and customer experience, highlighting the impact of service advisors on customer loyalty. Sean also discusses the need for dealers to prioritize customer experience in the service department, as losing a customer in service can result in a permanent loss of business.
Conclusion and Future Outlook In conclusion, the future of automotive marketing lies in a holistic approach that combines organic and paid search efforts, third-party providers, and a focus on customer experience. Dealers need to analyze their digital spend and ensure they are getting value for their money. The Ignition Conference provides a unique opportunity for dealers to learn from industry experts and gain valuable insights to improve their marketing strategies.
As the automotive industry continues to evolve, dealers must adapt their marketing strategies to meet the changing needs of customers. By staying informed and embracing new technologies and approaches, dealers can position themselves for success in the digital age. The Ignition Conference serves as a platform for dealers to gain the knowledge and tools they need to thrive in the competitive automotive market.
The future of automotive marketing is bright, and with the right strategies and insights, dealers can drive success and profitability in the years to come.
Join host Sean V. Bradley, CSP, on this captivating episode of the Millionaire Car Salesman Podcast, where he delves into the vital role of elite customer service in boosting automotive sales professionals' success. Are you constantly seeking your manager's approval for every decision? Do you find it challenging to effectively communicate with both customers and managers? Are you struggling to secure client referrals?
This week, we are joined, again, by none other than Shep Hyken, a globally renowned Keynote Speaker in Customer Service & Customer Experience. Shep's expertise is sought after by manufacturers to empower general managers and sales professionals, guiding them to understand where the line is drawn so that they no longer feel the need to run to their managers at the first hint of resistance.
Tune in as Sean and Shep engage in a powerful discussion on the significance of exceptional customer service, unlocking the secrets to overcoming challenges and fostering lasting relationships with customers. Learn how to navigate difficult situations and become a top-tier automotive sales professional, propelling your career to new heights.
If you're ready to revolutionize your approach to customer service and sales, this episode is a must-listen for you! Get ready to transform your performance and achieve millionaire-level success in the automotive industry.
About Shep Hyken
Award-winning Keynote Speaker and World-Renowned Keynote Speaker in Customer Service & Customer Experience Shep Hyken has worked with the world’s best brands to help them build a culture centered around the customer. His presentations consistently get rave reviews for being engaging and informative. The National Speakers Association inducted Shep into its Hall of Fame for lifetime achievement in the professional speaking industry.
Resources
Dealer Synergy & Bradley On Demand: The automotive industry’s #1 training, tracking, testing, and certification platform and consulting & accountability firm.
The Millionaire Car Salesman Podcast: is the #1 resource for automotive sales professionals, managers, and owners. Also, join The Millionaire Car Salesman Facebook Group today!
The Against All Odds Radio Show: Hosting guests that have started from the bottom and rose to the top. Also, join The Against All Odds Radio Show Guests & Listeners Facebook Group for the podcasted episodes.
For more interactivity, join The Millionaire Car Salesman Club on Clubhouse.
Win the Game of Googleopoly: Unlocking the secret strategy of search engines.
The Millionaire Car Salesman Podcast is Proudly Sponsored By:
Money Mind Mapp (M3): Visit MoneyMindMapp.com for help in revolutionizing your business to help you sell more cars by tracking, projecting, and forecasting your personal sales goals!
Bradley On Demand: Automotive Sales Industry’s #1 Interactive Training, Tracking, Testing and Certification Platform. With over 7,500 training modules, our platform has everything you and your dealership needs to sell more cars, more often and more profitably!
Welcome to this week's episode of the Millionaire Car Salesman podcast! Host L.A. Williams delves into the critical topics of burnout and culture within the automotive industry. If you've been struggling to retain sales associates at your dealership or as a manager, are you paying attention to their mindset and ensuring there's a positive environment for success? It's time to examine whether your dealership's hours and shifts align with modern-day culture or if they're still stuck in outdated practices from the 70s.
In this episode, LA Williams invites John Oyekunle back to the show. John shares his personal journey in the automotive industry, specifically his first six months. He began his career by training with Bradley on Demand, which prepared him for his first sales job. However, John realized that the culture at his initial dealership wasn't a good fit for him in the long run. Recognizing that the dealership wouldn't provide him with the growth opportunities he desired, John decided to make a significant change.
Moving on to his second dealership, John experienced a complete 180-degree shift in support from the management team. This positive shift greatly impacted his performance and overall satisfaction with his job. Unfortunately, despite the improved environment, the dealership couldn't fully support John's book of business due to inventory limitations.
In response, John decided to take the summer off and focus on his teaching career, a move made possible by the financial freedom he had attained. This break allowed him the time and space to reevaluate his options and search for the next car salesman opportunity that aligns with his goals and aspirations.
Join LA Williams as he and John Oyekunle discuss the challenges and triumphs of navigating the automotive industry's culture and finding the right dealership fit. Whether you're a seasoned car salesperson or someone considering a career in this field, this episode offers valuable insights into building a successful and fulfilling path in the automotive world while avoiding burnout and thriving in a supportive culture. Stay tuned for an inspiring and informative discussion!
About John Oyekunle
John Oyekunle was born in Nigeria and now lives in Miami, Florida. He’s brand new to the automotive industry and is already making his mark. John discovered the Millionaire Car Salesmen Podcast before getting his first car salesman job. He took the initiative and bought Bradley on Demand to learn everything he could about the industry. John walked into Infiniti and got hired on the spot!! On his first day on the showroom floor, he sold 2 cars! John is a success story in the making!
Resources
Dealer Synergy & Bradley On Demand: The automotive industry’s #1 training, tracking, testing, and certification platform and consulting & accountability firm.
The Millionaire Car Salesman Podcast: is the #1 resource for automotive sales professionals, managers, and owners. Also, join The Millionaire Car Salesman Facebook Group today!
The Against All Odds Radio Show: Hosting guests that have started from the bottom and rose to the top. Also, join The Against All Odds Radio Show Guests & Listeners Facebook Group for the podcasted episodes.
For more interactivity, join The Millionaire Car Salesman Club on Clubhouse.
Win the Game of Googleopoly: Unlocking the secret strategy of search engines.
The Millionaire Car Salesman Podcast is Proudly Sponsored By:
Money Mind Mapp (M3): Visit MoneyMindMapp.com for help in revolutionizing your business to help you sell more cars by tracking, projecting, and forecasting your personal sales goals!
Bradley On Demand: Automotive Sales Industry’s #1 Interactive Training, Tracking, Testing and Certification Platform. With over 7,500 training modules, our platform has everything you and your dealership needs to sell more cars, more often and more profitably!
In this episode of the Millionaire Car Salesman Podcast, hosts Sean V. Bradley and LA Williams are joined by Top Car Saleswoman, Jasmine Lima and General Manager of Easy Auto, Arthur Geller. The hosts celebrate Jasmine's outstanding performance as a salesperson, having sold and delivered 50 units in just four months of selling cars! Jasmine's success at an independent dealership is highly remarkable! Listen in as they highlight the rarity of this achievement in an industry where the average salesperson only sells nine cars per month, and challenge the traditional notion of the American Dream, emphasizing the changing landscape of success and the potential pitfalls of excessive student debt.
Sean and LA emphasize the importance of recognizing and celebrating strong females and minorities in the automotive industry. Jasmine shares her journey, explaining how she unexpectedly fell in love with the automotive industry and found motivation within her workplace to strive to becoming the #1 Car Saleswoman at their dealership. The conversation details Jasmine's background and her experience at Build-A-Bear, where she discovered her sales skills and excelled beyond expectations. They discuss the training program at Build-A-Bear and express surprise at the company's ability to develop successful salespeople.
Arthur Geller, esteemed General Manager, joins the conversation to share how he discovered Jasmine's exceptional potential during an interview and subsequently coached her to achieve her remarkable success. His guidance, combined with Jasmine's determination and natural talent, proves to be a winning formula. Tune in to this captivating episode filled with valuable insights, empowering stories, and a fresh perspective on what it takes to thrive in the world of car sales.
About Jasmine Lima
Hailing from an educational background, Jasmine's journey took an unexpected turn when she discovered her passion for sales. Her prior experience at Build-A-Bear, where she outperformed expectations and honed her sales skills, served as a catalyst for her rapid ascent in the automotive world. With an unmatched ability to connect with customers and an unwavering commitment to delivering outstanding service, Jasmine consistently exceeds expectations and leaves a lasting impression on both colleagues and clients. Jasmine Lima is a powerhouse in the automotive industry, renowned for her exceptional sales prowess and unwavering dedication!
About Arthur Geller
Arthur Geller is a highly respected figure in the automotive industry, renowned for his extensive expertise and outstanding leadership. With over 11 years of experience, Arthur has cemented his position as a General Manager and one of the owners of Easy Auto, a prominent dealership in Pennsylvania. Known for his strategic vision and unwavering commitment to excellence, Arthur has played a pivotal role in the success and growth of the dealership. With a genuine passion for the automotive industry and a commitment to driving positive change, Arthur's contributions have made a significant impact on the industry as a whole. Arthur Geller's reputation as a visionary leader, mentor, and influential figure in the automotive industry precedes him. His unwavering dedication to fostering meaningful relationships, empowering his team, and driving exceptional results has solidified his position as a respected industry professional.
Resources
Dealer Synergy & Bradley On Demand: The automotive industry’s #1 training, tracking, testing, and certification platform and consulting & accountability firm.
The Millionaire Car Salesman Podcast: is the #1 resource for automotive sales professionals, managers, and owners. Also, join The Millionaire Car Salesman Facebook Group today!
The Against All Odds Radio Show: Hosting guests that have started from the bottom and rose to the top. Also, join The Against All Odds Radio Show Guests & Listeners Facebook Group for the podcasted episodes.
For more interactivity, join The Millionaire Car Salesman Club on Clubhouse.
Win the Game of Googleopoly: Unlocking the secret strategy of search engines.
The Millionaire Car Salesman Podcast is Proudly Sponsored By:
Money Mind Mapp (M3): Visit MoneyMindMapp.com for help in revolutionizing your business to help you sell more cars by tracking, projecting, and forecasting your personal sales goals!
Bradley On Demand: Automotive Sales Industry’s #1 Interactive Training, Tracking, Testing and Certification Platform. With over 7,500 training modules, our platform has everything you and your dealership needs to sell more cars, more often and more profitably!
In this captivating episode of the Millionaire Car Salesman Podcast, host Sean V. Bradley, CSP, dives deep into a common internal struggle faced by dealerships—the ongoing rivalry between the BDC department and sales consultants. If your sales team is grappling with the BDC's scheduling strategy and conflicts within the team, this episode is a must-listen! Discover proven strategies to bridge the gap between these two departments, foster collaboration, and ultimately boost sales while nurturing a positive work environment.
Join special guest Bryan Foley, who has masterfully bridged the divide between the BDC and sales team, resulting in an astounding monthly sales record of over 200 cars! Foley unveils the secret sauce to his team's success—a relentless dedication to utilizing and cherishing the CRM, regardless of one's position within the dealership. While CRM companies provide standard processes, the truth is that the dealership holds the power to customize and fine-tune these details. By proactively creating tailored solutions, such as setting up comprehensive communication notifications, visibility, and transparency, managers, and teams can build the best CRM system for their dealership.
Discover how a manager's passion for the CRM serves as the catalyst for change and empowers the entire team to embrace a transformative journey towards selling more cars. Don't miss this enlightening episode packed with practical insights and actionable steps to revolutionize your dealership's approach, streamline operations, and achieve unprecedented success!
About Bryan Foley
Bryan Foley was born and raised in Philadelphia, Bryan has been in the automotive industry for over seven years and all of those at Pacifico Auto Group. He started as a sales consultant for three months averaging 12 a month, before he unlocked the next open BDC Rep role at the dealership. Bryan grew and developed in the BDC until he grew to the Internet Director of three Pacifico stores where he still uses his sales consultant experience to better train his current BDC team. Bryan leads his team by example to better facilitate a harmonious work environment.
About Pacifico Auto Group
Pacifico Auto Group has been selling and servicing automobiles in Philadelphia and the surrounding areas since 1920. We started with a little shop at 11th and Catherine in South Philadelphia. In 1970, our current President Mr. Kerry T. Pacifico Sr., and his brother Joseph R. Pacifico Jr. were among the founding fathers of the Philadelphia Airport Auto Mall, one of the first in the nation. Since that time a member of the Pacifico family has always been at our dealership on a daily basis.
The Pacifico family provides customers with state-of-the-art showrooms and service facilities that allow for a first-class experience while visiting our dealerships. Our employees are equipped with all of the tools necessary to provide guests with a first-class experience as well. With over 50 service bays and 35 technicians available for your service needs, Pacifico will get you and your vehicle in and out in a timely manner.
We are recognized as a one-stop shop for all things automotive, including a state-of-the-art Body Shop, complete sales and service at our commercial truck center, a detail department, and a public carwash.
Resources
Dealer Synergy & Bradley On Demand: The automotive industry’s #1 training, tracking, testing, and certification platform and consulting & accountability firm.
The Millionaire Car Salesman Podcast: is the #1 resource for automotive sales professionals, managers, and owners. Also, join The Millionaire Car Salesman Facebook Group today!
The Against All Odds Radio Show: Hosting guests that have started from the bottom and rose to the top. Also, join The Against All Odds Radio Show Guests & Listeners Facebook Group for the podcasted episodes.
For more interactivity, join The Millionaire Car Salesman Club on Clubhouse.
Win the Game of Googleopoly: Unlocking the secret strategy of search engines.
The Millionaire Car Salesman Podcast is Proudly Sponsored By:
Money Mind Mapp (M3): Visit MoneyMindMapp.com for help in revolutionizing your business to help you sell more cars by tracking, projecting, and forecasting your personal sales goals!
Bradley On Demand: Automotive Sales Industry’s #1 Interactive Training, Tracking, Testing and Certification Platform. With over 7,500 training modules, our platform has everything you and your dealership needs to sell more cars, more often and more profitably!
Welcome to another captivating episode of the Millionaire Car Salesman Podcast, hosted by the dynamic duo, Sean V. Bradley, CSP, and L.A. Williams. Get ready for an exhilarating discussion as they reunite for this week's installment!
In today's episode, we have a special guest joining us: Jenna Blankenbiller, the General Sales Training Director at Bob Ruth Ford. Prepare to be amazed as we delve into Jenna's extraordinary journey, from her background in Hotel Restaurant Management to now, her current role in managing Bob Ruth Ford. Bob Ruth Ford is a single-point Ford dealer located in Dillsburg, PA with a population of only 2,500. Before, selling only a mere 75 units per month from the Internet Department, now they have soared to over 320 units per month, solely from the Internet Department, under the guidance of Dealer Synergy! 75% of their sales come purply from online internet operations, and with the post-pandemic world forcing consumers to use online avenues for their car buying that percentage is only growing!
Imagine the power of selling cars to your customers without them ever needing to set foot inside the dealership. Discover the cultural shifts and transformative habits that had to be embraced to turn Bob Ruth Ford into an exceptional "Internet Dealership." Tune in to uncover crucial missed opportunities that your dealership might still be overlooking by improperly outsourcing your BDC. Listen closely as Jenna roleplays the meticulously crafted Internet Process that propelled Bob Ruth Ford to its acclaimed fame as the top Ford dealership in the country. Gain insights into the innovative strategies employed to provide a seamless 100% online car buying experience. Have you ever heard of curbside pick-up for purchasing a car? Prepare to be inspired as you learn how to implement these game-changing tactics at your own dealership!
Join us for this enlightening episode packed with insider knowledge and practical tips that will elevate your dealership's success to new heights. The future of automotive sales is here, and it's time to seize the opportunities that lie within the digital landscape. Don't miss out!
About Jenna Blankenbiller
Jenna Blankenbiller hails from the picturesque Berks County, just outside Reading, Pennsylvania. With a passion for hospitality, she pursued her dreams and graduated from Central Penn College with a degree in Hotel Restaurant Management. Early in her career, Jenna made waves as she successfully managed multiple restaurants, showcasing her natural leadership and organizational skills.
Driven by a desire for new challenges, Jenna made a bold career transition and ventured into the world of automotive sales. She found her calling at a reputable Nissan dealership, where she quickly established herself as a formidable salesperson. Determined to broaden her horizons, Jenna embarked on a transformative journey that led her to spend the next six years at a dynamic 'Buy Here Pay Here Dealership.' This experience served as a catalyst, strengthening her skillset and deepening her understanding of the automotive market.
Eager to explore new avenues within the industry, Jenna joined the prestigious team at Bob Ruth Ford as a dedicated BDC Representative. Recognized by her exceptional talents, she swiftly ascended the ranks to become the store's esteemed Internet Director. Through her relentless dedication and unrivaled work ethic, Jenna has now assumed the role of the dealership's esteemed General Sales Training Director!
About Bob Ruth Ford
What sets Bob Ruth Ford apart is their affiliation with Dealer Synergy. As one of their long-standing clients and an astounding success story, Bob Ruth Ford has experienced tremendous growth. Situated in Dillsburg, PA, a town with a modest population of only 2,500, their single-point Ford dealership has witnessed an extraordinary transformation. Previously selling only a mere 75 units per month from the Internet Department, now they have soared to over 320 units per month, solely from the Internet Department, under the guidance of Dealer Synergy!
Bob Ruth Ford is committed to an ambitious mission: "To revolutionize the perception of the car dealership experience, one customer at a time." They take great pride in having experienced sales staff, whose primary objective is to ensure the complete satisfaction of each and every customer we serve. At Bob Ruth Ford, we go the extra mile by offering Guaranteed Credit Approval through the esteemed Credit Acceptance Corporation. Rest assured, your financing needs will be met with ease.
Resources
Dealer Synergy & Bradley On Demand: The automotive industry’s #1 training, tracking, testing, and certification platform and consulting & accountability firm.
The Millionaire Car Salesman Podcast: is the #1 resource for automotive sales professionals, managers, and owners. Also, join The Millionaire Car Salesman Facebook Group today!
The Against All Odds Radio Show: Hosting guests that have started from the bottom and rose to the top. Also, join The Against All Odds Radio Show Guests & Listeners Facebook Group for the podcasted episodes.
For more interactivity, join The Millionaire Car Salesman Club on Clubhouse.
Win the Game of Googleopoly: Unlocking the secret strategy of search engines.
The Millionaire Car Salesman Podcast is Proudly Sponsored By:
Money Mind Mapp (M3): Visit MoneyMindMapp.com for help in revolutionizing your business to help you sell more cars by tracking, projecting, and forecasting your personal sales goals!
Bradley On Demand: Automotive Sales Industry’s #1 Interactive Training, Tracking, Testing and Certification Platform. With over 7,500 training modules, our platform has everything you and your dealership needs to sell more cars, more often and more profitably!
Welcome to another exciting episode of the Millionaire Car Salesman Podcast. In this week's installment, your hosts, Sean V. Bradley, CSP, Tianna Mick “T Got Your Keys”, and Brandon “Cargozzo” Cogozzo, are back to explore the intricacies of the TikTok Sales Playbook.
Ever wondered how to make your videos go viral? Are you eager to maximize the algorithm's potential to boost your content? Want to expand your circle of influence through collaborations? We've got you covered!
Discover the key strategies and techniques required to build your TikTok presence. Remember, TikTok is a skill that requires cultivation to grow your channel. Initially, focus on reaching important milestones like increasing your followers and accumulating watch hours. Don't be discouraged by the numbers! With over 1.677 billion users, finding your first 1,000 followers is well within reach by simply implementing these strategies.
Join us for an enlightening conclusion to the TikTok Sales Playbook breakdown. Gain valuable insights and embark on your own TikTok journey. It's time to unlock the incredible potential that awaits you on this popular platform.
About Brandon Cogozzo
Brandon Cogozzo loves social media. In fact, he is fascinated by it. As such, he is the Social Media Manager at Mercedes Benz of Fort Mitchell, in Fort Mitchell, Kentucky. From content creation to navigating the back end of social media, he manages the social media for 27 stores.
Also known as Brandon “Cargozzo” on Instagram, Brandon always had a passion for cars. However, he was led to this career by accident. Following his passion for both cars and social media, he had a post get over 3 million impressions. Eventually, it was reposted by Mercedes Benz. Since then, he followed his calling and has become a social media maven.
About Mercedes Benz of Fort Mitchell
Mercedes Benz of Fort Mitchell is a proud member of the Jeff Wyler Automotive Family. Jeff Wyler opened his first dealership in greater Cincinnati in 1973, and has committed himself to be the premier dealer in Cincinnati - and the Midwest.
Since then, the Jeff Wyler Automotive Family has grown to over 20 dealerships, including Mercedes-Benz of Fort Mitchell at 2100 Dixie Highway Exit 188. Like the rest of the Jeff Wyler Automotive Family, our dealership has succeeded by doing things differently than most dealerships. When you visit us, we want you to have a true luxury experience that's fun, easy, and without any stress.
When customers choose Mercedes-Benz of Fort Mitchell for a new or pre-owned car, they receive much more than a stunning vehicle. They are entering into a relationship with Greater Cincinnati's premier luxury dealership. And that relationship means a superb experience - during every visit.
Resources
Dealer Synergy & Bradley On Demand: The automotive industry’s #1 training, tracking, testing, and certification platform and consulting & accountability firm.
The Millionaire Car Salesman Podcast: is the #1 resource for automotive sales professionals, managers, and owners. Also, join The Millionaire Car Salesman Facebook Group today!
The Against All Odds Radio Show: Hosting guests that have started from the bottom and rose to the top. Also, join The Against All Odds Radio Show Guests & Listeners Facebook Group for the podcasted episodes.
For more interactivity, join The Millionaire Car Salesman Club on Clubhouse.
Win the Game of Googleopoly: Unlocking the secret strategy of search engines.
The Millionaire Car Salesman Podcast is Proudly Sponsored By:
Money Mind Mapp (M3): Visit MoneyMindMapp.com for help in revolutionizing your business to help you sell more cars by tracking, projecting, and forecasting your personal sales goals!
Bradley On Demand: Automotive Sales Industry’s #1 Interactive Training, Tracking, Testing and Certification Platform. With over 7,500 training modules, our platform has everything you and your dealership needs to sell more cars, more often and more profitably!
In this week's episode of the Millionaire Car Salesman Podcast, host Sean V. Bradley, CSP, teams up with Tianna Mick, also known as T Got Your Keys, to delve into the world of TikTok and unveil the secrets of the TikTok Sales Playbook. This playbook is a comprehensive guide that addresses all the burning questions sales professionals have about leveraging TikTok for success. From the best tags to use, to the longevity of TikTok as a dominant social media platform, to strategies for sustaining and building upon success, and even tips for cross-platform posting—nothing is left unanswered.
Joining them as a special guest is Brandon “Cargozzo” Cogozzo, the mastermind behind the TikTok Sales Playbook. Brandon shares his invaluable experience of growing his TikTok community to an astonishing billion followers. TikTok serves as a unique platform to connect with various communities such as sports, video gaming, fashion, and cars. Users live vicariously through TikTok, eagerly seeking glimpses into the lives of others, all at their fingertips. It creates a casual viewing experience that captivates consumers.
For newcomers to TikTok, Brandon Cargozzo advises them to dive right in and create any type of video. Embrace the process of trial and error, as it will help you find your unique path to building a thriving community and amassing a dedicated following.
Tune in to this enlightening episode as Sean, Tianna, and Brandon unlock the secrets of TikTok and empower sales professionals with the knowledge they need to conquer this dynamic platform.
About Brandon Cogozzo
Brandon Cogozzo loves social media. In fact, he is fascinated by it. As such, he is the Social Media Manager at Mercedes Benz of Fort Mitchell, in Fort Mitchell, Kentucky. From content creation to navigating the back end of social media, he manages the social media for 27 stores.
Also known as Brandon “Cargozzo” on Instagram, Brandon always had a passion for cars. However, he was led to this career by accident. Following his passion for both cars and social media, he had a post get over 3 million impressions. Eventually, it was reposted by Mercedes Benz. Since then, he followed his calling and has become a social media maven.
About Mercedes Benz of Fort Mitchell
Mercedes Benz of Fort Mitchell is a proud member of the Jeff Wyler Automotive Family. Jeff Wyler opened his first dealership in greater Cincinnati in 1973, and has committed himself to be the premier dealer in Cincinnati - and the Midwest.
Since then, the Jeff Wyler Automotive Family has grown to over 20 dealerships, including Mercedes-Benz of Fort Mitchell at 2100 Dixie Highway Exit 188. Like the rest of the Jeff Wyler Automotive Family, our dealership has succeeded by doing things differently than most dealerships. When you visit us, we want you to have a true luxury experience that's fun, easy, and without any stress.
When customers choose Mercedes-Benz of Fort Mitchell for a new or pre-owned car, they receive much more than a stunning vehicle. They are entering into a relationship with Greater Cincinnati's premier luxury dealership. And that relationship means a superb experience - during every visit.
Resources
Dealer Synergy & Bradley On Demand: The automotive industry’s #1 training, tracking, testing, and certification platform and consulting & accountability firm.
The Millionaire Car Salesman Podcast: is the #1 resource for automotive sales professionals, managers, and owners. Also, join The Millionaire Car Salesman Facebook Group today!
The Against All Odds Radio Show: Hosting guests that have started from the bottom and rose to the top. Also, join The Against All Odds Radio Show Guests & Listeners Facebook Group for the podcasted episodes.
For more interactivity, join The Millionaire Car Salesman Club on Clubhouse.
Win the Game of Googleopoly: Unlocking the secret strategy of search engines.
The Millionaire Car Salesman Podcast is Proudly Sponsored By:
Money Mind Mapp (M3): Visit MoneyMindMapp.com for help in revolutionizing your business to help you sell more cars by tracking, projecting, and forecasting your personal sales goals!
Bradley On Demand: Automotive Sales Industry’s #1 Interactive Training, Tracking, Testing and Certification Platform. With over 7,500 training modules, our platform has everything you and your dealership needs to sell more cars, more often and more profitably!
This week on the Millionaire Car Salesman Podcast, Sean V. Bradley, CSP, and L.A. Williams dive into the untapped potential that dealerships are missing out on – harnessing the power of ChatGPT and other AI entities to revolutionize video email and video text messaging. Are your emails lacking a personal touch? Are your text messages going unanswered?
In this engaging episode, special guest Shane Ryan from BombBomb joins the discussion to shed light on the distinction between true AI and ChatGPT, which acts as a language interpreter. Think of ChatGPT as your dealership's intern, capable of personalizing messages, generating fresh script ideas, and much more, while ChatGPT has remarkable capabilities, it's important to note that it doesn't replace the human touch. ChatGPT is a valuable assistant, much like any other tool, enhancing your communication efforts when used effectively.
Tune in, and discover how to embark on your ChatGPT journey, and unlock the potential to transform your dealership's customer interactions.
About Shane Ryan
Believe it or not but Shane Ryan started his career as an Epidemiologist for the Centers for Disease Control and Prevention! He was on the frontline of stopping the spread of communicable disease epidemics and he decided to make a deeper impact which led to a change of careers in his early 20s and got his start in Software in 2015 at BombBomb, Inc. Shane started in Client Care and quickly became a team lead, transitioned to create the SDR team where his training and assistance led to a 350% increase in demo sets and an astounding 88% hold rate. He transitioned into Inside Sales holding the tops sales spot for 3 years in a row when he decided to move to Mid Market/Enterprise Sales where he maintains as a top sales producer and holds the largest single deal record at BombBomb.
It's all about relationships for Shane. These are all just numbers, what wakes Shane up in the morning is that he knows he is making a difference in the businesses that he serves. Shane has sent over 10,000 personal videos and believes that Human Centered communication in outbound processes is going to help companies break through the digital noise that fills so many people's inboxes. Shane's creative ability to put himself in his client's shoes is what makes him someone you want to work with!
About BombBomb
Convert more leads, shorten the sales cycle, and close more opportunities faster! BombBomb's video messaging gets you face to face with the people who matter most. With over 60+ Integrations, BombBomb is as easy to install and setup as it is to use everyday! Simply increase consumer engagement by using video to connect face to face with your prospects. Build client and referral partner relationships, save time, and add a human touch with BombBomb video email and video text messages!
Visit www.BombBomb.com/DealerSynergy/ for more information and access to unlock Dealer Synergy’s Exclusive BombBomb Discount! Try Bombbomb today and lead your team into the new ‘tomorrow’ of video!
About Covert Auto Group
Covert Auto Group is a family-owned group of automotive dealerships that has served the greater Austin area for over 100 years. Since its inception, the team at Covert Auto Group has been committed to providing customers with a high-quality selection of new and pre-owned vehicles, as well as outstanding service and customer satisfaction.
Resources
Dealer Synergy & Bradley On Demand: The automotive industry’s #1 training, tracking, testing, and certification platform and consulting & accountability firm.
The Millionaire Car Salesman Podcast: is the #1 resource for automotive sales professionals, managers, and owners. Also, join The Millionaire Car Salesman Facebook Group today!
The Against All Odds Radio Show: Hosting guests that have started from the bottom and rose to the top. Also, join The Against All Odds Radio Show Guests & Listeners Facebook Group for the podcasted episodes.
For more interactivity, join The Millionaire Car Salesman Club on Clubhouse.
Win the Game of Googleopoly: Unlocking the secret strategy of search engines.
The Millionaire Car Salesman Podcast is Proudly Sponsored By:
Money Mind Mapp (M3): Visit MoneyMindMapp.com for help in revolutionizing your business to help you sell more cars by tracking, projecting, and forecasting your personal sales goals!
Bradley On Demand: Automotive Sales Industry’s #1 Interactive Training, Tracking, Testing and Certification Platform. With over 7,500 training modules, our platform has everything you and your dealership needs to sell more cars, more often and more profitably!
This week on the Millionaire Car Salesman Podcast, Sean V. Bradley, CSP, delves into the intriguing topic of branding for car sales professionals. In this episode, Sean interviews Kelly Mercer, a talented car sales professional at Covert Auto Group, and Alma Nunez, the marketing director of the same dealership, to explore how car salespeople can build their personal brand while working under the umbrella of a dealership.
Are you wondering where to begin when it comes to building your own brand within the dealership's brand? Or you're unsure of the assets you have at your disposal and where to seek assistance with creating your website, logo, and brand identity. Targeting the right audience is crucial, but how do you find and connect with them effectively?
During their discussion, Alma and Sean share invaluable insights on how car sales professionals can identify their target audience, effectively utilize social media to engage with the community and keep the algorithm working in their favor. Alma emphasizes the power of collaboration and how leveraging the expertise of the dealership's marketing team can help salespeople expand their reach, establish their unique identity, and build a solid customer base. They stress the importance of passion and the drive to improve constantly, encouraging sales professionals to create visually appealing graphics, actively engage on social media platforms, participate in community events, and ultimately establish a distinct and influential presence within the automotive community.
About Kelly Mercer
Kelly Mercer started in the business in June of 2020 after being a coach and math teacher for 28 years here in Texas. He started as an assistant coach for many years, then became an Athletic Director and Head Football Coach. Coaching and teaching in Texas is a 14-16 hour day, 7 days a week job, especially during the football season. WOULDN'T TRADE IT FOR THE WORLD, THOUGH!! However, when Covid hit in 2020, Kelly realized how much he missed time with his family, so Kelly looked at other avenues for jobs that led him to Covert Auto Group (Chevy and Ford stores) in Hutto. 2 years later, they kept letting him come back! In 2021 Kelly was named #2 overall salesperson, using a metric that included volume, gross, surveys, etc. In 2022, he was #3 in volume for the Covert Auto Group complex and #1 in gross for the entire Covert Auto Group, which includes 5 stores.
About Alma Nunez
Alma Nunez is a dynamic marketing professional passionate about driving impactful results in the automotive industry. With over 25 years of marketing and public relations and as the Director of Marketing and Public Relations at Covert Auto Group in Hutto, Texas, Alma has played a pivotal role in shaping the company's brand image and driving business growth. Throughout her tenure at Covert Auto Group, Alma has been instrumental in developing and implementing innovative marketing strategies that have effectively elevated the company's visibility and increased market share. Her keen understanding of consumer behavior and market trends has enabled her to create targeted campaigns that resonate with the target audience and drive customer engagement.
About Covert Auto Group
Covert Auto Group is a family-owned group of automotive dealerships that has served the greater Austin area for over 100 years. Since its inception, the team at Covert Auto Group has been committed to providing customers with a high-quality selection of new and pre-owned vehicles, as well as outstanding service and customer satisfaction.
Resources
Dealer Synergy & Bradley On Demand: The automotive industry’s #1 training, tracking, testing, and certification platform and consulting & accountability firm.
The Millionaire Car Salesman Podcast: is the #1 resource for automotive sales professionals, managers, and owners. Also, join The Millionaire Car Salesman Facebook Group today!
The Against All Odds Radio Show: Hosting guests that have started from the bottom and rose to the top. Also, join The Against All Odds Radio Show Guests & Listeners Facebook Group for the podcasted episodes.
For more interactivity, join The Millionaire Car Salesman Club on Clubhouse.
Win the Game of Googleopoly: Unlocking the secret strategy of search engines.
The Millionaire Car Salesman Podcast is Proudly Sponsored By:
Money Mind Mapp (M3): Visit MoneyMindMapp.com for help in revolutionizing your business to help you sell more cars by tracking, projecting, and forecasting your personal sales goals!
Bradley On Demand: Automotive Sales Industry’s #1 Interactive Training, Tracking, Testing and Certification Platform. With over 7,500 training modules, our platform has everything you and your dealership needs to sell more cars, more often and more profitably!
This week on the Millionaire Car Salesman Podcast, renowned automotive industry expert Sean V. Bradley, CSP sits down with Shep Hyken, a leading authority on customer service and experience, to explore the critical role of exceptional customer service within the automotive industry. As an internationally recognized customer service speaker and bestselling author, Shep Hyken brings his vast expertise to the discussion. He shares valuable insights and actionable strategies for automotive professionals to elevate their customer service game and enhance the overall experience for their clients.
Throughout the podcast, Shep emphasizes the importance of creating a customer-centric culture within automotive dealerships and service departments. He underscores that every employee, regardless of their role, should understand the significance of customer service and be committed to delivering exceptional experiences at every touchpoint, from empathy to effective communication and going the extra mile to create a lasting impact on the customer. By prioritizing customer satisfaction and investing in building lasting relationships, automotive professionals can set themselves apart in a competitive market and achieve long-term success.
About Shep Hyken
Award-winning Keynote Speaker and World-Renowned Keynote Speaker in Customer Service & Customer Experience
Shep Hyken has worked with the world’s best brands to help them build a culture centered around the customer. His presentations consistently get rave reviews for being engaging and informative. The National Speakers Association inducted Shep into it’s Hall of Fame for lifetime achievement in the professional speaking industry.
Resources
Dealer Synergy & Bradley On Demand: The automotive industry’s #1 training, tracking, testing, and certification platform and consulting & accountability firm.
The Millionaire Car Salesman Podcast: is the #1 resource for automotive sales professionals, managers, and owners. Also, join The Millionaire Car Salesman Facebook Group today!
The Against All Odds Radio Show: Hosting guests that have started from the bottom and rose to the top. Also, join The Against All Odds Radio Show Guests & Listeners Facebook Group for the podcasted episodes.
For more interactivity, join The Millionaire Car Salesman Club on Clubhouse.
Win the Game of Googleopoly: Unlocking the secret strategy of search engines.
The Millionaire Car Salesman Podcast is Proudly Sponsored By:
Money Mind Mapp (M3): Visit MoneyMindMapp.com for help in revolutionizing your business to help you sell more cars by tracking, projecting, and forecasting your personal sales goals!
Bradley On Demand: Automotive Sales Industry’s #1 Interactive Training, Tracking, Testing and Certification Platform. With over 7,500 training modules, our platform has everything you and your dealership needs to sell more cars, more often and more profitably!
EP 7:20 Roadmap to Success: Unveiling the Strategies of a Showroom Sales Pro, BDC and Social Media Manager
This week on the Millionaire Car Salesman Podcast, Sean V. Bradley, CSP, networks and talks shop with Annette Needham, a BDC Manager at Walt’s Auto Group in Live Oak, FL. Have you ever gone to a conference and felt overwhelmed? Have you watched other automotive heavyweights use social media to their advantage but can’t figure out how to use it in your day-to-day life? What knowledge do you need to know to be successful in the automotive industry? Ms. Needham and Mr. Bradley can get you on the path to success!
As a BDC and social media manager Annette has seen a lot of things, everything in the automotive industry starts with leadership. Managers need to show their teams the expectations and how to achieve them. Constantly learning, training, and leading by example is how dealerships foster growth within dealerships.
Listen to this week’s podcast to learn more about Annette Needham and how her experience has made her successful as a BDC and social media manager.
About Annette Needham
Annette Needham was born and raised in North Phoenix, AZ. Went to Barry Goldwater High School and excelled in advanced placement classes and theater! In 1999 Annette graduated, and the very next day, she left to join the Army as an Intelligence Analyst. After serving as a member of the 23rd Cav Bde in Ft Hood, Annette got out and enjoyed civilian life and mom-hood. Life had its ups and downs, and after some major setbacks, she decided to pursue her dream and follow in her Uncle's footsteps in the Auto industry.
Walt’s Auto Group in Live Oak, FL, gave Annette that chance in January 2021, and she began her new career!! Annette has had the chance to work at both Walt’s Auto Group dealerships, as well as the BDC department. She keeps learning and moving forward. It is a joy to work in a small town dealership with a staff & owners that treats everyone from customers on up like family and a super strong female presence in all departments, including service!! Annette is excited for the future and the launch of our combined Auto Group social media accounts, complete with "Live" videos called Caffeine and Cars with another saleswoman Krystin at Walt’s Auto Group Ford store!
About Walt’s Auto Group
Walt's Live Oak Ford is your trusted Ford dealership in Live Oak and the reason why our loyal customers keep coming back. We offer an extensive new and pre-owned inventory, as well as lease specials, finance options, and expert auto service. We are dedicated to providing exceptional customer service and being an integral part of our community. We look forward to seeing you soon!
Walt's Live Oak CDJR would like to welcome you to our dealership in Live Oak, where we’re confident you’ll find the vehicles you’re looking for at a price you can afford. Come and check out our full selection of new Chrysler, Dodge, Jeep, and Ram vehicles, or get a great deal on a reliable pre-owned model. Regardless of your vehicle, our professional finance team will help you get settled with a competitive financing or lease plan.
Resources
Dealer Synergy & Bradley On Demand: The automotive industry’s #1 training, tracking, testing, and certification platform and consulting & accountability firm.
The Millionaire Car Salesman Podcast: is the #1 resource for automotive sales professionals, managers, and owners. Also, join The Millionaire Car Salesman Facebook Group today!
The Against All Odds Radio Show: Hosting guests that have started from the bottom and rose to the top. Also, join The Against All Odds Radio Show Guests & Listeners Facebook Group for the podcasted episodes.
For more interactivity, join The Millionaire Car Salesman Club on Clubhouse.
Win the Game of Googleopoly: Unlocking the secret strategy of search engines.
The Millionaire Car Salesman Podcast is Proudly Sponsored By:
Money Mind Mapp (M3): Visit MoneyMindMapp.com for help in revolutionizing your business to help you sell more cars by tracking, projecting, and forecasting your personal sales goals!
Bradley On Demand: Automotive Sales Industry’s #1 Interactive Training, Tracking, Testing, and Certification Platform. With over 7,500 training modules, our platform has everything you and your dealership needs to sell more cars, more often and more profitably!
This week on the Millionaire Car Salesman Podcast, Sean V. Bradley, CSP, breaks down the post-pandemic reality. Sometimes in the automotive industry, people inadvisably find ways around doing their training, causing a widespread lack of product knowledge among sales consultants. Do you know the number one competitors for your store’s lineup? Do you know the different upgrades for your store’s vehicles?
Joining Sean this week is long-time listener David Kirby, car salesman at Milton Ruben Auto Group in Augusta Georgia. Training and mastering product knowledge will set you up for success. Sales professionals need to know their roots on the road to the sale, how to build your book of sale, how to get your own ups, etc. If you’re struggling, listen to this free strategy session to learn how to improve your core training.
About David Kirby
David Kirby is a dedicated and accomplished sales consultant at Milton Ruben Auto Group in Augusta, Georgia. With a passion for the automotive industry and an unwavering commitment to customer satisfaction, David has established himself as a trusted advisor for individuals seeking their perfect vehicle. With three years of experience under his belt, David possesses an extensive knowledge of the automotive market and a keen eye for matching clients with their ideal cars.
About Milton Ruben Auto Group
At Milton Ruben Auto Group, we have devoted ourselves to helping and serving our customers to the best of our ability. We believe the cars we offer are the highest quality and ideal for your life needs. We understand that you rely on our website for accurate information, and it is our pledge to deliver you relevant, correct, and abundant content.
Please do not hesitate to contact us with any questions you may have. Our staff is happy to answer any and all inquiries in a timely fashion. We look forward to doing business with you!
Resources
Dealer Synergy & Bradley On Demand: The automotive industry’s #1 training, tracking, testing, and certification platform and consulting & accountability firm.
The Millionaire Car Salesman Podcast: is the #1 resource for automotive sales professionals, managers, and owners. Also, join The Millionaire Car Salesman Facebook Group today!
The Against All Odds Radio Show: Hosting guests that have started from the bottom and rose to the top. Also, join The Against All Odds Radio Show Guests & Listeners Facebook Group for the podcasted episodes.
For more interactivity, join The Millionaire Car Salesman Club on Clubhouse.
Win the Game of Googleopoly: Unlocking the secret strategy of search engines.
The Millionaire Car Salesman Podcast is Proudly Sponsored By:
Money Mind Mapp (M3): Visit MoneyMindMapp.com for help in revolutionizing your business to help you sell more cars by tracking, projecting, and forecasting your personal sales goals!
Bradley On Demand: Automotive Sales Industry’s #1 Interactive Training, Tracking, Testing and Certification Platform. With over 7,500 training modules, our platform has everything you and your dealership needs to sell more cars, more often and more profitably!
This week on the Millionaire Car Salesman Podcast, L.A. Williams dives into how any sales professional can rev up their sales. No matter your background, no matter what position you start in, you can make a better situation for yourself.
Joining L.A. Williams this week is Anthony Castillo, a master car salesman in just two years, tripling his income in just the first half year as a car salesman. Marketing has been the secret to Anthony’s success! Anthony locked in on how to optimize internet leads, never letting anyone tell him "No". The customer can’t come in to see the vehicle? Anthony and LA Williams have a ton of secrets to help you level up your sales game.
About Anthony Castillo
Anthony Castillo, born and raised in Georgia, started in the construction industry, but he made a commitment to his family. Anthony moved across the country to begin his first year as a Sales Consultant moving to Colorado by himself. He motivated himself to get back to his family, and life-changing allowed Anthony to make a better life for his family, and that still drives him to this day.
About Mike Shaw Subaru
Here at Mike Shaw Subaru, our mission is to be the automotive home of drivers in the Thornton, CO, area. We provide a vast selection of new and used vehicles, exceptional car care, and customer service with a smile!
Speaking of new Subaru models, you have your pick of our showroom. Our local dealership keeps a great inventory of used cars, trucks, and SUVs. With competitive prices offered on every pre-owned model for sale on our lot, you won't find a reason to visit any other dealership in Thornton.
Resources
Dealer Synergy & Bradley On Demand: The automotive industry’s #1 training, tracking, testing, and certification platform and consulting & accountability firm.
The Millionaire Car Salesman Podcast: is the #1 resource for automotive sales professionals, managers, and owners. Also, join The Millionaire Car Salesman Facebook Group today!
The Against All Odds Radio Show: Hosting guests that have started from the bottom and rose to the top. Also, join The Against All Odds Radio Show Guests & Listeners Facebook Group for the podcasted episodes.
For more interactivity, join The Millionaire Car Salesman Club on Clubhouse.
Win the Game of Googleopoly: Unlocking the secret strategy of search engines.
The Millionaire Car Salesman Podcast is Proudly Sponsored By:
Money Mind Mapp (M3): Visit MoneyMindMapp.com for help in revolutionizing your business to help you sell more cars by tracking, projecting, and forecasting your personal sales goals!
Bradley On Demand: Automotive Sales Industry’s #1 Interactive Training, Tracking, Testing and Certification Platform. With over 7,500 training modules, our platform has everything you and your dealership needs to sell more cars, more often and more profitably!
This week on the Millionaire Car Salesman Podcast, Sean V. Bradley asks Geno Kyle, General Sales Manager at Hubler Automotive Group in Indianapolis, IN, the hard-hitting pressing questions asked by the Millionaire Car Salesman Facebook group in 2023. If you’ve ever asked yourself:
- How do I overcome addendums?
- How does Geno overcome the new car inventory shortage?
- What’s working the best, flipping people to used cars, direct orders, or similar new vehicles when you don’t have the car a customer wants?
- How to close a customer on a higher payment?
Do you have a question you would like to ask the pros? Make sure you’re part of the Millionaire Car Salesman.
About Geno Kyle
Geno Kyle has been in the automotive industry for 30 years. At the start of his career, he had an interview at a dealership and was told he needed the commitment or talent to be a salesperson. He did not let that deter him from becoming who he is today. Car salesmen trained under Geno Kyle’s expertise have sold between 36-40 cars a month. He believes and trains on the concept that having faith in yourself, doing things outside of what you see every day, and mapping out the blueprint to your goals are key to major success.
About Hubler Automotive Group
The Hubler Automotive Group has been serving Indiana drivers for nearly 60 years with top-notch car sales, service, and financing. Franklin Hubler founded the Hubler Automotive Group in 1961 when he bought a Chevrolet dealership in Indianapolis, IN. Now -- three generations later -- we have 14 locations in seven counties throughout Central Indiana. That makes us one of the largest dealership groups in the state. If you’re looking to buy a new car, service the vehicle you own or browse an impressive selection of used cars for sale in Indiana, turn to one of the Hubler Automotive Group dealerships.
Resources
Dealer Synergy & Bradley On Demand: The automotive industry’s #1 training, tracking, testing, and certification platform and consulting & accountability firm.
The Millionaire Car Salesman Podcast: is the #1 resource for automotive sales professionals, managers, and owners. Also, join The Millionaire Car Salesman Facebook Group today!
The Against All Odds Radio Show: Hosting guests that have started from the bottom and rose to the top. Also, join The Against All Odds Radio Show Guests & Listeners Facebook Group for the podcasted episodes.
For more interactivity, join The Millionaire Car Salesman Club on Clubhouse.
Win the Game of Googleopoly: Unlocking the secret strategy of search engines.
The Millionaire Car Salesman Podcast is Proudly Sponsored By:
Money Mind Mapp (M3): Visit MoneyMindMapp.com for help in revolutionizing your business to help you sell more cars by tracking, projecting, and forecasting your personal sales goals!
Bradley On Demand: Automotive Sales Industry’s #1 Interactive Training, Tracking, Testing and Certification Platform. With over 7,500 training modules, our platform has everything you and your dealership needs to sell more cars, more often and more profitably!
This week on the Millionaire Car Salesman Podcast, Sean V. Bradley interviews Digital Dealer’s Show Director, Alissa Calvaruso, and Digital Dealer Conference Manager & Head of Education, Christine Corkran, to discuss the upcoming Digital Dealer Tampa 2023 happening May 1st - May 3rd, 2023.
Why should you attend this year’s Digital Dealer?
Digital Dealer is a great place for networking and learning from a wide variety of speakers, and provides interactive, hands-on, lab-based sessions created to encourage dealer attendees to connect, learn, and create memorable moments! Digital Dealer Tampa will include even more networking opportunities and an agenda packed with deep dives, labs, fireside chats, and more!
REGISTER NOW
Text the word TAMPA to (267) 551-6279 for Discount Codes and Free Scholarship Opportunities!
About Sean’s Digital Dealer Session - The Absolute Best Strategy for Lead Handling in 2023
Dealers spend OVER $1 billion per month ($65,000 per month x 16,500+ franchise dealerships) on marketing, advertising, and lead generation. But often, there isn't a solid strategy in place to actually engage and convert these opportunities.
Sean V. Bradley has spent the last 23 years pioneering automotive internet sales and business development. He has helped 3,700+ dealerships generate over $1.5 billion in additional revenue, utilizing his unique lead follow-up and engagement strategy.
In this 50-minute session, Sean will:
- Answer the questions:
What is the best infrastructure to handle Internet, phone, and BDC leads to yield the HIGHEST closing ratio and gross?
Is it showroom sales consultants or BDC reps?
How many reps do you need to handle X number of leads?
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Cover lead handling/follow-up strategies for each of the main lead classifications:
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New Car
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Used Car
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Special Finance
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Give you the most effective CRM Strategy that will immediately increase your engagements and conversions - Show you powerful new ways to follow up with your leads and opportunities that will double, triple, and even quadruple your engagements
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Social Media DMs
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Facebook
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Instagram
-
Whats App
-
LinkedIn
-
TikTok
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Venmo
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Cash App
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Video Email and Video Text Messaging
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Sean will also break down how Bob Ruth Ford's Internet Department went from 75 units per month to 320 units per month in a location with only 2,500 residents!
About Tianna Mick & Crissy Burton’s Session - Proven Tactics and Tips from a Top Sales Performer Who Built her Brand to Sell 74 Cars a Month
In this session, Crissy Burton of Hubler Automotive Group, one of the highest-performing sales professionals, will share her proven tips and formula for success! She will discuss how you/your sales team can build a pipeline and increase business from new and repeat customers.
In this fireside-style chat with Tianna Mick, Crissy will discuss how she consistently breaks sales records at the dealership. Walk away with a proven formula to attract customers to the dealership and close more sales. This formula has helped Crissy to sell 74 units on the showroom sales floor with no assistants and all special finance customers by cultivating relationships.
You will learn:
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How sales personnel can achieve work/life balance while having a successful career in automotive
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How to build a personal brand that drives more traffic into the dealership and increases sales
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How to use Instagram and Facebook Marketplace listings to attract potential customers
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Special finance secrets and strategies to implement at your dealership
Call 856-546-2440 or Text 610-607-3231 to set up a time to meet with the Dealer Synergy Team at the Dealer Synergy Book at Digital Dealer Tampa May 1st - 3rd, 2023!
About Alissa Calvaruso
Alissa Calvaruso is in her 8th year with Digital Dealer. Alissa’s journey started as a content manager communicating with speakers and booking speakers for Digital Dealer. Those responsibilities grew to include editor of Dealer Magazine, and now she has moved up to Show Director of Digital Dealer, where she now oversees the whole show.
About Christine Corkran
Christine Corkran has been with Digital Dealer for the past 2 years. She began as a conference agenda specialist and has worked her way up to being a Conference Manager and Alissa’s right-hand woman. As Conference Manager Christine is now overseeing the education portion of the conference.
About Digital Dealer
Digital Dealer Tampa – But 2.0! Learn What’s New!
Join us at Digital Dealer Tampa, May 1-3, 2023, for a 2.5-day conference and expo packed with actionable sessions, impactful keynotes, numerous opportunities for networking, the latest auto retail solutions, and more!
REGISTER NOW
Resources
Dealer Synergy & Bradley On Demand: The automotive industry’s #1 training, tracking, testing, and certification platform and consulting & accountability firm.
The Millionaire Car Salesman Podcast: is the #1 resource for automotive sales professionals, managers, and owners. Also, join The Millionaire Car Salesman Facebook Group today!
The Against All Odds Radio Show: Hosting guests that have started from the bottom and rose to the top. Also, join The Against All Odds Radio Show Guests & Listeners Facebook Group for the podcasted episodes.
For more interactivity, join The Millionaire Car Salesman Club on Clubhouse.
Win the Game of Googleopoly: Unlocking the secret strategy of search engines.
The Millionaire Car Salesman Podcast is Proudly Sponsored By:
Money Mind Mapp (M3): Visit MoneyMindMapp.com for help in revolutionizing your business to help you sell more cars by tracking, projecting, and forecasting your personal sales goals!
Bradley On Demand: Automotive Sales Industry’s #1 Interactive Training, Tracking, Testing and Certification Platform. With over 7,500 training modules, our platform has everything you and your dealership needs to sell more cars, more often and more profitably!
This week on the Millionaire Car Salesman Podcast, Sean V. Bradley continues the conversation with Geno Kyle, General Sales Manager at Hubler Automotive Group in Indianapolis, IN. The automotive industry, as a whole, needs to go back to the basics: Road to the Sale, Customer Worksheet, Customer Needs Analysis, etc. Having forms that both new and veteran sales professionals can use accurately leads to the best customer experience at any dealership. What other basics and secrets can these industry giants dish out? Listen in to see what else you can implement at your dealership.
About Geno Kyle
Geno Kyle has been in the automotive industry for 30 years. At the start of his career, he had an interview at a dealership and was told he needed the commitment or talent to be a salesperson. He did not let that deter him from becoming who he is today. Car salesmen trained under Geno Kyle’s expertise have sold between 36-40 cars a month. He believes and trains on the concept that having faith in yourself, doing things outside of what you see every day, and mapping out the blueprint to your goals is key to major success.
About Hubler Automotive Group
The Hubler Automotive Group has been serving Indiana drivers for nearly 60 years with top-notch car sales, service, and financing. Franklin Hubler founded the Hubler Automotive Group in 1961 when he bought a Chevrolet dealership in Indianapolis, IN. Now -- three generations later -- we have 14 locations in seven counties throughout Central Indiana. That makes us one of the largest dealership groups in the state. If you’re looking to buy a new car, service the vehicle you own or browse an impressive selection of used cars for sale in Indiana, turn to one of the Hubler Automotive Group dealerships.
Resources
Dealer Synergy & Bradley On Demand: The automotive industry’s #1 training, tracking, testing, and certification platform and consulting & accountability firm.
The Millionaire Car Salesman Podcast: is the #1 resource for automotive sales professionals, managers, and owners. Also, join The Millionaire Car Salesman Facebook Group today!
The Against All Odds Radio Show: Hosting guests that have started from the bottom and rose to the top. Also, join The Against All Odds Radio Show Guests & Listeners Facebook Group for the podcasted episodes.
For more interactivity, join The Millionaire Car Salesman Club on Clubhouse.
Win the Game of Googleopoly: Unlocking the secret strategy of search engines.
The Millionaire Car Salesman Podcast is Proudly Sponsored By:
Money Mind Mapp (M3): Visit MoneyMindMapp.com for help in revolutionizing your business to help you sell more cars by tracking, projecting, and forecasting your personal sales goals!
Bradley On Demand: Automotive Sales Industry’s #1 Interactive Training, Tracking, Testing and Certification Platform. With over 7,500 training modules, our platform has everything you and your dealership needs to sell more cars, more often and more profitably!
This week on the Millionaire Car Salesman Podcast, Sean V. Bradley sits down with Geno Kyle, General Sales Manager at Hubler Automotive Group in Indianapolis, IN, to discuss how sales professionals can harness the power of marketing and training to increase their closing rates. Geno has been training automotive sales professionals for 23 years, long enough for his track record of training superstar sellers to stand heads and shoulders above the rest. Listen to how you can become the top closer at your dealership.
About Geno Kyle
Geno Kyle has been in the automotive industry for 30 years. At the start of his career, he had an interview at a dealership and was told he did not have the commitment or talent to be a salesperson. He did not let that deter him from becoming who he is today. Car salesmen trained under Geno Kyle’s expertise have sold between 36-40 cars a month. He believes and trains on the concept that having faith in yourself, doing things outside of what you see every day, and mapping out the blueprint to your goals is key to major success.
About Hubler Automotive Group
The Hubler Automotive Group has been serving Indiana drivers for nearly 60 years with top-notch car sales, service, and financing. Franklin Hubler founded the Hubler Automotive Group in 1961 when he bought a Chevrolet dealership in Indianapolis, IN. Now -- three generations later -- we have 14 locations in seven counties throughout Central Indiana. That makes us one of the largest dealership groups in the state. If you’re looking to buy a new car, service the vehicle you own or browse an impressive selection of used cars for sale in Indiana, turn to one of the Hubler Automotive Group dealerships.
Resources
Dealer Synergy & Bradley On Demand: The automotive industry’s #1 training, tracking, testing, and certification platform and consulting & accountability firm.
The Millionaire Car Salesman Podcast: is the #1 resource for automotive sales professionals, managers, and owners. Also, join The Millionaire Car Salesman Facebook Group today!
The Against All Odds Radio Show: Hosting guests that have started from the bottom and rose to the top. Also, join The Against All Odds Radio Show Guests & Listeners Facebook Group for the podcasted episodes.
For more interactivity, join The Millionaire Car Salesman Club on Clubhouse.
Win the Game of Googleopoly: Unlocking the secret strategy of search engines.
The Millionaire Car Salesman Podcast is Proudly Sponsored By:
Money Mind Mapp (M3): Visit MoneyMindMapp.com for help in revolutionizing your business to help you sell more cars by tracking, projecting, and forecasting your personal sales goals!
Bradley On Demand: Automotive Sales Industry’s #1 Interactive Training, Tracking, Testing and Certification Platform. With over 7,500 training modules, our platform has everything you and your dealership needs to sell more cars, more often and more profitably!
This week on the Millionaire Car Salesman Podcast, Sean V. Bradley and Malik “Yung Jedi” Bronner break down the current struggles of the automotive industry. Do car salespeople know how to sell cars as they did before the pandemic? How did the pandemic create a sales force with widespread limited knowledge of how to properly sell a car?
Realistically how can managers and trainers turn their sales professionals around? Training, training, training is the number one thing to create master car salespeople. Focus on the basics: how to qualify a prospect on the sales room floor, take the OEM seriously, the road to the sale, etc. All these things will improve your dealership.
About Malik Bronner
Starting at Dealer Synergy over three years ago as a call analyst, Malik “Yung Jedi” Bronner has worked his way up the ranks to the position of Performance Coach at Dealer Synergy and a Tier 1 National Trainer. Not only is he one of the top performance coaches and phone process trainers on the Dealer Synergy team, but he also hosts “The Yung Jedi Counsel,” a weekly free training session for the automotive community.
About Dealer Synergy
Dealer Synergy is an Award-Winning Training, Consulting, and Accountability firm that has built the most profitable Internet Sales and Business Development departments for Automotive Dealerships across North America. Clients will have access to live support from our expertly trained Management Team, our Technology Team, to assist with all website, graphics, video production, and social networking needs, and our team of analysts who excel in human resources, mystery shopping, and phone training!
Resources
Dealer Synergy & Bradley On Demand: The automotive industry’s #1 training, tracking, testing, and certification platform and consulting & accountability firm.
The Millionaire Car Salesman Podcast: is the #1 resource for automotive sales professionals, managers, and owners. Also, join The Millionaire Car Salesman Facebook Group today!
The Against All Odds Radio Show: Hosting guests that have started from the bottom and rose to the top. Also, join The Against All Odds Radio Show Guests & Listeners Facebook Group for the podcasted episodes.
For more interactivity, join The Millionaire Car Salesman Club on Clubhouse.
Win the Game of Googleopoly: Unlocking the secret strategy of search engines.
The Millionaire Car Salesman Podcast is Proudly Sponsored By:
Money Mind Mapp (M3): Visit MoneyMindMapp.com for help in revolutionizing your business to help you sell more cars by tracking, projecting, and forecasting your personal sales goals!
Bradley On Demand: Automotive Sales Industry’s #1 Interactive Training, Tracking, Testing and Certification Platform. With over 7,500 training modules, our platform has everything you and your dealership needs to sell more cars, more often and more profitably!
This week on the Millionaire Car Salesman Podcast, Sean V. Bradley and LA Williams interview Mike Schneider, Dealer Principal of Jim Taylor Motors in Fort Benton, MT. How does one become a dealer principal by 30 years old? What nuggets of knowledge has Mike learned in his automotive career? What is it like to be a dealer principal in a small Montana community?
Mike Schneider knew from an early age that his goal was to become a dealer principal at a Ford dealership. Mike credits his time as a performance trainer for advancing his understanding of what makes a good, well-rounded manager. He learned that he couldn’t expect sales to go up if, as the boss, he didn’t put money into advertising, and in that same vein, he can’t expect a better performance from a car salesman if, as a manager, he isn’t promoting training. The new automotive mindset has moved away from the sink-or-swim mentality to more internal investments and personal investment to build up the sales team as a team. Management is the key skill that many people in the automotive industry struggle with, so listen in to see what lessons Mike Schneider can impart so you can take your automotive career to the next level!
About Mike Schnider
Mike Schnider grew up with a dad in that business, and as a kid, Mike worked on his dad’s buy-here-pay-here lot in Spokane, Washington. During that time, Mike discovered his life goal to be a dealer principal of a Ford store. He started selling cars for a franchise auto dealer as a summer job in his second year playing college football. From there, Mike worked his way from sales to finance manager to the used care manager to general sales manager. Moving to the corporate side of the business doing performance training with dealerships around the country, the opportunity to purchase my Ford, Chevy, and GMC points became available. In 2019 Mike took over the dealerships and completed the full purchase of the facility and points in 2022, making Mike a first-generation dealer and sole dealer principal.
About Jim Taylor Motors
At Jim Taylor Motors, everything we do revolves around you. Our various teams are trained to address your needs from the moment you walk through the door, whether you're in the market for your next vehicle or tuning up your current one.
Starting with our selection of new Ford, Chevrolet, and GMC models, our Fort Benton showroom is the place to be if you're in the market for a Ford F-150, Ford Escape, GMC Sierra 1500, Chevrolet Silverado 1500, or Chevrolet Silverado 2500.
Resources
Dealer Synergy & Bradley On Demand: The automotive industry’s #1 training, tracking, testing, and certification platform and consulting & accountability firm.
The Millionaire Car Salesman Podcast: is the #1 resource for automotive sales professionals, managers, and owners. Also, join The Millionaire Car Salesman Facebook Group today!
The Against All Odds Radio Show: Hosting guests that have started from the bottom and rose to the top. Also, join The Against All Odds Radio Show Guests & Listeners Facebook Group for the podcasted episodes.
For more interactivity, join The Millionaire Car Salesman Club on Clubhouse.
Win the Game of Googleopoly: Unlocking the secret strategy of search engines.
The Millionaire Car Salesman Podcast is Proudly Sponsored By:
Money Mind Mapp (M3): Visit MoneyMindMapp.com for help in revolutionizing your business to help you sell more cars by tracking, projecting, and forecasting your personal sales goals!
Bradley On Demand: Automotive Sales Industry’s #1 Interactive Training, Tracking, Testing and Certification Platform. With over 7,500 training modules, our platform has everything you and your dealership needs to sell more cars, more often and more profitably!
This week on the Millionaire Car Salesman Podcast, Sean V. Bradley tackles the topic of entering the automotive industry as a second career in life. Is it possible to do? How can someone use their previous career experience to excel at selling cars? How much could you be making as a car salesman? How could being in the automotive industry change your life? Your family’s life?
Kelly Mercer is joining Sean V. Bradley this week because he made the jump into the automotive industry after being a teacher for 28 years! Kelly Mercer worked as a high school head coach and math teacher for 28 years, but during the pandemic, he took that leap of faith - retiring from teaching to start a career as a car salesman. Kelly was the #1 in gross for the entire Covert Auto Group in 2022! What techniques have helped him succeed? Listen in to find out!!
About Kelly Mercer
Kelly Mercer started in the business in June of 2020 after being a coach and math teacher for 28 years here in Texas. He started as an assistant coach for many years, then became an Athletic Director and Head Football Coach. Coaching and teaching in Texas is a 14-16 hour day, 7 days a week job, especially during the football season. WOULDN'T TRADE IT FOR THE WORLD, THOUGH!! However, when Covid hit in 2020, Kelly realized how much he missed time with his family, so Kelly looked at other avenues for jobs that led him to Covert Auto Group (Chevy and Ford stores) in Hutto. 2 years later, they kept letting him come back! In 2021 Kelly was named #2 overall salesperson, using a metric that included volume, gross, surveys, etc. In 2022, he was #3 in volume for the Covert Auto group complex and #1 in gross for the entire Covert Auto Group, which includes 5 stores.
About Covert Auto Group
Covert Auto Group is a family-owned group of automotive dealerships that has served the greater Austin area for over 100 years. Since its inception, the team at Covert Auto Group has been committed to providing customers with a high-quality selection of new and pre-owned vehicles, as well as outstanding service and customer satisfaction.
Resources
Dealer Synergy & Bradley On Demand: The automotive industry’s #1 training, tracking, testing, and certification platform and consulting & accountability firm.
The Millionaire Car Salesman Podcast: is the #1 resource for automotive sales professionals, managers, and owners. Also, join The Millionaire Car Salesman Facebook Group today!
The Against All Odds Radio Show: Hosting guests that have started from the bottom and rose to the top. Also, join The Against All Odds Radio Show Guests & Listeners Facebook Group for the podcasted episodes.
For more interactivity, join The Millionaire Car Salesman Club on Clubhouse.
Win the Game of Googleopoly: Unlocking the secret strategy of search engines.
The Millionaire Car Salesman Podcast is Proudly Sponsored By:
Money Mind Mapp (M3): Visit MoneyMindMapp.com for help in revolutionizing your business to help you sell more cars by tracking, projecting, and forecasting your personal sales goals!
Bradley On Demand: Automotive Sales Industry’s #1 Interactive Training, Tracking, Testing and Certification Platform. With over 7,500 training modules, our platform has everything you and your dealership needs to sell more cars, more often and more profitably!
This week on the Millionaire Car Salesman Podcast, Sean V. Bradley and L.A. Williams sit down with Sebastian Ibanez, a blind car salesman, and Tim Brown, dealer principal at Brown Brothers Automotive in Arizona. Sebastian’s story begins with him selling mops, bikes, blankets, selling anything. Still, after ten years of selling anything he could get his hands on, Sebastian finally landed his dream job selling cars! What makes a good salesperson? What are Sebastian’s fundamental skills? Tim Brown breaks down how Sebastian has taken the position by storm! Sebastian has been able to harness his network, his social media, and the dealership’s team to promote his brand as a car salesman. Life is a team sport, and finding the right teammates can make the most of all opportunities.
About Sebastian Ibanez
Sebastian Ibanez is a true salesman. He’s been selling things his whole life, not allowing his blindness to stop him. Sebastian put himself out there to provide for his family, using humor and his personal skills. Selling everything from mops to blankets to bikes on the corner, after getting local news attention, Sebastian was connected to Tim Brown, who gave Sebastian his first car salesman job. Sebastian is excited to begin the next chapter of his life.
About Tim Brown
Tim Brown is 4th generation owner of a used car dealership. Tim and his seven brothers grew up doing part-time summer jobs in the detail department, body shop, and parts department every summer. At 17 years old, Tim got married and started working in shipping and receiving before moving to new and used car inventory. Tim recalls his dad did NOT want him in the car industry, but Tim begged his dad’s partner every time he saw him give him a chance to sell cars. Since then, Tim has worked on the sales floor, in the finance department, until landing his store in 2010. Tim’s been fortunate enough to be part of the #1 retail Chevy store in the nation and the #2 Nissan store in the country.
About Brown Brothers Automotive
Brown Brothers Automotive has years of experience in the business and has helped us develop relationships that we utilize for your benefit. Such as the relationships we’ve developed with our lenders to ensure you the best rate. We spend a great amount of time researching every vehicle we sell to ensure that our prices reflect true market value so that you don’t need to spend hours negotiating. We already did all the hard work for you! Our financial staff will work hand-in-hand with you so that you get the best deal every time.
Resources
Dealer Synergy & Bradley On Demand: The automotive industry’s #1 training, tracking, testing, and certification platform and consulting & accountability firm.
The Millionaire Car Salesman Podcast: is the #1 resource for automotive sales professionals, managers, and owners. Also, join The Millionaire Car Salesman Facebook Group today!
The Against All Odds Radio Show: Hosting guests that have started from the bottom and rose to the top. Also, join The Against All Odds Radio Show Guests & Listeners Facebook Group for the podcasted episodes.
For more interactivity, join The Millionaire Car Salesman Club on Clubhouse.
Win the Game of Googleopoly: Unlocking the secret strategy of search engines.
The Millionaire Car Salesman Podcast is Proudly Sponsored By:
Money Mind Mapp (M3): Visit MoneyMindMapp.com for help in revolutionizing your business to help you sell more cars by tracking, projecting, and forecasting your personal sales goals!
Bradley On Demand: Automotive Sales Industry’s #1 Interactive Training, Tracking, Testing and Certification Platform. With over 7,500 training modules, our platform has everything you and your dealership needs to sell more cars, more often and more profitably!
This week on the Millionaire Car Salesman Podcast, Sean V. Bradley and L.A. Williams are back together and answering the Millionaire Car Salesman Facebook Group questions. If you’ve ever asked yourself any of the following questions:
- What are the five most important things a new salesperson should focus on as they begin their new career?
- Are you new to the automotive industry?
- Wondering how to market your previous work experience into a job in the automotive industry?
- What are the best franchises to work for?
- How can you maximize your internet efforts?
These questions build the foundation for the automotive sales force of today and beyond. So arm yourself with the answers to build your own future.
About Dealer Synergy
Dealer Synergy is an Award-Winning Training, Consulting, and Accountability firm that has built the most profitable Internet Sales and Business Development departments for Automotive Dealerships across North America. Clients will have access to live support from our expertly trained Management Team, our Technology Team, to assist with all website, graphics, video production, and social networking needs, and our team of analysts who excel in human resources, mystery shopping, and phone training!
Resources
Dealer Synergy & Bradley On Demand: The automotive industry’s #1 training, tracking, testing, and certification platform and consulting & accountability firm.
The Millionaire Car Salesman Podcast: is the #1 resource for automotive sales professionals, managers, and owners. Also, join The Millionaire Car Salesman Facebook Group today!
The Against All Odds Radio Show: Hosting guests that have started from the bottom and rose to the top. Also, join The Against All Odds Radio Show Guests & Listeners Facebook Group for the podcasted episodes.
For more interactivity, join The Millionaire Car Salesman Club on Clubhouse.
Win the Game of Googleopoly: Unlocking the secret strategy of search engines.
The Millionaire Car Salesman Podcast is Proudly Sponsored By:
Money Mind Mapp (M3): Visit MoneyMindMapp.com for help in revolutionizing your business to help you sell more cars by tracking, projecting, and forecasting your personal sales goals!
Bradley On Demand: Automotive Sales Industry’s #1 Interactive Training, Tracking, Testing and Certification Platform. With over 7,500 training modules, our platform has everything you and your dealership needs to sell more cars, more often and more profitably!
This week on the Millionaire Car Salesman Podcast, Sean V. Bradley, is joined this week by special guest Robert DeGeorge, the Director of Product Consulting at VinSolutions. Takes a deep dive into the growing world of Artificial Intelligence (AI) and how AI is changing the automotive industry. AI can help the automotive sales team prioritize lead follow-up, find better leads, find more leads, and ultimately accelerate the path to purchase, but how does this work?
Robert introduces three VinSolutions AI products: Vanessa, AMP, and Automotive Intelligence, and how clients can implement these products to increase their leads. Listen in and learn how AI, VinSolutions, and Dealer Synergy can help you.
About Rob DeGeorge
Robert DeGeorge has worked with VinSolutions for 11 years, working his way up from Senior Product Consultant to Director of Product Consulting. Robert is an experienced automotive industry professional who's dedicated to transforming the way the world buys, sells, owns, and uses vehicles by leading teams that specialize in helping dealers leverage technology to improve their business.
About VinSolutions
VinSolutions’ automotive software solutions integrate your systems and tools to deliver a single view of the customer across your dealership, so you can maintain relationships and make more repeat sales.
Car dealers rarely engineer CRMs, and that’s the problem VinSolutions fixes. Software developers don’t understand what it takes to sell cars every day. At VinSolutions, our developers are informed and guided by people just like you: car dealers. Our sales, support, performance management, and product management teams are all full of former dealership employees.
VinSolutions’ vision is for dealerships to change for their consumers, who are now more informed than ever. We help dealerships show they know their consumers and want to provide them with information through more useful virtual showrooms, timely, relevant communications, and every connection consumers experience. With more access to automotive intelligence and a deep understanding of sales processes and communications, VinSolutions helps you make every connection count.
About Dealer Synergy
Dealer Synergy is an Award-Winning Training, Consulting, and Accountability firm that has built the most profitable Internet Sales and Business Development departments for Automotive Dealerships across North America. Clients will have access to live support from our expertly trained Management Team, our Technology Team, to assist with all website, graphics, video production, and social networking needs, and our team of analysts who excel in human resources, mystery shopping, and phone training!
Resources
Dealer Synergy & Bradley On Demand: The automotive industry’s #1 training, tracking, testing, and certification platform and consulting & accountability firm.
The Millionaire Car Salesman Podcast: is the #1 resource for automotive sales professionals, managers, and owners. Also, join The Millionaire Car Salesman Facebook Group today!
The Against All Odds Radio Show: Hosting guests that have started from the bottom and rose to the top. Also, join The Against All Odds Radio Show Guests & Listeners Facebook Group for the podcasted episodes.
For more interactivity, join The Millionaire Car Salesman Club on Clubhouse.
Win the Game of Googleopoly: Unlocking the secret strategy of search engines.
The Millionaire Car Salesman Podcast is Proudly Sponsored By:
Money Mind Mapp (M3): Visit MoneyMindMapp.com for help in revolutionizing your business to help you sell more cars by tracking, projecting, and forecasting your personal sales goals!
Bradley On Demand: Automotive Sales Industry’s #1 Interactive Training, Tracking, Testing and Certification Platform. With over 7,500 training modules, our platform has everything you and your dealership needs to sell more cars, more often and more profitably!
This week on the Millionaire Car Salesman Podcast, Sean V. Bradley, joined by Tianna Mick, AKA T Got Your Keys, answer questions posted on the Millionaire Car Salesman Facebook Group. The Millionaire Car Salesman Facebook group is the most interactive community in the automotive industry with over 24,500 active automotive sales professionals! This free community is here to ask questions, network, and learn together.
Join the Millionaire Car Salesman Facebook Group today! Our ever growing community is here to celebrate your highs and learn how you can be the next Millionaire Car Salesman!
About Tianna Mick, aka T Got Your Keys
Tianna Mick, fresh off of the showroom floor, focuses on Business Development and Industry Relations for Dealer Synergy. She was consistently the top-grossing salesperson, averaging 20+ units and generating $9K – $10K each month in personal income at only 19 years old. Tianna is globally recognized for her award-winning TGotYourKeys.com website, which was voted as the #1 Personal Website in the Automotive Industry.
Additionally, Tianna is a NADA 2022 Speaker, Multi-time Digital Dealer Speaker, Internet Sales 20 Group Speaker, voted/awarded #1 Influential Female Car Salesperson of 2019, published in Digital Dealer Magazine, and an expert at showroom sales, lead/referral generation, customer satisfaction, and personal/business branding. Most recently, General Motors invited Tianna to speak on the importance of Diversity, LGBTQ+ Communities, Realities, & Economics in the Automotive Industry
About Dealer Synergy
Dealer Synergy is an Award-Winning Training, Consulting, and Accountability firm that has built the most profitable Internet Sales and Business Development departments for Automotive Dealerships across North America. Clients will have access to live support from our expertly trained Management Team, our Technology Team, to assist with all website, graphics, video production, and social networking needs, and our team of analysts who excel in human resources, mystery shopping, and phone training!
Resources
Dealer Synergy & Bradley On Demand: The automotive industry’s #1 training, tracking, testing, and certification platform and consulting & accountability firm.
The Millionaire Car Salesman Podcast: is the #1 resource for automotive sales professionals, managers, and owners. Also, join The Millionaire Car Salesman Facebook Group today!
The Against All Odds Radio Show: Hosting guests that have started from the bottom and rose to the top. Also, join The Against All Odds Radio Show Guests & Listeners Facebook Group for the podcasted episodes.
For more interactivity, join The Millionaire Car Salesman Club on Clubhouse.
Win the Game of Googleopoly: Unlocking the secret strategy of search engines.
The Millionaire Car Salesman Podcast is Proudly Sponsored By:
Money Mind Mapp (M3): Visit MoneyMindMapp.com for help in revolutionizing your business to help you sell more cars by tracking, projecting, and forecasting your personal sales goals!
Bradley On Demand: Automotive Sales Industry’s #1 Interactive Training, Tracking, Testing and Certification Platform. With over 7,500 training modules, our platform has everything you and your dealership needs to sell more cars, more often and more profitably!
This week on the Millionaire Car Salesman Podcast, Sean, V., Bradley, interviews Franca Vidal, van, the head of his client Success department at Dealer Synergy. They discuss the challenges she’s seen at dealerships in her years as the head of a department at overseas 3700 rooftops.
Everything from challenges with HR, accountability, management, execution, and a whole lot more.
About Franca
Franca Vidal-Vamvakidis is the Performance Coach Manager and head of our Client Success Department at Dealer Synergy. With 9+ years of experience at Dealer Synergy, she is known as “Air Traffic Control” for everything Dealer Synergy. This includes Phone Training / Support, Mystery Shopping, CRM, HR, and specializes in ROI / Scorecards.
About Dealer Synergy
Dealer Synergy is an Award-Winning Training, Consulting, and Accountability firm that has built the most profitable Internet Sales and Business Development departments for Automotive Dealerships across North America. Clients will have access to live support from our expertly trained Management Team, our Technology Team, to assist with all website, graphics, video production, and social networking needs, and our team of analysts who excel in human resources, mystery shopping, and phone training!
Resources
Dealer Synergy & Bradley On Demand: The automotive industry’s #1 training, tracking, testing, and certification platform and consulting & accountability firm.
The Millionaire Car Salesman Podcast: is the #1 resource for automotive sales professionals, managers, and owners. Also, join The Millionaire Car Salesman Facebook Group today!
The Against All Odds Radio Show: Hosting guests that have started from the bottom and rose to the top. Also, join The Against All Odds Radio Show Guests & Listeners Facebook Group for the podcasted episodes.
For more interactivity, join The Millionaire Car Salesman Club on Clubhouse.
Win the Game of Googleopoly: Unlocking the secret strategy of search engines.
The Millionaire Car Salesman Podcast is Proudly Sponsored By:
Money Mind Mapp (M3): Visit MoneyMindMapp.com for help in revolutionizing your business to help you sell more cars by tracking, projecting, and forecasting your personal sales goals!
Bradley On Demand: Automotive Sales Industry’s #1 Interactive Training, Tracking, Testing and Certification Platform. With over 7,500 training modules, our platform has everything you and your dealership needs to sell more cars, more often and more profitably!
This week on the Millionaire Car Salesman Podcast, Sean V. Bradley and LA Williams, break down how top salesmen optimize their sales strategies. How to maximize social media, how to talk to people, and manage expectations. What are the things that separate basic automotive sales associates from top-performing associates?
Joining Sean V. Bradley and LA Williams is Stephen Fucile, the host of The Steve Fucile Show. Stephen has sold 44 units in a single month. Stephen puts emphasis on the personal connection with the clients on a personal level and being flexible when your client is landed on the wrong car, and knowing how to shift the client's expectations. Listen in to learn some tips and tricks to up your game so you, can join the Millionaire Car Salesman status.
About Stephen Fucile
Stephen got this start in the Car business in 1994 in Austin, TX. He worked for several franchises and struggled for years as a young Salesman. Moving to Houston, TX, at 20 years old, turned everything around. He quickly caught footing, and something clicked. He rose to the leaderboard and maintained his work with Munday Chevrolet for 9 years. Selling over 300 cars a year for most of that time!
Eventually, moving into management and staying on for 3 more years. A New Car Directors position became available at Newly opened Toyota store, which connected him with the eLead CRM company. He signed on as a National Sales Trainer for the eDesk. Traveling the country and soaking up the experience. The last ten years have been spent in the independent space. Stephen is also launching his Podcast, The Steve Fucile Show, on January, 9th, 2023, on Youtube.
Resources
Dealer Synergy & Bradley On Demand: The automotive industry’s #1 training, tracking, testing, and certification platform and consulting & accountability firm.
The Millionaire Car Salesman Podcast: is the #1 resource for automotive sales professionals, managers, and owners. Also, join The Millionaire Car Salesman Facebook Group today!
The Against All Odds Radio Show: Hosting guests that have started from the bottom and rose to the top. Also, join The Against All Odds Radio Show Guests & Listeners Facebook Group for the podcasted episodes.
For more interactivity, join The Millionaire Car Salesman Club on Clubhouse.
Win the Game of Googleopoly: Unlocking the secret strategy of search engines.
The Millionaire Car Salesman Podcast is Proudly Sponsored By:
Money Mind Mapp (M3): Visit MoneyMindMapp.com for help in revolutionizing your business to help you sell more cars by tracking, projecting, and forecasting your personal sales goals!
Bradley On Demand: Automotive Sales Industry’s #1 Interactive Training, Tracking, Testing, and Certification Platform. With over 8,500 training modules, our platform has everything you and your dealership needs to sell more cars, more often, and more profitably!
This week on the Millionaire Car Salesman Podcast, Sean V. Bradley interviews a brand-new car salesman, John Oyekunle, but what sets John apart from other new employees is he's already clocked a month of training in Bradley on Demand before he got his first sales job. John credits Bradley on Demand for prepping him to sell five units in his first two days!
How can dealerships and managers facilitate an environment encourages more sales consultants to be like John? Training is always crucial because, with training, your sales team becomes independent. They become independent in building their client book and posting on social media like Instagram, TikTok, etc. Instead of waiting for the "Up Bus." Tapping into your sales team's potential and optimizing their time with content creation, networking, and being personable with clients once they get them into the sales room to build their potential.
About John Oyekunle
John Oyekunle was born in Nigeria and now lives in Miami, Florida. He’s brand new to the automotive industry and is already making his mark. John discovered the Millionaire Car Salesmen Podcast before getting his first car salesman job. He took the initiative and bought Bradley on Demand to learn everything he could about the industry. John walked into Infiniti and got hired on the spot!! On his first day on the showroom floor, he sold 2 cars! John is a success story in the making!
About Sawgrass Infiniti
The Sawgrass INFINITI Commitment to Service with our long-standing commitment to customer service, we've earned our reputation in the Tamarac, Florida, area as the premier INFINITI dealership. We also serve our customers in Plantation, Sunrise, Davie, and Cooper City. At Sawgrass INFINITI, our goal is to help you find a new INFINITI or maintain your used INFINITI vehicle.
Resources
Dealer Synergy & Bradley On Demand: The automotive industry’s #1 training, tracking, testing, and certification platform and consulting & accountability firm.
The Millionaire Car Salesman Podcast: is the #1 resource for automotive sales professionals, managers, and owners. Also, join The Millionaire Car Salesman Facebook Group today!
The Against All Odds Radio Show: Hosting guests that have started from the bottom and rose to the top. Also, join The Against All Odds Radio Show Guests & Listeners Facebook Group for the podcasted episodes.
For more interactivity, join The Millionaire Car Salesman Club on Clubhouse.
Win the Game of Googleopoly: Unlocking the secret strategy of search engines.
The Millionaire Car Salesman Podcast is Proudly Sponsored By:
Money Mind Mapp (M3): Visit MoneyMindMapp.com for help in revolutionizing your business to help you sell more cars by tracking, projecting, and forecasting your personal sales goals!
Bradley On Demand: Automotive Sales Industry’s #1 Interactive Training, Tracking, Testing and Certification Platform. With over 7,500 training modules, our platform has everything you and your dealership needs to sell more cars, more often and more profitably!
This week on the Millionaire Car Salesman Podcast, Sean V. Bradley goes international with Marcos Lima, a Pre-Owned Sales Manager in Winnipeg, Canada. What is the best mindset for Salesmen and women to have? How can new salespeople in the automotive industry start building their book of business?
Marcos Lima breaks down how car salesmen and saleswomen can go from recruiting to developing their own brand and social media presence to market themselves to the masses. Managers can’t let the sales team skate by on excuses, but managers also have to change their perspective and remember, “People aren’t disposable.” Listen in for more tips on making your dealership more attractive to potential new employees and strengthening your current sales team.
About Marcos Lima
Marcos Lima grew up in Brazil and has been working in the automotive industry pretty much since he moved to Winnipeg, Canada, back in 2015. As a newcomer with a foreign Law Degree, Marcos found it challenging to find a job. Before landing his first job as a salesman for a local pre-owned dealership, after a couple of months of looking around, he worked for a carwash for a few weeks.
Marcos landed his first salesman job and went on to sell over 100 vehicles before he was promoted to Sales Manager in my first year, where he stayed for 3 years. Marcos was then invited to work for Murray Jeep Ram Winnipeg as a Pre-Owned Sales Manager and has been there since May 2018. Marcos recently accepted a post-graduation course with Canadian Dealer Academy that will lay the ground for a future GM position (similar to NADA in the US). Marcos may not be a millionaire yet, but the auto industry has allowed him to go from minimum wage to six figures
About Murray Jeep RAM Winnipeg
Murray Jeep RAM Winnipeg has been around since 1926, the Murray family has been selling vehicles to families throughout Canada. It started with one dealership in a small town in Manitoba and has grown to become the largest family owned and operated dealer group in Canada with 31 dealerships from Coast to Coast. Employing over 1000 professionals, the company is owned and operated both by 3rd generation Murray's alongside those who have worked their way to become partners. The dealers within the Murray Auto Group are very active within their communities where "Our Reputation is Your Guarantee".
The Murray Family has based their business on treating their customers and employees fairly and ensuring they provide a superior sales and service experience. Dedication to their customers and employees has earned the Murray Group numerous awards, including Canada's Top 100 Employers and Canada's 50 Best Managed Companies.
Resources
Dealer Synergy & Bradley On Demand: The automotive industry’s #1 training, tracking, testing, and certification platform and consulting & accountability firm.
The Millionaire Car Salesman Podcast: is the #1 resource for automotive sales professionals, managers, and owners. Also, join The Millionaire Car Salesman Facebook Group today!
The Against All Odds Radio Show: Hosting guests that have started from the bottom and rose to the top. Also, join The Against All Odds Radio Show Guests & Listeners Facebook Group for the podcasted episodes.
For more interactivity, join The Millionaire Car Salesman Club on Clubhouse.
Win the Game of Googleopoly: Unlocking the secret strategy of search engines.
The Millionaire Car Salesman Podcast is Proudly Sponsored By:
Money Mind Mapp (M3): Visit MoneyMindMapp.com for help in revolutionizing your business to help you sell more cars by tracking, projecting, and forecasting your personal sales goals!
Bradley On Demand: Automotive Sales Industry’s #1 Interactive Training, Tracking, Testing and Certification Platform. With over 7,500 training modules, our platform has everything you and your dealership needs to sell more cars, more often and more profitably!
This week on the Millionaire Car Salesman Podcast, Sean V. Bradley is live at Chrysler of Lawrenceburg, interviewing Nelson Lyles, a General Manager and Managing Partner at Chrysler of Lawrenceburg. Have you ever wondered what makes a good car salesman? Who thrives working at a dealership? How do people break into the automotive industry?
Everyone has the opportunity to make millions of dollars in the automotive industry, no matter their age, race, gender, or background. The car business is very good to its people even as the world enters the year 2023, where the new reality is constant training on the road to the sale, how to properly qualify a prospect, and how to identify: wants wishes, & expectations setting determined people up for success. Listen in for more information and tips from these fountains of knowledge!
About Nelson Lyles
Nelson Lyles started his automotive journey after being honorably served in the US Navy for 20 years. Nelson has taken his military experience and brought it to the automotive industry, where he has grown to be a Managing Partner at Chrysler of Lawrenceburg, Chief Executive Officer at Net Profit Group LLC, and Co-Chairman for the Road to Excellence Scholarship Foundation.
About Chrysler of Lawrenceburg
Chrysler of Lawrenceburg is proud to be an active part of the community and provide our greater Lawrenceburg, Kentucky customers with a car-buying or service experience they will not forget. Our goal is to help you find the best car for your needs, ensure you get the right deal on it, and then keep it running for years and years.
Our inventory of Chrysler, Dodge, Jeep, and RAM vehicles has something for everyone. It does not matter if it's a sturdy RAM 1500, a rugged and iconic Jeep Wrangler, a stylish and powerful Dodge, or even if a trusted Chrysler sedan is what you need, Chrysler of Lawrenceburg will have it. We also have a large inventory of Used Cars, SUVs, and Trucks, from trusted manufacturers, so we're sure to help you find the right one for you.
We also understand the importance of quality service. Our Service Department knows exactly how to keep your vehicle running better for longer. From oil changes and tire rotations to brakes, steering, and Official Mopar Performance upgrades, we are here for you. We only work with genuine Mopar parts for Chrysler, Dodge, Jeep, and RAM vehicles. At Chrysler of Lawrenceburg, you will get clear answers as quickly as possible.
Resources
Dealer Synergy & Bradley On Demand: The automotive industry’s #1 training, tracking, testing, and certification platform and consulting & accountability firm.
The Millionaire Car Salesman Podcast: is the #1 resource for automotive sales professionals, managers, and owners. Also, join The Millionaire Car Salesman Facebook Group today!
The Against All Odds Radio Show: Hosting guests that have started from the bottom and rose to the top. Also, join The Against All Odds Radio Show Guests & Listeners Facebook Group for the podcasted episodes.
For more interactivity, join The Millionaire Car Salesman Club on Clubhouse.
Win the Game of Googleopoly: Unlocking the secret strategy of search engines.
The Millionaire Car Salesman Podcast is Proudly Sponsored By:
Money Mind Mapp (M3): Visit MoneyMindMapp.com for help in revolutionizing your business to help you sell more cars by tracking, projecting, and forecasting your personal sales goals!
Bradley On Demand: Automotive Sales Industry’s #1 Interactive Training, Tracking, Testing and Certification Platform. With over 7,500 training modules, our platform has everything you and your dealership needs to sell more cars, more often and more profitably!
This week on the Millionaire Car Salesman Podcast, Sean V. Bradley interviews Cody Carter, the #1 Car Salesman in the US with a record of $1,092,000 in personal income in 2022. Cody breaks down how he has excelled through the inventory shortage.
How has Cody mastered the art of selling? How can you Sell Cars Like Cody? What secrets can you learn from Cody Carter? Listen in to learn how to use Cody’s expertise to boost your own numbers.
About Cody Carter
Cody Carter has been in automotive sales for the last 10+ years and has earned himself the title of #1 Salesman in the Nation. He currently is the Internet Sales Manager at Tustin Toyota with his own Toyota webpage, Cody’s Tustin Toyota, and platform, SellLikeCody. Cody took initiative and drove his own personal traffic to his website retracauto.com, his last name spelled backwards, and now is: Cody’s Tustin Toyota. Cody has built his brand, Retrac Auto, and surpassed the rest of the country in car sales!
About Tustin Toyota
Tustin Toyota offers many automotive products and services. From new Toyota cars to used cars in Orange County, CA, Tustin Toyota knows anyone looking for a new or used car in Tustin, will find something at our Orange County, CA, Toyota dealership serving Santa Ana. The dealership carries the complete line of new Toyota models, including the 2022 Camry, 2022 Avalon, 2022 Tacoma, 2022 Prius and 2022 Corolla, making them a great choice for a Toyota in Orange County - serving the Anaheim and Santa Ana area.
Services include trusted service and auto repair, original accessories and auto parts, and superior financing and car loans for Tustin and Anaheim area customers.
Tustin Toyota is also a proud member of the Automotive Club of Southern California and are recognized by AAA.
Resources
Dealer Synergy & Bradley On Demand: The automotive industry’s #1 training, tracking, testing, and certification platform and consulting & accountability firm.
The Millionaire Car Salesman Podcast: is the #1 resource for automotive sales professionals, managers, and owners. Also, join The Millionaire Car Salesman Facebook Group today!
The Against All Odds Radio Show: Hosting guests that have started from the bottom and rose to the top. Also, join The Against All Odds Radio Show Guests & Listeners Facebook Group for the podcasted episodes.
For more interactivity, join The Millionaire Car Salesman Club on Clubhouse.
Win the Game of Googleopoly: Unlocking the secret strategy of search engines.
The Millionaire Car Salesman Podcast is Proudly Sponsored By:
Money Mind Mapp (M3): Visit MoneyMindMapp.com for help in revolutionizing your business to help you sell more cars by tracking, projecting, and forecasting your personal sales goals!
Bradley On Demand: Automotive Sales Industry’s #1 Interactive Training, Tracking, Testing and Certification Platform. With over 7,500 training modules, our platform has everything you and your dealership needs to sell more cars, more often and more profitably!
This week on the Millionaire Car Salesman Podcast, Sean V. Bradley and Tianna Mick, AKA T Got Your Keys, answer questions from a member of the Millionaire Car Salesman Facebook Group. Do you have a question you would like to ask the pros? Make sure you’re part of the Millionaire Car Salesman.
Nick Alexander has been a showroom sales consultant for just over a year and a half. As a follower of the Millionaire Car Salesman Podcast, Nick had questions for Sean that everyone should know the answers to. Curious? Listen to the full podcast to get the answers you want!
About Nick Alexander
Nick’s journey began when he transitioned from a construction job to a showroom sales consultant.
About Spurr
Spurr Dealerships continues to stay true to its commitment to be a family business that centers on each customer leaving completely satisfied with their purchase and service. Founded by Dan and Randy in 2001, each having more than 15 years in the car business under their belts before they opened their doors – many of which were spent in management.
Following in their father Rick Spurr’s footsteps, Dan and Randy maintain their small, family atmosphere, never ignoring a customer’s needs with staff working tirelessly to solve any problem. In the beginning the brothers sold Chevrolet, Buick, Pontiac, GMC and Oldsmobile on location, but over the years they have adjusted to carry what they deemed were safer and more in-demand models. In 2006, the Pontiac-Buick-GMC showroom was renovated, and Spurr Dealerships began selling and servicing Subaru vehicles. Another renovation came in 2014, as Spurr Dealerships worked to meet the new Chevrolet Brand Identity.
Resources
Dealer Synergy & Bradley On Demand: The automotive industry’s #1 training, tracking, testing, and certification platform and consulting & accountability firm.
The Millionaire Car Salesman Podcast: is the #1 resource for automotive sales professionals, managers, and owners. Also, join The Millionaire Car Salesman Facebook Group today!
The Against All Odds Radio Show: Hosting guests that have started from the bottom and rose to the top. Also, join The Against All Odds Radio Show Guests & Listeners Facebook Group for the podcasted episodes.
For more interactivity, join The Millionaire Car Salesman Club on Clubhouse.
Win the Game of Googleopoly: Unlocking the secret strategy of search engines.
The Millionaire Car Salesman Podcast is Proudly Sponsored By:
Money Mind Mapp (M3): Visit MoneyMindMapp.com for help in revolutionizing your business to help you sell more cars by tracking, projecting, and forecasting your personal sales goals!
Bradley On Demand: Automotive Sales Industry’s #1 Interactive Training, Tracking, Testing and Certification Platform. With over 7,500 training modules, our platform has everything you and your dealership needs to sell more cars, more often and more profitably!
This week on the Millionaire Car Salesman Podcast, LA Williams answers the big and small questions from the Millionaire Car Salesman Facebook Group. What are the habits of the 40+ car person? How do 40+ car people market themselves on social media? What are the tricks to putting yourself out there to get noticed in your community?Are you starting your conversations the right way in every aspect of your life?
Joining LA Williams to share their own experiences are Tianna Mick, AKA T Got Your Keys, and Malik “Yung Jedi” Bronner. Do you have questions of your own that you want answered? If you’re currently in the automotive industry join the Millionaire Car Salesman Facebook group today!
About Tianna Mick, aka T Got Your Keys
Tianna Mick, fresh off of the showroom floor, focuses on Business Development and Industry Relations for Dealer Synergy. She was consistently the top-grossing salesperson, averaging 20+ units and generating $9K – $10K each month in personal income at only 19 years old. Tianna is globally recognized for her award-winning TGotYourKeys.com website, which was voted as the #1 Personal Website in the Automotive Industry.
Additionally, Tianna is a NADA 2022 Speaker, Multi-time Digital Dealer Speaker, Internet Sales 20 Group Speaker, voted/awarded #1 Influential Female Car Salesperson of 2019, published in Digital Dealer Magazine, and an expert at showroom sales, lead/referral generation, customer satisfaction, and personal/business branding. Most recently, General Motors invited Tianna to speak on the importance of Diversity, LGBTQ+ Communities, Realities, & Economics in the Automotive Industry.
About Malik Bronner
Starting at Dealer Synergy over three years ago as a call analyst, Malik “Yung Jedi” Bronner has worked his way up the ranks to the position of Performance Coach at Dealer Synergy and a Tier 1 National Trainer. Not only is he one of the top performance coaches and phone process trainers on the Dealer Synergy team, but he also hosts “The Yung Jedi Counsel”, a weekly free training session for the automotive community.
About Dealer Synergy
Dealer Synergy is an Award-Winning Training, Consulting, and Accountability firm that has built the most profitable Internet Sales and Business Development departments for Automotive Dealerships across North America. Clients will have access to live support from our expertly trained Management Team, our Technology Team, to assist with all website, graphics, video production, and social networking needs, and our team of analysts who excel in human resources, mystery shopping, and phone training!
Resources
Dealer Synergy & Bradley On Demand: The automotive industry’s #1 training, tracking, testing, and certification platform and consulting & accountability firm.
The Millionaire Car Salesman Podcast: is the #1 resource for automotive sales professionals, managers, and owners. Also, join The Millionaire Car Salesman Facebook Group today!
The Against All Odds Radio Show: Hosting guests that have started from the bottom and rose to the top. Also, join The Against All Odds Radio Show Guests & Listeners Facebook Group for the podcasted episodes.
For more interactivity, join The Millionaire Car Salesman Club on Clubhouse.
Win the Game of Googleopoly: Unlocking the secret strategy of search engines.
The Millionaire Car Salesman Podcast is Proudly Sponsored By:
Money Mind Mapp (M3): Visit MoneyMindMapp.com for help in revolutionizing your business to help you sell more cars by tracking, projecting, and forecasting your personal sales goals!
Bradley On Demand: Automotive Sales Industry’s #1 Interactive Training, Tracking, Testing and Certification Platform. With over 7,500 training modules, our platform has everything you and your dealership needs to sell more cars, more often and more profitably!
This week on the Millionaire Car Salesman Podcast, Sean V. Bradley and LA Williams continue the attrition conversation. Now that you've hired your new team member, what are you going to do for onboarding to get that team member Toto be productive? How extensive is your onboarding process? Three days? A week? Is that enough? Have you continued your current sales team training? Your onboarding process sets new team members up for success so that they can flourish! Keeping up with the training will improve your sales, team morale, and the dealership's culture.
How can you do this at your dealership? Sean Bradley lays out how to maximize your staff’s potential!
About Dealer Synergy
Dealer Synergy is an Award-Winning Training, Consulting, and Accountability firm that has built the most profitable Internet Sales and Business Development departments for Automotive Dealerships across North America. Clients will have access to live support from our expertly trained Management Team, our Technology Team, to assist with all website, graphics, video production, and social networking needs, and our team of analysts who excel in human resources, mystery shopping, and phone training!
Resources
Dealer Synergy & Bradley On Demand: The automotive industry’s #1 training, tracking, testing, and certification platform and consulting & accountability firm.
The Millionaire Car Salesman Podcast: is the #1 resource for automotive sales professionals, managers, and owners. Also, join The Millionaire Car Salesman Facebook Group today!
The Against All Odds Radio Show: Hosting guests that have started from the bottom and rose to the top. Also, join The Against All Odds Radio Show Guests & Listeners Facebook Group for the podcasted episodes.
For more interactivity, join The Millionaire Car Salesman Club on Clubhouse.
Win the Game of Googleopoly: Unlocking the secret strategy of search engines.
The Millionaire Car Salesman Podcast is Proudly Sponsored By:
Money Mind Mapp (M3): Visit MoneyMindMapp.com for help in revolutionizing your business to help you sell more cars by tracking, projecting, and forecasting your personal sales goals!
Bradley On Demand: Automotive Sales Industry’s #1 Interactive Training, Tracking, Testing and Certification Platform. With over 7,500 training modules, our platform has everything you and your dealership needs to sell more cars, more often and more profitably!
This week on the Millionaire Car Salesman Podcast, Sean V. Bradley and LA Williams break down one of the most critical things dealerships face: Attrition. Many dealerships struggle to hire, train, and retain staff. Commonly people think low pay is the main cause behind retention problems, but is it really?
When Hiring and training employees there are multiple things you have to keep in mind. The top three reasons people move on is because one of their needs isn’t being met: people work for recognition and praise, but the number one thing people look for is appreciation! Beyond that, what are you pouring into your team from a training perspective? Are you having job fairs at high schools or community colleges? Have you considered hiring interns? Are you going online to social media to find local talent? Listen in for more tips and tricks to improve your dealership’s HR strategy.
About Dealer Synergy
Dealer Synergy is an Award-Winning Training, Consulting, and Accountability firm that has built the most profitable Internet Sales and Business Development departments for Automotive Dealerships across North America. Clients will have access to live support from our expertly trained Management Team, our Technology Team, to assist with all website, graphics, video production, and social networking needs, and our team of analysts who excel in human resources, mystery shopping, and phone training!
Resources
Dealer Synergy & Bradley On Demand: The automotive industry’s #1 training, tracking, testing, and certification platform and consulting & accountability firm.
The Millionaire Car Salesman Podcast: is the #1 resource for automotive sales professionals, managers, and owners. Also, join The Millionaire Car Salesman Facebook Group today!
The Against All Odds Radio Show: Hosting guests that have started from the bottom and rose to the top. Also, join The Against All Odds Radio Show Guests & Listeners Facebook Group for the podcasted episodes.
For more interactivity, join The Millionaire Car Salesman Club on Clubhouse.
Win the Game of Googleopoly: Unlocking the secret strategy of search engines.
The Millionaire Car Salesman Podcast is Proudly Sponsored By:
Money Mind Mapp (M3): Visit MoneyMindMapp.com for help in revolutionizing your business to help you sell more cars by tracking, projecting, and forecasting your personal sales goals!
Bradley On Demand: Automotive Sales Industry’s #1 Interactive Training, Tracking, Testing and Certification Platform. With over 7,500 training modules, our platform has everything you and your dealership needs to sell more cars, more often and more profitably!
EP 6:19 How to Use Video at Your Dealership to Overcome Objections, Solve Problems, and Increase Engagements and Conversions
This week on the Millionaire Car Salesman Podcast, Sean V. Bradley brings back a Millionaire Car Salesman fan favorite, the Head of Automotive for BomBBomb, LLC, Shane Ryan. Shane’s superiority and specialty with video communications are second to none; with that being said, and especially with the market readjusting, he was brought back onto the podcast to discuss the importance of video utilization!
Video Communication increases lead/prospect engagement by 87%, and 57% of prospects respond faster when using proper video communication. Bottomline: the more unique conversations, the more units sold! Throughout the episode, Sean and Shane break down the various strategies every dealer needs to have when using video and the importance of inputting touches of personalization throughout the video communication process.
Does your store have the proper video utilization strategy? When was the last time your team evaluated and assessed your video content? Answer these questions and more by tuning in.
About Shane Ryan
Believe it or not but Shane started his career as an Epidemiologist for the Centers for Disease Control and Prevention! He was on the frontline of stopping the spread of communicable disease epidemics and he decided to make a deeper impact which led to a change of careers in his early 20s and got his start in Software in 2015 at BombBomb, Inc. Shane started in Client Care and quickly became a team lead, transitioned to create the SDR team where his training and assistance led to a 350% increase in demo sets and an astounding 88% hold rate. He transitioned into Inside Sales holding the tops sales spot for 3 years in a row when he decided to move to Mid Market/Enterprise Sales where he maintains as a top sales producer and holds the largest single deal record at BombBomb.
It's all about relationships for Shane. These are all just numbers, what wakes Shane up in the morning is that he knows he is making a difference in the businesses that he serves. Shane has sent over 10,000 personal videos and believes that Human Centered communication in outbound processes is going to help companies break through the digital noise that fills so many people's inboxes. Shane's creative ability to put himself in his client's shoes is what makes him someone you want to work with!
About BombBomb
Convert more leads, shorten the sales cycle, and close more opportunities faster! BombBomb's video messaging gets you face to face with the people who matter most. With over 60+ Integrations, BombBomb is as easy to install and setup as it is to use everyday! Simply increase consumer engagement by using video to connect face to face with your prospects. Build client and referral partner relationships, save time, and add a human touch with BombBomb video email and video text messages!
Visit www.BombBomb.com/DealerSynergy/ for more information and access to unlock Dealer Synergy’s Exclusive BombBomb Discount! Try Bombbomb today and lead your team into the new ‘tomorrow’ of video!
Resources
Dealer Synergy & Bradley On Demand: The automotive industry’s #1 training, tracking, testing, and certification platform and consulting & accountability firm.
The Millionaire Car Salesman Podcast: is the #1 resource for automotive sales professionals, managers, and owners. Also, join The Millionaire Car Salesman Facebook Group today!
The Against All Odds Radio Show: Hosting guests that have started from the bottom and rose to the top. Also, join The Against All Odds Radio Show Guests & Listeners Facebook Group for the podcasted episodes.
For more interactivity, join The Millionaire Car Salesman Club on Clubhouse.
Win the Game of Googleopoly: Unlocking the secret strategy of search engines.
The Millionaire Car Salesman Podcast is Proudly Sponsored By:
Money Mind Mapp (M3): Visit MoneyMindMapp.com for help in revolutionizing your business to help you sell more cars by tracking, projecting, and forecasting your personal sales goals!
Bradley On Demand: Automotive Sales Industry’s #1 Interactive Training, Tracking, Testing and Certification Platform. With over 7,500 training modules, our platform has everything you and your dealership needs to sell more cars, more often and more profitably!
This week on the Millionaire Car Salesman Podcast, LA Williams discusses setting goals and raising goals and expectations for yourself so you can keep growing! The worst thing to do is to meet your first goal and coast through the rest of your month. The more work you put in, the more success you’ll receive in return.
Joining LA this week is Nicole Andrews from Bob Ruth Ford in Dillsburg, PA. Nicole’s automotive journey is just beginning, but she has sold 60 cars in her sixth month of working in the automotive industry. Nicole’s journey began by learning the automotive industry through Dealer Synergy training classes, modules, and one on one lessons and roleplaying with her coworkers. Listen in to find out how Nicole harnessed her training to sell 60 cars in her sixth month working in the automotive industry. Be sure to tune in to the end for the latest remix by Young Jedi “The 10 Core Commitments”.
About Nicole Andrews
Nicole Andrews is still new to the automotive industry, starting her automotive journey in May 2022. Nicole has always been in sales since she started working at 16 years old. Nicole considers herself a people person who thrives on meeting and connecting with new people. Nicole loves learning new things daily and credits her fantastic group of coworkers and friends for her growth and success!
About Bob Ruth Ford
Bob Ruth Ford is on a mission to change your perception of the car-buying experience. Think of all the things you hate about buying a car: The price haggling, the games, all the hours spent wasted at the dealership. Now, imagine the OPPOSITE: That’s the Bob Ruth Ford VIP Experience. We’re committed to honesty, transparency, and respect for our customer’s time. It’s the reason we have 2,400+ customer reviews with an average 4.6 stars.
We service all makes & models. To make your life a little easier, we offer pick-up and delivery. We also have a free shuttle service that can take you back and forth. Coming in for warranty work? Ask about our loaner cars. And, if you ever need financing for a repair, we have you covered with our 6-month, interest-free payment option. Schedule service today!
Resources
Dealer Synergy & Bradley On Demand: The automotive industry’s #1 training, tracking, testing, and certification platform and consulting & accountability firm.
The Millionaire Car Salesman Podcast: is the #1 resource for automotive sales professionals, managers, and owners. Also, join The Millionaire Car Salesman Facebook Group today!
The Against All Odds Radio Show: Hosting guests that have started from the bottom and rose to the top. Also, join The Against All Odds Radio Show Guests & Listeners Facebook Group for the podcasted episodes.
For more interactivity, join The Millionaire Car Salesman Club on Clubhouse.
Win the Game of Googleopoly: Unlocking the secret strategy of search engines.
The Millionaire Car Salesman Podcast is Proudly Sponsored By:
M3: Visit moneymindmap.com for help in revolutionizing your business to help you sell more cars.
This week on the Millionaire Car Salesman Podcast, Sean V. Bradley, CSP, discusses the success dealerships found during the pandemic till now. Specifically, methods surrounding competitive pricing, shipping cars to customers, hand-selecting cars from all over the company to get the best-looking second-hand inventory, and how to use personal contacts to improve your business!
Joining Sean this week is Brandon Stewart, General Manager of Lloyd Belt Automotive in Eldon, MO. Brandon shares his knowledge of putting his dealership back on the map. From partnering with a local shipping company to harnessing VinCue to price his vehicles to be in the top 1% in the country! Brandon approaches each vehicle for the best price and condition to make the best investment for his dealership. Listen in to discover more ways to keep your customers in mind, so they keep coming back!
About Brandon Stewart
Brandon Stewart has been in the automotive industry his whole life! Growing up in Eldon, MO, the school bus used to drop him off at his father’s car lot every day after school, where he learned at his father’s knee to not only identify the best cars but to listen to the customer’s needs. Brandon moved up in the automotive industry using his family experience and work ethic to land his current job as the GM of Lloyd Belt Automotive. He aims to provide clients and customers with the best service, products, and customer service no matter where the client is located.
About Lloyd Belt Automotive
Lloyd Belt Automotive has been serving the Eldon and Lake of the Ozarks, MO areas for many years as a full service pre-owned vehicle dealership. Our extensive inventory of certified pre-owned vehicles that includes SUVs, vans, pickup trucks, and RVs as well as our service department that offers tire repairs, routine maintenance, brake servicing and more makes Lloyd Belt Automotive your one stop shop for all your car needs. We're just like a new car dealership, without the new vehicles!
Our experienced sales staff is available to help you make an informed decision, and our friendly financing, service, and parts departments are prepared to make sure your experience is outstanding.
Resources
Dealer Synergy & Bradley On Demand: The automotive industry’s #1 training, tracking, testing, and certification platform and consulting & accountability firm.
The Millionaire Car Salesman Podcast: is the #1 resource for automotive sales professionals, managers, and owners. Also, join The Millionaire Car Salesman Facebook Group today!
The Against All Odds Radio Show: Hosting guests that have started from the bottom and rose to the top. Also, join The Against All Odds Radio Show Guests & Listeners Facebook Group for the podcasted episodes.
For more interactivity, join The Millionaire Car Salesman Club on Clubhouse.
Win the Game of Googleopoly: Unlocking the secret strategy of search engines.
The Millionaire Car Salesman Podcast is Proudly Sponsored By:
M3: Visit moneymindmap.com for help in revolutionizing your business to help you sell more cars.
This week on the Millionaire Car Salesman Podcast, Sean V. Bradley, CSP, interviews a rising star McKenna Giencke, Sales Manager at Timber Ford of Hayward, with over 300+ sales. McKenna speaks about her success in the automotive industry and how she has fast-tracked her experience in just over a year and a half.
There are 8 ways for salespeople to sell more cars: walk-ins, phone ups, internet ups, b-backs, prior/orphan owners, service conversions, referrals, and prospecting. McKenna dives into the ways she uses these 8 key prospecting methods to sell over 30 cars in one month, so you too can fast-track your sales experience.
About McKenna Giencke
McKenna Giencke started in automotive sales on February 1, 2021, having no prior experience, but was ready for a change when she got the text from Timber Ford of Hayward. McKenna immersed herself in the automotive industry, learning every aspect of the business, moving up to fill in for the Finance Manager when she was gone and filling in for the Sales Manager when he was gone. You’ll rarely find McKenna just sitting at her desk! McKenna prides herself on always taking the best care of her customers and never being outworked. McKenna has been putting a lot of time into making key toss videos in building her personal brand around the hashtag #McKennaMadeItHappen.
About Timber Ford of Hayward
At Timber Ford of Hayward, in Hayward, Wisconsin, their commitment to excellence does not end with the sale, though. To ensure a positive ownership experience, we staff an onsite auto service and repair department. And for those of you who prefer to perform your own work, we also maintain a vast collection of auto parts for sale in Hayward. Timber Ford of Hayward truly has every one of your automotive needs covered. The only question left now is how we can best serve you. To take advantage of any one (or more) of our services, be sure to contact us today. Or, stop by and see us in person at 16826W Hwy 63 S Hayward, Wisconsin today.
Resources
Dealer Synergy & Bradley On Demand: The automotive industry’s #1 training, tracking, testing, and certification platform and consulting & accountability firm.
The Millionaire Car Salesman Podcast: is the #1 resource for automotive sales professionals, managers, and owners. Also, join The Millionaire Car Salesman Facebook Group today!
The Against All Odds Radio Show: Hosting guests that have started from the bottom and rose to the top. Also, join The Against All Odds Radio Show Guests & Listeners Facebook Group for the podcasted episodes.
For more interactivity, join The Millionaire Car Salesman Club on Clubhouse.
Win the Game of Googleopoly: Unlocking the secret strategy of search engines.
The Millionaire Car Salesman Podcast is Proudly Sponsored By:
AutoWeb: Visit AutoWeb.com/dealers for help in revolutionizing your business to help you sell more cars.
This week, the Millionaire Car Salesman Podcast is hosted by the one-and-only 'Blind Master' L.A. Williams! L.A. discusses with Tianna Mick, AKA T Got Your Keys, on her 'Automotive Road Show'! During October, Tianna spent the last month traveling around the country from one automotive conference after the next.
The first stop was in Miami, Florida, for the annual National Association of Minority Automobile Dealers (NAMAD) Conference, where we get a behind-the-scenes look at the week-long event. Dealer Synergy's Founder, Sean V. Bradley, keynoted the conference and introduced the automotive industries first projecting, forecasting, and daily activity software - The Money Mind Mapp! The Dealer Synergy team exhibited and connected with the top minority automotive professionals across the nation.
Next, LA Williams dives into the Digital Dealer Las Vegas 2022 experience! Tianna Mick presented her session: How Your Community Can Become Your Greatest Asset. After detailing the session's key takeaways, the two discuss a technical difficulty that could have turned the presentation into a DISASTER… Luckily the audience didn't have a clue.
The final stop on the Automotive Road Show led us to sunny Scottsdale, Arizona, where Tianna attended the exclusive Ally A-List Summit! She was thrilled to receive a fully paid scholarship to the Ally Academy to be educated on overall dealership operations and proper management techniques.
Close your eyes, listen closely, and you'll feel like you were on tour too!
Follow this link to read our personal blogs detailing the events: https://dealersynergy.com/blog-2/
About Tianna Mick, aka T Got Your Keys
Tianna Mick, fresh off of the showroom floor, focuses on Business Development and Industry Relations for Dealer Synergy. She was consistently the top-grossing salesperson, averaging 20+ units and generating $9K – $10K each month in personal income at only 19 years old. Tianna is globally recognized for her award-winning TGotYourKeys.com website, which was voted as the #1 Personal Website in the Automotive Industry.
Additionally, Tianna is a NADA 2022 Speaker, Multi-time Digital Dealer Speaker, Internet Sales 20 Group Speaker, voted/awarded #1 Influential Female Car Salesperson of 2019, published in Digital Dealer Magazine, and an expert at showroom sales, lead/referral generation, customer satisfaction, and personal/business branding. Most recently, General Motors invited Tianna to speak on the importance of Diversity, LGBTQ+ Communities, Realities, & Economics in the Automotive Industry.
About Dealer Synergy
Dealer Synergy is an Award-Winning Training, Consulting, and Accountability firm that has built the most profitable Internet Sales and Business Development departments for Automotive Dealerships across North America. Clients will have access to live support from our expertly trained Management Team, our Technology Team, to assist with all website, graphics, video production, and social networking needs, and our team of analysts who excel in human resources, mystery shopping, and phone training!
Resources
Dealer Synergy & Bradley On Demand: The automotive industry’s #1 training, tracking, testing, and certification platform and consulting & accountability firm.
The Millionaire Car Salesman Podcast: is the #1 resource for automotive sales professionals, managers, and owners. Also, join The Millionaire Car Salesman Facebook Group today!
The Against All Odds Radio Show: Hosting guests that have started from the bottom and rose to the top. Also, join The Against All Odds Radio Show Guests & Listeners Facebook Group for the podcasted episodes.
For more interactivity, join The Millionaire Car Salesman Club on Clubhouse.
Win the Game of Googleopoly: Unlocking the secret strategy of search engines.
The Millionaire Car Salesman Podcast is Proudly Sponsored By:
AutoWeb: Visit AutoWeb.com/dealers for help in revolutionizing your business to help you sell more cars.
This week, the Millionaire Car Salesman Podcast is hosted by the one-and-only 'Blind Master' L.A. Williams! L.A. discusses with Tianna Mick, AKA T Got Your Keys, on her 'Automotive Road Show'! During October, Tianna spent the last month traveling around the country from one automotive conference after the next.
The first stop was in Miami, Florida, for the annual National Association of Minority Automobile Dealers (NAMAD) Conference, where we get a behind-the-scenes look at the week-long event. Dealer Synergy's Founder, Sean V. Bradley, keynoted the conference and introduced the automotive industries first projecting, forecasting, and daily activity software - The Money Mind Mapp! The Dealer Synergy team exhibited and connected with the top minority automotive professionals across the nation.
Next, LA Williams dives into the Digital Dealer Las Vegas 2022 experience! Tianna Mick presented her session: How Your Community Can Become Your Greatest Asset. After detailing the session's key takeaways, the two discuss a technical difficulty that could have turned the presentation into a DISASTER… Luckily the audience didn't have a clue.
The final stop on the Automotive Road Show led us to sunny Scottsdale, Arizona, where Tianna attended the exclusive Ally A-List Summit! She was thrilled to receive a fully paid scholarship to the Ally Academy to be educated on overall dealership operations and proper management techniques.
Close your eyes, listen closely, and you'll feel like you were on tour too!
Follow this link to read our personal blogs detailing the events: https://dealersynergy.com/blog-2/
About Tianna Mick, aka T Got Your Keys
Tianna Mick, fresh off of the showroom floor, focuses on Business Development and Industry Relations for Dealer Synergy. She was consistently the top-grossing salesperson, averaging 20+ units and generating $9K – $10K each month in personal income at only 19 years old. Tianna is globally recognized for her award-winning TGotYourKeys.com website, which was voted as the #1 Personal Website in the Automotive Industry.
Additionally, Tianna is a NADA 2022 Speaker, Multi-time Digital Dealer Speaker, Internet Sales 20 Group Speaker, voted/awarded #1 Influential Female Car Salesperson of 2019, published in Digital Dealer Magazine, and an expert at showroom sales, lead/referral generation, customer satisfaction, and personal/business branding. Most recently, General Motors invited Tianna to speak on the importance of Diversity, LGBTQ+ Communities, Realities, & Economics in the Automotive Industry.
About Dealer Synergy
Dealer Synergy is an Award-Winning Training, Consulting, and Accountability firm that has built the most profitable Internet Sales and Business Development departments for Automotive Dealerships across North America. Clients will have access to live support from our expertly trained Management Team, our Technology Team, to assist with all website, graphics, video production, and social networking needs, and our team of analysts who excel in human resources, mystery shopping, and phone training!
Resources
Dealer Synergy & Bradley On Demand: The automotive industry’s #1 training, tracking, testing, and certification platform and consulting & accountability firm.
The Millionaire Car Salesman Podcast: is the #1 resource for automotive sales professionals, managers, and owners. Also, join The Millionaire Car Salesman Facebook Group today!
The Against All Odds Radio Show: Hosting guests that have started from the bottom and rose to the top. Also, join The Against All Odds Radio Show Guests & Listeners Facebook Group for the podcasted episodes.
For more interactivity, join The Millionaire Car Salesman Club on Clubhouse.
Win the Game of Googleopoly: Unlocking the secret strategy of search engines.
The Millionaire Car Salesman Podcast is Proudly Sponsored By:
AutoWeb: Visit AutoWeb.com/dealers for help in revolutionizing your business to help you sell more cars.
This week on the Millionaire Car Salesman Podcast, L.A Williams reaches back into the Against All Odds Radio Show archives where Sean V. Bradley, CSP, L.A. Williams, and Jarrod Glandt, President of Grant Cardone Enterprise and how Jarrod’s life has changed in the past ten years.
Sales people have been coached for years to rely on themselves, but everything is about perspective. Jarrod subscribes to the idea that there are three rules to making money especially for sales professionals.
- Learn how to make money
- Learn how to keep money
- Learn how to multiply money
Sean and Jarrod discuss ways to make money and the different ways you can stack money.
About Jarrod Glandt
Jarrod grew up in the middle class in San Diego, California, where his dad always ran motorcycle dealerships. Jarrod cut his teeth selling advertising in AutoTrader magazine, becoming the #2 rep in the country. He was the youngest rep in the country, making $200,000 a year, but when he began partying all the time... everything began to spiral out of control. On impulse, Jarrod quit his job, and the money stopped. It was the lowest of lows. One wrong decision after another had Jarrod living at a friend’s house. Everything changed when his dad sent him a link to Grant Cardone. Jarrod devoured every piece of content he could find online before calling the office every day for a month to get an interview. Eventually, they hired him, and the grind began. Jarrod hasn’t looked back since. President of Grant Cardone Enterprises, Jarrod still hasn’t stopped and keeps pushing himself to do better for himself and his family.
About Grant Cardone Enterprises
Built by the number-one sales trainer in the world and founder of the 10X movement, Grant Cardone Enterprises has become one of the most trusted names in the sales industry. Grant Cardone Enterprises has helped companies expand sales, increase transaction profitability, and reduce turnover by disrupting the status quo and implementing proven, industry-leading processes through management and training technology. This cutting-edge, disruptive approach to sales, marketing, social media, and consulting allows businesses to increase their revenue and expand their market share and individuals the expertise and knowledge to reach their personal, professional, and financial goals.
Resources
Dealer Synergy & Bradley On Demand: The automotive industry’s #1 training, tracking, testing, and certification platform and consulting & accountability firm.
The Millionaire Car Salesman Podcast: is the #1 resource for automotive sales professionals, managers, and owners. Also, join The Millionaire Car Salesman Facebook Group today!
The Against All Odds Radio Show: Hosting guests that have started from the bottom and rose to the top. Also, join The Against All Odds Radio Show Guests & Listeners Facebook Group for the podcasted episodes.
For more interactivity, join The Millionaire Car Salesman Club on Clubhouse.
Win the Game of Googleopoly: Unlocking the secret strategy of search engines.
The Millionaire Car Salesman Podcast is Proudly Sponsored By:
AutoWeb: Visit AutoWeb.com/dealers for help in revolutionizing your business to help you sell more cars.
This week on the Millionaire Car Salesman Podcast, L.A Williams reaches back into the Against All Odds Radio Show archives where Sean V. Bradley, CSP, L.A. Williams, and Jarrod Glandt, President of Grant Cardone Enterprise and how Jarrod’s life has changed in the past ten years.
Sales people have been coached for years to rely on themselves, but everything is about perspective. Jarrod subscribes to the idea that there are three rules to making money especially for sales professionals.
- Learn how to make money
- Learn how to keep money
- Learn how to multiply money
Sean and Jarrod discuss ways to make money and the different ways you can stack money.
About Jarrod Glandt
Jarrod grew up in the middle class in San Diego, California, where his dad always ran motorcycle dealerships. Jarrod cut his teeth selling advertising in AutoTrader magazine, becoming the #2 rep in the country. He was the youngest rep in the country, making $200,000 a year, but when he began partying all the time... everything began to spiral out of control. On impulse, Jarrod quit his job, and the money stopped. It was the lowest of lows. One wrong decision after another had Jarrod living at a friend’s house. Everything changed when his dad sent him a link to Grant Cardone. Jarrod devoured every piece of content he could find online before calling the office every day for a month to get an interview. Eventually, they hired him, and the grind began. Jarrod hasn’t looked back since. President of Grant Cardone Enterprises, Jarrod still hasn’t stopped and keeps pushing himself to do better for himself and his family.
About Grant Cardone Enterprises
Built by the number-one sales trainer in the world and founder of the 10X movement, Grant Cardone Enterprises has become one of the most trusted names in the sales industry. Grant Cardone Enterprises has helped companies expand sales, increase transaction profitability, and reduce turnover by disrupting the status quo and implementing proven, industry-leading processes through management and training technology. This cutting-edge, disruptive approach to sales, marketing, social media, and consulting allows businesses to increase their revenue and expand their market share and individuals the expertise and knowledge to reach their personal, professional, and financial goals.
Resources
Dealer Synergy & Bradley On Demand: The automotive industry’s #1 training, tracking, testing, and certification platform and consulting & accountability firm.
The Millionaire Car Salesman Podcast: is the #1 resource for automotive sales professionals, managers, and owners. Also, join The Millionaire Car Salesman Facebook Group today!
The Against All Odds Radio Show: Hosting guests that have started from the bottom and rose to the top. Also, join The Against All Odds Radio Show Guests & Listeners Facebook Group for the podcasted episodes.
For more interactivity, join The Millionaire Car Salesman Club on Clubhouse.
Win the Game of Googleopoly: Unlocking the secret strategy of search engines.
The Millionaire Car Salesman Podcast is Proudly Sponsored By:
AutoWeb: Visit AutoWeb.com/dealers for help in revolutionizing your business to help you sell more cars.
This week on the Millionaire Car Salesman Podcast, Sean V. Bradley, CSP interviews Brandon Sloan, the GM at Auto Direct in Zebulon, NC. As an independent, Brandon is sick and tired of vendors neglecting his business and not giving him the sources they promise. Every dealership (independent or franchise) deserves the right performance and proper ROI from their vendors. Brandon breaks down what GMs actually need! GMs need the leads, not the VDPs or SRPs!
Vendors also harp on photos of cars and competitive pricing, but GMs like Brandon are already proactively generating these photos and keeping prices competitive! Vendors and dealerships are partners and vendors should be striving to do better! So what does a good vendor representative look like? Are they breaking down the most requested vehicle or the vehicles that are being bought the most in your area? If your rep isn’t giving you these reports, it may be valuable for you to request it.
About Brandon Sloan
Brandon Sloan has been selling cars for the past 20 years. He started Auto Direct in 2012 with just ten cars to sell. He quickly grew the business until he had multiple rooftops, which he consolidated five years ago, for the full-service location in Zebulon, North Carolina. Brandon Sloan has been with his wife for the past 21 years and married for 10; together, they have two beautiful daughters who are all super active in the local community.
About Auto Direct
Auto Direct in Zebulon, NC treats the needs of each individual customer with paramount concern. We know that you have high expectations, and as a car dealer we enjoy the challenge of meeting and exceeding those standards each and every time. Allow us to demonstrate our commitment to excellence!
Resources
Dealer Synergy & Bradley On Demand: The automotive industry’s #1 training, tracking, testing, and certification platform and consulting & accountability firm.
The Millionaire Car Salesman Podcast: is the #1 resource for automotive sales professionals, managers, and owners. Also, join The Millionaire Car Salesman Facebook Group today!
The Against All Odds Radio Show: Hosting guests that have started from the bottom and rose to the top. Also, join The Against All Odds Radio Show Guests & Listeners Facebook Group for the podcasted episodes.
For more interactivity, join The Millionaire Car Salesman Club on Clubhouse.
Win the Game of Googleopoly: Unlocking the secret strategy of search engines.
The Millionaire Car Salesman Podcast is Proudly Sponsored By:
AutoWeb: Visit AutoWeb.com/dealers for help in revolutionizing your business to help you sell more cars.
This week on the Millionaire Car Salesman Podcast, Sean V. Bradley, CSP interviews Brandon Sloan, the GM at Auto Direct in Zebulon, NC. As an independent, Brandon is sick and tired of vendors neglecting his business and not giving him the sources they promise. Every dealership (independent or franchise) deserves the right performance and proper ROI from their vendors. Brandon breaks down what GMs actually need! GMs need the leads, not the VDPs or SRPs!
Vendors also harp on photos of cars and competitive pricing, but GMs like Brandon are already proactively generating these photos and keeping prices competitive! Vendors and dealerships are partners and vendors should be striving to do better! So what does a good vendor representative look like? Are they breaking down the most requested vehicle or the vehicles that are being bought the most in your area? If your rep isn’t giving you these reports, it may be valuable for you to request it.
About Brandon Sloan
Brandon Sloan has been selling cars for the past 20 years. He started Auto Direct in 2012 with just ten cars to sell. He quickly grew the business until he had multiple rooftops, which he consolidated five years ago, for the full-service location in Zebulon, North Carolina. Brandon Sloan has been with his wife for the past 21 years and married for 10; together, they have two beautiful daughters who are all super active in the local community.
About Auto Direct
Auto Direct in Zebulon, NC treats the needs of each individual customer with paramount concern. We know that you have high expectations, and as a car dealer we enjoy the challenge of meeting and exceeding those standards each and every time. Allow us to demonstrate our commitment to excellence!
Resources
Dealer Synergy & Bradley On Demand: The automotive industry’s #1 training, tracking, testing, and certification platform and consulting & accountability firm.
The Millionaire Car Salesman Podcast: is the #1 resource for automotive sales professionals, managers, and owners. Also, join The Millionaire Car Salesman Facebook Group today!
The Against All Odds Radio Show: Hosting guests that have started from the bottom and rose to the top. Also, join The Against All Odds Radio Show Guests & Listeners Facebook Group for the podcasted episodes.
For more interactivity, join The Millionaire Car Salesman Club on Clubhouse.
Win the Game of Googleopoly: Unlocking the secret strategy of search engines.
The Millionaire Car Salesman Podcast is Proudly Sponsored By:
AutoWeb: Visit AutoWeb.com/dealers for help in revolutionizing your business to help you sell more cars.
This week on the Millionaire Car Salesman Podcast, Sean V. Bradley, CSP exposes how some vendors are milking profit off their dealers. Dealerships spend thousands upon thousands of dollars on vendors like AutoTrader, Cars.com, and CarGurus, all for leads, but are those leads worth it when you break it down?
Of course these vendors are important, but with the current economy you can’t be wasting money and getting nothing, but smoke and mirrors in return. Keep your ears open for these deflections: shortage of staff, our people are still in training, or even this one you’re getting lots of VDP and SRP views. Listen in for how Sean V Bradley questions vendors so your dealership doesn’t get terrorized.
About Dealer Synergy
Dealer Synergy is an Award-Winning Training, Consulting, and Accountability firm that has built the most profitable Internet Sales and Business Development departments for Automotive Dealerships across North America. Clients will have access to live support from our expertly trained Management Team, our Technology Team, to assist with all website, graphics, video production, and social networking needs, and our team of analysts who excel in human resources, mystery shopping, and phone training!
Resources
Dealer Synergy & Bradley On Demand: The automotive industry’s #1 training, tracking, testing, and certification platform and consulting & accountability firm.
The Millionaire Car Salesman Podcast: is the #1 resource for automotive sales professionals, managers, and owners. Also, join The Millionaire Car Salesman Facebook Group today!
The Against All Odds Radio Show: Hosting guests that have started from the bottom and rose to the top. Also, join The Against All Odds Radio Show Guests & Listeners Facebook Group for the podcasted episodes.
For more interactivity, join The Millionaire Car Salesman Club on Clubhouse.
Win the Game of Googleopoly: Unlocking the secret strategy of search engines.
The Millionaire Car Salesman Podcast is Proudly Sponsored By:
AutoWeb: Visit AutoWeb.com/dealers for help in revolutionizing your business to help you sell more cars.
This week on the Millionaire Car Salesman Podcast, Sean V. Bradley, CSP exposes how some vendors are milking profit off their dealers. Dealerships spend thousands upon thousands of dollars on vendors like AutoTrader, Cars.com, and CarGurus, all for leads, but are those leads worth it when you break it down?
Of course these vendors are important, but with the current economy you can’t be wasting money and getting nothing, but smoke and mirrors in return. Keep your ears open for these deflections: shortage of staff, our people are still in training, or even this one you’re getting lots of VDP and SRP views. Listen in for how Sean V Bradley questions vendors so your dealership doesn’t get terrorized.
About Dealer Synergy
Dealer Synergy is an Award-Winning Training, Consulting, and Accountability firm that has built the most profitable Internet Sales and Business Development departments for Automotive Dealerships across North America. Clients will have access to live support from our expertly trained Management Team, our Technology Team, to assist with all website, graphics, video production, and social networking needs, and our team of analysts who excel in human resources, mystery shopping, and phone training!
Resources
Dealer Synergy & Bradley On Demand: The automotive industry’s #1 training, tracking, testing, and certification platform and consulting & accountability firm.
The Millionaire Car Salesman Podcast: is the #1 resource for automotive sales professionals, managers, and owners. Also, join The Millionaire Car Salesman Facebook Group today!
The Against All Odds Radio Show: Hosting guests that have started from the bottom and rose to the top. Also, join The Against All Odds Radio Show Guests & Listeners Facebook Group for the podcasted episodes.
For more interactivity, join The Millionaire Car Salesman Club on Clubhouse.
Win the Game of Googleopoly: Unlocking the secret strategy of search engines.
The Millionaire Car Salesman Podcast is Proudly Sponsored By:
AutoWeb: Visit AutoWeb.com/dealers for help in revolutionizing your business to help you sell more cars.
This week on the Millionaire Car Salesman Podcast, Sean V. Bradley, CSP walks through how to capitalize on inventory struggles. Inventory in the automotive industry has completely morphed post-Covid. Do you find yourself struggling daily with the buyer’s vehicle of choice not being available. What’s the next question you ask your potential buyer?
Breaking down the truths behind inventory and qualifications this week with Sean is Malik “Yung Jedi” Bronner. Malik has been working closely with clients and dealerships, and he has pieced together ten potential questions to assist you in directing the conversation. Always make sure you are asking the right follow up questions! Keep the conversation going: educate your buyer, why is that vehicle their top pick, is the buyer open to other vehicles, what options are their favorite in that vehicle, etc. Follow along to improve your buyer’s sales experience and overcome this national issue so you can come out on top.
About Malik Bronner
Starting at Dealer Synergy over three years ago as a call analyst, Malik “Yung Jedi” Bronner has worked his way up the ranks to the position of Performance Coach at Dealer Synergy and a Tier 1 National Trainer. Not only is he one of the top performance coaches and phone process trainers on the Dealer Synergy team, but he also hosts “The Yung Jedi Counsel”, a weekly free training session for the automotive community.
About Dealer Synergy
Dealer Synergy is an Award-Winning Training, Consulting, and Accountability firm that has built the most profitable Internet Sales and Business Development departments for Automotive Dealerships across North America. Clients will have access to live support from our expertly trained Management Team, our Technology Team, to assist with all website, graphics, video production, and social networking needs, and our team of analysts who excel in human resources, mystery shopping, and phone training!
Resources
Dealer Synergy & Bradley On Demand: The automotive industry’s #1 training, tracking, testing, and certification platform and consulting & accountability firm.
The Millionaire Car Salesman Podcast: is the #1 resource for automotive sales professionals, managers, and owners. Also, join The Millionaire Car Salesman Facebook Group today!
The Against All Odds Radio Show: Hosting guests that have started from the bottom and rose to the top. Also, join The Against All Odds Radio Show Guests & Listeners Facebook Group for the podcasted episodes.
For more interactivity, join The Millionaire Car Salesman Club on Clubhouse.
Win the Game of Googleopoly: Unlocking the secret strategy of search engines.
The Millionaire Car Salesman Podcast is Proudly Sponsored By:
AutoWeb: Visit AutoWeb.com/dealers for help in revolutionizing your business to help you sell more cars.
This week on the Millionaire Car Salesman Podcast, Sean V. Bradley, CSP walks through how to capitalize on inventory struggles. Inventory in the automotive industry has completely morphed post-Covid. Do you find yourself struggling daily with the buyer’s vehicle of choice not being available. What’s the next question you ask your potential buyer?
Breaking down the truths behind inventory and qualifications this week with Sean is Malik “Yung Jedi” Bronner. Malik has been working closely with clients and dealerships, and he has pieced together ten potential questions to assist you in directing the conversation. Always make sure you are asking the right follow up questions! Keep the conversation going: educate your buyer, why is that vehicle their top pick, is the buyer open to other vehicles, what options are their favorite in that vehicle, etc. Follow along to improve your buyer’s sales experience and overcome this national issue so you can come out on top.
About Malik Bronner
Starting at Dealer Synergy over three years ago as a call analyst, Malik “Yung Jedi” Bronner has worked his way up the ranks to the position of Performance Coach at Dealer Synergy and a Tier 1 National Trainer. Not only is he one of the top performance coaches and phone process trainers on the Dealer Synergy team, but he also hosts “The Yung Jedi Counsel”, a weekly free training session for the automotive community.
About Dealer Synergy
Dealer Synergy is an Award-Winning Training, Consulting, and Accountability firm that has built the most profitable Internet Sales and Business Development departments for Automotive Dealerships across North America. Clients will have access to live support from our expertly trained Management Team, our Technology Team, to assist with all website, graphics, video production, and social networking needs, and our team of analysts who excel in human resources, mystery shopping, and phone training!
Resources
Dealer Synergy & Bradley On Demand: The automotive industry’s #1 training, tracking, testing, and certification platform and consulting & accountability firm.
The Millionaire Car Salesman Podcast: is the #1 resource for automotive sales professionals, managers, and owners. Also, join The Millionaire Car Salesman Facebook Group today!
The Against All Odds Radio Show: Hosting guests that have started from the bottom and rose to the top. Also, join The Against All Odds Radio Show Guests & Listeners Facebook Group for the podcasted episodes.
For more interactivity, join The Millionaire Car Salesman Club on Clubhouse.
Win the Game of Googleopoly: Unlocking the secret strategy of search engines.
The Millionaire Car Salesman Podcast is Proudly Sponsored By:
AutoWeb: Visit AutoWeb.com/dealers for help in revolutionizing your business to help you sell more cars.
This week on the Millionaire Car Salesman Podcast, Sean V. Bradley, CSP discusses secrets to harnessing the right questions when it comes to properly qualifying prospects on the showroom floor. Do you find you aren’t landing prospects? Do you struggle connecting with your prospects? Are you learning enough about your prospect on the road to the sale?
The best rule: If you don’t ask, you don’t get. So when you’re on the phone or in person with a potential prospect collect all the information you can get! What is your prospect’s preferred form of communication? What kind of car did the prospect pull up in? Do they want new, certified pre-owned or used? If you find yourself not always asking or getting answers to these questions, tune into this week's podcast.
About Dealer Synergy Academy Classes
Taught in a group class setting, via Zoom, these classes are facilitated by a Dealer Synergy Certified Trainer, with students from all over the world.
About Dealer Synergy
Dealer Synergy is an Award-Winning Training, Consulting, and Accountability firm that has built the most profitable Internet Sales and Business Development departments for Automotive Dealerships across North America. Clients will have access to live support from our expertly trained Management Team, our Technology Team, to assist with all website, graphics, video production, and social networking needs, and our team of analysts who excel in human resources, mystery shopping, and phone training!
Resources
Dealer Synergy & Bradley On Demand: The automotive industry’s #1 training, tracking, testing, and certification platform and consulting & accountability firm.
The Millionaire Car Salesman Podcast: is the #1 resource for automotive sales professionals, managers, and owners. Also, join The Millionaire Car Salesman Facebook Group today!
The Against All Odds Radio Show: Hosting guests that have started from the bottom and rose to the top. Also, join The Against All Odds Radio Show Guests & Listeners Facebook Group for the podcasted episodes.
For more interactivity, join The Millionaire Car Salesman Club on Clubhouse.
Win the Game of Googleopoly: Unlocking the secret strategy of search engines.
The Millionaire Car Salesman Podcast is Proudly Sponsored By:
AutoWeb: Visit AutoWeb.com/dealers for help in revolutionizing your business to help you sell more cars.
EP 6:09 Sneak Peek into Dealer Synergy's Conference Tour
This week on the Millionaire Car Salesman Podcast, Sean V. Bradley, CSP, is joined by Tianna Mick, AKA @TGotYourKeys, as they break down the next month of travel and events. Sean, Tianna, V Vega, and the Dealer Synergy team are on the move appearing at NAMAD in Miami, FL, Digital Dealer in Las Vegas, NV, and Ally A-List Summit in Phoenix, AZ. Conferences are great places for networking, workshopping, learning and sharing with others in the field. Sean is hosting a presentation at NAMAD and Tianna is hosting her own presentation at Digital Dealer on how to grow your sales by finding your own tribe! Listen in to learn more about why Dealer Synergy is going to these conferences and why they’re important to you!
About Tianna Mick
Tianna Mick was born and raised in Reading, Pennsylvania and started her automotive journey at only 19-years-old where she was consistently the top-grossing salesperson, averaging 20+ units and generating $9K – $10K each month in personal income! Tianna is globally recognized for her award-winning TGotYourKeys.com website, which was voted the #1 Personal Website in the Automotive Industry. Additionally, Tianna is a NADA 2022 Speaker, published in Digital Dealer Magazine, and voted/awarded #1 Influential Female Car Salesperson of 2019!
About V Vega
Vaesly “V” Vega was born and raised in Cayey, Puerto Rico. When she was 17 years old, she moved to the United States to pursue her educational and college career. Flash forward, Vaesly is simultaneously balancing college and a blossoming BDC career! Being bilingual in English and Spanish, Spanish being her primary language, skyrocketed her Automotive Career and gained her "The #1 BDC District Representative" within the Auto Group she was employed for. Now, Vaesly takes on the side of consulting and takes her place as Performance Coach at Automotive Industry's #1 Award-winning Automotive Training, Consulting, and Accountability Firm - Dealer Synergy!
About Dealer Synergy
Dealer Synergy is an Award-Winning Training, Consulting, and Accountability firm that has built the most profitable Internet Sales and Business Development departments for Automotive Dealerships across North America. Clients will have access to live support from our expertly trained Management Team, our Technology Team, to assist with all website, graphics, video production, and social networking needs, and our team of analysts who excel in human resources, mystery shopping, and phone training!
Resources
Dealer Synergy & Bradley On Demand: The automotive industry’s #1 training, tracking, testing, and certification platform and consulting & accountability firm.
The Millionaire Car Salesman Podcast: is the #1 resource for automotive sales professionals, managers, and owners. Also, join The Millionaire Car Salesman Facebook Group today!
The Against All Odds Radio Show: Hosting guests that have started from the bottom and rose to the top. Also, join The Against All Odds Radio Show Guests & Listeners Facebook Group for the podcasted episodes.
For more interactivity, join The Millionaire Car Salesman Club on Clubhouse.
Win the Game of Googleopoly: Unlocking the secret strategy of search engines.
This week on the Millionaire Car Salesman Podcast, Sean V. Bradley, CSP breaks down controlling the conversation when walking a client through how vehicles are priced. Do you find price negotiation to be the most stressful part of your client interactions? Do you feel that you’re floundering during incoming phone calls? Not sure how to form a better phone conversation strategy?
Listen to today’s webinar! Sean V Bradley and L.A. Williams implement the Dealer Synergy outbound phone call process to better control the conversation. Take it slow, and make sure you’re hitting all the points: greeting, asking permission to speak, state the purpose of the call and so on. When you’re armed with a solid strategy you’ll ace every call you make with these simple steps.
About Dealer Synergy Academy Classes
Taught in a group class setting, via Zoom, these classes are facilitated by a Dealer Synergy Certified Trainer, with students from all over the world.
About Dealer Synergy
Dealer Synergy is an Award-Winning Training, Consulting, and Accountability firm that has built the most profitable Internet Sales and Business Development departments for Automotive Dealerships across North America. Clients will have access to live support from our expertly trained Management Team, our Technology Team, to assist with all website, graphics, video production, and social networking needs, and our team of analysts who excel in human resources, mystery shopping, and phone training!
Resources
Dealer Synergy & Bradley On Demand: The automotive industry’s #1 training, tracking, testing, and certification platform and consulting & accountability firm.
The Millionaire Car Salesman Podcast: is the #1 resource for automotive sales professionals, managers, and owners. Also, join The Millionaire Car Salesman Facebook Group today!
The Against All Odds Radio Show: Hosting guests that have started from the bottom and rose to the top. Also, join The Against All Odds Radio Show Guests & Listeners Facebook Group for the podcasted episodes.
For more interactivity, join The Millionaire Car Salesman Club on Clubhouse.
Win the Game of Googleopoly: Unlocking the secret strategy of search engines.
The Millionaire Car Salesman Podcast is Proudly Sponsored By:
AutoWeb: Visit AutoWeb.com/dealers for help in revolutionizing your business to help you sell more cars.
This week on the Millionaire Car Salesman Podcast, Sean V. Bradley, CSP focuses on the importance of communication and setting yourself apart from everyone else. Are you just focusing on calling, emailing, and texting your prospects? Statistics don’t lie, emails only have a 2-4% open rate! What other methods could you be capitalizing on? How can you use video communication or social media to connect with potential clients?
Tip 1: Keep it as personal as possible! Once you have a prospect engaged, don’t go backwards and just rely on text messages and emails. The market is super competitive, so do the things the average sales person is doing, but also think like there is no box. If you like this tip, listen in for more tips and tricks!
About Dealer Synergy Academy Classes
Taught in a group class setting, via Zoom, these classes are facilitated by a Dealer Synergy Certified Trainer, with students from all over the world.
About Dealer Synergy
Dealer Synergy is an Award-Winning Training, Consulting, and Accountability firm that has built the most profitable Internet Sales and Business Development departments for Automotive Dealerships across North America. Clients will have access to live support from our expertly trained Management Team, our Technology Team, to assist with all website, graphics, video production, and social networking needs, and our team of analysts who excel in human resources, mystery shopping, and phone training!
Resources
Dealer Synergy & Bradley On Demand: The automotive industry’s #1 training, tracking, testing, and certification platform and consulting & accountability firm.
The Millionaire Car Salesman Podcast: is the #1 resource for automotive sales professionals, managers, and owners. Also, join The Millionaire Car Salesman Facebook Group today!
The Against All Odds Radio Show: Hosting guests that have started from the bottom and rose to the top. Also, join The Against All Odds Radio Show Guests & Listeners Facebook Group for the podcasted episodes.
For more interactivity, join The Millionaire Car Salesman Club on Clubhouse.
Win the Game of Googleopoly: Unlocking the secret strategy of search engines.
The Millionaire Car Salesman Podcast is Proudly Sponsored By:
AutoWeb: Visit AutoWeb.com/dealers for help in revolutionizing your business to help you sell more cars.
This week on the Millionaire Car Salesman Podcast, Sean V. Bradley, CSP talks about how to be successful in the F&I department. What is the best action plan? What are the pillars of success as an F&I manager?
Joining Sean this week is Jorgina Beto, a 20 year old Syrian F&I manager at McGrath City Hyundai in Chicago, Illinois. Jorgina is crushing the statistics. Sean and Jorgina break down the four pillars that make a successful F&I manager in ways everyone can understand.
About Jorgina Beto
Jorgina’s journey began by befriending the sales and management team when she was having car troubles at 17 years old. That persistence and interest turned into an assistant job at 19 years old that quickly moved up into the financial team. Jorgina spent her first year teaching herself the F&I. Jorgina wants everyone to know that anyone can be successful as a F&I manager, it's not a secret!
About Mcgrath City Hyundai
A great Hyundai dealership in the Chicago, Illinois, area, look no further than McGrath City Hyundai. Whether you're looking for a new or used car, truck, or SUV, we can help you get exactly what you want. Our state-of-the-art service center can also help you maintain your vehicle so it lasts a long time, and if there's a problem with your vehicle and you need a new part, our well-trained parts staff can help you find what you need and have your right back on the road in no time.
Resources
Dealer Synergy & Bradley On Demand: The automotive industry’s #1 training, tracking, testing, and certification platform and consulting & accountability firm.
The Millionaire Car Salesman Podcast: is the #1 resource for automotive sales professionals, managers, and owners. Also, join The Millionaire Car Salesman Facebook Group today!
The Against All Odds Radio Show: Hosting guests that have started from the bottom and rose to the top. Also, join The Against All Odds Radio Show Guests & Listeners Facebook Group for the podcasted episodes.
For more interactivity, join The Millionaire Car Salesman Club on Clubhouse.
Win the Game of Googleopoly: Unlocking the secret strategy of search engines.
The Millionaire Car Salesman Podcast is Proudly Sponsored By:
AutoWeb: Visit AutoWeb.com/dealers for help in revolutionizing your business to help you sell more cars.
This week on the Millionaire Car Salesman Podcast, Sean V. Bradley, CSP discusses secrets to prospecting. Do you find yourself struggling to find new sales? Are your monthly sales less than you would like? Are you just waiting for the dealership to hand you new clients? Follow along with Sean, as he breaks down daily practices to increase referrals and sales.
You should ask yourself:
- Who do I know who’s in the market for a vehicle?
- Who do my friends know who’s in the market for a vehicle?
- How can I build my audience?
- How can I optimize my daily interactions outside of work?
- How can I best utilize my social media accounts?
If you do not have an answer for any of these questions… get the answers you didn’t even know you needed by listening to this week’s podcast.
About Dealer Synergy Academy Classes
Taught in a group class setting, via Zoom, these classes are facilitated by a Dealer Synergy Certified Trainer, with students from all over the world.
About Dealer Synergy
Dealer Synergy is an Award-Winning Training, Consulting, and Accountability firm that has built the most profitable Internet Sales and Business Development departments for Automotive Dealerships across North America. Clients will have access to live support from our expertly trained Management Team, our Technology Team, to assist with all website, graphics, video production, and social networking needs, and our team of analysts who excel in human resources, mystery shopping, and phone training!
Resources
Dealer Synergy & Bradley On Demand: The automotive industry’s #1 training, tracking, testing, and certification platform and consulting & accountability firm.
The Millionaire Car Salesman Podcast: is the #1 resource for automotive sales professionals, managers, and owners. Also, join The Millionaire Car Salesman Facebook Group today!
The Against All Odds Radio Show: Hosting guests that have started from the bottom and rose to the top. Also, join The Against All Odds Radio Show Guests & Listeners Facebook Group for the podcasted episodes.
For more interactivity, join The Millionaire Car Salesman Club on Clubhouse.
Win the Game of Googleopoly: Unlocking the secret strategy of search engines.
The Millionaire Car Salesman Podcast is Proudly Sponsored By:
AutoWeb: Visit AutoWeb.com/dealers for help in revolutionizing your business to help you sell more cars.
This week on the Millionaire Car Salesman Podcast, Sean V. Bradley, CSP talks about dealership relationships with the Hispanic community. Nationally, dealerships are vastly underprepared to bring in the Hispanic community. Spanish customers struggle and feel uneasy communicating in person, over the phone, not understanding the paperwork, or the ads surrounding the products. How can dealers get prepared and make customers feel welcome and comfortable to return again and again?
Joining Sean this week is V Vega, a Performance Coach at Dealer Synergy in Audubon, NJ. V has a unique perspective on the dealership and Spanish community interactions based on her time in the automotive industry and as a consumer. Curious on how this inside point of view can improve your customer relations? Listen to the full podcast to get the answers to set your Dealership above the rest.
About V Vega
Vaesly “V” Vega was born and raised in Cayey, Puerto Rico. When she was 17 years old, she moved to the United States to pursue her educational and college career. Flash forward, Vaesly is simultaneously balancing college and a blossoming BDC career! Being bilingual in English and Spanish, Spanish being her primary language, skyrocketed her Automotive Career and gained her "The #1 BDC District Representative" within the Auto Group she was employed for. Now, Vaesly takes on the side of consulting and takes her place as Performance Coach at Automotive Industry's #1 Award-winning Automotive Training, Consulting, and Accountability Firm - Dealer Synergy!
About Dealer Synergy
Dealer Synergy is an Award-Winning Training, Consulting, and Accountability firm that has built the most profitable Internet Sales and Business Development departments for Automotive Dealerships across North America. Clients will have access to live support from our expertly trained Management Team, our Technology Team, to assist with all website, graphics, video production, and social networking needs, and our team of analysts who excel in human resources, mystery shopping, and phone training!
Resources
Dealer Synergy & Bradley On Demand: The automotive industry’s #1 training, tracking, testing, and certification platform and consulting & accountability firm.
The Millionaire Car Salesman Podcast: is the #1 resource for automotive sales professionals, managers, and owners. Also, join The Millionaire Car Salesman Facebook Group today!
The Against All Odds Radio Show: Hosting guests that have started from the bottom and rose to the top. Also, join The Against All Odds Radio Show Guests & Listeners Facebook Group for the podcasted episodes.
For more interactivity, join The Millionaire Car Salesman Club on Clubhouse.
Win the Game of Googleopoly: Unlocking the secret strategy of search engines.
The Millionaire Car Salesman Podcast is Proudly Sponsored By:
AutoWeb: Visit AutoWeb.com/dealers for help in revolutionizing your business to help you sell more cars.
This week on the Millionaire Car Salesman Podcast, Sean V. Bradley, CSP interviews a high level car salesman who profited $93,000 in ONE MONTH. Tune in to this week’s podcast to learn how YOU can sell more cars, more often and more profitably.
Joining Sean this week is Damian Mikal, AKA DTheAutoPlug. Damian has implemented his own tactics for referrals, service and orphan owners. Imagine making $15,000 just by referring people that need cars to Damian... This is the real deal! Looking for new leads? Scope out the service department and start talking to the customers. Put yourself out there and BRING IN your OWN leads. Don’t just wait for them to come to you.
There is a lot of money being tossed around in this podcast, L.A. went ham with the sound effects! You’ll really enjoy listening to this episode…
About Damian Mikal
Troubled teen who served 6 years, graduated from the school of hard knocks and is now in the top 1% in the auto industry. From Danbury, CT originally got his start in the ATL market and is currently based out of Tampa. Averaging 40-50k per month. Been featured on CBS, FOX, NY Finance and several other publications.
Resources
Dealer Synergy & Bradley On Demand: The automotive industry’s #1 training, tracking, testing, and certification platform and consulting & accountability firm.
The Millionaire Car Salesman Podcast: is the #1 resource for automotive sales professionals, managers, and owners. Also, join The Millionaire Car Salesman Facebook Group today!
The Against All Odds Radio Show: Hosting guests that have started from the bottom and rose to the top. Also, join The Against All Odds Radio Show Guests & Listeners Facebook Group for the podcasted episodes.
For more interactivity, join The Millionaire Car Salesman Club on Clubhouse.
Win the Game of Googleopoly: Unlocking the secret strategy of search engines.
The Millionaire Car Salesman Podcast is Proudly Sponsored By:
AutoWeb: Visit AutoWeb.com/dealers for help in revolutionizing your business to help you sell more cars.
This week on the Millionaire Car Salesman Podcast, Sean V. Bradley, CSP walks you through his revolutionary software - The Money Mind Mapp! This software is the absolute best way to project and forecast to sell more cars, more profitably and more often.
Joining Sean this week is Malik “Yung Jedi” Bronner, a call analyst and top performance coach at Dealer Synergy. In this episode, Sean breaks down what The Money Mind Mapp is and how dealerships and their personnel will benefit from using the software. NADA stated, pre-pandemic, the average units sold in one month was 9.6 units. With The Money Mind Mapp, users will be able to identify their personal finances for their wants and needs, map out their sales goals to achieve their budgeted wants and needs, and create vision boards.
The Money Mind Mapp is a GREAT way to maximize opportunities and minimize risks while profiting for yourself and the dealership. Listen to the full episode for more tips and tricks on maximizing your sales and making you a TRUE Millionaire Car Salesman.
About Malik Bronner
Starting at Dealer Synergy over three years ago as a call analyst, Malik “Yung Jedi” Bronner has worked his way up the ranks to the position of Performance Coach at Dealer Synergy and a Tier 1 National Trainer. Not only is he one of the top performance coaches and phone process trainers on the Dealer Synergy team, but he also hosts “The Yung Jedi Counsel”, a weekly free training session for the automotive community.
About Sean V. Bradley
Sean V. Bradley, CSP is an entrepreneur, published author, speaker and award-winning international trainer. He is a 14-time NADA/ATD convention speaker, FranklinCovey Certified Facilitator and has earned the coveted “CSP” designation in the National Speakers Association. Sean is also a member of the elite “Million Dollar Speakers Group”, in the NSA, and additionally a state association speaker and trainer. He has spoken at over 300 NCM and NADA 20 Groups. Sean started Dealer Synergy over 18 years ago, but has been in the automotive industry for almost 22 years. Sean and his Dealer Synergy team are a 10 time Dealers’ Choice Award Winner for being the “Best of the Best Internet Sales Trainer” and “Mobile Provider Partner” in the Automotive Sales Industry.
About Dealer Synergy
Dealer Synergy is an Award-Winning Training, Consulting, and Accountability firm that has built the most profitable Internet Sales and Business Development departments for Automotive Dealerships across North America. Clients will have access to live support from our expertly trained Management Team, our Technology Team, to assist with all website, graphics, video production, and social networking needs, and our team of analysts who excel in human resources, mystery shopping, and phone training!
Resources
Dealer Synergy & Bradley On Demand: The automotive industry’s #1 training, tracking, testing, and certification platform and consulting & accountability firm.
The Millionaire Car Salesman Podcast: is the #1 resource for automotive sales professionals, managers, and owners. Also, join The Millionaire Car Salesman Facebook Group today!
The Against All Odds Radio Show: Hosting guests that have started from the bottom and rose to the top. Also, join The Against All Odds Radio Show Guests & Listeners Facebook Group for the podcasted episodes.
For more interactivity, join The Millionaire Car Salesman Club on Clubhouse.
Win the Game of Googleopoly: Unlocking the secret strategy of search engines.
The Millionaire Car Salesman Podcast is Proudly Sponsored By:
AutoWeb: Visit AutoWeb.com/dealers for help in revolutionizing your business to help you sell more cars.
This week on the Millionaire Car Salesman Podcast, Sean V. Bradley, CSP talks ‘Time Maximization’. Do you find yourself stressed out about not completing tasks or meeting deadlines? Are you working bell to bell (12+ hours!) because you THINK that’s the time needed to complete your goals? Time maximization is the answer to your problems and here’s why…
Joining Sean this week is the CEO of Dealer Synergy, Karen Bradley, the #1 Time Maximization Expert in the Automotive Industry! In addition, Karen has over 17 years experience in accounting and has been honored with one of the highest nominations in the industry, Automotive News’ 100 Leading Women award. There is a BIG difference between time maximization and time management. To manage means: to simply control. Whereas maximization means: to increase to the greatest possible amount or degree for the best outcome.
The first step in Time Maximization is to understand your mission. If the mission is unclear, then the goals are unclear, and ultimately will be unmet. By defining and outlining your and/or the dealership’s mission, you’ll be able to complete your objectives quickly and efficiently. The hardest piece is the discipline to be more effective and achieve the highest priorities. This means focusing on what you NEED to do versus what you WANT to do!
For more VALUABLE content on Time Maximization, take a moment and LISTEN to the wise words of the one and only Karen Bradley.
About Karen Bradley
Karen Bradley, is the CEO of Dealer Synergy, an Award Winning Training, Consulting and Accountability Firm that specializes in building Internet Dealerships or Full Blown Business Development Dealerships Internationally. She is also the Co-founder of Internet Sales 20 Group, an education company that specializes in training automotive sales professionals through their first class national bi-annual conference.
Karen has over 13+ years Automotive Sales experience where her sole mission has been to help car dealerships and their personnel achieve their maximum potential. She has directly helped over 1,300 roof tops and tens of thousands of Automotive Sales Professionals evolve personally and professionally.
Karen also has 12 years of experience as a Certified FranklinCovey Trainer and Facilitator for the 7 Habits of Highly Effective People and The 5 Choices to Extraordinary Productivity. She is an instructional design and curriculum development specialist, a Time Maximization and Efficiency Expert, as well as a process engineer. Karen has also graced the covers of several major automotive magazines; including AutoSuccess’, for her expertise on the importance and usage of video. Karen was a 2018 Featured NADA Convention Speaker.
Karen’s most important role is as a proud wife and mother of 4 kids, ranging from 8 years old to 23 years old. Combine this role with her role as an owner of multiple companies, by living the 7 Habits of Highly Effective People, Karen is truly able to achieve “Work / Life” Balance.
About Dealer Synergy
Dealer Synergy is an Award-Winning Training, Consulting, and Accountability firm that has built the most profitable Internet Sales and Business Development departments for Automotive Dealerships across North America. Clients will have access to live support from our expertly trained Management Team, our Technology Team, to assist with all website, graphics, video production, and social networking needs, and our team of analysts who excel in human resources, mystery shopping, and phone training!
Resources
Dealer Synergy & Bradley On Demand: The automotive industry’s #1 training, tracking, testing, and certification platform and consulting & accountability firm.
The Millionaire Car Salesman Podcast: is the #1 resource for automotive sales professionals, managers, and owners. Also, join The Millionaire Car Salesman Facebook Group today!
The Against All Odds Radio Show: Hosting guests that have started from the bottom and rose to the top. Also, join The Against All Odds Radio Show Guests & Listeners Facebook Group for the podcasted episodes.
For more interactivity, join The Millionaire Car Salesman Club on Clubhouse.
Win the Game of Googleopoly: Unlocking the secret strategy of search engines.
The Millionaire Car Salesman Podcast is Proudly Sponsored By:
AutoWeb: Visit AutoWeb.com/dealers for help in revolutionizing your business to help you sell more cars.
This week on the Millionaire Car Salesman Podcast, Sean V. Bradley, CSP invites a Sales Manager to join him for a Q&A session. Together they tackle some unique perspectives on why training is important. This includes interactive learning versus being sat in front of a screen with no direction. Additionally, Sean evaluates the average units sold a month per salesperson in a dealership and how to build a superstar team.
Joining Sean this week is Michael Ross, a Sales Manager at Lynch Toyota in Manchester, Connecticut. As a follower of the Millionaire Car Salesman Podcast, Michael had questions for Sean that everyone should know the answers to. Curious? Listen to the full podcast to get the answers you want!
About Michael Ross
Michael Ross has been in the automotive industry for the last seven years and averaged 20 cars a month in sales. He started as a Product Specialist then moved into Sales before becoming a Sales Manager at Lynch Toyota in Manchester, Connecticut. Michael has over 12 years experience in sales and seven years in the car industry. He lives by the fact that once you stop learning, you either need to change or quit what it is you're doing. His goal is to provide clients and customers the best possible service and products. It's all about making sure every transaction is positive and enjoyable.
About Lynch Toyota
Lynch Toyota of Manchester is a Toyota Signature Certified dealership, serving Manchester, Connecticut and the Greater Hartford area since 1970.
We are a world class automobile dealership whose mission is to completely satisfy our customers by providing superior customer service in a non-confrontational atmosphere. We provide a safe, clean, modern environment for our employees who are guided by our operating philosophy, “Our Purpose is to Serve Our Customers”.
~ Michael B. Lynch Jr.
Resources
Dealer Synergy & Bradley On Demand: The automotive industry’s #1 training, tracking, testing, and certification platform and consulting & accountability firm.
The Millionaire Car Salesman Podcast: is the #1 resource for automotive sales professionals, managers, and owners. Also, join The Millionaire Car Salesman Facebook Group today!
The Against All Odds Radio Show: Hosting guests that have started from the bottom and rose to the top. Also, join The Against All Odds Radio Show Guests & Listeners Facebook Group for the podcasted episodes.
For more interactivity, join The Millionaire Car Salesman Club on Clubhouse.
Win the Game of Googleopoly: Unlocking the secret strategy of search engines.
The Millionaire Car Salesman Podcast is Proudly Sponsored By:
AutoWeb: Visit AutoWeb.com/dealers for help in revolutionizing your business to help you sell more cars.
This week on the Millionaire Car Salesman Podcast, Sean V. Bradley, CSP talks about TikTok. Why should automotive professionals/managers/dealerships understand TikTok and utilize it in their social media strategy? Social media is a great way to generate leads and maintain relationships with prospects and clients. To be successful when marketing your brand on social media, create relevant content for the audience you want to reach.
Joining Sean this week is Tianna Mick, AKA @TGotYourKeys. Together, Sean and Tianna talk about… TikTok! For those of you who don’t know, Tianna went viral on TikTok on her TGotYourKeys platform where she posts content on car secrets and tips for customers. In this podcast, Tianna talks about how to build your TikTok brand and reach the audience you want to attract. This is especially important for TikTok as the platform creates an algorithm based on your preferences to display on the “For You” page.
To learn more about TikTok marketing, listen to the full podcast audio as Sean V. Bradley and TGotYourKeys discuss using TikTok for lead generation and relationship management.
About Tianna Mick
Tianna Mick was born and raised in Reading, Pennsylvania and started her automotive journey at only 19-years-old where she was consistently the top-grossing salesperson, averaging 20+ units and generating $9K – $10K each month in personal income! Tianna is globally recognized for her award-winning TGotYourKeys.com website, which was voted the #1 Personal Website in the Automotive Industry. Additionally, Tianna is a NADA 2022 Speaker, published in Digital Dealer Magazine, and voted/awarded #1 Influential Female Car Salesperson of 2019!
About Dealer Synergy
Dealer Synergy is an Award-Winning Training, Consulting, and Accountability firm that has built the most profitable Internet Sales and Business Development departments for Automotive Dealerships across North America. Clients will have access to live support from our expertly trained Management Team, our Technology Team, to assist with all website, graphics, video production, and social networking needs, and our team of analysts who excel in human resources, mystery shopping, and phone training!
Resources
Dealer Synergy & Bradley On Demand: The automotive industry’s #1 training, tracking, testing, and certification platform and consulting & accountability firm.
The Millionaire Car Salesman Podcast: is the #1 resource for automotive sales professionals, managers, and owners. Also, join The Millionaire Car Salesman Facebook Group today!
The Against All Odds Radio Show: Hosting guests that have started from the bottom and rose to the top. Also, join The Against All Odds Radio Show Guests & Listeners Facebook Group for the podcasted episodes.
For more interactivity, join The Millionaire Car Salesman Club on Clubhouse.
Win the Game of Googleopoly: Unlocking the secret strategy of search engines.
The Millionaire Car Salesman Podcast is Proudly Sponsored By:
AutoWeb: Visit AutoWeb.com/dealers for help in revolutionizing your business to help you sell more cars.
This week on the Millionaire Car Salesman Podcast, Sean V. Bradley, CSP audits REAL phone ups from dealerships and breaks down the best practices for qualifying the prospect to setting the appointment.
Joining Sean this week is Malik “Yung Jedi” Bronner, a call analyst and top performance coach at Dealer Synergy. Together, Sean and Malik listen to phone ups and discuss what was done well and what could be improved.
When taking an inbound call, consider the following:
- The #1 Goal of Sales Professional should be to gather the contact information first
- Building and delivering value to the prospect before setting the appointment
- Level of professionalism - perception is reality!
- Qualifying the Prospect Properly
- Meeting and Exceeding Expectations - Practice! However, DO NOT practice on real customers
- The FUNDAMENTALS
About Malik “Yung Jedi” Bronner
Starting at Dealer Synergy over three years ago as a call analyst, Malik “Yung Jedi” Bronner has worked his way up the ranks to the position of Performance Coach at Dealer Synergy and a Tier 1 National Trainer. Not only is he one of the top performance coaches and phone process trainers on the Dealer Synergy team, but he also hosts “The Yung Jedi Counsel”, a weekly free training session for the automotive community.
About Dealer Synergy Academy Classes
Taught in a group class setting, via Zoom, these classes are facilitated by a Dealer Synergy Certified Trainer, with students from all over the world.
About Dealer Synergy
Dealer Synergy is the nation’s #1 Automotive Sales training, consulting and accountability firm. The mission is to be obsessed with our dealers’ success; through our thoughts, our words and our actions, so that they may triumph and achieve total market domination.
Resources
Dealer Synergy & Bradley On Demand: The automotive industry’s #1 training, tracking, testing, and certification platform and consulting & accountability firm.
The Millionaire Car Salesman Podcast: is the #1 resource for automotive sales professionals, managers, and owners. Also, join The Millionaire Car Salesman Facebook Group today!
The Against All Odds Radio Show: Hosting guests that have started from the bottom and rose to the top. Also, join The Against All Odds Radio Show Guests & Listeners Facebook Group for the podcasted episodes.
For more interactivity, join The Millionaire Car Salesman Club on Clubhouse.
Win the Game of Googleopoly: Unlocking the secret strategy of search engines.
The Millionaire Car Salesman Podcast is Proudly Sponsored By:
AutoWeb: Visit AutoWeb.com/dealers for help in revolutionizing your business to help you sell more cars.
This week on the Millionaire Car Salesman Podcast, we are giving our listeners a sneak peak into the Against All Odds Radio Show. Sean V. Bradley, CSP and L.A. Williams talk about leadership and responsibility and discuss understanding the role of a leader and how their responsibilities shape the work culture. Additionally, they discuss pricing and consumer fears when it comes to purchasing a new vehicle.
Joining Sean and L.A. this week is Jared Rowe, CEO of AutoWeb. Autoweb’s core mission is helping buyers and sellers find each other efficiently and matching them for the right deal. As the CEO of a massive publicly-traded company, Jared has the right tools to discuss leadership and responsibility. He discusses the impact of COVID-19 and the challenges Autoweb had to adapt and grow with.
Additionally, Jared breaks down three types of customers and three fears customers have when purchasing a car. Sean also reviews the three maturity levels as written by Franklin Covey; dependent/co-dependent; independent, and interdependent.
About Jared Rowe
Jared Rowe was appointed President and Chief Executive Officer, and as a director, of AutoWeb in April 2018. Prior to joining AutoWeb, Jared served as Senior Operating Executive at Cerberus Operations and Advisory Company and as Chief Executive Officer at The Real Yellow Pages (YP), a local marketing solutions provider and Cerberus portfolio company. Before his work with YP and Cerberus, Jared held several senior leadership positions within Cox Automotive, where he was President of Kelley Blue Book, President of Autotrader, and ultimately the President of Cox Automotive’s Media Solutions Group, where he was responsible for leading the Autotrader, Kelley Blue Book, Dealer.com and Haystak businesses. Jared has a Master of Business Administration from the Stephen M. Ross School of Business at the University of Michigan at Ann Arbor and received his Bachelor of Business Administration, Automotive Marketing from Northwood University.
About Auto Web
AutoWeb — formerly Autobytel — is a premier provider of consumer leads, web traffic, and sales enhancing technologies in the automotive space. As one of the original internet companies connecting consumers and dealers, we’ve helped facilitate millions and millions of car deals since our founding in 1995. And we continue to be a premier partner for the many dealers and the OEMs that we work with. As we move into the next phase of our evolution, we’re recommitting ourselves to providing the highest quality leads, traffic, and technology to help drive even greater success for the people we serve.
Resources
Dealer Synergy & Bradley On Demand: The automotive industry’s #1 training, tracking, testing, and certification platform and consulting & accountability firm.
The Millionaire Car Salesman Podcast: is the #1 resource for automotive sales professionals, managers, and owners. Also, join The Millionaire Car Salesman Facebook Group today!
The Against All Odds Radio Show: Hosting guests that have started from the bottom and rose to the top. Also, join The Against All Odds Radio Show Guests & Listeners Facebook Group for the podcasted episodes.
For more interactivity, join The Millionaire Car Salesman Club on Clubhouse.
Win the Game of Googleopoly: Unlocking the secret strategy of search engines.
The Millionaire Car Salesman Podcast is Proudly Sponsored By:
AutoWeb: Visit AutoWeb.com/dealers for help in revolutionizing your business to help you sell more cars.
This week on the Millionaire Car Salesman Podcast, Sean V. Bradley, CSP discusses “Desking a Deal.” In this discussion, Sean breaks down the pieces to desking a deal - qualifying the prospect properly, pencils and negotiations, and closing the deal.
Joining Sean this week is Kevin Curtis, General Manager of McGrath City Hyundai located in Chicago, IL. Kevin and Sean discuss what “desking a deal” looks like at McGrath City Hyundai and what Kevin, as the GM, looks for in his team. One of the biggest challenges when presenting pencils to a prospect is figuring out the real objection(s). Is it the down payment, is it the monthly payment, is it the term?
Additionally, Sean asks Kevin about tips or advice for sales professionals. “Figure out what success is to you.” - Kevin Curtis
About Kevin Curtis
Born in the north suburbs of Chicago, IL. Started in the Automotive industry 10 years ago as a showroom sales consultant. After a few years in the industry averaged over 30 Units a month with a high gross per copy. Best month in sales sold & delivered 43 1/2 units. Moved up to finance & Attended F&I school through JM&A. After a short period in finance was moved to the desk to be more effective in the dealership by touching more deals. Shortly after took a position as GSM with a different group. Currently General Manager of McGrath City Hyundai & Genesis of Oak Park with the McGrath Auto Group in Chicago, IL.
About McGrath City Hyundai
As a premier Illinois Hyundai dealer, McGrath City Hyundai has a huge selection of new and used vehicles from which to choose. Online and offline customers enjoy vehicle specials every day. The dealership offers Hyundai service & parts, an online inventory, and outstanding financing options, making McGrath City Hyundai a preferred dealer serving Chicago, Oak Park, River Grove, Elmhurst, Des Plaines, Norridge, Forest Park, River Forest, Maywood, Cicero, Franklin Park, Melrose Park, Park Ridge, Lincolnwood and Countryside area Hyundai buyers. Ready to set up a test drive? Visit the Oak Park area Hyundai dealership in Chicago, IL today!
Resources
Dealer Synergy & Bradley On Demand: The automotive industry’s #1 training, tracking, testing, and certification platform and consulting & accountability firm.
The Millionaire Car Salesman Podcast: is the #1 resource for automotive sales professionals, managers, and owners. Also, join The Millionaire Car Salesman Facebook Group today!
The Against All Odds Radio Show: Hosting guests that have started from the bottom and rose to the top. Also, join The Against All Odds Radio Show Guests & Listeners Facebook Group for the podcasted episodes.
For more interactivity, join The Millionaire Car Salesman Club on Clubhouse.
Win the Game of Googleopoly: Unlocking the secret strategy of search engines.
The Millionaire Car Salesman Podcast is Proudly Sponsored By:
AutoWeb: Visit AutoWeb.com/dealers for help in revolutionizing your business to help you sell more cars.
This week on the Millionaire Car Salesman Podcast, Sean V. Bradley, CSP breaks down leases and talks tips to lower payments.
Sean is joined by Cody Carter, the #1 Car Salesman in the US with a record of 154 units sold in one month. Cody is the Internet Sales Manager at Tustin Toyota in Tustin, CA. In this week’s episode, he and Sean talk about leases and fight the stigma that leasing is bad.
Listen in as Sean and Cody discuss the importance of understanding the dealership’s lease program and having a network of lenders. Additionally they go over objections and rebuttals regarding mileage, the stain in certain parts of the country that leasing is a terrible idea, and “renting” a car versus owning a car.
About Cody Carter
Cody Carter has been in automotive sales for the last 10+ years and has earned himself the title of #1 Salesman in the Nation. He currently is the Internet Sales Manager at Tustin Toyota with his own Toyota webpage, Cody’s Tustin Toyota, and platform, SellLikeCody. Cody took initiative and drove his own personal traffic to his website retracauto.com, his last name spelled backwards, and now is: Cody’s Tustin Toyota. Cody has built his brand, Retrac Auto, and surpassed the rest of the country in car sales!
About Tustin Toyota
Tustin Toyota offers many automotive products and services. From new Toyota cars to used cars in Orange County, CA, Tustin Toyota knows anyone looking for a new or used car in Tustin, will find something at our Orange County, CA, Toyota dealership serving Santa Ana. The dealership carries the complete line of new Toyota models, including the 2022 Camry, 2022 Avalon, 2022 Tacoma, 2022 Prius and 2022 Corolla, making them a great choice for a Toyota in Orange County - serving the Anaheim and Santa Ana area.
Services include trusted service and auto repair, original accessories and auto parts, and superior financing and car loans for Tustin and Anaheim area customers.
Tustin Toyota is also a proud member of the Automotive Club of Southern California and are recognized by AAA.
Resources
Dealer Synergy & Bradley On Demand: The automotive industry’s #1 training, tracking, testing, and certification platform and consulting & accountability firm.
The Millionaire Car Salesman Podcast: is the #1 resource for automotive sales professionals, managers, and owners. Also, join The Millionaire Car Salesman Facebook Group today!
The Against All Odds Radio Show: Hosting guests that have started from the bottom and rose to the top. Also, join The Against All Odds Radio Show Guests & Listeners Facebook Group for the podcasted episodes.
For more interactivity, join The Millionaire Car Salesman Club on Clubhouse.
Win the Game of Googleopoly: Unlocking the secret strategy of search engines.
The Millionaire Car Salesman Podcast is Proudly Sponsored By:
AutoWeb: Visit AutoWeb.com/dealers for help in revolutionizing your business to help you sell more cars.
This week on the Millionaire Car Salesman Podcast, Sean V. Bradley, CSP highlights a dealership thriving despite the current inventory crisis. It is a known fact that new vehicles are hard to come by, however that does NOT mean selling a car is impossible. Sean also discusses challenges with pricing and leasing.
Sean is joined by Crystal DiSanto, the Internet Director at Summit Toyota located in Akron, OH. Despite the lack of inventory, Crystal’s team successfully sold 146 units with little to no new inventory on the lot. Part of their success can be attributed to communication. The team immediately calls, texts and emails leads as they come in to answer questions and get the customer in the door.
Sean and Crystal discuss how Summit Toyota has adapted and offers virtual calls via Zoom, Google Meet and/or FaceTime to show customers available vehicles and their specs. This process allows customers to SEE their sales representative rather than just hear them and be able to go through the whole “Road to the Sale.”
Additional topics discussed:
- Utilizing the rental fleet and pre-owned vehicles for test drives.
- Training techniques.
Resources
Dealer Synergy & Bradley On Demand: The automotive industry’s #1 training, tracking, testing, and certification platform and consulting & accountability firm.
The Millionaire Car Salesman Podcast: is the #1 resource for automotive sales professionals, managers, and owners. Also, join The Millionaire Car Salesman Facebook Group today!
The Against All Odds Radio Show: Hosting guests that have started from the bottom and rose to the top. Also, join The Against All Odds Radio Show Guests & Listeners Facebook Group for the podcasted episodes.
For more interactivity, join The Millionaire Car Salesman Club on Clubhouse.
Win the Game of Googleopoly: Unlocking the secret strategy of search engines.
The Millionaire Car Salesman Podcast is Proudly Sponsored By:
AutoWeb: Visit AutoWeb.com/dealers for help in revolutionizing your business to help you sell more cars.
EP 5:20 Facebook Monetization Secrets from the Head of Meta and Facebook
This week on the Millionaire Car Salesman Podcast, Sean V. Bradley, CSP immerses into the world of Meta Monetization, Facebook/Meta Marketing, and teaches exactly where to begin when interested in making money off monetizing!
Sean is joined by, none other than Bob Lanham, the official Head of Automotive Retail for Facebook/Meta, Instagram, and WhatsApp! Bob provides an insider perspective on the strategies and tactics to become monetized on Facebook, and the consistent social engagement required to maintain your influencer status. See how truly easy it is to start generating passive/income revenue while simultaneously building your social automotive brand and platform online!
Next to these two social experts is the living proof herself - Toni Cornell! Toni has been in the automotive industry for the last 18 years as a salesperson at CAL Cars in Spokane, Washington. Facebook/Meta Corporate pays Toni daily as an Influencer and Content Creator through her Facebook Business Page. She earns up to $3,000 per month solely by creating content and posting on Facebook/Meta! Listen in to learn, as Toni puts it, “how make money doing something you were already doing!”
About Bob Lanham
Bob Lanham is Facebook/Meta’s Head of Automotive Retail; however, Bob began his legacy in the automotive industry in 1997 where he worked as a commission only car salesman at Toyota of Sarasota. In a matter of three years at Toyota of Sarasota, Lanham was able to conquer the titles of the F&I Manager and Internet Manager.
With his focus in media marketing and internet sales, Bob Lanham moved on to work at international companies like Microsoft, Yahoo, Hulu, and Shazam. For the past six years, Bob has been able to use his knowledge of the automotive industry as a strong asset to the Facebook/Meta team. The head of a multi-billion dollar vertical manages the platform that reaches up to 178 million people daily for automotive industry updates, tips, guidance, and marketing strategies.
About Toni Cornell
Toni Cornell was born and raised in Lakewood, Washington. She is a fan of the Millionaire Car Salesman podcast and has been listening for the last five years. Toni has been in the automotive industry for the last 18 years. In the BDC department, Toni and her three-person team sold 1,486 cars in one year followed by 3,476 cars in the second year. Additionally, in one month Toni brought 51 units to the store and closed out 31 of the deals herself. She uses Facebook as a way to connect with her customers and bring in new customers.
About CAL Cars Spokane
CAL Cars is a privately owned, family-run business that has been serving the inland northwest for 19 years! CAL has sold over 42,000 vehicles in that time. CAL is the largest independent dealer in the region with 3 locations: Airway Heights, Spokane & Coeur d'Alene. CAL also has the best selection of vehicles in the region with over 300 vehicles in stock. CAL is an independent dealer, so they carry every make and model available.
CALs core values of honesty, transparency, and diligence is why they are blessed to still be in business after so many years in our community. Their customers know that their vehicle prices are negotiable, but satisfaction is not. CAL’s goal is to build a relationship with you to earn your business and become your car dealer for life!
Resources
Dealer Synergy & Bradley On Demand: The automotive industry’s #1 training, tracking, testing, and certification platform and consulting & accountability firm.
The Millionaire Car Salesman Podcast: is the #1 resource for automotive sales professionals, managers, and owners. Also, join The Millionaire Car Salesman Facebook Group today!
The Against All Odds Radio Show: Hosting guests that have started from the bottom and rose to the top. Also, join The Against All Odds Radio Show Guests & Listeners Facebook Group for the podcasted episodes.
For more interactivity, join The Millionaire Car Salesman Club on Clubhouse.
Win the Game of Googleopoly: Unlocking the secret strategy of search engines.
The Millionaire Car Salesman Podcast is Proudly Sponsored By:
AutoWeb: Visit AutoWeb.com/dealers for help in revolutionizing your business to help you sell more cars.
EP 5:19 Keynote Speaker & Car Saleswoman, Tianna Mick Reviews Digital Dealer Tampa
This week, on the Millionaire Car Salesman Podcast, Sean V. Bradley, CSP reviews the latest Digital Dealer Conference while he interviews this year’s Digital Dealer Keynote Speaker and Automotive Rising Star! This year’s first annual Digital Dealer conference took place from May 9th - 11th in Tampa, FL at the Tampa Convention Center. Did you attend Digital Dealer Tampa? Listen in to experience the whole event through the eyes of a Keynote Speaker!
Joining Sean this week is one of the Keynote Speakers, Tianna Mick aka T Got Your Keys from Dealer Synergy! Tianna speaks about her experience at this year’s Digital Dealer Conference, along with everything that led her up to this moment. Since only 8-years-old, Tianna has been immersed in the Automotive Industry and surrounded by the most high-level Automotive Professionals; because of this, she explains how she rose to her level of success in such a small amount of time.
About Tianna Mick
Tianna Mick was born and raised in Reading, Pennsylvania and started her automotive journey at only 19-years-old where she was consistently the top-grossing salesperson, averaging 20+ units and generating $9K – $10K each month in personal income! Tianna is globally recognized for her award-winning TGotYourKeys.com website, which was voted the #1 Personal Website in the Automotive Industry. Additionally, Tianna is a NADA 2022 Speaker, published in Digital Dealer Magazine, and voted/awarded #1 Influential Female Car Salesperson of 2019!
About Dealer Synergy
Dealer Synergy is an Award-Winning Training, Consulting, and Accountability firm that has built the most profitable Internet Sales and Business Development departments for Automotive Dealerships across North America. Clients will have access to live support from our expertly trained Management Team, our Technology Team, to assist with all website, graphics, video production, and social networking needs, and our team of analysts who excel in human resources, mystery shopping, and phone training!
About Digital Dealer
Digital Dealer Conference & Expo, held biannually, brings together automotive dealers, OEMs, thought leaders, and auto retail solution providers for a 2.5-day experience, powering professional growth and connections. Digital Dealer brings leading minds and technology together, spring and fall, to accelerate business and professional growth. Digital Dealer is automotive’s bi-annual conference for actionable insights, networking, and innovative solutions!
Resources
Dealer Synergy & Bradley On Demand: The automotive industry’s #1 training, tracking, testing, and certification platform and consulting & accountability firm.
The Millionaire Car Salesman Podcast: is the #1 resource for automotive sales professionals, managers, and owners. Also, join The Millionaire Car Salesman Facebook Group today!
The Against All Odds Radio Show: Hosting guests that have started from the bottom and rose to the top. Also, join The Against All Odds Radio Show Guests & Listeners Facebook Group for the podcasted episodes.
For more interactivity, join The Millionaire Car Salesman Club on Clubhouse.
Win the Game of Googleopoly: Unlocking the secret strategy of search engines.
The Millionaire Car Salesman Podcast is Proudly Sponsored By:
AutoWeb: Visit AutoWeb.com/dealers for help in revolutionizing your business to help you sell more cars.
This week on the Millionaire Car Salesman Podcast, Sean V. Bradley, CSP and L.A. Williams talk about qualifying prospects the right way. What does that look like? Qualifying a prospect is not just about gathering information, but understanding the prospects’ wants, wishes and expectations.
Sean V. Bradley has created a needs assessment worksheet for qualifying prospects. There are four quadrants to consider; vehicle interest, current vehicle, initial investment and monthly investment. With this worksheet, sales personnel can start to piece together the prospect puzzle to find the right car for the customer.
Join Sean V. Bradley on Tuesday, May 24th at 2pm EST as he shows sales teams how to properly qualify prospects, how to get more money down, and how to avoid making the biggest mistake car people make. To register, click here. For Dealer Synergy Clients, please email support@dealersynergy.com or contact our office at (856) 546-2440.
About this Master Class
Automotive expert, Sean V. Bradley CSP, will teach your entire sales team:
- How to properly qualify prospects so they’re not wasting time at the dealership
- How to get more money down so that your deals are more profitable than ever
- The biggest mistake car people make which lands prospects on the wrong car and how to avoid it.
In this Master Class you will receive:
- A simple Customer Needs Assessment worksheet designed by Dealer Synergy to help you remember the exact questions to ask to properly qualify your prospects.
- Access to a virtual training platform where this class will be broken down into bite-sized segments to ensure maximum retention.
- Two free passes to Dealer Synergy Academy classes. One for each month, May and June 2022.
About Dealer Synergy Academy Classes
Taught in a group class setting, via Zoom, these classes are facilitated by a Dealer Synergy Certified Trainer, with students from all over the world.
About Dealer Synergy
Dealer Synergy is the nation’s #1 Automotive Sales training, consulting and accountability firm. The mission is to be obsessed with our dealers’ success; through our thoughts, our words and our actions, so that they may triumph and achieve total market domination.
Resources
Dealer Synergy & Bradley On Demand: The automotive industry’s #1 training, tracking, testing, and certification platform and consulting & accountability firm.
The Millionaire Car Salesman Podcast: is the #1 resource for automotive sales professionals, managers, and owners. Also, join The Millionaire Car Salesman Facebook Group today!
The Against All Odds Radio Show: Hosting guests that have started from the bottom and rose to the top. Also, join The Against All Odds Radio Show Guests & Listeners Facebook Group for the podcasted episodes.
For more interactivity, join The Millionaire Car Salesman Club on Clubhouse.
Win the Game of Googleopoly: Unlocking the secret strategy of search engines.
The Millionaire Car Salesman Podcast is Proudly Sponsored By:
AutoWeb: Visit AutoWeb.com/dealers for help in revolutionizing your business to help you sell more cars.
This week on the Millionaire Car Salesman Podcast, Sean V. Bradley, CSP talks about Facebook marketing and how to monetize your page. Additionally, he discusses engagement and communication using the Facebook platform.
Joining Sean this week is Toni Cornell, a salesperson at CAL Cars in Spokane, Washington. Toni is a beast at Facebook marketing and knows how to use it to her advantage. She talks about how she began monetizing her Facebook business page. On average, she makes $125-$130 a day JUST from Facebook marketing. That’s approximately $3,000 a month from Facebook!
Be more like Toni! To monetize a page, use original content and increase engagement. Consider what is being posted and what the caption will be. Toni invites people to congratulate the new vehicle owner and reaches out to others in need of a new vehicle in the same post.
Additionally, build up relationships on social media. By interacting with her audience, Toni is creating a network of prospective buyers and repeat customers. Customers will go to CAL Cars specifically to meet with Toni based on what they found on her Facebook page.
About Toni Cornell
Toni Cornell was born and raised in Lakewood, Washington. She is a fan of the Millionaire Car Salesman podcast and has been listening for the last five years. Toni has been in the automotive industry for the last 18 years. In the BDC department, Toni and her three-person team sold 1,486 cars in one year followed by 3,476 cars in the second year. Additionally, in one month Toni brought 51 units to the store and closed out 31 of the deals herself. She uses Facebook as a way to connect with her customers and bring in new customers.
About CAL Cars Spokane
CAL Cars is a privately owned, family-run business that has been serving the inland northwest for 19 years! CAL has sold over 42,000 vehicles in that time. CAL is the largest independent dealer in the region with 3 locations: Airway Heights, Spokane & Coeur d'Alene. CAL also has the best selection of vehicles in the region with over 300 vehicles in stock. CAL is an independent dealer, so they carry every make and model available.
CALs core values of honesty, transparency, and diligence is why they are blessed to still be in business after so many years in our community. Their customers know that their vehicle prices are negotiable, but satisfaction is not. CAL’s goal is to build a relationship with you to earn your business and become your car dealer for life!
Resources
Dealer Synergy & Bradley On Demand: The automotive industry’s #1 training, tracking, testing, and certification platform and consulting & accountability firm.
The Millionaire Car Salesman Podcast: is the #1 resource for automotive sales professionals, managers, and owners. Also, join The Millionaire Car Salesman Facebook Group today!
The Against All Odds Radio Show: Hosting guests that have started from the bottom and rose to the top. Also, join The Against All Odds Radio Show Guests & Listeners Facebook Group for the podcasted episodes.
For more interactivity, join The Millionaire Car Salesman Club on Clubhouse.
Win the Game of Googleopoly: Unlocking the secret strategy of search engines.
The Millionaire Car Salesman Podcast is Proudly Sponsored By:
AutoWeb: Visit AutoWeb.com/dealers for help in revolutionizing your business to help you sell more cars.
This week on the Millionaire Car Salesman Podcast, Sean V. Bradley, CSP talks about keeping up relationships with prospects and how it can impact your sales. Sean also discusses having a good work ethic. Additionally, he talks about the importance of understanding cultural differences.
Joining Sean this week is Jose Cabrera, the #1 in sales for all of Foundation Automotive at Henson Chevrolet Buick GMC in Madisonville, Texas. Jose has been in sales for the last eight years with a record of 62 cars a month. His strategy - being kind and staying humble.
As a Spanish speaking salesman, Jose struggled with his accent and communication when he first began his career. However, he found that if he could get the prospect to sit down with him and talk for a few minutes, everything would change. Jose tries to understand his customers and put himself in their shoes. This allows him to not only structure and close deals, but also build great relationships with customers who become repeat customers.
Jose talks about hispanic customers’ main concern being communication. When customers go to purchase a car, everything is in English which can be difficult for those with a different first language. Additionally, Jose discusses the difference in focusing on price versus payment. He says most hispanic customers are focused on price, but once he breaks down the payment for them it’s easier to see how realistic and affordable buying a car can be.
Listen to this week’s podcast to learn more about Jose Cabrera and how his humble attitude has made him the top salesman.
About Jose Cabrera
Jose Cabrera was born and raised in Mexico. He moved to Texas at the age of 17, speaking little to no English, where he got a job at a body shop detailing cars. After years of working and learning a new language, the owner asked Jose if he wanted to try out sales. Jose has been a sales consultant for the last eight years out of his 22 years in the automotive industry.
About Henson Chevrolet Buick GMC
The team at Henson Chevrolet Buick GMC goes above and beyond the average dealership to provide Bryan TX, College Station, Huntsville, The Woodlands and Spring drivers with a great selection of vehicles in a friendly environment. Whether you're from Madisonville looking to find a new Chevrolet SUV, need to get your Buick car serviced, or just want to know more about maintaining your GMC truck the Henson team can help!
Resources
Dealer Synergy & Bradley On Demand: The automotive industry’s #1 training, tracking, testing, and certification platform and consulting & accountability firm.
The Millionaire Car Salesman Podcast: is the #1 resource for automotive sales professionals, managers, and owners. Also, join The Millionaire Car Salesman Facebook Group today!
The Against All Odds Radio Show: Hosting guests that have started from the bottom and rose to the top. Also, join The Against All Odds Radio Show Guests & Listeners Facebook Group for the podcasted episodes.
For more interactivity, join The Millionaire Car Salesman Club on Clubhouse.
Win the Game of Googleopoly: Unlocking the secret strategy of search engines.
The Millionaire Car Salesman Podcast is Proudly Sponsored By:
AutoWeb: Visit AutoWeb.com/dealers for help in revolutionizing your business to help you sell more cars.
This week on the Millionaire Car Salesman Podcast, L.A. Williams confesses that the best and worst thing about being a trainer is that very few people act on the information taught – which means there are salesmen who win big based on his teachings, and people who need to hear the same stuff again.
Malik “Yung Jedi” Bronner covers the eight ways to sell a car- not new info.
- The fortune being in the follow up, same old stuff.
- How to handle bought elsewhere, nothing new here.
- The simple skill of overcoming an objection - ok he does put a new Blind Phone Master spin on this.
All of these are simple skills you never knew would increase your car sales the way it does.
The Blind Phone Master then goes over training clips and the importance of following up.
- 60% of sales happen after the fifth appointment, however 94% of sales people have given up by then.
- While speaking with customers who bought elsewhere, don’t be the same old slug. You have to be different. Be excited they achieved their goal – getting a new car!
- Join the Blind Phone Master Community by texting “podcast” to 267.551.6279.
About Malik “Yung Jedi” Bronner
Starting at Dealer Synergy over three years ago as a call analyst, Malik “Yung Jedi” Bronner has worked his way up the ranks to the position of Performance Coach at Dealer Synergy and a Tier 1 National Trainer. Not only is he one of the top performance coaches and phone process trainers on the Dealer Synergy team, but he also hosts “The Yung Jedi Counsel”, a weekly free training session for the automotive community.
About Dealer Synergy Academy Classes
Taught in a group class setting, via Zoom, these classes are facilitated by a Dealer Synergy Certified Trainer, with students from all over the world.
About Dealer Synergy
Dealer Synergy is the nation’s #1 Automotive Sales training, consulting and accountability firm. The mission is to be obsessed with our dealers’ success; through our thoughts, our words and our actions, so that they may triumph and achieve total market domination.
Resources
Dealer Synergy & Bradley On Demand: The automotive industry’s #1 training, tracking, testing, and certification platform and consulting & accountability firm.
The Millionaire Car Salesman Podcast: is the #1 resource for automotive sales professionals, managers, and owners. Also, join The Millionaire Car Salesman Facebook Group today!
The Against All Odds Radio Show: Hosting guests that have started from the bottom and rose to the top. Also, join The Against All Odds Radio Show Guests & Listeners Facebook Group for the podcasted episodes.
For more interactivity, join The Millionaire Car Salesman Club on Clubhouse.
Win the Game of Googleopoly: Unlocking the secret strategy of search engines.
The Millionaire Car Salesman Podcast is Proudly Sponsored By:
AutoWeb: Visit AutoWeb.com/dealers for help in revolutionizing your business to help you sell more cars.
This week on the Millionaire Car Salesman Podcast, L.A. Williams dives into the ultimate success story. From the streets of Peru to top salesmen on the showroom floor, listen in as this week’s guest discusses how to overcome hardships and create a better life for yourself.
Joining L.A. this week is Ernesto Servan, the General Sales Manager of Garlyn Shelton Buick GMC based in Temple, TX. Ernesto has been in sales since he was six years old selling lollipops on the beaches of Peru. After his days selling lollipops, Ernesto moved to the United States, joined the military and began selling phones as a part time job.
One day he met someone at the mall who was looking to get into the automotive business and asked Ernesto to go with him to the dealership. He has been in car sales since June 2001. His first month he sold 17 cars with minimal knowledge of the industry. His former finance manager and role model, Terry Cameron, trained the sales people that they should practice without customers so they would be better prepared in front of them. From that point on, Ernesto dedicated himself to training and learning to do more, be more and achieve more, as Sean V. Bradley would say.
Ernesto held the title of top salesman of the month for approximately two to three years at his first dealership. That’s when he transitioned from the sales floor to the internet team where he and the internet director averaged selling 50-60 cars a month.
It wasn’t long until opportunity came knocking again - this time as a management position. In his management career, Ernesto strives to train his team to be the best. He has implemented a number of practices that keep his team well trained and prepared for the sales floor including Automotive Profit Builders. One of the biggest mistakes a salesperson can make is getting too smart for the game. Make sure you cover the basics and don’t skip any steps in the road to the sale.
About Ernesto Servan
Ernesto Servan was born in Lima, Peru. His dad passed away in 1985 a month before Ernesto’s sixth birthday. About a year later, his brother, Carlos, lost his right hand and his vision from a grenade while in the military. Carlos came to America seeking medical help and when the doctor’s did all they could, they sent him to a rehab center in Albuquerque, New Mexico where he would learn to live without his vision.
Carlos began attending the University of New Mexico on a scholarship when the paperwork came through for Ernesto and their sister to move in with him and his wife. Together, they lived in a one bedroom studio apartment.
In 1997, Ernesto graduated high school and enrolled in the army. After four years in the military, Ernesto got an additional part time job selling cell phones. He worked from 5:00am to 10:00pm Monday to Friday and all day on the weekends to save what he could.
When the opportunity came to work in car sales, Ernesto’s life changed once again and he doubled his income within the first 30 days in automotive sales. What he loves most about the industry is changing people’s lives the way the industry has changed his life.
To learn more about Carlos and his take on life, be on the lookout for his book “Began to Run Again,” the second-best selling memoir at the International Book Fair in Lima, Peru.
Resources
Dealer Synergy & Bradley On Demand: The automotive industry’s #1 training, tracking, testing, and certification platform and consulting & accountability firm.
The Millionaire Car Salesman Podcast: is the #1 resource for automotive sales professionals, managers, and owners. Also, join The Millionaire Car Salesman Facebook Group today!
The Against All Odds Radio Show: Hosting guests that have started from the bottom and rose to the top. Also, join The Against All Odds Radio Show Guests & Listeners Facebook Group for the podcasted episodes.
For more interactivity, join The Millionaire Car Salesman Club on Clubhouse.
Win the Game of Googleopoly: Unlocking the secret strategy of search engines.
The Millionaire Car Salesman Podcast is Proudly Sponsored By:
AutoWeb: Visit AutoWeb.com/dealers for help in revolutionizing your business to help you sell more cars.
This week on the Millionaire Car Salesman Podcast, Sean V. Bradley, CSP and L.A. Williams discuss solutions to low inventory. How should dealerships handle selling cars in a climate with no inventory? There are many opportunities to increase inventory and sell more cars than ever before.
Sean and L.A. breakdown a few options for increasing inventory. Dealerships have to be willing to do whatever they can to create an inventory abundance. Does the dealership have a vehicle buying center, also known as a VBC? If not, ask why? Instead of only selling cars and hoping for inventory to appear, try buying cars! Network with local dealerships of all types. Most customers are trading in a vehicle when purchasing a new one.
Auctions are a great resource, but remember - the car goes to the highest bidder and that’s before any additional auction fees. The point is to get GREAT at selling used cars. Become a used car powerhouse and watch sales boom. Exhaust every option because there is always a way. Does your dealership offer used car leases? If not, why not?
Customers come to the dealership with a vehicle in mind and in today’s climate, it may not be in stock. The first step should be to not panic. Check the inventory and try to sell what you have in stock. Second step, if the vehicle is not in stock be prepared with vehicles in stock that are similar. Sales personnel should be able to ask why the customer is looking for that specific vehicle and show the customer other options that may meet their needs.
If you are still unsure, go to the Millionaire Car Salesman group on Facebook and SEE what sales personnel are doing across the world! The group was created for authenticity in the industry and has approximately 23,000 members who share their victories and successes as well as their questions.
About Sean V. Bradley
Sean V. Bradley, CSP is an entrepreneur, published author, speaker and award-winning international trainer. He is a 13-time NADA/ATD convention speaker, FranklinCovey Certified Facilitator and has earned the coveted “CSP” designation in the National Speakers Association. Sean is also a member of the elite “Million Dollar Speakers Group”, in the NSA, and additionally a state association speaker and trainer. He has spoken at over 300 NCM and NADA 20 Groups. Sean started Dealer Synergy over 16 years ago, but has been in the automotive industry for almost 22 years. Sean and his Dealer Synergy team are a 10 time Dealers’ Choice Award Winner for being the “Best of the Best Internet Sales Trainer” and “Mobile Provider Partner” in the Automotive Sales Industry.
About L.A. Williams
As a host of the Millionaire Car Salesman Podcast, L.A. Williams is the Vice President of Dealer Synergy. He is the preeminent subject master on “Phone Sales” in the Automotive Sales Industry and has earned the nickname and title of “The Blind Phone Master”. LA has been blind for 35+ years and has focused his energy on the art of sound, tone and inflection. With his inability to see and only hear, he can solely judge a person’s phone abilities and verbal tools based on what they say and how they say it. This makes him the perfect coach and phone sales expert on planet Earth. LA has trained thousands of Automotive Sales professionals, Internet / BDC professionals, Sales Managers, General Managers and Dealer Principals on how to dominate the phones with “The Blind Phone Master’s Phone Sales Mastery” strategies.
About Dealer Synergy
Dealer Synergy is the nation’s #1 Automotive Sales training, consulting and accountability firm. The mission is to be obsessed with our dealers’ success; through our thoughts, our words and our actions, so that they may triumph and achieve total market domination.
Resources
Dealer Synergy & Bradley On Demand: The automotive industry’s #1 training, tracking, testing, and certification platform and consulting & accountability firm.
The Millionaire Car Salesman Podcast: is the #1 resource for automotive sales professionals, managers, and owners. Also, join The Millionaire Car Salesman Facebook Group today!
The Against All Odds Radio Show: Hosting guests that have started from the bottom and rose to the top. Also, join The Against All Odds Radio Show Guests & Listeners Facebook Group for the podcasted episodes.
For more interactivity, join The Millionaire Car Salesman Club on Clubhouse.
Win the Game of Googleopoly: Unlocking the secret strategy of search engines.
The Millionaire Car Salesman Podcast is Proudly Sponsored By:
AutoWeb: Visit AutoWeb.com/dealers for help in revolutionizing your business to help you sell more cars.
In the fifth installment of Secrets of the Blind Phone Master, L.A. Williams talks about the power of influencing customers to talk even when text is their preferred method of contact.
If it doesn’t make sense to set the appointment during the first call, he shows how to set up subsequent conversations. L.A. even makes recommendations on exactly what to say.
Ultimately, he teaches his secrets of handling inbound phone calls with ease.
About L.A. Williams
As a host of the Millionaire Car Salesman Podcast, L.A. Williams is the Vice President of Dealer Synergy. He is the preeminent subject master on “Phone Sales” in the Automotive Sales Industry and has earned the nickname and title of “The Blind Phone Master”. LA has been blind for 35+ years and has focused his energy on the art of sound, tone and inflection. With his inability to see and only hear, he can solely judge a person’s phone abilities and verbal tools based on what they say and how they say it. This makes him the perfect coach and phone sales expert on planet Earth. LA has trained thousands of Automotive Sales professionals, Internet / BDC professionals, Sales Managers, General Managers and Dealer Principals on how to dominate the phones with “The Blind Phone Master’s Phone Sales Mastery” strategies.
About Dealer Synergy Academy Classes
Taught in a group class setting, via Zoom, these classes are facilitated by a Dealer Synergy Certified Trainer, with students from all over the world.
About Dealer Synergy
Dealer Synergy is the nation’s #1 Automotive Sales training, consulting and accountability firm. The mission is to be obsessed with our dealers’ success; through our thoughts, our words and our actions, so that they may triumph and achieve total market domination.
Resources
Dealer Synergy & Bradley On Demand: The automotive industry’s #1 training, tracking, testing, and certification platform and consulting & accountability firm.
The Millionaire Car Salesman Podcast: is the #1 resource for automotive sales professionals, managers, and owners. Also, join The Millionaire Car Salesman Facebook Group today!
The Against All Odds Radio Show: Hosting guests that have started from the bottom and rose to the top. Also, join The Against All Odds Radio Show Guests & Listeners Facebook Group for the podcasted episodes.
For more interactivity, join The Millionaire Car Salesman Club on Clubhouse.
Win the Game of Googleopoly: Unlocking the secret strategy of search engines.
The Millionaire Car Salesman Podcast is Proudly Sponsored By:
AutoWeb: Visit AutoWeb.com/dealers for help in revolutionizing your business to help you sell more cars.
This week on the Millionaire Car Salesman Podcast, L.A. Williams dives into NADA Show 2022. This year NADA was hosted at the Las Vegas Convention Center. The convention began Thursday, March 10th and ended on Sunday, March 13th.The educational portion of the show started on Thursday, March 10th, while the exhibit hall did not open until Friday, March 11th.
Joining L.A. this week is Tianna Mick, also known as TGotYourKeys. Together, LA and Tianna discuss their experience at NADA from touching down in Vegas to their speaking session, Business Benefits of Hiring People with Disabilities and Minorities, and more. LA breaks down his travel troubles and stays cool and collected in the process. “Don’t trip when you go on a trip,” he says. Tianna dives into her experience at LightSpeed VT for Brad Lea’s Dropping Bombs Podcast and the NADA Women Driving Auto Retail Lunch.
Tune into this week’s episode to hear all about The Blind Master and #TGotYourKeys adventures at the conference!
About NADA
NADA is the National Automobile Dealers Association, a company based out of Tysons, VA. Each year NADA hosts an amazing educational conference that includes an exhibition hall for dealers and vendors to showcase their products, services and technology.
Resources
Dealer Synergy & Bradley On Demand: The automotive industry’s #1 training, tracking, testing, and certification platform and consulting & accountability firm.
The Millionaire Car Salesman Podcast: is the #1 resource for automotive sales professionals, managers, and owners. Also, join The Millionaire Car Salesman Facebook Group today!
The Against All Odds Radio Show: Hosting guests that have started from the bottom and rose to the top. Also, join The Against All Odds Radio Show Guests & Listeners Facebook Group for the podcasted episodes.
For more interactivity, join The Millionaire Car Salesman Club on Clubhouse.
Win the Game of Googleopoly: Unlocking the secret strategy of search engines.
The Millionaire Car Salesman Podcast is Proudly Sponsored By:
AutoWeb: Visit AutoWeb.com/dealers for help in revolutionizing your business to help you sell more cars.
This week on the Millionaire Car Salesman Podcast, Sean V. Bradley, CSP discusses opportunity within the automotive industry. Second chances can be hard to come by. However, the automotive industry has proven time and again that you can rebuild your life with a career in car sales.
Joining Sean this week is DJ Verrett, actor and motivational speaker. DJ joined Dealer Synergy at this past January’s IS20G conference in Philadelphia as a speaker on the Motivation, Inspiration, & Conversation Panel. He gave insight on life after prison and opportunities that changed his mindset.
Sean and DJ discuss how they made their mark and became successful after incarceration. DJ takes a moment to explain “ain’t nothing wrong with being a copycat, as long as you copy the right cat.” The opportunity for success is right at your fingertips, you just have to be willing to take it and make it yours.
Additionally, Sean and DJ discuss how the automotive industry impacted their lives. The automotive industry has provided a second chance, an opportunity to change for the better.
About DJ Verrett
DJ Verrett, also known as Ghost Loc, was arrested on drug charges at the age of 19 and sentenced to 20 years in federal prison. He was released after 17 years and decided to change his life. While working two jobs, DJ was approached by a talent recruiter for a role on FX’s “Sons of Anarchy.” Not only did DJ take the role, he stood in as a consultant for the script to ensure authenticity of the prison scenes. Since then, DJ has appeared on CBS’ “NCIS” and Disney Channel’s “Wizards of Waverly Place.” He has also written a New York Times Bestseller, “An Inside Job” is available on Amazon in both book and audible format.
Resources
Dealer Synergy & Bradley On Demand: The automotive industry’s #1 training, tracking, testing, and certification platform and consulting & accountability firm.
The Millionaire Car Salesman Podcast: is the #1 resource for automotive sales professionals, managers, and owners. Also, join The Millionaire Car Salesman Facebook Group today!
The Against All Odds Radio Show: Hosting guests that have started from the bottom and rose to the top. Also, join The Against All Odds Radio Show Guests & Listeners Facebook Group for the podcasted episodes.
For more interactivity, join The Millionaire Car Salesman Club on Clubhouse.
Win the Game of Googleopoly: Unlocking the secret strategy of search engines.
The Millionaire Car Salesman Podcast is Proudly Sponsored By:
AutoWeb: Visit AutoWeb.com/dealers for help in revolutionizing your business to help you sell more cars.
This week on the Millionaire Car Salesman Podcast, Sean V. Bradley, CSP discusses used car sales and opportunities. Sean also discusses how to find the right car for your prospect, even if it is not in your dealership's inventory.
Joining Sean this week is Jim Thompson, Founder and Owner of IQautos based in Marietta, GA. IQautos has created a new experience for customers when car shopping with the platform IQ Dealer Labs. IQ Dealer Labs offers automotive professionals the ability to provide a VIP concierge shopping experience. The sales representatives are able to assist customers in creating a shopping cart and locating the car that best fits their wants and needs. In this episode, Sean and Jim discuss the car buying process with IQautos and break down the details of car acquisition.
With the current inventory shortage, used cars present a great opportunity. You just need to know where to look and how to find what the customer needs. Customers do not buy a car everyday and it is important to educate the customer and listen to what they want and are looking for in a vehicle.
About Jim Thompson
Jim Thompson is the Founder and Owner of IQautos, formerly known as Jim Thompson Autos. He began selling and buying cars while in college and expanded to owning his own independent dealership in 1998. IQautos is one of 35 dealerships in the country with first selection access to off lease BMWs. If you would like to speak with Jim Thompson, you can call or text him at (770) 615-2116.
The National Automobile Dealers Association is coming to Las Vegas this upcoming March 10, 2022 to March 13, 2022. Located at the Las Vegas Convention Center, NADA is the place to be. Experience the Future with a multitude of automotive professionals gathered for this can’t miss event.
Want to meet the Dealer Synergy Team? For those who plan to attend NADA this March, stop by booth 4730W to meet Sean V. Bradley, L.A. Williams, Tianna Mick, and the Dealer Synergy team IN REAL LIFE!
Resources
Dealer Synergy & Bradley On Demand: The automotive industry’s #1 training, tracking, testing, and certification platform and consulting & accountability firm.
The Millionaire Car Salesman Podcast: is the #1 resource for automotive sales professionals, managers, and owners. Also, join The Millionaire Car Salesman Facebook Group today!
The Against All Odds Radio Show: Hosting guests that have started from the bottom and rose to the top. Also, join The Against All Odds Radio Show Guests & Listeners Facebook Group for the podcasted episodes.
For more interactivity, join The Millionaire Car Salesman Club on Clubhouse.
Win the Game of Googleopoly: Unlocking the secret strategy of search engines.
The Millionaire Car Salesman Podcast is Proudly Sponsored By:
AutoWeb: Visit AutoWeb.com/dealers for help in revolutionizing your business to help you sell more cars.
This week on the Millionaire Car Salesman Podcast, Sean V. Bradley, CSP discusses the evolution of the automotive industry. He also discusses how to GPS your success and what that means. Additionally, Sean talks about the connection between automotive and real estate.
Joining Sean this week is Karim Ellis, international motivational speaker and breakthrough strategist. Karim attended the Internet Sales 20 Group Conference as a speaker this past January. He presented about how to “G.P.S. Your Success.” In this episode, Sean and Karim recap the presentation and discuss strategies to keep moving forward in your industry.
How do you keep moving forward? In the words of Karim Ellis, “you are the captain of your ship, and that ship is your mindset… do you know precisely what you want and exactly where you want to go?”
Karim and Sean talk to the individual sales professional who has reached a plateau and wants to climb, yet doesn’t quite know how. They also talk directly to managers and owners who may have forgotten how to get more out of their team.
About Karim Ellis
Karim Ellis is a member of the John Maxwell Team and a Les Brown Platinum Speaker and protégé. Not only is Karim a phenomenal speaker, he is also the author of the hit book “G.P.S. My Success,” CEO and Owner of Empire Property Solutions LLC as well as Chairman and CEO of Empowered Education Unlimited LLC.
The National Automobile Dealers Association is coming to Las Vegas this upcoming March 10, 2022 to March 13, 2022. Located at the Las Vegas Convention Center, NADA is the place to be. Experience the Future with a multitude of automotive professionals gathered for this can’t miss event.
Want to meet the Dealer Synergy Team? For those who plan to attend NADA this March, stop by booth 4730W to meet Sean V. Bradley, L.A. Williams, Tianna Mick, and the Dealer Synergy team IN REAL LIFE!
Resources
Dealer Synergy & Bradley On Demand: The automotive industry’s #1 training, tracking, testing, and certification platform and consulting & accountability firm.
The Millionaire Car Salesman Podcast: is the #1 resource for automotive sales professionals, managers, and owners. Also, join The Millionaire Car Salesman Facebook Group today!
The Against All Odds Radio Show: Hosting guests that have started from the bottom and rose to the top. Also, join The Against All Odds Radio Show Guests & Listeners Facebook Group for the podcasted episodes.
For more interactivity, join The Millionaire Car Salesman Club on Clubhouse.
Win the Game of Googleopoly: Unlocking the secret strategy of search engines.
The Millionaire Car Salesman Podcast is Proudly Sponsored By:
AutoWeb: Visit AutoWeb.com/dealers for help in revolutionizing your business to help you sell more cars.
This week on the Millionaire Car Salesman Podcast, Sean V. Bradley, CSP discusses tapping into your genius and what that means for business. People are continuously learning and growing and discovering themselves. This does not stop when you reach adulthood. If anything, we flourish in adulthood as we navigate through our trials and triumphs. Joining Sean this week is Mike Zeller, entrepreneur mentor and business architect. Together, Sean and Mike discuss a multitude of topics such as the impact of your environment on your success and how to handle major transitions in your life. Mike touches on his transition out of the automotive industry as a dealer principal and how the best way to face resistance is to face it head on. Additionally, they discuss how stepping into your genius can bring purpose to your work and provide new opportunities, also known as “Blue Ocean Strategy”.
In Daniel Pink’s “Drive: The Surprising Truth About What Motivates Us”, he brings up three main driving points: autonomy, mastery and purpose. Mike references this book in comparison to car sales personnel like #1 Car Salesman Cody Carter, #1 Car Saleswoman Crissy Burton and T Got Your Keys who have created their own platforms and proven successful. They have created a position for themselves that attracted an audience and a world of opportunity.
On a final note, Mike and Sean discuss what it means to help people discover their genius and align them with their work. The more people are aligned, the more people are inspired and with the right alignment in your business, you can create a dream team. In this episode, listeners will learn how exploring their genius can majorly impact their work and provide opportunities they didn’t think were possible.
About Mike Zeller
Mike Zeller is a renowned entrepreneur mentor, business architect, author and life coach. Mike is the author of “The Genius Within”, in which he shares a four-step approach to increasing personal clarity and confidence. He helps high achievers align their purpose with both the business they want to build and the life they want to live while getting unstuck and shaking off limiting beliefs. Mike now teaches the solutions he learned during his darkest days, solutions that have changed his life.
The National Automobile Dealers Association is coming to Las Vegas this upcoming March 10, 2022 to March 13, 2022. Located at the Las Vegas Convention Center, NADA is the place to be. Experience the Future with a multitude of automotive professionals gathered for this can’t miss event.
Want to meet the Dealer Synergy Team? For those who plan to attend NADA this March, stop by booth 4730W to meet Sean V. Bradley, L.A. Williams, Tianna Mick, and the Dealer Synergy team IN REAL LIFE!
Resources
Dealer Synergy & Bradley On Demand: The automotive industry’s #1 training, tracking, testing, and certification platform and consulting & accountability firm.
The Millionaire Car Salesman Podcast: is the #1 resource for automotive sales professionals, managers, and owners. Also, join The Millionaire Car Salesman Facebook Group today!
The Against All Odds Radio Show: Hosting guests that have started from the bottom and rose to the top. Also, join The Against All Odds Radio Show Guests & Listeners Facebook Group for the podcasted episodes.
For more interactivity, join The Millionaire Car Salesman Club on Clubhouse.
Win the Game of Googleopoly: Unlocking the secret strategy of search engines.
The Millionaire Car Salesman Podcast is Proudly Sponsored By:
AutoWeb: Visit AutoWeb.com/dealers for help in revolutionizing your business to help you sell more cars.
This week on the Millionaire Car Salesman Podcast, Sean V. Bradley, CSP and L.A. Williams discuss the impact of one’s mindset. How you perceive the world around you can shape your behavior. If you don’t believe in yourself and what you do, then you won’t get very far. It’s important to not just have goals, but to visualize them and act on them. Joining Sean and L.A. this week are John Assaraf and the late, great Bob Proctor. John talks with Sean and L.A. about his book “Innercise” and the applications of his techniques to retrain your brain. He gives an example from his previous work as the founder and CEO of Remax of Indiana. He noticed his agents were “stuck” and he pulled 75 agents to retrain their brains. In six months, John saw results and implemented his new training technique to his employees as a whole. In just a few years, sales went from $1.2 billion to $4.5 billion.
Bob Proctor joins Sean and L.A. to discuss his perspective on the mindset. It’s one thing to say you have a goal and another to understand it and work towards it. Bob furthers his point with an example from his life. One day in a sales meeting, he commented on how he would love to meet Earl Nightingale, whose recordings they were listening to. A coworker challenged him by stating that if Bob really wanted to meet Earl, he would have. This led him to seek out Earl. Bob was able to schedule a meeting that changed his perspective forever.
Listen in as both John and Bob share their insight for achieving one’s ultimate automotive success with Sean V. Bradley and L.A. Williams.
About John Assaraf
John Assaraf was born in Israel and moved to Montreal, Canada when he was five years old. Now a bestselling author and behavioral neuroscience researcher, John has founded My Neuro Gym, a cutting edge brain training program more commonly known as Innercise. Innercise eliminates disempowering subconscious patterns so you Win the "Inner Game" of Success.... Faster!
About Bob Proctor
Bob Proctor was born and raised in Guelph, Ontario, Canada. He is a bestselling author of the book “You Were Born Rich”, which was published in 1984. He later went on to contribute to the film The Secret, which was released in 2006. He pulled his inspiration from Napoleon Hill the author of “Think and Grow Rich” and “Outwitting the Devil”, and Earl Nightingale, an American radio speaker and author, who believed that we become what we think about. Bob frequently referenced the laws of attraction in his works and often suggested that having a thought over a period of time would materialize into reality.
The National Automobile Dealers Association is coming to Las Vegas this upcoming March 10, 2022 to March 13, 2022. Located at the Las Vegas Convention Center, NADA is the place to be. Experience the Future with a multitude of automotive professionals gathered for this can’t miss event.
Want to meet the Dealer Synergy Team? For those who plan to attend NADA this March, stop by booth 4730W to meet Sean V. Bradley, L.A. Williams, Tianna Mick, and the Dealer Synergy team IN REAL LIFE!
Resources
Dealer Synergy & Bradley On Demand: The automotive industry’s #1 training, tracking, testing, and certification platform and consulting & accountability firm.
The Millionaire Car Salesman Podcast: is the #1 resource for automotive sales professionals, managers, and owners. Also, join The Millionaire Car Salesman Facebook Group today!
The Against All Odds Radio Show: Hosting guests that have started from the bottom and rose to the top. Also, join The Against All Odds Radio Show Guests & Listeners Facebook Group for the podcasted episodes.
For more interactivity, join The Millionaire Car Salesman Club on Clubhouse.
Win the Game of Googleopoly: Unlocking the secret strategy of search engines.
The Millionaire Car Salesman Podcast is Proudly Sponsored By:
AutoWeb: Visit AutoWeb.com/dealers for help in revolutionizing your business to help you sell more cars.
This week on the Millionaire Car Salesman Podcast, L.A. Williams discusses aftermarket products in car security. Did you know that the car alarm does NOT go off if the window is smashed? This is a serious issue… WITH A SOLUTION! Additionally, L.A. discusses how video makes it easier when connecting with customers and sharing information. He also talks about the passion behind your business goals and how it can affect your business. Joining L.A. this week is Tony Avila, CEO of Innovative Aftermarket Group based in Phoenix, Arizona. Their product, dFence, offers protection and connection for dealerships and customers. With dFence, car safety is the number one goal. dFence products allow dealers, law enforcement and even car buyers to track stolen vehicles, send alerts of a break-in, and photograph any “trigger events” automatically. “If you have passion and drive, and there’s value in the product… you will succeed,” says Tony. One of the biggest mistakes people make when building their business is not understanding the investment before they start. First, you need a good product. Second, customers have to want your product. And third, if there is competition, offer something they don’t have.
About Tony Avila
Tony saw a great need in the industry for these products and his passion has backed up his product. Growing up, Tony worked with his father in car security sales. Following in their footsteps, Tony’s sons have taken on positions in sales and management with Innovative Aftermarket Group. 99% of dealerships that use dFence products have installed the device on the lot, so it is already set up for buyers. Additionally, when registering the device, users benefit from a few short tutorial videos that explain how to set up and use the product. dFence has provided their consumers with the tools they need should anything happen to their vehicle. As a Millionaire Car Salesman, you want to provide your customers with ease and convenience in respect to doing business with you.
The National Automobile Dealers Association is coming to Las Vegas this upcoming March 10, 2022 to March 13, 2022. Located at the Las Vegas Convention Center, NADA is the place to be. Experience the Future with a multitude of automotive professionals gathered for this can’t miss event.
Want to meet the Dealer Synergy Team? For those who plan to attend NADA this March, stop by booth 4730W to meet Sean V. Bradley, L.A. Williams, Tianna Mick, and the Dealer Synergy team IN REAL LIFE!
Resources
Dealer Synergy & Bradley On Demand: The automotive industry’s #1 training, tracking, testing, and certification platform and consulting & accountability firm.
The Millionaire Car Salesman Podcast: is the #1 resource for automotive sales professionals, managers, and owners. Also, join The Millionaire Car Salesman Facebook Group today!
The Against All Odds Radio Show: Hosting guests that have started from the bottom and rose to the top. Also, join The Against All Odds Radio Show Guests & Listeners Facebook Group for the podcasted episodes.
For more interactivity, join The Millionaire Car Salesman Club on Clubhouse.
Win the Game of Googleopoly: Unlocking the secret strategy of search engines.
The Millionaire Car Salesman Podcast is Proudly Sponsored By:
AutoWeb: Visit AutoWeb.com/dealers for help in revolutionizing your business to help you sell more cars.
This week on the Millionaire Car Salesman Podcast, L.A. Williams discusses the life of a finance manager. When a client wants to close a deal, is the finance department efficient and accurate? Additionally, he discusses the keys to success and the challenges finance managers face. Listen in as L.A. uncovers secret tips and advice for finance and insurance (F&I) managers. Joining L.A. this week are Nate Doggett and Brett Davis, founders of e-Director. e-Director is a lender management solution. Doggett and Davis developed this program to organize and update information from banks and lenders to aid finance professionals in the automotive industry. With e-Director, a finance representative can input the information for the sale and find the top ten lenders with accurate rates and terms that will be most profitable.
About Nate Doggett and Brett Davis
Nate Doggett is an Airforce veteran. He served as a survival instructor until the age of 35. After his time with the military, he began his career as an internet sales consultant where he averaged 20-25 cars a month the first 6 months. With his aggressive, go-getter attitude, Nate soon moved into finance. It was this position that revealed a niche in the market for finance managers that was not being served. Thus, the idea of eDirector was born.
Brett Davis met with Nate for approximately six months before deciding to join Nate in the founding of eDirector. Together they built the program and have successfully input their system with dealerships across the country.
The National Automobile Dealers Association is coming to Las Vegas this upcoming March 10, 2022 to March 13, 2022. Located at the Las Vegas Convention Center, NADA is the place to be. Experience the Future with a multitude of automotive professionals gathered for this can’t miss event.
Want to meet the Dealer Synergy Team? For those who plan to attend NADA this March, stop by booth 4730W to meet Sean V. Bradley, L.A. Williams, Tianna Mick, and the Dealer Synergy team IN REAL LIFE!
Resources
Dealer Synergy & Bradley On Demand: The automotive industry’s #1 training, tracking, testing, and certification platform and consulting & accountability firm.
The Millionaire Car Salesman Podcast: is the #1 resource for automotive sales professionals, managers, and owners. Also, join The Millionaire Car Salesman Facebook Group today!
The Against All Odds Radio Show: Hosting guests that have started from the bottom and rose to the top. Also, join The Against All Odds Radio Show Guests & Listeners Facebook Group for the podcasted episodes.
For more interactivity, join The Millionaire Car Salesman Club on Clubhouse.
Win the Game of Googleopoly: Unlocking the secret strategy of search engines.
The Millionaire Car Salesman Podcast is Proudly Sponsored By:
AutoWeb: Visit AutoWeb.com/dealers for help in revolutionizing your business to help you sell more cars.
This week on the Millionaire Car Salesman Podcast, Sean V. Bradley, CSP discusses the success of women working in the automotive industry. Specifically, methods to achieve customer satisfaction and retention, with a focus on accessibility. Additionally, he discusses humanizing the dealership with marketing.
Joining Sean this week is Beth Grant, dealer principal of Thomson Auto Group: Thomson Chrysler Dodge Jeep Ram in Thomson, GA and Waynesboro CDJR in Waynesboro, GA.
About Beth Grant
Beth is one of the few female dealer principals in the country. Her family has been in the automotive industry since 1993 and is known to provide low-price, high-volume, and customer-centered dealerships. Beth was a keynote speaker at Digital Dealer this past October in Las Vegas.
The National Automobile Dealers Association is coming to Las Vegas this upcoming March 10, 2022 to March 13, 2022. Located at the Las Vegas Convention Center, NADA is the place to be. Experience the Future with a multitude of automotive professionals gathered for this can’t miss event.
Want to meet the Dealer Synergy Team? For those who plan to attend NADA this March, stop by booth 4730W to meet Sean V. Bradley, L.A. Williams, Tianna Mick, and the Dealer Synergy team IN REAL LIFE!
Resources
Dealer Synergy & Bradley On Demand: The automotive industry’s #1 training, tracking, testing, and certification platform and consulting & accountability firm.
The Millionaire Car Salesman Podcast: is the #1 resource for automotive sales professionals, managers, and owners. Also, join The Millionaire Car Salesman Facebook Group today!
The Against All Odds Radio Show: Hosting guests that have started from the bottom and rose to the top. Also, join The Against All Odds Radio Show Guests & Listeners Facebook Group for the podcasted episodes.
For more interactivity, join The Millionaire Car Salesman Club on Clubhouse.
Win the Game of Googleopoly: Unlocking the secret strategy of search engines.
The Millionaire Car Salesman Podcast is Proudly Sponsored By:
CallRevu: The industry leader for call tracking, lead management, and business analytic solutions. For more information on how to maximize your marketing dollars, visit www.callrevu.com.
AutoWeb: Visit AutoWeb.com/dealers for help in revolutionizing your business to help you sell more cars.
This week on the Millionaire Car Salesman Podcast L.A. Williams discusses managing practices!
As a manager, what are your best practices? What are the most common mistakes dealership teams make and how to keep them on the road to the sale? Additionally, training is everything— because people don’t rise to the occasion, they sync to the level of their training. Joining L.A. this week is Russell Hill, co-founder and managing partner of FixedOPS Marketing, a dealership marketing software provider focused on increasing service visits while increasing revenue per RO through videos. Russell has been immersed in the industry for 30+ years and provided great insight into a manager’s role. Russell began as a sales associate in 1985 averaging 12-15 cars a month. Since then, he has held multiple management positions leading up to the founding of FixedOps Marketing.
Russell performs an amazing poem all about the character of a car salesman. They discuss books and concepts that lead to wealth in the automotive industry.
Russell Hill is a staple in the clubhouse room:
“Morning motivation inspiration and conversation” with Sean V. Bradley and L.A. Williams. He will be in attendance as L.A. Williams speaks at the 2022 National Automobile Dealers Association show:
Joined by Tianna Mick a.k.a. TGotYourKeys, at a can’t miss session entitled “The business benefits of hiring people with disabilities and/or minorities”.
The National Automobile Dealers Association is coming to Las Vegas this upcoming March 10, 2022 to March 13, 2022. Located at the Las Vegas Convention Center, NADA is the place to be. Experience the Future with a multitude of automotive professionals gathered for this can’t miss event.
Want to meet the Dealer Synergy Team? For those who plan to attend NADA this March, stop by booth 4730W to meet Sean V. Bradley, L.A. Williams, Tianna Mick, and the Dealer Synergy team IN REAL LIFE! Additionally, attendees will find Russell Hill at booth 6629N with the FixedOp Marketing Team.
Resources
Dealer Synergy & Bradley On Demand: The automotive industry’s #1 training, tracking, testing, and certification platform and consulting & accountability firm.
The Millionaire Car Salesman Podcast: is the #1 resource for automotive sales professionals, managers, and owners. Also, join The Millionaire Car Salesman Facebook Group today!
The Against All Odds Radio Show: Hosting guests that have started from the bottom and rose to the top. Also, join The Against All Odds Radio Show Guests & Listeners Facebook Group for the podcasted episodes.
For more interactivity, join The Millionaire Car Salesman Club on Clubhouse.
Win the Game of Googleopoly: Unlocking the secret strategy of search engines.
The Millionaire Car Salesman Podcast is Proudly Sponsored By:
CallRevu: The industry leader for call tracking, lead management, and business analytic solutions. For more information on how to maximize your marketing dollars, visit www.callrevu.com.
AutoWeb: Visit AutoWeb.com/dealers for help in revolutionizing your business to help you sell more cars.
SEASON 5 of the Millionaire Car Salesman Podcast kicks off with... Sean V. Bradley, CSP discusses Customer Relationship Management, or CRM for short. CRM tools are used by many dealerships to help organize and track customer interactions and leads. There is value in this tool because when it is used properly, your CRM turns into an ATM. Not only are CRM’s a necessity for a dealership, but it will also make the dealerships and their staff that use it properly more successful than those who don’t. Joining Sean this week is Mark Vickery, the Sr Director of Performance Management at VinSolutions. VinSolutions is an all-in-one, cloud-based internal management, sales, service and consumer engagement CRM platform and has been in partnership with Cox Automotive since 2011. About Mark Vickery
Mark has been so deeply involved in the car business that it has shaped his whole adult life. From retail to CRM, Mark has seen it all. In his years of retail, Mark sold conversion vans and would travel from dealership to dealership, training others in sales. When the opportunity opened to become a performance manager, Mark decided it was time for a switch. With his background in sales and showrooms, Mark has been very successful with CRM and performance management.
Mark Vickery will not only be attending the Internet Sales 20 Group 14, but he will also be speaking. Located at the brand new Live! Casino & Hotel Philadelphia from January 11, 2022 to January 13, 2022, IS20G14 is a can’t miss event. IS20G14: The Automotive Endgame is about adapting to our new normal. The COVID-19 pandemic has created a lot of new challenges for the automotive industry. While some of these changes have not been so great, many of the changes that came have been great. Be sure to register for Internet Sales 20 Group 14 before tickets sell out.
The Internet Sales 20 Group is the #1 Automotive Sales Training Conference and Seminar. It is unlike any other conference in existence in the automotive industry today! The 3 day event is designed for full interaction between speakers, panelists, moderators, and vendors. This synergy helps provide everyone with the tools and knowledge they will need to sell more cars, more often, and more profitably.
Resources
Dealer Synergy & Bradley On Demand: The automotive industry’s #1 training, tracking, testing, and certification platform and consulting & accountability firm.
The Millionaire Car Salesman Podcast: is the #1 resource for automotive sales professionals, managers, and owners. Also, join The Millionaire Car Salesman Facebook Group today!
The Against All Odds Radio Show: Hosting guests that have started from the bottom and rose to the top. Also, join The Against All Odds Radio Show Guests & Listeners Facebook Group for the podcasted episodes.
For more interactivity, join The Millionaire Car Salesman Club on Clubhouse.
Win the Game of Googleopoly: Unlocking the secret strategy of search engines.
The Millionaire Car Salesman Podcast is Proudly Sponsored By:
Callsource: The industry leader for call tracking, lead management, and business analytic solutions. For more information on how to maximize your marketing dollars, visit www.callsource.com.
AutoWeb: Visit AutoWeb.com/dealers for help in revolutionizing your business to help you sell more cars.
CarNow: Sell more cars now! Not only is CarNow.com. the market leader in tailored digital solutions, but they are built to help dealers sell more cars.
This week on the Millionaire Car Salesman Podcast, Sean V. Bradley, CSP discusses what it takes to become one of the best sales associates in the automotive industry. One of the many ways to get to the top is by building your own brand. Then, taking this brand to Facebook and social media with a strategy. In addition to social media, having a game plan to generate repeat and referral will pay dividends around the two to three year mark. With these two items, paired with training on how to handle price objections, any sales associate will be set up for success.
Joining Sean this week is Jimmy McCormack, a sales associate at Cardinal Buick GMC in Belleville, IL for the past five years. With a total of 19 years in the automotive industry, Jimmy knew it would be his calling, as his father owned a buy here pay here dealership when he was a kid. Today, he is the #1 sales associate at the #3 Buick GMC dealership, with his biggest month having 71 car sales. It didn’t take long for Jimmy’s success to come to fruition. He hit the ground running, selling 18 cars his first month and 20 his second month. However, from there it took longer to progress, taking three years to sell 30 cars in a month and six years to sell over 50 cars in a month.
Jimmy McCormack will not only be attending the Internet Sales 20 Group 14, but he will also be speaking on a panel. Located at the brand new Live! Casino & Hotel Philadelphia From January 11, 2022 to January 13, 2022, IS20G14 is a can’t miss event. IS20G14: The Automotive Endgame is about adapting to our new normal. The COVID-19 pandemic has created a lot of new challenges for the automotive industry. While some of these changes have not been so great, many of the changes that came have been great. Be sure to register for Internet Sales 20 Group 14 before tickets sell out.
The Internet Sales 20 Group is the #1 Automotive Sales Training Conference and Seminar. It is unlike any other conference in existence in the automotive industry today! The 3 day event is designed for full interaction between speakers, panelists, moderators, and vendors. This synergy helps provide everyone with the tools and knowledge they will need to sell more cars, more often, and more profitably.
Resources
Dealer Synergy & Bradley On Demand: The automotive industry’s #1 training, tracking, testing, and certification platform and consulting & accountability firm.
The Millionaire Car Salesman Podcast: is the #1 resource for automotive sales professionals, managers, and owners. Also, join The Millionaire Car Salesman Facebook Group today!
The Against All Odds Radio Show: Hosting guests that have started from the bottom and rose to the top. Also, join The Against All Odds Radio Show Guests & Listeners Facebook Group for the podcasted episodes.
For more interactivity, join The Millionaire Car Salesman Club on Clubhouse.
Win the Game of Googleopoly: Unlocking the secret strategy of search engines.
The Millionaire Car Salesman Podcast is Proudly Sponsored By:
Callsource: The industry leader for call tracking, lead management, and business analytic solutions. For more information on how to maximize your marketing dollars, visit www.callsource.com.
AutoWeb: Visit AutoWeb.com/dealers for help in revolutionizing your business to help you sell more cars.
CarNow: Sell more cars now! Not only is CarNow.com. the market leader in tailored digital solutions, but they are built to help dealers sell more cars.
This week on the Millionaire Car Salesman Podcast, Sean V. Bradley, CSP talks about the resources available to automotive sales associates to help them be more successful. At many dealerships, there is a lack of training, developing, and mentoring. This can create a sense of fear or uncertainty for new sales associates, especially those that are a part of a minority group.
Joining Sean this week is Dee Penn. Dee Penn is a sales professional for the First Team Automotive Group at their Hampton Chevrolet location in Hampton, VA. Not only is Dee the top car salesman at his dealership, but he also does so as a transgender automotive professional. This success is because of Dee’s determination to not only be the best, but to also be better today than he was yesterday.
Sean V. Bradley and Dee also discuss how The Millionaire Car Salesman Facebook Group was the biggest resource Dee had when he entered the car business. Not only did it provide a lot of free automotive sales training, but everyone in the educational Facebook group is there to learn and help everyone else. They also discuss what it is like as a transgender sales associate in the automotive industry.
Dee Penn will not only be attending the Internet Sales 20 Group 14, but he will also be speaking on the Millionaire Car Salesman Panel. Located at the brand new Live! Casino & Hotel Philadelphia From January 11, 2022 to January 13, 2022, IS20G14 is a can’t miss event. IS20G14: The Automotive Endgame is about adapting to our new normal. The COVID-19 pandemic has created a lot of new challenges for the automotive industry. While some of these changes have not been so great, many of the changes that came have been great. Be sure to register for Internet Sales 20 Group 14 before tickets sell out.
The Internet Sales 20 Group is the #1 Automotive Sales Training Conference and Seminar. It is unlike any other conference in existence in the automotive industry today! The 3 day event is designed for full interaction between speakers, panelists, moderators, and vendors. This synergy helps provide everyone with the tools and knowledge they will need to sell more cars, more often, and more profitably.
Resources
Dealer Synergy & Bradley On Demand: The automotive industry’s #1 training, tracking, testing, and certification platform and consulting & accountability firm.
The Millionaire Car Salesman Podcast: is the #1 resource for automotive sales professionals, managers, and owners. Also, join The Millionaire Car Salesman Facebook Group today!
The Against All Odds Radio Show: Hosting guests that have started from the bottom and rose to the top. Also, join The Against All Odds Radio Show Guests & Listeners Facebook Group for the podcasted episodes.
For more interactivity, join The Millionaire Car Salesman Club on Clubhouse.
Win the Game of Googleopoly: Unlocking the secret strategy of search engines.
The Millionaire Car Salesman Podcast is Proudly Sponsored By:
Callsource: The industry leader for call tracking, lead management, and business analytic solutions. For more information on how to maximize your marketing dollars, visit www.callsource.com.
AutoWeb: Visit AutoWeb.com/dealers for help in revolutionizing your business to help you sell more cars.
CarNow: Sell more cars now! Not only is CarNow.com. the market leader in tailored digital solutions, but they are built to help dealers sell more cars.
This week on the Millionaire Car Salesman Podcast, Sean V. Bradley, CSP talks about technology, and how it affects us everyday. Then, the pandemic happened, and it changed the whole world, and technology became even more important. For the past year and half, going on two years, we have essentially been reprogrammed on the way we communicate, celebrate, shop, and buy.
Joining Sean Bradley is Nicolas Cossette, the Head of Growth & Operations at Matador.ai. Matador.ai is the leading customer engagement platform built for the automotive industry. It allows dealerships to connect instantly with every customer at scale and on autopilot with advanced AI, real-time messaging, and more!
By using the right technology, such as Matador.ai, you can easily enhance the customer experience. The customer experience cannot be enhanced, however, without engaging in conversation with the customer. Connecting and engaging with the customer is the hardest part of the equation.
Dealer Synergy’s data shows that the connection rate for an outbound phone call is about 14% in 2017; however, this dropped in 2019 to between 9%-10% in 2019. That means that with a BDC with 5 reps making 120 outbound calls, for a total of 600 calls, on average, you would only have conversations with 60 people. With a 33% appointment rate, you would generate 20 appointments. Think about that… 600 phone calls to generate 20 appointments. Dealerships are always focusing on appointments, but they should be focusing on more connections. Utilizing the right technology will help accomplish this.
Matador.ai is a sponsor of the Internet Sales 20 Group 14 and Nicolas Cossette will be at the event. Located at the brand new Live! Casino & Hotel Philadelphia From January 11, 2022 to January 13, 2022, it is a can’t miss event. IS20G14: The Automotive Endgame is about adapting to our new normal. The COVID-19 pandemic has created a lot of new challenges for the automotive industry. While some of these changes have not been so great, many of the changes that came have been great. Be sure to register for Internet Sales 20 Group 14 before tickets sell out.
The Internet Sales 20 Group is the #1 Automotive Sales Training Conference and Seminar. It is unlike any other conference in existence in the automotive industry today! The 3 day event is designed for full interaction between speakers, panelists, moderators, and vendors. This synergy helps provide everyone with the tools and knowledge they will need to sell more cars, more often, and more profitably.
Resources
Dealer Synergy & Bradley On Demand: The automotive industry’s #1 training, tracking, testing, and certification platform and consulting & accountability firm.
The Millionaire Car Salesman Podcast: is the #1 resource for automotive sales professionals, managers, and owners. Also, join The Millionaire Car Salesman Facebook Group today!
The Against All Odds Radio Show: Hosting guests that have started from the bottom and rose to the top. Also, join The Against All Odds Radio Show Guests & Listeners Facebook Group for the podcasted episodes.
For more interactivity, join The Millionaire Car Salesman Club on Clubhouse.
Win the Game of Googleopoly: Unlocking the secret strategy of search engines.
The Millionaire Car Salesman Podcast is Proudly Sponsored By:
Callsource: The industry leader for call tracking, lead management, and business analytic solutions. For more information on how to maximize your marketing dollars, visit www.callsource.com.
AutoWeb: Visit AutoWeb.com/dealers for help in revolutionizing your business to help you sell more cars.
CarNow: Sell more cars now! Not only is CarNow.com. the market leader in tailored digital solutions, but they are built to help dealers sell more cars.
This week on the Millionaire Car Salesman Podcast, Sean V Bradley dives deep into the world of the inventory crisis. More specifically, what do dealers do when there are large distances between them and their customers. When dealers buy and sell vehicles across their entire state, or even the country, how do they ship the vehicle?
Joining Sean today is John Robertson, the Sr. Executive Vice President at Ship Your Car Now. Ship Your Car Now, the leading integration automotive transportation solution, has been in business for over ten years. They specialize in shipping low volume units, even just one vehicle at a time. Digital retailing and remote deliveries has become a common practice and is likely here to stay. Ship Your Car Now is the #1 vehicle shipping company to facilitate this process. Furthermore, dealerships are using Ship Your Car Now to help with the inventory crisis, especially for their vehicle buying center and used car acquisition strategy.
What separates Ship Your Car Now from every other shipping company is how they work with their dealerships. They give their dealership clients tools & technology and integrate with their current technology. More importantly, dealerships know the pricing upfront, choose their delivery, and also choose how quickly they want it delivered.
Ship Your Car Now is a sponsor of the Internet Sales 20 Group 14 and John Robertson will be at the event. Located at the brand new Live! Casino & Hotel Philadelphia From January 11, 2022 to January 13, 2022, it is a can’t miss event. IS20G14: The Automotive Endgame is about adapting to our new normal. The COVID-19 pandemic has created a lot of new challenges for the automotive industry. While some of these changes have not been so great, many of the changes that came have been great. Be sure to register for Internet Sales 20 Group 14 before tickets sell out.
The Internet Sales 20 Group is the #1 Automotive Sales Training Conference and Seminar. It is unlike any other conference in existence in the automotive industry today! The 3 day event is designed for full interaction between speakers, panelists, moderators, and vendors. This synergy helps provide everyone with the tools and knowledge they will need to sell more cars, more often, and more profitably.
Resources
Dealer Synergy & Bradley On Demand: The automotive industry’s #1 training, tracking, testing, and certification platform and consulting & accountability firm.
The Millionaire Car Salesman Podcast: is the #1 resource for automotive sales professionals, managers, and owners. Also, join The Millionaire Car Salesman Facebook Group today!
The Against All Odds Radio Show: Hosting guests that have started from the bottom and rose to the top. Also, join The Against All Odds Radio Show Guests & Listeners Facebook Group for the podcasted episodes.
For more interactivity, join The Millionaire Car Salesman Club on Clubhouse.
Win the Game of Googleopoly: Unlocking the secret strategy of search engines.
The Millionaire Car Salesman Podcast is Proudly Sponsored By:
Callsource: The industry leader for call tracking, lead management, and business analytic solutions. For more information on how to maximize your marketing dollars, visit www.callsource.com.
AutoWeb: Visit AutoWeb.com/dealers for help in revolutionizing your business to help you sell more cars.
CarNow: Sell more cars now! Not only is CarNow.com. the market leader in tailored digital solutions, but they are built to help dealers sell more cars.
This week on the Millionaire Car Salesman Podcast, Sean V Bradley discusses the importance of the Internet sales department and BDC. More specifically, how AutoWeb’s third party leads paired with the right process will have an immediate impact on a dealership's bottom line. AutoWeb’s high quality leads can easily generate an additional $1.6 Million in additional gross profit each year.
Joining Sean today is Sebrinner Blair-Henry and Paul Maglio. Sebrinner is the BDC Director at Ritchey Autos and Paul is a Director of Client Success at AutoWeb. Being experts on third party lead providers and the best practices in regards to process, they drop a tremendous amount of knowledge to help dealerships sell more leads.
About Sebrinner Blair
Sebrinner Blair-Henry is the BDC Director at Ritchey Autos. Ritchey Autos is located around the Orlando, FL area and has four brands at three locations. Their locations include: Ritchey Cadillac Buick-GMC in Daytona Beach, FL, Daytona Subaru in Daytona Beach, FL, and Subaru Volvo of Melbourne in Melbourne, FL.
Sebrinner oversees and handles a majority of all communications for the auto group. With current market conditions during the pandemic and the inventory crisis, Ritchey Autos sells a combined average of 330 cars each month. This is largely due to Sebrinner and the BDC which generates about 60% of those units, averaging 200 sales per month.
Resources
Dealer Synergy & Bradley On Demand: The automotive industry’s #1 training, tracking, testing, and certification platform and consulting & accountability firm.
The Millionaire Car Salesman Podcast: is the #1 resource for automotive sales professionals, managers, and owners. Also, join The Millionaire Car Salesman Facebook Group today!
The Against All Odds Radio Show: Hosting guests that have started from the bottom and rose to the top. Also, join The Against All Odds Radio Show Guests & Listeners Facebook Group for the podcasted episodes.
For more interactivity, join The Millionaire Car Salesman Club on Clubhouse.
Win the Game of Googleopoly: Unlocking the secret strategy of search engines.
The Millionaire Car Salesman Podcast is Proudly Sponsored By:
Callsource: The industry leader for call tracking, lead management, and business analytic solutions. For more information on how to maximize your marketing dollars, visit www.callsource.com.
AutoWeb: Visit AutoWeb.com/dealers for help in revolutionizing your business to help you sell more cars.
CarNow: Sell more cars now! Not only is CarNow.com. the market leader in tailored digital solutions, but they are built to help dealers sell more cars.
This week on the Millionaire Car Salesman Podcast, Sean V. Bradley, CSP dives deep into SEO for automotive dealerships. Joining Sean Bradley is Wayland Myers, the CEO of MarketPage. They discuss how website platforms are the biggest problems for automotive dealerships and their SEO. This is proven when you do a search in your local market for a year, make, and model. Look at who is ranking. It typically isn’t the dealership, rather it is the aggregators, such as CarGurus and AutoTrader.
In addition to the lack of SEO, these website platforms have a low time on site and a very high bounce rate. Dealerships need to stop competing with their manufacturers, 3rd party providers, aggregators, and their competition. Dealerships need to protect their marketing budget and have a scalable SEO strategy. All of this and more in today’s Millionaire Car Salesman Podcast episode.
About Wayland Myers
Wayland Myers has dedicated his professional career to advancing digital marketing technology and tactics for the largest online brands in the toughest digital markets. As the CEO of MarketPage for over 14 years, formerly known as the Myers Media Group, Wayland is far from the typical CEO. He is the subject matter expert of search engine optimization at MarketPage. Not only does he do all of the product design and research, but Wayland also works closely with his clients to develop new features and capabilities.
Wayland and MarketPage work with some major brands. These brands include Expedia, Travelocity, Orbitz, Advanced Auto Parts, Airbnb, and many more. However, they are now moving into a brand new vertical. Entering into the retail automotive industry, Wayland and the team at MarketPage have a new mission: to help automotive dealerships to dominate their markets in the digital space.
MarketPage's scalable SEO strategy that has been proven successful with some of the largest brands is now available to automotive car dealerships. They have already worked with a handful of dealerships, including an automotive group in Philadelphia. The results have been astounding. The dealerships utilizing Marketpage have seen a significant increase in organic traffic.
Free Automotive Sales Training & SEO Resources
Dealer Synergy & Bradley On Demand: The automotive industry’s #1 training, tracking, testing, and certification platform and consulting & accountability firm.
The Millionaire Car Salesman Podcast: is the #1 resource for automotive sales professionals, managers, and owners. Also, join The Millionaire Car Salesman Facebook Group today!
The Against All Odds Radio Show: Hosting guests that have started from the bottom and rose to the top. Also, join The Against All Odds Radio Show Guests & Listeners Facebook Group for the podcasted episodes.
For more interactivity, join The Millionaire Car Salesman Club on Clubhouse.
Win the Game of Googleopoly: Unlocking the secret strategy of search engines.
The MarketPage Platform is a suite of Large-Scale Audience Acquisition technologies that captures significantly more of your market, improves customer conversion, and drives scalable revenue growth for medium to large companies in highly competitive spaces.
The Millionaire Car Salesman Podcast is Proudly Sponsored By:
Callsource: The industry leader for call tracking, lead management, and business analytic solutions. For more information on how to maximize your marketing dollars, visit www.callsource.com.
AutoWeb: Visit AutoWeb.com/dealers for help in revolutionizing your business to help you sell more cars.
CarNow: Sell more cars now! Not only is CarNow.com. the market leader in tailored digital solutions, but they are built to help dealers sell more cars.
This week on the Millionaire Car Salesman Podcast, L.A. Williams dives deep into phone calls. Joining L.A. is Malik “Young Jedi” Bronner. With the Internet and phones being the new showroom, sales associates need to develop the phone skills needed for today’s market. With this in mind, L.A. and Malik pull phone calls on today’s podcast. They give on the spot tips and advice on how to handle different situations and questions over the phone.
About Malik Bronner
Malik joined the Dealer Synergy team in December 2018 as a client call quality analyst. Through his hard work and drive for knowledge over the past three years, Malik worked his was up to a performance coach. While well versed in automotive sales, his specialty is with Internet sales and phone training, coaching, and monitoring. Additionally, through his Young Jedi Counsels, he has made it his mission to help automotive sales reps across the globe with their phone skills.
Resources
Dealer Synergy & Bradley On Demand: The automotive industry’s #1 training, tracking, testing, and certification platform and consulting & accountability firm.
The Millionaire Car Salesman Podcast: is the #1 resource for automotive sales professionals, managers, and owners. Also, join The Millionaire Car Salesman Facebook Group today!
The Against All Odds Radio Show: Hosting guests that have started from the bottom and rose to the top. Also, join The Against All Odds Radio Show Guests & Listeners Facebook Group for the podcasted episodes.
For more interactivity, join The Millionaire Car Salesman Club on Clubhouse.
Win the Game of Googleopoly: Unlocking the secret strategy of search engines.
The Millionaire Car Salesman Podcast is Proudly Sponsored By:
Callsource: The industry leader for call tracking, lead management, and business analytic solutions. For more information on how to maximize your marketing dollars, visit www.callsource.com.
AutoWeb: Visit AutoWeb.com/dealers for help in revolutionizing your business to help you sell more cars.
CarNow: Sell more cars now! Not only is CarNow.com. the market leader in tailored digital solutions, but they are built to help dealers sell more cars.
This week on the Millionaire Car Salesman Podcast, Sean V. Bradley, CSP discusses the best practices for the automotive Internet sales department and tips for handling leads. The automotive industry has seen significant changes over the past 15 years. How we communicate with customers today is different. More importantly, the information customers have at their disposal and how they communicate with dealerships is completely different. Today, there are departments specifically meant to handle automotive Internet sales leads and special finance leads. And, when it comes to quality automotive leads, AutoWeb is hands down the best.
Joining Sean V. Bradley, CSP today is Laura Whitten. Laura is an Internet Sales Director and has been in the automotive industry for over 15 years. She works with Northstar Kia Mitsubishi, a five rooftop dealer group, based in Queens, New York. Laura’s dealer group sees about 10,000 leads a month, but she is able to crush it because of AutoWeb and the quality of their leads.
Sean and Laura cover many different topics. Not only do they talk about the great lead debate of quantity vs quality, but they also discuss how to handle different types of leads. Laura prides herself on how she handles special finance leads, as they require a different approach. From following up with leads, leads that are on the fence, and your CRM strategy, Sean and Laura provide a plethora of knowledge, tips, and best practices.
Resources
Dealer Synergy & Bradley On Demand: The automotive industry’s #1 training, tracking, testing, and certification platform and consulting & accountability firm.
The Millionaire Car Salesman Podcast: is the #1 resource for automotive sales professionals, managers, and owners. Also, join The Millionaire Car Salesman Facebook Group today!
The Against All Odds Radio Show: Hosting guests that have started from the bottom and rose to the top. Also, join The Against All Odds Radio Show Guests & Listeners Facebook Group for the podcasted episodes.
For more interactivity, join The Millionaire Car Salesman Club on Clubhouse.
Win the Game of Googleopoly: Unlocking the secret strategy of search engines.
The Millionaire Car Salesman Podcast is Proudly Sponsored By:
Callsource: The industry leader for call tracking, lead management, and business analytic solutions. For more information on how to maximize your marketing dollars, visit www.callsource.com.
AutoWeb: Visit AutoWeb.com/dealers for help in revolutionizing your business to help you sell more cars.
CarNow: Sell more cars now! Not only is CarNow.com. the market leader in tailored digital solutions, but they are built to help dealers sell more cars.
This week on the Millionaire Car Salesman Podcast, Sean V. Bradley, CSP interviews Robert Lowery, a sales associate at Lexus of Winter Park in Winter Park, FL. They discuss how you can make as much money as you can earn in the automotive industry. As a green pea or a seasoned veteran, any automotive sales associate can make an extraordinary amount of money. Robert Lowery started doing so his first month on the sales floor.
About Robert Lowery
Robert Lowery entered the auto industry in 2010. He started working as a technician at a Ford dealership after attending Universal Technical Institute in Orlando, Florida. After two years at a Ford dealership, Robert made the move to Infiniti dealership. He worked at this dealership for 8 years as a technician. With the desire to be more and make more, Robert wanted to take the step up to a management position. His GM informed him that becoming a service advisor would be the next step. Quickly becoming the top performing service writer, Robert remained in this role for 3 years.
While Robert was training, the top sales associate at his dealership sold 23 cars that month. Robert set his goals high. He wanted to sell 30 cars his first month. While he fell short at 22 sales, he broke the dealership’s all time gross sales record. At 22 cars, Robert more than doubled the sales of the average sales associate in the United States.
Working bell to bell everyday, along with his days off, all of Robert’s sales were fresh ups. Robert talks about the work-life balance and how he did not hide behind this balance. Instead, he incorporates his work with his life and makes it one.
Resources
Dealer Synergy & Bradley On Demand: The automotive industry’s #1 training, tracking, testing, and certification platform and consulting & accountability firm.
The Millionaire Car Salesman Podcast: is the #1 resource for automotive sales professionals, managers, and owners. Also, join The Millionaire Car Salesman Facebook Group today!
The Against All Odds Radio Show: Hosting guests that have started from the bottom and rose to the top. Also, join The Against All Odds Radio Show Guests & Listeners Facebook Group for the podcasted episodes.
For more interactivity, join The Millionaire Car Salesman Club on Clubhouse.
Win the Game of Googleopoly: Unlocking the secret strategy of search engines.
The Millionaire Car Salesman Podcast is Proudly Sponsored By:
Callsource: The industry leader for call tracking, lead management, and business analytic solutions. For more information on how to maximize your marketing dollars, visit www.callsource.com.
AutoWeb: Visit AutoWeb.com/dealers for help in revolutionizing your business to help you sell more cars.
CarNow: Sell more cars now! Not only is CarNow.com. the market leader in tailored digital solutions, but they are built to help dealers sell more cars.
This week on the Millionaire Car Salesman Podcast, Sean V. Bradley, CSP interviews David Holmerud, the GM at Norm Reeves Honda Superstore Irvine in Irvine, CA. Norm Reeves Dealerships has the #1 Honda dealership in the world, and while Dave is not the GM of that store, his store is in the top 30.
Sean and Dave discuss how automotive sales associates can work their way up to being a GM of a car dealership. While there are skills needed to become a successful sales manager, the biggest thing Dave looks for is the right personality. The right person will be a coach and mentor to the team. They need to give the team the tools to be successful, and then take them under their wing and show them how to get the job done. Dave attributes these qualities and his persistence to his success, claiming that persistence will wear down resistance.
About Dave Holmerud
Dave Holmerud started as a sales associate for an event company in the auto industry. After a slow start, Dave finally sold his first vehicle and took off from there. He worked in this role for five years before transitioning to a dealership employee. From there, he worked his way up through persistence, determination, and working hard to becoming the GM of one of the largest Honda dealerships in the world.
Resources
Dealer Synergy & Bradley On Demand: The automotive industry’s #1 training, tracking, testing, and certification platform and consulting & accountability firm.
The Millionaire Car Salesman Podcast: is the #1 resource for automotive sales professionals, managers, and owners. Also, join The Millionaire Car Salesman Facebook Group today!
The Against All Odds Radio Show: Hosting guests that have started from the bottom and rose to the top. Also, join The Against All Odds Radio Show Guests & Listeners Facebook Group for the podcasted episodes.
For more interactivity, join The Millionaire Car Salesman Club on Clubhouse.
Win the Game of Googleopoly: Unlocking the secret strategy of search engines.
The Millionaire Car Salesman Podcast is Proudly Sponsored By:
Callsource: The industry leader for call tracking, lead management, and business analytic solutions. For more information on how to maximize your marketing dollars, visit www.callsource.com.
AutoWeb: Visit AutoWeb.com/dealers for help in revolutionizing your business to help you sell more cars.
CarNow: Sell more cars now! Not only is CarNow.com. the market leader in tailored digital solutions, but they are built to help dealers sell more cars.
This week on the Millionaire Car Salesman Podcast, Sean V. Bradley, CSP interviews David Long, the Executive GM of Hansel Auto Group, an eight rooftop auto group with locations in Sonoma County, CA. They discuss the evolution of the automotive industry.
The retail automotive industry today is a people business. It is all about customer service, the customer experience, and taking a customer first mentality. It is also about your people; training, developing, leading, and mentoring them to be successful, personally and professionally, while putting the customer first.
David discusses how having the proper dealer-vendor relationships helps to achieve this. One of his favorite vendor relationships is CallSource. CallSource records and tracks all inbound and outbound phone calls. He receives DealSaver Alerts from CallSource, which are email updates on every call where his staff did not ask for the appointment or the customer did not commit to an appointment. Additionally, Call Source aids Jeff and his team with their DealSaver Recovery Alert Program, where CallSource’s call center returns a call to the customer to go for the appointment that his team failed to get.
CallRevu Acquired CallSource’s automotive division in September 2021. However, CallRevu does not intend to eliminate any of CallSources technology, people, or services. Instead, CallRevu plans to combine the best of both businesses to advance its technology and provide a higher level of service to automotive dealerships.
About David Long
David Long has been in the automotive industry for 30 years. He started working in a detail department in FL until he made the transition to the sales floor. As a sales associate, his work ethic and dedication resulted in him being the #1 one sales rep in the country for the #1 automotive group in the country. He climbed his way up to management and eventually bought his own store. He had a great run with his Ford store and then sold it right before the last recession. Today, he runs Hansel Auto Group, an eight rooftop automotive group in California that sells over 1,000 cars per month.
Resources
Dealer Synergy & Bradley On Demand: The automotive industry’s #1 training, tracking, testing, and certification platform and consulting & accountability firm.
The Millionaire Car Salesman Podcast: is the #1 resource for automotive sales professionals, managers, and owners. Also, join The Millionaire Car Salesman Facebook Group today!
The Against All Odds Radio Show: Hosting guests that have started from the bottom and rose to the top. Also, join The Against All Odds Radio Show Guests & Listeners Facebook Group for the podcasted episodes.
For more interactivity, join The Millionaire Car Salesman Club on Clubhouse.
Win the Game of Googleopoly: Unlocking the secret strategy of search engines.
The Millionaire Car Salesman Podcast is Proudly Sponsored By:
CallRevu & Callsource: The industry leader for call tracking, lead management, and business analytic solutions.
AutoWeb: Visit AutoWeb.com/dealers for help in revolutionizing your business to help you sell more cars.
CarNow: Sell more cars now! Not only is CarNow.com. the market leader in tailored digital solutions, but they are built to help dealers sell more cars.
This week on the Millionaire Car Salesman Podcast, Sean V. Bradley, CSP interviews Robbie Irvin, a sales consultant at Gary Smith Honda in Fort Walton Beach, FL. They discuss how Robbie went from averaging 18 cars and making $5,000 per month to selling 35.5 cars a month with $19,000 in personal income. They also share the tips and techniques that any car sales associate can do to sell more cars and make more money.
About Robbie Irvin
Robbie Irvin has been in the automotive industry for three and a half years. Starting at a CDJR store in Illinois, he and his family moved to Florida two years ago where Robbie started working as a sales consultant at Gary Smith Honda. Prior to 2020, the most Robbie had earned in a single year was $60,000 and he averaged 18 vehicles sold each month.
In June 2020, Robbie sold 35.5 cars and made $19,000. He was able to increase his monthly production by changing how he starts each day, along with his daily work plan and his plan of attack. A few of these changes include getting to work early, increasing communication attempts each day, and utilizing the dealership’s data and equity mining tool, AutomotiveMastermind. Robbie finished 2020 with over $125,000 in personal income and so far in 2021, he has had two 31+ unit months and is on pace to make over $160,000.
Listen in to learn more about how Robbie was able to sell more cars and make significantly more money.
Resources
Dealer Synergy & Bradley On Demand: The automotive industry’s #1 training, tracking, testing, and certification platform and consulting & accountability firm.
The Millionaire Car Salesman Podcast: is the #1 resource for automotive sales professionals, managers, and owners. Also, join The Millionaire Car Salesman Facebook Group today!
The Against All Odds Radio Show: Hosting guests that have started from the bottom and rose to the top. Also, join The Against All Odds Radio Show Guests & Listeners Facebook Group for the podcasted episodes.
For more interactivity, join The Millionaire Car Salesman Club on Clubhouse.
Win the Game of Googleopoly: Unlocking the secret strategy of search engines.
The Millionaire Car Salesman Podcast is Proudly Sponsored By:
Callsource: The industry leader for call tracking, lead management, and business analytic solutions. For more information on how to maximize your marketing dollars, visit www.callsource.com.
AutoWeb: Visit AutoWeb.com/dealers for help in revolutionizing your business to help you sell more cars.
CarNow: Sell more cars now! Not only is CarNow.com. the market leader in tailored digital solutions, but they are built to help dealers sell more cars.
This week on the Millionaire Car Salesman Podcast, Sean V. Bradley, CSP interviews Jeff Homolak, the Business Development Manager at Medina Auto Mall in Medina County, OH. Not only is Medina Buick GMC the #1 Buick GMC dealership in the country, but they also won the GM Dealer of the Year Award in 2020.
Jeff built the Internet Sales Department at the Medina Auto Mall in September of 2020. Since then, the BDC has grown to extraordinary heights, setting over 840 appointments and selling an average of 350 cars each month. Jeff attributes this success to tracking the most important KPI’s: appointment confirmation rate, appointment show rate, and appointment sold rate.
Jeff also contributes much of his success to training his people the right way. Training is the most important element of a team in any industry. Like Special Forces and Navy SEALS, all members of a team must constantly practice, drill, and rehearse. While Jeff is big on training, he is unable to see and hear everything. His partnership with CallSource helps him identify coaching and training opportunities.
CallSource records and tracks all inbound and outbound phone calls. He receives DealSaver Alerts from CallSource, which are email updates on every call where his staff did not ask for the appointment or the customer did not commit to an appointment. Additionally, Call Source aids Jeff and his team with their DealSaver Recovery Alert Program, where CallSource’s call center returns a call to the customer to go for the appointment that his team failed to get.
CallRevu Acquired CallSource’s automotive division in September 2021. However, CallRevu does not intend to eliminate any of CallSources technology, people, or services. Instead, CallRevu plans to combine the best of both businesses to advance its technology and provide a higher level of service to automotive dealerships.
Resources
Dealer Synergy & Bradley On Demand: The automotive industry’s #1 training, tracking, testing, and certification platform and consulting & accountability firm.
The Millionaire Car Salesman Podcast: is the #1 resource for automotive sales professionals, managers, and owners. Also, join The Millionaire Car Salesman Facebook Group today!
The Against All Odds Radio Show: Hosting guests that have started from the bottom and rose to the top. Also, join The Against All Odds Radio Show Guests & Listeners Facebook Group for the podcasted episodes.
For more interactivity, join The Millionaire Car Salesman Club on Clubhouse.
Win the Game of Googleopoly: Unlocking the secret strategy of search engines.
The Millionaire Car Salesman Podcast is Proudly Sponsored By:
VinCue: In addition to being built by dealers for dealers, VinCue is an All-In-One Digital Platform. At the end of the day, it can help your Dealership!
CallRevu & Callsource: The industry leader for call tracking, lead management, and business analytic solutions.
AutoWeb: Visit AutoWeb.com/dealers for help in revolutionizing your business to help you sell more cars.
CarNow: Sell more cars now! Not only is CarNow.com. the market leader in tailored digital solutions, but they are built to help dealers sell more cars.
This week on the Millionaire Car Salesman Podcast, Sean V. Bradley, CSP interviews Danny Zaslavsky, the Managing Partner and General Manager of Country Hill Motors in Merriam, KS. In addition to his role at Country Hill Motors, Danny is also the Managing Partner of VinCue. VInCue is an innovative all-in-one solution that gives dealers access to real-time data and tools in a single system to stock smarter, increase turn, beat your competition, and above all else - maximize profits.
Sean V. Bradley and Danny Zaslavsky dive into used cars. Most specifically, they discuss the concept of highest authentic value. Highest authentic value is attributing anything to the vehicle that makes it more valuable than just the price. The foundation of highest authentic value starts with options, features, packages, and dealer exclusive values. These will tie to keywords that consumers search, attracting them to your VDP. Since the VDP on the vehicle includes the correct options and packages, the vehicle has a higher value to the consumer.
From there, you can really add more fuel to the fire by including dealer inclusive items and listing reconditioning to the vehicle, like warranty and certification. Consumers would purchase a vehicle that has had reconditioning performed over a vehicle that has not. By including these items on the listing, with the highest authentic value, it allows you to communicate this information to the consumer.
Danny discusses how VinCue can not only help dealerships acquire more vehicles, but how they can start attributing all of the features of each vehicle, especially those that add value beyond price. Additionally, VinCue Boost takes the mystery out of digital advertising. It connects your actual inventory to Facebook & Instagram, and Display Ad Networks, and uses advanced data mining to only show ads to the right customers. This allows dealers to sell vehicles as fast as possible while making as much money as possible.
Resources
Dealer Synergy & Bradley On Demand: The automotive industry’s #1 training, tracking, testing, and certification platform and consulting & accountability firm.
The Millionaire Car Salesman Podcast: is the #1 resource for automotive sales professionals, managers, and owners.
The Millionaire Car Salesman Facebook Group & The Millionaire Car Salesman Club on Clubhouse: the largest social community for automotive professionals to help educate the automotive industry.
The Against All Odds Radio Show & The Against All Odds Radio Show Guests & Listeners Facebook Group: Hosting guests that have started from the bottom and rose to the top.
Win the Game of Googleopoly: Unlocking the secret strategy of search engines.
The Millionaire Car Salesman Podcast is Proudly Sponsored By:
VinCue: In addition to being built by dealers for dealers, VinCue is an All-In-One Digital Platform. At the end of the day, it can help your Dealership!
Callsource: The industry leader for call tracking, lead management, and business analytic solutions. For more information on how to maximize your marketing dollars, visit www.callsource.com.
AutoWeb: Visit AutoWeb.com/dealers for help in revolutionizing your business to help you sell more cars.
CarNow: Sell more cars now! Not only is CarNow.com the market leader in tailored digital solutions, but they are built to help dealers sell more cars.
This week on the Millionaire Car Salesman Podcast, Sean V. Bradley, CSP interviews Karen Rodriguez, the Director of Operations at Doral Automotive Group, a 3 rooftop automotive group in southern Florida. Their first store, Doral Lincoln in Doral, FL, is the 3rd largest volume Lincoln dealership in the nation. This location paved the way for their growth, and two and a half years ago they purchased Ford of Kendall in Palmetto Bay, FL.
Since then, Karen and her team turned the store into one of the top 50 Ford dealerships in the nation. Then, less than a year ago, Doral Automotive Group opened their third location, Lincoln of Cutler Bay in South Miami Heights, FL. Today, the three stores combine to sell about 800 - 900 vehicles each month.
Joining them on today’s interview is Kelly Koliopulos, the Sr. Director of Sales for CallSource, as a subject matter expert on CallSource’s call tracking, lead management, and business analytic solution. They discuss how CallSource became Karen’s secret weapon and helps her automotive group sell an additional 60 units per month and generate over $5 million in additional revenue each year.
About Karen Rodriguez
Karen Rodriguez is the Director of Operations for the Doral Automotive Group. She has been in the automotive industry for eight years now. While it is a family business, the position was not handed to her. She worked hard, graduated from the University of Miami with an accounting degree, worked as a CPA, then she transitioned to the dealership.
After working in every department of the dealership, she eventually went to the NADA Dealer Academy. From there, Karen started working as the BDC Manager for almost six years and made tremendous progress. When the Doral Automotive grew to multiple locations, Karen became the BDC Director for the group which ultimately led to her current position as the Director of Operations.
Resources
Dealer Synergy & Bradley On Demand: The automotive industry’s #1 training, tracking, testing, and certification platform and consulting & accountability firm.
The Millionaire Car Salesman Podcast: is the #1 resource for automotive sales professionals, managers, and owners.
The Millionaire Car Salesman Facebook Group & The Millionaire Car Salesman Club on Clubhouse: the largest social community for automotive professionals to help educate the automotive industry.
The Against All Odds Radio Show & The Against All Odds Radio Show Guests & Listeners Facebook Group: Hosting guests that have started from the bottom and rose to the top.
Win the Game of Googleopoly: Unlocking the secret strategy of search engines.
The Millionaire Car Salesman Podcast is Proudly Sponsored By:
VinCue: In addition to being built by dealers for dealers, VinCue is an All-In-One Digital Platform. At the end of the day, it can help your Dealership!
Callsource: The industry leader for call tracking, lead management, and business analytic solutions. For more information on how to maximize your marketing dollars, visit www.callsource.com.
AutoWeb: Visit AutoWeb.com/dealers for help in revolutionizing your business to help you sell more cars.
CarNow: Sell more cars now! Not only is CarNow.com the market leader in tailored digital solutions, but they are built to help dealers sell more cars.
This week on the Millionaire Car Salesman Podcast, Sean V. Bradley, CSP interviews Chuck Kramer, the Chief Operating Officer of Foundation Automotive Corp. Foundation Automotive Corp has a total of 22 dealerships in the United States and Canada and will be adding another 23 stores by January 2022.
About Chuck Kramer & Foundation Automotive Corp
Chuck Kramer is not only the COO of Foundation Automotive Corp, he is also an investor. He follows the mindset that one person cannot do everything on their own. As such, the Foundation Automotive is structured around standard operating procedures and their people.. Additionally, all of their dealership operators are not just partners, they are true partners. They are the managing partners and the face of the store, and Chuck oversees all of them.
With this business model, Foundation Automotive Corp is not only able to scale their operations, but also grow their organization in the middle of the COVID pandemic. Adding to their model, there is a large focus on the technology and the vendor partners. Chuck only works with the best of the best. Then, Chuck and his team installs the same process, technology, and vendor partners at all of their stores. From there, all of the stores get together as a group and discuss how they can get better.
The last piece of the puzzle is culture. Chuck takes dealerships with good culture and makes them better. He also takes dealerships with bad cultures and puts good cultures in. This has been the blueprint so far. While there have been some failures along the way, Foundation Automotive Corp has been extremely successful with this model.
Foundation Automotive Corp’s 4 Core Principles
- Employee Satisfaction
- Solid Foundation In The Community
- Strong Relationships With The Manufacturers
- Customer Service.
Resources
Dealer Synergy & Bradley On Demand: The automotive industry’s #1 training, tracking, testing, and certification platform and consulting & accountability firm.
The Millionaire Car Salesman Podcast: is the #1 resource for automotive sales professionals, managers, and owners. Also, join The Millionaire Car Salesman Facebook Group today!
The Against All Odds Radio Show: Hosting guests that have started from the bottom and rose to the top. Also, join The Against All Odds Radio Show Guests & Listeners Facebook Group for the podcasted episodes.
For more interactivity, join The Millionaire Car Salesman Club on Clubhouse.
Win the Game of Googleopoly: Unlocking the secret strategy of search engines.
The Millionaire Car Salesman Podcast is Proudly Sponsored By:
VinCue: In addition to being built by dealers for dealers, VinCue is an All-In-One Digital Platform. At the end of the day, it can help your Dealership!
Callsource: The industry leader for call tracking, lead management, and business analytic solutions. For more information on how to maximize your marketing dollars, visit www.callsource.com.
AutoWeb: Visit AutoWeb.com/dealers for help in revolutionizing your business to help you sell more cars.
CarNow: Sell more cars now! Not only is CarNow.com. the market leader in tailored digital solutions, but they are built to help dealers sell more cars.
This week on the Millionaire Car Salesman Podcast, Sean V. Bradley, CSP interviews Ian Knell, the General Sales Manager at Medicine Hat Nissan in Medicine Hat, Alberta, Canada. Sean and Ian discuss the techniques on how to sell more cars that took Ian Knell from a sales associate to a General Sales Manager in six years.
About Ian Knell
Ian has been in the automotive industry for just over 6 years. Joining Medicine Hat Nissan about a year and a half ago, Ian was able to double the sales of the dealership. He accomplished this by building and training his team with the tips and tricks on how to sell more cars that helped him sell up to 33 cars per month.
Ian started his career in the automotive industry as a sales associate. He accomplished his quick path to becoming a General Sales Manager by going above and beyond. Ian has the mindset that you have to treat every customer as if they were family. Ian sends handwritten notes to his customers, works the service drive, utilizes video communication, and now supports his sales team and leads from the front.
Resources
Dealer Synergy & Bradley On Demand: The automotive industry’s #1 training, tracking, testing, and certification platform and consulting & accountability firm.
The Millionaire Car Salesman Podcast: is the #1 resource for automotive sales professionals, managers, and owners. Also, join The Millionaire Car Salesman Facebook Group today!
The Against All Odds Radio Show: Hosting guests that have started from the bottom and rose to the top. Also, join The Against All Odds Radio Show Guests & Listeners Facebook Group for the podcasted episodes.
For more interactivity, join The Millionaire Car Salesman Club on Clubhouse.
Win the Game of Googleopoly: Unlocking the secret strategy of search engines.
The Millionaire Car Salesman Podcast is Proudly Sponsored By:
VinCue: In addition to being built by dealers for dealers, VinCue is an All-In-One Digital Platform. At the end of the day, it can help your Dealership!
Callsource: The industry leader for call tracking, lead management, and business analytic solutions. For more information on how to maximize your marketing dollars, visit www.callsource.com.
AutoWeb: Visit AutoWeb.com/dealers for help in revolutionizing your business to help you sell more cars.
CarNow: Sell more cars now! Not only is CarNow.com. the market leader in tailored digital solutions, but they are built to help dealers sell more cars.
The pandemic has altered everything every human on earth has ever known. Businesses shut down, millions of people lost their jobs, and it seemed that everything went into a standstill when Covid-19 plagued the planet. However, business owners found a way to maintain their presence.
The world has thoroughly transitioned to relying on social media and internet accessibility since the pandemic started. Dealerships had to stay afloat during a time of chip shortages, and an inventory crisis. While some dealerships fell behind the new normal curve, others were able to dominate the unfortunate circumstances and create advantageous opportunities!
The Millionaire Car Salesman Podcast Presents: GM of the #1 BMW Dealership in the U.S for Increasing Customer Pay by 300% During the Global Pandemic: Mike Udell
Here at the Millionaire Car Salesman Podcast, improvement in success and wealth is what drives the motivation for our hosts and guests. This week, Sean V. Bradley had the pleasure to meet with Mike Udell, the GM for BMW of Bakersfield. Udell was able to bring his dealership to be recognized nationally, and with that, offers useful tips that Dealer Principals and General Managers should watch out for 5 key things within their dealership.
About Mike Udell
Mike Udell is an expert within the automotive industry with 44 years of experience. He began selling cars in 1977, and spent 34 years as a GM. Mike Udell has won four President’s Awards during his tenure at Lexus, and Toyota. His professional fluency has furthered his dealership to new heights when BMW of Backersfield was ranked #1 in America for increasing customer pay by 300% during the heart of the pandemic.
GM Responsibility Resources
Dealer Synergy & Bradley On Demand: The automotive industry’s #1 training, tracking, testing, and certification platform and consulting & accountability firm.
The Millionaire Car Salesman Podcast: is the #1 resource for automotive sales professionals, managers, and owners. Also, join The Millionaire Car Salesman Facebook Group today!
The Against All Odds Radio Show: Hosting guests that have started from the bottom and rose to the top. Also, join The Against All Odds Radio Show Guests & Listeners Facebook Group for the podcasted episodes.
For more interactivity, join The Millionaire Car Salesman Club on Clubhouse.
Win the Game of Googleopoly: Unlocking the secret strategy of search engines.
The Millionaire Car Salesman Podcast is Proudly Sponsored By:
VinCue: In addition to being built by dealers for dealers, VinCue is an All-In-One Digital Platform. At the end of the day, it can help your Dealership!
AutoWeb: Visit AutoWeb.com/dealers for help in revolutionizing your business to help you sell more cars.
Dealer eProcess: Specializing in responsive websites. Without a doubt, DealereProcess.com is the auto industry’s leading custom website provider.
CarNow: Sell more cars now! Not only is CarNow.com. the market leader in tailored digital solutions, but they are built to help dealers sell more cars.
With a happy team in your dealership it is inevitable that your customers will be happy, yet that is not always the case. Our automotive industry is in a state of focusing on volume numbers and becoming a low priced leader because of the inventory crisis. However, this mindset of sell, sell, sell is damaging the relationships between our dealerships and clientele.
Dealers no longer treat their customers as if they are buying the best car on the market, and this rush of getting rid of their inventory lowers the customer’s experience and excitement. Millennials, the most influential and resourceful age group, are the #1 buying demographic in the world. With that in mind, beginning those fresh relationships with quality engagement will offer a better chance at generational loyalty.
The Millionaire Car Salesman Podcast Presents: How To Decrease Attrition & Build A Team That Cares From The Internet Director Of A Multi-Store Auto Group, Stephanie Platt
With over 20 years in the automotive industry, Sean V. Bradley understands every in and out of the business. This week, Sean is accompanied by Stephanie Platt, the Internet Sales Director of Thompson Chrysler, Dodge, Jeep, Ram, and Fiat of Maryland to the Millionaire Car Salesman Podcast! As they each specialize in internet integration, the duo discuss how their treatment of their staffing can be rewarding to the overall dealership and its relationship, as well as pushing for their staff to seek their customer’s expectations for a personable experience.
About Stephanie Platt
Stephanie Platt has been surrounded by the automotive industry ever since she could remember. Her family owns the Thompson CDJRF rooftop, as well as the Waynesburg CDJPF of Pennsylvania.She takes on the role of being the Internet Director for the past two years. She has over four years of experience as a BDC Director, and a Digital Marketing Manager at both locations.
With her successful management strategy of placing her team members first, she has managed to break Thompson Dealership’s gross record that has been held since 2007. Platt’s speciality is culturally shifting; her dealership has left her with a decrease in attrition, returning customers, and engaged salespeople that are proud to come into work.
Team Building and Diverse Management Tactic Resources
Dealer Synergy & Bradley On Demand: The automotive industry’s #1 training, tracking, testing, and certification platform and consulting & accountability firm.
The Millionaire Car Salesman Podcast: is the #1 resource for automotive sales professionals, managers, and owners. Also, join The Millionaire Car Salesman Facebook Group today!
The Against All Odds Radio Show: Hosting guests that have started from the bottom and rose to the top. Also, join The Against All Odds Radio Show Guests & Listeners Facebook Group for the podcasted episodes.
For more interactivity, join The Millionaire Car Salesman Club on Clubhouse.
Win the Game of Googleopoly: Unlocking the secret strategy of search engines.
The Millionaire Car Salesman Podcast is Proudly Sponsored By:
VinCue: In addition to being built by dealers for dealers, VinCue is an All-In-One Digital Platform. At the end of the day, it can help your Dealership!
AutoWeb: Visit AutoWeb.com/dealers for help in revolutionizing your business to help you sell more cars.
Dealer eProcess: Specializing in responsive websites. Without a doubt, DealereProcess.com is the auto industry’s leading custom website provider.
CarNow: Sell more cars now! Not only is CarNow.com. the market leader in tailored digital solutions, but they are built to help dealers sell more cars.
The Millionaire Car Salesman Show Notes:
Marketing in a dealership is just as important as having cars on the showroom floor, and it’s impossible to run your dealership without either! Professionals in marketing management are much more valuable than advertisement agencies, and much more cost efficient.
Communication to a community or an audience is not an overnight skill to be learned.Having a human that is versatile and well-versed in marketing and public relations is a driving factor that can separate your dealership from others! Automotive marketing is not just about speaking “car talk”, but is much rather about understanding the needs of the average person and being able to translate that industry fluently.
The Millionaire Car Salesman Podcast Presents: Learn How to Save your Coins and Ditch the Ad Agencies with Ally Piñon, Marketing Manager at Chastang Auto Group
At the Millionaire Car Salesman Podcast, we target essential figures as guests that truly understand the automotive market! This week’s episode is all about strengthening your dealership’s marketing department. The host, Sean V. Bradley, has joined forces with co-host, Tianna Mick to meet with Ally Piñon, the Marketing Manager of Chastang Ford Auto Group. Her expertise in marketing will help you not only understand why the marketing department is critical and how ad agencies should be a tool of the past, but how to keep content and ideas fresh for your dealership’s target audience!
About Ally Piñon
Ally Piñon started in the automotive industry about 10 years ago at Legacy Ford in Rosenberg, Texas. She then pivoted her focus to marketing as an Account Executive for the television network, Telemundo in 2012. After two years, Piñon saddled up her gears to transition to the General Market field with Intercom for radio and digital marketing where she dedicated her time for three years.
After deciding that marketing is her passion, Ally found herself seeking for a more challenging role. She became the marketing manager at Chastang, and is responsible for ad campaigns, script writing, and targeting their audience for lead sales! During her tenure so far, she has managed community events, charities, and product launches while integrating with social media influencers!
Marketing Leadership Resources:
Dealer Synergy & Bradley On Demand: The automotive industry’s #1 training, tracking, testing, and certification platform and consulting & accountability firm.
The Millionaire Car Salesman Podcast: is the #1 resource for automotive sales professionals, managers, and owners. Also, join The Millionaire Car Salesman Facebook Group today!
The Against All Odds Radio Show: Hosting guests that have started from the bottom and rose to the top. Also, join The Against All Odds Radio Show Guests & Listeners Facebook Group for the podcasted episodes.
For more interactivity, join The Millionaire Car Salesman Club on Clubhouse.
Win the Game of Googleopoly: Unlocking the secret strategy of search engines.
The Millionaire Car Salesman Podcast is Proudly Sponsored By:
VinCue: In addition to being built by dealers for dealers, VinCue is an All-In-One Digital Platform. At the end of the day, it can help your Dealership!
AutoWeb: Visit AutoWeb.com/dealers for help in revolutionizing your business to help you sell more cars.
Dealer eProcess: Specializing in responsive websites. Without a doubt, DealereProcess.com is the auto industry’s leading custom website provider.
CarNow: Sell more cars now! Not only is CarNow.com. the market leader in tailored digital solutions, but they are built to help dealers sell more cars.
In 2020, women make up less than 20% of the total employees in the automotive industry. To further that idea, only about 6% of car salespeople are minorities. The automotive industry is a white, male dominated industry that does not make the car buying or car selling experience very simplistic for everyone. To make an impression in this business, you have to stand out from the norm, and find out your target market.
The inclusion, diversity, and advocacy is critical to the success of any car dealership. The outreach that a diverse and versatile sales and leadership team can obtain will only improve your dealership financially, and it’s ties to the community.
The Millionaire Car Salesman Podcast Presents: Crissy Burton, The Car Fairy, Surpasses 90% of Car Salesman in the U.S with just 5 Years in the Industry
Sean V. Bradley is one of the few success stories that represents the small percentage of minorities in the automotive industry, and it’s reassuring he can find a figure worthy of the Millionaire Car Salesman’s recognition! This week, Sean meets with Crissy, The Car Fairy, Burton. The team tackles topics that allow the listeners to think outside of the box with their marketing strategies, and using social media platforms as your number one tool of access!
About Crissy Burton
Crissy Burton is based out of Indianapolis, Indiana, and has surpassed many of her colleagues in just a span of five short years. In one month alone in 2021, Crissy was proud to have sold 73 units! That brought in a total gross profit of $182,000 for her dealership!
The Car Fairy generates her own ups and potential customers by Instagram and Facebook Market pages that she has created. She believes in using paid advertising to help spread her name, but a prominent presence on social media can cut your ad budget by more than half!
Minority Automotive Representatives Resources
Dealer Synergy & Bradley On Demand: The automotive industry’s #1 training, tracking, testing, and certification platform and consulting & accountability firm.
The Millionaire Car Salesman Podcast: is the #1 resource for automotive sales professionals, managers, and owners. Also, join The Millionaire Car Salesman Facebook Group today!
The Against All Odds Radio Show: Hosting guests that have started from the bottom and rose to the top. Also, join The Against All Odds Radio Show Guests & Listeners Facebook Group for the podcasted episodes.
For more interactivity, join The Millionaire Car Salesman Club on Clubhouse.
Win the Game of Googleopoly: Unlocking the secret strategy of search engines.
The Millionaire Car Salesman Podcast is Proudly Sponsored By:
VinCue: In addition to being built by dealers for dealers, VinCue is an All-In-One Digital Platform. At the end of the day, it can help your Dealership!
AutoWeb: Visit AutoWeb.com/dealers for help in revolutionizing your business to help you sell more cars.
Dealer eProcess: Specializing in responsive websites. Without a doubt, DealereProcess.com is the auto industry’s leading custom website provider.
CarNow: Sell more cars now! Not only is CarNow.com. the market leader in tailored digital solutions, but they are built to help dealers sell more cars.
In one day, every person is gifted with 86,400 seconds to be able to utilize in their favor. What you prioritize in your day directly influences your current results, and your current results are a direct reflection of how you spend your time. Do not focus on time management. Using the time matrix, you will find that you need to focus on time maximization and organization of your daily life will advance you further to your goals rather than just managing your time.
Some might argue that time maximization and time management are synonymous, but they would be incorrect. To manage your time is to simply control it, but to maximize time is using every single second to your advantage, and bring you one step closer to your goals. How busy a person is does not establish their level of achievements or status of results. Time is money, and no one wants to throw money away. While money is everlasting and replaceable, time is not.
During this week’s special episode, Karen Bradley takes over as the host for the Millionaire Car Salesman Podcast. As a featured guest speaker for the National Association of Minority Automobile Dealers (NAMAD), Karen Bradley leads a workshop that is all about time maximization and optimization to earn results in the goals you set! In eight simple steps, Karen Bradley has created a philosophy that helps prioritize obligations, and turn them into calculated accomplishments.
Karen Bradley is the Chief Executive Officer of Dealer Synergy, the automotive industry’s #1 training, tracking, testing, and certification platform and consulting & accountability firm. With 14 years of experience in the automotive industry under her belt, Karen Bradley is also a certified trainer and facilitator for the Franklin Covey company.
At the same time that she is the Co-Founder of the Internet Sales 20 Group, Mrs. Bradley is recognized by the National Speakers Association. Her expert skills in public speaking rewarded her a nomination in 2015 as one of the top 100 Leading Women in the North American Auto Industry, by Automotive News. Lastly, Karen Bradley is the owner of 11 other companies, thus making her the perfect candidate to teach about maximizing time to your best ability.
The Millionaire Car Salesman Podcast is Proudly Sponsored By:
VinCue: In addition to be built by dealers for dealers, VinCue is an All-In-One Digital Platform. At the end of the day, it can help your Dealership!
AutoWeb: Visit AutoWeb.com/dealers for help in revolutionizing your business to help you sell more cars.
Dealer eProcess: Specializing in responsive websites. Without a doubt, DealereProcess.com is the auto industry’s leading custom website provider.
CarNow: Sell more cars now! Not only is CarNow.com. the market leader in tailored digital solutions, but they are built to help dealers sell more cars.
Resources
Dealer Synergy & Bradley On Demand: The Automotive Industry’s #1 Training, Tracking, Testing, and Certification Platform and Consulting & Accountability Firm
The Millionaire Car Salesman Podcast: is the #1 Resource for Automotive Sales Professionals, Managers, and Owners. Also, join The Millionaire Car Salesman Facebook Group today!
The Against All Odds Radio Show: Hosting guests that have started from the bottom and rose to the top. Also, join The Against All Odds Radio Show Guests & Listeners Facebook Group for the podcasted episodes.
Join The Millionaire Car Salesman Club: on Clubhouse
Win the Game of Googleopoly: Unlocking the Secret Strategy of Search Engines
Dealerships tend to spend tens of thousands of dollars on their advertising and marketing strategies per month, yet utilize that budget on antiquated avenues to reach more consumers. What if we told you that you could cut that marketing spend up to 50%, and still sell the same amount, if not more?
By investing in your second largest expenditure (advertising and marketing) more strategically, you can save up to hundreds of thousands of dollars yearly. Dealer Principals should have a budget that is allocated towards their social media advertising amenities like human resources, organic, and paid advertising.
The Millionaire Car Salesman Presents: Get the Most Out of Social Media Tools with Automotive Retail Head of Facebook: Bob Lanham
This week’s episode of the Millionaire Car Salesman Podcast, Sean V. Bradley and L.A. Williams was accompanied by Lauren Robinson, the Digital Marketing Assistant of Dealer Synergy, as a special host. The trio was able to discuss successful advertisement budgeting with the Automotive Retail Head of Facebook, Bob Lanham. This useful conversation revealed what Dealer Principals lack in their dealerships, and what they can do to save time, money, and possibly their business.
About Bob Lanham
Bob Lanham began his legacy in the automotive industry in 1997 where he worked as a commission only car salesman at Toyota of Sarasota. In a matter of three years at Toyota of Sarasota, Lanham was able to conquer the titles of the F&I Manager and Internet Manager.
With his focus in media marketing and internet sales, Bob Lanham moved on to work at international companies like Microsoft, Yahoo, Hulu, and Shazam. For the past six years, Bob has been able to use his knowledge of the automotive industry as a strong asset to the Facebook team. The head of a multi-billion dollar vertical manages the platform that reaches up to 178 million people daily for automotive industry updates, tips, guidance, and marketing strategies.
Social Media Resources
Dealer Synergy & Bradley On Demand: The automotive industry’s #1 training, tracking, testing, and certification platform and consulting & accountability firm.
The Millionaire Car Salesman Podcast: is the #1 resource for automotive sales professionals, managers, and owners. Also, join The Millionaire Car Salesman Facebook Group today!
The Against All Odds Radio Show: Hosting guests that have started from the bottom and rose to the top. Also, join The Against All Odds Radio Show Guests & Listeners Facebook Group for the podcasted episodes.
For more interactivity, join The Millionaire Car Salesman Club on Clubhouse.
Win the Game of Googleopoly: Unlocking the secret strategy of search engines.
The Millionaire Car Salesman Podcast is Proudly Sponsored By:
VinCue: In addition to being built by dealers for dealers, VinCue is an All-In-One Digital Platform. At the end of the day, it can help your Dealership!
AutoWeb: Visit AutoWeb.com/dealers for help in revolutionizing your business to help you sell more cars.
Dealer eProcess: Specializing in responsive websites. Without a doubt, DealereProcess.com is the auto industry’s leading custom website provider.
CarNow: Sell more cars now! Not only is CarNow.com. the market leader in tailored digital solutions, but they are built to help dealers sell more cars.
The Millionaire Car Salesman Full Episode Blog: From Car Salesman to Owner of Five Car Dealerships: Alex Flores
More likely than not, most salespeople work hard to achieve the status of becoming a Dealer Principal, dealership owner, and/or General Manager one day. These roles aren’t obtainable through just an application and interview process. To become a DP is not just glamour and wealth, but much rather a role of responsibility that takes years of experience to uphold.
Education in multiple avenues pertaining to one job surely pays off, but becoming consistent with education makes all the difference. Training is not something you did, but what you do. The average salesperson will sell 9.6 cars monthly. At a comfortable pace, that’s okay. However the goal is to be great, and change that 9.6 to 56! It is possible to increase your sales volume and change your job title, the question is how much work will you put in to see those numbers grow, and those titles change?
On the Millionaire Car Salesman Podcast, prosperity and financial growth is always the main topic! On this week’s episode, Sean V. Bradley and L.A. Wiliams gets to meet with “The Car Guy”, Alex Flores. During their sit-down, the trio talk about the worth of constantly training your automotive sales team, how accountability pays off in your dealership, and what the process is like to become a Dealer Principal.
About Alex “A Flo” Flores
Alex Flores is 28 years into the car game, and is not letting up any time soon. Since the start of his career in 1993, Flores has climbed his way up to being the owner of five car dealerships in the Southwest region of the U.S.
In 1985, an earthquake forced Flores from his home in Mexico to the United States. With no idea where to turn or place to go, Alex Flores worked cleaning and serving jobs until he found an opportunity as a car salesman from a regular customer. Since then, Alex Flores worked hard and became the Dealer Principal of Seguin Chevrolet in 2019 where he changed the 50 units they sold monthly to 500!
Dealer Principal Resources
Dealer Synergy & Bradley On Demand: The automotive industry’s #1 training, tracking, testing, and certification platform and consulting & accountability firm.
The Millionaire Car Salesman Podcast: is the #1 resource for automotive sales professionals, managers, and owners. Also, join The Millionaire Car Salesman Facebook Group today!
The Against All Odds Radio Show: Hosting guests that have started from the bottom and rose to the top. Also, join The Against All Odds Radio Show Guests & Listeners Facebook Group for the podcasted episodes.
For more interactivity, join The Millionaire Car Salesman Club on Clubhouse.
Win the Game of Googleopoly: Unlocking the secret strategy of search engines.
The Millionaire Car Salesman Podcast is Proudly Sponsored By:
VinCue: In addition to being built by dealers for dealers, VinCue is an All-In-One Digital Platform. At the end of the day, it can help your Dealership!
AutoWeb: Visit AutoWeb.com/dealers for help in revolutionizing your business to help you sell more cars.
Dealer eProcess: Specializing in responsive websites. Without a doubt, DealereProcess.com is the auto industry’s leading custom website provider.
CarNow: Sell more cars now! Not only is CarNow.com. the market leader in tailored digital solutions, but they are built to help dealers sell more cars.
The Millionaire Car Salesman Full Episode Blog: How To Build An Automotive Business Development Center (BDC) That Actually Works
Training your team in areas like automotive BDC, CRM, and effective marketing procedures is strategic, yet very rewarding. From your customers, salespeople, and managers of the dealership, everyone shows out on top when they have the tools for success guiding the way!
Most Dealership GMs and DPs can find training a staff to be strenuous, and financially draining. However, it doesn’t have to be, especially when you're placing money and time in the proper avenues. Higher grossing in your dealership begins with confident salespeople that are reinforced with reliable procedures and products.
The Millionaire Car Salesman Podcast Presents: Optimize the Full Potential of Your Dealership’s BDC with Sean V. Bradley, CSP
As a featured guest speaker for the National Association of Minority Automobile Dealers (NAMAD) virtual conference, Sean V. Bradley leads a workshop that is all about building and maintaining an Automotive Business Development Center (BDC) properly! With all of the issues that come to surface at a dealership, Automotive BDC shouldn’t be at the top of that list.
About Sean V. Bradley, CSP
Sean V. Bradley is an automotive internet sales and BDC expert with more than 20 years of experience under his belt. Through his company, Dealer Synergy, Bradley has been able to generate over $1.3 billion in additional revenue for approximately 150,000 automotive professionals during his tenure. While being proud to say that he is internationally recognized in four countries and over 3,500 dealer rooftops, Sean V. Bradley is an eight time winner of the Dealer’s Choice Award for Best Automotive Internet Sales Trainer.
Sean is not only an Amazon bestselling author to Win the Game of Googleopoly, but is also a FranklinCovey certified trainer and facilitator, and member of the National Speakers Association.
Automotive BDC Resources
Dealer Synergy & Bradley On Demand: The automotive industry’s #1 training, tracking, testing, and certification platform and consulting & accountability firm.
The Millionaire Car Salesman Podcast: is the #1 resource for automotive sales professionals, managers, and owners. Also, join The Millionaire Car Salesman Facebook Group today!
The Against All Odds Radio Show: Hosting guests that have started from the bottom and rose to the top. Also, join The Against All Odds Radio Show Guests & Listeners Facebook Group for the podcasted episodes.
For more interactivity, join The Millionaire Car Salesman Club on Clubhouse.Win the Game of Googleopoly: Unlocking the secret strategy of search engines.
The Millionaire Car Salesman Podcast is Proudly Sponsored By:
VinCue: In addition to being built by dealers for dealers, VinCue is an All-In-One Digital Platform. At the end of the day, it can help your Dealership!
AutoWeb: Visit AutoWeb.com/dealers for help in revolutionizing your business to help you sell more cars.
Dealer eProcess: Specializing in responsive websites. Without a doubt, DealereProcess.com is the auto industry’s leading custom website provider.
CarNow: Sell more cars now! Not only is CarNow.com. the market leader in tailored digital solutions, but they are built to help dealers sell more cars.
The automotive industry is not unaccustomed to the Wall Street privilege corporate America uses to control some of the greatest influencers in the field. People of color have had nearly a 40 year disadvantage within the ownership department of the dealership business. With approximately 18,000 new car dealerships throughout the United States, 1,250 are operated and owned by minorities. The 6% of minority owner representation in dealerships does not compare to 30% of buyer representation in 2021.
The possibility of raising those numbers can be exceptionally high, however channeling attention into the proper areas of your dealerships must be systematic. This process begins with having fair accessibility, fair opportunity, and fair capital regulation
The Millionaire Car Salesman Podcast Presents: Interviewing the President of National Association of Minority Automobile Dealers (NAMAD) & the Dealer Principal of Nissan Bowie
With an insightful kick start to the week, Sean V. Bradley and L.A. Williams shares time and tips with the President of the National Association of Minority Automobile Dealers (NAMAD), Damon Lester. The three of them stress the idea of having an end in mind goal to achieve market domination. Whether it be on the showroom floor, or internet sales, the objective to working these deals are to set yourself up to experience long term success.
About Damon Lester
While being the head honcho at the nation’s leading minority advocacy organization for the automotive industry, Damon Lester is the Dealer Principal for Nissan of Bowie. Lester has over 15 years of experience within the automotive industry, and has been recognized at the national level with awards from The Otis and Rosie Brown Foundation’s ExtraordinaryIS in 2019, and Real Times Media’s Vanguard in 2017. Ownership of one of the top dealerships in Maryland is one of his many accolades that makes him the best man for salesman advocacy.
The Millionaire Car Salesman Podcast is Proudly Sponsored By:
VinCue: In addition to being built by dealers for dealers, VinCue is an All-In-One Digital Platform. At the end of the day, it can help your Dealership!
AutoWeb: Visit AutoWeb.com/dealers for help in revolutionizing your business to help you sell more cars.
Dealer eProcess: Specializing in responsive websites. Without a doubt, DealereProcess.com is the auto industry’s leading custom website provider.
CarNow: Sell more cars now! Not only is CarNow.com. the market leader in tailored digital solutions, but they are built to help dealers sell more cars.
Grant Cardone, or better known as “Uncle G”, never ceases to amaze his audiences with his knowledge of automotive sales training, and marketing one’s brand to establish a solid foundation for success! As the CEO and Founder of Cardone Enterprises, the multi-billionaire has found his way to the top of the food chain in the marketing industry from the deepest financial, and spiritual hole any person could find themselves in. As a man about his business and family, Grant Cardone managed to accomplish every life goal he has set out to tackle since the start of his 35+ year legacy.
During this week’s enlightening episode of the Millionaire Car Salesman, Sean V. Bradley and L.A Williams are accompanied by co-hosts Joe Kalitz, and Roy Davila to shed some in-house secrets on how to improve your automotive sales.
Grant Cardone joined in on the Clubhouse session to talk about the lessons he has learned along the way to his successful enterprises. Who better to offer some tricks of the trade than the internationally recognized, Grant Cardone? Cardone let’s everyone in on the good, the bad, and the ugly sides of the competitions within the marketing industry.
About Grant Cardone As an eight-time author, and creator of 21 best selling business programs, Grant Cardone has exemplified how following the money will only return your end in mind goals. Over the past few decades, Cardone has not only become the CEO and/or partner of seven private companies, but is also the author and founder of the 10x Rule. His sales training ranges from automotive sales, real estate, and investing strategies through his platforms of Cardone On Demand, Cardone University, and Cardone Capital just to name a few.
Cardone’s dark past of habitual drug use, bankruptcy, and rehabilitation treatment was completely turned around when he conquered titles such as Forbes Magazine’s number one marketer, the world’s top ten most influential CEOs, and Discovery Channel’s season two star of Undercover Billionaire.
Time Management and Automotive Sales Training Resources Dealer Synergy & Bradley On Demand: The Automotive Industry’s #1 Training, Tracking, Testing, and Certification Platform and Consulting & Accountability Firm
The Millionaire Car Salesman Podcast: is the #1 Resource for Automotive Sales Professionals, Managers, and Owners. Also, join The Millionaire Car Salesman Facebook Group today!
The Against All Odds Radio Show: Hosting guests that have started from the bottom and rose to the top. Also, join The Against All Odds Radio Show Guests & Listeners Facebook Group for the podcasted episodes.
Join The Millionaire Car Salesman Club: on Clubhouse
Win the Game of Googleopoly: Unlocking the Secret Strategy of Search Engines
The Millionaire Car Salesman Podcast is Proudly Sponsored By:
VinCue: In addition to be built by dealers for dealers, VinCue is an All-In-One Digital Platform. At the end of the day, it can help your Dealership!
AutoWeb: Visit AutoWeb.com/dealers for help in revolutionizing your business to help you sell more cars.
Dealer eProcess: Specializing in responsive websites. Without a doubt, DealereProcess.com is the auto industry’s leading custom website provider.
CarNow: Sell more cars now! Not only is CarNow.com. the market leader in tailored digital solutions, but they are built to help dealers sell more cars.
Full Episode Blog: Relationship Selling To Hold More Gross & Sell More Cars
Do you like the current gross profit you’re making at your dealership? Well, it doesn’t have to end when the market shortage is over. Gross is a mindset, and you can always hold more gross profit. If the automotive industry can utilize relationship selling in place of transactional selling, company gross will stay up. In addition to changing selling styles, proper automotive sales training will help dealerships sell more cars.
Sean V. Bradley, CSP, is joined by his daughter Tianna Mick who is Dealer Synergy’s Sales and Marketing Manager. Their guest Melvin Rodriguez is the GSM of Burlington Volkswagen. They discuss keeping gross profits high after the car shortage is over.
They scratch more than just the surface of how the power of training and trust can have on sales. Additionally, they talk about the differences between relationship and transactional selling.
About Melvin Rodriguez Melvin is the General Sales Manager of Burlington Volkswagen in Burlington, New Jersey. He has over 25 years of experience in the field. Melvin started in the automotive industry in 1993 as a leasing agent, and later joined the Burlington Automotive team in 2017. Melvin resides in Medford, NJ with his wife Rebecca, and his two children.
Free Resources To Help You With Relationship Selling Dealer Synergy & Bradley On Demand: The Automotive Industry’s #1 Training, Tracking, Testing, and Certification Platform and Consulting & Accountability Firm
The Millionaire Car Salesman Podcast: is the #1 Resource for Automotive Sales Professionals, Managers, and Owners. Also, join The Millionaire Car Salesman Facebook Group today!
The Against All Odds Radio Show: Hosting guests that have started from the bottom and rose to the top. Also, join The Against All Odds Radio Show Guests & Listeners Facebook Group for the podcasted episodes.
Join The Millionaire Car Salesman Club: on Clubhouse
Win the Game of Googleopoly: Unlocking the Secret Strategy of Search Engines
The Millionaire Car Salesman Podcast is Proudly Sponsored By: VinCue: In addition to be built by dealers for dealers, VinCue is an All-In-One Digital Platform. At the end of the day, it can help your Dealership!
AutoWeb: Visit AutoWeb.com/dealers for help in revolutionizing your business to help you sell more cars.
Dealer eProcess: Specializing in responsive websites. Without a doubt, DealereProcess.com is the auto industry’s leading custom website provider.
CarNow: Sell more cars now! Not only is CarNow.com. the market leader in tailored digital solutions, but they are built to help dealers sell more cars.
Full Blog: Techniques To Close More Car Deals: Car Sales Tips That Work
Selling cars at a dealership can be very simple, but it can also be very hard. The difference between the two falls on the car salesman and the automotive sales training they have received. It comes down to having the best techniques to close more car deals. The best car sales tips that work starts with the beginning of the process. If you want to sell more cars, you need to properly qualify the customer.
This week, Sean V. Bradley, CSP talks about the art of the sale. As the President of Dealer Synergy with over 22 years experience in the automotive industry, Sean is the best in the industry. While Sean is highly skilled on how to close car deals, he was once mentored by a great GSM. Today, that mentor is his guest.
About Charlie Kearns
Charlie Kearns has 39 years experience in the automotive industry, with the last 34 years in a GSM or GM position. Currently, he is the the General Sales Manager at Sansone Jr’s Windsor Nissan in East Windsor, NJ.
Charlie Kearns specializes in many areas of the auto industry. Most notably, he is known for how recruits, teaches, and motivates sales staff to achieve maximum productivity. In fact, Sean V. Bradley, CSP attributes some of his selling porous to Charlie’s mentorship. Charlie is excellent at building his team because he doesn’t tell his team what to do, he shows them. Additionally, he simplifies the car sales process and is always prepared.
Free Resources To Help You Close More Car Deals
Dealer Synergy & Bradley On Demand: The Automotive Industry’s #1 Training, Tracking, Testing, and Certification Platform and Consulting & Accountability Firm
The Millionaire Car Salesman Podcast: is the #1 Resource for Automotive Sales Professionals, Managers, and Owners. Also, join The Millionaire Car Salesman Facebook Group today!
The Against All Odds Radio Show: Hosting guests that have started from the bottom and rose to the top. Also, join The Against All Odds Radio Show Guests & Listeners Facebook Group for the podcasted episodes.
Join The Millionaire Car Salesman Club: on Clubhouse
Win the Game of Googleopoly: Unlocking the Secret Strategy of Search Engines
The Millionaire Car Salesman Podcast is Proudly Sponsored By:
VinCue: In addition to be built by dealers for dealers, VinCue is an All-In-One Digital Platform. At the end of the day, it can help your Dealership!
AutoWeb: Visit AutoWeb.com/dealers for help in revolutionizing your business to help you sell more cars.
Dealer eProcess: Specializing in responsive websites. Without a doubt, DealereProcess.com is the auto industry’s leading custom website provider.
CarNow: Sell more cars now! Not only is CarNow.com. the market leader in tailored digital solutions, but they are built to help dealers sell more cars.
Full Episode Blog: Vehicle Buying Center: Buy 100+ Cars A Month From The Public
The inventory crisis is affecting car dealerships across the nation. However, there are dealerships that sell more used cars and hold more gross during the used car inventory shortage. That is because they have a Vehicle Buying Center (VBC). Working with Dealer Synergy and VinCue, automotive dealers have a used car acquisition strategy to buy 100+ cars each month from the public.
Sean V. Bradley, CSP makes it a mission to stay on the cutting edge of the automotive industry. As such, he partners with dealers and technology companies that put car dealerships first. This week, Sean gives a presentation on how to acquire used cars during an inventory crisis, resulting in the ability to sell more used cars.
Who better to join him than Danny Zaslavsky. Sean & Danny are the Vehicle Buying Center pioneers. Utilizing VinCue’s revolutionary technology and Dealer Synergy’s HR services, on-site and virtual training, and CRM setup, Country Hill Motors successfully buys over 100 cars each month from the public.
Free Resources On The Vehicle Buying Center
The Millionaire Car Salesman Podcast: is the #1 resource for automotive sales professionals, managers, and owners. Also, join The Millionaire Car Salesman Facebook Group today! For more interactivity, join The Millionaire Car Salesman Club on Clubhouse.
Win the Game of Googleopoly: Unlocking the secret strategy of search engines.
The Millionaire Car Salesman Podcast is Proudly Sponsored By:
VinCue: In addition to be built by dealers for dealers, VinCue is an All-In-One Digital Platform. At the end of the day, it can help your Dealership!
AutoWeb: Visit AutoWeb.com/dealers for help in revolutionizing your business to help you sell more cars.
Dealer eProcess: Specializing in responsive websites. Without a doubt, DealereProcess.com is the auto industry’s leading custom website provider.
CarNow: Sell more cars now! Not only is CarNow.com. the market leader in tailored digital solutions, but they are built to help dealers sell more cars.
Full Episode Blog: Techniques To Sell Cars On Social Media: Strategy & Content
You are missing the boat if you do not have a social media strategy! The top sales associates all have one thing in common: they sell more cars because they sell cars on social media. They sell cars on Facebook, they sell cars on Instagram, and they sell cars on YouTube! Additionally, they invest in social media management tools to keep them organized.
Sean V. Bradley, CSP, and L.A. Williams talk about social media. Social media is the #1 form of communication. More importantly, they have worked with sales associates that sell more cars from social media alone than the average sales associate does total.
While Sean and L.A. are social media superstars, their guest is a social media selling expert. Brandon Cogozzo has found the social media strategy that can elevate any car salesman or dealer’s online presence.
About Brandon Cogozzo
Brandon Cogozzo loves social media. In fact, he is fascinated by it. As such, he is the Social Media Manager at Mercedes Benz of Fort Mitchell, in Fort Mitchell, Kentucky. From content creation to navigating the back end of social media, he manages the social media for 27 stores.
Also known as Brandon “Cargozzo” on Instagram, Brandon always had a passion for cars. However, he was led to this career by accident. Following his passion for both cars and social media, he had a post get over 3 million impressions. Eventually it was reposted by Mercedes Benz. Since then, he followed his calling and has become a social media maven.
Show Notes:
Automotive Social Media Strategy: Understand Your Platforms
When utilizing social media to brand and market yourself, it is important to understand each platform. Each social media platform has its own pros and cons. Understanding what each platform is best at is critical.
Brandon’s strategy for each social media platform is different. He uses each platform for what it is best at. He then customizes his content strategy for each site. Additionally, Brandon suggests that you need to focus on the demographics of each social media medium. This will help you tailor your content for each platform correctly.
Customizing your message to your audience is just as important to social media as it is any other form of communication. You want to make sure you deliver to proper message through the best medium. As a result, you are more likely to reach the right potential customers and sell more cars.
How To Sell Cars On Instagram
Instagram is the perfect place for content creation. Brandon approaches Instagram as a way to pull people into the brand. First, he understands the appeal of the brand. Then he creates content that sets the brand up as an authority, or what they are best at. As a result, people start to view his content, and the product starts to sell itself.
How To Sell Cars On YouTube
70% of viewers bought from a brand after seeing it on YouTube. With this in mind, it would make a lot of sense to advertise yourself and your brand on YouTube. While it makes sense to have sales related content on your YouTube channel, it is not necessarily the best way to drive traffic.
Brandon suggests that you should use your YouTube account to continue interactions with customers. The car buying experience doesn’t stop when the car is off the lot. You can gain repeat, new, and referred customers if you stay at the top of their minds.
Additionally, Brandon has found significant success by creating tips and tricks to help customers with their car. First, you can start by making videos about commonly asked questions for different models. Then, you can then create a playlist for that model. From there, customers can view it whenever they need to.
Not only will this help keep you in the mind of your customers, but it will also put you in the minds of other customers of the brand.
Social Media Management Tools
Managing multiple accounts on multiple social media platforms can become hectic. As a result, there are different technologies available. These tools will not only help you and your dealership schedule content, but also help you stay organized. By using these tools, you can take you and your dealership to the next level.
Sell Cars On Facebook With Facebook Business Suite
Brandon uses Facebook Business Suite to manage his Facebook and Instagram accounts. One of the features he enjoys most is the scheduling tool. Especially because it allows him to manage his time effectively.
By using the Facebook Business Suite, Brandon can schedule important posts as far as a year in advance. Additionally, it has tools that help you reply to customers’ comments and DMs.
Other Tools To Manage Social Media Posts
While there are many benefits to the Facebook Business Suite, it unfortunately only manages Instagram & Facebook. However, there are many different full service social media management tools available on the market. Additionally, there are programs like HootSuite that can allow you to manage all of your social media accounts through one system.
Social Media Strategy: Content Creation
Sell More Cars Through Emotional Appeal
The message and tone of your content is important to your social media marketing. This is because there is a lot of content on social media. In addition to the amount of content, attention spans are also at an all-time low. If you want to Sell more cars using social media you need to cut through the clutter and stand out to your clients.
Brandon accomplishes this by creating content with emotional appeal. You need to make a person feel something when they see your content. No matter what the feeling is, they’re more likely to remember your brand when emotion is involved.
Car Sales Social Media Strategy: Less Is More
Just as posting to social media is important, so too is how much and how often. When posting to any social media, it is better to practice the quality over quantity theory. Having three thought-out and well-produced posts is better than having 12 good posts.
Not only do you want great content, but you also need to spread your posts out. For example, if you have 12 high-quality posts, but posted at the time, the result can be negative. The customer will feel overwhelmed by this and unfollow you.
Simply put, if you are going to spend time on quality content, spread out the time with which they will be posted.
Best Practices To Sell Cars On Social Media
Without a doubt, Brandon has a significant amount of experience utilizing social media. However, he had to go through a series of trials and errors to find the right mix. As a result, he discovered the do’s and don’ts, and shares his tips on how to sell cars on social media.
How To Sell Cars On Social Media Tip 1
The camera you use is just as important as the picture you are taking. Brandon suggests that you should use the camera on your phone. Additionally, he recommends using an iPhone, as he has experienced better quality.
Along with quality, Brandon also feels that the picture looks more authentic with an iPhone camera. However, keep in mind that some photos don’t translate across brands.
Sell Cars On Social Media Tip 2
Quality is important when it comes to any type of marketing. One of the simplest things you can do to increase the quality is to clean your camera’s lens. Especially when using a phone to take the pictures. If the photo is blurry or distorted, it will likely be less pleasurable for the consumer.
Sell Cars On Social Media Tip 3
Having clean and quality content and photos is a great starting point. In addition to this, Brandon suggests editing your photos. There are many different free editing tools available. They will allow you to upgrade your images. Not only can you add effects to your photos, you can also brand them to yourself.
It is important that you don’t over edit your photos. Your editing should enhance the photo, not deter from in. Doing so will likely cheapen your brand.
Sell Cars On Social Media Tip 4
When taking photos of any vehicle for any reason, you must do so correctly. You do not want to be too far from the vehicle. However, you do not want to be too close either. You want the entire vehicle in the frame. Essentially, don’t cut off half of the car in photos. Be sure the vehicle is the primary focal point.
Don’t cut off parts of the car in your photos because you are too close. This can lead customers to believe there is something wrong with the car or that you didn’t put a lot of effort into the work. Additionally, don’t be too far away from the vehicle. This can draw attention away from the vehicle or have distracting items in the background.
More About the Millionaire Car Salesman Podcast's Hosts & Guests
Sean V. Bradley | L.A. Williams | Brandon Cogozzo
Resources To Help You Sell More Cars On Social Media
Dealer Synergy & Bradley On Demand: The Automotive Industry’s #1 Training, Tracking, Testing, and Certification Platform and Consulting & Accountability Firm
The Millionaire Car Salesman Podcast: is the #1 Resource for Automotive Sales Professionals, Managers, and Owners. Also, join The Millionaire Car Salesman Facebook Group today!
The Against All Odds Radio Show: Hosting guests that have started from the bottom and rose to the top. Also, join The Against All Odds Radio Show Guests & Listeners Facebook Group for the podcasted episodes.
Join The Millionaire Car Salesman Club: on Clubhouse
Win the Game of Googleopoly: Unlocking the Secret Strategy of Search Engines
The Millionaire Car Salesman Podcast is Proudly Sponsored By:
VinCue: In addition to be built by dealers for dealers, VinCue is an All-In-One Digital Platform. At the end of the day, it can help your Dealership!
AutoWeb: Visit AutoWeb.com/dealers for help in revolutionizing your business to help you sell more cars.
Dealer eProcess: Specializing in responsive websites. Without a doubt, DealereProcess.com is the auto industry’s leading custom website provider.
CarNow: Sell more cars now! Not only is CarNow.com. the market leader in tailored digital solutions, but they are built to help dealers sell more cars.
Full Episode Blog: Sell More Cars At A Dealership: Experience Is The New Brand
Experience is the new brand! While customers are buying cars, it isn’t the only thing they are buying. Customers buy experience. In order to sell more cars, you must out experience the competition, whether it is in person, online, or through your Automotive Internet Sales Department. So, what type of experience are you giving?
This week Sean V. Bradley, CSP, and L.A. Williams discuss how to sell more cars at a dealership. More importantly, they dive deep into experience. The customer experience is one of the most powerful influences. Additionally, the experience will determine where a customer will purchase their next vehicle.
Joining Sean and L.A. is Tim Cox. Tim discusses how experience is the new brand. As we all know, most consumers start their process online. So the digital experience must meet their wants and needs as well.
About Tim Cox
Tim Cox is the co-founder and current senior vice president of sales for CarNow. CarNow is the market leader in tailored digital solutions built to help dealers sell more cars.
Tim has come a long way since he started his career in the automotive industry at the age of 17. He has held virtually every position in a dealership. However, he attributes a lot of his success to his team at CarNow.
In addition to his work at CarNow, Tim also has a podcast, Tim Talks. In his podcast, he shares what he has learned with other automotive professionals. He has a pure passion for the automotive industry and a strong desire to help automotive.
Show Notes: How to Sell More Cars At A Dealership: Out-Experience The Competition
Experience Is The New Brand
“Experience is the new brand. Out experience the competition”- David Cane
Experience is one of the reasons why people are buying cars online. The dealerships that have fully embraced digital retailing are not selling cars online. Instead, they are selling an experience online. They tailor their online experiences to win the favor of consumers.
The same can be true of your dealership if you have not fully embraced digital retailing. The focus needs to be shifted to the online experience. Not only does it have to be just as good as your in person experience, but it should be better.
No matter how the customer chooses to interact, they need to be met with an experience to remember. This will turn your customers into raving fans, and raving fans will generate more referrals.
Understanding Your Customer
“99 of 100 automotive shoppers begin their purchase journey expecting it to be a “hassle” driven in large part by their experience”- DrivingSales.
While understanding the experience dilemma is part of the problem, it is not the only thing to consider. You must also understand your customer. One of the main reasons customers want an online experience is because they have a mistrust of car salespeople. They want a different way to purchase a vehicle due to their past experiences.
Additionally, consumers are shopping online more than ever due to the recent pandemic. While they still have vehicle needs, they also have safety concerns. The COVID 19 pandemic not only added to their need for a better online experience, but also forced dealerships to enter this new way of business as well.
Understanding Your Experience
Once there is an understanding of the customer and the importance of their experience, dealerships must then look internally. Dealerships sell cars every day. It is like the back of their hand. However, for the customer, it is a purchase that is typically made every 3 – 11 years.
More importantly, for many people, it is the second biggest purchase in their life. With this in mind, the experience should feel as special as it is to them. The first step to understanding your experience is understanding where you rank on your customers’ concerns.
To start, a management meeting should be held to go through the list. List what the customers’ concerns are and what your dealership is doing to meet those needs. Then, brainstorm on what the dealership can do to further meet their wants and needs.
Sell More Cars By Making Your Dealership Special
What makes you special to the population as a whole, however, is only half of the battle. The other half dives deep into the demographics and situation of the customer.
Why should the LBGT community buy from you? Why should law enforcement buy from you? More importantly, females influence more than 85% of all car purchases, so why should they buy from your dealership?
By conducting a SWOT analysis, car dealerships can create a process to give a special experience to everyone. From there, dealerships need to train their employees. The employees need to understand the mission. They need to personify it.
Additionally, the staff needs to be able to take the vision and mission, and translate it into an unforgettable experience for the customer. This will not only make the experience unforgettable, but also the sales associate.
How to Sell More Cars: Dealership Website
Sell More Cars By Branding Your Experience
Once the problem has been identified, with a solution created, dealerships need to spread the message. Tim expresses the importance of branding your online and physical dealership. The experience needs to spread across your brand. In addition to your website and social media, the experience should be included in all other forms of marketing.
Your Website Is The First Experience
Last week’s episode of the Millionaire Car Salesman featured David DiPasquale. He spoke about the importance of optimizing your website. Your website is part of your brand, and with most consumers starting their purchase online, it is their first experience with your dealership.
The website needs to be user-friendly and cater to the customer’s needs. A good way to do so is to utilize tools, such as digital retailing, to enhance their experience. Then, utilizing the CRM and the information on hand, dealerships should tailor the experience to the customer.
Your Team Carries Out The Experience
In addition to the online experience, automotive dealerships need a properly staffed team. Jared Rowe, the CEO of AutoWeb, spoke about this importance on The Against All Odds Radio Show. The dealership’s employees will add to the customer experience.
Dealerships need to hire and train the right people to provide this experience. Jared speaks about two main qualities during his interview. First, they have to be a good person. Next, they have to be useful. This concept not only applies to the dealership, but also towards the customer as well.
Sell More Cars By Through Customers’ Great Experiences
Once you have created a great experience, online and in person, you will start to gain traction. However, you shouldn’t stop there. Dealerships need assistance from their fully satisfied customers. The sales staff should have customers create a video review of the dealership.
While written reviews are good, video testimonials are received better. The best practice for conducting the video review is to complete it while the customer is still at the dealership. Then, post the video to your YouTube and social media accounts to spread the message.
Resources To Sell More Cars At A Dealership By Selling Experiences
Dealer Synergy & Bradley On Demand: The Automotive Industry’s #1 Training, Tracking, Testing, and Certification Platform and Consulting & Accountability Firm
The Millionaire Car Salesman Podcast: is the #1 Resource for Automotive Sales Professionals, Managers, and Owners. Also, join The Millionaire Car Salesman Facebook Group today!
The Against All Odds Radio Show: Hosting guests that have started from the bottom and rose to the top. Also, join The Against All Odds Radio Show Guests & Listeners Facebook Group for the podcasted episodes.
Join The Millionaire Car Salesman Club: on Clubhouse
Win the Game of Googleopoly: Unlocking the Secret Strategy of Search Engines
The Millionaire Car Salesman Podcast is Proudly Sponsored By: VinCue: In addition to be built by dealers for dealers, VinCue is an All-In-One Digital Platform. At the end of the day, it can help your Dealership!
AutoWeb: Visit AutoWeb.com/dealers for help in revolutionizing your business to help you sell more cars.
Dealer eProcess: Specializing in responsive websites. Without a doubt, DealereProcess.com is the auto industry’s leading custom website provider.
CarNow: Sell more cars now! Not only is CarNow.com. the market leader in tailored digital solutions, but they are built to help dealers sell more cars.
Full Episode Blog: Automotive Internet Sales: Website, SEO, & Digital Retailing
The up bus is no longer pulling up to your dealership. The Internet is the new showroom. Words spoken so many times by Sean V. Bradley, CSP and L.A. Williams. Today they dive deep into the world of automotive internet sales. More specifically, car dealership websites.
Their guest, David DiPasquale, is the GM of Northtown Lexus. Their website is powered by Dealer eProcess and is a powerful tool for the dealership. Exploring the site, Sean praises Dave and Dealer eProcess for the customized site and advanced SEO practices.
About David DiPasquale
David DiPasquale has been in the automotive industry for 34 years. For the past 25 years, he has been the General Manager at Northtown Lexus. Located in upstate NY, just outside of Buffalo, NY, Northtown Lexus is a single point location that is a part of a large automotive group.
Dave started working for his automotive group 34 years ago at their Lexus Dealership. Shortly after he transitioned to a sales associate, he became a top producer.
David was hesitant to move to the management side of the business, as is the case with most top producers. Eventually, he became a sales manager. This was followed with becoming a used car sales manager, which ultimately led to his position of GM.
Find Out Why Most Automotive Dealership Websites Are Underperforming & Have Bad SEO
Automotive Internet Sales Training
Training and self-education is vital to the success of automotive sales professionals. Over the years, David has taken many different automotive sales training courses. Additionally, he joined 20 groups to further train and develop. Most notably, however, Dave’s automotive group has a corporate psychologist.
Automotive Internet Sales Mindset
The corporate psychologist works with every manager at his auto group. The psychologist not only helps with communication, but also helps with intensity and control. Dave and the team really enjoy their time working with the corporate psychologist. They attribute it to opening the lines of communication.
“You have to keep moving forward or you’re going to lose your seat.” – David DiPasquale
Automotive Internet Sales: Website & SEO
Your Dealership Is Your Showroom
The Internet is the new showroom and is significantly important to a dealership’s business. More importantly, the dealership’s website is the new showroom. Not only is it the main lead generation tool, it is only the highest converting.
David’s website is powered by Dealer eProcess. Dealer eProcess is more of a boutique provider. Noteably, Dave really enjoys that he knows everyone on a first name basis. Additionally, he knows their phone numbers and doesn’t need to use a 1-800 number.
Automotive Internet Sales: Your Website Should Not Be A Cookie Cutter Approach
One of the things Dave really enjoys about Dealer eProcess is the performance. Dave averages 12,000 unique visitors per month during peak times. Additionally, he has a low bounce rate. Most impressive, however, is how long visitors are on his site. The average visitor is on his website for four minutes and 20 seconds.
This is because Dealer eProcess does not use a cookie cutter approach. This is the problem with most OEM websites. They use a cookie cutter approach with the same content. As a result, dealerships experience a high bounce rate.
High Bounce Rate Equals Wasted Money
A high bounce rate is never good. It is even worse when PPC is a part of your strategy. For example, if you had a $10,000 PPC budget and a 50% bounce rate, you would be hemorrhaging $5,000 in budget spend.
This is why Dave spends so much time on his website. He knows there are 2 showrooms, the physical and the digital. While many dealers spend so much time on the customers at the store, Dave balances his approach.
He realizes that the backend of his website is the equivalent to his physical showroom. While the customers in the showroom are important, so are the visitors to his website.
Organic Listings Are Important
Many car dealerships try to sell more cars online through PPC campaigns, but they completely ignore their SEO. However, with the help of Dealer eProcess, Northtown Lexus owns their space organically. In fact, they own more than just their space organically.
While searching for Lexus vehicles in a town over 60 miles away, Northtown Lexus shows organically on the first page. More importantly, they are the second dealership to rank organically in the sixth position.
Automotive Internet Sales SEO: Own Your Market Organically
Adding to this, Northtown Lexus owns the first page of Google in their own market. On several searches in their backyard, they were the first organic listing. Additionally, for many searches, they owned the first page. Oftentimes, Northtown Lexus ranked for the first four positions.
With the help of Dealer eProcess, Northtown Lexus has custom content and advanced SEO. Simply put, basic SEO won’t cut it. As Sean Bradley puts it, “Its not just about who you can outspend, its out strategize.”
Advanced product pages, set up like landing pages, is one of the many ways Dave and Dealer eProcess accomplish this. While it changes from time to time, the strategy is to not spend a lot of money on PPC. Rather, the strategy is to spend money on organic.
Automotive Internet Sales Experience
Video Content
Dave mentions that you have to make the digital experience as close as possible to the in person experience. One of the ways he accomplishes this is through video. Northtown Lexus has a giant video library for each model they sell.
The videos touch on everything they would show a customer in person. One of their videos, How to Program Your Garage to Your Lexus has almost 100,000 views on YouTube. These videos not only create a better customer experience, but also helps with organic rankings.
Automotive Internet Sales Starts With The VDP
When diving deeper, Dave has one of the nicest VDP’s on the Internet. Since Dealer eProcess is not a cookie cutter website provider, everything can be customized. Dave took this to hear with his VDP page.
Dave’s VDP includes many different aspects. First, there are two videos on every VDP. Next are the vehicle awards and safety ratings. Additionally, his VDP’s are integrated with the dealership’s Google reviews. These are just a few of the custom items on his VDPs.
Digital Retailing
At Northtown Lexus, 20% of finance or leased deals use digital retailing. As such, Dave worked with Dealer eProcess to create their digital retailing presence. Their VDPs include not only the price, but also the payments. From there, the customer can customize their payments to their needs.
The process is quick and easy. More importantly, it provides the consumer with the information they want and need. The customer typically visits the dealership once. If they want to test drive the vehicle first, two short visits is all it takes for them to purchase the vehicle.
More About the Millionaire Car Salesman Podcast's Hosts & Guests
Sean V Bradley | L.A. Williams | David DiPasquale
Automotive Internet Sales Resources
Dealer Synergy & Bradley On Demand: The Automotive Industry’s #1 Training, Tracking, Testing, and Certification Platform and Consulting & Accountability Firm.
Additionally, The Millionaire Car Salesman Podcast: is the #1 Resource for Automotive Sales Professionals, Managers, and Owners. Also, join The Millionaire Car Salesman Facebook Group today!
Also, The Against All Odds Radio Show: Hosting guests that have started from the bottom and rose to the top. But, don’t forget to join The Against All Odds Radio Show Guests & Listeners Facebook Group for the podcasted episodes.
Next, join The Millionaire Car Salesman Club: on Clubhouse.
Last, be sure to read Win the Game of Googleopoly: Unlocking the Secret Strategy of Search Engines.
The Millionaire Car Salesman Podcast is Proudly Sponsored By:
VinCue: In addition to be built by dealers for dealers, VinCue is an All-In-One Digital Platform. At the end of the day, it can help your Dealership!
AutoWeb: Visit AutoWeb.com/dealers for help in revolutionizing your business to help you sell more cars.
Dealer eProcess: Specializing in responsive websites. Without a doubt, DealereProcess.com is the auto industry’s leading custom website provider.
CarNow: Sell more cars now! Not only is CarNow.com. the market leader in tailored digital solutions, but they are built to help dealers sell more cars.
Full Episode Blog: Tips On How To Sell More Used Cars At A Car Dealership
Do you want the tips on how to sell more used cars? You should, but do you know where to begin? The best automotive sales training will help you sell more cars. However, you have to take things to the next step. With the proper road to a sale, you can not only sell more cars through relationship selling, but also unlock the key on how to generate referrals.
Sean V. Bradley, CSP and L.A. Williams dive deep into how to sell more cars. More importantly, how to sell more used cars. Not only do they share their tips and best practices, but their guest is a high performing used car salesman.
Their guest, John H. Wilson, is a car salesman at an independent car dealership. At Hampstead Pre-owned, John sold 59 cars in a single month. Today, he shares his techniques on how to sell more used cars.
About John H. Wilson
John never saw himself working in the automotive industry. Before he started to sell cars, he worked in the private security sector. He eventually switched careers and became a sales associate at Hampstead Pre-Owned in Hampstead, Maryland.
John has been a car salesman for 2 ½ years. However, in that short amount of time he is selling more cars than most veterans. Because of his ambition, John strives to be the best. Not only at Hampstead Pre-owned, but everywhere. With this in mind, he invests in himself.
John sold 59 used cars in a single because of this investment. He invests his time with automotive sales training in the Millionaire Car Salesman Facebook Group. Additionally, he invests in personal and professional development by reading the right books.
Show Notes:
Preparation To Sell More Used Cars
John didn’t start selling 59 used cars a month when he first entered the business. Before John could do so, he had to properly train. Additionally, he focused on personal and professional development. John also read books about overcoming his introverted tendencies.
First, John read The Introverts Edge. Not only did it help John find his edge, but it also helped him with his process. Allowing him to look at his shortcomings, John found ways to work around them. Additionally, he was able to understand what works well for him. Lastly, it taught him hot to keep refining his process.
In addition to The Introverts Edge, John also read Raving Fans. Centered around people who went above and beyond, John developed customer service skills. These skills helped him sell more used cars and generate more referrals through relationship selling.
Automotive Sales Training To Sell More Used Cars
In addition to his readings, John dove deep into automotive sales training. In order to sell more cars, John knew he had to be prepared. His favorite free automotive sales training resource is the Millionaire Car Salesman Facebook Group. Most notably, John’s biggest takeaway from the group was how to get more referrals.
John didn’t stop there, though. John understands that he must always be a student of his craft. Not only did John study how to sell more cars, but knew he had to “do the leg work.”
John trained on the dealership’s software, such as the CRM. He also studied the inventory and pricing. Lastly, he compared his products against the competition to stay prepared.
Relationship Selling Will Help You Sell More Used Cars
Exceptional Customer Service
What does exceptional customer service mean? According to John, it all falls down to listening. You have to listen to your customer and understand their wants and needs. From there, you have to find the right car.
NADA data states that the main reason why people don’t buy cars is because of selection. The sales person selected the wrong car! The car salesman is the guide. But, how can you guide your customer if you don’t have a detailed conversation with them. It all starts with listening, especially during your needs discovery.
Sell More Used Cars Through Relationship Selling
Johns starts his process with a conversation. To serve his customers, he gets to know them. He understands their needs. More importantly, he knows their wants. However, the most important thing John does is make them feel comfortable.
Through conversation, John builds common ground with the customer. Buying a car is stressful. As everyone should know, it is the second largest purchase the average person makes. Also, it is not a purchase that people make everyday. By building a relationship with his clients, John relieves them of their stress and makes friends.
The Road To A Sale Will Help You Sell More Used Cars
Tips For A Better Needs Discovery & Problem Solving Process
Getting to know your customer’s needs can be hard. The key is to make the process more conversational. John avoids using yes or no questions. Instead, he asks open ended questions.
While there are many questions, John asks these questions to get the ball rolling. “How did you find out about us?” “What car are you interested in?” “What made you interested in this car?’
Additionally, it is not just the questions you ask. You need to have follow up questions. These follow up questions should not be just about the car. They should also include things about their personal life.
This helps to understand why they need the car. More importantly, it allows you to find common group and build rapport. The needs discovery should be a conversation, where both parties are talking and listening.
Relationship Selling Best Practices
While John maintains control of the conversation, he allows the customer to have a sense of control as well. When your client feels like they are in control, their guard will eventually lower. Moreover, they will not only be more comfortable with you, but also the process.
Allow your customer to guide the conversation. However, be prepared to steer things back to your process.
Test Drive Tips & Advice
The test drive is a great time to build upon your conversation from the needs discovery. With this in mind, John continues the relationship building. In fact, he doesn’t even talk about the car. It is simply about rapport and information gathering.
John then uses this information to understand other parts of their process. For instance, if they reveal they have been at their job for 5 years, this is important. It could lead the conversation towards their financial situation. Additionally, it will allow for better strategy when negotiating.
Repeat Customers & Generating Referrals Is How You Will Sell More Used Cars
Developing Raving Fans Starts With The Meet & Greet
The key to generating referrals is to do everything right the first time. It all starts with the meet and greet. Next, you have to create an environment and experience the customer will enjoy.
They will buy from you the first time if they like you, the car, and the dealership. However, if they love you and the experience you created, they will not only be a repeat customer, but also a raving fan.
Customer Testimonials
Now that you have a raving fan, it doesn’t mean your job is done. While many sales associates post pictures of their customers on social media, it is not the only way. You must maximize this opportunity. Especially while you have them front and center.
The best way to seize the moment is through video customer testimonials. If a picture is worth a thousand words, then a 60 second video is worth 1.8 million words.
Imagine how powerful a library of raving fans telling everyone how great you are. Additionally, think about how you could leverage those videos to help market yourself.
Car sales is like having your own business, so it is important to advertise you and your brand. Not only is this free advertising, but you can use it on social media and in referral emails.
Use Your Relationships To Get More Referrals
One of the reasons many sales associates don’t generate many referrals is because they don’t build relationships. For those that do, they are likely to forget. Additionally, they don’t save the information they gathered into the CRM to refer to later. Imagine how easy asking for a referral would be if you had this information at hand.
Asking for a referral is easy. In fact, when you have built value and a relationship, it is the easiest thing to do. Furthermore, there will be times where you don’t even have to ask. Your raving fans will simply send their friends and family to see you. This is because you have become their “Car guy” or “Car Gal”.
How To Ask For Referrals
When you do have to ask for referrals, there is a process for that as well. In the same way you perform a needs discovery, it all starts with the relationship. You can’t just call your customers and ask them for business. Instead, start asking them about them. How are they doing? How is the family? Did they have any questions about their car?
From there, you can then start to lead them down the path. Ask questions you already know the answer to. “Did you have a great experience with me?” You know the answer is a yes. Next, ask if they know anyone that would enjoy the experience you provide. “Would you trust me to sell cars to your friends and family?”
Finally, you can now ask for the referral. You have earned their trust and respect. Additionally, you have earned the right to ask for a referral.
John likes to ask in a much different way. Once again leverage the relationship he had built. “If you wouldn’t mind it would be a great service to me if you could write down the names of some friends and family that might like to do business with me.”
Resources On How To Sell More Used Cars
Dealer Synergy & Bradley On Demand: The Automotive Industry’s #1 Training, Tracking, Testing, and Certification Platform and Consulting & Accountability Firm
The Millionaire Car Salesman Podcast: is the #1 Resource for Automotive Sales Professionals, Managers, and Owners. Also, join The Millionaire Car Salesman Facebook Group today!
The Against All Odds Radio Show: Hosting guests that have started from the bottom and rose to the top. Also, join The Against All Odds Radio Show Guests & Listeners Facebook Group for the podcasted episodes.
Join The Millionaire Car Salesman Club: on Clubhouse
Win the Game of Googleopoly: Unlocking the Secret Strategy of Search Engines
The Millionaire Car Salesman Podcast is Proudly Sponsored By:
VinCue: In addition to be built by dealers for dealers, VinCue is an All-In-One Digital Platform. At the end of the day, it can help your Dealership!
AutoWeb: Visit AutoWeb.com/dealers for help in revolutionizing your business to help you sell more cars.
Dealer eProcess: Specializing in responsive websites. Without a doubt, DealereProcess.com is the auto industry’s leading custom website provider.
CarNow: Sell more cars now! Not only is CarNow.com. the market leader in tailored digital solutions, but they are built to help dealers sell more cars.
Full Episode Blog: Interviewing The Owner of the #1 Volume Mitsubishi Dealer In The US
Are you looking for the best car sales tips to help you sell more cars, hold more gross, and make more money? The top sales associates not only market and sell themselves, but they also sell cars in service. With the right automotive sales training, branding, subprime & special finance deals, and the service drive are the best ways to do so.
The Millionaire Car Salesman Podcast Presents: Interviewing The Owner of the #1 Volume Mitsubishi Dealer In The US This week, the Millionaire Car Salesman Podcast focuses on exactly that. Sean V. Bradley and L.A. Williams talk to the owner of the #1 volume Mitsubishi dealership in the US. Mike Dorazio built his automotive empire on those principles. With proper automotive sales training, branding, and focusing on special finance, Mike has made waves in the automotive industry.
About Mike Dorazio Mike Dorazio is the owner of Platinum Central Pennsylvania. Mike started Platinum eight years ago with one employee on a 35 car lot. Since then, he has grown from the 13 cars he sold each month. Now, Mike has grown Platinum to four locations and sells over 400 cars each month.
Mike, a veteran of the United States Marine Corps, started selling cars when he left the service. Quickly working his way up, he was eventually recruited to another store. And, at the age of 32, Mike became the GM of a car dealership.
Mike also spent a short stint as a partner of a Ford dealership before leaving the industry completely to work on the banking side of the auto industry. Mike spent almost 10 years working for Westlake Financial before taking the leap and become an owner of a car dealership.
While Mike has experienced tremendous growth, he isn’t slowing down. Mike has plans on adding a 5th location in the near future. He believes that while he has had many accomplishments, they are in the past. Simply put, he is looking for many more accomplishments in the future.
Show Notes: Car Sales Tips #1: Automotive Sales Training & Education Is Important You have to constantly educate yourself. Additionally, you must surround yourself with the right knowledge, education, and people. You are not the smartest person in the room. And, once you understand that, then you have to learn.
Mike does not consider himself anywhere near the smartest person in the room. He has had many accomplishments, but those are behind him. In order to have more accomplishments, Mike knows he has to continue to educate himself and surround himself with the people who will make him better.
The moment you think you know everything. The minute you have a closed mind. When you start thinking you know it all and become a dictator. That is when you will start to fail.
Car Sales Tips #2: Branding – You Have To Market Yourself Learn as much as you can possibly learn. Additionally, absorb everything you can possibly absorb. Additionally, look at yourself as an industry. Mike tells his team all the time to push yourself on social media. He started this company with 35 cars. He was heavy on social media and promoted himself and he now sells over 400 cars per month. If every sales person marketed themselves in that fashion, that they are the brand, they would sell more cars.
Car Sales Tips #3: Do Not Let Your Surroundings Affect You Do not get affected by your surroundings. Bad managers, bad operations, bad inventory, bad situations, they can all easily affect you. However, you must not let it get to you. Sales associates do not need to rely on any of this. They only need to rely on themselves. Especially if they are their own brand.
Car Sales Tip #4: Build Leverage Through Your Brand Building your brand will give you leverage. You are building leverage with everyone around you. But, you have to also bring that leverage with you. When you come to the table, bring that leverage.
If you are renegotiating your pay plan, bring that leverage with you. Also, if you are in a job interview, bring that leverage with you. Most importantly, if there is something happening at work that you don’t like, bring that leverage with you.
If you want to get to the next level, you need to have a brand and leverage. Whether you want to become a GSM, GM, owner, or dealer group owner, this is where it all starts.
Working the Service Drive is One of The Best Car Sales Tips! You Need to Sell Cars in Service NADA says that service customers are 7 times more likely to purchase a vehicle from the same place they service their car at. The problem is that sales associates do not see it as an opportunity. Not only is it an opportunity to build a relationship, but it will eventually turn into a sale. People need to shift their mind on the way they approach a customer. It needs to be a relationship based approach.
The Benefits of The Service Drive is About Relationships The benefit is the relationship is going to lead the customer into buying a car off of you. Offer service customers a cup of coffee or a bottle of water. Also, ask them about their car. “I see you are driving a 2018 Outlander. Have you seen the new 22 Outlander. I am not trying to sell you one, but did you want to come sit in one. They just came out.”
The Service Drive is About Relationships A lot of times the sales department separates themselves completely from service. Ultimately, it means the sales department is ignoring the customers that are seven times more likely to buy from you. Ignoring the service department is a mistake that will prevent everyone from selling more cars.
It’s not just ignoring the customer relationship either. If you want to be a great sales associate, service is your biggest resource. The stronger your relationship with the service department employees, the people having contact with the customer, the more opportunities you will have.
Special Finance & Subprime Deals is Another One of The Best Car Sales Tips! You Don’t Have To Sell Price Everyone today is in the price game; the race to the bottom. However, the niche that is not being taken care of is subprime. This is where the most opportunity lies. Not just for growth, but also for gross profit.
Special Finance Deals Take Work, But Subprime Customers Are The Best Why is the subprime market not a primary focus at other dealerships? Because it is hard. Everyone wants the easy deal. Additionally, they do not want the “nightmare” subprime deal. However, anything worthwhile in life is hard. The same is true in the automotive industry.
The hard deals. The ones you have to grind out to get done. Those are the best deals. Not only in the gross profit on that particular deal though. But also with acquiring the most loyal customers.
The loyalty and gratitude from subprime customers after taking them through that journey is significantly greater than prime customers. Moreover, they will be the biggest advocates of the dealership, referring everyone they know to you.
Special Finance Customers Do Not Mean Special Treatment Mike’s whole business was built upon the subprime market. They always go to Platinum for their vehicle needs. Essentially, Mike and his staff treat all customers the same. From 380 credit scores to 800 credit scores, everyone receives the same treatment.
Other dealerships treat subprime customers as “second rate” customers. Additionally, other dealerships will broom them off the lot. They won’t follow up with them. Nor will they call them back. This further drives Platinum’s repeat customer and referral sales.
More About the Millionaire Car Salesman Podcast's Hosts & Guests Sean V Bradley | L.A. Williams | Mike Dorazio Resources For More Car Sales Tips & Automotive Sales Training Dealer Synergy & Bradley On Demand: The Automotive Industry’s #1 Training, Tracking, Testing, and Certification Platform and Consulting & Accountability Firm
The Millionaire Car Salesman Podcast: is the #1 Resource for Automotive Sales Professionals, Managers, and Owners. Also, join The Millionaire Car Salesman Facebook Group today!
The Against All Odds Radio Show: Hosting guests that have started from the bottom and rose to the top. Also, join The Against All Odds Radio Show Guests & Listeners Facebook Group for the podcasted episodes.
Join The Millionaire Car Salesman Club: on Clubhouse
Win the Game of Googleopoly: Unlocking the Secret Strategy of Search Engines
The Millionaire Car Salesman Podcast is Proudly Sponsored By: VinCue: In addition to be built by dealers for dealers, VinCue is an All-In-One Digital Platform. At the end of the day, it can help your Dealership!
AutoWeb: Visit AutoWeb.com/dealers for help in revolutionizing your business to help you sell more cars.
Dealer eProcess: Specializing in responsive websites. Without a doubt, DealereProcess.com is the auto industry’s leading custom website provider.
CarNow: Sell more cars now! Not only is CarNow.com. the market leader in tailored digital solutions, but they are built to help dealers sell more cars.
Full Episode Blog: Tips and Techniques on How to Sell More Cars Using Social Media
Every car salesperson wants to sell more cars. That is the ultimate goal in sales, to sell more and make more money. Wanting is one thing, but taking the extra steps is the next. The top earning car sales associates sell more cars on social media. They sell more cars online, they sell more cars on Facebook, and they sell more used cars.
Why be average when you can be electrifying? If you are reading this, chances are: you are looking to sell more cars and make more money. So, are you tired of being average? What kind of salesperson do you want to be?
If you want to be the best, you need to start taking advantage of social media to sell more cars. You need to utilize social media to revitalize the lost art of prospecting. Here is a guide to go from a mediocre yawn, to social media, car-selling superstar.
The Blind Master, L.A. Williams, talks about the lost art of prospecting on this week’s episode of The Millionaire Car Salesman Podcast. Matt Wilson discusses with L.A. how automotive sales associates can sell more cars using social media. Facebook and Instagram are the most powerful prospecting tools that car sales associates underutilize.
In addition to selling cars on social media, Matt talks about his career and experiences in the automotive marketing world. He has some serious tips to help salespeople step up their game by improving their social media strategy and connect with countless prospects.
**Social Media is Here to Stay** Let’s just face it– we are living in the age of social media. The olden days are long gone and technology is here to stay. If you aren’t already on social media, NOW is the time to quickly get with the program.
Selling Cars is Like Having Your Own Business Selling cars is like having your own business. While you work for a dealership, you are your own brand. So, as a car salesperson, you need to properly market yourself. A professional social media account to conduct marketing to help you sell more cars is a necessity.
Strategies To Sell Cars On Social Media Sales is all about energy and connectivity. You want to energetically connect your client, so that they can’t help but to buy what you are selling. In other words, use your social media to showcase your authenticity, your energy and your relatability.
The “Do’s” to Social Media Selling Firstly, only post business related content on your business page! Then, be consistent! Keep on posting the good stuff. What’s the good stuff? Show off your beautiful showroom, the awesome cars and satisfied customers.
The “Don’ts” to Social Media Selling No one, and I mean no one, wants to see your dirty laundry. So definitely don’t air it on your business social media. In other words, no political rants, no sports blabber and anything else that’s overly personal. You might like the picture of you snuggling with your boo, but that’s not going to sell cars!
It’s Not an Overnight Success Your business social media account isn’t going to be a sensation overnight. But, at the very least, just get started. Post some great content from your showroom, of your satisfied customers and yourself. The comments & likes will be flooding in before you know it.
You Have To Maximize Your Time Effectively Your day is hectic. We get it. If you’re married, with kids, forget about it. Making more time seems impossible. And selling cars isn’t a stroll through the park. So, you’re probably wondering, when will I have the time to create Facebook and Instagram posts for work?
The bottom line is, if you are determined to sell more cars, social media has to be a priority. If it means starting your day a little earlier, changing your routine or replacing another activity- it’s worth it.
Balance Between Work and Home Chances are, your manager wants you to sell more. So, take some time in the office to work on your social media marketing game plan. If your manager isn’t on board, try explaining the benefits of using social media to sell more cars. Point out all of the success stories. From people like Sean V. Bradley and Cody Carter, who use social media to sell more cars, somethin something.
If your boss absolutely isn’t having it, make a little time off the clock to get the wheels moving. As L.A. Williams says, the off season is where champions are made! Social media marketing is like a sport, it takes time, dedication and practice. If you want to be the Michael Jordan of car sales, you have to put in the time and effort!
Utilize An Accomplished Mentor If you are having trouble finding your way, look to someone who has already got what you want. The great news is– you don’t need to find this person organically. It doesn’t necessarily have to be someone you work with, or someone from your personal network. Search the web. There are tons of podcasts, blogs and radio shows dedicated to the automotive industry!
For example, guys like Matt Wilson, L.A. Williams and Sean V. Bradley dedicate their lives to creating online content to coach salespeople. Listen to their podcasts, read their blogs and interact with them on social media. A mentor is right at your fingertips!
Resources to Help You Sell More Cars On Social Media
Dealer Synergy & Bradley On Demand: The automotive industry’s #1 training, tracking, testing, and certification platform and consulting & accountability firm.
The Millionaire Car Salesman Podcast: is the #1 resource for automotive sales professionals, managers, and owners. Also, join The Millionaire Car Salesman Facebook Group today!
The Against All Odds Radio Show: Hosting guests that have started from the bottom and rose to the top. Also, join The Against All Odds Radio Show Guests & Listeners Facebook Group for the podcasted episodes.
For more interactivity, join The Millionaire Car Salesman Club on Clubhouse.
Win the Game of Googleopoly: Unlocking the secret strategy of search engines.
The Millionaire Car Salesman Podcast is Proudly Sponsored By:
VinCue: In addition to being built by dealers for dealers, VinCue is an All-In-One Digital Platform. At the end of the day, it can help your Dealership!
AutoWeb: Visit AutoWeb.com/dealers for help in revolutionizing your business to help you sell more cars.
Dealer eProcess: Specializing in responsive websites. Without a doubt, DealereProcess.com is the auto industry’s leading custom website provider.
CarNow: Sell more cars now! Not only is CarNow.com. the market leader in tailored digital solutions, but they are built to help dealers sell more cars.
Full Episode Blog: HR & Recruiting Tips For Dealerships: Hire The Best Employees
Automotive dealerships can hire the best employees. The problem is, they don’t. Automotive dealerships have one of the highest turnover rates in the country. It is costing dealerships money. First is the cost of HR, including advertising and screening costs. In addition to these HR expenses, they are losing time and productivity.
Why is the turnover at automotive dealerships so high? All else aside, It is because they are not hiring the right people. Some of the best employees a dealership can hire are those with disabilities. Employees with disabilities can outperform other employees a lot of the time. Additionally, they are also some of the most loyal and innovative people out there.
Sean V Bradley and L.A. Williams discuss how dealerships can hire the best employees. Stabilizing your HR begins with hiring the very best people. Nadine Vogel joins Sean and L.A. to discuss how the best people are oftentimes overlooked. In short, the disabled community can make the best employees for any organization.
Show Notes Disability Inclusion is Important
Disability inclusion is extremely important to every industry that exists. Most particularly, disability inclusion is vital in the automotive industry. Starting with the car salesperson, Nadine shares a real life experience.
Nadine accompanied her oldest daughter while she was shopping for a vehicle. Since her daughter has a variety of disabilities, the sales associate would talk to Nadine. Think about that. Her daughter was the buyer, but the sales associate spoke to Nadine, not the buyer. Nadine had felt that it was condescending.
Nadine’s daughter ended up purchasing a vehicle at a different dealership. The experience was night and day, and that was the biggest deciding factor in choosing their dealership. This experience is something many people with disabilities face when shopping for a vehicle. But, imagine if your dealership was disability inclusive and have people with disabilities employed.
The Disabled Community is the Largest and Fastest Growing Minority
The disabled demographic is the largest and fastest growing minority in the world. Additionally, they have also passed the Hispanic population by 5% in the US. With this in mind, and knowing the disable community buy vehicles, why have car dealers not become more disabled friendly?
The Disabled Community is the Largest and Fastest Growing Minority
Dealerships are hemorrhaging with HR, but they neglect to hire qualified disabled people. Not only is the disable community highly talented, but they are also the most loyal and innovative people out there.
An example of the disabled community’s success is seen in call centers. Turnover rates have decreased dramatically and productivity increased dramatically when organizations hire people with disabilities. This one area could drastically improve the internet sale department of every car dealership.
Adding to this, Nadine has seen overall productivity increase as well. Employees with disabilities tend to outperform other employees. Productivity from employees without disabilities then increases. This is likely due to them wondering how the disabled community is better and faster.
The Top 4 Common Misperceptions of Hiring the Disabled Community
Why wouldn’t you hire someone with a disability? For many, it is because they are misinformed. As a result, the employer’s lack of education prevents them from hiring some of the best employees. There are four main topics on why employers don’t hire people with disabilities.
Fear
First, and one of the most common misperceptions, is fear. They fear that the employee will cost them a lot of money in accommodations. This is far from the truth. In fact, the average cost of accommodation in the US is $375. However, most disabled people do not require any accommodations.
Termination
Next is the fear of not being able to fire an underperforming employee that has a disability. Absolutely not! There are performance standards like there are for anyone else.
Comfort
A lot of employers also believe that hiring employees with disabilities will make their customers uncomfortable. Especially if the employee looks or moves differently. Despite this belief, it is just a myth. In fact, studies have shown that customers react positively when interacting with organizations that employ the disabled community. They look at it as you are doing something good..
Engage
The last problem employers tend to face is that they don’t know how to engage appropriately. The number one global practice is disability etiquette and awareness training. It teaches everyone how to engage, how to communicate, and work side by side. The end result is all parties being comfortable.
Where and How to Hire the Disabled Community
The number one question Nadine gets is how and where to go to find these people. Obviously, you can’t just put an ad in the paper asking if they are disabled. If you are looking for people with a certain skill set
More About the Millionaire Car Salesman Podcast’s Hosts & Guests
Sean V Bradley | L.A. Williams | Nadine Vogel
HR & Recruiting Tips For Dealerships: Hire The Best Employees Resources
Dealer Synergy: The Automotive Industry’s #1 Training, Consulting, & Accountability Firm
Bradley On Demand: The Automotive Industry’s #1 Training, Tracking, Testing, and Certification Platform
The Millionaire Car Salesman Podcast: is the #1 Resource for Automotive Sales Professionals, Managers, and Owners. Join The Millionaire Car Salesman Facebook Group today!
The Against All Odds Radio Show: Hosting guests that have started from the bottom, and against all odds, rose to the top. Join The Against All Odds Radio Show Guests & Listeners Facebook Group for the podcasted episodes.
Join The Millionaire Car Salesman Club: on Clubhouse
Win the Game of Googleopoly: Unlocking the Secret Strategy of Search Engines
The Millionaire Car Salesman Podcast is Proudly Sponsored By:
VinCue: Built by dealers for dealers, visit VinCue.com today to learn how their All-In-One Digital Platform can help your Dealership!
AutoWeb: Visit AutoWeb.com/dealers for help in revolutionizing your business to help you sell more cars.
Dealer eProcess: Specializing in responsive websites, DealereProcess.com is the auto industry’s leading custom website provider.
CarNow: Sell more cars now by visiting CarNow.com. The market leader in tailored digital solutions built to help dealers sell more cars.
Full Episode Blog: From Broke to Multi-Millionaire Real Estate Investor, John McSherry’s Tips on Personal Investment and Wealth Accumulation.
3 Key Personal Investment and Wealth Accumulation Takeaways
- “Looking back at it now, my bottom was the greatest gift, the greatest blessing that has ever happened to me. Even though it was the hardest and most difficult time that I have ever experienced.” John would have been ok living a mediocre life. However, if he didn’t hit rock bottom, he would have never had the drive he does today. “If you are going through something right now. Use that as the fire. Use that as your motivator."
- The real estate and automotive sales industries are like having your own business. You can “be your own boss” and there is no ceiling to how much money you can make. However, there is also no floor. While there is some training provided in both auto sales and real estate, there can be a lack of individual support. Because of this, it is important to invest in yourself. Hiring a coach is one way to take yourself to the next level. While that is a good place to start, another way is to invest in yourself is through training.
- Sean V Bradley, CSP has a 3 bucket philosophy. The first bucket is to invest in yourself for education. This can be in education, training, personal development, or professional development. Next is to invest in your business. You need to grow your business but also focus on client retention. Lastly, once you stabilize yourself and you stabilize your business, is the accumulation of your wealth and portfolio.
Learn More About the Speakers
Sean V Bradley | L.A. Williams | John McSherry
Resources
Dealer Synergy: The Automotive Industry’s #1 Training, Consulting, & Accountability Firm
Bradley On Demand: The #1 Automotive Sales, BDC, CRM & Management Training System
Millionaire Car Salesman Facebook Group: The #1 Automotive Sales Industry Community On Facebook
Millionaire Car Salesman Podcast: The #1 Resource for Automotive Sales Professionals, Managers, and Owners
The Against All Odds Radio Show: The Against All Odds Radio Show focuses on money, success, wealth, prosperity, marriage, parenthood, work life balance, happiness, and so much more with guests that have started from the bottom, and against all odds, rose to the top.
Against All Odds Radio Show Guests & Listeners Facebook Group: The Against All Odds Radio Show Facebook Group is for listeners and guests of the hit national broadcast radio show.
Clubhouse: The Automotive Industry Is All Over Clubhouse, Are You?
Millionaire Car Salesman Club: The Millionaire Car Salesman is now on Clubhouse
Win the Game of Googleopoly: Unlocking the Secret Strategy of Search Engines by Sean V. Bradley: Rank higher in search results with this guide to SEO and content building supremacy
The Five Second Rule: Transform your Life, Work, and Confidence with Everyday Courage.
The Miracle Morning: The 6 Habits That Will Transform Your Life Before 8AM.
The Millionaire Car Salesman Podcast is Proudly Sponsored By:
VinCue: Built by dealers for dealers, visit VinCue.com today to learn how their All-In-One Digital Platform can help your Dealership!
AutoWeb: Visit AutoWeb.com/dealers for help in revolutionizing your business to help you sell more cars.
Dealer eProcess: Specializing in responsive websites, DealereProcess.com is the auto industry’s leading custom website provider.
CarNow: Sell more cars now by visiting CarNow.com. The market leader in tailored digital solutions built to help dealers sell more cars.
Millionaire Car Salesman Full Episode Blog: How to Engage & Sell More Used Car Leads
Season 4 of the Millionaire Car Salesman Podcast kicks off with used car subject matter experts. The used car market today is more important than it has ever been. How do you engage and sell more used car leads? Live-streamed in the Millionaire Car Salesman Facebook Group and in the Millionaire Car Salesman Club on Clubhouse, hosts Sean V. Bradley, CSP and L.A. Williams welcomes Danny Zaslavsky- Managing Partner and General Manager at Country Hill Motors, Joe Kalitz- Director of Operations at Dealer Synergy, and Tim Cox- Sr Vice President of Sales at CarNow.
3 Key Used Car Sales Takeaways
- At Country Hill Motors, they perform VIN specific targeted advertising through AdCue. This merges and connects consumers with behaviors with a vehicle type or class and a price range. When Country Hill Motors’ inventory matches a specific consumer’s need, ad spend is used to advertise to just that customer or group of customers.
- Multi-channel communication is vital to generating high quality used car leads. You have to meet the customer where they are instead of waiting for them to come where you are.
- The panel shares best practices and word tracks for used car leads, especially when you do not have the exact vehicle in stock. One of the best ways to handle this is to ask questions and to have a used car locate process.
Learn More About the Speakers
Sean V Bradley | L.A. Williams | Danny Zaslavsky | Joe Kalitz | Tim Cox
Resources
Dealer Synergy: The Automotive Industry’s #1 Training, Consulting, & Accountability Firm
Bradley On Demand: The #1 Automotive Sales, BDC, CRM & Management Training System
Millionaire Car Salesman Facebook Group: The #1 Automotive Sales Industry Community On Facebook
Millionaire Car Salesman Podcast: The #1 Resource for Automotive Sales Professionals, Managers, and Owners
The Against All Odds Radio Show: The Against All Odds Radio Show focuses on money, success, wealth, prosperity, marriage, parenthood, work life balance, happiness, and so much more with guests that have started from the bottom, and against all odds, rose to the top.
Against All Odds Radio Show Guests & Listeners Facebook Group: The Against All Odds Radio Show Facebook Group is for listeners and guests of the hit national broadcast radio show.
Clubhouse: The Automotive Industry Is All Over Clubhouse, Are You?
Millionaire Car Salesman Club: The Millionaire Car Salesman is now on Clubhouse
Win the Game of Googleopoly: Unlocking the Secret Strategy of Search Engines by Sean V. Bradley: Rank higher in search results with this guide to SEO and content building supremacy
Country Hill Motors: Country Hill Motors is proud to be your leading used car dealership that supplies the best in quality used cars, including used SUVs and used Fords.
The Millionaire Car Salesman Podcast is Proudly Sponsored By:
VinCue: Built by dealers for dealers, visit VinCue.com today to learn how their All-In-One Digital Platform can help your Dealership!
AutoWeb: Visit AutoWeb.com/dealers for help in revolutionizing your business to help you sell more cars.
Dealer eProcess: Specializing in responsive websites, DealereProcess.com is the auto industry’s leading custom website provider.
CarNow: Sell more cars now by visiting CarNow.com. The market leader in tailored digital solutions built to help dealers sell more cars.
Millionaire Car Salesman: Car Salesperson Sells Over 56 Units and Makes $40,000 in One Month
Millionaire Car Salesman Full Episode Blog: Car Salesperson Sells Over 56 Units and Makes $40,000 in One Month
3 Key Automotive Sales Takeaways
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Creating an environment and culture filled with positivity, energy, and excitement can and will help a sales team sell more cars. This is the culture at Buick GMC Cadillac of Fort Walton Beach, where each individual sales associate sells, on average, six times more cars than the average automotive sales associate in the United States.
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The service drive is essential to every automotive salesman. Jared Johnston says that you should not try to sell out of the service drive, you should make an offer or make a suggestion in the service drive. “Sometimes you don’t ask the wrong question, you ask the wrong way”’
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The reason why most sales associates are average is because they only focus on two or three ways to sell a car. There are eight ways to sell a vehicle, and to sell more cars, more often, more profitably, sales associates need to utilize all eight ways.
Learn More About the Speakers
Sean V Bradley | L.A. Williams | Trey Hill | Jared Johnston
Resources
Millionaire Car Salesman Podcast: The #1 Resource for Automotive Sales Professionals, Managers, and Owners
Dealer Synergy: The Automotive Industry’s #1 Training, Consulting, & Accountability Firm
Bradley On Demand: The #1 Automotive Sales, BDC, CRM & Management Training System
Millionaire Car Salesman Facebook Group: The #1 Automotive Sales Industry Community On Facebook
Buick GMC Fort Walton Beach: Buick GMC Ft. Walton is a certified Buick GMC dealer serving drivers throughout Ft. Walton, Pensacola, Destin and the surrounding areas.
Cadillac Fort Walton Beach: Cadillac Ft. Walton is a certified Cadillac dealer serving drivers throughout Ft. Walton, Pensacola, Destin and the surrounding areas.
Buick GMC Cadillac Fort Walton Beach: Buick GMC Cadillac Fort Walton Beach serves the Ft. Walton, Pensacola, Destin, and surrounding areas.
The Millionaire Car Salesman Podcast is Proudly Sponsored By:
VinCue: Built by dealers for dealers, visit VinCue.com today to learn how their All-In-One Digital Platform can help your Dealership!
AutoWeb: Visit AutoWeb.com/dealers for help in revolutionizing your business to help you sell more cars.
Dealer eProcess: Specializing in responsive websites, DealereProcess.com is the auto industry’s leading custom website provider.
Internet Brands: Visit InternetBrands.com to learn how they connect auto dealers with qualified, in-market car buyers.
CarNow: Sell more cars now by visiting CarNow.com. The market leader in tailored digital solutions built to help dealers sell more cars.
Millionaire Car Salesman: How to Hold More Gross Profit through Time Maximization, Lead Generation, & Special Finance with Vicky Cooper
3 Key Automotive Sales Takeaways
- Time Maximization / Organization is the most versatile philosophy able to be used in every profession and personal life. Knowing which tasks to tackle and prioritize first-hand is the key to mastering any career, especially in the automotive sales industries.
- Motivation is one of the keys to sell more cars and make more money selling cars. When looking for more effort and better results from your staff: the easiest way to motivate the team is to show some green - and as an Automotive Sales Professional, you have the opportunity to multiply your money and, most importantly, have different sources of obtaining that money.
- Special finance and subprime deals are very rewarding. Special Finance customers are misunderstood and never listened to yet they are the most loyal customer base an automotive professional and dealership can obtain. More importantly, automotive sales associates typically make higher commissions on special finance customers. With this in mind, dealerships and sales representatives need to have an actual strategy and process to gather those clients.
Learn More About the Speakers
Sean V Bradley | L.A. Williams | Vicky Cooper
Resources
Millionaire Car Salesman Podcast: The #1 Resource for Automotive Sales Professionals, Managers, and Owners
Dealer Synergy: The Automotive Industry’s #1 Training, Consulting, & Accountability Firm
Bradley On Demand: The #1 Automotive Sales, BDC, CRM & Management Training System
Millionaire Car Salesman Facebook Group: The #1 Automotive Sales Industry Community On Facebook
The Millionaire Car Salesman Podcast is Proudly Sponsored By:
VinCue: Built by dealers for dealers, visit VinCue.com today to learn how their All-In-One Digital Platform can help your Dealership!
AutoWeb: Visit AutoWeb.com/dealers for help in revolutionizing your business to help you sell more cars.
Dealer eProcess: Specializing in responsive websites, DealereProcess.com is the auto industry’s leading custom website provider.
Internet Brands: Visit InternetBrands.com to learn how they connect auto dealers with qualified, in-market car buyers.
CarNow: Sell more cars now by visiting CarNow.com. The market leader in tailored digital solutions built to help dealers sell more cars.
Millionaire Car Salesman: Secrets From An Automotive Sales Trainer That SOLD 102 Units On The Sales Floor In One Month!
3 Key Automotive Sales Takeaways:
- Effectively communicating will help you sell more cars. It isn’t just communicating with customers, but how to communicate with people in general. This is the foundation of Damian’s philosophy and the key concept behind his massive training success.
- Your environment is crucial to your success, and you have to surround yourself with the right people. The better the people you surround yourself with in your personal life, the better the people you surround yourself with at work, and the better the people you are in competition with will make you better at selling cars and make you more money.
- Always be a student of your craft! In order to become the best automotive sales associate, you need to “Always be asking questions and never being happy with where you are... Every high achiever wants more but how do we get more? It’s looking at yourself first, it involves personal development. It’s figuring out what your own recipe or magic is to get to the next level.”
Learn More About the Speakers:
Sean V Bradley | L.A. Williams | Damian Boudreaux | Kalina Bradley
Resources:
Millionaire Car Salesman Podcast: The #1 Resource for Automotive Sales Professionals, Managers, and Owners
Dealer Synergy: The Automotive Industry’s #1 Training, Consulting, & Accountability Firm
Bradley On Demand: The #1 Automotive Sales, BDC, CRM & Management Training System
Millionaire Car Salesman Facebook Group: The #1 Automotive Sales Industry Community On Facebook
Keep it Simple Selling: The Comprehensive Auto Sales Training Manual
How to Sell 100 Cars a Month: Can anyone sell 100 cars a month? Yes, and you can too!
KGotYouCovered: Kalina Bradley - Automotive Sales Professional at RK Auto Group
The Millionaire Car Salesman Podcast is Proudly Sponsored By:
VinCue: Built by dealers for dealers, visit VinCue.com today to learn how their All-In-One Digital Platform can help your Dealership!
AutoWeb: Visit AutoWeb.com/dealers for help in revolutionizing your business to help you sell more cars.
Dealer eProcess: Specializing in responsive websites, DealereProcess.com is the auto industry’s leading custom website provider.
Internet Brands: Visit InternetBrands.com to learn how they connect auto dealers with qualified, in-market car buyers.
CarNow: Sell more cars now by visiting CarNow.com. The market leader in tailored digital solutions built to help dealers sell more cars.
Welcome to Season 3, Episode 29 of the Millionaire Car Salesman Podcast!
On this episode of the Millionaire Car Salesman Podcast, Host Sean V. Bradley, CSP, and Co-Host, L.A. Williams, strategize with the Internet Director of the #1 Platinum Mitsubishi Dealership in AMERICA - Jason Koons! Follow along as Jason lays out the road map to his dealership’s success, along with a detailed case study that shows exactly how he had a 530% lead conversion increase by using Autoweb leads, Dealer Synergy’s CRM processes, and how Jason went from selling 25 units a month out of his internet department to 135 units a month - a 440% volume increase!
Autoweb has been a publicly-traded company for 26 years, Beth Bartlett - Regional Sales Director for the organization and Chairman of Mitsubishi, expands on numbers and statistics… and how they hold PROOF and the TRUTH. Beth not only wants to highlight the dealerships that backup their data, but additionally wants to see hardline results and continued progress/conversions to push and EXCEED your organization’s goals.
Don’t miss this ‘Industry Insider Episode’ filled with tactics, tips, and FACTS to help YOU reach the same levels of success as Sean V. Bradley, Jason Koons, and Beth Bartlett.
#AutoSales #AutomotiveIndustry #DigitalMarketing #Marketing #AutomotiveSales #CarSales #MillionaireCarSalesman #Podcast #OrangeTie #DealerSynergy #BradleyOnDemand #BlindPhoneMaster #InternetSales #IncreaseProfit #DigitalRetailing #SocialMedia #CRM #BDC #Mitsubishi #NumberOneDealership #IncreasedSales #LeadConversion #Autoweb #InternetSalesDepartment #PlatinumMitsubishi
For More Free Resources and Knowledge:
Dealer Synergy | The Automotive Industry's #1 Training, Consulting & Accountability Firm
Check Out The Automotive Industry's #1 Virtual Training, Tracking, Certification Platform
Join the Millionaire Car Salesman Facebook Group - TODAY!
The Millionaire Car Salesman Podcast Is Proudly Sponsored By:
VinCue
Autoweb
DealerEProcess
Internet Brands
CarNow
Please visit any of these AMAZING Sponsors and transform YOUR dealership to a whole new level in 2021!
Welcome to Season 3, Episode 28 of the Millionaire Car Salesman Podcast!
This episode of The Millionaire Car Salesman Podcast is a can’t miss! Join Webinar Panel Moderator Sean V. Bradley, CSP and his guests Danny Zalas he simultaneously broadcasts LIVE across Facebook to +18k Automotive Dealers/Professionals, Youtube to +15,000 subscribers, and the New EXCLUSIVE App, no one can get enough of - ClubHouse!
Sean V. Bradley welcomes his esteemed Panel: Danny Zaslavsky - Dealer Principal of Country Hill Motors in Kansas City, Internet Sales 20 Group Speaker, and Cover Star of Digital Dealer Magazine AND Nationally Recognized and profoundly successful Dealer Principal of Bob Ruth Ford, Rob Ruth.
The Car business is changing, and changing fast. This means new challenges... and new opportunities. Tune in for tips and strategies to confront one of the largest, cutting-edge dilemmas in the Auto Industry today, and why you need to STOP paying vendors to advertise your competitors! Listen in as Sean, Danny and Rob speak on how the Automotive Industry is being challenged by the continuing development of software, and the manipulation of data. Consumers are being told, and sold, on the idea that the ‘online car shopping’ experience is TOO easy, and it’s simply not true.
The Main Problem: dealers are paying money to vendors to bring in customers, yet they advertise to other dealerships in the surrounding area… YOUR COMPETITORS. Do NOT MISS this episode as the panel breaks down the problem and provides inside solutions and proactive approaches as they help you: Find out why you need to ‘Stop Paying Vendors to Advertise Your Competitors’!
#AutoSales#AutomotiveIndustry #DigitalMarketing #Marketing #AutomotiveSales #CarSales #TopTenVendor #MillionaireCarSalesman #Podcast #OrangeTie #DealerSynergy #BradleyOnDemand #BlindPhoneMaster #InternetSales #IncreaseProfit #DigitalRetail #DigitalRetailing #SocialMedia #Vendors #DealershipLife #VinCue #BobRuth #CountryHillMotors #Facebook #ClubHouse #Youtube
For More Free Resources and Knowledge:
Dealer Synergy | The Automotive Industry's #1 Training, Consulting & Accountability Firm
Check Out The Automotive Industry's #1 Virtual Training, Tracking, Certification Platform
Join the Millionaire Car Salesman Facebook Group - TODAY!
The Millionaire Car Salesman Podcast is Sponsored by:
VinCue
Autoweb
DealerEProcess
Internet Brands
CarNow
Please visit any of these AMAZING Sponsors and transform YOUR dealership to a whole new level in 2021!
Welcome to Season 3, Episode 27 of the Millionaire Car Salesman Podcast!
If you're not keeping the money you make, then how can you possibly grow your business?
The Millionaire Car Salesman, Sean V. Bradley, CSP & Co-Host L.A. Williams, are excited to welcome Founder AND Lead Consultant of Better Vantage Point, Tom Kline, to the show as they talk about Tom’s family history in the Automotive Industry and Automotive Tips/Rules that built Tom’s passion. He wasn’t necessarily interested in making the money, it was all about KEEPING THE MONEY! Listen as Tom goes into detail about the importance of Customer Relations, Internet Sales, SEO, and cutting-edge strategies to keep you and your dealership one step AHEAD of the competition.
Tom Kline has been immersed in the Automotive Industry for close to 20 YEARS and came from an Automotive grounded family... car business is in his DNA! Tom’s held every position in the industry you can think of - Showroom Sales, Door-to-Door Sales, Office Management, and EVEN Body Shop/Service Work. However, what’s especially interesting is - Tom was NEVER the consistent “Top Salesperson”, and found his passion in other areas of the business. Listen in as Tom describes his eye-opening experience as a high-level Controller, and explains the ‘Automotive Industry Hurdle’: being passionate about the Automotive Industry... and NEVER realizing the other opportunities BESIDES sales.
Tune in to find out why saying “I’m sorry” could be the worst possible customer service idea ever ‘invented’!
#AutoSales#AutomotiveIndustry #DigitalMarketing #Marketing #AutomotiveSales #CarSales #TopTenVendor #MillionaireCarSalesman #Podcast #OrangeTie #DealerSynergy #BradleyOnDemand #BlindPhoneMaster #DealereProcess #InternetSales #IncreaseProfit #DigitalRetail #DigitalRetailing #SocialMedia #Websites #SEO #Controller #KeepingMoney #TomKline #BetterVantagePoint
For More Free Resources and Knowledge:
Dealer Synergy | The Automotive Industry's #1 Training, Consulting & Accountability Firm
Check Out The Automotive Industry's #1 Virtual Training, Tracking, Certification Platform
Join the Millionaire Car Salesman Facebook Group - TODAY!
The Millionaire Car Salesman Podcast is Sponsored by:
VinCue
Autoweb
DealerEProcess
Internet Brands
Please visit any of these AMAZING Sponsors and transform YOUR dealership to a whole new level in 2021!
Welcome to Season 3, Episode 26 of the Millionaire Car Salesman Podcast!
The Millionaire Car Salesman, Sean V. Bradley, CSP & Co-Host L.A. Williams, strategize with the Chief Sales Officer of Dealer eProcess - Gino Cipperoni. Not only is Dealer eProcess Premier Partners with GOOGLE; they are the #1 Website and Marketing Platform with the HIGHEST converting rate in the Automotive Industry! Dealer eProcess currently works alongside OEM/Manufacturers like: KIA, BMW, Acura, Lexus, Toyota, Honda, Nissan, Mazda, and General Motors, to name a few.
Right out of grad school, Gino found a career at Dealer eProcess creating/managing Google Campaigns for dealership clients, and came to the realization - if your organization’s website is NOT on the first page of Google… you are INVISIBLE to your customers, they will turn and run to your competitors! Gino reinvents the meaning of “Digital Retailing” and spitfires key strategies and ideas that EVERY dealership needs to know and learn in order to survive and thrive in 2021.
LESS THAN 4% of consumers look past the 1st page of a Google search - which page would your customers find YOU on?
#AutoSales#AutomotiveIndustry #DigitalMarketing #Marketing #AutomotiveSales #CarSales #TopTenVendor #MillionaireCarSalesman #Podcast #OrangeTie #DealerSynergy #BradleyOnDemand #BlindPhoneMaster #DealereProcess #InternetSales #IncreaseProfit #DigitalRetail #DigitalRetailing #SocialMedia #Websites
For More Free Resources and Knowledge:
Dealer Synergy | The Automotive Industry's #1 Training, Consulting & Accountability Firm
Check Out The Automotive Industry's #1 Virtual Training, Tracking, Certification Platform
Join the Millionaire Car Salesman Facebook Group - TODAY!
The Millionaire Car Salesman Podcast is Sponsored by:
VinCue
Autoweb
DealerEProcess
Internet Brands
Please visit any of these AMAZING Sponsors and transform YOUR dealership to a whole new level in 2021!
Welcome to Season 3, Episode 25 of the Millionaire Car Salesman Podcast!
This week, The Millionaire Car Salesman, Sean V. Bradley, CSP & Co-Host, L.A. Williams speaks with the Vice President of AutoWeb, Cory Nacke, and 10-Year Senior Sales Specialist Beth Bartlett. Formally known as AutoBytel, AutoWeb is the pioneer of Internet Sales and started the culture that is “Online Car Shopping” - back in 1995! AutoWeb is STILL the industry’s leader in automotive education, and now acts as a “Dealership Matchmaker” - matching actual car BUYERS with AutoWeb’s Dealership Partners to drive ONLY highly qualified traffic through hundreds of dealership doors to guarantee increased car sales with LESS ad spend!
AutoWeb Executives, Cory Nacke and Beth Bartlett, break down the key strategies used in making their dealership partners INCREASE profit - by having a unique sales strategy and consistently implementing it. AutoWeb is genuine, and CARES about their clients by going above and beyond to find the most viable leads in the area to turn the quickest and “heaviest” gross profit.
OVER 50% of dealers make the same ignorant mistake with their lead source provider which causes thousands of dollars to be wasted, which side of the statistic does YOUR dealership fall on?
#AutoSales#AutomotiveIndustry #Marketing #AutomotiveSales #CarSales #TopTenVendor #MillionaireCarSalesman #Podcast #OrangeTie #DealerSynergy #BradleyOnDemand #BlindPhoneMaster #AutoWeb #InternetSales #IncreaseProfit #SocialMedia #Websites #Leads #3rdPartyLeads #LeadGeneration
For More Free Resources and Knowledge:
Dealer Synergy | The Automotive Industry's #1 Training, Consulting & Accountability Firm
Check Out The Automotive Industry's #1 Virtual Training, Tracking, Certification Platform
Join the Millionaire Car Salesman Facebook Group - TODAY!
The Millionaire Car Salesman Podcast is Sponsored by:
VinCue
Autoweb
DealerEProcess
Internet Brands
Please visit any of these AMAZING Sponsors and transform YOUR dealership to a whole new level in 2021!
Welcome to Season 3, Episode 24 of the Millionaire Car Salesman Podcast!
The Millionaire Car Salesman, Sean V. Bradley, CSP & Co-Host L.A. Williams, interviews Morgan Brittany, an astounding Automotive Showroom Sales Professional at the Jim Koons Automotive Group - a THREE BILLION Dollar Automotive Empire. Morgan expands on her groundbreaking accomplishments: selling 46 car sales in ONE MONTH and consistently averaging 6-7 units PER Saturday by never “watching the lot”. Morgan shares how she REFUSES to “give” cars away by maintaining GROSS profit and fully embracing the Automotive Industry Life Style.
Four years ago, Morgan was employed at a small bakery earning $2,700 per month, fast-forward to 2021, Morgan is DOMINATING the showroom floor, and now earning $29,000 EACH MONTH! Part of Morgan’s success is following a consistent routine, proactively planning/strategizing the day ahead, and creating organic/unique sales opportunities, by earning Client Referrals, spending 9 Hours DAILY in her CRM, and most importantly, WORKING her Service Drive! Episode 24 is the roadmap to showroom sales success that EVERY Automotive Professional needs to tune into to get to that NEXT LEVEL!
#AutoSales #AutomotiveSales #AutomotiveIndustry #Marketing #Million #CarSales #MillionaireCarSalesman #Podcast #OrangeTie #DealerSynergy #BradleyOnDemand #BlindPhoneMaster #Leadership #Management #IncreaseProfit #Sales #GrossProfit #CRM #Service #ServiceDrive #Referrals #ShowroomSales #ShowroomSalesExpert
For More Free Resources and Knowledge:
Dealer Synergy | The Automotive Industry's #1 Training, Consulting & Accountability Firm
Check Out The #1 Virtual Training Platform for Automotive Professionals
Join the Millionaire Car Salesman Facebook Group
The Millionaire Car Salesman Podcast is Sponsored by:
VinCue
Autoweb
DealerEProcess
Internet Brands
Please visit any of these AMAZING Sponsors and transform your dealership to a whole new level in 2021!
Welcome to Season 3, Episode 23 of the Millionaire Car Salesman Podcast!
The Millionaire Car Salesman, Sean V. Bradley, CSP & Co-Host L.A. Williams, discusses with Roy Davila, Awarded/Ranked #8 Domestic Manager for the Lithia Automotive Group - a 52-Billion Dollar Organization. Roy gives an in-depth analysis of how HOLDING units on the lot can equal to INCREASED profit by +$5,200, the vital importance of “sharpening your sword”, and daily hurdles of managing a 10-FIGURE automotive group!
Roy Davila’s Dealer Group is currently ranked #3 in the WORLD! He is an expert in management and leadership, and shares his experiences within those roles - Internet Sales/BDC Director, Finance Director/Manager, New and Used Car Manager/Director, and GM. Roy speaks on how to properly lead an executive sales team by example and never straying-away from PROCESSES! From mindset to negotiating, and closing to proper greeting, this is an information-packed episode you WON’T want to miss!
#AutoSales #AutomotiveTechnology #AutomotiveIndustry #Marketing #DigitalMarketing #RoyDavila #Lithia #LithiaMotors #Billion #Million #CarSales #MillionaireCarSalesman #Podcast #OrangeTie #DealerSynergy #BradleyOnDemand #BlindPhoneMaster #Leadership #Management #VehicleBuyingCenter #UsedCars #GrossProfit #IncreaseProfit #SalesProcess
For More Free Resources and Knowledge:
Dealer Synergy | The Automotive Industry's #1 Training, Consulting & Accountability Firm
Check Out The #1 Virtual Training Platform for Automotive Professionals
Join the Millionaire Car Salesman Facebook Group
The Millionaire Car Salesman Podcast is Sponsored by:
VinCue
Autoweb
DealerEProcess
Internet Brands
Please visit any of these AMAZING Sponsors and transform your dealership to a whole new level in 2021!
Welcome to Season 3, Episode 22 of the Millionaire Car Salesman Podcast! This week, The Millionaire Car Salesman, Sean V. Bradley, CSP & Co-Host, L.A. Williams sat down with Danny Zaslavsky, Dealer Principal at Country Hill Motors, on how he takes buying cars from the public to the NEXT LEVEL! Danny was immersed into the dealership life since he was 14-years-old and has broadened the opportunities of increasing gross profit, eliminating frustrating dealer trade fees, and giving the consumer a never-seen-before car selling experience.
Danny Zaslavsky found the solution to paying customers exactly and/or more than what their vehicle is worth, while keeping profit! VinCue is the Automotive Industry’s swiss army knife. It’s a transformative tool that takes away the anticipation of hoping your customers see your ads first, and brings them into the dealership! Danny expands on his philosophies of “never selling/dropping price over fear” and how he turned his dealership into A Vehicle Buying Center - increasing +$1,200 Gross Profit PER unit by BUYING cars off the street!
#AutoSales #AutomotiveTechnology #AutomotiveIndustry #Marketing #DigitalMarketing #AutomotiveSales #CarSales #TopTenVendor #MillionaireCarSalesman #Podcast #OrangeTie #DealerSynergy #BradleyOnDemand #BlindPhoneMaster #VinCue #VehicleBuyingCenter #UsedCars #GrossProfit #IncreaseProfit #AdCue #SocialMedia #Websites #FacebookAds
For More Free Resources and Knowledge:
Dealer Synergy | The Automotive Industry's #1 Training, Consulting & Accountability Firm
Check Out The #1 Virtual Training Platform for Automotive Professionals
Join the Millionaire Car Salesman Facebook Group
The Millionaire Car Salesman Podcast is Sponsored by:
VinCue
Autoweb
DealerEProcess
Internet Brands
Please visit any of these AMAZING Sponsors and transform your dealership to a whole new level in 2021!
Welcome to Season 3, Episode 21 of the Millionaire Car Salesman Podcast!
This week the Millionaire Car Salesman, Sean V. Bradley, CSP & L.A. Williams sat down with Todd Dearborn, Senior VP of Internet Brands. Todd Explains how the Special Finance industry has changed and revitalized the Automotive Industry since the pandemic. He shares how dealerships are making up to and in some cases over $5,000 a copy. Yes, that is NOT a typo, $5,000 a copy. Todd explains in detail how technology has changed with regards to Federal Laws, Credit Scoring, Social Media Leads and how Internet Brands has is leading the way by utilizing this technology. This is one episode that you don’t want to miss!
#AutoSales #AutomotiveTechnology #AutomotiveIndustry #Marketing #DigitalMarketing #AutomotiveSales #CarSales #TopTen #PersonalDevelopment #MillionaireCarSalesman #Podcast #OrangeTie #DealerSynergy #BradleyOnDemand #BlindPhoneMaster #Special Finance #Leads
For More Free Resources and Knowledge:
Dealer Synergy | The Automotive Industry's #1 Training, Consulting & Accountability Firm
Check Out The #1 Virtual Training Platform for Automotive Professionals
Join the Millionaire Car Salesman Facebook Group
The Millionaire Car Salesman Podcast is Sponsored by:
VinCue
Autoweb
DealerEProcess
Internet Brands
Please visit any of these AMAZING Sponsors and transform your dealership to a whole new level in 2021!
Welcome to Season 3, Episode 20 of the Millionaire Car Salesman Podcast!
Happy New Year!! This week the Millionaire Car Salesman himself, Sean V. Bradley & L.A. Williams - run down their Top 10 Automotive Partners that All Dealers Need and Should be using for success in 2021. Sean & LA explain why each of these vendors are “VITAL” to use this year and how they are changing this industry and most importantly how this industry is changing around us.
#AutoSales #AutomotiveTechnology #AutomotiveIndustry #Marketing #DigitalMarketing #AutomotiveSales #CarSales #TopTen #PersonalDevelopment #MillionaireCarSalesman #Podcast #OrangeTie #DealerSynergy #BradleyOnDemand #BlindPhoneMaster
For More Free Resources and Knowledge:
Dealer Synergy | The Automotive Industry's #1 Training, Consulting & Accountability Firm
Check Out The #1 Virtual Training Platform for Automotive Professionals
Join the Millionaire Car Salesman Facebook Group
The Millionaire Car Salesman Podcast is Sponsored by:
VinCue
Autoweb
DealerEProcess
Internet Brands
Please visit any of these AMAZING Sponsors and transform your dealership to a whole new level in 2021!
Welcome to Season 3, Episode 19 of the Millionaire Car Salesman Podcast! This week the Millionaire Car Salesman himself, Sean V. Bradley & L.A. Williams - Discusses with the newest member of the Bradley Family to join the Automotive Industry, 19 yr old Kalina Bradley how to succeed as a fresh new salesperson in 2021. Sean takes his 22 years experience and teaches her starting with the basics, what tools and information to utilize and memorize and what not to forget. Sean also teaches and discusses with everyone how OEM Training is also Vital in this situation.
#AutoSales #AutomotiveIndustry #Marketing #DigitalMarketing #AutomotiveSales #CarSales #PersonalDevelopment #MillionaireCarSalesman #Podcast #OrangeTie #DealerSynergy #BradleyOnDemand #BlindPhoneMaster #NewSalesperson #OEM #Training
For More Free Resources and Knowledge:
Dealer Synergy | The Automotive Industry's #1 Training, Consulting & Accountability Firm
Check Out The #1 Virtual Training Platform for Automotive Professionals
Join the Millionaire Car Salesman Facebook Group
Welcome to Season 3, Episode 18 of the Millionaire Car Salesman Podcast!
This week the Millionaire Car Salesman himself, Sean V. Bradley & L.A. Williams Discuss having that plan for 2021 and Discuss in Depth How to Sell at Least 30+ Cars Every Month in 2021!.
They explain exactly how you can Project, Forecast and Actually Sell OVER 30+ units per month, every month in 2021. Sean and LA break down, step by step how to diversify where and how you sell cars.
#AutoSales #AutomotiveIndustry #Marketing #DigitalMarketing #AutomotiveSales #CarSales #PersonalDevelopment #MillionaireCarSalesman #Podcast #OrangeTie #DealerSynergy #BradleyOnDemand #BlindPhoneMaster
For More Free Resources and Knowledge:
Dealer Synergy | The Automotive Industry's #1 Training, Consulting & Accountability Firm
Check Out The #1 Virtual Training Platform for Automotive Professionals
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Welcome to Season 3, Episode 17 of the Millionaire Car Salesman Podcast! This week the Millionaire Car Salesman himself, Sean V. Bradley & L.A. Williams explain how At the end of the year it is crucial to review all your processes and make sure you don't leave ANY cash on the table! Sean & L.A. explain in detail some of the most successful key points that have worked for them, pass this knowledge on to you, giving you examples of how they and their clients WIN!.
#AutoSales #AutomotiveIndustry #Marketing #DigitalMarketing #AutomotiveSales #CarSales #PersonalDevelopment #MillionaireCarSalesman #Podcast #OrangeTie #DealerSynergy #BradleyOnDemand #BlindPhoneMaster #BDC
For More Free Resources and Knowledge:
Dealer Synergy | The Automotive Industry's #1 Training, Consulting & Accountability Firm
Check Out The #1 Virtual Training Platform for Automotive Professionals
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Title: Ep 3:16 End of the Year: Holiday Steps to Success
Welcome to Season 3, Episode 16 of the Millionaire Car Salesman Podcast! This week, Jason Caliri & L.A. Williams explain how having a plan is crucial to being successful at the end of the year and in Planning next year! Jason explains in detail some of the most successful key campaigns that have worked for him & passes this knowledge on to you.
In addition to this episode of the Podcast, you can click here to see a written plan of this tactic with some examples that you can utilize!
Read the Plan Here!
#AutoSales #AutomotiveIndustry #Marketing #DigitalMarketing #AutomotiveMarketing #CarSales #PersonalDevelopment #MillionaireCarSalesman #Podcast #OrangeTie #DealerSynergy #BradleyOnDemand #BlindPhoneMaster
For More Free Resources and Knowledge:
Dealer Synergy | The Automotive Industry's #1 Training, Consulting & Accountability Firm
Check Out The #1 Virtual Training Platform for Automotive Professionals
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Welcome to Season 3, Episode 15 of the Millionaire Car Salesman Podcast! This week, Allison of the Gary Lang Automotive Group in McHenry, IL & explains how she answered a Job Posting Online and in less than a year Sold 63 units!
Allison and Sean explain how the Dealer Synergy process and training are one of the reasons she was able to crush her goals and departments goals. Allison explains how weekly role-playing with Young Jedi & the Blind Phone Master also is a main factor to her Success.
During this episode experience the difference when Sean puts Allison “On the Spot” and has her Roleplay LIVE with Malik and himself. Listen to her approach and you will see how she is a Superstar in the making! Training is Key!!!
#AutoSales #AutomotiveIndustry #Marketing #DigitalMarketing #AutomotiveMarketing #CarSales #PersonalDevelopment #MillionaireCarSalesman #Podcast #OrangeTie #DealerSynergy #BradleyOnDemand #GeneralMotors #BDC #Roleplaying #BlindPhoneMaster #YoungJedi #HybridDealership #InternetSales
For More Free Resources and Knowledge:
Dealer Synergy | The Automotive Industry's #1 Training, Consulting & Accountability Firm
Check Out The #1 Virtual Training Platform for Automotive Professionals
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Welcome to Season 3, Episode 14 of the Millionaire Car Salesman Podcast! This week, Carmela Carullo of Raceway KIA of Freehold, NJ & explains how her department sold 156 Units in one month during the Pandemic with 6 reps and how she rose to the top of the industry.
Immersing herself and challenging herself in the Internet Director training and continuously working and striving towards excellence, Carmela explains what it takes to become successful and how to receive that support needed and shows how she took the position into her own hands!
#AutoSales #AutomotiveIndustry #Marketing #DigitalMarketing #AutomotiveMarketing #CarSales #PersonalDevelopment #MillionaireCarSalesman #Podcast #OrangeTie #DealerSynergy #BradleyOnDemand #KIA #InternetSalesDirector
Books Recommended during this Episode:
Rich Dad Poor Dad
Richest Man in Babylon
For More Free Resources and Knowledge:
Dealer Synergy | The Automotive Industry's #1 Training, Consulting & Accountability Firm
Check Out The #1 Virtual Training Platform for Automotive Professionals
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Welcome to Season 3, Episode 13 of the Millionaire Car Salesman Podcast! This week, Jake Meiners of Peltier KIA of Tyler, Texas, explains how not only did he sell 43 Units in one month during a Pandemic, but what Tool gave him a way to “Blaze” the trail for others like himself in the industry.
Starting less than 2 years ago as a Porter & Detail Department employee, Jake wanted to Make More, Be More & Achieve More! Gradually, after learning his trade and finding himself along the way. At 23 years old, Jake along with Sean take you on a journey of how to manage not only yourself, but start to manage your future!
#AutoSales #AutomotiveIndustry #Marketing #DigitalMarketing #AutomotiveMarketing #CarSales #PersonalDevelopment #MillionaireCarSalesman #Podcast #OrangeTie #DealerSynergy #BradleyOnDemand #KIA
Books Recommended during this Episode:
Rich Dad Poor Dad
Richest Man in Babylon
For More Free Resources and Knowledge:
Dealer Synergy | The Automotive Industry's #1 Training, Consulting & Accountability Firm
Check Out The #1 Virtual Training Platform for Automotive Professionals
Join the Millionaire Car Salesman Facebook Group
Welcome to Season 3, Episode 12 of the Millionaire Car Salesman Podcast! This week, Crystal DiSanto of Summit Toyota explains how they give back to the community but also, ensure their families have that Work/Life Balance!
While managing the BDC Department at Summit Toyota, Coordinating the Dealership’s Community Events and personally organizing her and her husband’s involvement (Psst….He’s the GM of the Store!) in the PTA, Gym, Crossfit Location & Theater truly makes them stand out! They understand that Supporting their community is more than just writing a check! It’s driving those vehicles in the parade, working the Sports Booster Booth personally PLUS Giving examples of that Work-Life Balance that we all strive for! Then, Sean and Crystal discuss the importance of having the correct setup in the department for success and show everything how that formula produced RESULTS!
#AutoSales #AutomotiveIndustry #Marketing #DigitalMarketing #AutomotiveMarketing #CarSales #PersonalDevelopment #MillionaireCarSalesman #Podcast #OrangeTie #DealerSynergy #BradleyOnDemand #Toyota #WorkLifeBalance #Toyota #GivingBack #HBYC #HelpBecauseYouCan
Books Recommended during this Episode:
Win the Game of Googleopoly
For More Free Resources and Knowledge:
Dealer Synergy | The Automotive Industry's #1 Training, Consulting & Accountability Firm
Check Out The #1 Virtual Training Platform for Automotive Professionals
Join the Millionaire Car Salesman Facebook Group
Welcome to Season 3, Episode 11 of the Millionaire Car Salesman Podcast! This week, Riley Akers of Team Toyota in Indiana explains how he sold 70 Units in 2 months during the middle of the Pandemic and made $34,000 in Personal Income!
With a family member in the Automotive Industry and after receiving a Degree in Marketing makes his entrance into the dealership life. Riley discusses what his strengths and weaknesses are, how he overcomes and perseveres, and shares with Sean how he tackles challenges daily.
#AutoSales #AutomotiveIndustry #Marketing #DigitalMarketing #AutomotiveMarketing #CarSales #PersonalDevelopment #MillionaireCarSalesman #Podcast #OrangeTie #DealerSynergy #BradleyOnDemand #Toyota
Books Recommended during this Episode:
Win the Game of Googleopoly
For More Free Resources and Knowledge:
Dealer Synergy | The Automotive Industry's #1 Training, Consulting & Accountability Firm
Check Out The #1 Virtual Training Platform for Automotive Professionals
Join the Millionaire Car Salesman Facebook Group
Welcome to Season 3, Episode 10 of the Millionaire Car Salesman Podcast! This week, Justin Nischan of Allentown Kia explains how he sells 120+ through the internet department while grossing $4300 per COPY!
New Reps, New Pay Plans, New Expectations set his Internet Department up for MEGA Success! Justin explains his formula and tells us how he achieved the unbelievable numbers that he does!
#AutoSales #AutomotiveIndustry #Marketing #DigitalMarketing #AutomotiveMarketing #CarSales #PersonalDevelopment #MillionaireCarSalesman #Podcast #BlindPhoneMaster #OrangeTie #DealerSynergy #BradleyOnDemand
Books Recommended during this Episode:
Win the Game of Googleopoly
For More Free Resources and Knowledge:
Dealer Synergy | The Automotive Industry's #1 Training, Consulting & Accountability Firm
Check Out The #1 Virtual Training Platform for Automotive Professionals
Join the Millionaire Car Salesman Facebook Group
Welcome to Season 3, Episode 9 of the Millionaire Car Salesman Podcast! This week, Hip-Hop Legends Papoose and Remy Ma Share Success Secrets on Money, Business & Family!
Starting with his story, Papoose tells us what gave him his drive for success, what it looked like when he found it and even today, how he is striving to exceed his goals! Then, in a surprising move, Grammy Nominated Remy Ma Joined in and offered some Amazing advice on how she is building her empire alongside Papoose and offered a look into her Vision for Success.
#AutoSales #AutomotiveIndustry #Marketing #DigitalMarketing #AutomotiveMarketing #CarSales #PersonalDevelopment #MillionaireCarSalesman #Podcast #BlindPhoneMaster #OrangeTie #DealerSynergy #BradleyOnDemand #LoveandHipHop #VH1 #RemyMa #Papoose
Books Recommended during this Episode:
Win the Game of Googleopoly
The Richest Man in Babylon
For More Free Resources and Knowledge:
Check Out The #1 Virtual Training Platform for Automotive Professionals
Join the Millionaire Car Salesman Facebook Group
Welcome to Season 3, Episode 8 of the Millionaire Car Salesman Podcast! This week, F & I Manager Geoff Carey explains how after being incarcerated for 3 months & Role-Playing with his cellmate, he came home and made $200,000 per year in the Finance Department! Join L.A. Williams, Sean V. Bradley & Geoff Carey as he explains how he did it and the word tracks and processes that he used for success in the Automotive Industry.
#FinanceDepartment #FinanceManager #AutoSales #AutomotiveIndustry #Marketing #DigitalMarketing #AutomotiveMarketing #Googleopoly #CarSales #PersonalDevelopment #MillionaireCarSalesman #Podcast #BlindPhoneMaster #OrangeTie #DealerSynergy #BradleyOnDemand #InternetDepartment #Prison #SpokaneWashington #prison
For More Free Resources and Knowledge:
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Welcome to Season 3, Episode 7 of the Millionaire Car Salesman Podcast! This week, The #1 Car Salesman of all time - Ali Reda held a Salesperson Roundtable! Join L.A. Williams, Sean V. Bradley, Tianna Mick, Dylan Robinson & Aamir Kapadia as Ali gives them the ingredients to his Secrets to Success!
Ali covers everything from objections, rebuttals, advertising, community support, building rapport & more!
#GuinessBookofRecords #AutoSales #AutomotiveIndustry #Marketing #DigitalMarketing #AutomotiveMarketing #Googleopoly #CarSales #PersonalDevelopment #MillionaireCarSalesman #Podcast #BlindPhoneMaster #OrangeTie #DealerSynergy #BradleyOnDemand #givingback #HelpBecauseYouCan
Books Recommended during this Episode:
Win the Game of Googleopoly: Unlocking the Secret Strategy of Search Engines by Sean V Bradley
Purple Cow, New Edition: Transform Your Business by Being Remarkable by Seth Godin
Jab, Jab, Jab, Right Hook: How to Tell Your Story in a Noisy Social World by Gary Vaynerchuk
Tribes by Seth Godin
Rich Dad Poor Dad: What the Rich Teach Their Kids About Money That the Poor and Middle Class Do Not! by Robert T. Kiyosaki
For More Resources and Knowledge:
Check Out The #1 Virtual Training Platform for Automotive Professionals
Join the Millionaire Car Salesman Facebook Group
Welcome to Season 3, Episode 6 of the Millionaire Car Salesman Podcast! This week join L.A. Williams & Sean V. Bradley alongside Millionaire Car Salesman Podcast alumni, Tianna Mick aka “T Got Your Keys” and she’s fresh off the showroom floor.
Join us as Tianna chats with Sean & L.A. about her experiences being on the frontline of multiple Franchise Dealerships ( Chrysler, Dodge, Jeep, Ram, Chevrolet, Buick & GMC).
Tianna shares her strategies on how to maximize gross and build relationships with customers by providing exceptional experiences. Also, Sean & LA Discuss the benefits of social marketing and associated tools needed to effectively brand yourself.
Books Mentioned
How to Win Friends & Influence People by Dale Carnegie
Never Split the Difference BY Chris Voss
Secrets of Power Negotiating,15th Anniversary Edition: Inside Secrets from a Master Negotiator by Roger Dawson
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Hello Millionaires! Welcome to episode 5 of season 3! Sean V Bradley interviews with Vlad Frankel, the General Sales Manager of Raceway Kia in Freehold NJ.
Vlad has been in the automotive industry for over 23 years, starting as a porter. One month later he was promoted to the Showroom floor.
When Vlad Started with Raceway the dealership was doing 80 units a month (30 from the internet, 50 from fresh ups). He continues to grow the Raceway KIAs Sales 20%, focusing on having the right team in place.
In August of 2020, Vlad and his team reached a new goal of 187 units with 151 being new KIAs, with only 6 Salespeople.
Vlad credits his team’s success by sticking to the basics and following the processes.
Join us as Sean and Vlad discuss the power of the right culture and leading by example can drive your team to continuously break records.
*Make sure you listen to the end for an extra treat!
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Hello Millionaires, Welcome to episode 4 of Season 3 and we have a treat for you!
Sean V Bradley chats with Greg Gifford, who is SearchLab’s Vice President of Search.
He has over 17 years of online marketing and web design experience and is one of the most popular speakers in the SEO industry and presents all over the world on topics related to Local SEO.
Join us as Sean and Greg discuss the strategies on how to maximize your most important marketing investment: SEO. Also how Link Building can be used as a powerful marketing tool.
Mentioned Resources
Local Search Tuesdays
SEO Learning Path by Greg Gifford
Search Engine Land
The Moz Blog
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The #1 Virtual Training Platform for Automotive Professionals https://bradleyondemand.com
Hello Millionaires! Welcome to Season 3, Episode 3 with Cody Carter, who sold 100.5 cars in July 2020 at a Toyota store in Tustin CA.
Cody Carter has worked for multiple Toyota dealerships for over 9 Years, 4 years at his current dealership Tustin Toyota. Cody was ranked the #1 Toyota Truck Salesman in the world and #2 in Cars.
Join us as Sean V Bradley CSP & Cody Carter chat about the value of leasing and having your own website!
Want More?
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The #1 Virtual Training Platform for Automotive Professionals https://bradleyondemand.com
Welcome Millionaires to Season 3, Episode 2 with Bob Lanham, the Head of Automotive Retail for Facebook.
Bob Lanham joined Facebook in 2015 as an Auto Retail Manager, responsible for working with both Regional Dealer Associations and Dealers. Bob started his automotive career at Toyota of Sarasota selling cars as a commission-only sales representative before becoming the Internet Sales Manager and F&I Manager. Previously, Bob was a Sales Director at Hulu where he opened the Detroit territory back in 2009 when Hulu was just getting started. Prior to Hulu, Bob spent four years at Yahoo! and three years at Microsoft.
Join us as Sean V. Bradley CSP and Bob Lanham discuss the best automotive marketing, advertising, and resource strategies.
Links Mentioned
Dealer Hub
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Welcome to Season 3, Episode 1 of the Millionaire Car Salesman Podcast! This week, Sean V. Bradley explains what he would do if he “Lost it all” and how he would get it back again and rebuild. Join L.A. Williams, Sean V. Bradley as they open this season of the Millionaire Car Salesman Podcast, discussing the effects of the pandemic & how they have survived the past couple of months including starting from scratch.
#AutoSales #AutomotiveIndustry #Marketing #DigitalMarketing #AutomotiveMarketing #Googleopoly #CarSales #PersonalDevelopment #MillionaireCarSalesman #Podcast #BlindPhoneMaster #OrangeTie #DealerSynergy #BradleyOnDemand #InternetDepartment #Prison #pandemic #covid19 #PersonalDevelopment
For More Free Resources and Knowledge:
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Enterprise Account Executive Shane Ryan speaks about the evolution of technology and how important it is in order for businesses to expand. Science of Communication says that 55% of communication is visual perception and body language. Most times people avoid having to go into dealerships due to the fact that there isn't always a system or process in place. Shane explains how he comes along and eliminates the challenges by simply implementing a more personal experience for the prospects, which in return does pay off. Listen in on how a former epidemiologist becomes an enterprise solutions guru!
Imagine your child looking you in your eyes and advising you to get into the automotive industry? This is exactly what happened to Miss Robi Sifers. During a financially low point of her life, her son gave her a bright idea. Listen as Robi explains how she went from rags to riches with just one seed planted by her son. You will get a perspective on just how much opportunity is out there in the automotive industry. Don't miss it!
Technology has changed the game so much that it has affected businesses in tremendous ways. There isn't just one way to reach your prospects or your audience, Sean and Cameron elaborate on the processes to build your brand. They get into detail about the small things that make a big difference when increasing engagements.
James was about 34-35 years old when he began his career in the automotive industry. He was a retired military vet who wasn't looking to go back into the workforce any time soon. A friend of James convinced him to try car sales, he raved about the amount of wealth James could obtain. He took his friend's advice and started out at a small Chevy store. This is where he took the opportunity to learn from the GM and GSM of the dealership who later became his mentors. James made sure he asked questions and sat in meetings to gain competence in the business. He also spoke about some of the humbling situations he had to put himself in to become one of the best. James also talks about his transition from being on the showroom floor to the internet department. He mentioned the challenges he faced learning a new department and how he adapted with change. This podcast gives you a perspective into the business. It doesn't matter what background you came from, there is an opportunity for everyone. James Steele recommended leadership books, anything that teaches you to deal with people and learn the psychology of others.
- What advice would you give to a new salesperson who is older than most of their employers?
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What are some of the ways you can gain competence in the automotive industry?
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What was the driving force behind putting your pride aside to accomplish your goals?
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What impact did getting involved in the automotive industry have on you financially?
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What is the process going from the showroom to the internet department?
Kathleen Jergensen is a sales consultant at Ramsey Subaru who has been in the automotive industry for over a year killing it! As a woman in auto sales, she is definitely making a name for herself selling 20-25 units a month and 34 cars at most. She is making 6 figures and made $15,000 in one month! Prior to becoming a saleswoman, Kathleen had a background in the healthcare industry marketing for small businesses. Her success is incredible and to think that she has only scratched the surface is major! This podcast is not only great for anyone new to the industry but it is also valuable for the veterans. Kathleen brings a new and fresh perspective to the business and explains the secrets to her accomplishments in such a small period of time.
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For any woman in the industry, what is day to day at your dealership like for you?
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Once you have obtained your goal, how do you go about remaining consistent?
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Why do you think there aren't enough women in the automotive industry?
- What is the importance of networking? How can doing research on social media help you better understand your prospects?
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As a GM or leader, what differences do you see when managing male and female sales consultants?
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What dynamic does a female bring into a dealership? How does this affect prospects and their experience?
Richard started out in retail working in Marshalls and sporting goods. He received a promotion and decided to buy a new car. He noticed the energy of the dealership and everyone seemed successful. The car salesman who worked with him was well dressed and wore nice things so this triggered Richard. He started to entertain the idea of becoming one of these guys and pursued car sales right away. Richard started in a Hyundai store and was there for 8 months then spent 5 years at a Honda store. During his time he held positions as a salesperson and later became a sales manager. Richard grew the internet department from selling a couple of cars a month to over 150 cars. May of 2011 Richard took a leap of faith, moved to Florida to pursue a career as a successful Internet Sales Director. LA and Richard discuss the effectiveness of culture inside the dealership and why it holds so much value. Richard has a different approach to how he trains his people, he makes rapport building a priority when doing business with prospects. He even takes time to get to know the people who work for him on a personal level. This podcast will change your paradigm completely,
- How important is the culture in business?
- Would you be willing to move out of your comfort zone if that meant success? What are you willing to do?
- How important are relationships in business?
- What are some of the ways you can bring value to your dealership or your business?
- Why is research so important, especially when job searching?
- How does seeing a successful individual influence you?
- Why is it important to invest in yourself?
Listen to Sean V. Bradley and L.A. Williams go rebuttal for rebuttal. They breeze through the process of handling prospect objections. There is a solution for every challenge faced when obtaining the trust of the customer, the trick is to meet exceptions and exceed them. Just listening to the podcast offers so much value, both of them really put into perspective the effectiveness of communication when executed in the right way.
Jarrod Glandt, The President of Grant Cardone Enterprise explains the influence Grant Cardone has in his life from the way he handles deals to his thought processes. He is a 36-year-old multi-millionaire who is constantly growing and being advised by the best. Jarrod walks us through the life of a billionaire and how it has opened up his perspective on limitless opportunities life has to offer. Get the gems here on how to expand your life and really make a name for yourself.
- What are some ways you can create generational wealth? How important is it to make that a goal?
- Why is it important not to compare yourself to everyone else? How can it affect you?
- How challenging can it be to make sales? How do you overcome objections?
- Why can't your goals stay the same?
- What advice would you give to the person who is working at a dealership with no structure? How can they better themselves without support?
Danny Zaslavsky is currently the Dealer Principle and GM of Country Hill Motors in Kansas City. He grew up in his father's dealership and at the age of 14, he was already prepping vehicles for sales. At 16 he became a salesperson and worked his way up towards management roles. Under Danny’s leadership, the company has grown significantly. He invested in digital solutions and technology that aid other dealerships in generating leads and closing sales faster through social media, CRM and SEO.
- How do you earn gross on a car?
- How can you personally increase income through sales?
- What are some of the best ways you can invest your money?
With 30 years of experience in the automotive industry, Erich Gail is currently the CEO of Cardinale groups and companies. He oversees a number of businesses primarily in the Cardinale automotive group with 22 locations in the United States. The belief system in all cardinal brands is centered around developing relationships where everybody wins. Listen as Erich Gail explains the success of his businesses, even during the 2008 recessions.
- How did the recession in 2008 affect the automotive industry?
- Think about when you first started out in the automotive industry to where you are now, what are you most proud of?
- Why is developing relationships where everyone wins so important?
- What does having focus discipline mean to you? How can it be maintained consistently?
- What is the difference between a management driven organization and a market driven organization?
- What are the most important things we need to do today to ensure our goals are met? How does time management help?
- There's an MIT philosophy Erich abides by, he explains that we process information in
.
This podcast is a real treat, the King and Queen of Dealer Synergy discuss leadership and the 7 Habits of Highly Effective People. Fun fact, Dealer Synergy is the only company partnered and certified with Franklin Covey. Sean and Karen Bradley go on to explain how they obtained their certification. Karen Bradley justifies the importance of investing in yourself, whatever it is you are trying to achieve has to be executed consistently. Sean makes a great point in saying if we are able to master ourselves then utilize collaboration and synergize we are already more effective than most. Both Karen and Sean apply the 7 Habits of Highly Effective People to the automotive industry and they go in-depth of its effectiveness. The awesome couple reveals how they juggling family and business. This podcast is a must listen! There are so many strong points, L.A. Sean and Karen does an amazing job putting it all into perspective. Do not miss out on your opportunity to learn and apply!
Book Recommendations: 7 Habits of Highly Effective People by Stephen Covey
Execution: The Discipline of things Getting Done by Lawrence Bossidy
- Why is it so important to invest in yourself?
- Sourcing from the book 7 Habits of Highly Effective People, how do you master effectiveness?
- What are some ways you can practice being proactive?
- Why is synergizing important? How effective is it to collaborate?
- How often do you see the “dependent mindset in the dealership?
- What does “sharpening the saw” mean to you?
Whats different and better about your dealership? Listen to Sean Bradley and LA Williams go over the importance of having a solid value package proposition in your dealership. It's all about VALUE, you will get insight on how to properly execute the best deals to attract more prospects to the sale.
With 20 years of experience, Cory Mosley is a pioneer in the automotive industry. He is the Founder and Principal for Mosley Automotive. He works closely with dealerships and manufacturers helping them find solutions to accelerate sales and boost profitability. He is also the author of The Way I See It and hosts his own show on the CBT Automotive Network. Cory is a recipient of the AWA Lighthouse Award for his contribution to automotive education and provides strategic consulting and presentation skills coaching for industry vendors. His philosophy is simple, he believes in providing the blueprint to the path he has already blazed in order to help others succeed. It would be a real treat to hear how you can grow your business and apply Corey Mosley tips to your day today.
- Why is it so valuable to share what you know with others?
- How does information consumption impact the success of your career?
- How can you make an impact on your business or dealership?
Chuck Ardary started his automotive career at Hyundai of Bedford in May of 1999. He was advised by his former boss's daughter to work in a field that gave him the opportunity to make more money. Chuck previously worked for a distribution company, his job was to deliver and sell the product. He was so skilled, he was making more sales than anyone else in both warehouses. Chuck Ardary explains the transition going from one industry to the next and how the same skill sets applied. In one month Chuck sold 74! You will learn the importance of mastering craft, and all the outside of the box thinking it took to become the best.
- People come in to put out thousands of dollars on a vehicle and they trust you to help them make decisions. How does this play a factor in presentation within the dealership?
- How can mystery shopping be beneficial?
- Why do you believe going on a demonstration drive and doing the full product representation is important?
- How does your mentality affect the way you do business with others?
- What are the things you live by that are nonnegotiable for success?
At the age of 19, John decided Mortuary School was not for him and thought he would start a career in the automotive industry. During his first year, he made 6 figures and had a personal best of 40 cars sold in a month. John Landosca grossed $18,000 monthly in sales. He started his automotive career at Major Auto World Group in Queens, this dealership was known for the #1 used car dealership in the country. John Landosca is currently a general manager for Patriot Buick GMC and prides his success by working hard and staying consistent. In this episode, Sean and John will give you tips on how to grow your number of prospects and increase your success rate. They discuss the importance of sticking with your dealership because there is growth in longevity.
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As a general manager, what do you think a salesperson needs to be successful?
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How important is it to do thorough features and benefits walk around?
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On the road to sales, what important steps should be taken for success?
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As a General Sales Manager How important is it to have a BDC or internet initiative in the dealership?
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How important is CRM (customer relationship management) strategy?
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What are the biggest mistakes made by management and coordinators?
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How important is preparation before a prospect comes into a dealership? How does it change the experience for others?
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With 20 years of automotive experience, what are some things you can ask a prospect to avoid
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What kinds of successes happened due to following up? Why is it valuable within the dealership?
Your hosts Sean V Bradley and LA Williams recap an awesome interview with the greatest car salesman in the world, Ali Reda! They discuss the importance and effectiveness of a great leader
The Number #1 Car Salesman in the World, enough said TUNE IN!
- What is your mission for the automotive industry?
- What does it mean to be present?
- Describe what the emotional bank account means to you?
- What are some reasons why salespeople give up?
- How effective is mindset when handling deals?
Tustin started out in the automotive industry 14 years ago. Prior to his start he worked for a telemarketing company and was the top salesperson. He responded to a newspaper ad to work in the BDC department at Roper Kia. 4 months into his position he became a showroom salesman. He explained how he was not very good the first few years in the position and did not apply himself until he connected with a mentor who built him up. With the support of his mentor, Tustin was able to blow dealership records out of the water for sales, commissions, and gross profit produced. In 2011 Tustin moved to the finance department for 2 years and became a used car manager. 2 years into his managerial position his mentor fired him. He then went on to run a chevy dealership as a GM and increased gross by 30%. Tustin ended up back at Roper Kia after his mentor left and ended up filling his shoes. Listen to Tustin walk you through finding his success through owning whatever he put his mind to. He knew that his goals required new versions of himself. In his 30s Tustin has accomplished a lot, he has great tips to offer for the young bosses in the automotive industry.
- How important is it to be with an end goal in mind?
- How would you advise a new general manager to influence the culture of their store?
- As a leader, how important is relationship building with your team?
- Why is it important to understand before being understood?
- Why is it important to consider employees on a personal level as a GM?
- As a GM and/or manager, what are some things you would do for team building?
- Think of some accomplishments within your dealership that you would be proud of, what did it take to reach those goals?
- Imagine having 14 years of experience in the automotive industry as a GM, what advice would you give your showroom salespeople in regards to making the most money?
- What are some of the reasons why people avoid coming into dealerships?
- As a manager and showroom consultant, what are some ways you can take responsibility for your dealership?
Prior to working for a dealership, Ron worked 2 jobs. One of his professions required him to go out and find businesses that were in need of ads in the newspaper. Ron found himself inside a Ford dealership offering his services and in return, the dealership was looking for a salesman. Initially, Ron was not buying in, he pointed out every stigma against car salesmen and was certain the industry was not for him. The Ford dealership convinced Ron that he could make double his current income while maintaining his integrity. This was enough for him to give it a try. Without having a system in place Ron sold 2 cars on his first day. This led him to maximize his knowledge using resourceful individuals such as Steve Richards, Grant Cardone, and Sean V Bradley. Ron went on to sell 33 cars per month, for 3 years in a row out of 500 sales professionals he ranked #1. His success led him to become a BDC internet director, the department started with 26 internet sales leads to over 100 sold leads under Ron’s management. Mr. Gaverick not only manages but he is a mentor and he has led various people to their goals. Ron is such a stand-up guy who has gained all this knowledge to give it back to the world. In this podcast, you will hear vital information about how important it is to invest in yourself. Listen to Sean and Ron explain how there are no shortcuts, they break it down every step of the way giving you resources to be the absolute best.
Ron Gaverick’s book recommendation: Secrets of the Millionaire Mind by T. Harv Eker, Negotiate to Close: How to Make More Successful Deals by Gary Karrass, Influence: The Psychology of Persuasion by Robert Cialdini.
Sean V. Bradley Recommendations: 7 Habits of Highly effective people by Stephen Covey, The Purple Cow: Transform Your Business by being remarkable by Seth Godin, The Secret by Rhona Byrne, Rich Dad Poor Dad by Robert Kiyosaki
- How do you overcome the stigma of a car saleswoman or car salesman?
- How important is implementing training recourses in dealerships?
- What advice do you have for a car salesperson in regard to self-education resources?
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How important is the role of a leader inside dealerships?
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What value does the Millionaire Car Salesman group page hold?
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How important is mentorship?
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What makes a successful leader?
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What are the ways you can become a leader?
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What are the most common objections a business manager or F&I manager person experiences?
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How should someone invest their money, what are the best ways to do so?
Geno Kyle is a general manager at Andy Mohr Chevrolet. He has been in the automotive industry for 25 years. At the start of his career, he had an interview at a dealership and was told he did not have the commitment or talent to be a salesperson. He did not let that deter him from becoming who he is today. Car salesmen trained under Geno Kyle’s expertise have sold between 36-40 cars a month. He believes and trains on the concept that having faith in yourself, doing things outside of what you see every day and mapping out the blueprint to your goals is key to major success. You will hear Geno Kyle emphasize on the power of technology and how much opportunity is out there if you just make the decision to maximize yourself. You will get a chance to hear live training between Sean Bradley and Geno Kyle on how to close deals. You do not want to miss this!
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Why is it so important not to let negativity discourage you?
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What are the keys to making gross with prospects?
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Do you agree that it is imperative that you are consistent with the process of the road to the sale?
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How important is it to control the environment while prospects are at your dealership?
- Why shouldn't a car salesman get discouraged or retreat from an oppositional prospect?
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What's the most units you've seen a car salesman or saleswoman sell?
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How do you win an oppositional prospect over?
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How do you get inspired? How do you maintain that inspiration?
Craig Settles is a finance and lease manager for Mercedes Benz dealership in California.
Prior to his start in dealerships, he was a college student and all American wrestler at San Francisco State. His coach would always have him participating in gigs during the weekend to maintain a small living while in school. Craig’s majored in business management so at the time he was looking for managerial positions in retail. He met a man affiliated with his coach who advised him to try the car sales industry. Since then he has been in the field for 33 years and counting. He has worked his way up from showroom salesman, used car manager to managing the finance department. Craig advises people who are interested in finance on the ways to master it. He talks about the psychology behind closing deals and how important it is to gage those non-verbal cues prospects show. In this episode L.A. Williams, Dealer Synergy’s VP and Blind Phone Master also gets exclusive knowledge from Craig about how to thrive in an automotive career and the kind of mentality it takes to thrive
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What challenges does the automotive industry face with getting their phone people trained?
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What are some insightful things you would advise anyone who is looking to grow into the finance department at their dealership?
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What are the benefits of being in the automotive industry? 9:25
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How does training and self-education benefit you financially?
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As a finance manager, how would you make your money?
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Why are some reasons and Finance managers might want to pay attention to a prospect's body language and mannerisms?
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As an F&I manager, what are the best practices to maintain success?
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For people who are looking to be finance managers, what steps are they expected to take?
=
Tianna Mick
Sales Consultant Patriot Chevy Buick GMC
Tianna has been in the automotive industry for over a year now. She was voted for and awarded the most influential female salesperson at the Internet Sales 20 Group 13 in Houston. L.A. Williams, Sean Bradley, and Tianna Mick discuss the importance of authenticity and relationship building in dealerships. The crew discusses the different challenges a new salesperson would face. Tianna gives great insight into how she has gained her success and her plans on maintaining her growth. You also get a perspective on how reaching certain demographics changes the paradigm of car buying and selling experience. This is a great podcast for any young individuals just getting started in the automotive industry.
- How much did you learn in your first year in the automotive industry?
- How can you maintain gross as a person who is new to the automotive industry?
- What tips could you give on building a rapport with your prospects?
- What kind of effect does a knowledgeable saleswoman have on prospects?
- To the woman in the automotive industry, what are the challenges you face within the dealership?
- What challenges are faced just as a new salesperson in general?
- How do culture, attitude, and mindset play a major part in success?
Gene Lopez has 40 + years in the automotive industry starting as a car salesman. He explains the industry prior to social media and the internet era. He speaks of times when advertising was done through newspapers and referrals. Before Gene became a GM, he was a closer and sales manager. He later gained experience in the finance department and worked his way up inside the dealership. Gene was just about in every position you could think of within the dealership he worked hard and in return, it paid off. Today he is not only a GM at Criswell Nissan but he also gained a reputation as a fixer. He has been called into dealerships to make them more profitable, he has worked with management to maximize their success. You will hear how the automotive industry has evolved over time and what steps are necessary to exceed your own goals.
Book recommendation:
Who Moved My Cheese? by Spencer
Questioned Asked:
- As someone in the industry for over 40 years, what would you advise to any car salesman, saleswoman.?
- How much has the automotive industry changed over the years?
- How can you exceed your goals?
- What are some ways you can work yourself up in a dealership?
- As management, how can you make your dealerships more profitable?
- Why is it important to show interest in your prospects beyond car sales?
- What are some of the biggest mistakes consultants make?
- Imagine yourself as a successful GM, what would your expectations be for your sales managers?
- What are some reasons you think a lot of dealerships are not leasing?
- How powerful is subprime finance for profitability?
Sean V. Bradley gets real with his listeners about why he goes so hard and is passionate. We get a sneak peek on how this Queens born kid becomes the owner of multiple businesses building generational wealth and trailblazing the path for others to be successful. Get the exclusive raw and uncut narrative from Sean himself.
Internet Sales 20 Group 13 is finally here, and we decided to wrap up season one of the Millionaire Car Salesman Podcast.
Listen to the Exclusive Song and Theme for IS20G Written and Performed by LA Dubbs with Special Guest Karina Bradley!
We are so honored to have all of the amazing guests this season. We would like to thank our fellow MCS friends for the continuous support. We hope everyone enjoyed listened as much as we enjoyed recording it
We are currently working on season two. If would like to appear on the next season of the Millionaire Car Salesman podcast. Tell us why at info@dealersynergy.com #MCSpodcast
Join Our Millionaire Car Salesman Facebook Group
https://www.facebook.com/groups/MillionaireCarSalesman/
The #1 Virtual Training Platform for Automotive Professionals
https://bradleyondemand.com
With the Internet Sales 20 Group 13 being less than 7 days away, LA Williams sits down with Justin Nischan. Justin has a background in criminal justice and worked as a correctional officer before entering the Automotive Industry. Wanting work/life balance Justin left law enforcement and found his way to the showroom floor. He averaged monthly 14-17 cars with his top month being 23 units.
Justin has 7 years in the industry, and worked in multiple departments from the showroom to marketing and now in the Internet department of Allentown Kia in Pennsylvania as the Internet Director. Now Justin is focusing on his team, helping them achieve their goals through training development.
Justin believes that the goal of a leader is to create other leaders. Also, the key to being a successful manager is to understand your team and learn how to effectively lead and encourage them.
Tune in as Justin Nischan and LA Williams III talk about how training and constantly learning can not only make you a more effective manager but a more effective person.
Links Mentioned:
Craig Groeschel Leadership Podcast
Books Mentioned:
The Secret by Rhonda Byrne
Stephen R. Covey: The 7 Habits of Highly Effective People: Powerful Lessons in Personal Change
Multipliers, Revised and Updated: How the Best Leaders Make Everyone Smarter by Liz Wiseman
Want More?
Come to The Most Powerful 3-Day Conference in the Automotive Industry
https://internetsales20group.com/
Join Our Millionaire Car Salesman Facebook Group
https://www.facebook.com/groups/MillionaireCarSalesman/
The #1 Virtual Training Platform for Automotive Professionals
https://bradleyondemand.com
With the Internet Sales 20 Group 13 being less than 2 weeks away, LA Williams sits down with Kristie Leader, CEO of Leaders in Marketing. She has an extensive background focused heavily on brand-building, direct-to-consumer marketing, and franchise marketing management. From her early days of graphic design and developing infomercials for the BOWFLEX Home Gym to most recently redeveloping and launching the brand of Phoenix International Raceway and filling the grandstands for NASCAR in the Southwest, Kristie has a varied skill set to bring brands to market.
Throughout her 12 years at what is now known as ISM Raceway, Kristie forged strong industry relationships at both the corporate level and within NASCAR league management to seamlessly lead her team to award-winning success (and years of consecutive sellouts)! Under her direction, the ISM Raceway Marketing Team is the only track promoter to have won the Marketing Team of the year 4 out of 5 times, losing only to Dale Earnhardt Junior’s retirement campaign in 2016.
With an eye for creativity and a strong grasp of the ever-changing digital landscape, Kristie’s focus has been to create a cohesive customer experience for companies from the first consumer touchpoint through the point of purchase and beyond. Kristie is a proud graduate of the Edward R. Murrow School of Communication at Washington State University and in her free time enjoys spending time with her husband Josh and their 3 children.
Follow Kristie on Twitter: @arizonacoug
Apps Mentioned: Tiktock
Books Mentioned:Who Moved My Cheese?: An A-Mazing Way to Deal with Change in Your Work and in Your Life. By: Spencer Johnson
Want More?
Come to The Most Powerful 3-Day Conference in the Automotive Industry
https://internetsales20group.com/
Join Our Millionaire Car Salesman Facebook Group
https://www.facebook.com/groups/MillionaireCarSalesman/
The #1 Virtual Training Platform for Automotive Professionals
https://bradleyondemand.com
With the Internet Sales 20 Group 13 being less than 3 weeks away LA Williams sits with Bob Harwood, the Vice President of Sales at Interactive Financial Marketing Group. He oversees and is responsible for all of the company’s dealer related functions, including sales, service, and training. Bob has been with IFMG since 2004 when he left retail to join what was then a small but rapidly growing company, helping to grow the company into the largest generator of online finance applications in the country. Previously, Bob worked at Capital One, where he was part of the team that transitioned the acquisition of Summit Auto Finance into Capital One Auto Finance. Prior to that, he proudly served as a US Paratrooper in the 82nd Airborne Division.
Tune in as Bob breaks down the power of subprime, and how it could turn into a profitable pipeline.
Contact Bob Harwood
Phone: (804) 225-1880
Website: https://www.interactivefmg.com
Want More?
Come to The Most Powerful 3-Day Conference in the Automotive Industry
https://internetsales20group.com/
Join Our Millionaire Car Salesman Facebook Group
https://www.facebook.com/groups/MillionaireCarSalesman/
The #1 Virtual Training Platform for Automotive Professionals
https://bradleyondemand.com
With the Internet Sales 20 Group 13 being 28 days away, LA Williams talks with Lamar Turman. He was introduced to the automotive industry by his best friend. What started out as a simple lunch turned into a 19 years career in the automotive industry.
Lamar is the current Sales Manager of Raceway Chevrolet. When he entered the industry he became a student of the business. He took a used car dealership from selling 60 cars a month to 100 cars a month, with a peak of 140 sold in one month. Lamar’s advice to be successful on the showroom floor, you have to believe in yourself and perfecting your craft. “If you want a million-dollar paycheck, you have to put in the million-dollar effort.” Tune in as Lamar breaks down how to do the basics brilliantly.
Books Mentioned:
Earn Over $100,000 Selling Cars -Every Year By Joe Verde
Who Moved My Cheese?: An A-Mazing Way to Deal with Change in Your Work and in Your Life By Spencer Johnson & Kenneth Blanchard
Want More?
Come to The Most Powerful 3-Day Conference in the Automotive Industry
https://internetsales20group.com/
*Use Discount Code: blindphonemaster19
Join Our Millionaire Car Salesman Facebook Group
https://www.facebook.com/groups/MillionaireCarSalesman/
The #1 Virtual Training Platform for Automotive Professionals
https://bradleyondemand.com
With the Internet Sales 20 Group 13 being 34 days away, Sean V Bradley sits with Coach Michael Burt. Coach Burt was the keynote speaker at Internet Sales 20 Group 12 in Nashville and shut the room down. Sean & Coach Burt discuss the power of training and investing in people whether they are an employee or a referral.
Coach Michael Burt believes that everybody needs a coach in life. A coach that features a unique blend of intensity and mindset combined with an entrepreneurial skill set.
Through this deep methodology of inner-engineering people to win, his championship coaching acumen, and his versatility to connect with both blue and white-collar industries, Coach Burt has quickly become one of the most sought out motivators and hottest business coaches in the world. Coach Burt runs a multi-million dollar coaching company and focuses on filling the biggest missing structures of companies and individuals.
Books Mentioned:
The Laws of Human Nature By Robert Green
By Stephen R. Covey: The 7 Habits of Highly Effective People: Powerful Lessons in Personal Change
Single Digit Millionaire By Coach Micheal Burt (Coming Soon)
Contact Coach Burt:
https://www.coachburt.com
https://www.facebook.com/CoachMichealBurt/
https://www.youtube.com/user/CoachMichealBurt
https://www.instagram.com/michealburt/
Want More?
Come to The Most Powerful 3-Day Conference in the Automotive Industry
https://internetsales20group.com/
Join Our Millionaire Car Salesman Facebook Group
https://www.facebook.com/groups/MillionaireCarSalesman/
The #1 Virtual Training Platform for Automotive Professionals
https://bradleyondemand.com
L.A. sat down with Cameron Moore who started his automotive career in 2016, after moving finding love and moving back home.
During an event, he met Brian Chapman of Homer Skelton Ford who asked him to be a tester for his new business venture. Cameron was an instant success with “Build-a-Brand” that he left the auto industry to become the Business Development & Training Director for Build-A-Brand.
Cameron helps Automotive professionals market themselves and not just build a brand but also build a business as well.
Book Mentioned:
Win the Game of Googleopoly: Unlocking the Secret Strategy of Search Engines By Sean V Bradley
The Ultimate Sales Machine by Chet Holmes
Multipliers, Revised and Updated: How the Best Leaders Make Everyone Smarter by Liz Wiseman
Want More?
Tap Here to sign up for Sean V Bradley's Video Webinar Coming up October 10th, 2019
Join Our Millionaire Car Salesman Facebook Group
https://www.facebook.com/groups/MillionaireCarSalesman/
The #1 Virtual Training Platform for Automotive Professionals
https://bradleyondemand.com
With 48 days until IS20G13, Sean V Bradley CSP, and LA Williams III talk about some of the things they are doing to prepare for the conference.
They talk about creating your own contact list and use Sean‘s daughter Tianna Mick as an example of how a salesman could design their website and social media presence.
LA forces Sean to clarify why he constantly uses Tianna as an example.
Books mentioned:
Rich Dad Poor Dad By Robert T. Kiyosaki
The Millionaire Next Door by Thomas J. Stanley & William D. Danko
The Richest Man in Babylon by George S. Clason & Charles Conrad
Cash Flow Quadrant By Robert T. Kiyosaki
Tap Here to sign up for the Video Webinar Coming up October 10th, 2019
Reference Site:
T Got Your Keys
Want More?
Come to The Most Powerful 3-Day Conference in the Automotive Industry
https://internetsales20group.com/
Join Our Millionaire Car Salesman Facebook Group
https://www.facebook.com/groups/MillionaireCarSalesman/
The #1 Virtual Training Platform for Automotive Professionals
https://bradleyondemand.com
With the Internet Sales 20 Group only 55 days away, Sean V Bradley CSP sits down with Cory Mosley CSP.
Cory Mosley, CSP is a go-to strategist and progressive retail expert, he looks beyond simple solutions to help his clients uncover and correct complex issues that drive customer satisfaction, accelerate sales and fuel profitability.
During his retail career, Cory led high-volume Sales, Internet, and BDC operations for several dealer groups in the Northeast. He now works with dealers nationwide, multiple OEM’s, dealer associations, and progressive vendors.
In addition to his more than 20-year Sales and Consulting career, he is also the author of The Way I See It, Thoughts, Commentary, and Musings of a Retail Car Guy and hosts the show Progressive Retail with Cory Mosley on the CBT Automotive Network. Cory is a past recipient of the AWA Lighthouse Award for his contribution to Automotive education excellence and recently launched MosleyB2B.com, providing strategic consulting and presentation skills coaching for industry vendors.
Sean V Bradley CSP and Cory Mosley share dealership stories and basically run an automotive clinic. They break down the power of training whether it's from the dealership or self-taught. Also how to professionally market yourself as an automotive sales professional. Cory explains how the right plan and it should be tied to goals for maximum success. Tune as Cory and Sean shows how the automotive industry is not just your own business but your own franchise.
Contact Cory Mosley
https://corymosley.com/
Books
Entrepreneurship confidential
Want More?
Come to The Most Powerful 3-Day Conference in the Automotive Industry
https://internetsales20group.com/
Join Our Millionaire Car Salesman Facebook Group
https://www.facebook.com/groups/MillionaireCarSalesman/
The #1 Virtual Training Platform for Automotive Professionals
https://bradleyondemand.com
It all started with a facebook post, and #mominautomotive was born. Trish Brett Kalianadansi, Director of Training for Billion Dollar Girl and new mom of six month old Jack shared how the work dynamic at BDG is not only supportive but family-oriented. Moms in Automotive Facebook Group was created as an open forum for women to ask questions and share what works to help them be successful in the Automotive Industry whether you are on the sales side or the vendor arena.
Join the conversation with Toni Anne Fardette, The Billion Dollar Girl (episode #3); Karen Bradley, CEO of Dealer Synergy (episode #6); and Sean V Bradley, President of Dealer Synergy discuss the pros and cons of not only being a woman in automotive but a mom in automotive.
You also don’t want to miss the powerful Women In Automotive panel and roundtable moderated by Toni Anne Fardette and co-moderated by Karen Bradley at Internet Sales 20 Group 13 in Houston TX. November 11-13 2019.
Want More?
Join Our Moms in Automotive Facebook Group:
https://www.facebook.com/groups/MomsInAutomotive/
Come to The Most Powerful 3-Day Conference in the Automotive Industry
https://internetsales20group.com/
Join Our Millionaire Car Salesman Facebook Group
https://www.facebook.com/groups/MillionaireCarSalesman/
With the Internet Sales 20 Group 13 being just 68 days away, we would like to introduce you to one of our phenomenal keynote speakers. Weldon Long is a successful entrepreneur, sales expert and a New York Times best selling author. He’s one of the nation’s most powerful speakers and a driven motivator who teaches the Sales and Prosperity Mindset philosophies that him from desperation and poverty to a life of wealth and prosperity.
At the age of 39, Weldon was living in a homeless shelter after having served 13 years in prison. A 9th-grade dropout and three-time convicted felon, he found himself broke and unable to gain employment. After 6 months of knocking on many doors, he landed a sales position and quickly became one of the industry’s top sales leaders. In 2004, he opened his own company; and in 2009, that company was selected by Inc. magazine as one of the nation’s fastest-growing privately held companies.
Sean V Bradley talks with Weldon Long about the prosperity mindset paired consistency is a recipe for success. While in prison, he read the 7 Habits of Highly Effective People by Dr. Stephen R Covey. The book helped him change his paradigm, and he walked out of prison a completely different man. Weldon also breaks down how thoughts are chemical reactions based on emotions. Weldon believes the key to dealing with the B.S. of life is being a great problem solver, you can't be a great problem solver if you let problems consume you.
Tune in as Sean and Weldon discuss the convict ingenuity and entrepreneurship parallel, and how the FITFO factor and the upside of F.E.A.R. could be a crucial element to success.
Want More?
Weldon Long Books
The Power of Consistency
The Upside of Fear
Consistency Selling
Books Mentioned:
The 7 Habits of Highly Effective People By Dr, Stephen Covey
The Customer Comes Second: Put Your People First and Watch 'em Kick Butt By Hal Rosenbluth, Ms. Diane McFerrin Peters
Come to The Most Powerful 3-Day Conference in the Automotive Industry
https://internetsales20group.com/
Join Our Millionaire Car Salesman Facebook Group
https://www.facebook.com/groups/MillionaireCarSalesman/
The #1 Virtual Training Platform for Automotive Professionals
https://bradleyondemand.com
With the Internet Sales 20 Group being 75 days aways, Sean V Bradley and La Willams III sit down with John Karpinski who is the Executive Vice President of Automotive for IheartMedia. John who has 20 years of media experience, gives helpful marketing tips on how to make your dealership or you as an individual showroom salesperson standout using use radio/internet to reach potential customers. Internet is the new newspaper, and Iheart Media has cutting edge technology that tracks the selling of units for major automotive brands in real-time. You don’t want to miss this awesome prelude to what will be a phenomenal IS20G 13 Speaking session.
Contact John Karpinski
karpinski@iheartmedia.com
Want More?
Come to The Most Powerful 3-Day Conference in the Automotive Industry
https://internetsales20group.com/
Join Our Millionaire Car Salesman Facebook Group
https://www.facebook.com/groups/MillionaireCarSalesman/
The #1 Virtual Training Platform for Automotive Professionals
https://bradleyondemand.com
Sean V Bradley talks with Josh Leader about side hustles while working in the dealership. Learn the do’s and don’ts when it comes to social media marketplace and ad placement. Josh and Sean share branding techniques including knowing and engaging with different demographics. They show you how to take your referral game to the next level. You do not want to miss this mastermind marketing strategy session between the original Millionaire Car Salesman and the top Leader in Marketing that will certainly grow your business.
Want More?
Come to The Most Powerful 3-Day Conference in the Automotive Industry
https://internetsales20group.com/
Join Our Millionaire Car Salesman Facebook Group
https://www.facebook.com/groups/MillionaireCarSalesman/
The #1 Virtual Training Platform for Automotive Professionals
https://bradleyondemand.com
Chris got his start in the automotive industry when a friend asked him to help open an independent dealership in Tampa Florida. Chris was previously in finance which he felt was parallel to the automotive industry by it being commission-based and unlimited earning potential. Chris decided to move back home when he and his wife Leslie became pregnant with their twin boys (now eight years old). Upon returning to Lexington, Kentucky, he took a job in software sales. He quickly missed the auto industry. Chris partnered with his childhood friend Mike Adari. They started by purchasing one car and selling it then reinvesting the profits. And within two years of doing this, they were able to open their dealership ...EZ Car Connection.
Want More?
Join Our Millionaire Car Salesman Facebook Group
https://www.facebook.com/groups/MillionaireCarSalesman/
Guess Who’s BACK!!! Sean V Bradley has escaped and is back hosting the Millionaire Car Salesman Podcast. He’s just in time, with The Internet Sales 20 Group 13 being only 96 days away we will be highlighting some of our speakers and panelists. Sean met Roy Davila when he attended IS20G 12 in Nashville TN. He is a moderator of the millionaire Car Salesman Facebook Group. Roy is also a New General Manager for Lithia Auto Group.
Roy started his automotive career when he was 19. A family member suggested that he sell cars and put him in contact with Corpus Auto Sales. Roy was attracted to the income potential of the industry. Roy started as a showroom salesman and his highest selling month was 22.5 units using facebook marketing for leads. He was promoted to floor manager after 11 months. Roy is a second generation in the Auto industry, his dad sold cars when he was young, selling 20-30 units a month. Now they both are apart of the Lithia Auto Group family.
Even though Roy is only 29, he has a lot of automotive wisdom. Tune in and listen as Sean and Roy break down not only industry lessons but life lessons as well!
Don’t forget to check out Roy Davila’s SYNERGY SESSION at IS20G 13 in Houston, TX November 11-13, 2019
Want More?
Join Our Millionaire Car Salesman Facebook Group
https://www.facebook.com/groups/MillionaireCarSalesman/
Jason Caliri has a strong background in marketing. He has 15 years experience in media working for CBS Radio and Clear Channel (now IHeartMedia). A friend that still works in radio was working with a Vision Auto Group and asked Jason to give them some marketing advice. He started working the showroom floor of Vision’s Nissan store and was having marketing meetings with the management team there. After coming from a NADA meeting the owner of the dealership, starting implementing some of the marketing advice from Jason.
They started with one store and making little changes, that caused the store to go from 50-60 new and 30-40 used cars sold per month. In 7 short months, the store became #1 in the district with 150 new cars sold and 50-60 used. Part of the success was partnering with radio, not just paying for ads but getting Djs to actually talk about the dealership live on the air.
The Keys are to focus on who you are trying to reach and focus on the market. Create content for the DJs, and it will be broadcasted to your social media, the Djs social media, and the station’s social media. Just like that, your dealership has touched more people.
Jason Caliri has been in the Automotive Industry for the last 10 years and is a wealth of marketing techniques. Tune in as Jason Caliri gives us some marketing nuggets and a preview of what to expect at Internet Sales 20 Group #13 in Houston, November 11-13, 2019
There are many motivational speakers, and then there is the one, the only, the incomparable Dr. Willie Jolley. He has been described simultaneously as a world-class, award-winning speaker and singer, best-selling author and media personality.
Dr. Willie Jolley has achieved remarkable heights in the speaking industry, having come from humble beginnings as a fired singer, who was replaced by a karaoke machine! He has gone on to be named “One of the Outstanding Five Speakers in the World” by the 175,000 members of Toastmasters International, inducted into the Speaker Hall of Fame and achieved the distinction of Certified Speaker Professional by the National Speakers Association. He’s the recipient of the Ron Brown Distinguished Leadership Award, named “One of the Top 5 Leadership Speakers” by Speaking.com and Business Leader of The Year by The African American Chamber of Commerce.
Dr. Jolley uses his public platform to pursue his mission of empowering and encouraging people to rise above their circumstances and maximize their God-given potential! Many know him as the speaker Ford Motors called on when they were on the brink of bankruptcy. His work helped Ford reject a government bailout and go on to Billion Dollar profits!
Dr. Jolley has built a reputation of being captivating, compelling and life-changing! No matter the venue, from his iHeartRadio Willie Jolley Wealthy Ways podcast to his SiriusXM Radio show, to his audiences like Walmart, Comcast, Verizon, Marriott or The Million Dollar Round Table, Dr. Jolley keeps it moving with high energy, high content and great enthusiasm. He delivers memorable nuggets and usable strategies on how every person can live a better life, one day at a time! Tune in as Dr. Willie Jolley shares his story and powerful, life-changing techniques that will motivate you to make the most of every minute.
Websites
Jolleymarriage.com
www.facebook.com/willie.jolley
https://williejolley.com/wealthyways (Sirius XM Radio Show)
https://www.iheart.com/podcast/399-dr-willie-jolleys-wealthy
Books:
It Only Takes A Minute To Change Your Life
A Setback Is A Setup For A Comeback
Turn Setbacks Into Greenbacks
An Attitude of Excellence
Chicken Soup For The Christian Soul II.
Rob grew up in the automotive industry. Rob’s Father Bob Ruth started his automotive career when he was 18 years old. Bob bought Bob Ruth Ford when Rob was 6 years old. After high school, Rob was originally resistant to working at the dealership. The Summer before going to college in North Carolina, Rob got a job a mason making $8.00 an hour. It was hard work which he loved, but it wasn’t monetarily beneficial. The following summer, Bob convinced Rob to work the showroom floor. He made $2200 dollars that summer and was hooked on the earning potential. The next summer he made $9000. And the summer before his senior year he really hustled and worked bell to bell and made $28,000. After College, Rob took a job with a bank in North Carolina, but his salary was maxed at $40,000.
Rob decided to come back home to Bob Ruth Ford. It was 2000 and the internet was becoming a major thing to the automotive industry. Rob thought that was an opportunity to leverage the internet and connect with more people. Now Rob is the dealer principal of Bob Ruth Ford, with a record-breaking internet department. One of Rob’s keys to success is developing and investing in your team. Your strength comes from the strength of your team.
Tune in as Rob Ruth talks about being a successful second generation and keeping the legacy going.
Michael West is from Lucedale, MS that has a population of 25K. He grew up in a trailer where he shared a sofa bed with his siblings. It was his early upbringings, that made him never what to experience being poor as an adult. His father was a building contractor, and Michael was a welder by trade. He had gotten his start in the automotive industry helping his Stepfather “Art” with his “buy here, pay here” dealership. He didn’t have sales experience but he was a great people person.
Michael was in the process of getting his first two deals funded, Hurricane Katrina Hit and the dealership lost everything and went from having 75 paid accounts to just 3. It took them two months to reopen. In November of 2005, they sold 34 cars and was getting back on their feet. Michael wanted to get out of the buy here/pay here but they needed more capital. Talked to his stepdad to start financing vehicles through a bank. They partnered with Western Funding and sold 343 cars over a 2 ½ year time frame. They started receiving backend money that was increasing month after month. Things started going well, but that was short lived...Western Funding filed bankruptcy.
Michael self-taught himself finance and started signing up multiple banks. He mastered how to fill out the banks' packets, and had the tenacity to keep following up and landing major banks. As Direct Auto became more successful Michael started investing in himself. Michael took a Joe Verde class that turned his mindset and business around. Michael feels that Finance is his superpower wants to help other small independent dealerships become successful and he is also in the works of creating an app that helps dealers to connect with banks “Indirect Auto”, (coming soon) Join us as Michael West shares his story and how independent dealerships can master the automotive finance game.
Zack Williams has always been about his business. In 2010 he had his own clothing line and also started a promotion company that combined his love for parties and helping people. His life changed after a horrific accident that cost him to lose everything; even almost his life.
Zack later took his learned marketing skills to Hard Rock Cafe as their Marketing and Sales Director. His career at Hard Rock was going really well. But while curating an event for one of his dream companies Harley Davidson he was offered a job as their marketing manager. So he made the switch and loved it. Zack felt that the Harley Davidson brand fitted who he is. He was very successful as their Marketing manager and really great with people. That caused the upper management team offered him a position on the sales floor and he was able to negotiate and keep his marketing salary plus commissions when he sold a unit. In the beginning, he considered himself mediocre salesperson making 100 calls a week. One day he had a paradigm shift and knew he had to make more money. Zack tripled his calls to a minimum of 300 calls week and started cash flowing $8k-$10k a month. His average unit sold was 18 per month.
Zack was approached by the Ford Dealership three times before he was open to having a conversation about the change. He was very nervous to make the shift, he was newly married and about to have a daughter, but after talking to his wife he went for it. Zack knew that his image didn’t initially scream Ford salesman, so he started searching on ways to brand himself and owning his image. That’s when the “The Tattooed Sales Guy” was born. He utilized social media he was able to sell 21 cars in his first 18 days. His general manager Randy Hart took him under his wing and kept encouraging him. Join us as Zack Williams aka The Tattooed Sales Guy shares how the automotive industry changed his life and how he used Social Media to help make that happen.
Social Media: "The Tattooed Sales Guy"
www.thetattooedsalesguy.com
Danny Zaslavsky grew up in the automotive industry. His parents are Ukrainian immigrants, coming to the US in the 1970s. His parents had a shoe repair business until his father decided to join the automotive industry after buying a new car. Danny’s dad became a partner of the dealership, and that is how Country Hill Motors was born. At 14 years old, Danny worked at the dealership vacuuming and washing cars. He later worked in service and the body shop, but quickly found his niche in sales.
Danny worked the sales floor during the summer in later years of high school and before college. He went to the University of Kansas studying Human Biology & Chemistry to become a doctor, decided to stay in the family business. Danny had the opportunity to focus on the brand and the marketing of the dealership which includes various ways to give back to the community.
Danny believes that: chasing money is noble, but if you are being driven by success; the money will come (Money is the side effect of success.) The key is to focus on customers and treat them with respect and integrity. This includes making sure your dealership has foundational values, investing in your team, and always remember that it's not just about selling a car but providing an experience. Tune in as Danny Zaslavsky, Dealer Principal of Country Hill Motors explains how “Different is Better Than Better”
Books Mentioned:
You are a Badass by Jen Sincero
https://www.amazon.com/You-Are-Badass%C2%AE-Doubting-Greatness/dp/0762447699
Author Mentioned
Brené Brown
Jim Gee started his automotive career on his birthday, August 8th in 1991. He had a degree in finance and accounting when a friend of his suggested he apply to be an auditor for Burns Auto Group.
From there, Jim has held different titles at many of the Burns Auto Group Dealerships. He called RK Chevrolet his automotive home since 1999. Jim was put on the fast track to management. He worked the showroom floor for two months and was promoted to Sales Manager. “Management is management, just know the product or service that you are managing.”
While working the desk Jim making up to 60/70 deals on a Saturday. He then decided to go to NADA Academy to learn to be even more well rounded and be a more effective leader.
Jim feels lucky to have his accounting background, most General Sales Managers. Sales Managers have an accounting background. Jim believes “you have to learn where the money is” and part of that is knowing how to read financial statements. To be a good manager you have to know your team’s strengths and challenges so you know how to coach them. Tune in as Jim Gee discusses the power of having synergy with your dealership.
Books Mentioned
Customer for Life by: Carl Sewell
https://www.amazon.com/Customers-Life-One-Time-Lifetime-Customer/dp/0385504454
The New Gold Standard By Joseph Michelli
https://www.amazon.com/New-Gold-Standard-Leadership-Ritz-Carlton/dp/0071548335/ref=sr_1_1?crid=1CYSXT4YOF5KG&keywords=ritz+carlton+service&qid=1560884044&s=books&sprefix=ritz+ca%2Cstripbooks%2C121&sr=1-1
7 Habits of Highly Effective People By: Stephen R. Covey
https://www.amazon.com/Habits-Highly-Effective-People-Powerful/dp/1451639619/ref=sr_1_3?crid=2XYJJZPC4JYY6&keywords=7+habits+of+highly+effective+people&qid=1560884163&s=books&sprefix=7%2Cstripbooks%2C199&sr=1-3
Brian Kennedy always wanted to be successful and make money. While in college he had a part-time job at an electronic store “circuit city” making an average of 5k a month. He later learned that at the time the average UCLA graduate makes 43k a year. After that Brian decided to end his college career.
Brian was in the process of becoming a stockbroker in Beverly Hills when a friend of his suggested he talk to his father who was a Manager of a Mitsubishi dealership. After weighing the risk and reward between the two opportunities, Brian started his automotive career. For the first three months, he was averaging 10-11 cars per month making between $4000-5100 each month. Brian wasn’t ok with his results. He’s manager started to coach him on what to say and how to overcome objections. By implementing the instructions word for word, he sold 24.5 cars and made $10,700 the remaining 23 days of that month
Brian believes that the biggest mistake that people make in the automotive industry is hanging out with people who sell 6 cars a month and who doesn’t have the desire to achieve more. You must be intentional about finding people better than you and learning from them. Also by being in Automotive management for the last 15 years, Brian adopted the mindset that you have to help your team make money and in turn, you will make money.
Tune in with us as Brian Kennedy shares how important it is as a manager to support and pour to your team.
Brian Kennedy's email: bk@kmpag.com
Books Mentioned:
With Winning in Mind by Lanny Bassham
https://www.amazon.com/Winning-Mind-3rd-Ed/dp/1934324264
David Huffman always focused on the end result in mind from a young age. Growing up playing sports and bodybuilding, he never had a fear of being hurt and finding comfort in being uncomfortable. Even though he was introduced to the internet in an unconventional way, he learned to use the internet to launch many online business ventures including automotive sales.
David started his sales career in the gym community selling gym memberships and supplements. In 2014, Dave decided to start selling cars, it was a way for him to stretch his selling ability. David learned how to market to get people into the dealership and grew a customer base trusted him so he was able to hold gross. David was selling 20 plus cars a month, by using his internet resources including Tender. David believes that framing and setting a realistic expectation for your customers can make the difference with a sale.
David got out of the automotive industry in 2016, after deciding to work with Mark Jennison and selling his 30 in 30 programs. After that he went into content marketing, helping hundreds of automotive professional become successful. Tune in as David Huffman shares some of his marketing strategies that will take your business to the next level!
Links Mentioned:
David Huffman Facebook:
https://www.facebook.com/davidhuffmansales/
https://www.facebook.com/SalesTalkUncensored/
https://www.facebook.com/groups/2004726159591804/
Sales Talk Uncensored:
https://www.salestalkuncensored.com/
https://www.youtube.com/channel/UC26AslcMclWR9w8Vhyl9NuA
Books Mentioned:
Dotcom Secrets By Russell Brunson
Expert Secrets By Russell Brunson
Influence: The Psychology of Persuasion By Robert Cialdini The Closer's Survival Guide By Grant Cardone
Chris Bouzikas grew up in Philadelphia, where his family owns Steve’s Old London Style pizzeria. It was there that he learned about sales and entrepreneurship, and adopted a skill set that he credits to his success today.
Chris got his start in the automotive industry at Colonial Volkswagen in the late 90’s working the sales floor. Chris specialized in special finance and averaged 23-25 vehicles sold per month. Chris learned many lessons there, including the basics of old school selling. And to this day he never stops improving and growing his knowledge of the automotive industry.
Chris understands that culture comes from the top down. And since becoming the Internet Director of Burlington Chevrolet, over the last year he took his department from 30-35 vehicles a month to 120-130 vehicles. He has created a culture learning and training. “To be a manager, you have to manage your staff and bring the best out of them every single day.” Join us as Chris breaks down the benefits of believing in, investing in, and training your team.
Mentioned Links:
Extreme Ownership: How U.S. Navy Seals LEAD & WIN
https://echelonfront.com/extreme-ownership/
Howard Stern:
www.simonandschuster.com/books/Howard-Stern-Comes-Again/Howard-Stern/9781501194290
Charles Barkley: https://www.amazon.com/May-Be-Wrong-but-Doubt/dp/0812966287
The Blind Phone Master: Synergy Sessions “Don’t Lie to Customers”
https://youtu.be/6pww8Qk3O1c
While some automotive professionals are satisfied in selling the industry average of 9.6 vehicles a month, Greg Jones of Sapaugh GM Power averages 38-40 cars a month. Greg started in the automotive industry at 19 at an RV dealership. He worked at a Chevrolet dealership, then moved on to a Ford Dealership where he was a Used Car Manager. Sapaugh GM Power has been his automotive home for the last 25 years.
Greg says his success comes from treating customers like family, mastering your craft, and never get comfortable. Greg prides himself on the ability to take care of people through the whole selling process, even scheduling services for them. The key is to follow up, and continuing to build relationships.
Tune as Greg Jones share valuable nuggets that can show you that you can not only be a Millionaire Car Salesman but a Multi-Millionaire Car Salesman
David Blasingame, a veteran in the car industry for over 45 years, started as a cashier in a body shop and moved through the ranks to his end goal at AutoFlex Leasing. In college, he found an opening in this body shop and it changed his life forever by putting his foot into the car industry by taking a risk of applying for a new position. He went from a fixed salary to determining his know income via commission, allowing him to buy a house and new car that first year!
David’s key advice in the industry is that determination is key and you should stay focused on your end goal. He also states that is not about how much you make on the car, it’s about how many cars you actually sell because you’re creating customers and more referrals. In his time with AutoFlex, he understood that because of the leasing programs, he would get the most customers for the frequency of short term leases, trading in to get the newest models or even buying the car they leased!
As a salesman, David could spot a salesman from the crowd. To hire a good salesman, he would check background checks as far back as you can go as well as testing the potential hire. You need to make sure that your employees are trained effectively, well educated and the urgency to know where they are in the transaction.
Email: david.blassingame@gmail.com
Radio Show: Saturday Morning Test Drive
https://1053thefan.radio.com/media/podcast/saturday-morning-test-drive
Can I Trust You by Dr. Yoram Soloman
https://www.amazon.com/Can-Trust-You-trustworthy-salesperson-ebook/dp/B07P9MYRVM/ref=sr_1_2?keywords=can+i+trust+you&qid=1557930371&s=gateway&sr=8-2
Entrepreneur Chris Tara-Browne owned 100 coffee houses in over 6 countries. Due to unfortunate situations involving a dishonest business partner Chris was forced to walk away from his 26 million dollar empire.
Chris's wife inticed the entrepreneur side of Chris with her checks from the dealership she was a part of. He entered into the car game almost 2.5 years ago and has been crushing it since.
He attributes his success to the understanding that being a sales professional is the same as owning your own business. Chris feels that if you want to make the car industry your career you MUST think long term. The true key to success is long term business relationships that generate referrals. If you have a mind frame of from SOLD to NEXT you won't ever develop referral based business.
In this podcast, Chris gives his highly intelligent advice, from the entrepreneurial side, of how to maximize your "sweat equity" investment in your automotive career. This requires discipline, on-going training, and determination.
You can reach Chris on Facebook and LinkedIn
Christopher Tara-Browne
Or on his cell phone - 650-892-4727
Do you want to take your Internet Department to the next level? Birthday Boy Jason Koons gives a sneak peek into the mind of an Internet Manager who has more than double his department's sales and is continuing to increase month by month.
Jason believes that true success starts at the top. If the "boss" believes and lives out a system when he trains his people on that system it will inevitably become who they are. Jason sees the value in his employees having a good work/life balance in order to come into work with "their heads on right" so they can focus and plan out their day and get their processes in order.
Jason started as a salesman but felt that the internet gave him a better opportunity to connect with more people. He has taken his internet department from 75 units per month to 154 units, and is on track for another increase for the month of April. Jason accredits the continued success to the structure, accountability, phone training, and his ability to make sure everyone follows the same process.
Jason is a successful manager because he has a firm grasp on the fact that respect is a two-way street between himself and his employees. He also knows the importance of continued training, which is why he is a Bradley On Demand client. Like LA put it, "Training is like showering, once you stop you start to get stinky!"
Tianna Mick is an up and coming success story in the automotive industry. At age 18 Tianna, did what most teenagers do, and moved out to her own place, enrolled in college, and then got her reality check! Bills Bills Bills. The need for financial freedom led her to the industry she KNEW could be the solution. Despite the critics in her life telling her she needs a college degree and being in a commission based industry is not wise, Tianna went all in. She proved them wrong by making $3,000 in ONE week, with only being on the showroom floor only 3 weeks. Tianna firmly believes that “If you make this your one thing and you go hard at it you can make more than college graduate - put in the work!”
Tianna has utilized the tools that Build a Brand has given her. Tianna has her very own website. She believes she builds rapport with her customers so easily because she humanizes herself with a genuine bio section on her website and texting to ask how her customer's day is going, not just "Are you going to buy this car." When she is not with a customer she is posting blogs, updating inventory on her website, posting to social media, and doing research related to the car industry.
Sean Bradley and LA Wiliams share their expertise with Tianna on this podcast, giving her advice on how to improve her website and her road to the sale process. Sean gives helpful tips on time maximization, which is a must to capitalize on all your money making opportunities and truly performing at your peak potential. LA drops a bomb with "create the market and then capture the market" when discussing weekly blog and social media ideas.
This is a must listen to for those "newbies" or rusty car professionals who need to be reminded that, in the words on Tianna, YOU CAN DO IT!
From the Military battlefield to the battlefield of the showroom floor, Ken Potter used his expertise to climb ranks from salesperson to sales manager within his first year. Ken was introduced to the car industry by his brother who was a manager at a dealership in Florida.
Ken stands firm on the principal, you can sell a car at a higher price because it’s the experience you provide the customer. In order to do this as a manager, you have to train your team in the process of providing a high level of value to the customer. Part of Ken’s process was building a playbook of rebuttals that he used to grow his team, which CarMax still uses to this day!
Ken believes the most successful vendors will come from the car business. You have to own up to your own successes and failures, you can’t blame others. Ken leaves us with the advice, “pick the weeds out of your team”.
On today's episode, the hosts of the Millionaire Car Salesman sit down and have an organic conversation about making money! This MUST listen to episode is filled with priceless advice from both Sean Bradley and LA Williams. Both are very successful individuals in their fields of expertise.
Get advice on book recommendations, like Rich Dad, Poor Dad and Richest Man in Babylon, to advice on the most important investment you can make, which is yourself!
The most precious commodity we have are the hours we have on the clock. We need to understand how valuable our time is in order to be successful. The next step to success is having that large destructive fire of passion and tenacity.
LA breaks it down on how simple it is to obtain the life you desire - "If you see someone living the life you want, you need to do what they do." Invest in yourself by attending seminars and networking. There are multiple ways to make money, no one way is wrong. You just have to get the mindset and then develop the skill set.
Against all odds Louie Herron, fought his way to ownership in the auto industry. Louie was adopted at the age of 5, never completed college. However, he did not let that define him or stop him. Louie believes that God has a plan for everything, he got his shot in the Auto Industry because of the Jackson State Helmet.
Louie entered the industry in 1995, with little to no training. He had to discipline himself by memorizing scripts, learning on the fly, and changing his mind frame about cold calls- making them a business. Louie's dedication and commitment elevated him to management within the first two years.
Louie believed that accountability as a manager is the best way to earn money in the industry. He believes there is immense amount of money to be made in the car industry. But you have to stop looking at a customer as a price, and look at yourself and the value you bring to the customer.
The path to success is not a straight line. You must be consistent, proactive and have the intent to produce. Success comes when you better yourself personally and professionally.
Be Driven by Fire!
Driven By F.I.R.E. By Louie Herron
Brad Lea, a soon to be self-made billionaire comes from humble beginnings being raised in a blue-collar family out of the northwest, his father a millworker and mother a typesetter. Brad's determination and hard work has paid off. His expertise in training led him to develop the most powerful training platform, which is Lightspeed VT.
Brad firmly believes that training is not something that you did it is something that you do. He has identified the 4 parts of great training. Good Content. Repetition. Practice. Accountability. Without ALL four you are just exposing yourself or others to information. Good training requires good coaches!
Trained people outperform untrained people. It is that simple. When you get paid on commission you get paid what you're worth. If your check is not what you want, take a look at yourself. If you are not working (which is hands-on practice) you need to be actively seeking information.
Brad knows that success leaves clues! He encourages you to follow them! Do not compare yourself to others but model and emulate the success you desire. Brad maintains his success by realizing the importance of staying grateful and helping others!
Shep Hyken is a New York Times Best Selling author and a customer service expert with over 36 years of experience. Shep first started with General Motors, then went to Honda, Lexus, Toyota, and more. His expertise in customer service can be utilized to help take your dealership to the next level.
Shep is a firm believer in the "Amazon" effect. Customers have gotten smarter with higher demands. 75 billion dollars are wasted because of the lack of good customer service. Studies show that customers would give up other satisfying activities to receive good customer service.
Shep recommends becoming the "server" of your dealership. It is your territory and you need to make your tips (commission). Shep offers tips in building those personal relationships and continuing to see the customers issues through.
You are the average of who you hang out with, so it is vital to always ask for feedback. Learn to swim with the sharks without being eaten alive!
Marilyn Batres had a career with Sharp but made the decision to enter an industry she knew nothing about 12 years ago and has never looked back.
Marilyn increased her Internet Department by 200 units per month as a result of her motto - "If you work hard and do what you are asked the sky is the limit!" To Marilyn working hard is having your priorities straight. As a manager, your priority should be to touch and stay aware of the work that is being done in your department on a daily basis.
You're only as good as your team. To keep the attrition rate low managers must realize that people like training and structure, create that environment!
Entering a foreign industry, Marilyn quickly realized that focusing your training on your weakness is the most beneficial for your success. She has implemented that philosophy into her department and continues to build her team.
Ali Reda joins the Millionaire Car Salesman podcast to share his superhero talents on breaking records, right processes and believing in yourself!
Ali Reda recently broke the Guinness World Record for most cars sold in 30 days! On average, most car salespeople sell 9.6 unit a month. Ali Reda, a.k.a. the real-life Bruce Wayne sold 202 units in that time!
He offers advice for any aspiring automotive sales professional who wants to take their sales game to the next level: don't focus on the numbers, feel a sense of urgency, and know your product.
If you want to become the superhero of your dealership, you need to constantly be learning. Learn from the mistakes of others and always strive for self-improvement!
Want to connect with Ali? Find him on his social links below!
Linkedin Profile
Karen’s story with Dealer Synergy began in 2007 when she met Sean. She began her career in the finance and accounting industry and rose through the ranks to become the CEO of multiple companies!
Karen is one of THE premiere women in the automotive industry, with over 11 years of Automotive Sales experience. Her sole mission has been to help car dealerships and their personnel achieve their maximum potential. She has directly helped over 1,300 rooftops and tens of thousands of Automotive Sales Professionals evolve personally and professionally!
She is a Time Maximization EXPERT and as a certified Franklin Covey Trainer and Facilitator has been invited to speak at multiple conferences across the country. Karen has lived by the principle of "Begin With The End In Mind", disciplining yourself to achieve your maximum potential.
This week, Sean V. Bradley, CSP, and L.A. Williams chat with Julio Lara of Country Hill Motors. Julio has worked at Country Hill Motors for 2 years, and averages 20+ units a month!
Julio is a self-starter: he has developed two brands to promote his work. As a car salesman, his FaceBook page Buy it from Julio (which started as Julio Drives It, where he test-drove cars) is his way of interacting with customers on social media. He utilizes Paid Ads and FaceBook Marketplace to close 5+ sales online a month.
He believes in being a self-starter: utilizing the technological and social resources around you, believing in your product, and having a code of conduct. Main goal is to do what Julio does the best. Use resources the way you're supposed to use them, keep a positive attitude, having standards and a code of conduct.
You can find Julio on FaceBook at Buy it from Julio, or at Country Hill Motor's official site.
The founder of the Automotive Game Changer conference and Managing Partner of Brooklyn Mitsubishi, El Patronn joins LA Williams this week on the Millionaire Car Salesman Podcast! Learn about promoting yourself and creating your own business, how not to make excuses, getting the right tools for your success, focusing on customer needs, culture in the automotive industry, and the habits of the most successful people.
El Patronn averaged 26-28 units a month and made 94,000 in his first year as a car salesman, and now he and his team average 350 units a month! It took El Patronn 15 years to reach his level of success, and he owes it to his processes! Let him teach you how to come out of your shell and focus on the opportunities.
The Millionaire Car Salesman Podcast meets the Billion Dollar Girl, a car consultant who worked for one of the Top 10 dealerships in the nation. She earns 1.1 billion a year! Toni Anne talks Internet Sales with Sean and L.A. and how to make more money with Phone-Ups and Internet/BDC departments.
99% of customers go online to shop for their car. Whether it's a form-fills or the first call to the dealership, the experience your dealership delivers to the customer makes the biggest impact with your sales. You can either make money or make excuses in sales.
Listen to Toni Anne break down cost per sale, her previous experience working for a 20+ rooftop dealership, how to re-evaluate your process on leads and working with vendors and the importance of training your people the right way.
Our own LA Williams sits down for a conversation with Josh Leader, a multi-rooftop Internet Sales Director on branding yourself and helping others grow in the automotive industry.
Sean V. Bradley, L.A. Williams, and Frank Crinite touched on what content the Podcast will focus on……
MAKING MONEY WORK FOR YOU! - Frank Crinite
Frank Crinite is one of the rare, living breathing money-making machines that have sold over 12,000 cars in his career to date. He simply just DOES NOT KNOW HOW TO LOSE!
Frank attributes his success to his mindset of “BELIEVE YOU CAN DO IT!” You have to High Five the mirror! If you don’t love you no one will love to be around you!
Frank shares that he always wanted to be a businessman growing up and now he is running life as if he has his own business within The Honda family of dealerships.
The car industry is a nondiscriminatory field that if you have a long term mindset there is an immense amount of money to be made!
Frank has FREEDOM because of the hard work and dedication, the blood, sweat, and tears, he has invested in his career over the years. He has the freedom of time to give back to the charities that he cherishes ALL year long, he has rental properties that he is flipping, and most importantly he has the time to invest in his most prized possessions - His wife and kids!
MONEY IS A SEED MEANT TO BE PLANTED - Frank Crinite
If You’re Not First You’re Last!
BIGGIE OR PAC???? BATTLE OF THE COASTS!!!!
Sean for Biggie and Frank for Pac….GO PAC! ;)